Shows
Funnel RebootFrom Backroom to Boardroom, with Debbie QaqishThis is the second episode in our Revenue Ops series. As Partner and Chief Strategy Officer of The Pedowitz Group, Dr. Debbie Qaqish has helped marketing teams drive revenue growth, foster customer centricity and lead digital transformation. With a focus on revenue operations, the customer experience and a personalized, omni-channel marketing mix, Dr. Debbie has established herself as a thought leader and digital pioneer, spearheading the overdue shift of traditional marketing strategies to what she coined as "revenue marketing" in 2011. Since then, marketing operations became her area of expertise, devising strategy-to-execution plans that earn marketing a seat a...
2023-02-2244 min
The Marketing Book Podcast416 From Backroom to Boardroom by Debbie QaqishFrom Backroom To Boardroom: Earn Your Seat With Strategic Marketing Operations by Debbie Qaqish About the Book: From Backroom to Boardroom is not a book about technology, data models, or the latest in a series of bright and shiny toys so loved by marketers. It is a book about building a strategic marketing operations organization that transports marketing from the backroom to the boardroom. The journey begins with defining the new breed of marketing leadership and continues by exploring the integration of business acumen, marketing experience, and the power of the...
2022-12-301h 24
Marketing Ops ConfessionsRise Of The Strategic MOPs Function (ft. Dr. Debbie Qaqish)Marketing technology has changed the role of marketing and has fully enabled marketing in brand new ways. Dr. Debbie Qaqish explains how a strategic marketing operations organization can support marketing to deliver on that promise of being a revenue driver by using technology to make a business impact.Follow Dr. Debbie on LinkedIn.Download a copy of her book From Backroom to Boardroom.Download's The Pedowitz Group's report The RevOps Difference.
2022-06-1642 min
The Authority CompanyFeatured Guest: Dr. Debbie QaqishIf you run a B2B or even a B2C, you’ve probably dipped your toe into marketing automation. Joe's guest this week became one of the pioneers of digital marketing when she purchased her first marketing automation system in 2004 (two years BEFORE Twitter was founded). Then in 2007, she moved from practitioner to trusted advisor for marketing leaders when she became a partner of the Pedowitz Group. Her name is Dr. Debbie Qaqish, and she is the author of From Backroom To Boardroom: Earn Your Seat With Strategic Marketing Operations.
2021-12-2232 min
talkingsensetalkingsense with Dr. Debbie Qaqish | Principal & Chief Strategy Officer, The Pedowitz Group
2021-04-2748 min
B2B Marketing ExchangeUsing TikTok To Guide Your Revenue StrategyEver laid in bed at 2 a.m. watching video after video on TikTok? If not, you’re missing out on an experience that can reshape your 2021 revenue strategy. Over the past eight months, Dr. Debbie Qaqish, Partner and Chief Strategy Officer for The Pedowitz Group, has spent way too much time on TikTok. And while many might think this a frivolous use of time, she has discovered three crucial takeaways that sales and marketing can use to grow revenue.This week's episode is an audio version of Qaqish's session from this year's B2B Sa...
2020-11-1828 min
Built to Scale | B2B SaaS EditionMarketing Enablement: Aligning Marketing & Sales To Drive Revenue [with Debbie Qaqish]In this podcast session, I had the opportunity to speak again with Debbie Qaqish who is the Principal and Chief Strategy Officer of The Pedowitz Group – a Revenue Marketing™ firm that helps B2B companies and their marketing leaders transform marketing from a cost centre to a revenue centre. In it, we discussed the topic of marketing enablement, which is an emerging marketing function. Specifically, we consider what it is and how it could help B2B companies align marketing and sales to drive revenue growth. For those not familiar with Debbie, she is a nati...
