In this episode, I talked to Matt Wurst, CMO at Genuin (and longtime agency leader and co-host of the Snarketing Podcast), to talk about what actually makes early-stage marketing work when you’re building in public and selling in real time. Matt breaks down why most founder-led decks don’t fail because they’re wrong, they fail because they’re vague, and why “capability” messaging collapses when buyers start asking, “Okay… but what’s in it for me?”

Matt and I dig into the reality of wearing many hats at a startup, how to know when it’s time to hire a product marketer, and why a clear ICP is often the culprit behind stalled growth. We also get into AI differentiation and why simply saying “AI-powered” isn’t enough. Matt breaks down what actually matters: reducing friction, driving revenue, improving UX, and shipping something people use.

Takeaways

• Genuin focuses on helping brands own their relationships.
• Building community is more effective than merely reaching an audience.
• Mistakes in marketing often stem from vague messaging.
• Hiring a marketer early can be crucial for success.
• Messaging frameworks help maintain consistency across teams.
• AI should enhance user experience, not just be a buzzword.
• Relationships are key to initial business success.
• Growth stalls often indicate deeper alignment issues.
• Tactics should align with overarching strategies.
• Podcasting enhances curiosity and listening skills.

Chapters

00:00 Introduction to Genuine and Matt Wurst

03:24 The Shift from Renting Attention to Owning Relationships

06:14 Common Mistakes Founders Make in Marketing

09:12 When to Hire a Product Marketer

12:07 The Importance of Messaging Consistency

15:08 Navigating AI in Marketing

18:10 Transitioning from Relationships to Market Interest

20:14 Identifying Growth Stalls and Misalignment

23:26 Challenging Marketing Best Practices

26:06 The Role of Podcasting in Professional Growth

28:14 Final Thoughts and Contact Information

Connect with Matt Wurst on LinkedIn:

https://www.linkedin.com/in/matthewwurst/

https://www.linkedin.com/company/snarketing-podcast

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode, I sit down with Rachel Klausner, SVP of Commercial Growth at SWYM AI, to talk about what actually drives growth when you’re scaling a modern marketing organization. Rachel shares how she approaches new markets by uncovering needs customers haven’t fully articulated and why getting the story right internally is just as important as getting it right externally.

We dig into why relationships remain one of the most powerful growth levers, especially for smaller teams, and how trust, transparency, and a little vulnerability can lead to better products and stronger partnerships. Rachel also shares some lessons from her career, including why creative, low-budget client engagement often outperforms more polished events.

Takeaways

• Understanding customer needs is crucial for effective marketing.
• Building trust is essential in sales relationships.
• Partnering with complementary companies can amplify sales efforts.
• Creative client engagement can leave lasting impressions.
• Maximizing current customer relationships can drive growth.
• Storytelling is key in sales presentations.
• Leadership style should adapt to the company's stage.
• Confidence should never be hidden in professional settings.
• Creating a positive workplace culture is essential.
• Having a performance background can enhance sales effectiveness.

Chapters

00:00 Introduction to Rachel Klausner and SWYM AI

02:02 Understanding Go-to-Market Strategies

05:59 Customer Personas and Feedback

07:55 Key Sales Strategies Across Company Stages

11:47 Creative Client Engagement Tactics

14:29 Maximizing Existing Customer Relationships

16:57 Navigating Sales Decks and Marketing Materials

23:32 Adjusting Leadership Styles for Company Stages

28:28 Channeling Your Passions into Your Work

Contact Rachel:

Connect with Rachel Klausner on LinkedIn:

https://www.linkedin.com/in/rachelklausner/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

Summary

In this episode of The Last Word on Product Marketing, Liza Cichowski speaks with Maria Pousa, Chief Growth Officer at global advertising agency, ISPD, about the complexities of product marketing, the challenges of aligning marketing with sales, and the importance of emotional connections in B2B sales. They discuss the evolving role of product marketers, the need for effective communication within organizations, and the significance of building trust with customers. Maria shares her insights on leadership, career development, and the dynamics of working in different organizational environments, particularly in the context of startups versus corporations.

