January 21, 2022
Listening to your market might lead your efforts in a new direction. That's what happened when Richard White, founder and CEO of Fathom, began talking to his audience about the challenges of scheduling customer interviews. While scheduling was a problem, the bigger challenge was the massive time investment required to capture insights from each interview.
During this episode, Rebecca Kalogeris, VP of Marketing and Product Strategy interviews Richard about how he and his team discovered and validated a market problem and then designed an innovative solution.
Richard's solution, Fathom.Video, is a Zoom app that allows you to record and highlight notes during zoom meetings in real time. Those highlights can be assembled into a video you can share with your team. The initial waitlist for Fathom.Video is over 70K strong, but Pragmatic Institute listeners get to skip the waitlist and go directly to the front of the line: fathom.video/pod.
Listen now to learn more.
January 14, 2022
In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Rod Griffith, chief client officer at MarketReach on how to help current customers discover new value in a product. Rod discusses how personal benefits can be a strong differentiator, especially when the competition focuses on business benefits. He explains how to uncover and leverage unrecognized benefits, unrecognized beneficiaries and unrecognized uses. They also explore how to remain authentic in the sales process by indirectly highlight personal benefits through conversation and questions.
![How Product Teams Should Tackle Responsible AI]()
January 7, 2022
Guest host Michael Li—the founder and president of The Data Incubator—sits down with Aishwarya Srinivasan, an Artificial Intelligence and Machine Learning Innovation Leader at IBM. Aishwarya works cross-functionally with the product team, data science team and sales to research AI use cases for clients at IBM Data & AI. In her role, she conducts discovery workshops and builds assets to showcase the business value of the technology. Aishwarya holds a postgraduate degree in data science from Columbia University.
The two data science experts discuss the importance of building responsible AI systems that aren't harmful to society, citing examples in the media. Aishwarya shares the responsibilities of roles like AI ethicists, UX researchers, data scientists and cybersecurity officers in upholding responsible AI standards. She also highlights the key issues organizations will have to grapple with as AI continues to evolve, and she shares key takeaways for leveraging machine learning and AI to create business value. Find links to resources shared in this episode:
December 30, 2021
We're throwing it waaay back to 2019 if you want to listen to one of our most popular episodes to date. While the conversation was a couple years ago, the information remains incredibly relevant.
Netflix is one of the biggest, most recognizable names in the world, and it’s one of the biggest, most recognizable names in data science. But what does that really mean to be a data scientist in a big company like Netflix? Senior data scientist at Netflix, Dr. Becky Tucker, joins our podcast to share her experience learning data science and working at Netflix.
Want to learn more about data science and how you can use it in your business? Check out our Business of Data Science course, designed for business leaders looking to become more data driven. If you’re looking to take data science training like Dr. Becky, check out our TDI data science courses. And make sure you listen to our other great podcasts, and join us for the best product training in the world.
December 24, 2021
A throwback this week because we want to end the year thinking about how to grow product teams in 2022. First step: Interviews.
The wrong hire can negatively affect the entire department and the product long into the future, so getting the right people for the job is critical. Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Pragmatic Instructor, Paul Young, about Product Manager X-Factors—or the skills that make a product manager excel.
He explains that being a product manager requires a diverse set of skills including soft skills like leadership, curiosity, listening, pitching and building consensus across the organization. During the conversation, Paul dives deep into some of these characteristics including why they matter and how to spot them during a job interview.
December 17, 2021
"How many buyer personas should you have?” This is the most common question companies ask when refining or starting their first persona project. In this episode, Rebecca Kalogeris, VP of marketing at Pragmatic Institute, asks Adrienne Barnes, founder of Best Buyer Persona, that question. And she answers. This conversation is all about buyer personas including, how to research, how to create meaningful segments with the jobs-to-be-done method, and whether or not you should name them.
December 10, 2021
Customer success isn't just a department, especially in subscription businesses.
In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Kirsten Butzow, senior VP of customer operations at Houghton Mifflin Harcourt, who explains why companies have to earn their customers business on a regular basis and how to do it.
They discuss that even know the product team understands the market problems, it's the customer success team that will reveal whether or not the product team hit the mark. They also outline the natural checkpoints along the way to know if the organization is staying grounded in the problems and personas.