2018-09-2400 minBuilt to Scale | B2B SaaS EditionThe Evolution of Revenue Marketing with Debbie QaqishIn this podcast session, I had the opportunity to speak with Debbie Qaqish who is the Principal and Chief Strategy Officer of The Pedowitz Group - a Revenue Marketing™ firm that helps B2B companies and their marketing leaders transform “marketing” from a cost centre to a revenue centre. As a result, Debbie has become a nationally recognized thought leader, innovator and speaker on the topic of Revenue Marketing with more than 30 years of experience applying strategy, technology and process to help B2B companies drive revenue growth. She is also the author of the award...
2018-07-1300 min
The Marketing Book Podcast159 Rise of the Revenue Marketer by Debbie QaqishRise of the Revenue Marketer by Debbie Qaqish Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/rise-revenue-marketer-debbie-qaqish
2018-01-2644 min
Revenue Marketing Radio with Debbie QaqishS03Ep11: Jeff Canada, Manager of Global Operations for QuantcastOmni-channel is not just a buzzword. Buyers are demanding it. In a recent survey from Forrester Research, almost ¾ of B2B buyers say they look up product information online and expect it to be consistent across any channel. B2B buyer expectations for how you set up an engagement with them has changed drastically, driven by the simplicity and efficiency of online consumer sites. How customers respond determines how competitive your company is and will remain. Join us as we look at how to operationalize an omni-channel approach in a global organization. Jeff Canada, Manager of Global Ope...
2017-09-2100 minRevenue Marketing Radio with Debbie QaqishS03Ep10: Daryl Hemeon, Marketing Technologist at UnumBuilding a marketing operations capability is messy and tough. Yet, we seem to only hear about the nice clean and shiny stuff. Why don’t we also hear what went wrong and get really, really practical advice for what to do? Join us as we talk to a brave marketing technologist - Daryl Hemeon, Marketing Technologist at Unum – and get the good, the bad and the ugly. Daryl will share with us: What precipitated the creation of the MO capability at Unum Barriers to change What went wrong A 7-point Year 1 checklist
2017-09-1200 minRevenue Marketing Radio with Debbie QaqishS03Ep09: Claudine Bianchi, CMO, Click SoftwareFew roles in corporate America are changing as swiftly or as significantly as the role of the B2B CMO. In our digital age where customers make decisions with a click of their mouse and marketers craft customer engagement strategies using the proliferation of marketing technologies, the role of the CMO is now central to firm success. The CMO has become the Customer Engagement Officer and is now in a position to drive revenue, customer engagement and competitive advantage for the firm. If your firm believes that customer engagement is a winning strategy, you won’t want to miss th...
2017-09-0600 minRevenue Marketing Radio with Debbie QaqishS03Ep08: Three Marketing Pioneers Discuss the Rise of SMOPSFind out how three companies have combined traditional sales and marketing functions to form a revenue marketing team and a customer-centric approach. The structural siloes within sales and marketing are getting in the way of sales and marketing revenue alignment and in adopting a single customer-centric company-wide capability. Today’s marketing team is chartered with making a revenue impact but continue to find this challenging. In addition, improving customer engagement and sharing key customer insights across the firm has been added to the marketing scorecard. To accomplish these milestone changes in the role of marketing requires a synergi...
2017-08-3000 minRevenue Marketing Radio with Debbie QaqishS03Ep07: Kelly Dickson, Marketing Ops and Inside Sales Leader, CommScopeAs more companies adopt a customer-centric strategy, creating a holistic view and understanding of the entire customer life cycle is mission critical. In order to accomplish this initiative, marketing is partnering with other groups inside the company that touch the customer in a significant way. One such group is inside sales. We recently interviewed Kelly Dickson, Global Revenue Marketing Operations Manager and Inside Sales Leader at CommScope to learn her secrets of success in this new collaboration. Kelly brings a unique perspective in having run both marketing operations and now inside sales.
2017-08-0800 minRevenue Marketing Radio with Debbie QaqishS03Ep06: The Skinny on ABM (Account Based Marketing)ABM is one of the hottest topics in marketing today and a lot of the buzz is driven by some very cool new technologies and by the ever-increasing need for marketing to demonstrate business value. But what does it really take for an ABM program to be successful? Is it really just about the technology? To find out, join me as I chat with Lena Shaw, Director of Growth and Marketing at LeadGenius. We’ll explore the five key steps to building an ABM practice and three benefits of a successful program.
