Shows
Demand EfficiencyLacework Director of Digital Marketing on Orchestrating and Implementing High-Quality Lead-Opportunity Handoffs to Drive Efficiency and Growth.Podcast SummaryIn 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, Simon served as the Manager of Digital Marketing and Web Strategy at Lam Research, Senior Marketing Manager at Revvo, and as Sen...2023-06-2918 minDemand EfficiencyMetadata Head of Brand and Product Marketing on Use-Case and Persona Specific SequencesPodcast SummaryIn 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 Radius. He currently serves as the host of the Demand Gen U Podcast, an advisor for Gated and Navattic, an...2023-06-0519 minDemand EfficiencyGated CEO on creating seamless on-boarding experiencesPodcast SummaryIn 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, and COO at Prialto.Episode Outline[02:43] What is Gated? [04:46] Approa...2023-05-2210 minDemand EfficiencyDan Frohnen on channel mix, tracking, and structuring teams for successPodcast SummaryIn 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 Sales Development at Conga. Episode Outline[06:05] PicnicHealth’s diversi...2023-05-1516 min
Demand Efficiency6Sense CMO and GTM Champion Uses Flawless ABM and Lead Management Programs to Drive ROIIn 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, and industry into the future. Prior to joining 6sense, Latané served as CMO and Sales Leader at Appirio. She also serves as a member of the Revenue...2023-04-2417 min
Demand EfficiencyCheckr VP of Marketing Uses Experimentation and Hypothesis-Driven Testing to Benchmark Regularly and Drive Demand EfficiencyPodcast 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, Manager of Global Web Marketing at SunPower Corporation, and Consultant at Emerson Electric.Episode Outline[03...2023-02-2115 min
Demand EfficiencyMutiny Head of Marketing Uses Revenue Orchestration To Transform Buyer Signals Into Buying DecisionsPodcast SummaryIn 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 well as serving as a contributor to TechCrunch and Advisor at AudiencePlus.Episode Outline[05:27] Strategies and...2023-02-1421 min
Demand EfficiencyUserGems Director of Demand Generation Leverages Universal Messaging Frameworks To Drive Demand To The Entire Buying CommitteePodcast SummaryIn 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 Marketing from Grand Canyon University.Episode Outline[08:59] Prioritizing messaging[12:22] Transitioning to be more...2023-02-0723 min
Demand EfficiencySuperhuman Head Of Marketing Explains Why Customer Focus Plays Integral Role In MarketingPodcast SummaryIn 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 Limited Partner at GTMfund.Episode Outline[03:33] Things that Superhuman did well[05:43] Customer focus2023-01-3122 min
Demand EfficiencyFormer CMO of SalesLoft and Seasoned Industry Advisor Details The Sophisticated Ad Programs That Drive Demand EfficiencyPodcast SummaryIn 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 Marketing & Sales Enablement at Adobe, Senior Director of Customer Experience at Jive Software, CMO at Alfresco, CMO at Salesloft, and Limited Partner at Stage 2 Capital.Epis...2023-01-2422 min
Demand EfficiencyWebflow CMO Aligns Massive Marketing And Sales Teams To Drive Full-Funnel PerformancePodcast SummaryIn 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 Betfair, VP of Marketing and North American Sales at AdRoll, SVP of Marketing at Intercom, and CMO at ZoomInfo.Ep...2023-01-1729 min
Demand EfficiencyBox CMO Uses Sales Enablement and Flawless Nurture Programs As The Levers To Reduce Cost To AcquirePodcast SummaryIn 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 at CareerVillage.org, and Strategic Advisor at Grishin Robotics and Cr...2023-01-1020 min
Demand EfficiencyUnpacking Demand Efficiency: The North Star Metric to Reduce CACPodcast SummaryIn 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 programs.Eli Holds a degree in Leadership and Strategy from Harvard Business School.Ep...2022-12-2908 min
VidTao PodcastScaling Dropbox, Loom, Yelp, G2 & more - VidTao Podcast with Eli Rubel, Founder/CEO of MatterMade.coHow do you grow a “unicorn”? Ask Elias Rubel, Founder/CEO of Silicon Valley’s top B2B growth agency Mattermade.co. Eli and his team have helped scale companies like Dropbox, Loom, Yelp, G2 (and more). In this podcast, we get into Eli’s background and his unique strategic approach to helping startups, scale-ups, and enterprise companies of all descriptions achieve profit at scale, using a system he built called “Demand Efficiency.”_1) Find your competitor's top unlisted YouTube ads in our VidTao.com YouTube ad library 2) Want help scaling YouTube & other video traffic platforms to $10k/day+? S...2022-12-1656 min
Demand EfficiencyMatt Young, CEO of UserVoice on the aha moments of the customer journey to solve pain pointsIn 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, Matt has been challenging what it means to deliver great SaaS products for over 20 years. Prior to h...2022-04-2717 min
Demand EfficiencyThe emergence of Chief Growth Officers with Will Hicklen of EasyWorkforceIn 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[01:00] The Chief Growth Officer role[04:01] Will’s key principles[09:05] Digital people...2022-04-1320 min
Private Equity FuncastMastering the Basics of B2B Marketing (w/ Special Guest Elias Rubel)On this episode of the Funcast, Operating Partner Paul Stansik is joined by CEO Elias Rubel, whose team at Matter Made works with B2B marketing teams big and small to help accelerate their revenue growth. If you've ever wondered how to organize a marketing team, the right way to interview a marketing leader, the foundation you need in place to launch an effective demand generation campaign, or what leaders of companies like Loom, G2, Dropbox, and other unicorns are doing to tune their inbound lead machines, this one is for you. 2022-04-1339 min
Demand EfficiencyAndrew Hahn breaks down some of the most common misconceptions in scaling high-performing sales orgsIn 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[17:53] How does Andrew keep...2022-03-1621 min
Demand EfficiencyKevin Marasco, CMO of Zenefits on the applications and automation of PLGIn 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 peopleConnect with KevinLi...2022-03-0222 min
Demand EfficiencyRashmi Gopinath, General Partner at B Capital Group on the current market and the rapid acceleration of digital marketingIn 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] Transitioning from traditional sales to sales-assist[16:48] What keeps Rashmi energized, interested, an...2022-02-1618 min
