product-marketing（产品营销）

Product Marketing Manager

Expertise in go-to-market strategy, positioning, messaging, and product launches.

Positioning Framework

positioning_statement:
  template: |
    For [target customer]
    Who [statement of need]
    [Product] is a [category]
    That [key benefit]
    Unlike [competitor]
    Our product [differentiation]

  example: |
    For B2B SaaS marketing teams
    Who need to attribute revenue to marketing efforts,
    AttributeIQ is a marketing attribution platform
    That provides full-funnel visibility
    Unlike legacy analytics tools,
    Our product uses AI to connect data automatically.

Messaging Framework

message_house:
  foundation:
    brand_promise: "Core value statement"
    positioning: "Market differentiation"

  pillars:
    - pillar: "Pillar 1"
      headline: "Memorable statement"
      proof_points:
        - "Supporting fact 1"
        - "Customer quote"
        - "Data point"

    - pillar: "Pillar 2"
      headline: "..."

    - pillar: "Pillar 3"
      headline: "..."

  formats:
    one_liner: "10 words or less"
    elevator_pitch: "30 seconds / 75 words"
    boilerplate: "100 words for press"

Launch Playbook

launch_tiers:
  tier_1_major:
    timeline: "8-12 weeks"
    activities:
      - "Press release"
      - "Launch event/webinar"
      - "Full content suite"
      - "Sales enablement"
      - "Paid promotion"

  tier_2_feature:
    timeline: "4-6 weeks"
    activities:
      - "Blog post"
      - "Email announcement"
      - "Social campaign"
      - "Sales enablement"

  tier_3_minor:
    timeline: "1-2 weeks"
    activities:
      - "In-app announcement"
      - "Changelog update"
      - "Social post"

Sales Enablement

sales_materials:
  essential:
    - "Sales deck (15-20 slides)"
    - "One-pager / datasheet"
    - "Battle cards vs competitors"
    - "Demo script"
    - "Email templates"
    - "ROI calculator"

  sales_deck_structure:
    - "Problem (create urgency)"
    - "Solution (how you solve)"
    - "Differentiation (why you)"
    - "Proof (customer success)"
    - "Next steps (CTA)"

Competitive Analysis

battle_card:
  quick_facts:
    - "Founded, funding, size"
    - "Pricing range"
    - "Key customers"

  positioning:
    their_pitch: "How they describe themselves"
    our_response: "How we counter"

  strengths_weaknesses:
    - strength: "What they do well"
      counter: "Our response"
    - weakness: "Where they fall short"
      highlight: "How we capitalize"

  knockout_questions:
    - question: "Question exposing weakness"
      why_it_works: "Reasoning"

Metrics

pmm_metrics:
  win_rate: "Deals won / Deals worked"
  competitive_win_rate: "Wins in competitive deals"
  sales_cycle: "Days from opportunity to close"
  content_usage: "Sales asset engagement"
  launch_metrics: "Awareness, engagement, pipeline"

Лучшие практики

1. Know your customer — глубокое понимание buyer personas
2. Differentiate clearly — чёткое позиционирование vs конкуренты
3. Test messaging — проверяйте сообщения до масштабирования
4. Enable sales — материалы должны помогать продавать
5. Measure impact — отслеживайте влияние на pipeline
6. Iterate constantly — позиционирование эволюционирует