Resources > Articles

Ask the Experts: In building an online presence for a product, where do I focus my content?

Post Author
  • Jon Gatrell brings more than a decade of experience in product management, marketing, sales, and corporate development to Pragmatic Institute where he is an instructor. Prior to Pragmatic Institute, Jon served in senior product management and marketing positions at a number of companies, most recently at Stonebranch and Inovis. He has successfully implemented the Pragmatic Institute Framework at multiple companies, and integrated it into several acquisition plans. He has held leadership positions in numerous industry organizations. In addition to his role at Pragmatic Institute, Jon writes the Spatially Relevant blog on product management and marketing best practices. Reach Jon at jgatrell@pragmaticmarketing.com.

Ask the Experts: In building an online presence for a product, where do I focus my content?

Every time I find myself in a new role or with a new product, I always start with engaging the market. Working with customers and prospects will provide insights into what your users value and the problems that they want to solve. This will help you determine what content to focus on.

You should also engage with your sales team to see who the typical buyers are and then perform win/loss calls. Once you have identified the buyer and user personas through these methods, spend time with the team to do a positioning exercise for those personas. Now you will have a core message established and an understanding of your buyers’ criteria for solving their problems. This is in essence the DNA you need to start creating content for the web. And content that focuses on the buyers’ needs is significantly more engaging than product-focused content.

You may have heard that nearly 70 percent of the buyer’s journey is complete before they even reach out to sales. That means when buyers find your content, it’s because they have a particular challenge to solve and are evaluating the options. So make sure your content explains how you can help your customers.

Your online presence should also extend to other places your personas congregate online. This is another place a buyer persona is helpful, because when you interview buyers you can find out what they read (blogs, journals), whether they use social media, and if so, which networks. This will help you prioritize your content channels, mirror the language they use and understand how your content resonates with readers and drives engagement.

Author

  • Jon Gatrell brings more than a decade of experience in product management, marketing, sales, and corporate development to Pragmatic Institute where he is an instructor. Prior to Pragmatic Institute, Jon served in senior product management and marketing positions at a number of companies, most recently at Stonebranch and Inovis. He has successfully implemented the Pragmatic Institute Framework at multiple companies, and integrated it into several acquisition plans. He has held leadership positions in numerous industry organizations. In addition to his role at Pragmatic Institute, Jon writes the Spatially Relevant blog on product management and marketing best practices. Reach Jon at jgatrell@pragmaticmarketing.com.

Author:

Other Resources in this Series

Most Recent

OKR
Article

How to Set Effective OKRs

This article will guide understanding what OKRs are, how to use them, how to set them and how to measure them.
A dashboard on a website showcasing product management measurement
Article

Measurement-Driven Product Management

If you are a vice president, director or team leader for a product management function, one of the biggest challenges you face today is how to demonstrate the team is making a significant contribution to top line or bottom line targets. If you can’t measure your team’s effectiveness, or if you are focused on the wrong metrics, your headcount and budget allocation could be at risk.

Product life cycle: Introduction, Growth, Maturity, Decline
Article

23 Metrics Mapped to the Product Life Cycle

Learn what to measure and how to avoid vanity metrics during each stage of the product life cycle: development, launch, growth, maturity and decline. Also learn the difference between a mission and objective and how to identify which stage your product is in.
ROI of being market driven. An image with illustration dollar signs
Article

The ROI of Being Market-Driven

Market-driven companies are more profitable, twice as fast in getting new products to market, and have higher customer satisfaction levels.
Article

23 Metrics Mapped to Each Stage of the User Journey

23 metrics for the user journey, which is the path a user takes while interacting with your product (sometimes called a flow funnel).

OTHER ArticleS

OKR
Article

How to Set Effective OKRs

This article will guide understanding what OKRs are, how to use them, how to set them and how to measure them.
A dashboard on a website showcasing product management measurement
Article

Measurement-Driven Product Management

If you are a vice president, director or team leader for a product management function, one of the biggest challenges you face today is how to demonstrate the team is making a significant contribution to top line or bottom line targets. If you can’t measure your team’s effectiveness, or if you are focused on the wrong metrics, your headcount and budget allocation could be at risk.

Sign up to stay up to date on the latest industry best practices.

Sign up to received invites to upcoming webinars, updates on our recent podcast episodes and the latest on industry best practices.

Training on Your Schedule

Fill out the form today and our sales team will help you schedule your private Pragmatic training today.

Subscribe

Subscribe

Training on Your Schedule

Fill out the form today and our sales team will help you schedule your private Pragmatic training today.