Takeaways

• Product marketing roles are often misunderstood and complex.
• Effective communication is key to aligning product marketing with sales.
• The need for feedback loops between teams is critical for success.
• Differentiation in a saturated market is increasingly challenging.
• Building trust with customers is essential in B2B sales.
• Success in marketing requires a company-wide approach, not just a marketing focus.
• Emotional connections play a significant role in B2B purchasing decisions.
• Leadership requires patience and understanding of team dynamics.
• Career development is about finding the right fit and environment.
• Personal motivations can drive professional success. 

Key Moments: 

00:00 Navigating Product Marketing Challenges

06:05 Best Practices in Product Marketing

07:56 The Reality of Competitive Differentiation

10:50 Building Effective Relationships with Sales

16:25 Balancing Product Features and Emotional Connection

22:22 Personal Journey and Leadership Insights

Contact Maria:

Connect with Maria on LinkedIn: https://www.linkedin.com/in/mpousa/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode of The Last Word on Product Marketing, Liza Cichowski interviews Manisha Shah, co-founder and chief revenue officer at Tildei, a conversational marketing platform. They discuss the unique challenges faced by startup founders in marketing, the importance of agility and customer feedback, and how to effectively position products in a competitive landscape. Manisha shares insights on building a lean marketing team, leveraging outside expertise, and the significance of collaboration between marketing and product teams. The conversation also touches on leadership lessons learned throughout Manisha's career and her passion for animal welfare.

Takeaways

• Building a startup requires agility and quick iterations.
• Marketing must often happen before achieving product-market fit.
• Leveraging outside expertise can enhance a lean marketing team.
• Market validation comes from new competitors entering the space.
• Effective messaging requires constant testing and adaptation.
• Customer feedback is crucial for refining products and messaging.
• Education on new concepts like conversational marketing is still necessary.
• Collaboration between marketing and product teams is essential for success.
• Leadership involves nurturing teams and fostering a cohesive culture.
• Engaging in community service can provide personal fulfillment outside of work.

Key Moments

00:00 Introduction to Startup Marketing Challenges

03:07 Building Marketing Processes in a Startup

03:33 Leveraging External Expertise for Marketing

05:22 Navigating Market Changes and Competition

07:24 Crafting Effective Messaging and Materials

09:35 Agility in Marketing Strategy

12:32 Understanding Customer Needs Through Research

15:29 Educating the Market on Conversational Marketing

17:48 Collaboration Between Marketing and Product Teams

20:45 Leadership Insights from Career Experiences

24:29 Personal Passions and Community Involvement

Contact Manisha

Connect with Manisha on LinkedIn: https://www.linkedin.com/in/manishas/

Email: manisha@tildei.com

And to check out adoptable dogs in NYC, visit @boroughbredinbrooklyn on Instagram

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode, Liza Cichowski interviews Erin Crapser, who leads marketing at Trust Cloud AI. They discuss the challenges of aligning product marketing with corporate strategy, effective campaign strategies, the importance of differentiation, and the balance between technical features and emotional connections in marketing. Erin shares valuable insights on sales enablement, collaboration with sales teams, and leadership lessons learned throughout her career. The conversation also touches on personal insights on Erin's professional journey.

Takeaways

• Aligning product strategy with marketing execution is crucial.
• Understanding customer decision processes is key to differentiation.
• Sales enablement materials should be practical and adaptable.
• Iterative decision-making is essential in leadership roles.
• Building relationships and trust within teams enhances collaboration.
• Effective campaigns require understanding multiple audience needs.
• Technical features should support emotional connections in marketing.
• Feedback from sales teams is vital for improving materials.
• Personal insights can enrich professional relationships.

