Vice President of Strategy demonstrates how to design a product strategy to ensure it sets marketing and sales up for success.

Today’s show will demonstrate how to design a product strategy to ensure it sets marketing and sales up for success. The goal of the show today is to think through product strategy using Magento as a use case. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


Our guest is Peter Sheldon, the Vice President of Strategy at Magento Commerce. Magento is a leading e-commerce platform providing enterprise solutions. Before his position at Magento, Peter was one of the foremost thought leaders at Forrester on the topic of e-commerce. Watch as Peter describes product strategy and the impact on sales and marketing.


It’s nearly impossible to build a sales and marketing strategy that makes your number every year if you don’t fully understand the product strategy. The go-to-market strategy for sales and marketing changes significantly based on how you answer product strategy questions. Sales and marketing leaders should sit down with your product leader to review this topic and capture the key inputs you need for success. Watch as Peter brings the question of product strategy’s impact on sales and marketing to life with the Magento use case. 


For the audience’s benefit, one of the reasons why I was excited to interview Peter is that prior to his role as the head of strategy at Magento, he spent a few years at Forester and was widely considered to be one of the world’s thought leaders on eCommerce and the topic of product strategy. We discuss questions that are both practitioner based, as well as analyst based. The goal of the show today is to educate the audience on how to think through product strategy. We’re going to do this with the use case of Peter in his current role at Magento. 


There are different types of product strategy: Market Expansion, Market Share and Market Exposure.  These represent very different product strategies. Spend the time to get these right.  Your go-to-market model for sales will be very different depending on which strategy is selected. Work with your product leader to get answers to these questions to align your strategies.  Peter answers a series of questions to help sales and marketing leaders understand the impact of product strategy on the overall go-to-market strategy. 


Today’s show demonstrated how to think through your product strategy to ensure it sets up marketing and sales for success. If you would like help, 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.


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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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