Podcast Summary In this conversation with Simon Chuang, Director of Digital Marketing at Lacework, he talks about orchestrating and implementing high-quality lead-opportunity handoffs to drive efficiency and growth. Today, you’ll hear about Lacework’s process and execution, their lead opportunity quality feedback loop, how they systematize data collection further down the funnel, the things that Simon would’ve done differently a year ago, and the exciting next frontier. Prior to joining Lacework...
Jun 29, 2023•19 min•Season 1Ep. 13
Podcast Summary In this conversation with Mark Huber, Head of Brand and Product Marketing at Metadata, he talks about use-case and persona-specific sequences. Today, you’ll hear about moving from generic to persona-specific sequences, how the results have changed over time, an exciting future development for Metadata, and an important lesson that Mark has learned. Prior to joining Metadata, Mark served as Senior Manager of Marketing Operations at Uptake and Director of Demand Generation at Fast ...
Jun 05, 2023•19 min•Season 1Ep. 12
Podcast Summary In this conversation with Andy Mowat, Co-Founder of Gated, he talks about Gated’s demand efficiency levers. Today, you’ll hear about his approach to demand efficiency, the custom Chrome extension that they built, focusing on all the surfaces and experiences, and driving creativity. Prior to founding Gated, Andy served as the VP of GTM Operations and Growth Marketing at Culture Amp, the Senior Director of Customer Success Operations at Box, the VP of Business Operations at Upwork,...
May 22, 2023•11 min
Podcast Summary In this conversation with Dan Frohnen, CMO at PicnicHealth, talks about Channel Mix. Today, you’ll hear about PicnicHealth’s channel mix, Dan’s approach to channel diversification, choosing when to invest in new channels, keeping teams organized and productive, and the most common pitfalls. Prior to joining PicnicHealth, Dan served in numerous roles, including as the CMO of UpKeep, the CMO of Sendoso, the Executive VP of Marketing at Skedulo, and as VP of Global Demand Gen and Sa...
May 15, 2023•17 min
In this conversation with Latané Conant, CMO at 6sense, she talks about doing account-based marketing right. Today, you’ll hear about making demand centers more efficient, team structures at 6sense, ensuring an accurate source of truth, Latané’s most-used platforms, and the importance of saying ‘no’. As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, an...
Apr 24, 2023•18 min•Season 1Ep. 9
Podcast In this conversation with Prachi Gore, VP of Marketing at Checkr, Inc, she talks about marketing and experimentation. Today, you’ll hear about Checkr’s lifecycle marketing, experimentation, how Checkr is set up for success, knowledge sharing, and some exciting areas of opportunity for the year ahead. Prachi Gore is an accomplished marketing leader with over 15 years of experience in marketing and consulting. Prior to joining Checkr, Prachi served as the VP of Marketing at SmartRecruiters...
Feb 21, 2023•16 min•Season 1Ep. 8
Podcast Summary In this conversation with Ryan Narod, Head of Marketing at Mutiny, he talks about revenue orchestration. Today, you’ll hear about the strategies and tactics Ryan has used, orchestrating team structures, keeping the teams in sync, running regular experiments, approaching measurement, and what Ryan would’ve done differently. Prior to joining Mutiny, Ryan has served in numerous marketing roles, including as the Product Marketing Manager at Google, and Head of Marketing at Radar, as ...
Feb 14, 2023•21 min•Season 1Ep. 7
Podcast Summary In this conversation with Isaac Ware, Director of Demand Generation at UserGems, he talks about messaging. Today, you’ll hear about how UserGems prioritizes messaging, the transition into data-driven messaging, testing the evolution of their messaging, and Isaac’s three most essential pieces of tech. Prior to joining UserGems, Isaac served in roles, including as the Director of Paid Media at Bear Fox Marketing. Isaac holds a Bachelor of Business Administration with a minor in Mar...
Feb 07, 2023•24 min•Season 1Ep. 6
Podcast Summary In this conversation with Seiyonne Suriyakumar, Head of Marketing at Superhuman, he talks about customer focus and growth. Today, you’ll hear about how Superhuman has operationalized customer focus, shifting to remote-first, their growth mechanisms, and the common things that traditional B2B’s get wrong with customer focus. Prior to joining Superhuman, Seiyonne served as COO at Mobitor Corp., SM of Product Marketing at HelloSign, Director of Product Marketing at Dropbox, and as L...
Jan 31, 2023•22 min•Season 1Ep. 5
Podcast Summary In this conversation with Sydney Sloan, Executive-in-Residence at Scale Venture Partners, she talks about ad program sophistication. Today, you’ll hear about stage-appropriate sophistication, leveraging technology and tools, some of the most common timing mistakes, and the impacts of reaching certain levels of sophistication. Prior to Scale Venture Partners, Sydney’s experience includes as a marketing services event specialist at Nestle SSA, Director of Strategic Customer Marketi...
