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Sunny Side Up Podcast

Sunny Side Up Podcast

By DemandMatrix Inc.
A 15-mins podcast show that brings together real-world insights to help marketing and sales teams evolve and stay updated on new trends.
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EP 58 | CDPs, DMPs and A Quick Rapid Fire with Abhi Yadav, CEO & Founder at Zylotech

Sunny Side Up Podcast

Ep. 215 | The Rise of Data-Driven Omni-channel CX. Ft. Praveen Sathyadev
In this episode, Praveen Sathyadev discusses Data-driven Omnichannel marketing. Praveen uses his broad overview and knowledge in digital marketing, automation, data analytics, and AI to discuss the trends, disruptions, and definitions surrounding the same. Tune in to learn how to master customer experience using omnichannel marketing techniques. Contact Praveen Sathyadev | Follow us on LinkedIn
July 29, 2021
Ep. 214 | Social Selling. Ft. Neha Dhingra
In this episode, Neha Dhingra clears our understanding of social selling and tells us how it differs from social media marketing. We learn how social selling leverages your social network and uses one-on-one conversations to land you the right prospects. Listen in to also analyze some of the typical bottlenecks to social selling and determine how to make the best out of the process. Contact Neha Dhingra | Follow us on LinkedIn
July 27, 2021
Ep. 213 | Enterprise Architecture - Connecting business & technology. Ft. Tomasz Skowronek
In this episode, Tomasz Skowronek discusses the importance of a human-centric approach to enterprise architecture. Tomasz explains how enterprise architecture in the past was more technology-focused and why that continues in many organizations today. He also opens up why many companies today irrationally fall for short-term profits or benefits while compromising employee retention and wellness. Listen in to see how a people-focused approach can help organizations generate long-standing success in the times to come! Contact Tomasz Skowronek | Follow us on LinkedIn
July 23, 2021
Ep. 212 | The secret behind creating leverage in a business. Ft. Brett Hannath
In this episode, Brett Hannath talks about the secret to creating leverage in a business… channel marketing. He shares his framework for channel marketing, how to pay for it, and how channel marketing helps to protect your business. Brett also details how he and his team at McAfee are leveraging channel marketing to create new opportunities for growth and innovation. Contact Brett Hannath | Follow us on LinkedIn
July 21, 2021
Ep. 211 | Behind the scenes of growing your career. Ft. Tricia Gellman
In this episode, Tricia Gellman discusses the behind-the-scenes of career growth. Tricia talks about the incredible role of VPs in a company and how they can converge their skills into growing for a better position at any company. We also discuss the advantage in momentum that leaders have when they move from a more prominent company to a growing startup and what things they need to keep in mind to leverage any opportunity given to them. Listen in! Contact Tricia Gellman | Follow us on LinkedIn
July 16, 2021
Ep. 210 | Intent Data and ABM. Ft. Eric MacColl
In this episode, Eric MacColl talks about intent-based customer journeys and how you can use them to effectively market and advertise to customers in your target market. Eric talks about why you should use intent-based customer journeys, the mechanics and pitfalls of intent data, as well as where to start when first using intent data. Contact Eric MacColl | Follow us on LinkedIn
July 14, 2021
Ep. 209 | Enterprise Sales Management. Ft. Johnathan Bald
In this episode, Johnathan Bald talks about enterprise sales management, how sales tactics have changed as a result of the covid-19 pandemic, and the significance of the sales experience and highly technical enterprise sales tactics. Johnathan also speaks on how to enable your sales team to deliver top-of-the-line sales experiences in a world of digital communication, along with what to do when you have a sales rep that just isn’t cutting it. Contact Johnathan Bald | Follow us on LinkedIn
July 13, 2021
Ep. 208 | Scaling E-Commerce. Ft. Ajit Sivadasan
In this episode, Ajit Sivadasan discusses scaling e-commerce beyond your state. We learn how to work with market leaders and see through the challenges of making people understand e-commerce. We also look at how the pandemic has shaped the industry today. In the rapidly changing times, there is a need to build cordial relationships with people, hire the right workforce for your organization, and use data consistently and effectively. Tune in as Ajit shows us how to do that in the best way possible! Contact Ajit Sivadasan | Follow us on LinkedIn
July 12, 2021
Ep. 207 | Gaps in the training process. Ft. Jaspreet Jaffer
In this episode, Jaspreet Jaffer discusses future training and enablement. We learn about internal and external training, its benefits, and individual setbacks. She also discusses the gaps that occur when creating and conducting training, citing her personal experiences. We also break down the step-by-step process of developing a training program today. Listen in! Contact Jaspreet Jaffer | Follow us on LinkedIn
July 9, 2021
Ep. 206 | Partner Marketing. Ft. Abhinav Dasgupta
In this episode, Abhinav Dasgupta discusses the rapidly changing partner landscape of today. We learn how the virtual world offers more opportunities for partner marketing and how to leverage them. We also dig into the ways to generate more prospects and look into the challenges that could slow down the pace of the industry’s growth. Listen in! Contact Abhinav Dasgupta  | Follow us on LinkedIn
July 8, 2021
Ep. 205 | How engineers think around the world?. Ft. Dhruv Anand
In this episode, Dhruv Anand discusses the role of product engineers and product owners in the business space. While sharing his insightful journey into becoming a product owner, Dhruv highlights the need for product engineers and owners to collaborate with the sales and marketing teams in any organization. We also learn the importance of business agility and creating an exceptional user experience for product-based companies. Contact Dhruv Anand | Follow us on LinkedIn
July 6, 2021
Ep. 204 | New technologies, new markets. Ft. Bjorn Engelhardt
In this episode, Bjorn Engelhardt talks about how new technology is helping advance APAC countries and close the gap between men and women in business. He speaks on the significance of leap-frogging in enablement, leveraging adoption and adaption of new technology, and the most powerful attributes of an APAC leader in 2021.  Contact Bjorn Engelhardt | Follow us on LinkedIn
July 6, 2021
Ep. 203 | Digital Transformation. Ft. Gene Cornfield
In this episode, Gene Cornfield talks about digital transformation for growth in the 21st century and how to become a business of experience. Gene breaks down the five dimensions of his framework for holistic growth transformation and shares his candid thoughts on where the world of business is in terms of digital transformation. He highlights lessons learned and best practices for growing your business through digital transformation and learning from customers. Contact Gene Cornfield | Follow us on LinkedIn
July 5, 2021
Ep. 202 | Rebranding at Scale. Ft. Brian Clevenger
In this episode, Brian Clevenger discusses the rebranding of companies and how to do that right. He shares his journey shifting from the client-side to the agency side of the business now. Brian explains in detail how BlackBerry made the flip from handheld to software, focusing entirely on cybersecurity and how they used relevancy in their marketing to keep their value intact. Tune in to learn all about rebranding and refreshing and how they differ in practice. Contact Brian Clevenger | Follow us on LinkedIn
June 25, 2021
Ep. 201 | The Impact of Customer Insights. Ft. Seema Swamy
