Gartner Inquiry - Molly Beams

Meeting Date
June 23, 2022
Oct 15, 2022 9:20 AM
Jason Oakley
Analyst Firm:
Analyst Name:
Briefing Follow Up
What am I hoping to learn?
Overall Feedback, presentation delivery, where are we strong/weak, perception of our leadership in the market
Other goals for the call?
Find out if they consider us a leader What needs to be on our roadmap? What product gaps? What do we need to work on?

Molly is a GTM / Product Marketing analyst at Gartner. works closely with Chris Meering on C&MI research. She recognizes that Chris likes spreadsheets and checklists while she knows PMMs focus more on value

CE Across the Org

  • There are competitive decisions being made in different time frames across the org.
  • Strategy exec is making decisions for the next few years
  • PM is making decisions for the next 6 months
  • Sales needs it for deals happening right now
  • Executive and product management is not going to react to every headline. You’re not going to flip the table based on news. But you are absolutely going to exploit these things in a sales call.
  • Molly feels we are best and only really support the sales use case.
  • What we need to do is lead with the sales and marketing value prop. That’s where the need is and where we’ll get the inherent urgency.
  • The #1 thing pmms spend their time on is supporting sales. But then we should immediately shift to Product management and executive strategy.
  • At the end of the day your competitive knowledge should be shared. It should be a shared function with cross pollination.

Market is very nascent

  • The category we are in now is very nascent. (New). There’s going to be some education we’ll need to do. For example, chances are when we enter into an opp they are likely using excel. So we have the expertise.

Presentation / Demo Feedback

  • When preparing our briefing, we need to put the product into the context of use cases, not just show off raw functionality.
  • We need to show you the new way, how easy that is.
  • Put the business context and use case context on the front end.
  • Since our use case is mostly cards, it’s easy for everything to look the same. We have to focus on the 6 most important use cases among all 50 we could show.
  • The goal is not to tell them everythng about the product. its to get them to the next step.
  • Go use case by use case, back and forth between slides and demo.
  • The problem with CI is that everyone feels like they know what it is, but we have a perspective. So when we say CI or battlecard, instead of assuming everyone knows, we should state “this is what Klue means when we say…”
  • Consider framing the demo as “A day in the life of a … (user persona)”

Ways to Differentiate Klue