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Nathaniel
Plamondon
Associate Director of Product Marketing
Cornerstone OnDemand
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12 November 2025 10:00 - 10:30
Nobody agrees what we sell: A playbook for portfolios that outgrew their story
Every product marketer eventually hits the moment where the company's offering has grown faster than the story explaining it. Sometimes it's an acquisition. Sometimes it's a product team shipping features faster than marketing can name them. Sometimes it's a pricing page that started with one SKU and now has eleven. Whatever the cause, the symptom is the same: sales can't explain what you sell, customers can't tell what they're buying, and internal stakeholders each have their own version of the pitch. This session is a working playbook for fixing that. We'll cover how to diagnose where the narrative actually broke, how to design a portfolio architecture that holds up under cross-functional pressure, and how to drive adoption of new positioning across sales, product, and customer-facing teams without losing the plot in a six-month committee cycle. Examples will span everything from single-product companies wrestling with add-on sprawl to multi-product enterprises stitching together post-acquisition suites, because the mechanics scale down as well as they scale up. You'll leave with a framework for portfolio storytelling, a tactical sequence for rolling out new positioning, and a clear-eyed view of which battles are worth fighting versus which ones to let go.