Joshua Lory
Senior Director, Blockchain Go To Market, VMware
Content
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
1278 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
705 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
699 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
698 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
662 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
639 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
If you're doing your job right, both. I believe everything PMM does should end up in the product at some point. Marketing doesn't have to be external or disconnected from the product. If you have this in mind, you can take the vast amounts of knowledge and insights and turn it into your companies......Read More
637 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • January 5
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
634 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • March 28
Product marketers should leave there stamp outside and inside the product. What I mean is that traditional marketing always takes place outside of the product i.e. sales enablement, blogs, technical demos, tools etc . Now with the advent of SaaS PMMs can market inside the product as well. By havi......Read More
534 Views
Joshua Lory
VMware Senior Director, Blockchain Go To Market • March 28
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
532 Views
Credentials & Highlights
Senior Director, Blockchain Go To Market at VMware
Formerly Accenture, United States Air Force
Top Product Marketing Mentor List
Product Marketing AMA Contributor
Lives In Palo Alto, CA
Knows About Product Marketing Career Path, Pricing and Packaging, Messaging, Product Marketing vs......more