Digital transformation in product marketing | Kirsten Jepson, Director of Product Marketing at TELUS International
Episode
29 min
Read time
2 min
Topics
Relationships, Investing, Fundraising & VC
AI-Generated Summary
Key Takeaways
- ✓Cross-functional content production: Structure content creation as a multi-team workflow rather than a solo effort. For case studies, assemble product marketing, account management, marketing, and external writers on a single call, build a repeatable framework, and assign each team a defined role — product marketing extracts insight, marketing handles visual consistency, account managers supply client data.
- ✓Buyer journey mapping: Treat the modern B2B buyer journey as a non-linear "starburst" rather than a funnel. Buyers conduct extensive self-serve research before engaging sales, so product marketers must integrate website, email, and social interaction data simultaneously to understand where and how prospects engage — not assume a sequential path through channels.
- ✓Digital tool evaluation: Audit the full suite of available sales and marketing tools before committing budget. Video demo tools, for example, allow teams to track individual prospect engagement — including who viewed content, for how long, and within which company — providing granular data that informs follow-up strategy and pipeline prioritization far beyond standard email open rates.
- ✓Stakeholder buy-in for transformation: Build a formal business case before requesting budget for any digital transformation initiative. If the proposal fails in the current budget cycle, preserve and resubmit it when timing and budget conditions align. Jepson notes that multiple previously rejected initiatives at TELUS International were later approved once organizational readiness caught up with the proposal.
- ✓Build vs. buy decision: Large B2B organizations should default to evaluating partners before committing engineering resources to building proprietary solutions. As digital transformation accelerates, the partner ecosystem expands faster than internal teams can build, making a structured buy-versus-build assessment a foundational step in any product development or digital capability roadmap.
What It Covers
Kirsten Jepson, Director of Product Marketing at TELUS International, covers how digital transformation reshapes product marketing strategy, including cross-functional collaboration frameworks, AI adoption, stakeholder buy-in, and tool selection. She draws on five years building TELUS International's product marketing practice from the ground up through its IPO.
Key Questions Answered
- •Cross-functional content production: Structure content creation as a multi-team workflow rather than a solo effort. For case studies, assemble product marketing, account management, marketing, and external writers on a single call, build a repeatable framework, and assign each team a defined role — product marketing extracts insight, marketing handles visual consistency, account managers supply client data.
- •Buyer journey mapping: Treat the modern B2B buyer journey as a non-linear "starburst" rather than a funnel. Buyers conduct extensive self-serve research before engaging sales, so product marketers must integrate website, email, and social interaction data simultaneously to understand where and how prospects engage — not assume a sequential path through channels.
- •Digital tool evaluation: Audit the full suite of available sales and marketing tools before committing budget. Video demo tools, for example, allow teams to track individual prospect engagement — including who viewed content, for how long, and within which company — providing granular data that informs follow-up strategy and pipeline prioritization far beyond standard email open rates.
- •Stakeholder buy-in for transformation: Build a formal business case before requesting budget for any digital transformation initiative. If the proposal fails in the current budget cycle, preserve and resubmit it when timing and budget conditions align. Jepson notes that multiple previously rejected initiatives at TELUS International were later approved once organizational readiness caught up with the proposal.
- •Build vs. buy decision: Large B2B organizations should default to evaluating partners before committing engineering resources to building proprietary solutions. As digital transformation accelerates, the partner ecosystem expands faster than internal teams can build, making a structured buy-versus-build assessment a foundational step in any product development or digital capability roadmap.
Notable Moment
Jepson reframes AI adoption by pointing out that most people already use AI daily without recognizing it — through search engines, streaming recommendations, and voice assistants. She argues the "humans in the loop" training AI systems will remain permanently necessary, making human oversight a career-stable function rather than a role at risk.
