{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Product Marketing Adventures","title":"Master Your Up-Market Strategy Like A Unify PMM","html":"","width":"100%","height":180,"duration":3924,"description":"Landing your first enterprise deal feels like you cracked the code. Then leadership wants ten more, and suddenly “going upmarket” becomes the plan, even if your motion still looks mid market. This episode is about what actually changes when you move into enterprise, and why it is not just selling to bigger companies. It is a different buyer, a different story, and a different way of proving value.\nQuintin Smith joins me to break it down. He is a two time founding PMM, currently leading go to market at Unify, and previously helped scale CaptivateIQ during a major growth phase. He shares what it took to turn enterprise from a lucky win into a repeatable motion.\nWe get into the enterprise buyer dynamics that most teams underestimate, including the importance of the full buy team and the narrative shift required to win at that level. Quintin also walks through his Four Rs framework for building an upmarket strategy that can actually run, from research and refinement through enablement and reporting.\nWe also do a messaging critique of Profound, a company helping brands improve visibility inside AI platforms like ChatGPT and Microsoft Copilot. We talk about what they are doing well in clarity, and where a more future oriented narrative could help them own the category as search behavior shifts.\n\nLINKS\nMessaging Critique (Profound): tryprofound.com\nConnect with Quintin:\nLinkedIn: https://www.linkedin.com/in/quintin-smith-35b51582/ \nConnect with Elle:\nLinkedIn: https://www.linkedin.com/in/elle3izabeth/ Website: https://www.productmarketingadventures.com/ ","thumbnail_url":"https://img.transistorcdn.com/xba0rfCldfNgoolPwQoydRLsAmxsrCC3S0E67BcQXho/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85NGNj/YzBhOWQzOGYxOWE0/NGY0YWQ1MDc4MmQ3/YzJjYy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}