Key Moments

00:00 Introduction to Product Marketing Challenges

03:08 Aligning Marketing with Corporate Strategy

05:38 Trial and Error in Marketing Campaigns

07:43 Differentiation in a Crowded Market

10:10 Balancing Features and Emotional Connection

12:47 Sales Enablement and Team Collaboration

15:14 Leadership Lessons and Decision-Making

18:49 Personal Insights on Career Mobility 

Connect with Erin on Linkedin: https://www.linkedin.com/in/erincrapser/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this premier episode of The Last Word on Product Marketing, Liza Cichowski speaks with Matthew Moran, product marketing director at Eyeota, a division of Dun & Bradstreet. They discuss the challenges of aligning product marketing with corporate strategy, the importance of communication and collaboration with sales teams, and how to navigate market changes and evolving customer expectations. Matthew shares insights on effective messaging, the role of storytelling in marketing, and the significance of ethical considerations in product development. The conversation also touches on personal experiences that have shaped Matthew's approach to leadership and decision-making.

Takeaways

• Balancing long-term corporate goals with immediate sales needs is crucial.
• Ruthless prioritization and clear communication are key to effective product marketing.
• Customer expectations are evolving, requiring a focus on experience and privacy.
• Sales teams should be involved early in the messaging and collateral creation process.
• Effective marketing materials must cater to different stages of the sales cycle.
• Building relationships with sales teams enhances collaboration and material usage.
• Visual storytelling can make complex product features more relatable.
• Celebrating sales wins fosters trust and encourages material usage.
• Ethical considerations should be integrated into product development from the start.
• Creativity and innovation are essential for successful product marketing.

Key Moments

00:00 Navigating Product Marketing Challenges

04:30 Adapting to Market Changes

10:27 Building Effective Sales Collaboration

17:36 Lessons in Leadership and Decision-Making

Connect with Matthew on Linkedin: https://www.linkedin.com/in/mmorannyc/
Email at iemmathu@gmail.com

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode, I sit down with Brian Dreyer, “Product Marketing Leader for the AI Era” and Director of Product Marketing at Skan AI, to talk about what it really looks like to use AI in our day-to-day work. Brian walks through how he uses tools like Claude and Claude Code to build research systems, refresh SEO content, and even spin up his own internal apps without being a full-time engineer. We get into why “AI-powered” is the new “we’re a SaaS company,” why differentiation still has to start in your own brain, and how to sell your approach instead of just your features. We also talk ebooks (they’re not dead), and how coaching kids’ sports has taught Brian about leading product marketing teams.

Takeaways

• Product marketers are becoming more valuable than ever.
• AI tools like Claude can enhance content creation.
• Differentiation is crucial in a noisy market.
• Ebooks still serve as effective lead magnets.
• Direct messaging is essential before creativity.
• Understanding your audience's approach is key to sales success.
• AI-generated content needs human oversight for quality.
• Coaching youth sports provides valuable leadership lessons.
• The creative side of marketing is evolving with AI.
• Mistakes are learning opportunities in both sports and business.

Chapters

00:00 Introduction to AI in Product Marketing

01:41 The Noise of AI and Its Opportunities

03:38 Practical Use Cases of AI in Product Marketing

09:51 Challenges and Limitations of AI

13:07 Differentiation in a Noisy Market

16:44 Simplifying Complex Concepts

18:03 Navigating the Sales Cycle

21:11 The Role of E-books in Modern Marketing

24:21 AI's Impact on Marketing Strategies

27:46 Leadership Lessons from Product Management

29:18 Shifting Perspectives on Career Advice

31:57 Learning from Youth Sports Coaching

Contact Brian:

Connect with Brian Dreyer on LinkedIn:

https://www.linkedin.com/in/briandreyer/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

Liza Cichowski interviews Michelle Nieberding, a director of product marketing at Treasure Data and an expert in leveraging AI for marketing strategies. They discuss the top use cases for AI in product marketing, including customer insights, messaging, and asset generation. Michele predicts that the future of AI in marketing will include more precise personalization and stronger automation. The conversation also touches on Michelle's career journey, leadership lessons, and personal growth through learning a new sport.

