“My hires this year have not come from the event world. They've all come from the broadcast production world so that we can understand how to keep curating products that are going to be engaging to our viewers. We take that concept of ‘we've come here to tell a story.’ So we have to take advantage of all the tools and best practices out there in storytelling. And that means that we're not borrowing from the events world, we're borrowing from a completely different industry.” — Linda Episode Time...
Sep 14, 2021•24 min•Season 2Ep. 58
“There's something about the culture where you just take things on. There's not a lot of time to be overwhelmed or have fear. You go into a room and you're like, ‘all right, let's bring out all the ideas that would make this bigger.’ And then you just turn each one over to see what's possible and how it can work. There's not that space of, ‘oh my goodness, how are we going to do this?’ It's just like, ‘all right, you guys, let's just take this on. Let's go.’” — Linda Dunlap Episode Timestamps : ...
Sep 14, 2021•54 min•Season 2Ep. 57
“Be confident. There are so many people who are going to make you want to second guess your intuition about things that you have to do, but just stay strong and focus on what you think is right.” — Kady Srinivasan ----------- Episode Timestamps : *(0:30) - How Kady got into demand gen *(3:05) - What a Global Head of Marketing does *(6:00) - The Trust Tree *(7:00) - Klaviyo’s marketing strategy *(8:38) - The organization of the Klaviyo marketing team *(9:20) - Who goes into the e-commerce buying ...
Sep 07, 2021•39 min•Season 2Ep. 56
Key Takeaways As a marketer, you’re here to borrow, remix, and be unique — not to steal. Demand gen is more than numbers and metrics. Without engaging storytelling, you’re destined to fail. All CMOs should have open dialogue with their CEOs. If you’re not willing/able to share your rawest ideas, you’re both in trouble. Quote “As a marketer, we're always borrowing, cheating, stealing from everyone out there in the market. And I think that's good and bad. You can use the pattern from someone else,...
Aug 31, 2021•49 min•Season 2Ep. 55
“I think most outbound prospecting these days is being warmed up in some way, shape or form by marketing and all the content we put out there. And each marketing engagement becomes a signal. It's a clue and it gives us insight on the intent of the prospect. And so I don't know if true cold calling exists in the same way as it did years ago.” — Katrina Wong --------- Episode Timestamps : *(2:08) - Katrina’s first job in demand gen *(3:00) - What marketing at Segment looks like *(4:20) - The Trust...
Aug 24, 2021•38 min•Season 2Ep. 54
“Don't hold back your knowledge. One of my recent posts was about sharing your expertise. Nobody's going to believe you're an expert if all you do is talk about what you know. You actually have to show people what you know. So write articles, write a book, do a webinar on your specific area of expertise and let it all out. Just share that knowledge.” — Raj Khera ----- Episode Timestamps : *(2:07) Raj’s first job in demand gen *(3:00) SalesIntel explained *(4:00) What Raj’s role is and what he do...
Aug 17, 2021•44 min•Season 2Ep. 53
“Retention is the foundation for growth. And I think it's one that's easy to overlook as you're focused on pipe gen and getting more customers. But if you invest in customer success advocacy and building a community, then you're going to continue to have a very successful business because you're going to retain and grow the customers that you already have.” — Amanda Malko ----------- Episode Timestamps : *(2:25) Amanda’s first job in demand gen *(2:50) Amanda’s role at G2 *(6:50) Digital transfo...
Aug 10, 2021•47 min•Season 2Ep. 52
Episode Timestamps: *(3:54) Christelle Flahaux , Head of Marketing, FortressIQ *(6:02) Jamie Domenici , CMO, LogMeIn *(6:47) Susan Ganeshan , CMO, Granicus *(9:20) Dave Kellogg , Principal, Dave Kellogg Consulting *(13:18) Norman Guadagno , CMO, Acoustic *(16:14) Alex Rosemblat , CMO, Datadog *(18:22) Jay Lee , CMO, Avalara *(20:50) Jim Sinai , SVP Marketing, Procore Technologies *(22:42) Josh Todd , CMO, Mindbody *(25:33) Erica Chan , Head of Brand and Marketing, North America B2B, Alibaba *(29...
Aug 03, 2021•34 min•Season 2Ep. 51
“The part of the playbook is to go slow to go fast. So I see a lot of people going really fast, but if you don't have the foundation of analytics, you're really flying blind. And so as marketers jump into a new job and they want to really show value right away. But if you don't have a good foundation of understanding, what's working, what isn't, you don't have a really good marketing automation platform that's configured the right way and the right MarTech stack and the right data stack, it's go...
Jul 27, 2021•47 min•Season 2Ep. 50
This episode features an interview with Sydney Sloan, CMO of Salesloft, a leading sales engagement platform whose most recent funding round valued the company at over a billion dollars. Sydney is a two-time CMO and seasoned marketer with more than 25 years of experience as an advisor, investor, and marketing leader for numerous companies, most notably Adobe, where she spent 15 years in product marketing, customer marketing, and demand generation. On this episode, Sydney delves into the inner wor...
