Mapping Video to the Buyer’s Journey: A Product Marketer’s Framework

How do scrappy businesses scale content across the sales funnel? By mapping a video marketing buyer’s journey.

Product marketing bridges the gap between product development and customer success. Savvy product marketing managers (PMMs) know how to build a video marketing buyer’s journey that turns customer needs into product adoption.

In Episode 9 of the Business Video Playbook, we spoke with Jeff Rezabek, a PMM with experience working for both resource-limited startups and enterprises with big expectations. He offers insights that companies of all sizes can use to strengthen their product storytelling with video marketing.

Rezabek shares how to connect with buyers using impactful videos, even with a small team. He explains his framework for using video in product marketing, including the use of AI tools when working solo.

In addition to working closely with customers to understand the buyer’s journey, Jeff covers a range of PMM topics, including how to:

• Integrate video into go-to-market strategies.
• Utilize video for sales enablement and training.
• Leverage AI for video production efficiency.
• Repurpose content for maximum ROI.
• Capture authentic customer stories.

Mapping the Buyer’s Journey: Videos for Every Stage of the Funnel  

In a new twist to our interview format, we introduced a “rapid-fire” segment as a framework for understanding how and when product marketing can build a video marketing buyer’s journey. Here’s a summary of the product marketing video use cases pulled from the interview:

Stage 1: Awareness (Top of Funnel):

At the initial stage of the marketing funnel, the goal is to attract attention and generate interest. A mix of video types plays a key role in building awareness for product marketing.

Video types:

• Video podcasts (like the Business Video Playbook!)
• Case study videos
• Testimonial videos
• Webinar snippets

Rezabek mentions webinars in the context of a launch but also suggests repurposing them for social media, which is often a top-of-funnel channel. These formats are crucial for building initial brand recognition and establishing thought leadership in a crowded market.

“The webinar is the meat of an asset because you can chop it up in many different ways and use it as a blog post, use small pieces and sound bites for social, and more.”

— Jeff Rezabek, Director of Product Marketing

Stage 2: Consideration (Middle of Funnel):

The goal of the consideration stage is to educate and nurture prospects who are evaluating their options. A brand needs to differentiate itself from the rest of the pack, and Rezabek explains how to do it with video.

Video types:

• Product videos
• Case study videos (note their versatility across stages)
• Webinar recordings (especially industry reports)

In the interview, Jeff highlights how product marketing uses video and customer insights to showcase product strengths, validate messaging, and effectively position the product against competitors, all of which are crucial for standing out during the consideration phase.

“There are competitive intelligence types of videos where you record using a competitor’s tool and share your product’s strengths and weaknesses against it. Additionally, you can also include a feature breakdown. I like to discuss three things that they’re good at, three things that we’re good at.”

— Jeff Rezabek, Director of Product Marketing

Stage 3: Decision (Bottom of Funnel):

The goal with video content during the buyer decision stage is to overcome objections and drive the final purchase decision. It’s the ultimate stage in the video marketing buyer’s journey.

Video types:

• Detailed “how-to” videos (often based on technical documentation)
• Videos created by Customer Success Managers (CSMs) or technical writers

Jeff recommends including videos within your technical documentation or help sites.  

“I like when customer success managers create videos with their floating head on the bottom showing users how to do X, Y, Z. So if viewers know it’s a CSM, there’s a little bit more trust there.”

— Jeff Rezabek, Director of Product Marketing

Beyond the Video Marketing Buyer’s Journey: Key Insights from PMM, Jeff Rezabek

Watch the full interview for more insights from Jeff Rezabek on topics, including:

• AI for Video Production: Learn how Rezabek, a self-proclaimed video novice, leverages AI tools to create effective video content, challenging the notion that you need a huge production budget.
• Sales Enablement: Discover Jeff’s unconventional customer interviews that don’t just validate messaging, but transform your sales team’s confidence and closing rates.  
• Content Repurposing: Gain a simple, repeatable framework for repurposing a single 30-minute customer interview into five distinct, high-impact content pieces. It’s like a masterclass in efficiency.

“If you’ve done your messaging correctly and you’re actually talking to your ICP [Ideal Customer Profile], they’re using your messaging in their own words. Everything lines up, and product marketing can get their wheels turning.”

— Jeff Rezabek, Director of Product Marketing

Video is a versatile tool for PMMs across the entire buyer’s journey and beyond. Watch the full episode now for more PMM advice.