In a previous post I introduced a mini-series offering thoughts and experience on how to do product marketing in an environment where agile software development creates a sea of small releases rather than a desert with a few major milestones affording you time to circle the wagons.

My first thought is that you should stay true to the principles of what you’re trying to do. Faced with a barrage of product enhancements and releases of all sizes and shapes, you have to prioritise in terms of your audience, your audience segments, and their personas.

What is most important to them? What will attract their customers and keep them loyal? What does your enhancement or release do to help them help their customers? Answering these questions should drive what you devote to building a story about, and, perhaps more importantly, what you choose not to focus on.

When you wear this special lens which focuses on what their customers care about, you can develop messaging which helps your customer solve these problems or capitalise on these opportunities. It’s never about your products’ features and functions, unless they uniquely guide your customers to an understanding of how you can solve their real problem, which is sometimes not the problem they think they have.

Don’t get bogged down in the iterations of your solution, get bogged down in why your customers should care about where you’re heading.

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