The How (not the what) of Product-Led Growth


5 organizations and 14 metrics that make PLG work There is an explosion of articles focusing on the popularity of the PLG growth model, analyses of company valuation, and quite a bit written about growth metrics for this new model. But I want to parse the problem a bit differently, focusing not only on the goals an aspiring PLG company should set at each stage of the sales cycle. but also on how to organize delivery of a successful PLG product. IMO, these are the real keys to PLG success.

Three SuperPowers Every Marketer Should Develop


Why Paranoia, Customer Intimacy, and Peripheral Vision are key skills for Product Marketing Management If you’re going to be in Product Marketing - or in any company leadership position - I’ve found that the same 3 “superpowers” keep recurring in successful careers.


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Digital Agility Gets a Boost with Identity Management


(A version of this Blog originally published on Auth0 Blogs ) Apps are becoming componentized and API-based to facilitate reuse and agility; Identity management cloud services will help. "In

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Product/Market Fit As a Organizing Principle for PMMs


“Product-market fit means being in a good market with a product that can satisfy that market. Marc Andreessen, co-founder and General Partner, Andreessen Horowitz, Guide to Startups When I’m asked “What does Product Marketing do?” I respond that it’s the core role that drives product-market fit, matching the product to the right buyers. All markets are made up of buyers and sellers… and when the needs of buyers are met by the offers of sellers, there’s a transaction.

Cassandra Data Modeling Guide to Best Practices

Are you a developer, database architect, or database administrator that's new to Cassandra but have been tasked with developing a Cassandra schema design? Learn the basic rules to keep in mind when designing your schema for Cassandra.

Advice to the Aspiring Employee


I’ve spent the past few weeks busy evaluating team performance for our semi-annual review process. And every year, I take it more seriously because every year I realize how much more important *people* are to the company. I used to think this was a throw-away comment - but hiring, developing, promoting and rewarding the “A” players is the difference between a high-performing company, and all the other average players. Anyone reading this might ask, “ Well, what do you mean by an ‘A’ player?

Gartner MQ, Forrester Wave: A Disservice to Innovation?


Note : Read this blog more as a wakeup call to vendors than as a criticism of Industry Analysts. By inadvertently playing into analysts’ narrow definition of products and categories, vendors can become distracted from their real goal – pursuing meaningful, valuable, and unique innovation. Prologue Industry analysts have an important job in the technology industry: To help customers better understand trends, technologies, and vendors, so they can make better, more confident purchasing decisions.

The Argument for Public Product Roadmaps


“Can you please share your roadmap?” What are your plans to engineer feature xxx?" Great product, but does your vision match ours?” I've received these questions all the time, from customers, partners, and analysts. When leading Product Marketing at an open source software vendor, I felt it antithetical to be open and transparent about code, financials and priorities - but not about our actual product roadmaps. So we decided to open-up our product and solution roadmaps for each product.

The Virtues of (Personal) Networking


I’ve taken a bit of hiatus from blogging as I’ve settled-into my new gig at WSO2. But I’m back with a career and social observation that applies to everyone.

Improving Your Product Marketing Alignment


Product Marketing is a highly-networked function with multiple internal touchpoints that need to be actively developed and curated In the tech/software world, I’m often asked how best to scale the Product Marketing function and how to make it a highly performing function in a growing organization. Really great product marketers are masters of understanding the problems their products solve, positioning those products, identifying ideal buyers and personas, and knowing the overall market.

Measuring Marketing is Science, Not Art.


“If you can't describe what you are doing as a process, you don't know what you're doing.” ~ W. Edwards Deming When in business school, I had the honor of meeting W Edwards Deming while taking a class on operations management. Deming literally wrote the book on quality and process control, and is known for his 14 Points of Total Quality Management.

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The Next-Generation Cloud Data Lake: An Open, No-Copy Data Architecture

A next-gen cloud data lake architecture has emerged that brings together the best attributes of the data warehouse and the data lake. This new open data architecture is built to maximize data access with minimal data movement and no data copies.

Fountainhead: A Tour of Switch's SuperNAP


I have to admit that I was prepared to be underwhelmed when I toured the Switch SuperNap in Las Vegas. After all, how impressive can a co-location facility be? Just slab, cooling, ping, pipe and power. Right? With thanks to

4 Warning Signs an Integration Wall is Approaching


The Integration and API Management markets are growing, expanding in both popularity and use. Enterprise App integration will surpass $33b by 2020, and other markets like iPaaS and Data Integration are growing at double-digit CAGRs. Enablers, such as containers and serverless technologies are only accelerating the move toward increased disaggregation of applications. All seems rosy. And it mostly is.

Fountainhead: Only in Silicon Valley: License Plate Sightings in the.