Takeaways

• AI tools can help mine customer insights effectively.
• Personalization in marketing is crucial for engagement.
• Experimentation allows marketers to test hypotheses and strategies.
• AI can generate messaging and marketing assets quickly.
• Building frameworks with AI can streamline go-to-market strategies.
• The future of AI will focus on autonomous content delivery.
• Learning from failures is essential for growth in marketing.
• Patience and perseverance are key in both golf and marketing.
• AI can enhance interdepartmental collaboration and efficiency.
• Effective leadership involves empowering teams and trusting their decisions.

Chapters

00:00 Introduction to AI in Product Marketing

01:44 Top Use Cases for AI in Product Marketing

05:36 Experimentation and Analysis with AI

06:09 Personalization and Differentiation Strategies

11:07 Building Workflows and Frameworks with AI

22:24 Building an Internal Ecosystem with AI

24:16 The Future of AI in Product Marketing

28:39 Leadership Lessons from Experience

33:42 Personal Growth Through Learning to Play Golf

TOOLS MENTIONED:

Alphana.ai to automate audio and video content creation

Alpha-sense.com for market research

ChatGPT.com for an all-in-one AI tool

Claude.ai for content creation

Evidenza.ai for customer research

Gamma.app for slide creation

Glean.com to automate AI powered internal processes

Opus.pro for video clip editing

Paperflite.com for sales enablement content management

Perplexity.ai for competitive research 

Personality.ai for customer personas

Retellio.com for sales call insights

Connect with Michele Nieberding on LinkedIn:

https://www.linkedin.com/in/michele-nieberding/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

Liza Cichowski sits down with Mike Asebrook to unpack what it takes to build meaningful differentiation and successful go-to-market programs in highly saturated markets. Mike shares how tiered launch strategies can bring clarity and alignment to chaotic product rollouts, and why deep competitive research and customer interviews are vital to standing out. He also highlights the power of emotional connection in B2B marketing. Mike shows how product marketing sits at the heart of a successful GTM motion.

Takeaways

• Aligning corporate strategy with product marketing is crucial for success.
• Effective go-to-market strategies can significantly impact product launches.
• Differentiation in saturated markets requires a deep understanding of competitors and customers.
• Cross-functional alignment between product, marketing, and sales is essential for success.
• Building emotional connections in B2B marketing can enhance customer engagement.
• Trust and collaboration with sales teams are vital for effective product marketing.
• It's important to learn from mistakes and adapt your approach.
• Enjoying your work can positively influence your marketing efforts.
• Customer-centricity should be at the heart of all marketing strategies.

Chapters

00:00 Introduction to Product Marketing and Guest Background

01:28 Aligning Corporate Strategy with Product Marketing

03:56 Effective Go-to-Market Strategies

06:45 Differentiation in Saturated Markets

10:23 Cross-Functional Alignment and Communication

13:19 Building Emotional Connections in B2B Marketing

16:21 Trust Building with Sales Teams

20:25 Leadership Lessons from Experience

23:53 Final Thoughts and Advice

Connect with Mike Asebrook on LinkedIn:

https://www.linkedin.com/in/mikeasebrook/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

Summary

Liza Cichowski speaks with Heather Macaulay, president of MadTech, about how she’s navigated her career in sales and marketing. Heather talks extensively about how the ability to tell a good story has helped her sell her ideas to both her leadership team as well as to clients. She also gives insight on her leadership style, how she collaborates with marketing teams, and the necessity of constantly providing value to customers.