2017-05-2400 minRevenue Marketing Radio with Debbie QaqishS03Ep05: Tough Talk from Sales to MarketingAccording to Jim Obermeyer, founder of the Sales Lead Management Association, the divide between sales and marketing is as wide as it has ever been and this divide continues to create havoc on the credibility of marketing in revenue results. For marketers to address this divide, they need to better understand the pressures and the psyche of the salesperson. Want to know how a salesperson really thinks? Join me as I talk to Jim and we explore the pressures, motivations, and behaviors of sales people. We’ll bring the conversation full circle and explore how this new knowledge enables the...
2017-05-1700 minRevenue Marketing Radio with Debbie QaqishS03Ep04: What the CEO Really Thinks about MarketingIt’s no secret that the path to revenue marketing success includes a strong working relationship with key executives including the CEO, CFO and CSO (Chief Sales Officer). Join us as we talk to a serial Revenue Marketer and executive – Jim Kanir, CEO of PeachWorks. Jim will share with us his success in transforming marketing from a cost center to a revenue center from his unique, multi-hat executive perspective. If you ever needed to figure out how to have a better relationship with the C-suite, you will not want to miss this interview.
2017-05-1100 minRevenue Marketing Radio with Debbie QaqishS03Ep03: The New Power Couple (sales & marketing ops) Gets MarriedHere we are in 2017 and marketers are still struggling with driving the expected revenue results and improving alignment with sales to achieve revenue goals. What is still missing from this equation is a clear line of sight to both functions. Clear line of sight is defined as “a straight line along which an observer has unobstructed vision”. Join us as we interview Brian Bass, VP of Sales & Marketing Technology at Paycor and find out how a strategy of combining the marketing and sales operations has helped in terms of marketing contribution to bookings (45%) and double-digit company growth.
2017-04-2600 minRevenue Marketing Radio with Debbie QaqishS03Ep02: Newbie Growth Hackers at FTSE RussellOn this episode of Revenue Marketing Radio, Debbie Qaqish talks with Larry Black, Managing Director and Global Head of Marketing for FTSE Russell. Larry shares how FTSE Russell has aligned behind a singular focus that is changing how the company markets and the importance of sales working with marketing to make big things happen.
2017-04-2000 minRevenue Marketing Radio with Debbie QaqishS03Ep01: The Innovative CMO – Not An OxymoronDebbie Qaqish kicks off her 2017 podcast interview series with Steve Cook, Founder of FortuneCMO and contributing editor for CMO.com. Debbie and Steve discuss the changing role of today's CMO and how they are positioned to lead innovation not only with sales and marketing integration, but within their organizations.
2017-04-0600 minRevenue Marketing Radio with Debbie QaqishS02E11: The Talent Gap in the Revenue Marketing Age with Hodges-Mace and ElsevierThe talent gap is defining the winners and losers in the Revenue Marketing age. Listen as two seasoned marketing leaders, Liz Sophia with Hodges-Mace and Amanda Wolff with Elsevier, discuss how they have grown their leadership skills and how they find and grow their team talent.
2016-11-1600 minRevenue Marketing Radio with Debbie QaqishS02E10: The Rise of the Marketing Operations Function with Lenovo, SecureWorks & VerintHear what the marketing operations leaders from Lenovo, Verint and SecureWorks have to say about building a successful Marketing Operations organization. Join us as we talk to three marketing operations leaders about their experiences on their marketing operations journeys. We’ll explore the why and how MO grew as a capability, the role and key activities of MO, the impact of the MO function on results such as contribution to pipeline and ROI. We’ll also have these incredible leaders look into their crystal ball and tell us what the future holds!