December 3, 2021
How often should you conduct market visits? What data should you gather? And, where does discovery fit within the product roadmap cycle? This episode is a recording from the latest Product Chat featuring Ted Best, senior vice president of product at Offerpad. During his expert presentation, he answers these common market visit questions and explain how to implement a continuous discovery strategy. He also provides an approach to using market visits to answer the “why” of the roadmap, not just the “what” and the “when.”
November 19, 2021
There isn't just one type of buyer's journey, there are three: trust journey, relationship journey and analytical journey. During this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews pricing expert Mark Stiving, chief pricing educator at Impact Pricing. Not only does he explore the three types of buyer's journeys in-depth, but he also gives listeners the one question they should ask to quickly identify which journey their customer is on. He also explains the value map and why you should always assume your buyer is on a trust journey until proven otherwise.
November 12, 2021
“The roadmap really should be a conversation” - Jim Semick, founder and chief strategist of Product Plan.
Are you curious what the best framework is to plan and prioritize a product roadmap? Are you a Product Manager that wonders how often to update this tool? Listen in as Rebecca Kalogeris is joined by Jim Semick to discuss Product Plan’s annual survey results, his tried and true method of ‘value vs effort’ and his advice on updating and maintaining roadmaps that work.
Jim explains that updating roadmaps often keeps the product conversation open, and that for how many hours product managers spend managing the roadmap each week that it’s important to share them with their teams frequently so there’s a level of transparency and understanding when something changes. Roadmaps are embodiment of strategy, building the roadmaps are a part of how you define and share that strategy across the organization.
November 5, 2021
(This episode was recorded during our recent Product Chat)
During this episode, Lindsay Hunt, director of product at TaskRabbit shares insights on customer and revenue retention and how to build products and services that keep your market coming back. She teaches how to navigate when you have two users in a marketplace, strategic angles to entice and delight customers and opportunities for revenue growth by nurturing relationships and creating products people want to buy.
October 29, 2021
This episode is for anyone trying to figure out how to leverage storytelling in their role as a product manager or product marketer. The VP of marketing for Pragmatic Institute and host, Rebecca Kalogeris, interviews Matthew Woodgett, founder and CEO of Go Narrative who explains that a story isn't an artifact or finished product like a book or movie, but instead, using is a way of communicating.
He explains how stories help companies prioritize, connect departments and gain buy in for roadmaps. During the conversation, Matthew outlines an efficient and effective way to think about storytelling when you're a busy professional, which he describes as the 3D framework: Desire, difficulty and denouement.
October 22, 2021
In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, hosts Erin Neal Enterprise Account Executive at Klue. Erin explains how to systematically approach objections to win customers who are talking with the sales team. The approach taught in this episode shows how to be collaborative rather than combative when approaching objections. Erin and Rebecca also cover how to provide sales with the tools they need to be successful in their objection handling with prospects.
Klue is company that provides market and competitive intelligence software that enables competitor research and delivery of sales battlecards to B2B Sales teams.
October 15, 2021
In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, hosts Sandy Orlando, the senior VP of product management at CDK Global, an automotive retailing software company. Sandy explains that her objective with NIHITO visits is to listen to the customer rather than to talk to the customer, and to test a hypothesis without trying to inform it. She said that while building personas people try to prescribe a conclusion and then prove it rather than exploring.
When done well, personas can lead a product team to create solutions that lead customers to desired outcomes. At times, she said she's received feedback from customers that she didn't deliver one single thing the customer asked for but instead delivered exactly what they needed.
October 8, 2021
Mark Miller and Ted Vaugh, authors of Culture Built My Brand: The secret to winning more customers through company culture, join Rebecca Kalogaris, VP of marketing at Pragmatic Institute to talk about the intersection of culture and brand. They outline the 5 pillars of the brand, which include culture, products and services, the story of the company, user experiences and identity. They also explore the frustration that emerges when different departments and different people own different parts of the brand because it becomes complicated to shape culture. The conversation includes tips on how to address culture as someone who isn’t a leader at the organization. Mark and Ted explain that a marquee culture drives performance, but a bad culture can kill the brand.