Demand EfficiencyBox CMO, Chris Koehler, on generalists vs specialists, and the transition to hybrid marketingEpisode 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 ChrisLinkedInWebsiteConnect with Matter Made WebsiteLinkedIn (Matter Made)LinkedIn (Elias Rubel, CEO, Matter Made)2021-12-0221 min
Demand EfficiencyChris Byers on using M&A as a strategic lever for growthEpisode 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 peopleConnect with ChrisLinkedInWebsite2021-11-1714 min
Growing UnicornsEpisode 08 with Robin Izsak-Tseng, VP of Revenue Marketing at G2In this conversation, Robin Izsak-Tseng, VP of Revenue Marketing at G2, talks about growth and marketing. Hear about how to organize and grow a marketing team, different attribution models, when marketing teams should switch to outbound acquisitions, and best practices for influencer marketing and customer advocacy, and the team has some Real Talk about tactics.Episode Outline[01:02] Introducing Robin[02:47] Organizing a marketing team[06:47] The evolution of a marketing team[09:46] What should your first marketing team look like?[11:46] Demand gen, growth marketing, and growth hacking[20:25] From...2021-10-2847 min
Demand EfficiencyNaman Khan, CMO of Zeplin, on his approach to building and scaling marketing orgs from the ground upEpisode 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 InspirationsYamini RanganSara VarniConnect with NamanLinkedInTwitterWebsite2021-10-1925 min
Demand EfficiencyRich Taylor, VP of Operations and COS at Qualio, on approaching conversations, measuring success, and the fundamentalsEpisode 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 peopleRich’s InspirationsJeff WissZack UrlockerRich’s brothersConnect with RichLinkedInWebsite2021-10-0423 min
Demand EfficiencyFormer VP of Growth at Drift and Advisor to many, Guillaume “G” Cabane, on the mashup between Economic Market Dynamics and low-cost CAC strategiesEpisode 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 peopleG’s InspirationsBrian BalfourAndrew ChenDarius ContractorElena VernaResourcesKeyBanc Capital SaaS Performance Survey (PDF)Connect with GLinkedInTwitter2021-09-1622 min
Demand EfficiencyShane Murphy-Reuter, CMO of ZoomInfo, on the importance of setting your brand vision and the ‘Miley Moment’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 InspirationsMark Watts JonesKaren PeacockScott GifisSuresh KhannaConnect with ShaneLinkedInWebsite2021-08-1620 min
Demand EfficiencyAmy Guarino, VP of Ironclad, on shifting perspectives and advice to her younger selfEpisode 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 peopleAmy’s InspirationsJen TritzEric LeeTim ConnorsConnect with AmyLinkedInWebsite2021-08-0527 min
Demand EfficiencyParamita Bhattacharya, CMO of Blurb, shares on leadership and lessons learned along the wayPodcast SummaryIn 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[09:11] How does her background in...2021-06-2217 min
Demand EfficiencyRandy Frisch, CMO at Uberflip on how and when to think about category creationEpisode 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 peopleRandy’s InspirationsPeter CreshaMark McCloudJay BaerAnn HandleyConnect with RandyLinkedInTwitterUberflipWebsite2021-05-0426 min
Demand EfficiencySam Boonin, former VP Product Strategy at Zendesk on all things PLG and Product MarketingEpisode 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 peopleSam’s InspirationsPeople who are designing the life they love.Connect with SamLinkedInTwitter2021-04-2722 min
Demand EfficiencyNew Relic CMO Seema Kumar unpacks the myths of developer marketing and other strategies for hyper scaleEpisode 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 SeemaLinkedInTwitterWebsite2021-04-2026 min
Demand EfficiencyFrom $0-$80M ARR in 13 Months with Hopin CMO Anthony KennadaEpisode 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 InspirationsNick Mehta Connect with AnthonyLinkedInTwitterWebsite2021-04-1428 min
Demand EfficiencyGreg Strickland on how to be a good human, while hyper scaling in SaaSEpisode Outline[01:04] How Greg got to where he is today[03:20] The CEO whisperer[05:51] Pivotal career moments[08:26] Recurring themes[11:25] Why some companies fail to implement[13:50] Greg’s frequent rants[17:09] Greg’s advice[20:10] How does Greg unwind?[21:44] Mentors and inspiring people Greg’s InspirationsGreg’s dad and wifeEveryone he’s ever worked withMichael Butler Connect with GregLinkedIn2021-04-0925 min
SaaS Half FullWhy Your GTM Fails with Elias Rubel, CEO of Matter MadeIn this episode of SaaS Half Full, host Lindsey Groepper chats with Elias Rubel, CEO of Matter Made, a B2B growth marketing agency in Silicon Valley. Elias has been around the SaaS block as a founder, marketer and now a go-to-market-strategy agency owner. Whether you’re an early-stage SaaS company or an established brand launching a new offering, Elias has identified four mistakes most companies make in their GTM strategy which holds them back from explosive growth. Connect with Elias: https://www.linkedin.com/in/elirubel/ Learn more about Matter Made: https://www.mattermade.co/ Connect...2021-04-0731 min
Demand EfficiencyJohanna Fagerstedt, CMO of Quinyx, shares thoughts on organizing a globally-distributed team for success amidst an uncertain climateEpisode Outline[00:23] Johanna’s background[03:10] The perfect plan that had to change[04:36] Building conviction quickly while testing[05:44] Organizing a globally-distributed team for success[06:46] Approaching the bigger picture[13:45] Solidifying a plan and budget for 2021 with all the unknowns[16:35] How has Johanna adapted her leadership style to empower teams through these times?[18:11] Mentors and inspiring people[19:31] How does Johanna unwind? Johanna’s InspirationsErik Fjellborg Connect with JohannaLinkedInWebsit2021-04-0619 min
Demand EfficiencyJennifer Dimas, CMO at Qumu Corporation and Co-founder of Women in Revenue on blending analytical and creative aspects of marketingEpisode Outline[00:33] Women in Revenue[03:43] Blending the Analytical and Creative sides of marketing[07:16] Emphasising skillsets in the marketing mix[08:46] How has the marketing mix changed recently?[10:27] Running into challenges convincing executives[12:14] Changing cadences[15:12] Planning and budgeting with variable data[19:11] What does Jennifer do to keep a balance?[21:53] Jennifer’s mentors Jennifer’s InspirationsHeidi MelinWomen in Revenue founding board membersMentorship Program members Connect with Jennifer...2021-03-3124 min
Demand EfficiencyChili Piper, Nicolas Vandenberghe on their GTM Strategy and building a durable remote cultureEpisode Outline[00:23] Nicolas’s background[06:26] Approaching go-to-market with Chili Piper and KosmoTime[10:42] Missteps and mistakes along the way[15:12] Being remote before remote was cool, and decision memos[22:46] The next big thing for Nicolas[25:46] Mentors and inspiring peopleNicolas’s InspirationsSteve JurvetsonSteve JobsJohn SculleyNir EyalJeff BezosWarren BuffettConnect with NicolasLinkedInWebsite2021-03-2326 min