Episode Transcript
Hi, everyone, and welcome to the latest episode of the Product Marketing Insider podcast. My name is Lawrence Chapman, and I'm a senior copywriter here at the Product Marketing Alliance. Are you wondering how to align the product marketing function at your organization? Do your internal teams have little or no understanding of what product marketing is and the benefits you bring to the fore? Are you sick of being misunderstood? Well, product marketing's brand new book, misunderstood, features firsthand knowledge, techniques, and case studies to help you demystify product marketing, elevate the function, and gain the recognition you and your fellow product marketers deserve. Learn how to effectively communicate the value you bring to key processes such as positioning, personas, segmentation, and LKRs, and gain its supplementary intel from the likes of g two, Intercom, and Adobe. Misunderstood is packed with key takeaways that will propel the value of your role and the overall importance of the product marketing function, and it isn't to be missed. Get your copy at pmmalliance.co/misunderstood. Today, I'm thrilled to be joined by Kirsten Jeppson, director of product marketing at TELUS International. Digital transformation is more than a catchy phrase to Kirsten, and she lives it every day in her current role. She's currently leading a high performing global team of domain experts that covers product marketing for a full suite of digital customer experience products, services, and solutions. These include artificial intelligence solutions like RPA and conversational bots, proprietary solutions like intelligent insights to power digital coworkers, trust and safety and content moderation, CSaaS, cloud, and emerging AI data annotation solutions. Previously, she's covered credit card platforms and other fintech solutions. Thanks so much for joining me, Kirsten. Hi. Thanks. Great to be here. So just to start, can you give us an insight into your current role at TELUS International, please? Sure. So I joined TELUS International about five years ago, to build the product marketing practice. So over the course of the past five years, I've worked across our sales team, our marketing team, and, of course, our product team to create, a practice that allows us to improve our messaging and all the great things that product marketers do for an organization. And it's been a it's been a fantastic experience, and I think, you know, it's really lended. Product marketing here at TI has really, proven its value and that, you know, we've had a successful IPO. We've been able to improve the way that we're viewed by analysts. We've gotten lots and lots of awards from that perspective. So, I think it's a great example of how product marketing, improves an organization's, go to market. Fantastic. And what is it that made you want to become a product marketer in the first place? Yeah. So I've had a really interesting background in that I actually started in product development, moved into product management, and then ended up in product marketing. It's not necessarily an uncommon path, but the …
Get the full transcript (3,925 words) + summary by email — free
One-time email with the complete transcript and AI summary of this episode. No account needed.
One email, no spam. We’ll also show you what SignalCast does.
You just read a 3-minute summary of a 26-minute episode.
Get The Product Marketing Insider summarized like this every Monday — plus up to 2 more podcasts, free.
Pick Your Podcasts — FreeKeep Reading
More from The Product Marketing Insider
How presentations can set your organization apart | Chris Lynch, CMO at Mindtickle
Mar 10 · 38 min
The Product Experience
Inside modern game design - Cheryl Platz (The Pokémon Company International, Riot Games, Microsoft)
Feb 11
More from The Product Marketing Insider
How to win at win/loss analysis | Scott Varner, Senior Consultant at Clozd
Feb 10 · 20 min
David Senra
Mati Staniszewski on ElevenLabs, Voice AI & Building the Communication Layer for AI
Sep 9
Books, tools, and gear mentioned in this episode
SignalCast may earn commission on purchases via these links. As an Amazon Associate, SignalCast earns from qualifying purchases.
Books
- Misunderstood BookBy guest
by Product Marketing Alliance
“SPONSORS: Product Marketing Alliance – Misunderstood Book”
More from The Product Marketing Insider
We summarize every new episode. Want them in your inbox?
How presentations can set your organization apart | Chris Lynch, CMO at Mindtickle
How to win at win/loss analysis | Scott Varner, Senior Consultant at Clozd
Inside the mind of a Top 100 Product Marketing Influencer | Holly Watson, Senior Product Marketing Manager at Amazon Web Services (AWS)
Working cross-functionally to establish product marketing OKRs | Rebecca Geraghty, VP of Product Marketing at Publicis Media
Go-to-market strategy at global companies | Kelly Anderson, Google
Similar Episodes
Related episodes from other podcasts
The Product Experience
Feb 11
Inside modern game design - Cheryl Platz (The Pokémon Company International, Riot Games, Microsoft)
David Senra
Sep 9
Mati Staniszewski on ElevenLabs, Voice AI & Building the Communication Layer for AI
The Jordan Harbinger Show
Aug 9
1366: Gut Health | Skeptical Sunday
Deep Questions with Cal Newport
Jul 20
Am I Optimizing Too Much? | Monday Advice
The AI Breakdown
Jul 19
The Self-Driving Company
Explore Related Topics
This podcast is featured in Best Business Podcasts (2026) — ranked and reviewed with AI summaries.
Read this week's Investing & Markets Podcast Insights — cross-podcast analysis updated weekly.
You're clearly into The Product Marketing Insider.
Every Monday, we deliver AI summaries of the latest episodes from The Product Marketing Insider and 192+ other podcasts. Free for one show.
Start My Monday DigestNo credit card · Unsubscribe anytime