The right pricing always feels slightly wrong
If only software vendors could do pricing like a college does. Let me explain by reminiscing about, well, college. In my college …
You have only one buyer persona that matters
At one company where I worked, we hired a firm to help change the way the sales team gave its pitches. The firm’s gimmick was getting …
Pick the right market or the wrong one will pick you
Finding product/market fit is, rightfully, a hot topic for B2B SaaS companies. Here are some quotes from smart and accomplished people, …
The best product messaging isn’t about the product
I kicked myself for not having a prepared answer when the CEO of one of my client companies asked this question: “Alan, what does good …
CEOs, not just CMOs, should care about product marketing
I’ll never forget the sinking feeling I had in that meeting. My client was a B2B SaaS company at the expansion/scale-up stage, …
I’ve done product marketing for 50 companies. Here’s what I’ve learned.
The number 50 has taken me by surprise twice recently. First, my 50th birthday snuck up on me, as it probably does most people. …