In this episode, Seema Swamy talks about the impact of customer insights. She first defines what customer insights are and why they are needed in all parts of an organization, then highlights how companies and researchers are approaching determining ROI from customer insights. Plus, she shares how innovation and increased customer expectations are impacting the need for continuously analyzing customer insights. Contact Seema Swamy | Follow us on LinkedIn
June 23, 2021
Ep. 200 | Art of the Thought Exchange. Ft. Jayme Smithers
In this episode, Jayme Smithers talks about the art of ThoughtExchange and how enterprise discussion management can build relationships and boost sales. Every customer wants to know more about the revenue leaders and how revenue teams interact with them, so Jayme shares how he and ThoughtExchange are helping your teams make meaningful connections and drive the highest level of performance possible with their Modern Revenue Leader Series. Contact Jayme Smithers | Follow us on LinkedIn
June 22, 2021
Ep. 199 | How to Understand Client Behaviour. Ft. Prateek Vasishta
In this episode, Prateek Vasishta discusses customer and client behavior amid the changing times of today. We learn to adapt our sales and marketing teams to understand client requirements better. Prateek also offers a dynamic overview of the changing landscape of sales today. If you have been looking for ways to enhance the customer experience for your company effortlessly, this episode is for you. Tune in!  Contact Prateek Vasishta | Follow us on LinkedIn
June 21, 2021
Ep. 198 | Journey From Being A Regional to Global Leader. Ft. Utkarsh Bahadur
In this episode, Utkarsh Bahadur describes the journey from being a regional leader to a global leader. He highlights the similarities and differences between both levels of leadership as well as necessary steps and factors to consider in preparation for higher leadership roles. Contact Kristine Colosimo | Follow us on LinkedIn
June 18, 2021
Ep. 197 | Importance of Building Trust. Ft. Kristine Colosimo
In this episode, Kristine Colosimo talks about the importance of building trust and how building communities for your prospective customers has become the next big opportunity for B2B sales teams. Kristine talks about the past, present, and future of building trust and nurturing relationships with customers and prospects, as well as how to boost sales by building your own community of prospects. Contact Kristine Colosimo | Follow us on LinkedIn
June 17, 2021
Ep. 196 | Vetran - Don't Give UP. Ft. Gavi Kumar
Civilians may not be aware of the unique challenges that separating from the military and integrating back into civilian life can present. In this episode, Gavi Kumar talks about the meaning behind the phrase “Veteran, Don’t Give Up” and speaks on how veterans can successfully integrate back into the civilian world, specifically in a corporate setting. He talks about his journey transitioning from the military to a corporate career and shares powerful lessons and pieces of advice for both corporate leaders and veterans to making the process easier. Contact Gavi Kumar | Follow us on LinkedIn
June 16, 2021
Ep. 195 | Cognitive Biases and Behavioral Intelligence. Ft. Abhijit Pattnaik
In this episode, Abhijit discusses cognitive biases and Behavioral Intelligence. We learn how biases play a huge role in decision-making and how these work from an organizational perspective. He also talks about its different types and heuristics - a natural reaction to cognitive biases. We see the potential gaps in providing data and decision-making and the need for business intelligence interfaces. Tune in to learn how to accept biases and adapt to the current changing environment of decision-making. Contact Abhijit Pattnaik| Follow us on LinkedIn
June 15, 2021
Ep. 194 | Elevation of a BDR role. Ft. Jeremy Levine
In this episode, Jeremy Levine talks about the role of a business development representative (BDR), also known as a sales representative, in 2021. Jeremy shares insight into what sales development looks like right now, what skills a BDR needs in 2021, the value a BDR brings to a company (even with all the automation present in sales), and how to stay motivated as a BDR. Contact Jeremy Levine | Follow us on LinkedIn
June 15, 2021
Ep. 193 | Scaling Industry/Vertical Teams. Ft. Lori Mitchell-Keller
In this episode, Lori Mitchell-Keller talks about scaling industry or vertical teams, detailing the duties of an industry team and why executives would benefit from joining an industry team. Lori explains how to build an industry team and provides insightful examples of how she and her industry teams at Google Cloud have built solutions for companies that improve and scale their data analytics, machine learning, and overall business operations. Contact Lori Mitchell-Keller | Follow us on LinkedIn
June 14, 2021
Ep. 192 | On the other side of Fear.. Stands your Dreams. Ft. Reena Mishra
In this episode, Reena Mishra expounds on the topic "On the other side of fear stands your dream,” highlighting the challenges of female sales leaders, practical solutions to the obstacles, qualities of a good leader, and a framework for leadership. Contact Reena Mishra | Follow us on LinkedIn
June 11, 2021
Ep. 191 | Building a Data Driven Product Team. Ft. Indrasis Mondal
In this episode, Indrasis Mondal speaks with us on building a data-driven product and why it is important in today’s times. We also discuss the benefits of aligning the product and GTM teams in a company and understanding the collective goals for the better functioning of an organization. If data science products are what your startup or established business is into, this episode is for you. Listen in! Contact Indrasis Mondal | Follow us on LinkedIn
June 10, 2021
Ep. 190 | Partner Marketing and Why Performance-Based Marketing Partnership are Important. Ft. Behzaad Habibi
In this episode, Behzaad Habibi talks about partner marketing and why performance-based marketing partnerships are so important to business growth and expansion in 2021 and beyond. Curious to know what the future of marketing partnerships looks like? Tune in to learn how partner marketing will likely evolve in the coming years, along with a great framework for implementing marketing partnerships in your business. Contact Behzaad Habibi | Follow us on LinkedIn
June 9, 2021
Ep. 189 | Content Marketing - Narrative Strategy. Ft. Amit Vaish
In this episode, Amit Vaish brings a unique perspective to the go-to marketing strategy that delivers success in marketing programs. He’ll talk about creating a brand that is more thoughtful and memorable. We will also learn the importance of content marketing today and how it became all about building relationships with others. And how can you help customers move through their buyer journey? We will go with the same passion and zeal that we always love to have. Tune in to this episode! Contact Amit Vaish | Follow us on LinkedIn
June 8, 2021
Ep. 188 | Global Strategic Business Advisory Cloud SaaS Enterprise Platforms. Ft. Anirudha Takle
In this episode, Anirudha Takle talks about Industry 4.0 and the rise of digital transformation, especially during the covid-19 pandemic. He shares his thoughts and experiences with the impact of digital transformation on skill gaps, multiple different industries, data sensitivity and cybersecurity, sales and marketing teams, and more. Tune in for expert insight into where the future of business and technology is taking us in 2021 and beyond! Contact Anirudha Takle | Follow us on LinkedIn
June 7, 2021
Ep. 187 | Effective AI for practitioners. Ft. Janani Sriram, Bain & Company
In this episode, Janani Sriram shares her insights on "Effective AI for practitioners,” explaining how to get value from Artificial Intelligence, Advanced Analytics, and Machine Learning. Contact Janani Sriram | Follow us on LinkedIn.
June 7, 2021
Ep. 186 | Being a Transformational Leader. Ft. Kuldeep Solanki, SAP Asia Pte Ltd
In this episode, Kuldeep Solanki discusses being a transformational leader, benefits, and necessary steps to be taken if such a leadership style is adopted. He also highlights the qualities of a successful leader and the skill sets that make them stand out. Contact Kuldeep Solanki | Follow us on LinkedIn.
