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Product Marketing · March 1, 2026 · 7 min read

B2B SaaS pricing strategy: what product marketers need to know (and own)

Pricing is the most consequential number in a B2B SaaS business, and product marketing usually meets it last. A price has to be readable on its own. When every deal needs a rep standing next to the number to explain it and discount it, we haven't set a price. We've built something that needs an attendant. Five pieces belong to PMM. Willingness-to-pay research, the value metric, packaging, competitive framing, and the price increase. Own the research and we end up in the room where the number gets set.

PMMPricing StrategyB2B SaaSPositioningPackaging

Product Marketing · March 1, 2026 · 7 min read

Buyer persona development for B2B PMMs: how to build profiles that actually drive decisions

A persona that lists a title, an age range, a tech stack and a reporting line is onboarding paperwork. Accurate, filed, and no use at all when a deal goes quiet in week six. The version that changes what we write answers five things about how the buyer decides. What set them looking, what they're trying to accomplish, what blocks them inside the building, what they can't change, and what a win looks like to them personally. It comes from interviews with buyers who chose us and buyers who didn't, not from a whiteboard.

buyer-personasproduct-marketingB2B-SaaSmessagingcustomer-research

Product Marketing · March 1, 2026 · 9 min read

Market segmentation for product marketers: how to stop spreading your message thin and start winning by segment

Company size and industry describe a buyer. They don't predict one. The segments that earn their keep are boarding groups, defined by what just happened inside a company and what that company now counts as success. Two or three of them, pulled out of the twenty deals that felt easy, validated by reps, and tested against the generic message for a quarter. Any segment that doesn't change what we say is a filter.

PMM

Product Marketing · February 28, 2026 · 7 min read

Account-based marketing for PMMs: how to align messaging when your market is 50 accounts

ABM runs on one unit of work. Call it the account thesis, a paragraph that says why this company, under these particular pressures, should care about this product this quarter. Most programs skip it and ship templates with the logo swapped, then wonder why target-account pipeline looks like everyone else's. This post covers what PMM owns instead. The four inputs to a thesis, what the tiers really change, the parts bin that makes account-level messaging repeatable without custom production, and the two comparisons that say whether any of it landed.

PMMABMAccount-Based MarketingPipelineB2B

Product Marketing · February 28, 2026 · 7 min read

Partner marketing for B2B SaaS PMMs: how to build a channel program that drives revenue

Most partner programs are a page, a portal, and a deck from eighteen months ago. The content is technically accurate and addressed to nobody, like a letter from the HOA. Partners open it, realize they'd have to rewrite the whole thing before any client conversation, and improvise instead. Call that the translation tax. It's the work we push onto partners before anything we made is usable, and they only pay it once before they stop opening the folder. A channel performs when that tax gets driven toward zero. That means sorting partners before building anything, writing in the partner's language rather than ours, enabling them the way we'd enable a new rep, and putting two names on the deal.

PMMPartner MarketingChannelGTM

Product Marketing · February 27, 2026 · 7 min read

How to write a B2B positioning document: the template PMMs actually use

Most positioning documents are accurate, approved, and unusable. They read like an explanation of benefits. Every line is true and none of it tells the buyer what to do next. The fix is to write the crown quote instead, the four-sentence version a dentist gives you when the tooth is cracked. What's wrong, what happens if you wait, what it costs, and why this option and not the cheaper one. Six sections, one page, reviewed every quarter.

PMMPositioningMessaging

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