Positioning for Advantage – a Q&A with Sprint.ly’s April Dunford

(Q) The Product Marketer: First & foremost, we’re interested to hear your perspective on what role a Product Marketer plays in a B2B organization today? 

(A) Maybe it’s because I work more with startups than larger companies, but I am seeing a blurring of lines across Marketing, Sales, and Product. I feel like we are moving away from an organization where teams are very siloed toward one that is more agile and fluid with respect to functions and processes. Things that were traditionally “sales only” or “product only” are now often looking like things that marketing can and should tackle. In a world where this is happening, Product Marketers have the unique opportunity to help bridge that gap. I see Product Marketers (or at least a product marketing skill set, even if the title doesn’t match) as being something that is in increasing demand.

(Q) The Product Marketer & Positioning: The godfather’s of positioning, Ries & Trout, posited that “positioning cuts through the chaos.” In the world of B2B, what’s your definition of positioning? What is it NOT? 

(A) Positioning is about providing a frame of reference for potential customers to understand what you do and why they should care. It’s not a tagline or a slogan and it definitely isn’t branding. Positioning is the context that makes sense of what your offering is, what the primary value is and who that offering is really for. Positioning is the foundation for not just marketing but sales strategy, product strategy and even support and hiring.

(Q) To ensure that Product Marketers are viewed as true Architects of Growth by the C-suite, how should Product Marketer’s position for advantage? 

(A) In my mind the fundamental value that Product Marketers bring to the table is a deep understanding of customers, including what customers hate, what they struggle with and what they really love. Marketing tactics change every week and frankly, they are easy to learn. Deep customer and market understanding however, takes time to develop and once you have it, you are an extraordinarily valuable resource to the company. The keys to unlocking growth are not located inside the offices of your company – they live inside the minds and hearts of your customers. Product Marketers should be the keepers of the maps to those keys.

(Q) Are there any parting words of wisdom you would like to leave with our Product Marketing members? 

(A) Don’t get too hung up on tactics and tricks. With all of the content being created for marketers today, it’s easy to get distracted by flavor-of-the-month lead generation tactics that may or may not drive results for your business and your market. Rely on what you know about your buyers and ignore your marketing FOMO as much as possible 🙂

An engineer by training, April’s worked as a marketing and sales exec for most of her career. She’s run marketing and sales at a number of startups. In October 2015, April acquired Sprintly – an agile project management tool for startups, along with the original founder, Joe Stump. April works mainly as a consultant to early-stage tech companies. Her specialty is on market positioning and go-to-market strategy. 

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