A look at what actually sets strong businesses apart. The speaker argues that product marketing and sales teams need to collaborate, often with outside help, to find and articulate their real competitive edge.
Can you help us understand finding a true differentiator? I think the best examples I saw across my two decades of working with companies are where product marketing and sales were in the room together with an external facilitator. Because every one of those functions, every one of those people is going to bring their own sort of unique point of view on what's our differentiator. And I think it is really hard because often the loudest voice wins. So many cases it's sales. We carry the number the way we say goes. I think you really have to come together, sort of set your product aside at first and just say, let me draw out the wheel of what is it that this person actually cares about.