October 1, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute and Cindy Cruzado, certified instructor at Pragmatic Institute, discuss how to build a company culture that is healthy and creative especially in remote and hybrid working environments. Cynthia shares how to make disagreement comfortable and common as a way to support different ideas. They both agree that having fun along the way supports all of the team-building initiatives, and they include some game ideas that their teams find engaging.
September 27, 2021
(This episode of Pragmatic Live was captured during our recent Product Chat session)
How do product pros deliver innovative solutions to users, leverage technology and develop tactical plans without a prior blueprint or example to follow?Ebony Shears, VP of product at Forbes, to the Product Chat shared how she gains team enthusiasm and buy-in, and how she determines what opportunities are worth pursuing at the 103-year-old institution.
September 17, 2021
In this episode, Andrew Wale, the chief revenue officer at Twintag, meets with Rebecca Kalogeris, VP of marketing for Pragmatic Institute, to discuss how to use a great product as a vehicle to engage with customers and enhance their experience. He explains how to give customers information when they need it and in a user-friendly format with tools like QR codes. When customers have to navigate robust websites, they might get lost in their search for an answer. He shows how product-led communication breaks down these types of barriers and improves customer retention.
September 10, 2021
We are going to be a product excellence team, so how do we measure how effective we are?" - Sherwin Damdar
Rebecca Kalogeris, VP of marketing for Pragmatic Institute interviews Sherwin Damdar, director of product management and innovation at Garlock, and he shares how he uses the sales of differentiated products to measure his teams' success. He says that differentiated products must meet three criteria: They must be unique, valuable and proven. Together they talk about how product managers can find areas of opportunity by evaluating problems customers have and the solutions they are willing to pay for.
![How Being a Customer Advisory Board Member Can Ignite Your Product Career]()
September 3, 2021
(This episode of the Pragmatic Live Podcast was captured during one of our recent Product Chat webinars)
Companies know that learning more about their customers is the best way to improve their products. But is the research influencing meaningful change? More often than not, the answer is no.
While many mediums facilitate customer engagement, this work only results in tactical, user-level augmentations that have a minor impact. Thankfully, there’s a better strategy and that is a well-run Customer Advisory Board (CAB). Launching a CAB not only leads to significant product enhancements but can also uncover new solutions that lead to substantial revenue gains. But why should you be a member of a CAB?
Rob Jensen, VP of Marketing for Ignite, and learn how a CAB is an effective career-building opportunity for product managers and product marketing managers who serve on them. Not only do members interact with their best customers, but they are also presenting product plans and roadmaps in front of their company executives who otherwise may not be aware of their skills and contribution to the company.
August 20, 2021
What a wonderful time to be product marketing, and Pragmatic instructor, Rich Nutinsky, explains why in this episode hosted by Rebecca Kalogeris, VP of marketing for Pragmatic Institute. They discuss how the world of product management has evolved because of new technology and refined approaches to customer research. Rich also shares his own experiences as a product professional and how product training was a game-changer early in his product management career path. They conclude that we are in fact in the age of products.
August 13, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Dr. Nancy Li, director of product, mentor and YouTuber. In this episode, Nancy gives all the details on her powerful story and some amazing tips on climbing to the top of the product industry, from worker-bee to director and beyond.
Dr. Nancy has mentored more than 100 professionals to break through in product management, check out her YouTube below.
https://www.youtube.com/channel/UCIXcpwAsd6uO6PQ7VaMbXpg
August 6, 2021
"Demand generation at its base definition is simply generating demand for a product or service, and then converting that demand into a lead." - Charlotte Bohnett
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Charlotte Bohnett, the senior director of demand generation at WebPT. In this episode, she talks not only about what makes demand generation successful but also what qualifies as quality content marketing. As a leader in the field, she shares strategies for building effective content marketing teams from the ground up and talks about the importance of retaining the best employees on your team.
July 30, 2021
This episode was captured during our recent Product Chat series.
We were recently joined by Kimberly Hicks, former vice president of product, games and interactive for The Walt Disney Company. She shared her approach to improving user experience and developing an effective digital strategy.
July 23, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Leidy Klotz, author of Subtract: The Untapped Science of Less. He encourages people to fight their instinct to add to projects, products and to-do lists as a way to display competence. Instead, Leidy teaches listeners how to add value to life and work through subtraction. The muscle for adding is strong for most people but subtraction takes practice and intention through prompts and reminders. During the episode, Leidy provides strategies to add subtractive solutions to their toolbox.