The Change AlchemistElias Rubel, CEO of Mattermade talks about the role of marketing in high-growth SaaS companiesElias Rubel is the CEO of Matter Made, Marketing Advisor at Dropbox and CalmMatter Made's B2B clients range from post-IPO enterprises, to fast growing scale-ups backed by Sequoia Capital, True Ventures, NEA, Redpoint, and just about every other big name in the valley.Companies like Dropbox, Calm for Business, Loom, Productboard and many others rely on Matter Made to smash their yearly growth targets through best in class Go-To-Market programs.Their work ranges from championing high velocity digital campaigns, to driving Account Based Marketing programs, to diving deep into persona driven messaging & positioning, to launching Product Led Growth Initiatives...2021-02-1522 min
The Change AlchemistElias Rubel, CEO of Mattermade talks about the role of marketing in high-growth SaaS companiesElias Rubel is the CEO of Matter Made, Marketing Advisor at Dropbox and CalmMatter Made's B2B clients range from post-IPO enterprises, to fast growing scale-ups backed by Sequoia Capital, True Ventures, NEA, Redpoint, and just about every other big name in the valley.Companies like Dropbox, Calm for Business, Loom, Productboard and many others rely on Matter Made to smash their yearly growth targets through best in class Go-To-Market programs.Their work ranges from championing high velocity digital campaigns, to driving Account Based Marketing programs, to diving deep into persona driven messaging...2021-02-1522 min
Go To Market Podcast#2 Elias Rubel: B2B Marketing expert on what is on the cutting edge of marketing.For our episode, we have Elias Rubel, the Founder Partner/CEO of MatterMade. Where they help the most promising venture-backed B2B companies hit their audacious revenue goals faster. Teams at Dropbox, Calm, and Sticky.io have leveraged Matter Made. Clients are backed by Sequoia Capital, True Ventures, NEA, Redpoint, and just about every other big name in the valley. Before MatterMade is a 2x founder. In this episode, Elias dives into the cutting edge of marketing, what decision doing marketing, what are companies commonly doing wrong, and how to fix it. This episode is for anyone interested in accelerating...2020-12-2142 min
Demand EfficiencyChargebee CRO Adam Tesan and the Rise of RevOpsEpisode Outline[00:24] Catalyst for formalizing RevOps[02:41] Figuring out the need to prioritise RevOps[04:16] What does RevOps seem to you? (Clear your misunderstanding about RevOps)[05:28] A methodology to success![10:10] When things don't go according to the plan……[12:54] The tension between sales and marketing[13:52] Overanalysing v/s execution[15:46] How to keep your head clear?[17:15] The colleagues of successConnect with AdamLinkedInCheck out ChargebeeWebsiteTwitter2020-12-1620 min
Demand EfficiencyOneLogin CMO and Co-Founder of Women in Revenue, Dayna Rothman, on building teams and a Will Smith & DJ Jazzy Jeff reunionEpisode Timeline:1:07 What’s top of mind for Dayna today?2:59 Has Dayna had to adapt her leadership style through this?3:58 Significant changes that Dayna had to make4:37 How Dayna manages Zoom fatigue right now8:13 How Dayna’s leadership style has changed 14:33 Dayna’s favorite campaigns18:43 Things that don’t go as Dayna envisioned but she learned something to be able to be better next time24:18 What does Dayna do to keep her mind calm and be able to be clear and be effective25...2020-12-1026 min
Demand EfficiencySkilljar CEO and Co-Founder, Sandi Lin, on her evolution as a leader and lessons learnedEpisode outline:00:34 What does Skilljar do?01:56 How skills have evolved over time and how Sandi has evolved as an engineer leading a company as CEO07:45 The moment Sandi decided to pull back and bring in leadership, sales and marketing10:55 Can Sandi pack them to revenue or is it some other qualitative factor?16:58 What would Sandi avoid, when starting her next company?21:37 What gets Sandi really jazzed about this next revenue sprint fresh capital in the bank23:15 People that helped Sandi get to where she is...2020-12-0227 min
Demand EfficiencyCo-founder and Partner of PeakSpan Capital, Matt Melymuka on patterns of success growth and failuresEpisode Outline:2:11 PeakSpan’s product market fit definition3:50 Patterns of success growth and failures, on Matt’s perspective7:50 Preferred industries based on how things play out13:50 Talks about the whitespaces in tech or sales that is yet to see a company enter16:33 Influences that helped shape Matt’s path and continue to inspire18:52 Matt’s extracurricular activities Matt’s Inspirations:His wife2020-11-2421 min
Demand EfficiencyCarolina Kung of Frontline Ventures on accelerating the learning curve of early-stage founders and CEOsEpisode outline[01:12] Introducing Carolina[03:10] The most common mistakes Carolina sees companies making across the portfolio and advice she gives her clients[06:16] The process for European companies that wish to expand into the United States[07:40] How Carolina prioritizes hiring and hiring patterns in the United States versus Europe[10:00] Lessons from companies Carolina has seen succeed[12:00] How European companies can expand into the US for the first time[13:35] Playbooks that Carolina has seen to be effective over the portfolio[15:44] The importance and benefits of maximizing...2020-11-1622 min
Demand Efficiency6Sense CMO Latane Conant on earning the right to go bigEpisode outline[01:15] Latane’s background[02:44] How Latane decides when to share her ideas[05:37] “When you say yes to something, you say no to something else”: How Latane decides what to work on[08:53] “You have to earn the right to go big”[11:38] The importance of diversity and market representation on boards[16:28] What Latane is currently working on[20:15] Latane’s inspirational people[24:10] How to participate in CMO Coffee Talk[25:37] How Latane unwindsLatane’s InspirationsKate Bullis2020-11-0928 min
Demand EfficiencyKirti Dewan, VP of Marketing at BugSnag on the most successful campaigns this year and pivoting to online eventsEpisode outline[01:18] Kirti’s background[01:45] How Kirti developed work-life balance[06:13] What Kirti learned from her consulting career and how she uses these lessons today[10:35] Good habits that will positively impact your work [12:32] How others respond to Kirti’s views on work-life balance[13:13] 3 of Bugnsag’s best campaigns during the last 12 months and 3 that Kirti is excited about in the future[17:22] How Bugsnag pivoted to online events and how successful they have been[20:10] Kirti’s influencesKirti’s InspirationsForwa...2020-11-0522 min
