Perspectives January 26, 2016

Unit of Value

A Framework for Scaling


Before joining Greylock, I spent almost a decade at VMware working on building and bringing new technologies to market. I helped create the Cloud Application Platform and Virtual Desktop Infrastructure (VDI) businesses, and managed product and marketing teams that have successfully shipped many “1.0” releases, including VMware VDI, Cloud Foundry, and vFabric.

Over time, I developed a go-to-market framework which helped me scale these products from zero to over a hundred million in revenue and now I can watch from afar as the businesses that I helped start are generating close to $1B in revenue. As an investor, I continue to use this framework to evaluate companies to make sure their go-to-market strategy matches the product they are building. Solving for the go-to-market problem is critical to the success of a startup against incumbent companies that have advantages in sales, marketing, and distribution. One of the keys to crafting a successful go-to market strategy is picking a pricing and packaging that is scalable.

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