June 4, 2021
Ep. 185 | How to define and develop an ABM approach to drive business objectives. Ft. Daniel Marty, ADP
In this episode, Daniel Marty talks about how to define and develop an Account-Based Marketing (ABM) approach to drive business objectives. He shares his thoughts and approaches to aligning sales and marketing, data-driven practices, defining and defending Ideal Customer Profiles (ICPs), and developing ABM KPI measurements. Contact Daniel Marty | Follow us on LinkedIn.
June 4, 2021
Ep. 184 | Salesforce Implementation. Ft. Ike Dimitriadis, S&P Global
In this episode, Ike Dimitriadis discusses Salesforce Implementation in detail, the different approaches and their suitable applications, as well as major principles to be considered to achieve a successful Salesforce implementation. Contact Ike Dimitriadis | Follow us on LinkedIn.
June 3, 2021
Ep. 183 | How brands stand out? Ft. Rachit Maheshwari, Wipro
In this episode, Rachit Maheshwari discusses how brands stand out using strong marketing and promotion. We discuss Trendjacking, see how to make the best use of it, and learn what to keep in mind before using the same. Rachit also shares his implementation framework and shows by example how to work on scaling your brand or business! Contact Rachit Maheshwari | Follow us on LinkedIn.
May 31, 2021
Ep. 182 | Transitioning from deal focus to a customer lifecycle. Ft. Alan Love, Cisco
In this episode, Alan Love shares key insights on Customer Life Cycle Transformation, with detailed analysis on the shift from the Deal-focused approach in sales, to a Customer-centric perspective. He highlights the importance of this transition, compared with a Deal-focused model, and discusses major aspects of businesses that need attention for the transition to be fully implemented. Contact Alan Love  | Follow us on LinkedIn.
May 14, 2021
Ep. 181 | The Future of Marketing. Ft. Wilson Raj, SAS
In this episode, Wilson Raj shares his knowledge about marketing and customer experience from a career spanning over two decades and dives into modern marketing practices, including AI, and discovers why no automation methods today can gimmick human marketing. We also talk about marketing analytics, immersive technology, and the challenges faced by the industry today. Tune in to the episode for unparalleled insights on the subject from the global marketing genius! Contact Wilson Raj | Follow us on LinkedIn.
May 11, 2021
Ep. 180 | The Value of Industry Teams. Ft. Soo Shim, SAP
In this episode, Soo Shim talks about the value of industry teams. Soo discusses working with global industry teams and procurements. We also learn the purpose and benefits of the Think Tank programs at SAP. If you're somebody who wishes to understand industry teams for better organizational growth, this episode is for you! Contact Soo Shim| Follow us on LinkedIn.
May 7, 2021
Ep. 179 | Transformation through Operations. Ft. Kathy Chou, VMware
In this episode, Kathy Chou expounds on the role of Operations in productivity, the importance of, as well as different approaches towards efficiently harnessing the power of operations across functions. Also discussed are the concepts of Customer Success, Customer Experience, the Framework of Diversity of experiences, and Change, all as relevant aspects to be considered in applying Operations as a strategy to improve outcome. Contact Kathy Chou | Follow us on LinkedIn.
May 5, 2021
Ep. 178 | Designing Marketing Orgs for the Buyer Driven World. Ft. Scott Vaughan, Integrate
In this episode, Scott Vaughan talks about designing marketing organizations for the Buyer-Driven world. He shares his insights into the past, present, and future of MarTech, what businesses need to do in order to be more buyer-driven, and why company culture is an essential part of MarTech. He also details how companies can structure their teams to align with changing buyer behaviors. Contact Scott Vaughan | Follow us on LinkedIn.
May 5, 2021
Ep. 177 | Cloud AI. Ft. Ben Royce, Google
In this episode, Ben Royce discusses Artificial Intelligence, AI, sharing newer trends and latest developments in this field. He explains in detail what AI is, and other related concepts including Natural Processing Language, GPT-3, and Cloud infrastructure as they all affect the general perception and functionality of Artificial Intelligence today. Contact Ben Royce | Follow us on LinkedIn.
May 4, 2021
Ep. 176 | The Trifecta Model. Ft. Catherine Williams, Qualtrics
In this episode, Catherine Williams talks about the trifecta model; how a data scientist, a product manager, and a data engineer come together to help you achieve success anywhere in your organization. She shares her candid thoughts and experiences on data scientists being a part of go-to-market teams and how to effectively build a data science team. Contact Catherine Williams | Follow us on LinkedIn.
April 28, 2021
Ep. 175 | Strategic Modernization & Alliances. Ft. Sheryl Wharff, Micro Focus
In this episode, Sheryl Wharff explains the advantages of innovation for customers and how modernization can help big companies. She shares insights about her company and how they help their customers with their journey using the “Modernization-Maturity Model.” Tune in on this episode! Contact Sheryl Wharff | Follow us on LinkedIn.
April 27, 2021
Ep. 175 | Strategic Modernization & Alliances. Ft. Sheryl Wharff, Microsoft
In this episode, Sheryl Wharff explains the advantages of innovation for customers and how modernization can help big companies. She shares insights about her company and how they help their customers with their journey using the “Modernization-Maturity Model.” Tune in on this episode! Contact Sheryl Wharff  | Follow us on LinkedIn.
April 27, 2021
Ep. 174 | A primer on selling to the State & Local Govt. Ft. Dennis Guzy, Microsoft
In this episode, Dennis Guzy speaks about selling to the state and local government. He explains the process of selling to state and local government, the legal requirements, and the important things to know to have a successful digital transformation. We also learn the type of people that we will encounter and the possible future for technology and capability in the state and local government. Tune in on this episode! Contact Dennis Guzy | Follow us on LinkedIn.
April 20, 2021
Ep. 173 | Culture adds the right people for the stage of your company. Ft. Matt Marshall, Spiff Inc
In this episode, Matt Marshall talks about how culture adds the right people for your stage of the company. He shares the mindset a VP of Sales needs to have, as well as insight into how VPs of Sales should be thinking about culture and people in growing and scaling their company. Matt also gives powerful tips on hiring the right people for your company’s culture. Contact Matt Marshall | Follow us on LinkedIn.
April 14, 2021
Ep. 172 | Beyond the Buzzword - Making Transformation Happen. Ft. Vinay Nichani, Cisco
In this episode, Vinay Nichani joins the conversation of understanding the decision-making behind market shifts and taking opportunities that others will not see. He explains how to identify when change happens to the market, rallying people on board with the changes, executing it splendidly, and the mindset the leader should have when making tough decisions. This will be the episode of transformation and how sheer insight and information can forge your path towards success!  Contact Vinay Nichani | Follow us on LinkedIn.
April 9, 2021
Ep. 171 | Inside Out: Building a Human Brand. Ft. Maureen Plowman, Alignable
In this episode, Maureen joins the conversation to bring new perspectives about brand strategy. It’s common to think that “the customer is always right,” but how will you create an experience worth for them without treating your employees correctly? With her expertise in Alignable, Maureen sets forth to tell the world that customer is not the only piece of the puzzle, employees too!  Contact Maureen Plowman | Follow us on LinkedIn.