Jan 24, 2023•23 min•Season 1Ep. 4
Podcast Summary In this conversation with Shane Murphy-Reuter, CMO at Webflow, he talks about sales and marketing alignment. Today, you’ll hear about how Shane drives sales and marketing alignment, their campaign briefings, the importance of obsessing over little details, and the demand efficiency survey. Shane also serves as advisor for Motion (Creative Analytics), Limited Partner at Stage 2 Capital, and Advisor at Sendoso. His previous roles include Head of Online Marketing at Paddy Power Betf...
Jan 17, 2023•29 min•Season 1Ep. 3
Podcast Summary In this conversation with Chris Koehler, CMO at Box, he talks about the sales and nurture programs at Box. Today, you’ll hear about Chris’s early priorities, how the teams at Box have been organized, applying Box’s learnings at product-led organizations, and how Chris stack ranks all the pieces within nurture. Prior to joining Box, Chris served as the VP of Analytics at SunTrust Banks, Head of GTM and Product Marketing of Creative Cloud for Enterprise at Adobe, as a Board Member ...
Jan 10, 2023•20 min•Season 1Ep. 1
Podcast Summary In this conversation with Eli Rubel, CEO at Matter Made, he talks about the rebranding of the Best in Saas Podcast to Demand Efficiency. Today, you’ll hear about the podcast’s new direction and focus. With over 15 years of marketing experience, Eli has served as a marketing advisor for companies like Dropbox, Hopin, G2, Calm for Business, Loom, and Productboard. Many other companies rely on Matter Made to smash their yearly growth targets through best-in-class Go-To-Market progra...
Dec 29, 2022•9 min•Season 1Ep. 1
In this conversation with Matt Young, CEO at UserVoice, he talks about retention and product. Today, you’ll hear about finding the a-ha moment, the customer journey, Matt’s top of mind thoughts around retention and product, the greater noise-to-signal in the industry today, the main problems Matt sees in companies doing user research, when and how to re-evaluate and recalibrate your value proposition, and the future of UserVoice. As a leader in SaaS, product management, and product management, M...
Apr 27, 2022•18 min•Season 3Ep. 21
In this conversation with Will Hicklen, Chief Growth Officer of EasyWorkForce, he talks about growth. Today, you’ll hear about the evolving Chief Growth Officer role, Will’s key principles, things that get Will excited about EasyWorkForce, emerging people marketplaces, and the ways that Will keeps himself sane and energized. Will is a strategic growth specialist, a performance-driven innovator, HR tech expert, leader, and coach. Will holds a BA in Economics from Miami University. Episode Outline...
Apr 13, 2022•20 min•Season 3Ep. 20
In this conversation with Andrew Hahn, Advisor at Savor Lining, he talks about growth, marketing, and sales. Hear about Andrew’s thoughts on the marriage of sales and marketing, his sales methodology, the most common cracks in sales, and failures that lead to growth. Episode Outline [01:03] Introducing Andrew [03:50] MQL’s are bullsh*t [05:40] Andrew’s sales methodology [08:10] Cracks in sales [11:19] “People don’t buy from people they like” [14:54] A failure that led to a moment of great growth...
Mar 16, 2022•22 min•Season 3Ep. 19
In this conversation with Kevin Marasco, CMO at Zenefits, he talks about growth and marketing. Hear about Zenefits’ pivot into a PLG motion, demand gen and organic channels, how Kevin shows up as his best self, and building a culture of experimentation. Episode Outline [01:39] The Zenefits journey [05:19] The opportunity for a PLG motion [09:29] Demand gen practices [11:57] The shift to organic [15:21] Experimentation [16:46] What Kevin does to stay fresh [20:12] Kevin’s motivational people Conn...
Mar 02, 2022•23 min•Season 3Ep. 18
In this conversation with Rashmi Gopinath, General Partner at B Capital Group, she talks about enterprise software trends and industry benchmarks. Hear about some of the metrics that are dipping, the companies that are transitioning from traditional sales to a sales-assist motion, and how Rashmi keeps herself engaged in the industry. Episode Outline [00:36] B Capital Group [03:01] Surprises in the last 12 months [06:09] New low metrics [11:12] Traditional enterprises trying to be a PLG [13:02] T...
Feb 16, 2022•19 min•Season 3Ep. 17
Episode Outline [01:26] Chris’s background [03:23] Thinking through customer journey [05:19] Chris’s tactical tool chest [07:35] What’s happening to events? [12:32] Shifting to sales-assist and PLG [15:56] Chris’s influential people [18:45] How does Chris keep his head clear? Connect with Chris LinkedIn Website Connect with Matter Made Website LinkedIn (Matter Made) LinkedIn (Elias Rubel, CEO, Matter Made)...
