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Highlights

 

Welcome to another episode of Marketing From the Front Lines — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Ariana Faustini, Head of Global Marketing at Golioth, an IoT developer platform that has raised over $7 Million in funding.

Here are the most interesting points from our conversation:

  • Ariana’s Entry into Marketing: Ariana discusses her path into marketing, sparked by her desire to combine her creative inclination with the engineering world she grew up in. Her first role at TiVo, a category creator for DVRs, was a stepping stone into the tech marketing world.
  • Transitioning from TiVo to the IoT Space: Reflecting on her career journey, Ariana talks about the evolution of TiVo and her move into the IoT development space, emphasizing the significant shift in technology and marketing approaches over the years.
  • The Complexity of IoT Development: Ariana breaks down the challenges inherent in IoT development, highlighting the lack of standards and the intricate decisions involved in connecting devices to the internet, which Golioth aims to simplify.
  • Marketing at Golioth vs. Salesforce: She contrasts her marketing experiences between Salesforce, a SaaS enterprise company, and Golioth, noting the differences in marketing directly to developers versus training them on a platform.
  • Marketing Philosophy and Approach: Ariana emphasizes the importance of authenticity and deep customer understanding in marketing, particularly in reaching out to developers who value straightforward, no-nonsense communication.
  • The Role of Thought Leadership and Community in Developer Marketing: She discusses the impact of thought leadership and community marketing, advocating for genuine engagement and leveraging company leaders’ expertise to resonate with the developer community.

 

Actionable
Takeaways

Embrace Your Unique Perspective:

Ariana’s journey into marketing, starting with her creative roots in an engineering family, highlights the value of leveraging unique backgrounds. For B2B tech founders, combining diverse perspectives can lead to innovative approaches to product development and marketing, enhancing the ability to connect with a wider audience.

Understand the Technical Complexity of Your Product:

The complexity of developing IoT devices, as discussed by Ariana, underscores the importance of deeply understanding the technical challenges your product addresses. Founders should aim to simplify complex solutions in their marketing messages, making the value proposition clear and accessible to their target audience, especially when dealing with intricate technologies.

Direct and Authentic Communication:

In developer marketing, authenticity and directness are key. Avoiding hyperbole and being straightforward about what your product does and does not do can build trust with your audience. This approach is critical in sectors where the end-users, such as developers, highly value transparency and specificity.

Leverage Thought Leadership Wisely:

Thought leadership can be a powerful tool in developer marketing if used correctly. It should stem from genuine expertise and address the specific needs and pain points of the developer community. Founders should consider how thought leadership can be applied effectively to educate and engage their target audience without resorting to traditional top-down sales tactics that may not resonate.

Prioritize Community Engagement and Developer Relations:

Building and nurturing a community should be a top priority, especially in fields like IoT and software development, where peer recommendations and community support play a significant role in adoption. Employing a developer relations professional early can help in creating valuable content, fostering community interactions, and identifying ambassadors who can champion your product authentically.

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