#173: Strategy | Merging Funnels, Targeting Multiple Personas, and Restructuring Your Marketing Team with Shane Murphy, CMO of Webflow

Dave is joined by Shane Murphy, CMO of Webflow, where he is scaling one of the most innovative companies in web technology. Shane shares his insights on integrating growth strategies across self-serve and enterprise funnels, building a powerful brand, and targeting diverse personas.Shane and Dave cover:How Webflow combined its self-serve and enterprise growth teams to streamline acquisitionTargeting broad personas and aligning messaging to meet unique needsBrand building in B2B marketing and leveraging creative campaigns for long-term growthTimestamps(00:00) - - Intro to Shane (07:00) - - The Three Pillars of Webflow’s Marketing Strategy (10:32) - - How to Sell to Multiple Personas (11:33) - - How to Position Your Solution on Your Website (17:26) - - Combining Brand and Product Marketing Strategies (20:25) - - The Art of Pricing and Packaging (22:40) - - Why You Should Clarify Decision-Making Roles (28:09) - - Managing Yearly Initiatives and High-Level Work Priorities (29:37) - - Implementing Monthly and Weekly Project Check-Ins (33:01) - - Building Trust (36:25) - - Dedicating Yourself Personal Development Time (43:33) - - Finding Your Career Fit Send guest pitches and ideas to [email protected] the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode is brought to you by Customer.io.You know that feeling when you open your inbox, and it’s just… noise? Bad marketing. Spam. Most companies are out here just talking at customers, not talking to them.Marketing messages should do more than just land in an inbox – they should create impact and drive real engagement.Customer.io helps companies send smarter, more personalized messages using first-party data. Their platform enables brands to reach customers at the right time, in the right place, on the right channel—whether that’s email, SMS, push notifications, or beyond.And the best part is that it’s all automated, so you’re not just blasting campaigns and hoping for the best. You’re running a machine that delivers real, human engagement at scale.7,000+ brands already trust Customer.io to make their marketing feel less like noise and more like connection. Join them by visiting Customer.io to get started. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more