April 9, 2021
Ep. 170 | Global Strategy and Local Adoption. Ft. Unnikrishnan KP, Palo Alto Networks
In this episode, Unnikrishnan talks about global strategy and local adoption. He explains the criticality of marketing and the changes on Funnel Systems. He shares the importance of the narrative strategy and much more. Tune in! Contact Unnikrishnan KP | Follow us on LinkedIn.
March 26, 2021
Ep. 169 | Sales Planning and Framework. Ft. Sultan Semlali, Oracle
In this episode, Sultan Semlali talks about applying Agile to sales management. He shares with us what the Agile methodology is, how it can be applied to business teams, like sales and marketing, as well as how Sultan has experimented with applying Agile to his business. He also speaks on the technologies that help the applications of Agile, how to keep your existing goals while leveraging Agile, and what his future plans are for further implementing Agile in his team. Contact Sultan Semlali | Follow us on LinkedIn.
March 26, 2021
Ep. 168 | The strategy of an efficient GTM strategy. Ft. Sebastian Scrofina, Dell
In this episode, Sebastian Scrofina discusses efficient GTM strategies and how they are used in his company. He aptly airs his views and the extents of segmentation while in the process, also making understand how it is practiced in the workplace.  We also learn about organizational silos and some tips on balancing the segmentation model in any company. For those who wish to understand the need to adopt emerging marketing strategies for better products and sales, this episode is just right for you. Tune in! Contact Sebastian Scrofina | Follow us on LinkedIn.
March 9, 2021
Ep. 167 | To Scale or To Pivot. Ft. Amy Slater, Palo Alto Networks
In this episode, Amy Slater shares her wealth of knowledge in making us understand all of that which makes a successful career. It wouldn't be wrong to ask ourselves in this fast-paced environment of today what we would like to do with our careers next - to switch companies or to stick with the present, to scale or to pivot, how to find out what to do next. Happiness, mindfulness, and growth mindset are perhaps your driving factors too. If you wish to find out ways to propel your career and invest in your choices rightly, this episode is for you. Tune in! Contact Amy Slater | Follow us on LinkedIn.
March 2, 2021
Ep. 166 | Generating Content that Converts. Ft. Angela Earl, RFPIO
In this episode, Angela Earl talks about generating content that converts leads into loyal customers. Angela shares insight into the best ways to approach content creation and how to get started, while giving valuable tips for creating engaging, authentic content and starting your own podcast. Contact Angela Earl | Follow us on LinkedIn.
March 2, 2021
Ep. 165 | How to build an enterprise grade AI practice. Ft. Amarnath Lingam, CDW
In this episode, Amarnath Lingam talks about AI, ML and DevOps and how it is building momentum in these times. He also connects his insights into the B2B world, making known why modern AI and analytics may not completely replace the dashboards for solving certain problems. Amar also talks about data analytics, internal and external data and strategies for managing them. To know more about how these technologies are revolutionizing businesses and customers today, listen in to the entire conversation with our guest! Contact Amarnath Lingam | Follow us on LinkedIn.
February 26, 2021
Ep. 164 | When the ball doesn't bounce in the right direction. Ft. Lisa Horner, AppFolio
In this episode, Lisa Horner walks us through her winding career through services and marketing, sharing all that she finds most important for her role and company. We learn why employee well-being is fundamental to any business and how investing in culture can take your company forward at all times. COVID hit companies and careers hard. Do you want to know how AppFolio managed it well even then? Tune in! Contact Lisa Horner | Follow us on LinkedIn.
February 25, 2021
Ep. 163 | How to achieve a data-driven organization that operates at scale. Ft. Bhaskar Roy, Workato
In this episode, Bhaskar Roy talks about how to achieve a data-driven organization that operates at scale. He explains what it means to be a data-driven company, why it’s important, and the main elements of becoming data-driven, including insights into pitfalls to avoid and the potential time you can save with automation. Contact Bhaskar Roy | Follow us on LinkedIn.
February 25, 2021
Ep. 162 | How to avoid checkbox marketing. Ft. Ryan Bearden, AT&T Business
In this episode, Ryan Bearden talks about how to avoid checkbox marketing in order to accomplish your goals and grow your business. Ryan explains what checkbox marketing is, how companies are using it against themselves, and how to pivot to work that makes a greater impact. He also breaks down how to balance speed and focus in your marketing strategy and how to provide hard work to your teams while keeping them feeling accomplished. Contact Ryan Bearden | Follow us on LinkedIn. 
February 25, 2021
Ep. 161 | Sales focused Marketing. Ft. Ryan O’Neil, Citrix
In this episode, Ryan O’Neil talks about Sales focused Marketing and how he has been into it. We learn how bringing the sales and marketing teams together can increase the frequency of qualified sales opportunities for the business. Ryan also talks about Marketing Qualified Leads, Personalization, and how he has integrated the principles into everyday practice. If you have been wanting to know how you can increase your company’s sales outcomes, this episode is for you! Tune in to the episode for actionable tips and invaluable insights to stepping up your career or company goals! Contact Ryan O’Neil | Follow us on LinkedIn.
February 24, 2021
Ep. 160 | Growth = Velocity x Thoughtfulness. Ft. Jay Bowden, Google
In this episode, Jay Bowden talks about why growth is the result of velocity and thoughtfulness and this thinking behind that formula. He shares what he’s heard from marketers and learned in 2020, gives recommendations for marketing leaders who want to activate a growth mindset, and gives advice to those marketing executives who want to accelerate and level up their career.  Contact Jay Bowden | Follow us on LinkedIn.
February 24, 2021
Ep. 159 | Operational Debt is a Real Thing. Ft. Jake Hofwegen, Nutanix
In this episode, Jake Hofwegen talks about what it takes to be a leading Chief Revenue Officer (CRO), as well as the significance of operational deficits or debt in business, how revenue operations have changed over time, and when the best time to invest in revenue operations is. Contact Jake Hofwegen | Follow us on LinkedIn.
February 22, 2021
Ep. 158 | Two to tango but three to party. Ft. Melissa Schneider, GoDaddy
In this episode, Melissa Schneider discusses her journey as a product manager and how she’s evolved to become a major in the profession. She talks about her learnings from the role and why she loves doing what she does at GoDaddy. Also, we learn the significance of small businesses in the global economy and the importance of having an exceptional customer service team in any business. Understanding, empathy, and good communication will take you a long way in your career as a product management professional. Listen in for insightful advice and actionable tips to mastering the skills required to become a top-notch product manager! Contact Melissa Schneider | Follow us on LinkedIn.
February 21, 2021
Ep. 157 | Buyer Enablement. Ft. Uday Nayar, Merkle
In this episode, Uday Nayar dives into the intricacies behind buyer enablement. He examined its crucial components, how companies enable their buyers, the significance of robust organizational design, and the mindset that companies should adopt to enable their buyers and improve their customer’s experience.  Contact Uday Nayar | Follow us on LinkedIn.
