What can CMOs do in 2023 to drive efficiency, increase velocity, and prove value to customers? This episode breaks down two of the most important levers CMOs can pull — well-defined positioning and revenue plays.  Join host Rowan Noronha live from #PavilionCMOSummit2023 as he talks product marketing strategies with Kyle Coleman, SVP Marketing, Clari, Meagan Eisenberg, CMO, Lacework, and Sydney Sloan, Executive in Residence, Scale Venture Partners.

S3 Episode 3: Positioning to W.I.N. in an era of SaaS Rationalization

The tide has turned, b2b buyers and sellers interactions have changed… and in the Marchitect, CMOs and leaders in product marketing, content marketing, and enablement share how they build impactful teams that interlock with their GTM peers, optimize their GTM efforts, and enable customer-facing teams to create, capture, and convert demand. Produced by The Compete Network by Klue.

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There’s so much confusion around what a modern go-to-market is, and what marketing’s role is in developing and executing against a successful GTM strategy. In the first episode of The Marchitect, Sangram Vajre, Founder at GTM Partners, Trinity Nguyen, VP Marketing at UserGems, and Yi Lin Pei, Founder at Courageous Careers share: the modern go-to-market, and the role of the CMO and their PMM leader the difference between marketing the business, and the business of marketing the key characteristics of a modern CMO & PMM leader what GTM motions should be top of mind for modern marketers Credits: The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community. Guests: Sangram Vajre, Trinity Nguyen and Yi Lin Pei Producer: Grayson Ottenbreit Editor: Stephen Despins

Are You a (Modern) Product Marketing Leader? | S4 E1

When was the last time your marketing team talked to an actual customer? It’s time to change that. And Kevin ‘KD’ Dorsey is here to tell you why. 
 With over a decade of experience in sales and marketing, current SVP of Sales & Marketing at Bench Consulting, KD is well-versed in how to elevate your sales and marketing alignment. From driving urgency to strengthening your sales and marketing alignment, KD has tips, practical advice, and real-life stories to share. You won’t want to miss this one. 
 In this episode, you’ll learn:Why you can never know too much about your customersHow to multithread your sales process and speak to each person on the buying committeeAnd understand the connection between urgency and conversion.
 Jump into the conversation: [02:40] Why you MUST understand your customer [05:40] KD’s 6 must-ask questions [09:40] Optimizing conversion with ‘want’ [12:09] What is multithreading? [24:30] The friend zone of sales 
 Connect with KD: https://www.linkedin.com/in/kddorsey3/ Connect with Rowan: https://www.linkedin.com/in/rowan-noronha/ Product Marketing Community: https://www.productmarketingcommunity.co/ Presented by Pavillion https://www.joinpavilion.com/ Powered by Casted https://www.casted.us/ Produced by Share Your Genius https://www.shareyourgenius.com/

S3 E9: Navigating Sales & Marketing Alignment with Kevin "KD" Dorsey

In this replay episode, join our host, Rowan Noronha, as he discusses how to price with confidence with Jason Oakley (Founder, Productive PMM), Mark Stiving (Founder, Impact Pricing), and Kyle Poyar (Operating Partner, OpenView). Your pricing structure is your top profit lever. It can boost profits much more than increasing sales or cutting costs can. But most companies leave money on the table because they don’t charge the right price. Why is pricing underdeveloped in most companies? And how can companies do better? In this episode, pricing gurus Mark and Kyle explain which function should own pricing (cough, product marketing) and how to choose the right pricing strategy.

REPLAY: Pricing with Confidence with Kyle Poyar (OpenView), Mark Stiving (Impact Pricing), & Jason Oakley (Productive PMM)

“Product marketing needs to captain your product launch.” A bold statement. And one that our host, Rowan Noronha, and our guests, Jason Oakley and Yi Lin Pei stand behind wholeheartedly. There are so many misunderstandings when it comes to the product marketing team’s execution—from their role in early development to planning and executing a release versus a launch. And without a successful product marketing launch, your business’ growth can’t create its maximum impact. Jason Oakley, founder of Productive PMM, and Yi Lin Pei, Career Coach and founder of TechGrowthCoach, are both seasoned product marketers who share their own personal experiences and journeys in the field of product marketing, as well as their passion for driving diversity and growth within the industry. Jason and Yi Lin share their frameworks and step-by-step instructions to help product marketers get the most impact from a product launch.

S3 E8: Product Launch 101 with Jason Oakley & Yi Lin Pei

Did you know that 40-60% of B2B software purchases end in no decision? Oftentimes, buyers let the deal go because they can't figure out how to confidently make a decision—they’re more worried about messing up than they are about missing out. And we can do better. Enter April Dunford, best-selling author, founder at Ambient Strategies, and Queen of Positioning sits down with our host, Rowan Noronha to to recap her core tenets of successful positioning and share tangible insights from her latest book, Sales Pitch. April shares how well-defined positioning can be a powerful efficiency tool for B2B companies because positioning means focus, and focus avoids waste. But positioning alone is not going to ensure your success in 2023 and beyond. You need a second tool to drive growth efficiency—a sales pitch. If positioning is your tool for efficient acquisition and go-to-market, a sales pitch is your tool to drive velocity. April masterfully shares how to transform your positioning into a sales pitch guaranteed to put your best foot forward. In this episode, you’ll learn:The 5 key components of positioning and how they correlate to your sales pitch.How to craft a successful sales pitch (based on your positioning) in 8 steps.Why you should always start your sales pitch with your insight into the market.Jump into the conversation: (01:00) Why Do We Need Better Positioning? (06:30) 5 Key Components of Positioning (13:00) Creating a Sales Pitch Based on Insight & Value (20:00) 8 Components of A Successful Sales Pitch (45:000 How to Test Your New Sales Pitch So join us as April Dunford shares her insights on developing a well-structured sales pitch that aligns with the company's positioning, testing and iterating the pitch, and achieving alignment between marketing and sales. A must-listen for product marketers and B2B CMOs looking to improve their positioning and sales strategies. 
 Connect with April: https://www.linkedin.com/in/aprildunford/ Order her book, Sales Pitch: How to Craft a Story to Stand Out and Win: https://www.amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021/ref=sr_1_1?crid=1BBS4444TKYE9&keywords;=april+dunford&qid;=1695046839&sprefix;=april+dunford%2Caps%2C106&sr;=8-1 Connect with Rowan: https://www.linkedin.com/in/rowan-noronha/ Product Marketing Community: https://www.productmarketingcommunity.co/ Presented by Pavillion https://www.joinpavilion.com/ Powered by Casted https://www.casted.us/ Produced by Share Your Genius https://www.shareyourgenius.com/

S3 Episode 3: Positioning to W.I.N. in an era of SaaS Rationalization

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