Driving around silicon valley on routes 101 and 280 ("The 101" and "The 280" if you're from California) you can't help but notice this isn't like the rest of America. You'll see dozens of Priuses. Frequently you'll even see Teslas

The CIO as a Cloud Supply Chain Manager


Transforming IT from engineers and builders. to assemblers and integrators Preface About 5 years ago, I wrote a GigaOm article, The CIO as the IT Supply Chain Manager. The focus was how cloud services would transform how CIOs shifted from Technology Builders to become Service Assemblers. This concept is now more relevant than ever – with 30+ vendors offering API management products, Integration Platforms as a Service (iPaaS), Serverless functions and containerized microservices.

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The New Way We'll Start our Digital Day


This post originally published on Citrix Blogs The desktop-centric world is dead. Here’s why — and how — it will be replaced. When industries shift very slowly, sometimes the most significant changes go completely unnoticed. For example, consider how the notion of the “desktop is your workspace” is pretty much becoming irrelevant (if you disagree, read on). The point here is that cloud services, SaaS apps, and browser-based services are now really your new “workspace.”

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Deliver Effective Online Education and Events Your Members Will Love

This guide identifies the biggest challenges for associations moving their training online and provides practical solutions so that you can hit the ground running. Download now to keep your members engaged and growing even in times of COVID-19.

A Tale of Three Cloud Strategies (Upgraded from Two)


Earlier in March I penned a blog titled A Tale of Two Cloud Strategies and observed the two opposing cloud strategies of VMware vs. AWS. VMware, with its strength in the enterprise, building presence in the public cloud -- and AWS with de facto dominance in the public cloud, working inroads into the enterprise. In my closing paragraph I noted These will be extraordinary strategies to observe over time.

My Next Big Thing


Cloud Computing WSO2

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Fountainhead: The End of the Laptop-Centric World?


Is this you: You own multiple laptops or desktop computers because you have different uses, jobs, clients or applications? Doesn't this seem ridiculously inefficient and wasteful - especially because we now in the "cloud era"

Trying to Market a Horizontal Technology? Think Again.


Why marketers fail to focus on industry-specific buyers I was recently speaking with 2 CEOs of leading-edge technology companies about how they go-to-market. One is a brilliant open-source software firm, the other a groundbreaking virtual networking startup. When I asked them what their industry marketing approach would be, each essentially said “I don't need that – we have a horizontal technology.” My reaction was one of surprise. Were their technologies applicable cross-industry?

Open Source & Open Standards: Navigating the Intricacies of a Symbiotic Partnership

Speaker: Guy Martin, Executive Director of OASIS Open

The COVID-19 global pandemic has raised the already bright visibility of technology to an even higher level. Join Guy Martin, Executive Director at OASIS Open, as he presents this webinar that will discuss how we can make open source and open standards even more effective by helping them recapture their strong partnership.

A Tale of 3 Cloud Strategies - Part III


How the major vendors are vying for hybrid cloud dominance Over the past few years it’s been an exciting show to see the Big 3 cloud providers jockey for strategic dominance, each with a different approach. As an IT professional, it’s useful to understand each of these in context as you try to determine which horse(s) to ride and what bets to make.

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Cultivating a New Tech Category


9 Things every marketer should know before they introduce a new technology At some point in their career, most technologists think they have the “next big thing”, a product or technology that stands out uniquely from anything else on the market. In fact, it’s so great that it deserves to be a new category in-and-of itself.

Transforming CIOs into IT Supply Chain Managers


A version of this post was originally published to Citrix Blogs How Citrix Cloud services are adding to IT’s business value The role of the CIO – indeed for of all of IT – is changing. Jobs that used to be tactical engineering and integration of technology are morphing into strategic positions that instead integrate external services. As I’ve observed in the past, CIOs are transforming IT supply chain managers , and it’s happening in the digital workspace market now more than ever.

The Beginning of the Non-Dedicated Device World?


Originally published on Citrix Blogs. What makes your phone your phone? Or, for that matter, what makes your desktop, your laptop or your tablet yours ? After all, millions of people own identical hardware/software configurations of iPhones, Android-based phones, tablets, laptops and other devices. The answer lies in two defining aspects of each device: The user’s data that is locally-stored, and the user’s personalization information.

Leading Advertising and Analytics Company Outperforms With a Graph Database

Xandr, a division of AT&T, has built an identity graph that connects information on people, households, and more. The company is using this graph to provide advertisers an ability to deliver commercials more successfully than ever before. Learn more.

Your Next Computer. in the Cloud ?


