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Shaun
McCran
Product Marketing Lead
Adobe
Shaun McCran is a product marketing leader for Adobe Digital Experience solutions, specialising in Adobe Commerce across EMEA. With more than 15 years’ experience spanning product marketing, solution architecture and customer journey management, he helps organisations turn complex digital estates into measurable business growth. At Adobe, Shaun is responsible for driving Adobe Commerce to market and keeping it the first-choice commerce solution for sales teams, customers and partners. He shapes EMEA go-to-market strategy, refines ideal customer profiles, and crafts value propositions that connect AI-driven innovation with real-world commercial outcomes. Previously, Shaun led multi-solution architecture and partner enablement across Adobe Experience Cloud, and held senior architecture roles at Nationwide Building Society, Vodafone and specialist digital agencies. A regular Adobe Summit speaker and collaborator with leading brands and partners, he is known for his pragmatic, insight-led approach to digital transformation, customer experience and scalable commerce optimisation.
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28 January 2026 13:00 - 13:30
Modern Win/Loss and how it shapes messaging, positioning & pipeline strategy
Win/Loss has evolved far beyond post-mortem interviews. In 2026, the most effective PMM teams treat Win/Loss as a continuous buyer-intelligence engine that informs messaging, sharpens positioning, and uncovers the real drivers behind churn, competitive losses, and high-velocity wins. This session breaks down how modern PMMs structure Win/Loss programs, blend qualitative interviews with behavioral and CRM data, and turn findings into GTM decisions that revenue teams actually use. We’ll cover what’s changed in the Win/Loss landscape — AI-assisted analysis, new competitive signals, shifting buyer expectations — and show how PMMs can operationalize insights to influence pipeline strategy, sales plays, narrative updates, and pricing decisions. Attendees leave with a practical Win/Loss playbook designed for today’s faster, noisier buying cycles.