"Historically, adding was the only option to improve things. But now, there are so many opportunities to take things away to make things better." - Leidy
July 16, 2021
Listen in to our recent Product Chat with Oji Udezue, chief product officer at Parsable, as he discusses his experience and shares fundamental product systems that can accelerate your path to achieving repeatable, consistent innovation for your organization.
July 9, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Diana Richardson, technical product manager at Core Logic, explore the challenges that immerge with team and culture during an acquisition. Diana experienced acquisitions during her career and she shares how to navigate the uncertainty during the early stages of acquisition and how to spot opportunities rather than worry about "what ifs."
July 2, 2021
During the upcoming holiday, allow us to be your guide for some excellent product listening. We look back at one of our most popular episodes featuring David Meerman Scott.
What does neuroscience and selfies have in common? They help create "fandom".
Join us for this episode of our Pragmatic Live Podcast to address just this, and what it means to build and keep fans. Our own Rebecca Kalogeris is joined by David Meerman Scott, to discuss his recent book, Fanocracy: How to turn fans into customers and customers into fans, to address more than just proximity, but how you can empower your fans to help you grow. We chat with David to understand what Fanocracy is, how it can be utilized and how we can tap into our existing fandom.
June 25, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Diane Pierson, an instructor at Pragmatic Institute, talk about how the product industry has evolved during the last 15 months as the world drastically changed during the pandemic. They discuss what changes they predict are permanent and what might be a temporary shift to manage a unique environment. Rebecca and Diane also talk about how to measure success when the baseline is no longer relevant, and how to put structures in place to prepare for the unpredictable."You can't know what's going to happen, but be ready to act when it does. Keep these lessons with you and use them as you go forward. I think the future is going to be different, but I think we've got a lot of promise for this role as we go forward."
June 18, 2021
"If your salespeople are asking for discounts that are too big or too often, then your product team hasn't given sales the tools, knowledge and confidence they need to win deals at the right price."
- Mark Stiving.
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, talks with Mark Stiving, founder of Impact Pricing, about the importance of value-based pricing. In this conversation, Rebecca and Mark explain what a value-based pricing table is and how it can equip sales teams so they can confidently and effectively approach prospective buyers.
June 11, 2021
In this episode, Jennifer Romanowski, senior product manager at FordDirect, explains how training with Pragmatic Institute revolutionized her approach to product management. The host Rebecca Kalogeris, VP of marketing for Pragmatic Institute, talks with Jennifer about how she introduced Pragmatic training to FordDirect and the big changes it influenced at the company.
"I completed the pragmatic courses Foundation, Focus and Build and walked out with light bulbs going off. I believe that I was a good product manager, but now not only did I have an entire framework but I also knew how to help other product managers.
June 4, 2021
There are always more ideas than time. In this episode, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews Pragmatic Instructor, Amy Graham, about how to evaluate potential opportunities to determine what is worth a "yes" and what deserves a "no." The system gives every person (regardless of job title) an opportunity to feel heard while also letting the data speak to the viability of the idea.
May 28, 2021
Rebecca Kalogeris, VP of marketing for Pragmatic Institute, Paul Young, an instructor at Pragmatic Institute, have a fun and light conversation about the products that have had a positive impact on their life. They dive into side discussions about how products can solve important and relevant problems but create new problems in the process. They also sprinkle in tips and tricks on how to create products people are excited to share with others.
May 21, 2021
Steve Goodyear, the founder of Realizer Services, is the first person to earn a PMC VIII certification. Rebecca Kalogeris, VP of marketing for Pragmatic Institute, and Steve discuss the variety of courses offered through Pragmatic Institute, and how each plays a role in elevating the work he does at his company. He talks about how the courses helped him answer the question: "How do I turn professional services into more of a product." He also explains how he uses the Pragmatic Alumni Community to build his network and talk through ideas.
May 14, 2021
Stakeholders in a company are moved by two things: one is business results, and the other is stories. The goal is to break down the business metrics into usage metrics to start having a complete picture of your target customers.