Demand EfficiencySendoso CMO Daniel Frohnen on his team’s response to this year’s challenges and his advice for early stage companies.Episode outline[01:30] Daniel’s background [03:39] How Daniel started out at Sendoso and what attracted him to the company[04:50] How Sendoso adapted their business strategy in response to the COVID-19 pandemic[06:48] The three most effective ways Sendoso engaged their customers during the pandemic[08:22] How Daniel approaches the challenge of keeping organized and keeping his teams aligned[10:05] How Sendoso prioritizes ICP accounts[11:40] How Daniel approaches partnership with the sales team[12:54] The importance of taking the time to establish the proper framework as an early stage com...2020-11-0323 min
Demand EfficiencyWhat’s it like reporting to a board with Marc Andreessen and John Chambers in a board room? In this episode with Matt Singer, CMO at OpenGov, we talk about marketing GovTech, and the evolving revenue landscape post-covid.Episode outline[01:09] Matt Singer’s background [02:12] What it was like for Matt to transition to marketing to government and what makes it exciting[04:44] How Matt responds to change and the importance of building and tracking brand awareness[09:03] What it’s like to get to work with such prominent board members and some questions that have come up in meetings with the board[11:10] The biggest new opportunities Matt sees for himself and his business over the next year[14:04] The unique complexities involved in the sales cycle working with selli...2020-10-2825 min
Demand EfficiencyKevin Dorsey on Scaling Sales with Missionaries not MercenariesKevin Dorsey, better known as KD is the VP of Inside Sales at Patient Pop inc. Kevin has built numerous teams from 0-150+ reps and revenues from 0-$750M (and counting). He’s a mentor and consultant for early, mid, and late-stage SaaS companies across the globe2020-10-2730 min
Demand EfficiencyImpartner Software CMO Kerry Desberg talks us through her professional journey and identifying profitable marketsEpisode Outline[02:00] Kerry’s background[04:20] How Kerry has overcome challenges and made her company stand out [08:05] How Kerry pivoted during the COVID-19 pandemic[12:20] Kerry’s approach to changes in buyer behavior and identifying profitable markets[15:10] The importance of having a marketing tech stack and what Kerry has in her marketing tech stack[19:35] Why Kerry thinks the BDR should report to marketing instead of sales[22:30] How Kerry unwindsConnect with KerryLinkedInWebsiteTwitter2020-10-2124 min
Demand EfficiencyBrian Kardon, the legendary valley CMO behind InVision, Eloqua, and Lattice shares his strategy for creating alignment between sales and marketing and building a balance between product-lead growth and traditional operationsEpisode Outline[00:25] Why you need to be familiar with Product Led Growth[03:00] How Brian organizes funnels at InVision [05:20] The importance of harmonizing messaging in improving the user experience[06:00] How to create a culture of revenue[12:50] Brian’s thoughts on unification of sales and marketing[17:50] How to influence existing customers[19:14] Brian’s inspirationsBrian’s InspirationsBrian HalliganDharmesh ShahFrank SlootmanMarc BenioffConnect with BrianLinke...2020-10-1925 min
Demand EfficiencyBootstrapping to $20M ARR and beyond with Vivek BhaskaranEpisode Outline[00:44] How and why Vivek founded QuestionPro with no venture capital[03:59] Vivek’s decision making factors when it comes to his company[07:40] How Vivek succeeded in secondary markets and made the decision to pursue them[10:05] How to identify when an investment is paying off[13:00] How Vivek approached his business endeavors and the decisions that led to where he is now[15:55] What drives and keeps Vivek excited growing his business[18:39] What gives Vivek energy outside of workConnect with Vivek2020-10-1422 min
Demand EfficiencyFrom Microsoft leadership to startuplandia with Romi MahajanEpisode Outline[00:50] Romi’s shift from Microsoft to the startup space[02:04] The transferable skills Romi gained from Microsoft and what he had to learn and unlearn[04:23] Where Romi is at in his current company[06:20] Why Romi’s company split off from their parent company to become an independent entity[07:35] Romi’s growth thesis and how his thesis evolved as his company grew [09:24] How Romi structured his shift from direct sales into channel selling[11:54] The strategy that Romi’s company plans to formalize in the next few month...2020-10-1227 min
Demand EfficiencyHuckabuy Founder & CEO Geoff Atkinson on how we accomplished exponential growth at Overstock and what he’s up to with HuckabuyEpisode Outline[00:45] Geoff’s background[02:30] How Geoff grew SEO from zero to $300 million at Overstock.com[04:18] The series of pivots that led to the idea for Huckabuy[06:38] How to know when you have product/market fit and are ready to expand[07:55] Mistakes Geoff made in his career that ultimately led to valuable lessons[11:15] When and how Geoff shifted his focus with Huckabuy to achieve product/market fit[13:00] What Geoff is prioritizing to scale his business[15:00] How Geoff relaxes and gets out of his own...2020-10-0719 min
Demand EfficiencyCracking Hubspot’s Playbook for Emerging Markets with Paul RiosEpisode Outline[01:22] The importance of manufacturing your own luck[07:25] How leaders can ramp and grow teams[12:25] The state of LATAM for Hubspot today [14:50] How companies can expand into emerging markets and what mistakes to avoid[24:05] Paul’s inspirationsPaul’s InspirationsBrian HalliganMark RobergePeter CaputaJeetu MahtaniConnect with PaulLinkedInTwitterHubspot2020-10-0531 min
Demand EfficiencyThiago Sa Freire, CRO at Chorus.ai, shares lessons learned throughout his career and thoughts on customer centricityEpisode Outline[12:30] Lessons Thiago learned from door-to-door sales[15:10] How Thiago developed his growth mindset[18:30] The most influential people in Thiago’s career and what he learned from them[23:50] What Thiago is most excited about at Chorus[26:15] Thiago’s biggest challenge this year and where his focus is now[30:35] Thiago’s prediction for the future of sales[32:20] What Thiago does to blow off steamThiago’s InspirationsScott OlrichDave SimonPaul HamiltonSteve Ha...2020-09-3023 min
Demand EfficiencyFrom 0-$12M ARR in 18 months with Jake DunlapEpisode Outline[00:36] Jake’s background[02:50] How Jake scaled Glassdoor from 0 to almost 1M in MRR in under 16 months[04:00] Some of Jake’s early pitfalls and how he learned from them[08:28] Jake’s process for evaluating whether someone is a good fit for his team[11:02] Why Jake started his own firm[16:17] Don’t underinvest in process or infrastructure as you grow in scale[18:15] How Jake unwinds[18:44] How Jake works smart and efficientlyJake’s InspirationsClark Beacom2020-09-2324 min