For years, the “virtual PC” has been the dream of users and corporations alike. After all, why do millions of us lug around a laptop with our Windows desktop stuck to it? Why do we risk theft, loss or damage to valuable data when our entire workspace — and data – could instead live in the cloud and be accessed from anywhere by any of our devices…. This is a re-post of my Blog on Wired Innovation Insights. Click to read more ]. Citrix Cool stuff Digital Workspace Mobile Work VDI

How Big is the Hosted Desktop (DaaS) Market - Part 2


Originally published on Citrix Blogs As I mentioned in Part 1 of this Blog, “how big is the cloud-hosted desktop market?” is still the top inquiry I get from our Citrix Service Provider ( CSP ) partners looking to enter the market. In that first post I outlined some of the approaches I take to describe the growing size of this market. In this post, I want to offer additional data that Service Providers can use when justifying investments of IP and capital for ventures into cloud-hosted desktops.

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How Big is the Hosted Desktop (DaaS) Market - Part 1


Originally published on Citrix Blogs Without question, “How big is the hosted desktop market” is the top inquiry I get from our Citrix Service Provider ( CSP ) partners. Our thousands of global partners are constantly making investments in infrastructure, marketing, business operations and sales. And frequently they are going to their board (and sometimes to external investors) for funding to chase the high-margin, high-value hosted desktop market.

Fountainhead: What Is Meant by a "Cloud-Ready" Application?


Is calling an app "cloud-ready" just a form of cloud-washing? C'mon - aren't all apps "ready for the cloud" (and for that matter, ANY cloud)? Doesn't IaaS and its elastic capacity + automation solve for all app scaling and

Cloud-Scale Monitoring With AWS and Datadog

In this eBook, find out the benefits and complexities of migrating workloads to AWS, and services that AWS offers for containers and serverless computing.

6 Awesome Examples of Business-Ready DaaS


The term “DaaS” is often synonymous with a “raw desktop in the sky”. But that’s a only like getting a new laptop… just an OS and maybe some antivirus. The rest of the set-up and customization is up to you. What lines-of-business really want are “ business-ready desktops “, customized, optimized and supported for a company’s industry and specific use cases. In the past I’ve personally blogged about the value providers reap when creating offers targeting specific markets.

Fountainhead: A Tale of Two Cloud Strategies


These are the best of times. These are the the worst of times. These are the times of the "cloud era" where two technology leaders are struggling to dominate the IT infrastructure, private cloud, and public cloud markets

Managed Services Providers Agree: Build a Vertical Market DaaS Focus


A few weeks ago I had the privilege of speaking with a number of our Citrix Service Providers at Citrix Summit in Orlando. There is no doubt in my mind that the Managed Services industry is shifting… away from commodity services (dedicated servers, websites, Exchange mailboxes) and toward more holistic, higher-value hosting and outsourcing services. The evidence I cite is both from a Service Provider panel I facilitated, as well as from assessing the winners of the recent Citrix CSP Awards.

Fountainhead: What Clouds Will Form Around Data's Gravity?


The concept of Data Gravity posits that as data accumulates (whether it be stored, analyzed, used) it tends to attract even more similar data. And as the data amasses there is less likelihood that it will be moved/migrated

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What is Contextual Analytics? The Next Evolution of Embedded Analytics

Download this whitepaper to learn what contextual analytics is, how BI platforms like Yellowfin revolutionize the way users discover insights from their data with native contextual analytics, and how it adds value to your software solution by elevating the user experience.

Fountainhead: Cloud-Hosted Desktops: Real and Growing


Insofar as economic pros/cons are concerned, there appear to be layers of arguments over what approach has a lower total cost of ownership, what performance is best, what infrastructure to use, etc. And I've decided not to

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Fountainhead: Cloud Is Not The End - It's The Means.


Once you get a new tool, you ask: What can I build that I couldn't before? Cloud computing, at its core, is an operational transformation - mostly focused on infrastructure. If you're an enterprise IT shop, you're right to think that

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Fountainhead: Steve Jobs in 1980. and Cloud + Big Data Today


In 1980, Steve Jobs gave a talk (YouTube) about the early days of Apple. It's fascinating because it describes events that lead up to the first commercially-available Apple computer, and presaged the movement toward

Desktops-as-a-Service: The Rising Tide Lifts All Ships


New Entrant VMware Will Raise Awareness If you look at Gartner Research''s 2013 Hype Cycle for IT Infrastructure and Outsourcing Services , you''ll find Hosted Virtual Desktops (HVDs) at the very peak of hype this year, outdistancing all other technologies. For years HVDs were considered a niche technology, where an outsourcing provider (typically a Managed Service Provider or MSP) delivers virtualized desktops from an external source. Think: Cloud-hosted desktops.

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Building Evolvable Architectures

Speaker: Dr. Rebecca Parsons, CTO of ThoughtWorks

The software development ecosystem exists in a state of dynamic equilibrium, where any new tool, framework, or technique leads to disruption and the establishment of a new equilibrium. Predictability is impossible when the foundation architects plan against is constantly changing in unexpected ways. It’s no surprise many CIOs and CTOs are struggling to adapt, in part because their architecture isn’t equipped to evolve. This webinar will discuss what’s at stake if companies continue to use long term architecture plans.