Positioning for tech companies. Author of the best-selling books Obviously Awesome and Sales Pitch.

April Dunford is the world's foremost authority on product positioning for B2B technology companies. As a consultant, April helps companies make complex products easy to understand and love. After a 25-year career as a VP of Marketing at various fast-growing technology firms, she has consulted with 300 technology companies, including Google, Epic Games, Postman, and others. April is the acclaimed author of the best-selling book, "Obviously Awesome," which delves into the art of positioning, and the newly released, "Sales Pitch," which unveils the secrets to crafting a winning sales narrative in the market.

April Dunford

Map & Fire

Map & Fire is a Los Angeles based research and brand consultancy. We help you own a unique space in your market with a mix of research, positioning, and messaging – so you can connect with more customers and grow with confidence.

View happy client testimonials at: https://mapandfire.com

Founder, Brand Strategist

HelloAdvisr LLC

Strategy Advisor

TVGla

• Led a team of 14 producers and was responsible for defining the department's vision and planning, managing overall budget, conducting individual reviews, setting goals and providing guidance on all project work.

• Provided strategic insights and oversaw production efforts for the agency's two largest Digital Agency of Record accounts, Wheel of Fortune and Jeopardy!, along with a wide array of campaigns for companies including Sony, Universal Pictures, Paramount Pictures, Hard Rock Cafe, Cinemax, A&E, History Channel, Dreamworks and Gruppo Campari.

• Unified and facilitated cross-training of a production department that had been historically split between a team of digital banner producers and web/app-focused producers. In addition, established dedicated production support for the company's quickly expanding social department.

• Worked to build strong relationships with all team members by providing personal support, empowering them to take on deeper responsibilities and challenging them to work on projects outside their immediate areas of expertise.

• Improved overall efficiency and expertise of the department through process refinement, mentorship and the introduction of improved project management and communication tools.

Executive Producer

• Played a key role in building the strategy and relationship that led to the agency's first major Digital Agency of Record account with Wheel of Fortune.

• Beyond production responsibilities, provided additional insight and value by helping to guide UX decisions, as well as input on creative and technical implementations.

• Led over 75 projects for clients such as Google, Sony, Universal Pictures, Mattel, and FOX. 

• Managed and oversaw between $1.5 - 2MM of project revenue annually, consistently delivering work under projected budgets.

Senior Producer

Better You

• Founding partner in startup, responsible for full UX, product management, and technical life cycle of project.

• Wrote business requirements, defined user experience, user flows, and created interactive wireframes for the entire site.

• Designed graphical UI elements for site and prototyped frontend experience.

• Managed developers to build out front and back end coding on a LAMP platform.

Co-Founder, Head of Product Development

Bird Branch

• Worked in a variety of roles including brand strategist, UX designer, creative lead, and developer on over 150 projects.

• Collaborated with a wide assortment of clients on projects ranging from the entertainment industry to consumer products to health care both in project lead and contractor roles.

• Extensive experience with both UI and graphic design.

• Developed front and backend code solutions utilizing existing frameworks as well as fully custom implementations. 

• Responsible for managing project budgets, tracking progress, and coordinating work both with clients and additional resources.

Founder, Strategy, UX, and Design Consultant

G4 Media

Senior Web Developer

Avacus Corporation

Web Developer

O'Neil Data

Unigraphics Solutions

Software Developer

Win with a brand built on research, not guesses | Founder Map & Fire 🔥, SmokeLadder | Contributor at Foundr Magazine

I use a mix of research, positioning, and messaging to help founders and marketing leaders connect with more customers and grow with confidence. 

My writing on strategy and research has been featured in Foundr Magazine and AdWeek. 

More about my background:

I've spent the last 20 years dreaming up and then bringing to life multiple startups as well as a wide range of digital projects. With every twist and turn of that journey there’s been a consistent thread of weaving together strategic problem solving, creative expression, and a curiosity to better understand how people think and make decisions. 

In the businesses I created or co-founded, my primary focus has always been on strategy and user experience. For others, I've worn lots of hats from Executive Producer, to Designer, to Copywriter, to Developer. I've also enjoyed an unofficial Account Services role where I carefully honed the craft of client therapy.

Over the years, I've collaborated with countless passionate small businesses along with several Fortune 500 brands including Google, Sony, Universal Pictures, Mattel, FOX, Dreamworks, CBS, A&E, Home Depot, Roland Keyboards, G4 TV, and the LA Times. 

