This episode features an interview with Shannon Duffy, CMO at Asana, the enterprise work management platform that connects company-wide goals, strategic initiatives, and the execution of work in one place.

In this episode, Shannon discusses their evolution from product-led growth to targeting enterprise clients, and the challenges and successes of expanding up market. She also shares her thoughts on thinking beyond the data.

Key Takeaways:

• While data-driven decisions are critical, marketers should trust their intuition when the data isn’t conclusive or when exploring new market directions. This flexibility allows for creativity and risk-taking, especially when data lags behind rapid market changes or emerging client needs.
• Moving from product-led growth to targeting enterprise clients isn’t just about scaling product features; it demands a shift in how marketing teams understand customer pain points. It’s essential to align messaging to resonate with decision-makers who prioritize company-wide impact and long-term strategic value.
• Personalized outreach can make a significant difference, but it can be a challenge to create campaigns that feel personalized yet can scale across multiple accounts. Achieving this balance helps each client feel uniquely addressed without overloading marketing resources.

Quote: 

“I do think a lot of PLG companies have a lot of data and so that's good in a lot of ways because the data can help guide you. Everyone's like, yeah, no kidding, Shannon. The flip side of that though is, sometimes the data can't tell you everything. And that's when, if you've been doing enterprise marketing for a long time, or you have a background there, there is some pattern matching that needs to be layered over the data, if that makes sense. Like there are certain things that work, and so how do you take the data to guide you, but you don't wait for the data to tell you everything when you know there are tried and true things that work? For example, Asana now has a live in person event. Asana had never done that before, and there was no data I could point to that says, yes, this event will be successful. There just wasn't. So a little bit of it was like a trust fall of pattern matching of enterprise software selling, enterprise software marketing, being like, this will work. It will start small and we will build. And we did. And so last year we did our first event ever, had 150 people. This year we're doing it in New York. We're going to have a thousand, right? Like those are the things that like the data can't help you, so you need to be mindful of what the data will, but also trust sort of the enterprise marketing playbook for things that will make a big difference.”

Episode Timestamps:

*(02:43) The Trust Tree: Cultivating relationships with different personas 

*(29:44) The Playbook: Brand is the only thing that helps with both PLG and enterprise markets

*(41:23) The Dust Up: Challenge your long-held assumptions
*(43:45) Quick Hits: Shannon’s Quick Hits

Sponsor:

Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for pipeline pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links:

• Connect with Ian on LinkedIn
• Connect with Shannon on LinkedIn
• Learn more about Asana
• Learn more about Caspian Studios