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Internal Positioning: Educating Executives on PMM Value
Most executives don't understand what PMM does. Here's how to position the PMM function internally so they fight to keep your headcount, not cut it.
PLG Competitive Strategy: Competing When Competitors Require Sales Calls
Sales-led competitors have advantages—established relationships, enterprise credibility. Here's how PLG companies compete and win.
Getting Stakeholder Buy-In for Market Research Investment
Executives see research as expense, not investment. Here's how to build the case for market research budget and prove ROI that justifies continued...
Freemium Feature Selection: What to Give Away vs. Gate Behind Payment
Building a freemium model requires strategic choices about what to include for free. Here's how to maximize both adoption and conversion.
Win/Loss Interviews as Market Intelligence: Beyond 'Why Did We Lose?'
Win/loss interviews aren't just sales feedback—they're your best source of real-time market intelligence. Here's how to extract strategic insights...
7 Value Proposition Mistakes That Kill Conversion (And How to Fix Them)
Your value prop might sound great internally but fall flat with prospects. Here are the most common mistakes PMMs make and how to fix them.
Product-Led Sales: Using Product Usage to Drive Sales Conversations
Sales in PLG companies works differently. Here's how to use product data to identify opportunities and drive higher-quality conversations.
PLG Positioning: How to Message Self-Serve vs. Enterprise
PLG products serve both self-serve individuals and enterprise buyers. Here's how to position for both without confusing either.
Launch Success Metrics: Beyond Product Adoption Numbers
Demonstrate launch impact through sales readiness, pipeline generation, analyst coverage, and cross-functional alignment scores, not just usage stats.
Usage-Based Pricing for PLG: Aligning Price with Product Value
Seat-based pricing breaks down in product-led growth. Here's how to design usage-based models that scale with customer value.
Using Product Usage Data to Validate Market Assumptions
Customer surveys lie. Product usage data doesn't. Here's how to use behavioral analytics to validate—or invalidate—your market hypotheses.
The Messaging Framework That Actually Scales Across Your Company
Most messaging frameworks sit in decks nobody references. Here's how to build messaging that sales, marketing, and product actually use consistently.