Takeaways

• Product marketing is often misunderstood or undervalued in organizations.
• Redefining product marketing roles is essential for alignment.
• Effective go-to-market strategies require education and consultative selling.
• Differentiation in a crowded market is increasingly challenging.
• Storytelling is crucial for engaging customers and stakeholders.
• Collaboration across teams enhances the development of marketing strategies.
• Setting realistic expectations with executives is vital for success.
• Anecdotes and case studies help in gaining executive buy-in.
• Balancing work and personal life is more about prioritization than equal distribution.
• Providing real value to customers fosters long-term relationships.

Chapters

00:00 Introduction to MadTech and Heather Macauley

02:08 Aligning Marketing with Corporate Strategy

04:51 Effective Go-To-Market Strategies

10:53 Differentiation in a Saturated Market

16:04 Internal Collaboration and Storytelling

22:58 Leadership Lessons and Career Insights

28:31 Providing Value to Customers

Contact Heather

Connect with Heather Macauley on LinkedIn:

https://www.linkedin.com/in/heathermenery/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

Liza Cichowski interviews Gavin Dunaway, Head of Marketing at The Media Trust. Gavin shares how embracing creativity and thinking like a journalist helps him stand out in the B2B space. From making fun YouTube videos singing about malvertising to launching quick-turn LinkedIn campaigns, Gavin explains why taking creative risks is a superpower in a category saturated with sameness. We also talk about tight sales-marketing alignment, listening to the market, and why marketers should care about everything their customers care about, even if it’s outside their product scope.

Takeaways:

• Aligning product marketing with corporate strategy is a moving target.
• Evolving corporate strategies require constant communication with executives.
• Content strategy is crucial for engaging different audiences.
• Successful marketing initiatives often require quick adaptation to market changes.
• Differentiation in saturated markets relies on showcasing product advantages and personality.
• Creativity in B2B marketing can set a brand apart from competitors.
• Sales and marketing collaboration is essential for success.
• Building trust with the sales team enhances communication and effectiveness.
• Flexibility in messaging is key to adapting to market feedback.
• Thinking like a journalist can provide valuable insights for marketers.

Chapters:

00:00 Introduction to the Podcast and Guest

01:54 Evolving Corporate Strategy in Marketing

04:28 Aligning Management with Marketing Priorities

06:24 Strategies and Tactics in B2B Marketing

07:31 Learning from Marketing Challenges

08:56 Differentiation in a Saturated Market

11:36 Creativity and Humor in B2B Marketing

14:11 Collaboration with Sales Team

14:52 Building Strong Sales and Marketing Relationships

20:04 Lessons from Career Experiences

20:19 Advice for Marketers and Leaders

Connect with Gavin Dunaway on LinkedIn:

https://www.linkedin.com/in/gavindunaway1980/

Check out some of Gavin's ad tech videos on YouTube!

 🎶  I Will Monetize 

https://www.youtube.com/watch?v=gzDRmJDp70M

 🎶  Bad Ads Rising 

https://www.youtube.com/watch?v=1hFnndmvO0E

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode of The Last Word on Product Marketing, Liza Cichowski speaks with Soizic Sacrez, Vice President of Marketing at the Interactive Advertising Bureau (IAB). They discuss how IAB sets industry standards, the importance of driving consensus among members, and the various marketing strategies used to promote initiatives. Soizic shares insights on member engagement, planning for future initiatives, and measuring success. The conversation also touches on the critical issue of data privacy and how IAB is helping its members navigate compliance. Soizic talks about her career before joining IAB and the leadership lessons she has learned along the way, emphasizing that the key to great marketing programs is the ability to balance art and science. 

Takeaways

• IAB empowers the media and marketing industry to thrive in the digital economy.
• The organization faces unique challenges in rolling out standards and solutions.
• Driving consensus among members is crucial for adopting guidelines and best practices.
• IAB uses various marketing channels to promote its initiatives and resources.
• Member engagement is essential for the success of IAB's initiatives.
• Planning for the future involves collaboration and prioritization of key topics.
• Success metrics vary by project but often focus on awareness and engagement.
• Data privacy is a top concern, with IAB providing resources for compliance.
• Soizic emphasizes the importance of understanding audience pain points in marketing.
• Leadership in marketing requires balancing creativity with analytical insights.