Demand EfficiencyBrett Plotzker, Co-founder and Chairman at Anagram, talks about the steps he took to grow Anagram to 3 million ARR quickly and raise 17M in fundingEpisode Outline[00:59] Failures that helped shape Brett’s success at Anagram[03:13] What led to Brett founding Anagram[06:00] When Brett realized he had product market fit and could begin to scale the business[07:42] Subsequent steps after realizing they had a product that could sell[10:10] What Brett would have done differently[11:55] The importance of building out a referral network and advisory board[13:50] Brett’s advice for startups[15:50] Where Brett is at in his process of figuring out what’s next for him B...2020-09-2121 min
Demand EfficiencyAhin Thomas, VP of Marketing at Backblaze, shares the unconventional ways he drives growth and why professional wrestling is America's purest form of storytellingEpisode Outline[01:10] How Backblaze accomplishes 90% inbound[06:00] The unconventional ways Ahin drove growth at Backblaze[09:23] The challenges of content marketing[12:27] Campaigns that did not pan out and what Ahin learned from them[16:23] The importance of having a unique view of value to share[19:20] How learning the mechanics of collaborative databases benefited Ahin’s career[20:35] Why Ahin thinks professional wrestling is America’s most important art form and purest form of storytelling we haveAhin’s InspirationsPatrick ConnollyVinc...2020-09-1623 min
Demand EfficiencyRob Brewster shares lessons from the early growth trenches at Salesforce, Twilio, and Eloqua and what can be applied to startups sprinting to $10M ARREpisode Outline[02:10] Most important lessons Rob has brought to GoFormz from former companies [04:00] How Rob motivates people and the challenges that come with motivating others[07:25] How Rob has been driving growth at GoFormz[11:53] Examples of sales advice Rob has given to help companies grow[17:50] The importance of understanding your customer base[20:08] Rob’s personal professional goals[21:30] How Rob unwindsRob’s InspirationsMark BickerstaffeBobby NapiltoniaMarc BenioffConnect with...2020-09-1426 min
Demand EfficiencyEvan Kohn on dialing the Inbound & Outbound growth mix at PypestreamEpisode Outline[00:49] Evan’s background[02:16] How Evan went from teaching to DOD consulting to SaaS startup[05:34] How Pypestream stands out and proves what conversational AI can achieve to large enterprises[11:19] The role of Chief Business Officer[12:18] The biggest challenge Pypestream is facing this year[15:15] Lessons Evan has learned on the way to where Pypestream is today[17:51] Pypestream’s most and least successful campaigns[22:30] How Evan unwindsEvan’s InspirationsAdrian SwinscoeHelen YuLuca...2020-09-0925 min
Demand EfficiencyWalter Roth of Moment Sales on how to apply an engineering mindset to sales, compassion, and truthPodcast Outline[00:48] Walter’s background[04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them[05:40] What do First Principles mean in the context of sales?[07:30] How to apply an engineering mindset to sales, compassion, and truth[09:58] Becoming a better salesperson: The 3 W’s (Steve Browne)[15:10] Usually the biggest obstacle is oneself[23:36] How Walter unwindsConnect with WalterLinkedInWebsiteTwitter2020-09-0824 min
Demand EfficiencyLeadCrunch CEO Olin Hyde on their unique pricing model and how it has helped them achieve industry-leading YoY growth.Episode Outline[00:10] Olin’s background[01:14] How Olin knew when it was time to evolve between business models[05:27] Two important things you need to know to get a good customer profile[07:45] What Olin wishes he understood about starting a venture-backed company before starting LeadCrunch[10:46] Why Olin chose not to run a subscription model[18:19] How Olin unwinds Olin’s InspirationsTom PetersonGrady BurnettMarv LangstonConnect with OlinLinkedInTwi...2020-09-0322 min
Demand EfficiencyWhat did it take to grow Namely from $200k to 60M+ ARR? Michael Manne breaks down the learnings and advice he now gives to folks on their revenue journey.Episode outline[00:40] How Michael went from 200K to 6M in ARR at Namely[03:26] The most challenging aspect of Michael’s first 6 months at Namely[04:55] The most important actions to take in developing a pricing strategy[07:54] The moment when Namely’s revenue motion and ICP fell into place [09:30] What Michael learned from the impressive board he worked with at Namely [11:24] Preconceptions Michael had and what he learned after experience [15:14] What got Michael excited about working with Orculus[16:58] Michael’s professional goals for the next 12 months 2020-09-0122 min
Demand EfficiencySydney Sloan, SalesLoft CMO, on marketing trends and customer centricityPodcast Outline[00:40] Sydney’s background[01:00] Trends in marketing right now[04:37] Gated versus ungated content in marketing[05:59] How Sydney’s team makes the decision whether to gate and request demos[10:10] How to know when to run an account-based strategy[12:13] Essentials for Series A and Series B companies[16:32] The role of CMO in increasing retention and how to ensure customer success[21:18] Sydney’s plans for personal development [24:21] How Sydney rechargesSydney’s InspirationsMichele DoroshowDon Ros...2020-08-2728 min
Demand EfficiencyAlex Bilmes [VP of Growth at Puppet] reflects on the growth that led to his first exit.Podcast outline[01:09] Alex’s background[02:42] What Alex does in his role as VP of Growth at Puppet[03:57] Lessons Alex has learned through his former positions that have influenced what he does at Puppet today[06:03] Focus on product market fit before instrumenting telemetry and funnels[07:00] How to know when you’ve over indexed and need to course correct[08:23] Time with customers is important in the early stages[13:22] Pros and cons to being somewhere small and being somewhere larger[16:44] Why it’s important to know what y...2020-08-2523 min
Demand EfficiencyMichelle Benfer, VP Sales at Hubspot, on hyperscale and creating a culture to drive revenue.Episode Outline[01:03] Michelle’s background[03:12] Why you should make sure you have the demand to support your sales team before investing in the head count[05:28] The importance of experimentation and stabilization[07:15] The importance of cross functional partnerships and financial acumen[09:21] How to make better decisions for your team and company.[11:50] How to create culture within your company[14:30] What’s next for Michelle[17:11] How Michelle unplugs and maintains her energyConnect with MichelleLinkedInWebsite2020-08-2021 min