When not doing mental gymnastics, I like spending time with my amazing wife and son, hiking, surfing, and watching things that make me laugh.

Clay Ostrom

Looks like we’re running it back this fall! 


As part of my year of doubling down on relationship building, heading back to Exit Five's Drive in September was a no-brainer. 

To take it up a notch they’re having it at a giant ski lodge up in the mountains (but luckily it’s early fall so no concern of getting snowed in, The Shining, etc.)

Also, I finally joined the Exit Five community so this time I’ll get the *true* insider experience. 

Fresh air, mountains, and a bunch of awesome people hanging out for a few days. Definitely worth another cross-country flight. 

I'm already getting hydrated...let me know if you're going! 🙌

Founder Map & Fire 🔥 // SmokeLadder.com | Positioning + Messaging | #1 Rated Market Research Agency in the US via Clutch

Going back to Exit Five's Drive this fall!

This has been many years in the making, but 37 5-star reviews later and Map & Fire has hit #1 on Clutch. 


I know there’s a matrix for everyone these days, but this really is a product of a lot of hard work. 

What I’m especially proud of is that we did this with a *tiny* team. Most of the other companies on that list are waaaay bigger. 

So, here’s to all the little Davids out there going toe-to-toe with (and sometimes taking down) those Goliaths.

There’s always a place out there if you treat people extremely well and do great work. 

Over time it adds up. 🙌

Map & Fire - #1 on Clutch for Market Research

One of the most important rules about positioning: Your brand doesn’t exist in a vacuum. 


When you live inside a brand 24/7 it’s easy for your view of the world to get warped by your own value (and features, capabilities, etc). 

But for everyone else (i.e. your customers) they have a *much* noisier perspective. 

When they’re consuming your content they’ve got all kinds of information dancing around in their head.

Essentially they’re scrambling to make sense of:
1) What you even do
2) How you fit into their understanding of the category and their needs
3) Whether it makes sense to choose you

And they do this by mentally (and manually) comparing you to the other options they know that do something similar.

Or to put it in simple terms:

Your value is relative to the competition. 

On its own your product or service may be really strong in a bunch of ways: saves time, reduces effort, lowers risk, improves marketability, etc, etc. 

But what does that same value look like when you stack it against competitors who are also fighting to provide the same kind of value? 

How about when you compare it against 3, 4…10 other competitors? 

The noise in your customer’s brain is at 11. 

The solution?

You have to find that small combination of points where:
1) You provide value at a very high level
2) And it has some separation from the competition

In this video I do a quick demo of this with a brand I really love, Tella – a video recording tool (this is not a sponsored post, I’m just a fan…and used them to create this video)

It shows what their unique value curve looks like on its own – and what it looks like when you stack it up against: Loom, Descript, and Riverside.

Seeing the overlaying value curves of 4 brands competing in the same space really drives home what that noise feels like. 

But it also shows how you can start to spot areas of strength to lean into by looking at the relative value. 

If you’re trying to figure out where to double down in your positioning and haven’t done an exercise like this with your category, now’s the time. 

The landscape is only getting noisier. 🎧

It was cool to be a part of Brand24's new prompt book…but the best part is seeing the contributions from so many big brains in marketing...


Truly some of my favorite people on LI (who you should obvs follow) sharing their prompts for many of my favorite topics:

Lashay Lewis on competitive intel: “Use this prompt to get a sharp, decision-ready view of your competitive landscape. It’s built to move past surface-level comparisons and uncover how competitors actually win.”

Mina Mesbahi on VoC analysis: “While this doesn’t and shouldn’t replace listening to calls or doing proper customer research, it’s a low-lift, high-impact way to keep a pulse on the conversations that matter most.”

Sara Stella Lattanzio on business-driven content audits: “Use this analysis to move past isolated KPIs and understand the relationships between traffic, engagement, and revenue. Ideal for B2B teams who want data-backed decisions about which content creates value, not just visibility.”

That's the just the start.

There are 20+ in the book…including my approach for helping to analyze positioning and differentiation. 

It’s already been a great resource for me, not just for the prompts but to spark ideas on how these other smart, creative people are using these tools. 

Well worth the free download. Link below 👇

Thanks Alicja Mękarska for including me! 🙌

AI Prompt Book

You can’t fix a leaky bucket with a firehose. 