2016-11-1400 minRevenue Marketing Radio with Debbie QaqishS02E09: 4 Pillars of Demand Generation with Nicolas Draca, TwilioNicolas Draca shares his experience from Infoblox, LinkedIn and Twilio as it relates to the four pillars of Demand Generation: Talent, Insights, Operations and Lifecycle.
2016-06-0200 minRevenue Marketing Radio with Debbie QaqishS02E08: Gaining executive support to implement Agile Marketing with Angela Sanders, The Pedowitz GroupRapidly changing digital marketing technologies and the resulting shift in consumer expectations and preferences are driving marketers toward more agile marketing approaches. However, this shift can be difficult to sell up to an executive team that is budgeting based on predictability and solid planning. In this session, Angela Sanders, VP Client Management for The Pedowitz Group, will talk about strategies to gain the executive support you need to make this critical shift in your business.
2016-05-2600 minRevenue Marketing Radio with Debbie QaqishS02E07: Changing roles of B2B marketing with Ken Robinson, ProSitesJoin us as Ken Robinson, CMO of ProSites, discusses what it takes to gain a seat AND a voice at the table. The role of B2B marketing is changing in terms of strategy and revenue. The digital age has forced new roles and new behaviors. Learn how Ken applies Revenue Marketing principles to work with and educate senior management on this new role. If you ever had to “sell” the idea of Revenue Marketing to a senior management team, you will not want to miss this interview!
2016-05-0500 minRevenue Marketing Radio with Debbie QaqishS02E06: Passing leads drowning in sales intelligence with Patty Foley-Reid, VeracodeJoin us as Patty Foley-Reid, Serial Revenue Marketer, at Veracode shares her insights about the value of passing sales intelligence to sales, not just leads. Marketing is sitting on a data goldmine about prospect and client behavior, yet little of this intelligence ever makes it to sales. When is does, we see shorter sales cycles, higher average deal size, and more reps meeting quota. Find out how Patty has accomplished this impressive feat!
2016-04-2100 minRevenue Marketing Radio with Debbie QaqishS02E05: CMO perspective on technology & Hacking Marketing with Scott Brinker, Chief MarTechWe are drowning in marketing technology! Scott Brinker's MarTech stack grew from 900 vendors to over 3800 in the last 12 months. Join us as Scott talks about what this explosion means for the marketing leader. Scott will also share insights from his new book - Hacking Marketing!
2016-04-1100 minRevenue Marketing Radio with Debbie QaqishS02E04: Key initiatives at TrendMicro with Ashleigh Davis & Brendan Farnand, TrendMicroGlobal Revenue Marketing transformation is not for the faint at heart! Join Ashleigh Davis, a serial Revenue Marketer, as she shares the trials and tribulations of tacking this key initiative for TrendMicro. Joining her will be Brendan Farnand, Head of global marketing operations. You will not want to miss this dynamic duo!
2016-04-0700 minRevenue Marketing Radio with Debbie QaqishS02E03: A conversation about global revenue marketing with Carl Meyerhoefer, The Pedowitz GroupWhat your senior management team really wants from marketing: A conversation about global revenue marketing. The CFO, CEO, and COO are major stakeholders in the success of Revenue Marketing, yet too often marketing does not know or understand how to engage with this team. Join us as Carl Meyerhoefer, VP of Strategic Accounts at The Pedowitz Group, talks about what he sees and what he has personally experienced in creating a collaborative working relationship with senior management.
2016-03-2400 minRevenue Marketing Radio with Debbie QaqishS02E02: The relationship between finance & marketing with Liz Sophia & Ron Shah, Hodges MaceJoin as Liz Sophia, Sr VP Marketing, and Ron Shah, CFO – both of Hodges Mace - discuss the relationship between marketing and finance. This is the new standard for marketing. Liz will share her experiences in working with the finance group as she leads the transformation of marketing from a cost center to a revenue center. You’ll also gain insights from Ron about re-framing the role of marketing in terms of finance and revenue.
