The Exit Five CMO Podcast (Hosted by Dave Gerhardt)

The Role of Product Marketing in B2B: Strategies, Tools, and Metrics for Success


Listen Later

#236: Product Marketing | Product marketers are no strangers to change. Whether it’s navigating new responsibilities, proving impact to leadership, or balancing short-term wins with long-term strategy, the role is constantly evolving - and in 2025, that evolution is only accelerating.

This Exit Five Live session is built to help you stay ahead. Dave sits down with Natalie Marcotullio (Head of Growth & Product Marketing at Navattic), Jason Oakley (Founder of Productive PMM), and Eric Holland (Senior PMM at Betterworks and Co-Founder of DemoDash) for a tactical discussion on how to sharpen your skills, adapt to a shifting landscape, and deliver measurable impact.

They cover:

  • What a successful product marketing function looks like in B2B
  • Tools, frameworks, and metrics that actually matter
  • How to align with sales and customer success
  • Trends to watch in 2025 and beyond

Timestamps

  • (00:00) - – Intro to Natalie, Jason, and Eric
  • (03:39) - – Why product marketing is the most important function in B2B marketing
  • (05:29) - – Defining the role: What should product marketing actually own?
  • (07:39) - – How PMM impacts revenue, growth, and pipeline
  • (09:09) - – Differentiation: What it really takes and why most companies get it wrong
  • (11:39) - – Real examples of effective positioning in crowded markets
  • (16:09) - – What bad product marketing looks like
  • (17:39) - – Why PMMs need to market the product more (and not just during launches)
  • (20:39) - – Launch marketing, momentum, and creating "marketable moments"
  • (22:39) - – Why PMM charters don’t work - and what to do instead
  • (24:39) - – How to measure product marketing impact (with or without KPIs)
  • (32:43) - – Tying assets and enablement to revenue
  • (34:13) - – Tracking usage without a big tech stack
  • (37:13) - – Who owns positioning: PMM vs brand?
  • (39:13) - – How to shine as a PMM in a sales-led org
  • (43:43) - – The death of one-pagers and what to use instead
  • (46:13) - – What to look for when hiring a great product marketer

  • Send guest pitches and ideas to [email protected]
    Join the Exit Five Newsletter here: https://www.exitfive.com/newsletter
    Check out the Exit Five job board: https://jobs.exitfive.com/
    Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

    ***

    Today’s episode is brought to you by Walnut.

    Why are we spending all this time on marketing… just to push buyers to a “Request a Demo” button? Even if they’re interested, no one wants to click that. No one wants to “talk to sales.” They just want to try the product for themselves!


    Good news: now they can - with Walnut.

    Walnut is the interactive demo platform for marketers who are done hiding their product and want to put it front and center.


    You can build guided, self-serve demos in minutes. No engineers. No developers. No waiting. Embed them on your site. Drop them in emails. Let buyers explore your product on their terms - at any stage of the funnel.


    And the best part? You get the data. See what features prospects are engaging with, where they drop off, and what’s actually driving pipeline.

    500+ companies use Walnut - including Adobe and NetApp. Their teams save 400+ hours a year building demos… and have prevented over 1.5 million minutes of bad ones.

    So if you want to drive more leads, shorten sales cycles, and actually show your product, go check out Walnut.io (and tell their team you heard about it on the Exit Five podcast!). 

    ...more
    View all episodesView all episodes
    Download on the App Store

    The Exit Five CMO Podcast (Hosted by Dave Gerhardt)By Dave Gerhardt

    • 4.7
    • 4.7
    • 4.7
    • 4.7
    • 4.7

    4.7

    38 ratings


    More shows like The Exit Five CMO Podcast (Hosted by Dave Gerhardt)

    View all
    The Digital Marketing Podcast by Ciaran Rogers, Daniel Rowles and Louise Crossley

    The Digital Marketing Podcast

    114 Listeners

    The Smart Passive Income Online Business and Blogging Podcast by Pat Flynn

    The Smart Passive Income Online Business and Blogging Podcast

    3,449 Listeners

    Social Media Marketing Podcast by Michael Stelzner, Social Media Examiner

    Social Media Marketing Podcast

    1,440 Listeners

    The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship by Omer Khan

    The SaaS Podcast - SaaS, Startups, Growth Hacking & Entrepreneurship

    184 Listeners

    The Official SaaStr Podcast: SaaS | Founders | Investors by SaaStr

    The Official SaaStr Podcast: SaaS | Founders | Investors

    180 Listeners

    Marketing School - Digital Marketing and Online Marketing Tips by Eric Siu and Neil Patel

    Marketing School - Digital Marketing and Online Marketing Tips

    1,260 Listeners

    Noah Kagan Presents by Noah Kagan

    Noah Kagan Presents

    902 Listeners

    The CMO Podcast by vYve & Jim Stengel

    The CMO Podcast

    345 Listeners

    Creator Science by Jay Clouse

    Creator Science

    457 Listeners

    GTM Live by Passetto

    GTM Live

    201 Listeners

    The Marketing Millennials by Daniel Murray

    The Marketing Millennials

    147 Listeners

    Marketing Made Simple by Powered by StoryBrand

    Marketing Made Simple

    291 Listeners

    Marketing Against The Grain by Hubspot Media

    Marketing Against The Grain

    353 Listeners

    Do This, NOT That: Marketing Tips with Jay Schwedelson l Presented By Marigold by GURU Media Hub

    Do This, NOT That: Marketing Tips with Jay Schwedelson l Presented By Marigold

    824 Listeners

    AI Explored by Michael Stelzner, Social Media Examiner—AI marketing

    AI Explored

    85 Listeners