Canada

Product Marketing

Master of Business Administration - MBA

Product Marketing Certified: Leadership

Bachelor of Technology (BTech)

Saurabh Khurana

Product Marketing Manager II

Product strategy

Problem-solving

Critical-thinking

Empathy

Presentation skills

Stakeholder management

Leadership

Brand positioning

Market research

Marketing strategy

Product roadmap

Zapier

Airtable

Asana

Canva

Figma

Hotjar

Intercom

Miro

Confluence

Google Analytics

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Breaking into tech

- Led Go-To-Market strategies for Hootsuite's core Analytics product & Hootsuite Impact (G2 Fall Leader 2022 : Social Media Monitoring and Social Media Analytics)
- Devised a churn mitigation strategy for a $xxM ARR product; retained 70% clients YoY through tactics aimed at increasing product adoption.
- Crafted an all-in-one sales enablement hub and co-led enablement efforts for Hootsuite <> TikTok launch for a 350+ people sales & customer team.
- Crafted and rolled out a new product roadmap highlighting jobs-to-be done for customers, their pain points, and Hootsuite's points of differentiation; boosting internal asset adoption rate from 82% to 95%.
- Led product success webinars and customer focus groups to gather critical product insights to help prioritize product features in the roadmap.
- Led internal enablement sessions on analytics tools, closed the feedback loop to generate informative customer insights from Gong and Salesforce (SFDC) closed notes.

- Planned, strategized and executed go-to-market strategies for ongoing product releases
- Conducted customer interviews, case study intake sessions, and win-loss interviews to understand buyer behaviour and psychology
- Created buyer personas and mapped customer needs to sophisticated use-cases, use-cases to technical features, and features to business benefits
- Distilled core benefits into product messaging and positioning for Comm100's products
- Led enablement sessions to arm Sales & Marketing, Channel, and Partner teams for every product release
- Monitored competitive landscape to help Comm100 differentiate from its competitors
- Devised new framework and developed Sales Battlecards for Comm100's Tier-1 competitors
- Collaborated with Product, Sales, Customer Success, and Partner teams to identify customer needs and deliver supporting assets
- Recognized as Employee of the Quarter (Q3'21)

- Distilled new value proposition, product messaging, and positioning after conducting over 40+ primary interviews, and analyzing 350+ survey responses
- Proposed go-to-market strategy for market expansion in US; evaluated B2B markets, conducted market sizing, and competitive intelligence
- Created drip-campaign strategy to effectively retarget SQLs (Open rate: 48% and CTR: 7.14%)
- Ran growth hacking experiments with product team focused on acquisition; optimized sales funnel to reduce friction in signup process, leading to 67% more signups
- Led growth initiatives in collaboration with product, marketing & sales, and customer success teams; created sales enablement materials (buyer personas, email templates, competitor battle-cards, and pricing tools)
- Performed competitive and market analysis, pricing analysis, win-loss interviews and WTP/conjoint analysis to shape product strategy and strategized on new pricing tiers for new products
- Identified and deployed product onboarding tools; worked jointly with product designers to map out and personalize user flows

- Devised a go-to-market strategy and made executive recommendations to C-suite after analyzing competitive landscape and identifying a $100M target market
- Performed sensitivity analysis and cost-benefit analysis of 5 potential Cassav's products; calculated ROI for the first product line
- Crafted unique value proposition and created buyer personas upon conducting primary market research via interviews and thoroughly analyzing 250+ survey responses
- Assisted with new product development and mapped out the supply chain by identifying and engaging with sourcing and packaging partners, processing facilities, and potential retail channels
- Created product technical documentation, product and brand messaging, website copy in order to communicate the benefits of the product

- Devised a go-to-market strategy for UNIQAI to penetrate the North American market while suggesting pricing models for its SaaS solution
- Carried out extensive market research and conducted over 40+ stakeholder interviews to identify the pain points in the market
- Identified the product-market fit upon conducting a thorough competitive analysis across North America; identified and recommended early adopters in Canada and US

- Delivered end-to-end proprietary SaaS based solutions starting from requirement gathering, development and implementation to UAT (User Acceptance Testing) and production; innovated customized business solutions, operations timelines and ad-hoc analyses for 2 Fortune 200 clients
- Defined and measured KPIs (Key Performance Indicators) to track portfolio products' sales; created contingency plan and risk-mitigation strategies to support product-lifecycle
- Rolled out NPS surveys and conducted QBR (quarterly business reviews) to assess client satisfaction; crafted business proposal decks, project timelines, effort estimate and milestones
- Trained over 50+ new hires in areas such as Incentive Compensation, Structured Communication, Power - Excel, and Awards/Eligibility Design
- Designed and developed Performance Reporting Solutions for 4 business units for a client (Field force : 400 sales reps), achieved process excellence by incorporating lean framework, achieving a reduction of 1 FTE (Net yearly savings - $100,000)
- Reduced processing cycle time by 60% by conducting VSM on a commercial operations project (Net savings - $90,000 per runtime; yearly savings - $360,000 (over 4 cycles))
- Liaised with client leadership to analyze performance growth metrics and devise strategy for an orphan drug (rare disease therapy)
- Created SOPs (Standard Operating Procedures) for softwares and technical documentation for proprietary software products; performed fairness analysis of goal setting methodologies for 4 products to boost sales force effectiveness (SFE)

- Increased engagement rate by 35% by collaborating with marketing leadership to brainstorm on personalized communication (Email, SMS, and Mobile App)
- Boosted open rate by 7% by formulating category-specific Email marketing campaigns
- Conducted primary market research to comprehend consumer behavior, implemented digital campaigns aimed at acquiring new customers, capturing ~1200 first time customers in a 28-day period

Saurabh Khurana🇨🇦

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