February 21, 2021
Ep. 156 | Leveling up as an Exec. Ft. Frederic Page, SAP
In this episode, Frederic Page talks about leveling up as an executive, explaining why having a growth mindset is key to having a remarkable career in life. He discusses how self-awareness and openness to receiving feedback are the first steps to developing a growth mindset and why failures are your stepping stones to success and development. If you wish to know how you can upgrade your skills as a professional, and build the right mindset for your goals, tune in to the episode today and take with yourself some amazing ideas to think upon! Contact Frederic Page | Follow us on LinkedIn.
February 18, 2021
Ep. 155 | The New Customer Experience. Ft. Rob Giglio, DocuSign
In this episode, Rob Giglio talks about the new customer experience that mixes physical and digital experiences, discussing lessons learned in adapting customer experience for the next era of business. He addresses the importance of trust and transparency, how to build resilience in marketing, how to leverage new digital tools to meet customers where they’re at in their journeys, and how to find the right voice for your brand. Contact Rob Giglio | Follow us on LinkedIn.  
February 15, 2021
Ep. 154 | Sacred Cows Make The Tastiest Burgers. Ft. Jaime Punishill, Lionbridge
In this episode, Vik Mediratta talks about simplifying sales enablement while explaining the core elements of sales enablement and providing tips and tricks for creating successful sales enablement experiences. Vik details the importance of empathy in sales, touching on how to incorporate empathy into sales enablement, as well as who should be involved in curating sales enablement content, and much more!  Contact Jaime Punishill | Follow us on LinkedIn.
February 8, 2021
Ep. 153 | Sales Enablement Simplified. Ft. Vik Mediratta, Salesforce
In this episode, Vik Mediratta talks about Sales Enablement Simplified, while explaining the core elements of sales enablement and providing tips and tricks for creating successful sales enablement experiences. Vik details the importance of empathy in sales, touching on how to incorporate empathy into sales enablement, as well as who should be involved in curating sales enablement content, and much more! Contact Vik Mediratta | Follow us on LinkedIn.
February 8, 2021
Ep. 152 | Unlocking Go-To-Market Strategy. Ft. Brenda Hodge, Nuance Communications
In this episode, Brenda Hodge talks about unlocking go-to-market strategy. She breaks down the critical elements of her go-to-market strategy framework, shares what she finds the most interesting about the strategic process, and offers advice for marketers on developing strategies and gaining cross-functional alignment between sales and marketing.  Contact Brenda Hodge | Follow us on LinkedIn.
February 8, 2021
Ep. 151 | Digitally driving B2B Sales Performance. Ft. Michelle Bandler, Google
In this episode, Michelle talks about Digitally driving B2B Sales Performance. She divulges her learnings in 2020 and the expectations of B2B buyers. Michelle also shares how the digital transformation impacted B2B market and delivered more ROI. In the end, she gives some great advice to B2B marketers. Contact Michelle Bandler | Follow us on LinkedIn.
February 3, 2021
Ep. 150 | Personalized GTM intelligence system. Ft. Jeff Richardson, Accelerated Enrollment Services
In this episode, Jeff Richardson talks about Personalized GTM intelligence system. He shares his insights on the need for a go to market team to have their own data science team. Jeff defines how the framework work and he also adds Why 'one size fits all' data strategy doesn’t work. Contact Jeff Richardson | Follow us on LinkedIn.
January 29, 2021
Ep. 149 | How to build and run a global Demand Gen Strategy at scale. Ft. Cynthia Stephens, Lionbridge Technologies
In this episode, Cynthia Stephens talks about How to build and run a global Demand Gen Strategy at scale. She differentiates Localization, globalization and internationalization. Cynthia describes her journey at Lionbridge developing the global demand generation strategy and shares her learnings to other demand gen marketers on going global. Contact Cynthia Stephens | Follow us on LinkedIn.
January 29, 2021
Ep. 148 | Data Science 101. Ft. Arun Krishnaswamy, Workday
In this episode, Arun Krishnaswamy talks about Data Science 101. He adds some of the skill sets that are needed to be successful in the AI/ML space. Arun teaches how to make a transition from academics to a professional setting in AI/ML space. He also shares his insights on how one should prepare to build a career in AI/ML.  Contact Arun Krishnaswamy | Follow us on LinkedIn.
January 28, 2021
Ep. 147 | Demand-side vs Supply-side Analytics. Ft. Charles Thibault, IDT Corporation
In this episode, Charles Thibault talks about Demand-side vs Supply-side Analytics. He shares about the journey of the analytics leaders. Charles adds some of the things that analytics leaders should watch out for in their evolution at a company. He also shares his advice to the current and future analytics leaders.  Contact Charles Thibault | Follow us on LinkedIn.
January 28, 2021
Ep. 146 | OutBound becomes InBound. Ft. Dan Frohnen, Sendoso
In this episode, Dan Frohnen talks about When OutBound becomes InBound, his journey and experience in the music industry where he worked with B2B & B2C markets, his love for the entrepreneurial spirit. He shares his views on demand families and sales development. Contact Dan Frohnen | Follow us on LinkedIn.
January 26, 2021
Ep. 145 | Go-To-Market strategy to win the market. Ft. Anand Akela, Nutanix
In this episode, Anand Akela talks about Go-To-Market strategy to win the market. He gives amazing tips on successfully executing the go-to-market strategy. Anand shares some insights on developing strong product messaging and why sales enablement is required to support the successful execution of your GTM strategy. Contact Anand Akela | Follow us on LinkedIn.
January 25, 2021
Ep. 144 | How to implement complex change at scale. Ft. Nick King, Cisco Systems Inc
In this episode, Nick King talks about how to implement complex change at scale. He breaks down the framework of transformational change and shares in what terms he measures ROI. Nick shares his insights on galvanizing an organization around the transformation.   Contact Nick King  | Follow us on LinkedIn.
January 22, 2021
Ep. 143 | How to Rebrand a Business and its Vision to the future. Ft. Jennifer Bennet, Lenovo
In this episode, Jen Bennett talks about how to rebrand a business and its vision to the future in a way that improves the identity of the organization internally and externally. Also, she conveys the message to the stakeholders and teams that change their perspective. She shares her advice on why the target audience plays a key role and the power of communication in order to build a sustainable relationship with clients and teams and rollout the idea.   Contact Jennifer Bennet | Follow us on LinkedIn.
January 12, 2021
Ep. 142 | How to attract Top Tier SDR Talent. Ft. Byron Workman, Workfront
In this episode, Byron Workman talks about how to attract top tier SDR talent. He also shares his insight into how DSRs became very motivated on their quota, the importance of hiring people with the right attitude and work ethics in order to develop a great team, and the importance of Internal culture & coalition. Contact Byron Workman | Follow us on LinkedIn.
January 12, 2021
Ep. 141 | Becoming Operationally Savvy. Ft. Jennie Leigh, Akamai Technologies
In this episode, Jennie Leigh talks about “Becoming Operationally Savvy”. She explains why to have the strategic and inspirational people on the team and how to determine Marketing ROI. She also elaborates the need for transparency between teams to understand each other's workflow to be on the same page even when they are working on the goal through a different process. Contact Jennie Leigh | Follow us on LinkedIn.
January 10, 2021
Ep. 140 | Marketing in the Asia Pacific (APAC). Ft. Rajesh Kumar, UiPath
In this episode, Rajesh talks about Marketing in the Asia Pacific (APAC). He explains the data-driven market existence in APAC and shares some of the things to consider when you're starting to think about the market in APAC. Contact Rajesh Kumar | Follow us on LinkedIn.
