The Manufacturing Marketer B2B product marketing from inside an industrial automation company with Kelly Battaglini | IMC Live
Nov 13, 2025
In this episode, Kelly Cicconi Battaglini, a product marketing leader with over 13 years at Phoenix Contact, shares her expertise in B2B industrial automation. She discusses how to create compelling value propositions that resonate with customers and energize distributor partnerships. Kelly emphasizes the importance of aligning sales and marketing through strategic incentives and collaboration. She also highlights creative, budget-friendly tactics for smaller teams to implement enterprise-level strategies and drive real sales momentum.
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Sell The Why And The Speed
- When shifting from project work to a product, emphasize why the product exists and the time savings it offers.
- Position the product as a baseline customers can buy now or customize later to reduce lead time.
Align Sales With Bonus Incentives
- Put sales objectives into the sales team's bonus plan to align priorities and get buy-in.
- Provide the tools and enablement that let them achieve those incentivized goals.
Motivate Sales With Visibility And Competition
- Learn what motivates your salespeople and design programs around that (visibility, competition, recognition).
- Run internal competitions and public leaderboards to drive participation more than cash rewards.