When your positioning and messaging aren’t dialed in, the leaks are everywhere:
- People immediately bounce (don’t understand your value)
- They don’t engage (can’t see how your offering is different)
- Try it once or run through a demo and never return (weren’t the right fit to begin with)

But rather than address these issues it’s tempting to try and mask them with morrrre traffic.

There will definitely be a burst of more bodies in the short term…followed by way more people leaving for the same reasons they already were.

If you’re seeing those symptoms take a hard look at the bucket for leaks. 

- Is our offering crystal clear? (the core value you provide and the category you’re in is understood in a few seconds)
- Is it obvious what we do different from other known solutions? (the 1-2 points where you have real separation)
- Does our target customer see themselves represented here so they can self-select? (the identity and characteristics of your ICP are front and center)

Once you’ve got those locked in, by all means turn on the firehose. 

Then you can worry less about patching holes and put all your sweat into building a bigger bucket. 


Shoutout to Alon Even for his post last week about trying to spend your way out of a broken system that sparked this idea. 👏

And a big shout to Finn McKenty who has a ton of great posts on using tools like Weavy (starting with hand drawn sketches!) to create custom content – I finally did it! 😅

Thinking about a slightly different angle on positioning: What parts of your product/service make your competitors the most nervous?


We’ve all seen the classic competition comparison charts. Usually it’s:
✅ We’re all green-checkmarks
❌ They’re all red-x’s. 

But when competitors do an honest evaluation it can be pretty revealing.

I came across this analysis from a competitor for SmokeLadder that I wasn’t aware of previously. 

(I only discovered their content because Alertmouse gave me a head’s up - shoutout to Rand Fishkin!)

This company Theo, offers positioning analysis reports for brands using a mix of service and AI. Basically you send them a site and they assemble a report for you.

As an example of their service they naturally analyzed their own competitive space…and identified SmokeLadder as their top competitor. 

What’s interesting is that it revealed some key strengths about SmokeLadder from their pov:

1) First mover advantage – SmokeLadder has been in the market for 2 years now (1 year beta, 1 year taking on paid users) and is one of the only products truly focused on positioning and messaging

2) Data accumulation – We’ve collected 1MM+ data points on positioning and messaging across 10K+ brands over that time

3) Freemium PLG model – You can jump into the product and run analysis instantly, no waiting for reports

4) Methodology expertise – The product uses frameworks and proprietary processes built on 10 years of experience in the space


Of those factors only (4) is a place they can compete with – 1-3 aren’t things they can quickly change and/or just aren’t part of their model.

Together it creates a strong case for why they might be anxious.

So that’s the question to think about – Not just where your product or service is strong….but what might make your competition sweat because they either: 
(a) Can’t replicate it
(b) It’s fundamentally different from their model

If you take a deep look at your competitors they may even be spelling it out for you. 👀

SmokeLadder analysis from a competitor

The way we typically do competitive research is broken.


It’s not because we’re bad at our jobs, it’s just an inherent part of working closely on a brand, which plays out in a couple ways:

1) Lost perspective – you overvalue what you provide which warps the perspective of everything around you.

2) Tunnel vision – you get overly focused on the competitors that seem closest to you, which can distract you from other potential threats.

Like I show in the video, it’s the effect of trying to assess everything out in space while you’re standing on your home brand-planet.

To solve this you need:

1) An objective POV – get analysis from an outside source with fresh eyes.

2) To zoom out – see the full range of competition and have a consistent way to compare and contrast their value. 


This is a big part of why I built SmokeLadder. 

It gives you an outside, objective view of the brand you’re working on and its competitors. All without the bias and warping that gets baked in when you’re in the weeds.

And it allows you to analyze competitors quickly and consistently so that you can actually make apples to apples comparisons…and see everyone’s strengths and weaknesses clearly.

The good old days of being able to look at 2-3 key competitors is over. 

With the level of competition out there, we all need better ways to see beyond those few nearby planets and get a full, realistic view of everyone grabbing pieces of your audience’s attention. 

…and we need a way to do it that doesn’t suck up all our bandwidth. 

If you want to really nail your positioning and see where you can stand out, you have to get off your planet and see the big picture.

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The Battle

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Clay Ostrom

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The Battle

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Clay Ostrom

Followers

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Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Clay Ostrom's LinkedIn Performance

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