Connect with Soizic Sacrez on LinkedIn:

https://www.linkedin.com/in/sushisoiz/

Check out IAB Tech Lab: 

https://iabtechlab.com

Learn about IAB's Women in Ad Tech Initiative: 

https://okt.to/cDsjPm

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode of The Last Word on Product Marketing, Liza Cichowski speaks with Matt Engstrom, VP of Marketing at Digital Remedy. They discuss the importance of understanding customer needs in product marketing, the different challenges faced by media companies and ad agencies, and how to differentiate in a competitive ad tech landscape. Matt shares insights on go-to-market strategies that have worked for his team, the importance of aligning sales and marketing efforts, and how being a caring leader is essential to team collaboration. He emphasizes the need for perseverance and curiosity in the marketing field, concluding with advice on building trust and delivering value to clients.

Takeaways

• Understanding customer needs guides product marketing strategies.
• Resource constraints are a common challenge for agencies.
• A one-stop shop approach simplifies client interactions.
• Differentiation is crucial in a competitive ad tech market.
• Lead with benefits in marketing messaging.
• Aligning sales and marketing efforts enhances effectiveness.
• Leadership requires a focus on team dynamics and collaboration.
• Perseverance is key in the face of feedback and challenges.
• Curiosity about team needs fosters better relationships.
• Building trust is essential for successful marketing.

Chapters

00:00 Introduction to Digital Remedy and Matt Engstrom

01:43 Aligning Product Marketing with Corporate Strategy

03:07 Understanding Client Challenges in Advertising

05:23 Addressing Client Needs with a One-Stop Shop

07:48 Differentiating Between Brands and Agencies

10:37 Navigating Competition in the Ad Tech Ecosystem

13:16 Effective Go-to-Market Strategies

17:18 Aligning Sales and Marketing Efforts

19:41 Effective Communication Strategies in Sales

21:31 Collaboration with Product Teams

26:22 Leadership Evolution and Personal Growth

30:24 The Importance of Caring in Leadership

32:07 Personal Passions and Hobbies

32:29 Advice on Perseverance and Confidence

Connect with Matthew Engstrom on LinkedIn:

https://www.linkedin.com/in/matthew-engstrom-mba-88802940/

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/

In this episode of The Last Word on Product Marketing, Liza Cichowski speaks with Bennett Crumbling, VP of Marketing at Optable, about the unique challenges of running marketing at an ad tech startup that serves the interests of both advertisers and publishers. They talk about how aligning the company on a core message is important but you have to accept that the Sales team is going to act autonomously sometimes to close a deal. Bennett shares the lessons he’s learned on the job and in previous positions about staying motivated and leading a team. 

Connect with Bennett on LinkedIn: 

https://www.linkedin.com/in/bennett-crumbling-b87778217/

Takeaways:

• Aligning product marketing with corporate strategy is challenging.
• Customer segmentation complicates messaging in ad tech.
• Ad tech requires understanding the needs of both publishers and advertisers.
• Balancing technical features with broader narratives is essential.
• Collaboration between sales and marketing is key to success.
• Sales enablement requires collaboration and understanding
• Listening to sales calls can provide valuable insights.
• Pushing oneself to grow is important for career satisfaction.
• Building trust with sales teams enhances collaboration.
• Personal passions can contribute to overall well-being.

Chapters:

00:00 Navigating Growth Challenges at an Ad tech Startup

07:36 Customer Segmentation and Messaging Complexity

14:17 Collaborating with the Sales Team

19:40 Direct Communication with Customers is Essential to Understanding Their Challenges 

22:50 Career Lessons and Leadership Insights

27:28 Personal Passions 

Turn Your Messaging into Momentum

For more information, visit www.lastwordmktg.com.
Connect with Liza on Linkedin: https://www.linkedin.com/in/lizachick/