December 18, 2020
Ep. 139 | Product-led Marketing. Ft. Micheline Nijmeh, JFrog
In this episode, Micheline talks about product-led marketing and how to use it to achieve growth. She explains how to create demand for the product and how enterprises buy complex software products. Micheline also shares some amazing tips for marketers who are interested in product-led growth strategies.  Contact Micheline Nijmeh  | Follow us on LinkedIn. 
December 18, 2020
Ep. 138 | Playing for the Long Term. Ft. Rory Stern, CybelAngel
In this episode, Rory Stern talks about playing for the long term. He discusses his mental model of how he cultivated champions in the past and his hiring procedure. Rory shares some great Career Progression tips at the end of the episode. Contact Rory Stern | Follow us on LinkedIn.
December 17, 2020
Ep. 137 | How to Achieve Effective Storytelling. Ft. Cassidy Lammers, Lenovo
In this episode, Cassidy Lammers talks about achieving effective storytelling, breaking down her framework for it, and sharing an intriguing example of her storytelling process with Aston Martin. Want to learn how to create and tell a story to your customers that’s not a bland or gimmicky one-pager? Tune in to learn from an expert the best, most efficient way to approach storytelling for nearly any type of brand. Contact Cassidy Lammers | Follow us on LinkedIn.
December 17, 2020
Ep. 136 | How Can You Be More Strategic to Your Organization. Ft. Monica Kumar, Nutanix
In this episode, Monica Kumar talks about her framework for “how to be more strategic to your organization”. She shares her thoughts on the connection between marketing and sales, aligning KPIs to the strategic goal, aligning outputs to be more strategic, and how revenues, customer relations, and innovation are aligned to become more strategic. Monica gives insight into the ineffective ways of using stories and vulnerability to build relationships and shares a real story that exemplifies these concepts. Contact Monica Kumar | Follow us on LinkedIn.
December 17, 2020
Ep. 135 | The Evolution of the Digital Sales Development Role. Ft. Rakhi Voria, IBM
In this episode, Rakhi talks about the evolution of the digital sales development role. She shares her exciting journey of leading the Digital Sales Development function at IBM. Rakhi explains the key learnings from the external benchmarking they did. She describes her passion for diversity and inclusion, specifically getting more women into sales. And at the end of the episode, Rakhi offers some amazing tips for the companies looking to attract, retain, and advance diverse sellers. Contact Rakhi Voria | Follow us on LinkedIn.
December 17, 2020
Ep. 134 | Marketing Story & Your Customer is Your Hero. Ft. Arvinda Billavara, Bentley Systems
In this episode, Arvinda Billavara talks about the marketing story and explains how your customer is your hero. He provides some valuable insights on storytelling and how he leads a team of global storytellers to inspire customers to help them solve their problems. In the end, Arvinda suggests books to get in-depth knowledge of storytelling and selling. Contact Arvinda Billavara | Follow us on LinkedIn.
December 16, 2020
Ep. 133 | The Revenue Framework for 2021. Ft. Craig Rosenberg, TOPO
In this episode, Craig Rosenberg talks about the revenue framework for 2021. He shares the effect of the pandemic on today's buying environment. Craig adds how much the effect will last in 2021. Craig explains about his team’s new framework for Product-Market-Fit as a result of the buying environment. He also adds some valuable initiatives that marketers should focus on. Contact Craig Rosenberg | Follow us on LinkedIn.
December 16, 2020
Ep. 132 | Demystifying Intent. Ft. Erik Matlick, Bombora
In this episode, we demystify intent data with Erik Matlick. Erik defines 'Ideal Customer Persona' and why building an ICP still remains a big challenge. He talks about why intent is essential for building an ICP. He also shares the different flavors of intent and how best to activate the data. Contact Erik Matlick | Follow us on LinkedIn.
December 16, 2020
Ep. 131 | A CRO’s plan is the company's plan. Ft. Jonathan Hunter, MicroFocus
In this episode, Jonathan Hunter talks about the Chief Revenue Officer (CRO)’s plan being the company’s plan. He details the characteristics of a CRO and their team that are essential for creating and carrying out an effective and successful plan, as well as his specific framework for aligning the CRO’s plan to the company’s plan. Jonathan shares his thoughts on the timeframe of plan alignment and explains the difference between an adaptive problem and a technical problem. He then offers powerful advice that will help CRO’s stay on track in their plan and make sure it’s executed properly and efficiently. Contact Jonathan Hunter | Follow us on LinkedIn
December 15, 2020
Ep. 130 | The Role of Data Science and Analytics in B2B Sales. Ft. Ivan J. Galea, Atlassian
In this episode, Ivan Galea talks about the role of data science and analytics in B2B sales. He shares his thoughts on whether the technology of employing machine learning (ML) has improved and how he structures data science teams, detailing how to help go-to-market teams cultivate a deeper appreciation for data. Ivan then offers advice for new executives of data science and machine learning, as well as how to approach incentivizing data science teams. Contact Ivan J. Galea | Follow us on LinkedIn
December 15, 2020
Ep. 129 | Once Upon a Time in Sales. Ft. Tammy Schuring, MicroFocus
In this episode, Tammy Schuring talks about her framework for “once upon a time” in sales. She shares her thoughts on the connection between cultivating customer relationships, product knowledge, and sharing stories, emphasizing the importance of vulnerability, authenticity, and active listening. Tammy gives insight into the ineffective ways of using stories and vulnerability to build relationships and shares a real story that exemplifies these concepts. Contact Tammy Schuring | Follow us on LinkedIn
December 14, 2020
Ep. 128 | Product Launches done right. Ft. Helen Dwight, SAP
In this episode, Helen Dwight talks about product launches done right, from defining a product launch to breaking down the key elements of a successful and impactful launch. She shares her candid thoughts on if it’s necessary or not to build excitement with teasers and FOMO (fear of missing out), as well as the most common mistakes she sees businesses make when launching a product. Helen also gives insight into what to do when a product launch goes wrong or when immense change occurs during a launch, like a global pandemic, and what an organization can do to respond to and cope with it. Contact Helen Dwight | Follow us on LinkedIn.
December 14, 2020
Ep. 127 | The Rise of the Chief Technology Marketing Officer (CTMO). Ft. Martin Gontovnikas, Auth0
In this episode, Martin Gontovnikas talks about the rise of the Chief Technology Marketing Officer (CTMO) and specifically, applying product techniques to marketing to drive results. Everyone’s talking about marketing becoming more technical and Martin puts a very cool spin on this topic. He details his framework for driving results with product techniques and offers expert advice that will make it easier for you to implement this into the marketing efforts of your organization. Contact Martin Gontovnikas | Follow us on LinkedIn.
December 13, 2020
Ep. 126 | Understanding Data Science Nuances and Building Models for the Right Stage of Your Customer Journey. Ft. Rakesh Patil, Google
In this episode, Rakesh Patil talks about understanding data science nuances and building models for the right stage of your customer journey. He breaks down the differences between machine learning, data science, and artificial intelligence, then shares his frameworks for creating a data science team and applying data science to solve business problems. Rakesh also gives suggestions for furthering your education with specific online course platforms you can take advantage of today. Contact Rakesh Patil | Follow us on LinkedIn.