Jul 20, 2021•38 min•Season 2Ep. 49
This episode features an interview with Erica Chan. Erica leads Alibaba’s Brand and Customer Insights Team in North America, where she works with over 20,000 sellers and 26 million buyers worldwide. On this episode, Erica talks about the challenges and misconceptions a Chinese company faces when breaking into the North American market. She also shares her insights on building customer trust, trade-show and content strategy, and much more. Key Takeaways You’re only as successful as your customers...
Jul 13, 2021•42 min•Season 2Ep. 48
This episode features an interview with Josh Todd, CMO of Mindbody, the leading technology platform for the wellness industry. Josh is a two-time CMO with 20 years of strategic and tactical experience in key marketing leadership positions, including eight years at Constant Contact, where he led an aggressive customer-acquisition strategy that propelled the company from 50,000 to more than 600,000 customers. On this episode, Josh discusses how he’s structured his marketing organization to serve t...
Jul 06, 2021•55 min•Season 2Ep. 47
This episode features an interview with Jim Sinai, Senior Vice President of Marketing at Procore Technologies, a global cloud-based construction software company that recently went public at an approximate valuation of $9B. Prior to Procore, Jim held numerous senior leadership roles across 8 years at Salesforce, including leading the launch for major product rollouts of Salesforce Platform and Salesforce Einstein. On this episode, Jim unpacks the intersection between product marketing and demand...
Jun 29, 2021•44 min•Season 2Ep. 46
This episode features an interview with Jay Lee, CMO at Avalara, a leading provider of tax compliance automation software valued at $13B. Jay is a two-time CMO with more than 20 years of experience developing high-performing marketing teams, and previously held leadership roles at GE, American Express, and PayPal. In this episode, Jay walks us through the ins and outs of partner marketing, growing site traffic, content strategy, and the key learnings that he and the marketing team at Avalara are...
Jun 22, 2021•49 min•Season 2Ep. 45
Key Takeaways Don’t sweat the numbers, sweat the quality. All B2B marketing teams should consider hiring a great demand gen person that knows Google ad words as an early hire. To make an event that drives pipeline, you must define your audience as narrowly as possible. Quotes “To make an event that drives pipeline, I think the most important thing is to define your audience as narrowly as possible. If you were to say ‘this is going to be an event tailored for X kind of person,’ that's probably n...
Jun 15, 2021•47 min•Season 2Ep. 44
Key Takeaways SEM and SEO have to work together. You can’t just appeal to the rational side of your audience. You have to also appeal to the emotional side as well. People forget how video humanizes marketing through the “show” aspect of the “show don’t tell” side of marketing. Quotes “Nobody sees through BS faster than another marketer. There's a level of transparency, honesty, and integrity that I think marketers need to bring to the table when they're marketing to their peers.” “I have been a...
Jun 08, 2021•51 min•Season 2Ep. 43
Season 1 of Demand Gen Visionaries featured luminaries at some of the world’s most innovative companies like Salesforce, Slack, and Google who shared strategies, insights, and ideas for maximizing sales pipeline amidst a shift to an all-digital world. And we’re just getting started. Tune in to the premiere of Demand Gen Visionaries Season 2 on June 8th. We’ve got some heavy-hitters and master marketers like our friends at G2, Datadog, InVision, and Procore joining the show. We’ll dive deep into ...
Jun 02, 2021•1 min•Season 2Ep. 43
Key Takeaways Most boards don’t have marketing leaders, but all boards have operators (GMs, CEOs, etc.) and successful ones have an understanding of marketing. If trends continue, more and more CMOs will become CEOs CMOs and CROs should be locked at the elbows Quotes “I believe what separates the sales leaders from those who stay as CROs, to those who go on to become general managers or CEOs is actually an understanding of marketing.” “A key skill for any CMO is the ability to say no. Just don't...
May 11, 2021•52 min•Season 1Ep. 42
Every week on Demand Gen Visionaries we sit down with marketing leaders from some of the world’s largest and fastest-growing companies to uncover the demand gen strategies that have been fundamental to their skyrocketing success. In each episode, we ask our marketing-leader guests which three areas of investment are most important to their demand gen initiatives. Tune into this special mini-series to hear the budget items our CMO guests can’t live without! Find parts one and two here Part three ...
May 04, 2021•32 min•Season 1Ep. 41
This episode features an interview with Susan Ganeshan, CMO of Granicus. Susan is a multiple-time CMO with an impressive 25-year marketing career that includes leadership roles at Clarabridge, newBrandAnalytics, and Deloitte Consulting. On this episode, Susan discusses the unique challenges and opportunities that come with selling exclusively to government entities. She also expands on her career-long objective to convert leads faster, why she says there is no silver bullet in demand gen, and he...
