2. (c) 2021
Marketing Strategy
Strategic Presentations
Research & Blog
Marketing Leadership
Steve Robins
Principal,
Solution Marketing Strategies
s.robins[at] solutionMKT.com
www.linkedin.com/in/steverobins1
3. (c) 2021
Product Marketing
Ëprä-(Ë)dÉkt Ëmär-kÉ-tiĹ
bring new products to market
Product Marketing
Ëprä-(Ë)dÉkt Ëmär-kÉ-tiĹ
Product marketing leads the effort to
bring new products to market
based on an understanding of
customers & their needs
4. (c) 2021
Product Marketing Connects the Go-to-
Market Value Chain
Product
Manage-
ment Marketing
Sales
Customers
Product
Marketing
⢠Understand buyers
⢠Consistent, repeatable
processes
⢠Go-to for go-to-market
⢠Value-oriented messaging
⢠Turbocharge products,
sales, and marketing
⢠Grow revenue
5. (c) 2021
Detailed Product Marketing Framework
⢠Optimal product marketing encompasses each of the areas of the
framework. How you cover it will depend on your company and
need.
⢠The framework slides that follow show representative scope, actions,
and sample outputs. The slides are not meant to exhaustive.
⢠Product marketing exists in partnership with other functions
§ While product marketing may be involved in different aspects, the function
does not necessarily own execution, of for example, demand gen campaigns
§ Product marketing must collaborate with product management. In many
cases, both functions will team on projects such as customer interviews.
9. (c) 2021
Market Insight
Scope Actions Outputs
Understanding ofâŚ
⢠Users/buyers
⢠Potential & current buyers
and users - needs, challenges,
business drivers, compelling
events
⢠Competition
⢠Who they are, SWOT vs the
product, positioning &
competitive sales strategy
⢠Customer & prospect interviews
⢠Win/loss interviews
⢠Competitor research
⢠Competitor monitoring (new
product launches, acquisitions,
etc)
⢠Information sharing with other
teams
⢠Market segmentation -
identification, prioritization, value
⢠Buyer personas
⢠Overall competitive SWOT analysis
⢠Competitive recommendations
⢠Competitor tools, comparisons,
battle cards etc for Sales
10. (c) 2021
Product Strategy
Contribute to product strategy with:
Market insight
Voice of the customer/
prospect/buyer
Win/loss Sales & marketing
perspectives
Timing requirements
(c) 2021
11. (c) 2021
Product Strategy
Scope Actions Outputs
⢠Contribute to:
⢠Product strategy
⢠User requirements
⢠Roadmap, roadmap prioritization, and
timing
⢠Product feature groups & features
⢠Market drivers for roadmap such as industry
conferences & launch dates
⢠How roadmap fits into message
⢠Handoff process from product management
to product marketing
⢠Early participation in roadmap & market
requirements
⢠Awareness of upcoming releases
⢠Clear delineation AND collaboration
between product management &
product marketing
⢠Market insight that feeds into product
plans, roadmap
⢠Product marketing participation in agile
ceremonies, time permitting
⢠Cooking demos
⢠Regular meetings with product
management counterparts
⢠âAmazon style press releaseâ before
start of development
⢠Market requirements doc
⢠Handoff documents from product
management to product marketing
12. (c) 2021
Go-to-Market
Strategy & Playbook
Personas
Ideal
Customer
Profile
Business
Strategy
Success
Metrics
$
Turn products
into revenue
13. (c) 2021
Go-to-Market Strategy
Scope Actions Outputs
⢠Business strategy for the product â
how will it drive profitable revenue?
⢠Target market/segment, ICP (ideal
customer profile)
⢠Personas
⢠Packaging
⢠Pricing
⢠Sales strategy
⢠Lead gen strategy
⢠Revenue, lifetime value projections
⢠Success metrics such as
⢠Unit/revenue growth
⢠Sales acceleration
⢠Research, market sizing
⢠Customer, prospect, partner
research
⢠Build out plans for each of items in
Scope, partnering with the
appropriate functions
⢠Business plan/GTM plan
⢠Persona documents
⢠Each of the items in Scope section
15. (c) 2021
Message
Scope Actions Outputs
⢠Use understanding of customers
and product to create compelling
and targeted value propositions
for both the product line overall
and for specific products
⢠Gain 360 degree perspective on
product value fromâŚ
⢠Customers, CAB
⢠Prospects
⢠Sales
⢠Product team
⢠Technical
⢠SEs
⢠Support etc.