2016-03-1700 minRevenue Marketing Radio with Debbie QaqishS02E01: CMO's winning formula for enterprise demand generation with Meagen Eisenberg, MongoDBJoin us as Meagen Eisenberg, CMO of MongoDB discusses what every new CMO should know about Revenue Marketing. As an incredibly successful Revenue Marketer, she became a CMO in 2015 and during this interview she will share both lessons learned and how she broadened her Revenue Marketing scope to include every part of marketing.
2016-03-0300 minRevenue Marketing Radio with Debbie QaqishS01E15: The role of Marketing Ops in Revenue Marketing with Mitch Diamond, LenovoJoin us as Mitch Diamond, Director of Sales & Marketing with McKesson Business Performance Services, talks about The Role of Marketing Ops in Revenue Marketineg.
2015-11-1900 minRevenue Marketing Radio with Debbie QaqishS01E14: A Revenue Marketing success story with Peter Garza, MedAssetsPeter Garza is an engineer by training and a Revenue Marketer by choice. He has successfully applied engineering principles to create a thriving and successful Revenue Marketing practice. Enjoy this interview as he discusses quality, sustainability, systematic method and measurement first in engineering terms, and then in Revenue Marketing terms.
2015-11-1100 minRevenue Marketing Radio with Debbie QaqishS01E13: The evolution of modern marketing with Bill Hamilton, MicrosoftJoin us as Bill Hamilton, Senior Director, Cloud and Enterprise Group at Microsoft shares his 2-year journey of marketing transformation beginning with an innovative and inspiring grassroots vision and execution plan. Bill will discuss how marketing transformation fits into the larger transformation at Microsoft, how he structured the initiative and provide guidance to all marketers on what this means for career choices.
2015-10-1500 minRevenue Marketing Radio with Debbie QaqishS01E12: Secrets to global marketing transformation with Stephanie Meyer & Milt Hwang, GE HealthcareJoin us as Stephanie Meyer, Head of Marketing Operations and Milt Hwang, IT Leader, both of GE Healthcare, share their insights to achieving global marketing transformation in 18 months. The size and scale of the enterprise organization presents unique challenges for a marketing transformation so tune in to Stephanie and Milt as they share the lessons from the focus on customer engagement, people and process. You won’t want to miss this dynamic duo that provides both the executive and IT perspective!
2015-10-0800 minRevenue Marketing Radio with Debbie QaqishS01E11: Creating optimal experiences through content & demand generation with Nat Cramer, AdventJoin us as Nat Cramer, Senior Manager of Demand Generation Marketing at Advent Software shares his approach to creating optimal and profitable customer experiences though the integration of Content Marketing and Demand Generation. Nat will provide insights into the role of data and content performance measurement, the value of cross-functional collaboration and education, and the ultimate win in terms of customer acquisition, retention and market share when all the pieces come together.
2015-09-2400 minRevenue Marketing Radio with Debbie QaqishS01E10: Training & education in Revenue Marketing with Paul Johnson, MicrosoftJoin us as Paul Johnson, Marketing Excellence Manager at Microsoft shares his vision of, process for and results from his curriculum of Revenue Marketing Education Snackables. For any enterprise organization on the Revenue Marketing Journey, a tipping point is reached where employees are seeking knowledge and skills for Revenue Marketing application. As an experienced L&D professional, Paul knew this was coming at Microsoft and he also knew that no one wanted long, boring training sessions. Listen to Paul as he provides insights on how he built and delivered education snackables to marketers around the globe at Microsoft.
2015-09-1000 minRevenue Marketing Radio with Debbie QaqishS01E09: Content as a growth lever in Revenue Marketing with Helen Whelan, ApigeeJoin us as Helen Whelan, Editor-in-Chief at Apigee discusses how Apigee used a thought leadership content approach to help propel the company’s explosive growth to an eventual IPO this year. Helen will share what her role does and how having an Editor-in-Chief role has helped Apigee create competitive advantage.