Dec 02, 2021•21 min•Season 3Ep. 16
Episode Outline [01:26] About Formstack [02:17] The first M&A [04:33] Four more times [07:14] Venture funding [11:00] Chris’s lessons learned [12:31] Chris’s influential people Connect with Chris LinkedIn Website
Nov 17, 2021•14 min•Season 3Ep. 15
Episode Outline [01:36] Naman’s background [04:53] Interesting use cases of Zeplin [07:11] Communicating Zeplin’s value [10:57] Building early revenue teams [15:54] Some unexpected challenges [18:16] Naman’s influential people [23:48] What does Naman do for fun? Naman’s Inspirations Yamini Rangan Sara Varni Connect with Naman LinkedIn Twitter Website...
Oct 19, 2021•26 min•Season 3Ep. 14
Episode Outline [01:21] Rich’s background [03:35] Lessons and strategies [05:34] Approaching conversations and measuring success [08:54] Grain [11:44] Testing and hiring [12:46] Interesting and new things that Rich wants to tinker with [16:53] Know your fundamentals [21:21] Rich’s influential people Rich’s Inspirations Jeff Wiss Zack Urlocker Rich’s brothers Connect with Rich LinkedIn Website...
Oct 04, 2021•23 min•Season 3Ep. 16
Episode Outline [01:09] G’s background [01:36] Mashup between Economic Market Dynamics and low-cost CAC strategies [07:00] G’s favorite examples of growth hacking [14:26] What questions should listeners ask themselves? [15:36] How does G stay sharp? [20:42] G’s influential people G’s Inspirations Brian Balfour Andrew Chen Darius Contractor Elena Verna Resources KeyBanc Capital SaaS Performance Survey (PDF) Connect with G LinkedIn Twitter Website...
Sep 15, 2021•22 min•Season 7Ep. 7
Episode Outline [01:42] The shift from single-market to multi-market [04:36] The Miley moment [10:50] Setting a brand vision well into the future [13:10] What keeps Shane up at night? [17:20] Shane’s inspiring people [18:59] How does Shane stay balanced? Shane’s Inspirations Mark Watts Jones Karen Peacock Scott Gifis Suresh Khanna Connect with Shane LinkedIn Website...
Aug 16, 2021•20 min•Season 3Ep. 11
Episode Outline [01:26] Getting back to the new normal [05:33] Amy’s advice to her younger self [13:19] Shifting perspectives [16:00] How does Amy stay fresh? [20:43] Amy’s influential people Amy’s Inspirations Jen Tritz Eric Lee Tim Connors Connect with Amy LinkedIn Website...
Aug 05, 2021•27 min•Season 3Ep. 10
Podcast Summary In this conversation with Paramita Bhattacharya, CMO of Blurb, she talks about her career roles at various organisations, being named one of the Top 40 Women Leaders in SaaS, and how she keeps herself sane outside of her work. Hear about how she prioritizes team building, how her background affects her work, and get her advice to her younger self. Episode Outline [00:29] One of the Top 50 Women Leaders in SaaS [02:27] Shifting to a smaller organization [07:28] Building her team [...
Jun 22, 2021•17 min•Season 3Ep. 9
Episode Outline [01:26] Getting into category creation [02:50] The Uberflip timeline [05:22] Content marketing in 2012 [10:10] Other category names in the running [13:23] The early list of must-have next steps [16:26] The Uberflip Experience [20:28] Looking to the future [24:19] Inspiring people Randy’s Inspirations Peter Cresha Mark McCloud Jay Baer Ann Handley Connect with Randy LinkedIn Twitter Uberflip Website...
May 04, 2021•26 min•Season 3Ep. 8
Episode Outline [01:50] Product marketing [04:33] Avoiding the product marketing pitfall [10:10] The quality of product marketing for trial-led sales assist companies [13:27] Sam’s advice for young companies [16:32] How does Sam maintain a life balance? [20:09] Inspiring people Sam’s Inspirations People who are designing the life they love. Connect with Sam LinkedIn Twitter...
Apr 27, 2021•22 min•Season 3Ep. 7
Episode Outline [01:04] Seema’s story [07:30] Developer marketing [13:18] Seema’s tool box of strategies [16:18] Unpacking DE&I [20:29] Seema’s advice [22:17] How does Seema find her balance? Connect with Seema LinkedIn Twitter Website
Apr 20, 2021•27 min•Season 3Ep. 6
Episode Outline [01:25] Managing expectations [03:09] Hopin’s numbers [07:41] Capturing the opportunity [11:31] The challenges of fast, effective growth [14:07] Where is the market going? [18:10] Anthony’s health [22:08] How does Anthony unwind? [25:28] Inspiring people Anthony’s Inspirations Nick Mehta Connect with Anthony LinkedIn Twitter Website...
Apr 13, 2021•28 min•Season 3Ep. 5