⢠Analysts
⢠Create message
⢠Vet and test the message
⢠Message test plan
⢠Messaging document
⢠Reusable messaging chunks for
different media (website, data
sheet etc)
⢠Product presentation based on
core messaging
⢠Keywords
17. (c) 2021
Product Launch
Drive maximum impact with a
process that isâŚ
Strategic
Repeatable
Coordinated
Measurable
Start with
âwhyâ?
18. (c) 2021
Product Launch Planning/Execution
Scope Actions Outputs
Process to bring the product to
market including:
⢠Message
⢠Competition
⢠User/buyer personas
⢠Marketing/amplification
⢠Demand gen
⢠Sales enablement
⢠Content
⢠Create and track progress of plan
with key stakeholders
⢠Create metrics
⢠Create plans for items in Scope
⢠Determine stakeholders and who
to include in process
⢠Launch plan
⢠Run regular launch meetings with
all key stakeholders
⢠Bills of Materials for different
types of launches (most important,
medium importance, minor etc)
⢠Metrics
20. (c) 2021
Enablement
Scope Actions Outputs
Product marketing drives
âenablementâ of other functions
including:
⢠Sales, BDRs
⢠Sales partners
⢠Marketing team
⢠Customer support/success team
⢠Broader company
⢠Determine requirements for
enablement by meeting with
stakeholders
⢠Map enablement needs against
sales stages and/or buyer journey
⢠Create messaging doc and
reusable core enablement tools
⢠Determine sales and marketing
demo strategy (e.g., how demo is
used in sales cycle and demand
gen, should it be recorded or
delivered live?)
⢠Messaging document (see
Messaging page) which will drive
creation of some content such as
website, datasheets, social media,
lead gen, sales demos
⢠Base content including:
⢠Standard reusable copy blocks
(descript, value etc.)
⢠Sales presentation
⢠Sales training
⢠Company announcement
⢠Competitive tools
22. (c) 2021
Buyerâs Journey & Product Usage
⢠Product Marketing drives strategies and tactics along the entire
buyerâs/customerâs journey from awareness to renewal
⢠The following pages are organized by stage of the
buyer/customer journey
23. (c) 2021
Stage Scope Actions SAMPLE Outputs
Awareness ⢠Message and tactical guidance on marketing
& product opportunities to drive awareness
⢠Work on awareness campaigns with
marketing, product team and others
⢠Create supporting content
⢠Campaign plans &
recommendations
⢠Blog posts
⢠Thought-leadership content
⢠Speaking
⢠Partner marketing
Consider-
ation
⢠Message and tactical guidance on
marketing, product, and sales opportunities
to drive consideration
⢠Work on demand gen campaigns
⢠Identify needed sales tools based on
sales enablement framework, past
history
⢠Coach sales people
⢠Sales tools & Training
⢠Analyst reports
⢠Case studies
⢠Product datasheets
⢠In-app promotions
⢠Partner marketing
First-Time
Purchase
(new logo)
⢠Sales enablement & training ⢠Similar to above ⢠Sales enablement
⢠Buyerâs guide
⢠Competitive tools
Buyer/Customer Journey â The Road to Revenue
24. (c) 2021
Buyer/Customer Journey â The Road to Revenue
Stage Scope Actions SAMPLE Outputs
Onboarding ⢠Message
⢠Programs for successful
onboarding
⢠Provide message
⢠Lead onboarding/usage team
⢠Onboarding tools
⢠In-app messages
Increased
Usage
⢠Message
⢠Programs that drive usage
⢠Provide message
⢠Lead onboarding/usage team
⢠In-app messages
Cross-Sell/
Up-Sell
⢠Cross-sell/up-sell programs for this
product in the companyâs other
products
⢠Prioritize the company's
complementary products
⢠Create programs to promote
this product within other
company products (e.g., in-
app promotions)
⢠Work with sales and
marketing to create cross-sell
programs
⢠In-app promotions
25. (c) 2021
Buyer/Customer Journey â The Road to Revenue
Stage Scope Actions SAMPLE Outputs
Referral/
Reference/Ca
se study
⢠Build this into onboarding data
capture
⢠Capture customer case studies
⢠Establish referral bonuses
⢠Reference database
⢠Case studies
Renewal ⢠Provide message: why renew ⢠Create in-app renewal
campaigns
⢠Renewal promotions
26. (c) 2021
Take the Next Step
Questions?
Contact Steve Robins
s.robins [at] solutionmkt.com
Elevate your product
marketing -
learn how in this
presentation
Download the
editable Workbook -
tailor to your needs
www.ProductMarketingFramework.com
?