Tag: Product Positioning
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What is your actual win rate?
Read this blog to understand the difference between a funnel win rate and competitive win rate
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Five benefits of reviewing your product packaging
A review of product packaging by your product marketing team can provide the following key benefits: Best of all, you don’t need to hire expensive pricing consulting firms that use complex mathematical models and lots of buzzwordy analysis to help you simplify your packaging. Such recommendations are hiding in plain sight for your product marketing…
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Crafting Home Page Messages: Engaging Your Target Persona
Corporate and product marketing teams sweat over any changes to the homepage hero message. It is the most important message that should not miss the mark with your target persona. On top of it, every executive in the company wants to have a say in it. Depending on the company’s size, even board members have…
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How to use sales history to improve your vertical go-to-market performance?
In the last blog post, I discussed the value of ‘white space analysis’ using your sales data history. We discussed how it can help you sharpen your customer marketing, improve your sales coverage model, and identify issues in your go-to-market strategy among other benefits. Today I will discuss how to leverage sales history data and…
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Why ‘Land & Expand’ analysis of your sales data is a goldmine
There is so much you can learn from the ‘land and expand’ analysis of your sales history. It can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. What is land and expand data analysis? You start with extracting sales transaction history into…
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Seven steps to building an awesome product message!
Here is the seven step framework I have used when working with my clients to build very sharp product messaging.
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Seven tips for an awesome win-loss analysis
Here are seven practical tips I would offer for an awesome win-loss analysis
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How detailed should a competitive analysis be?
This post answers the question – Is it enough to do a high-level competitive analysis (containing information such as company overview, overview of their key products, overview of their go-to-market, list of their recent marketing programs, recent wins and losses, and SWOT analysis) or should you go into more details in your competitive analysis?
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How to excel at competitive analysis
In this post I will share the three frameworks I have used to successfully create, document and share competitive analysis with my clients.
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7 steps for creating, packaging and delivering sales enablement content for high consumption.
Here are the techniques for delivering sales enablement content to maximize consumption by reps, that I learnt
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5 steps for product marketing to make sales enablement content more effective
Sales enablement is one of the most important drivers for success in a software business. It ensures that your existing reps can successfully articulate the value proposition of new products/capabilities, and your new sales reps can become productive quickly. To look at what makes sales enablement successful, let’s start by looking at sales enablement along…
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What is ongoing customer discovery and why you can’t afford to outsource it to your customer success teams?
The customer discovery process has primarily been used by product marketing/product management teams at early-stage software companies before they bring their first product to market. It is also used by larger software companies, who are developing new products to enter new markets. Customer discovery is an iterative process of understanding customers’ situations, needs, and pain…
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