Joshua Lory

Joshua Lory

Senior Director, Blockchain Go To Market, VMware

Content

Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
Great question with the most votes. In my experience, Product Marketing owns a large percentage of the market analysis, pricing and packaging effort. At VMware, Product Marketing works hand in hand with Product Management, executive staff, finance and sales to carve out pricing for new and increm......Read More
1942 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
By presenting a particular customer segement in the light of the total addressable market. You'll be in good shape if you can clearly show a business case that carries signifigance in the following areas. For example, how does addressing a particular segment move the needle on revenue, competitiv......Read More
832 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
Yes, at VMware this is called Sales Kickoff. It usually consists of sales, technical pre-sales, professsional services and customer success gathering for a few days to discuss the company's strategic priorities, solution areas, product positioning, roadmaps and relationship building. It is split ......Read More
816 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketMarch 29
Here are some OKRs my teams track for product launches: Awareness - Web, social and blog activity (impressions, engagements and link clicks) Sales if not self-serve - MQLs and SQLs Time to value - how long does it take a customer to onboard and get value? Consumption - How often are new fea......Read More
812 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
In many cases product marketers are the window to the customer. We’ve walked a mile in the customer’s shoes. We have our fingers on the pulse of their needs, problems and feedback. We meet with customers, sales and partners regularly to understand the market forces at play. We are in the best pos......Read More
743 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
In partnership with the product leadership team, establish a 360 degree feedback loop that takes the plethora of feedback channels and terminates them into one like AHA or Jira. Once you have all the feedback and requests in one place for all to see, develop a criteria to prioritize. How many cus......Read More
734 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketMarch 30
Some best practices that helped my teams create a collaborate cross pollinating environment are: * Standing 1:1 with PM and PMM leads to discuss major open actions with full disclosure * PM contributes or leads customer feedback in regular product backlog grooming sessions * PMM develop......Read More
692 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
First, changing a culture is hard. You can do your best by setting an example, being curious, solving hard problems and helping your peers grow the business. Second, you do not have a product without adoption. PMMs usually own or share the adoption goals with product management. PMM is in a uniqu......Read More
665 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
Product marketing should understand product requirements and feature velocity at a high level i.e. how hard it is to deliver a solution and how many features can your team deliver in a quarter. That way you can bucketize feature requests into t-shirt sizes; small, medium large efforts. The onus i......Read More
665 Views
Joshua Lory
Joshua Lory
VMware Senior Director, Blockchain Go To MarketJanuary 6
A few thoughts on delivering roadmap commitments: 1. Get the product leaders involved in direct customer feedback sessions and events. Hearing customer problems and requests directly from the horses mouth requires response head on. 2. Publish your high level roadmap for customers and s......Read More
648 Views
Credentials & Highlights
Senior Director, Blockchain Go To Market at VMware
Formerly Accenture, United States Air Force
Top Product Marketing Mentor List
Knows About Influencing the Product Roadmap, Messaging, Product Marketing 30/60/90 Day Plan, Sale......more