Demand EfficiencyLars Nilsson, fmr Cloudera Global VP of Sales, on a career full of learnings, mentorship, and gratitude.Episode Outline[01:25] The importance of mentorship and how to choose a mentor[02:57] The second type of mentor[04:56] Why you need to know how to ask for help and how asking for help will put you ahead[08:20] Mentorship for underprivileged and underrepresented populations[10:34] Prospecting and selling are two different skill sets[14:54] How to use SalesSource[17:20] Lars’s career, what he has learned, and his priorities nowLars’ InspirationsDennis LyandresSarah BrazierTom Reilly2020-08-1824 min
Demand EfficiencyAditya Vempaty of Synthego on retention as a marketing-driven metric and a focus on customers instead of productPodcast outline[01:35] Aditya’s background[03:20] What consumers care about more than your product[05:35] Why companies need to identify the problems prospective customers are trying to solve[08:45] Why retention is more important than acquisition[10:48] The biggest lesson Aditya has learned in his career[12:00] How Aditya builds trust with consumers through “problem marketing”[13:35] Why building community is important and how Aditya builds community [14:24] What it was like for Aditya to go from a SaaS product to biotechnology[16:31] How Youtube will be leveraged more in a B2...2020-08-1221 min
Demand EfficiencyUnpacking the Psychology of Success with Mike LindstromPodcast Outline[01:38] Mike’s background[04:55] The secret sauce that many leaders of Fortune 500 companies don’t know about[06:20] The one percenter mentality that takes companies to the next level[08:00] The qualities and mindset of successful leaders[09:27] Successful leaders understand the 3 elements: Mindset, language, and patterns [10:35] Marketing leaders vs sales leaders[11:00] What the most effective leaders across all niches have in common[11:45] The relationship between mindset and strategy[15:27] What you have to determine before you can talk strategy[16:30] The two most...2020-08-1121 min
Demand EfficiencyWhat do the sales programs at Google, Salesforce, Okta, Box, and LinkedIn all have in common? John Barrows.Episode Outline[04:39] John’s background[07:16] There's two types of companies and you can't have it both ways.[10:13] How you're either a growth company or you're a lifestyle company[11:18] What usually you going through your coaching process[12:04] How to create an engine that consistently fills the pipeline with enough opportunities to flow through [14:34] Segmenting roles and responsibilities and sales with kind of the inbound SDR[16:35] How dumping shitty leads over to the sales team from marketing[19:22] Why the sales and marketing divide for lead gen...2020-08-0526 min
Demand Efficiency4x IPOs as CMO and countless Board Seats later, Carol Meyers digs into her secret sauce for sustainable growthEpisode Outline[04:39] Carol’s background[07:16] Why people have to make trade offs with what they have available and also what's available in their neighborhoods[10:13] How to wrap up with analytics as broad topics that might be the most productive[11:18] The hardest lesson learned in your career thus far[12:04] When you're small, usually marketing just kind of does whatever it wants[14:34] Discount marketing and getting disillusioned[16:35] Who's building their career and perhaps about to enter a big growth stage with the company[19:22] It’s litt...2020-08-0423 min
Demand EfficiencyAttorney turned sales executive, David Cain shares insights on thinking strategically about your customer baseEpisode Outline[04:39] David’s background[07:16] Why he decided to focus on sales and then to become a sales manager and help with strategy at a management level[10:13] How to wrap up with analytics as broad topics that might be the most productive[11:18] The way having a strategy of some kind is really important, even if it fails to understand that it did fail and why failed and that you need to move somewhere else is really important[12:04] Ask yourself, are you focusing on a certain industry and emphasizing a ce...2020-07-3023 min
Demand EfficiencyRichard Harris shares insights and lessons learned over his 20+ years of technology and SaaS experienceEpisode Outline[04:39] Richard’s background[07:16] Understand that early customers are buying that CEO's passion, that founder's passion[10:13] Importance of getting a quote from the decision maker of the deployment[11:18] Realize that your customers aren't fortune companies with big legal team[12:04] “If you're a one to 10 million and you're going after a new customer, what's the first thing your potential customer is probably going to ask you about?”[14:34] So everybody wants a discount, know that's going to happen and get your leverage[16:35] Situation that they have a lega...2020-07-2722 min
Demand EfficiencySean Sheppard of GrowthX on the importance of “Stage Fit” in SaaS growthEpisode Outline[04:39] Sean’s background[07:16] Operational issues and then the other one had to do with just the fundamental shift [10:13] Reason these companies were failing, had more to do with people and the behaviors of the people[11:18] Realize that affiliation with a company who's been successful in that industry[12:04] Hiring and supporting and developing and growing other humans[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket[16:35] Best fit based on their characteristics and attributes because the...2020-07-2324 min
Demand Efficiency1517 Fund founder Danielle Strachman on venture capital success metrics and startup fire-fightingEpisode Outline[04:39] Danielle’s background[07:16] How the whole petition process of a charter school is funded with public money. So you have to petition the state to let you do what you want to do in the district. [10:13] Why starting a charter school in some ways is very much like starting a startup[11:18] Understand that we're firefighters and we're all here to do whatever needs to get done because our building is constantly on fire especially in the first year of operations[12:04] The most success metrics in venture are diff...2020-07-2130 min
Demand EfficiencyGetting from $10M-$20M: Justin Gray shares applicable lessons learned driving high performance growth.Episode Outline[04:39] Justin’s background[07:16] Repeatable revenue engine and a marketing automation[10:13] Reason these companies were failing, had more to do with people and the behaviors of the people[11:18] Realize that affiliation with a company who's been successful in that industry[12:04] Hiring and supporting and developing and growing other humans[14:34] If you think about things from a red, yellow, green perspective, you put people in a stoplight bucket[16:35] Best fit based on their characteristics and attributes because the majority of the Academy students are adult le...2020-07-1620 min
