Chief Marketing Officer demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing.

Phil Montgomery - Vice President of Marketing


Our show today demonstrates how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Too often product marketing teams are focused on features and functions.  Our conversation today is focused on associating product marketing excellence with revenue contribution. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.


Joining us today is Phil Montgomery the Chief Marketing Officer of Pulse Secure.  Pulse Secure provides secure remote access not only to your data center, but also to your cloud applications, from desktop and mobile devices.  Watch Phil demonstrate how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing.


In today’s show, Phil shares how to raise the level of performance of your product marketing organization. Phil is uniquely qualified to speak on this topic having spent his career in a combination of product management and product marketing leadership roles.  Phil has launched more than thirty products, mostly software in the B-to-B infrastructure and security spaces. 


Why this topic? Product marketing teams that do not have revenue targets are considered overhead. They are not revenue contributors. Weak product value propositions, messaging and competitive positioning statements result in poor win rates and deal sizes. Underfunded, and understaffed product marketing teams translate to poorly enabled sales forces and disappointing revenue performance. 


Product management and product marketing need to interlock. Watch as Phil describes that one of the first things to is to move the product marketing team to sit with the product managers.  “I’m a big believer of what I call Two-in-the-Box. By that I mean product management and product marketing. They are two sides of the coin. There is often overlap. These two groups need to be working together at all times.” 


A central discussion involves a framework for executing world-class product marketing. This framework includes the fundamental deliverable actions and the approach required for success.  Included in the discussion are tips on who to include as stakeholders in the process. Customer and prospects interviews, as well as sales staff need to be part of the process. 


Product Marketing should play a more strategic role. The role begins with understanding the buyer. They must understand the customer and if you’re a channel company, then they must treat your channel partners are customers as well. If your products are not properly positioned, priced or packaged, no amount of white papers or collateral is going to help. Too often product marketing is only leveraged in a technical function that delivers white papers, webinars and delivers PowerPoint presentations to the sales field. 


The root of the product marketing problem often occurs because of weakened product value propositions in messaging and competitive positioning statements.  This can result in poor win rates and deal sizes. Underfunded and understaffed product marketing teams translate to poor enabled sales forces and disappointing revenue performance. Hopefully today we discuss how to make sure that that doesn’t happen to you. 


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job


If you would like to spend time with me on this topic, visit The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.


The Studio Executive Briefing Center



Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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