Oracle
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Oracle Corporation is an American multinational computer technology corporation headquartered in Austin, Texas.
Insights from the Oracle undefined Team
Mark Lewis
Oracle Director of Product Marketing • March 29
Every Go-to-Market plan differs slightly, but typically includes these steps: 1. Consider your customer: Understand who makes purchasing decisions and why. A buying center often incorporates multiple people, including the initiator, user, influencer, decision maker, buyer, and approver.......Read More
170 Views
Mark Lewis
Oracle Director of Product Marketing • March 13
Coordinating the internal communication for product launches calls for thoughtful planning and straightforward messaging. It kicks off with crafting a comprehensive communication plan that depicts the principal messages, communication channels, timeline, and involved parties. This game plan shoul......Read More
166 Views
Mark Lewis
Oracle Director of Product Marketing • March 13
Maintaining alignment with all stakeholders can be a challenge in a large enterprise. Regular meetings serve as crucial platforms for discussion, feedback, and decision-making. However, without careful control, these meetings can expand with the wrong audience or become unproductive. To prevent ......Read More
165 Views
Mark Lewis
Oracle Director of Product Marketing • March 13
First up, make sure you already have launch tiers in place. Evaluate against those criteria to ensure this really is a minor for your customers and not just your engineering team. Assuming you are indeed dealing with a minor release, the next steps depend on your specific situation, business rhy......Read More
169 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
Ooh, this is a fun one and a big one! This is solution selling, and it starts by understanding buyer needs and pain points. Uncover the pain points your buyers are facing, and then map outcomes that your company can deliver on - not individual products - to those pain points to form an outline fo......Read More
481 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
Find a few successful, well-respected sales reps and cultivate strong relationships with them. Get their input on what you're working on, ask for advice on how (and with whom!) to socialize your work with, and use that political savvy to focus on the key stakeholders within sales that have more i......Read More
298 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
The most successful internal launches are often big ones (i.e., rolling out a new product or sales methodology such as solution selling), and in my experience, they include: (1) an executive sponsor (2) alignment with business priorities and (3) internal momentum. 1. An executive sponsor is ke......Read More
682 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
Internal sales surveys or qualitative feedback (e.g., 'what decks do you use when pitching?' 'what assets are most helpful?') can work. If you have an internal sales wiki built where you host assets, you may be able to access analytics about how many visits/pageviews/downloads you're seeing acros......Read More
657 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
This is all about relationships, credibility/expertise, and your ability to help sellers. Once you can demonstrate that you can help them by bringing your perspective to what they're doing to make them smarter, more consultative, more well-informed, etc., the more they'll trust you and the better......Read More
721 Views
Jessica Scrimale
Oracle Senior Director of Product Management • August 17
This is tough, but you can prevent foundational PMM assets from going stale by having (1) defined processes (e.g., establishing which components of your market intelligence are most important to update and on what cadence, and using what inputs), (2) quarterly prioritization to revisit key assets......Read More
1433 Views