Are You Drawn to the Siren Call of Speeds and Feeds Marketing?

Why Haven’t We All Moved to Customer-Focused Content Yet?

 

One of the most common habits in B2B marketing is to focus on why you love your cool products. I hope you do! Your passion and innovation are what make your story interesting. Also, in the era of fake news—people care even more about why you do what you do.

 

The Siren Call of Speeds and Feeds

And yet, there’s something that draws product marketers to lead with features and functions in content. As product marketers, we learn about new products all the time. Here are the questions we ask to understand the product families that we support:

  1. What customer problem does the product or solution solve?
  2. Which customers use it? Who else could benefit from it?
  3. Which people at those companies benefit the most? What problems are they solving?
  4. How does it work? What are the key functional requirements to use it?
  5. What are the top most important features?
  6. What’s on the roadmap? Why are those things important?
  7. What’s our secret sauce? What unique technical, design, or delivery advantage do we have?
  8. How does our product compare to competitors? To doing nothing?
  9. What’s the state of the technology we’re using?
  10. Where will disruption come from?

I always recommend product marketers to start with the problem we solve for customers. Yet, like the call of the siren—the bits, bytes, flows and speeds entice even the best product marketers to get caught up in the excitement.

 

Two Perfectly Human Root Causes

Why does this happen? Here are two core reasons.The first reason is closer to our daily lives. The second is the world we live in today.

 

1. Product expertise…it’s a good thing.

Product speeds and feeds are literally at the core of this list. You may have a great vision of customer needs and a pulse on the industry. Yet without products and solutions that uniquely rise to the opportunity, you’re just a dreamer. Product management and technical experts command the heart of this list. They build the solutions we sell to meet our vision. So it naturally dominates their perspective.

This is a good thing. As designers and builders, I’d hope that they’d be obsessed with this part of the product go-to-market process. I want my product experts so fascinated by their work and engaged with their customers that they are deeply devoted to their patch of solutions. Make no mistake. Many of these talented product pros are terrific at this entire list of strategic and tactical questions. And yet, the speeds and feeds part of this list is their siren call. It’s where we ask them to be at the top of their craft.

As product marketers, of course we’re influenced by these great people and their passion. Our job is to be close to our product experts and bottle their vision in ways others understand. So, their siren call becomes ours too.

That’s why it’s understandable when product marketers’ first drafts of content reflects the views of internal business partners. They’re our people, and we get them. We’ll get back to why this shouldn’t persist past first drafts of copy.

 blank

2. We live in a technology age

We’re all tech companies now. I recently blogged about how this benefits marketersMost of us have technology baked into our products and solutions. That’s why our product and technical experts need to keep up with the technical times. To invest in their continued education, there are technology conferences, communities and digital watering holes where everyone can keep current on their craft.

A quick look at CIO Magazine’s Your guide to top tech conferences 2017 illustrates the point. There’s an industry built up around technology knowledge transfer. And we love our own circles of technology. I know I do. The rise of marketing technology is a boon for my craft.

And therein lies the second call of the siren. When we see our communities and conferences on ERE sourcing, Programmatic I/O, API strategies and, yes, even MarTech—we believe that people get us. Yes!!

 

Now…Back to Reality

Congratulations, you’re not alone in your passion for geeky tech. There are other smart, interesting and engaged people who share your interests. However…these likely aren’t your customers or prospects. Unless you’re selling only to engineers or a very narrow community of experts, you shouldn’t assume people get your brand of geek speak. 

And so, my product marketing friends, you must fight the siren call of speeds and feeds in your marketing. Keep true to what matters to your customers: 

  • Focus on the customer challenges you solve.
  • Tell them what results they’ll get.
  • Tell them your story – why you?

 

About

High energy, inspired B2B Marketer. Lessons learned largely in high tech and communications industries where I've worked with very smart folks, on very cool things, in very dynamic environments. I like helping others navigate people, tech, programs, and problems with vision, courage, and impact. All opinions are solely my own.

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    Quarantee (red and black) is possibly the most recognized type of casino game, and probably the one with the maximum degree of interest among gamblers.

    It is often compared to a cross between slots
    and poker, because it requires the player to place bets based on the cards that come out
    of the quarante deck. Although the exact mechanics of how these
    bets are made is largely unknown, it is usually thought that a standard deck
    of 52 cards is used in every game. In addition to the cards that come out
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    There are basically two types of stakes in quarantine.
    The players may either bet on the total amount of the pot
    (or wager); or they can bet on the total amount of cards that
    come out of the quarante deck. If no cards come out through a quarante match, then the player must call, raise, or fold.
    There are usually three different betting bets in each
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    at the St Regis Hotel. This specific version of the game
    involved a tableau de quarante where all of the players would sit at specific places on the guarantee row.
    In this sort of game, there were red and black rooms, together with the winning player being the player
    who was able to finish their last five cards before the other players finished theirs.

    Today, there are literally hundreds of variations of the traditional French
    card game, et noir. In fact, the most common variation is only a variant on the black and red
    rooms. In most versions, there are four suites; a black
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    The players can win by laying down a total of twenty-one free cards, including one card from each of the four suites.
    Once all players have discarded their cards, the dealer randomly selects a single card from each of
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    These days, the term”quarante” means”of or about quarantining.” Traditionally,
    the game was known as”trente et noir” that meant playing cards with titles.
    It has also been referred to as”trente” and”ne monetaire” in the French speaking world.
    Today, it refers only to card games that contain playing cards with names.

    Traditionally, the game was played between two people
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    mastered the basics of playing the game of blackjack,
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