5 Takeaways from the Go-To-Market Leaders Product Marketing Panel
Last Wednesday evening, we had the pleasure of co-hosting the Go-To-Market Leaders San Francisco Meetup and Product Marketing panel with Akoonu. We were joined by TIRO Communications president and founder Patrick Spencer, Slack head of product marketing Harsh Jawharkar, Anaplan vice president of global product marketing Folia Grace and Jasper Wireless director of product marketing Theresa Bui Revon. These panelists discussed the role of product marketing in shaping conversations with prospects and in supporting sales.
Here’s what we learned:
Be a mini CEO. One of the challenges of the job of product marketer is that there are no boundaries. It can be anything. The product marketer is the mini CEO of the product. It’s your job to raise awareness of your product and make sure all teams (customer success, sales, quality assurance, product marketing and content marketing) are aligned in their understanding of the product, message and business goals.
Keep your message consistent, but tailor your language. Your message should remain consistent throughout the sales and marketing process, regardless of the vertical you are marketing to. However, it is important to keep in mind that while the message should stay the same, the language should be tailored to match your vertical. The challenge for product marketing is to make sure you use a vocabulary that the customer is used to hearing—while keeping a consistent message.
Ask for feedback from your sales team. Product marketing is not solely about product design, it’s about experience design. And there is no team better than your sales team to understand what customers are doing, how they are doing it, and what they need from you (the product) to do it better. Feedback from your sales team is absolutely crucial to understand how you can tailor your product—and the experience you can give to your customer. Ask your sales team if they see any gaps in what you deliver and what customers are asking for. And make sure both the marketing and sales teams understand how to tweak your messaging and content, which can be the most challenging part.
Appreciate the partnership between social media and product marketing. The partnership between social media and product marketing is invaluable. Social media teams have the opportunity to monitor and track conversations in real-time. Conversations on social channels shift at an incredibly rapid pace, and your social media team should be updating product marketing to make sure that their messaging is in line with what’s trending. If your customers are talking about security and you aren’t, that’s a problem. Additionally, social channels can also add value to your customers’ lives beyond the product itself—especially for customer support.
Customer success is key. It can be a challenge to drive revenue from an existing customer. But with customer success, it makes this task a whole lot easier. It’s imperative to deliver value to your customer on an ongoing basis. It’s about understanding what the difficulties are from step 1, to step 2, etc. Customer success should be at the heart of what are you doing. And if your product marketing team isn’t talking to your customer success team, you have a serious deficiency that needs to be addressed.