Dan Balcauski, principal consultant at Product Tranquility, joins our host, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, to discuss the relationship between qualitative and quantitative data and how to use both to capture powerful insights.
May 7, 2021
The term "NIHITO" or "nothing interesting happens in the office" promotes getting outside the comfort of your office and speaking with customers directly, but that certainly can't be the only way to get good market data, can it? Especially in the time of Covid-19, what else can product professionals tap into in order to compile this type of data?
Former Pragmatic instructor and SVP of customer operations at Houghton, Kirsten Butzow, joins our host Rebecca Kalogeris, VP of marketing and product strategy for Pragmatic Institute, to discuss how her current position is a treasure trove of market data, and how product professionals can better understand their customer segments in order to tailor their products to their customers.
April 23, 2021
How do you create innovative and solution driven product teams? How do you create a culture and environment that hums with creativity? Those questions are filled with buzz words we all know well, but in this episode, we get into how it's actually done.
Oji Udezue, chief product officer for Parsable, joins our host Rebecca Kalogeris, VP of marketing and product strategy for Pragmatic Institute, to dive deep into how he has created said environments, and used his extensive experience in the product realm to create top-tier teams that focus on creative solutions.
April 16, 2021
How do you define product marketing?
Francisco Bram, head of product and growth at Uber Eats, joins our host Rebecca Kalogeris, VP of marketing and product strategy for Pragmatic Institute, to chat about how he and Uber Eats defines this essential role, as well as the 10 commandments of product marketing. You don't want to miss this one!
April 9, 2021
What do companies like Humana, Uber and Farmers Insurance have in common? They can see into the future. How do they do this? Always-on consumer data.
Nis Frome, cofounder and VP of product at Feedback Loop, joins our host Rebecca Kalogeris, VP of marketing and product strategy for Pragmatic Institute, to discuss how this type of data can provide live foresight as opposed to insight into past events. You may even say it's a super power, but the kicker is, anyone can learn to leverage this type of data to better understand their customers.
April 2, 2021
Flashback Friday's - Why do we do this? Over years worth of content, there are times where previous episodes contain useful information that valuable enough to revisit.
Product marketing expert Kevin Krusiewicz of Marketing Trail Guide joins Pragmatic Live host Rebecca Kalogeris to discuss the importance of understanding your market before creating and marketing your products. Understanding who is going to use and buy your product, performing market research and really understanding the different buying journeys of your personas ensures that you’re not building and marketing a product in search of a market, and are instead creating and presenting a product a market has been searching for.
Want to learn more about market research, persona building and product marketing? Check out our Foundations and Market courses. And make sure you subscribe today so you never miss a great episode of Pragmatic Live!
March 5, 2021
What does it mean to be part of the product-led movement, and what does it take to transition into a product-first strategy?
Wes Bush, founder and CEO of Product-Led and author of best seller "Product-Led Growth: How To Build a Product That Sells Itself." , joins our host Rebecca Kalogeris, VP of marketing and product strategy for Pragmatic Institute, to get to the core of what the product led movement really is.
Ready to learn how to become a product first business? Check out our full roster of updated courses!
Learn more about Wes Bush and his book here
February 12, 2021
* This episode of Pragmatic Live was captured during our recent Product Chat
How do you get inside someone's head to truly understand what they need? Well, until that technology exists, there are steps you can take to get close when it comes to your marketing efforts.
In this episode of Pragmatic Live, COO Greg Bond and CEO Erik Wolf of Estound join our own Georgina Donahue to discuss the crucial steps in creating content that is not only profitable but transforms your marketing efforts.
February 5, 2021
The "Internet of Things" is a common term, but do you really understand what it is and why it’s important?
This week, we take a look back at an excellent breakdown of what this term really means and more.
Daniel Elizalde, IoT product manager extraordinaire, joins Pragmatic Live to discuss the Internet of Things and its impact on businesses. Daniel examines the importance of using IoT to collect real-world, real-time data to help enterprises expand their abilities, as well as the role of product management with IoT. He dives into the skills needed for product managers to really make the most of IoT to translate the data into real success.
Would you like to learn more about data and product management? Register for our new course, The Business of Data Science. And be sure to listen to our other great podcasts, and subscribe so you never miss another great episode.