Demand EfficiencyHiring 400+ sales reps in one year, and the value of continually seeking feedback.Episode Outline[04:39] Mandy’s background[07:16] Discovering that running a company, it's evident it's an emotional business.[10:13] Take time to really take a step back and use data as your foundation. [11:18] While that looks great in a spreadsheet, it doesn't work in real life because until you have a process that's documented and that you can measure, and that is getting consistent results.[12:04] Think deeply what needs to happen to hit your goal and direction you’re going to, based on what you have so far, make some assumptions on conve...2020-07-1425 min
Founder & Funder ExperienceBuilding a Contemporary, Incentives-Aligned Marketing Company: Elias Rubel of Matter MadeToday’s guest is Elias Rubel, a serial founder and currently the Founder & CEO @Matter Made. His company is a B2B growth firm, focused on helping clients accelerate their outcomes through marketing, especially at the Series A level (post product-market fit). Matter Made’s clients include companies like Dropbox and SV Academy, and companies backed by some of the best names in VC. The Matter Made model isn’t based on a traditional agency model, but built to align with the needs of early-stage growth startups. In this episode, Eli talks about building a contempo...2020-07-1022 min
Demand EfficiencyPandaDoc CRO, Nate Gilmore on building teams to support the revenue triangleEpisode Outline[04:39] Nate’s background[07:16] How does one focus on team building, service delivery, customer experience?[10:13] The ability to build a revenue engine that works with the product engine.[11:18] Understanding marketing and sales channels as your platforms[12:04] What to look for inside of an eCommerce transaction funnel or inside of a marketplace[14:34] What could also serve as instrumentation panel for success[16:35] How to ensure strategic direction is implemented[17:04] The art of balancing competing priorities[19:22] Use empirical evidence to decide stages of yo...2020-07-0725 min
Demand EfficiencyLegendary valley CMO, Meagen Eisenberg shares her reflections on leading growth at TripActions and MongoDB.Episode Outline[04:39] Meagen’s background[07:16] How leaders gravitate more towards fear to motivate and others gravitate towards love[10:13] A good frame is the carrot and stick. Meagen is more of a carrot because that's how she responds. If she’s praised or rewarded, she want more of that. So she work even harder.[11:18] How COVID changes things. We have to go online. We have to log in. We have to have security. We're remote. We have to collaborate all these different tools. [12:04] Having success means assessing people, their process and t...2020-07-0628 minDemand EfficiencyFrom high school arts teacher to a successful career leading B2B marketing teams, Jen Spencer shares her unique journey to the topEpisode Outline[04:39] Jen’s background[07:16] What is takes to be able to developed and executed inbound lead generation and content marketing strategy[10:13] The ability to supporting a channel of referral, reseller, co-branded, and white-labeled partners[11:18] Why great communication leads to great partnership[12:04] Methods in developing and executing an inbound demand generation strategy, raising brand and market awareness[14:34] Habits to be great at sales and marketing that can never go wrong[16:35] How to embrace a more diverse set of perspectives at the decision making table...2020-07-0331 min
Demand EfficiencyFrom G2 to HelpScout, Adam Goyette talks us through his approach to high performance growthEpisode Outline[04:39] Adam’s background[07:16] His journey from minoring in advertising company to ending up in a company like G2[10:13] How we learn best by getting our hands dirty[11:18] The way his company helps in cutting through the noise of what marketers get all the time[12:04] The culture in G2, where people leaving reviews or you're getting traffic to your profile or there's traffic to the category and people are comparing you against one of your competitors[14:34] HelpScout is really trying to build a smart, sophisticated platform th...2020-07-0226 min
Demand EfficiencyAndrew Ettinger took Pivotal from $0-$500M+ and now is the CRO at BigIDEpisode Outline[02:39] Andrew’s background[04:16] Flexibility in mindset and not getting stuck in your ways[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.[10:22] List of regulations from California[11:18] On developing self awareness, self reflection, and deep introspection[12:04] Technical evangelism and doing deep workshops that benefit the organization[14:34] Privacy as a first class citizen and why that matters[16:35] What works to instrument the workflows into production processes[17:04] Navigating the turbulent waters of th...2020-06-2919 min
Demand EfficiencyFormer Hubspot VP of Growth, Brain Balfour, unpacks growth at Loom, Drift, and PipefyEpisode Outline[04:39] Brian’s background[07:16] ARR to aim for if you have a SaaS company[10:13] The ability to develop a broader strategy[11:18] Understanding growth loops[12:04] Why people screw up their first growth hire[14:34] Thoughts about custom internal tools[16:35] How to ensure strategic direction is implemented[17:04] The art of inbound marketing[19:22] Use the playbook created by HubSpot to grow customers[20:19] How to capitalize on new trends and marketing tacticsBrian's Inspirations...2020-06-2424 min
Demand EfficiencyChris Combs of LinkSquares on the importance of getting the right people in the right seatsEpisode Outline[04:39] Chris’s background[07:16] What is takes to find product market fit [10:13] What he learned was what success looked like[11:18] Blueprint for entire future executive to impact[12:04] Thinking about how a startup would scale[14:34] Habits to be great at crossing the chasm[16:35] Refuse to sort of sit and pontificate over like products and product[17:04] How to find the right people and getting them in the right seats[19:22] What was hugely valuable and formative for him...2020-06-1522 min
Demand EfficiencyThis week we dive deep into FinTech SaaS with Logan Allin of FinVCEpisode Outline:[04:39] Logan’s background[07:16] What it takes to be able to capture value in the bull cycle[10:13] What Logan looks for in early-stage SaaS companies[11:18] LTV to CAC[12:04] Why companies are failing to occupy the white space out there[14:34] Habits to be great at sales and marketing that can never go wrong[16:35] How to embrace a more diverse set of perspectives at the decision-making table[17:04] How to provide business development support and connecting them into customers and distribution channel [19:22] Use empi...2020-06-1132 min
