When Technical Products Struggle to Win, It's Rarely an Engineering Problem
I turn complexity into commercial traction through positioning, launch governance, and enablement that drives revenue.
Real-World Results
15 Deals in 60 Days
Microsoft Ecosystem · Governance SaaS
- Launched a governance SaaS capability inside the Microsoft 365 ecosystem, aligning partner motions and in-product adoption for mid-market and enterprise accounts.
- Drove cross-functional GTM alignment across product, pricing, and sales using a revenue-weighted launch model.
- Translated complex governance workflows into decisive positioning and a clear sales narrative.
- Delivered an enablement kit (pitch, demo story, objection handling) that accelerated early pipeline conversion.
$1.5M Market Investment Secured
Transportation · Regulated Infrastructure
- Led a structured research initiative to define market entry strategy for a new regulated infrastructure market.
- Synthesized stakeholder interviews, standards analysis, and competitive intelligence into a prioritized GTM strategy.
- Mapped technical product capabilities to buyer outcomes and validated demand and execution priorities.
- Built the executive case and recommendation that led to $1.5M in approved market-entry investment.
25% Customer Retention Lift
Enterprise IoT · Hardware + SaaS
- Managed a team of three PMMs while aligning engineering, product, and sales within a hardware and software ecosystem.
- Led product marketing for enterprise-grade 5G connectivity hardware and associated SaaS platforms across global infrastructure markets.
- Elevated vertical positioning across manufacturing and public sector markets with updated messaging and sales plays.
- Drove 25% retention improvement through lifecycle messaging, compliance positioning, and a platform durability narrative that reduced churn risk across manufacturing and infrastructure accounts.
The Approach
Commercial clarity is not declared. It’s designed, embedded, and improved.
1. Diagnose
- Surface misalignment across product, buyers, and revenue performance.
- Clarify ICP, buying committee, competitive pressure, and messaging gaps.
- Identify the gaps between what the market needs, what the product delivers, and what the team is selling.
2. Architect
- Define positioning, packaging, and narrative that align the organization.
- Establish category framing, differentiation, and portfolio coherence.
- Create a launch blueprint that guides lifecycle execution.
3. Operationalize
- Embed positioning into launch governance, enablement, lifecycle, and revenue execution.
- Deliver the enablement bundle: pitch, demo narrative, objections, and proof points.
- Align product, marketing, and sales around a single commercial narrative and measurable GTM outcomes.
4. Refine
- Measure impact across win rate, activation, adoption, expansion, and retention.
- Build signal loops that surface what's working, what's not, and what to adjust next.
- Recalibrate positioning as markets, products, and portfolios evolve.
Who is Storytelling4?
Kim McDonald | Product Marketing Leader
Most of the companies I work with are not struggling because their product is weak.
They are building ambitious, technically strong solutions. The engineering is solid. The roadmap is thoughtful. The team is working hard. And yet growth feels harder than it should.
That is where I come in.
I have spent my career at the intersection of product, marketing, and revenue, working with teams building complex B2B technology across SaaS, hardware, and infrastructure. I sit in the conversations where APIs, pricing models, compliance requirements, campaign performance, and pipeline targets all collide.
My role is not to add more activity. It is to create alignment.
When positioning is clear, when pricing supports the strategy, and when marketing and sales are operating from the same narrative, growth becomes less chaotic and more intentional.
I take on project-based and retainer engagements (typically 3–6 months) and selectively explore product marketing leadership roles. If either describes you, let's talk.
That is the work I do.