Apr 27, 2021•43 min•Season 1Ep. 40
This episode features an interview with Jamie Domenici, CMO of LogMeIn, a pioneer in remote work technology that has become one of the world’s largest SaaS companies. Prior to LogMeIn, Jamie spent ten years at Salesforce, serving in various marketing leadership positions including Global Senior Vice President of Customer Adoption, Marketing and Business Development. On this episode, Jamie shares her secrets on how to dominate the SMB market, why product-led growth is the key to the future of Saa...
Apr 20, 2021•46 min•Season 1Ep. 39
This episode features an interview with Christelle Flahaux, Vice President of Marketing at FortressIQ, a pioneer in the burgeoning field of process intelligence. Christelle is a seasoned professional drawing on two decades of experience in marketing, including senior leadership roles at some of the tech industry’s most recognized and fastest-growing B2B companies. Prior to joining FortressIQ, she served as CMO of Planful, formerly known as Host Analytics. On this episode, Christelle lays out her...
Apr 06, 2021•50 min•Season 1Ep. 38
This episode features an interview with Naman Khan, CMO of Zeplin. Naman is an accomplished marketing leader with experience across B2B and B2C marketing and sales at some of the largest companies in the world. Before joining Zeplin, he served as VP of Marketing at Dropbox, VP of Product Marketing at Salesforce, and held marketing leadership roles at Microsoft and Autodesk. On this episode, Naman discusses his journey from some of the world’s most recognizable brands to being a first-time CMO an...
Mar 30, 2021•48 min•Season 1Ep. 37
This episode features an interview with Dave Dabbah, CMO of CleverTap, the leading AI-powered customer engagement and retention platform. Dave has been leading high growth marketing teams in Silicon Valley for the past 20 years. Prior to joining CleverTap, he led marketing at Agora, and he currently serves as an advisor and board member for several Silicon Valley startups. On this episode, Dave details his strategy for building a growth brand in the B2B space, the unique challenges of being a gl...
Mar 23, 2021•40 min•Season 1Ep. 36
This episode features an interview with Len Fischer, Senior Vice President of Demand Generation at Okta. Len leads the team responsible for creating and accelerating Okta’s pipeline through campaign management, field marketing, partner marketing, and digital marketing efforts. Prior to Okta, Len was Executive VP of Marketing at BDNA, and held key leadership roles in marketing and sales at Informatica. He holds an MBA from Pepperdine University. On this episode, Len shares how he and his team at ...
Mar 16, 2021•45 min•Season 1Ep. 35
This episode features an interview with Lynne Capozzi, CMO of Acquia, the leading cloud platform for building, delivering, and optimizing digital experiences. Lynne is a multiple-time tech CMO who first served as Acquia’s CMO in 2008, before leaving in 2011 to pursue nonprofit work full-time. She returned to Acquia in late 2016 to lead the marketing organization into its next stage of growth. On this episode, Lynne explains why demand gen always needs to be an integrated strategy, how to create ...
Mar 09, 2021•38 min•Season 1Ep. 34
This episode features an interview with Marie Gassée, Vice President of Growth at Confluent, the enterprise event streaming platform provider that garnered a $4.5B valuation last year. Prior to Confluent, Marie served as Senior Director and General Manager of the Online Sales Business Unit at Box, and she holds an MBA from Stanford Graduate School of Business. On this episode, Marie discusses the heavily data-driven nature of her role, the product-led growth model that she embraces to maximize r...
Mar 02, 2021•42 min•Season 1Ep. 33
This episode features an interview with Esther Flammer, Vice President of Demand Generation and acting CMO of Conga. Esther is a senior marketing executive with nearly 20 years of B2B and agency experience in SaaS, high-tech, and non-profit sectors. Her dynamic leadership has driven success at high-growth B2B technology companies like Conga, Convercent, and Return Path. On this episode, Esther discusses the balance between the art and science of marketing, what B2B can learn from B2C, and the di...
Feb 16, 2021•42 min•Season 1Ep. 32
This episode features an interview with Rachel Thornton, Vice President of Worldwide Marketing for Amazon Web Services, the comprehensive cloud computing platform that powers hundreds of thousands of businesses in 190 countries around the world, and is on track to surpass $51B in revenue in 2021. Rachel is a true Demand Gen Rockstar, having been hailed in the press as “Captain of the B2B Marketing Dream Team.” She joined Amazon in 2013, serving as Head of Amazon Student and then Vice President o...
Feb 09, 2021•39 min•Season 1Ep. 31
This episode features an interview with Joanie Wang, Director of Marketing at Expensify Since joining in 2014, Joanie has helped grow Expensify into the most recognizable expense management platform in the space, spearheading the launch of some of the company’s biggest marketing initiatives. She has been named one of the Top Women Leaders in SaaS and one of the accounting industry’s Top 20 Influencers under 40. On this episode, Joanie discusses how Expensify’s relentless focus on end-user experi...
Feb 02, 2021•45 min•Season 1Ep. 30