Demand EfficiencyAngela Jackson on her approach to investing through empirical evidence and diversity at the decision-making tableEpisode Outline[04:39] Angela’s background[07:16] How does sales and marketing operationalize their work[10:13] The ability to be more creative and more agile with more of your execution moving forward.[11:18] Early risk taking that you can model[12:04] Technical founders who are creating product to solve kind of niche-y problems[14:34] To be a good investor, you have to be willing to be wrong[16:35] How to embrace a more diverse set of perspectives at the decision-making table[17:04] Will she invest in purely technical co-founders?[19:22] Us...2020-06-1121 min
Surf and SalesS1E98 - Laying the groundwork for selling your company with Elias Rubel of Matter MadeElias Rubel is the leprechaun of start-ups. After listening to this episode you will understand why. He's got a fantastic success story and shares practical tips to helping you grow your job, role, career, company and having a good exit strategy. How to learn that perfect doesn't matter. What it takes to sell the business The nightmares between sales and marketing and how to move forward MQLs are the scourage of the earth in business metrics and compensation The challenges of non-marketing founders It's not just a transaction How interviewing Holocaust survivors prepared me to be an entrepreneurial 2020-06-0842 min
Demand EfficiencyRevenue guru Matt Heinz on operationalizing growth mechanismsEpisode Outline[04:39] Matt’s background[07:16] How does sales and marketing operationalize their work[10:13] The ability to be more creative and more agile with more of your execution moving forward.[11:18] How do you become an essential service?[12:04] Why focusing on internal process improvement can really provide a strong ROI[14:34] What CEO can do to improve that interchange between sales and marketing[16:35] Some of the most common mistakes leaders make[17:04] Be creative and unique with your approach to unique businesses[19:22] Use empirical evidence to...2020-06-0125 min
Demand EfficiencyProlific entrepreneur and investor, Arjun Sethi on overcoming the challenges of scaleEpisode Outline[04:39] Arjun’s background[07:16] How grew up here in the Valley and a lot of my family was coming from all over the world[10:13] How to judge whether it is math question vs communications question[12:04] The journey into the SaaS business[16:34] The process of seizing fabulous opportunity right now[16:35] You only need to have a hundred customers and then you can scale something[19:22] The challenge of scaling your first company[27:04] Starting a company is hard. Finding the customers to pay you as ha...2020-05-2840 min
Demand EfficiencyAcclaimed B2B marketing exec, Kasey Byrne, on avoiding marketing trapsEpisode Outline [04:39] How Kasey apply big picture thinking into her career[07:16] The trap most marketers fall into[10:13] How to judge whether it is math question vs communications question[12:04] Steps in developing team spirit and energy[16:34] The process of seizing fabulous opportunity right now[16:35] Lessons from running large marketing campaigns and listening to contextual cues[19:22] The importance of running a good referral marketing strategy[27:04] How Al is like chiropractic for the marketing plan Kasey’s Inspirations:Jona...2020-05-1825 min
Demand EfficiencyAfter years in the making, former HubSpot CRO, Mark Roberge unveils his new paradigm for product-market fit and the ebook to get you thereEpisode OutlineEpisode Outline[02:39] Mark’s experience in the HubSpot team[07:16] Steps he used to achieve product-market fit[11:13] Lead indicator of retention [12:04] Steps in identifying leader and getting the economics right [14:34] The process of getting prospects through the funnel[16:35] Lessons from managing and onboarding people[19:22] The importance of getting data through customer cohorts Mark’s Inspirations:John McMahonDavid SkokBrian HalliganConnect with MarkLinkedInTwitter2020-05-1827 min
Demand EfficiencyAlok Nandan of Emergent Ventures on the importance of identifying buyer pain in B2B SaaSEpisode Outline [04:39] How Salesforce is applying AI and data science in their products[07:16] Alok’s journey into independent consulting and helping early-stage founders[11:13] How to bet on founders and help them succeed[12:04] Steps in domain expertise and identify the pain point of the buyer[14:34] The process of getting prospects through the funnel[16:35] Lessons from the school of hard knocks[19:22] The importance of a peer group of folks who are on a similar journey Alok’s Inspirations:Ankur Jain...2020-05-1521 min
Demand EfficiencyScott Leese on the importance of getting sales ops right in B2B SaaS before hyperscaleEpisode Outline[04:39] Having the mindset of hustling and outworking everybody[06:16] The purpose of writing his new book[10:10] How investing in sales operations help scale the company[12:04] Thoughts on recruiting and training people[14:34] The bias and mistakes founders usually make[16:35] How to communicate to your prospects in a way that is relevant to their needs[19:22] The regret of not having a sales mentor or business mentorScott's InspirationsMike Lindstrom Richard Harris ...2020-05-1221 min
Demand Efficiency3x founder Neha Sampat on building and scaling impactful teams + how to survive a shark attackEpisode Outline [01:39] How Neha’s face was on the Times Square[04:46] Many talent people in community colleges[07:10] How Neha embark on the path of leadership[10:04] The most important part of selling[15:34] On helping companies to grow[17:35] Setting up the best practices and tools[21:22] How to create inbound interest by word of mouth[24:12] What sailing taught her about startups[26:58] Thoughts on a bootstrapped company for the first 10 years[29:01] On being a proponent of females in tech 2020-05-0734 min
Demand EfficiencyOlivier L'Abbe, former SVP of Sales at G2 on his sales leadership playbook.Outline of this Episode[01:39] Early lessons from Olivier L'Abbe’s journey in his career[04:46] Evaluating the core skills to learn in a job[07:10] How Olivier is adjusting to working from home[10:04] On making the transition from the banking industry[15:34] Tips to get prospects or customers to engage with you[17:35] How to manage oneself effectively in personal space and work[21:22] Creating predictability in your businessOlivier's InspirationsJacco va...2020-05-0523 min
Demand EfficiencyHiten Shah cracks the code to 37 Signals Growth PlaybookOutline of this EpisodeContent marketing - Hiten talks about the potential customer journey whether it's decisions around purchase or landscape of the product.WebTraffic - FYI focuses on content that is specifically aligned with the audience.The Audience - Hiten shares his experience on the selection and understanding of your audience.Market research - FYI focuses on understanding the customer experience and sentiment analysis.Channels - Hiten describes managing them and scoring channels.Blog content - Hiten shares the importance of creating the structure and time needed to be put in befor...2020-04-2431 min