Your product sells.
Now make that success repeatable.
I help growing B2B SaaS firms generate pipeline and accelerate sales through sharper positioning, enhanced sales enablement and comprehensive GTM strategies.
Fractional product marketing for those who have outgrown founder-led selling and don’t have a dedicated product marketing function.
Too many deals still need you in the room.
You know how to explain the product, make the case, and get a deal across the line. A few experienced sellers do, too. But the rest of the team struggles to repeat that success - and you can't join every sales call.
I help turn what your best sellers know into clear messaging, customer proof, and practical tools the whole team can use.
You're generating interest, but conversion disappoints.
Campaigns bring in leads. Prospects take demos. Then deals stall, discounts enter the conversation, or buyers choose a competitor. Are you reaching the wrong people or giving the right people not enough reason to buy?
I help identify where buyers get stuck, sharpen your differentiation, and give Sales the evidence to make a stronger case.
Your teams disagree on the growth plan.
Sales wants better leads. Marketing needs a clearer message. Product wants support for the next release. Each team has a reasonable priority, but they're working from different assumptions about the buyer and why your company wins.
I help your teams agree on which customers to pursue, what value to lead with, and how to put those decisions into practice.
Sample Customer Successes
Ipswitch: Giving buyers a clearer reason to choose
Complex, inconsistent messaging was leaving buyers confused and evaluations stalled. I rebuilt the positioning around business value, validated the story with customers and sellers, and put it into practice through updated materials and sales training.
Following the messaging overhaul:
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3X qualified conversions
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50% shorter early-stage sales cycles
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40% ARR growth over the following 12 months
Salary.com: Turning a new data source into a compelling business case
SalaryIQ introduced real-time job posting insights to buyers accustomed to traditional compensation surveys. I helped lead the launch with messaging tailored to each audience, practical use cases, and sales tools that addressed skepticism and demonstrated value.
Launch Results:
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$800K+ in new annual contract value in first quarter
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$4M in qualified pipeline in the first year
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800 product demos in the first year
Give Your Team Clear Answers
Which customers to prioritize
Buying triggers, decision makers, urgent problems, and the conditions where your product wins.
How Sales makes the case
A consistent and compelling narrative, relevant proof, and practical responses to buyer objections.
Why customers choose you
Differentiation grounded in customer evidence and competitive alternatives.
Where to focus next
Agreed priorities for segments, launches, and sales support.
How I Do It - Solutions
We offer a set of focused, high-impact engagements designed to solve specific product marketing challenges - planning a product launch, messaging and positioning a product, or building out a product marketing team.
Fractional Head of Product Marketing
Proven executive-level product marketing leadership on a fractional basis.
GTM Launch Accelerator
Positioning
Sprint
PMM Foundation
Build
Launch with clarity, execute with precision, and drive results from day one.
Clarify your message and differentiate your product to accelerate your product's success and growth.
Build a scalable product marketing function that drives your growth long into the future.
My Approach
Find where growth is getting stuck
Review customer evidence, sales conversations, existing messaging, and competitive alternatives.
Agree on the key priorities
Align leadership around the buyers, value, and opportunities that deserve attention.
Put the decisions to work
Translate the strategy into messaging, sales tools, launch plans, and team practices.
Leave the team able to execute
Establish ownership and assess progress using measures appropriate to the engagement.
Trusted Experience
I am Ken Allen. I have over 30 years in B2B technology marketing where I've led product marketing teams, launched products, and helped Sales explain complex, technical offerings. My experience spans HR and compensation technology and enterprise SaaS.
Product Marketing
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Positioning
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Messaging
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ICP & Buyer Personas
GTM Strategy
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Go-to-Market Strategy
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Product Launch Strategy
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Market & Audience Targeting
Customer & Market Insights
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Voice of Customer
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Buyer & Market Research
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Win/Loss Analysis
Sales Enablement
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Sales Collateral & Pitch Decks
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Competitive Battlecards
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Sales Training & Playbooks
Competitive Intelligence
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Competitive Positioning
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Competitive Monitoring
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Secret Shopper Research
Content & Thought Leadership
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Product & Solution Content
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Customer Stories / Case Studies
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Executive Thought Leadership
Website & Digital
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Conversion Driven Messaging
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SEO & Content Strategy
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AEO / AI Search Optimization
Pricing & Packaging
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Pricing Strategy
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Packaging & Tier Design
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Pricing & Competitive Research
Product Adoption & Growth
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Product Adoption Strategy
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Cross-Sell & Upsell Strategy
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Product-Led Growth Strategy
Why KJA Marketing?
Testimonials
Peter Prodromou
Chief Marketing Officer
Arch Painting, Inc.
Great marketing is more than the sum of one project. It is the ability to move the needle, every day, in increasingly competitive environments, while juggling myriad projects essential to an organization’s success. I saw Ken do this regularly. I would recommend him - wholeheartedly - to anyone seeking a team player with a great attitude and the ability to manage complex projects as a great partner.
John Sumser
VP Marketing
Salary.com
If you ever get the chance to work with Ken, take it. He's one of those force multiplier people who radically improve the context, content, and people in his sphere. A very seasoned Product Marketing genius, he a master of all the underlying arts. In an ideal world, product marketing is as simple as a checklist for a well defined product. The real world isn't like that at all. Ken is so deeply knowledgable that he flourished in the normal ambiguity of product evolution.
Stephen Hess
VP of Products
MedRhythms
Ken brings just the right mix to Marketing: He balances customer-driven study of product value with a pragmatic “get-it-done” attitude that never lets the perfect become the enemy of progress. I was impressed with Ken’s ability to distill the insights we gathered into marketing actions, including activities that drove leads and changed customers perceptions of needs we met and value we provided. If you are looking for Marketing leadership who can help you get things done, look no further.