2015-08-2700 minRevenue Marketing Radio with Debbie QaqishS01E08: Connecting inbound to automation nurture with Gary DeAsi, SmartBear SoftwareJoin us as Gary DeAsi, Senior Manager, Corporate and Digital Marketing at SmartBear Software shares how connecting inbound to automated nurture ensures no good lead is left behind, optimal funnel conversions, higher than average contribution to pipeline and closed business. Listen to Gary as he provides insights on how to build the process and the team that helps drive double digit year over year growth.
2015-08-1300 minRevenue Marketing Radio with Debbie QaqishS01E07: Creating global competitive advantage with Christine Nurnberger, BottomLineJoin us as Christine Nurnberger, CMO of BottomLine technologies shares how the right Revenue Marketing team and organizational structure can create global competitive advantage. Christine will share her lessons learned in structuring a highly effective global Revenue Marketing team and provide guidance on how to avoid talent and organizational traps.
2015-06-0400 minRevenue Marketing Radio with Debbie QaqishS01E06: Pros & cons of marketing reporting to sales with Carly Brantz, SendGridJoin us as Carly Brantz, Director of Revenue Marketing at SendGrid shares what it's like on the "other side" (i.e. sales). There seems to be a mini trend in which Revenue Marketing is reporting to sales and Carly will share the pros and the cons of this move as well as lessons learned for both sales and marketing.
2015-05-2100 minRevenue Marketing Radio with Debbie QaqishS01E05: Becoming a centralized Revenue Marketing organization with Kris Shorter, RocheJoin us as Kris Shorter, Director of Digital Marketing for Roche shares lessons learned as he led the move from a decentralized to a centralized Revenue Marketing organization at Roche. This is a move we are seeing more companies make and you won't want to miss the practical advice, surprises to look for and navigation tips from Kris.
2015-05-0700 minRevenue Marketing Radio with Debbie QaqishS01E04: Building profitable marketing & sales relationship with Kae Kronthaler-Williams, ExactTo say that sales and marketing don't play nice together would be a understatement. Yet, it is probably the most highly predictive factor for Revenue Marketing success. How do you make this happen? Join us as Kae Kronthaler-Williams, VP Marketing at Exact shares how marketing actually works with sales during the sales process and how they have created a symbiotic relationship leading to higher revenue and bigger deals.
2015-04-3000 minRevenue Marketing Radio with Debbie QaqishS01E03: Achieving Revenue Marketing success with Michelle Ciantera, CiscoJoin us as Michelle Chiantera, Sr. Director, Americas Partner and US Commercial Marketing of Cisco shares the secrets of achieving Revenue Marketing success in a global channel. Many companies struggle with the application and tracking of Revenue Marketing practices to the channel. Learn how Cisco cracked the code using education and training to develop a common global platform as the basis for wide-spread adoption of Revenue Marketing.
2015-04-2300 minRevenue Marketing Radio with Debbie QaqishS01E02: Increasing marketing sourced pipeline with Robin Caputo, DatavailJoin us as Robin Caputo, CMO of Datavail shares how the marketing team moved from a 25% contribution to pipeline to a 75% contribution to pipeline in only 18 months. Robin will share the key actions she took, what worked well and her challenges as she revved up the marketing engine. You'll find out how she asked for a LOT more money to build the engine and how marketing gained a seat at the table. You won't want to miss this interview if financial accountability is on your agenda!
2015-04-0900 minRevenue Marketing Radio with Debbie QaqishS01E01: Sales & marketing alignment with Jim Kanir & Mike Wilt, Vox MobileJoin us as Jim Kanir, Chief Revenue Officer and Mike Wilt, Director of Demand Generation at Vox Mobile share their secrets to gaining sales and marketing synergy. Jim and Mike will share the story of the Golden Egg Alert – an initiative that resulted in improved sales and marketing alignment and the optimization EVERY Qualified Lead. They introduce an unusual element to get this to work but you’ll need to tune into the show to find out more!
2015-03-2600 min