December 13, 2020
Ep. 125 | The Fascinating Journey of a Chief Marketing Officer. Ft. Keith Landis, Persistent Systems
In this episode, Keith Landis talks about the fascinating journey of a Chief Marketing Officer (CMO) and his experience with rebranding. He details what tasks his role as CMO at Persistent Systems has consisted of during the past year and breaks down his approach to rebranding a 30 year old legacy brand. Keith speaks on the significance of culture in rebranding any organization and shares what lessons he’s learned from transitioning to a smaller company after working in large companies for many years. He divulges his simple, yet powerful framework for executing a rebranding initiative and offers expert advice for people who are looking to become a CMO. Contact Keith Landis | Follow us on LinkedIn. 
December 13, 2020
Ep. 124 | What “Best in Class” Selling Looks Like. Ft. Gregory Callahan, Bain & Company
In this episode, Gregory Callahan talks about what “best in class” selling looks like. He describes what “best in class” selling is and details his framework for it, which includes four core concepts that sales leadership should act on. Gregory offers valuable insight into what should be top of mind when thinking about sales, especially during the era of covid-19, sharing powerful questions to ask yourself and your team that will help you achieve “best in class” sales. Contact Gregory Callahan | Follow us on LinkedIn.
December 11, 2020
Ep. 123 | How to Achieve Authenticity in Sales. Ft. David Johnson, Randstad USA
In this episode, David Johnson talks about how to achieve authenticity in sales. He speaks on the critical elements of selling authentically and breaks down the steps you need to take to best solve your prospects problems. David emphasizes the importance of intent and helps us to understand how we can gain the trust of our customers before even talking to them. Contact David Johnson | Follow us on LinkedIn.
December 11, 2020
Ep. 122 | Aligning Marketing and Sales. Ft. Kimberly Kaminski, ServiceNow
In this episode, Kimberly Kaminski talks about aligning marketing and sales, touching on how the product team is also involved in this crucial alignment. She speaks on why sales and marketing must be aligned and the results of a tight and dynamic alignment, as well as the steps a marketing leader can take to create this type of working relationship with sales. Kimberly also details the meaning and significance of why vs. how thinking and notes a few KPIs that sales and marketing can look at to gauge the effectiveness of their alignment. Contact Kimberly Kaminski | Follow us on LinkedIn.
December 11, 2020
Ep. 121 | Evolution of Sales and Sales Transformation. Ft. Arwa Kaddoura, Hewlett Packard Enterprise
In this episode, Arwa Kaddoura talks about the evolution of sales and sales transformation. She tells us exactly what she has noticed over the last decade in terms of sales evolution, detailing the major transformations that have occurred in sales. Arwa then breaks down the old persona of a salesperson and how salespeople have changed, along with the changes that have occurred in sales processes over the years, spotlighting a theme of increased efficiency. What does the future of sales look like? Is SaaS Dead? Tune in to hear Arwa’s candid thoughts on these pressing questions!  Contact Arwa Kaddoura | Follow us on LinkedIn.
December 11, 2020
Ep. 120 | A Different Path to Sales. Ft. Subbu Deivanayagam, SAP
In this episode, Subbu Deivanayagam talks about a different path to sales, one which has evolved from the sales methodologies of the past few decades. Subbu starts off by sharing his candid thoughts on what has changed in the style of sales over the years, as well as what his current mental model for sales is and how that has evolved. He offers valuable advice on building champions and shares a book recommendation that will help you have a credible and honest conversation with your customers.  Contact Subbu Deivanayagam | Follow us on LinkedIn.
December 11, 2020
Ep. 119 | Competitively focused go-to-market strategy. Ft. Varun Paranjpe, ServiceTitan
In this episode, Varun Paranjpe talks about how to infuse competitive intelligence into your go-to-market strategy. He defines both of those terms in his own words and then breaks down exactly what steps you need to take to utilize competitive intelligence to your company’s advantage. Varun gives detailed examples based on ServiceTitan’s strategy, detailing why structuring your organization by product, competitor, or segment can be very effective in executing your go-to-market strategy and beating your competition. Contact Varun Paranjpe | Follow us on LinkedIn
December 10, 2020
Ep. 118 | Misconceptions around Data Science, Machine Learning, and AI. Ft. Lukas Egger, Spotlight by SAP
In this episode, Lukas N.P. Egger talks about the misconceptions around data science, machine learning, and AI, detailing why people misunderstand these innovations and why we should get on board with them. He divulges what trends and technologies he’s most excited about as a head of innovation in the sales and Martech domain and his candid thoughts on whether or not AI will replace people’s jobs. Are you curious about opening your mind to the future of machine learning or even becoming a data scientist? This episode is for you! Contact Lukas N.P. Egger | Follow us on LinkedIn
December 10, 2020
Ep. 117 | Paving a path for Success. Ft. Thimaya Subaiya, Cisco
In this episode, Thimaya Subaiya talks about his three-part framework for paving a path to success and the significance of identifying if you are a generalist or a functional expert. He breaks down what these terms mean and why it’s important to figure this out about yourself before beginning to chart your path to success. Thimaya also shares insight into how he finds young, passionate, motivated people to hire and what the role of leaders and mentors are in their path to success. Contact Thimaya Subaiya | Follow us on LinkedIn
December 9, 2020
Ep. 116 | Effective Framework For Performance Marketing. Ft. Ben Howell, Salesforce
In this episode, Ben Howell defines performance marketing and talks about how Salesforce has implemented this concept into their business. He speaks on how performance marketing has changed over time, what changes Salesforce has seen in 2020, and his candid thoughts on their center of excellence being a center of empowerment, rather than control. Ben also details the building blocks that Salesforce is made up of and how their teams deliver on three different budgets. Contact Ben Howell | Follow us on LinkedIn
December 9, 2020
Ep. 115 | Aligning Your Values to Your Career Framework. Ft.- Max Zieky, Dell Technologies
In this episode, Max Zieky talks about what it means to align your values to your career framework, the steps you need to take to execute such a plan to achieve your goals, and why all of this is significant in creating your success story. Max shares his powerful story of what influenced him to develop his unique value equation and align it with his career framework, as well as how both have evolved over time. Contact Max Zieky | Follow us on LinkedIn
December 9, 2020
Ep. 114 | Selling in the post-COVID era. Ft. Michael DiGiacomo, Thomson Reuters
In this episode, Michael DiGiacomo breaks down his framework for selling in the new normal, meaning doing business through the global covid-19 pandemic. He details how we should be thinking of selling in 2020 and beyond, from being empathetic to leveraging technology, along with how he has guided his team through the shift from field sellers to insight sales sellers. Michael then touches on the sustainability of working through this new normal and the top lessons he’s learned from doing business in 2020. Contact Michael DiGiacomo | Follow us on LinkedIn
December 9, 2020
Ep. 113 | Exploring the CRO Journey and redefining GTM in the age of SaaS. Ft. Dave Wilner, Auth0
In this episode, David Wilner talks about exploring the CRO (Chief Revenue Officer) journey and redefining the go-to-market in the age of SaaS (Software as a Service). He shares his opinions on what the responsibilities of a CRO are, detailing the relationship between a CRO and the marketing team, CEO, and CFO, among other roles. David then speaks on the ideal mindset of a CRO and offers great insight into what it takes to be a successful CRO, how to survive the difficulties that come with the role, and many of the most important lessons he’s learned on his journey. Contact Dave Wilner | Follow us on LinkedIn
December 3, 2020
Ep. 112 | Eating the Sales Enablement cookie - One bite at a time. Ft. Leslie Canning, HPE
In this episode, Leslie Canning talks about eating the sales enablement cookie, one bite at a time. She describes her framework for sales enablement and what the outcome is that she looks for, as well as how she approaches sales enablement on a global scale, working with different countries and cultures. Leslie offers valuable advice for those new VPs of sales enablement who are looking to transition from a national sales enablement role to a global one, emphasizing the significance of relationship-based collaboration. Contact Leslie Canning | Follow us on LinkedIn
December 3, 2020
Ep. 111 | Creating successful talent programs for Sales. Ft. Nikki Harrell, AWS
In this episode, Nikki Harrell talks about creating successful sales talent programs within organizations. She details the intentions and goals behind the current programs AWS is running, their intern program and sales rotation program, and how they go about finding talent. Nikki breaks down the necessary components and steps to initiating and executing a successful talent program, offering insight into the biggest lessons she’s learned and which metrics she uses for measuring the success of her talent programs, emphasizing the importance of focusing on diversity and inclusion. Contact Nikki Harrell | Follow us on LinkedIn
December 3, 2020
Ep. 110 | Building a data science team. Ft. Michael Misiewicz, Yext
In this episode, Michael Misiewicz talks about building a data science team, while breaking down what data science is, what his framework for it is, and giving insight into the many lessons he’s learned from his journey in building these teams. He offers advice to people who are looking to a build data science team and people who are looking to improve their existing team. Michael also shares his candid thoughts on organizational structure in data science teams. Contact Michael Misiewicz | Follow us on LinkedIn
November 13, 2020
Ep. 109 | Where should marketers invest right now? Ft. Shade Vaughn, Capgemini
In this episode, Shade Vaughn talks about what Capgemini is doing to be able to deliver the right marketing at the right time, as well as what has recently shifted in terms of the marketing funnel and how he’s built a thriving talent pipeline in marketing. Shade speaks on how covid-19 has impacted his company and his marketing efforts and offers powerful insight into what you can do to foster an innovative, multi-talented, and experimental marketing team. Contact Shade Vaughn | Follow us on LinkedIn
November 13, 2020
Ep. 108 | The Revenue Era: Past, Present and Future with Sean Lane, Drift
In this episode, Sean Lane talks about the past, present, and future of the Revenue Era. He details the three eras we have had in the marketing industry, how they’ve differed from each other, and how our current era, the Revenue Era, is going to continue to evolve. Sean notes what impacts the Revenue Era is making on companies and customers, as well as what internal functions are going to help us adapt to the coming evolution. He shares the makeup of his team, as well as his thoughts on the significance of the reporting structure and how the martech stack is starting to change in this new era. Contact Sean Lane | Follow us on LinkedIn
November 13, 2020
Ep. 107 | Defining the Total Adressable Market (TAM). Ft. Pat Oldenburg, Servicemax
In this episode, Pat Oldenburg defines Total Addressable Market (TAM) and shares ServiceMax’s formula for calculating it. He describes how the pandemic has shifted the company and the process of discovering accounts, as well as how he’s thinking about sales and marketing alignment post-covid. Pat then offers great advice for someone looking to build their TAM. Contact Pat Oldenburg | Follow us on LinkedIn
November 13, 2020
Ep. 106 | Framework for building a successful narrative strategy. -Ft. Brendan Dell
In this episode, Brendan Dell defines a narrative strategy for us and describes his framework for building a successful narrative strategy. He gives valuable insight into how to implement it into your company, how you should think about differentiating yourself, and he even outlines an effective way to put your narrative on your website. Contact Brendan Dell | Follow us on LinkedIn
November 6, 2020
Ep. 105 | Merging Customer Success with Customer Support. -Ft. Linden Hillenbrand, Cloudera
In this episode, Linden Hillenbrand talks about customer success and leading teams, emphasizing the importance of communication and prioritizing your customers and employees. He speaks on how he scaled Cloudera, how customer success and customer support fit together, and the impact of the pandemic on his company. Linden also offers powerful advice for business leaders during this challenging time. Contact Linden Hillenbrand | Follow us on LinkedIn
November 5, 2020
Ep. 104 | Evolution of Marketing Metrics and the FIRE Framework. Ft. Genefa Murphy, Micro Focus
In this episode, Genefa Murphy talks about the evolution of marketing metrics and the FIRE framework. She details the significance of the four components of the FIRE framework while sharing how to best put them into action. Contact Genefa Murphy | Follow us on LinkedIn
November 5, 2020
Ep. 103 | Learn about Product-led growth strategies with Kelly Hopping, Gartner.
In this episode, Kelly Hopping talks about product-led growth strategies, emphasizing the power of and value in customer reviews. She speaks on why they’re so critical for business growth, especially in 2020, how they’re changing the future of marketing, and how you can start collecting product reviews for your business. Kelly offers insight into Gartner’s brands, how they approach targeting vendors for Gartner’s platforms, and the concept of competitive sabotage. Contact Kelly Hopping | Follow us on LinkedIn
November 5, 2020
Ep. 102 | Exploring the concept of Failing fast with Shelly Kulesza, Thomson Reuters
In this episode, Shelly Kulesza talks about the concept of failing fast and walks us through the mental model of it, detailing how we can think about it in a positive light to spur growth in ourselves and our organization. She also shares her executive perspective on finding the motivation to fail fast and how you can find that motivation too. Contact Shelly Kulesza | Follow us on LinkedIn
November 5, 2020
Ep. 101 | The perils of marketing attribution with Susan Norgaard, Avalara.
In this episode, Susan Norgaard talks about the perils of marketing attribution, detailing how Avalara implemented a multi-touch attribution model and noting what she would have done differently. Susan has learned a lot throughout that project, so she’s here to give her valuable input on the proper way to approach a multi-touch model, why it benefits marketers, and the first steps you should take when creating this type of model in your business. Contact Susan Norgaard | Follow us on LinkedIn
November 4, 2020
Ep. 100 | Going from Exec to Super Exec. -Ft. Mike Pugh, RingCentral
In this episode, Mike Pugh talks about going from executive to super executive with the three pillars of his executive framework. He speaks on what it’s like to be a conflict management coach, some of the common issues he sees in the world of startups, and the best way to handle conflict and too much complexity in business. Mike also offers insight into an action step you can take today in order to implement radical candor in your professional life. Contact Mike Pugh | Follow us on LinkedIn
November 4, 2020
Ep. 99 | Category design in marketing with Andy Jolls
In this episode, Andy Jolls talks about category creation and design, detailing what it is, its significance, and what may happen to your company if you don’t categorize it. He offers great insight into how to design your category and why it’s important to get your category definition correct. Andy also provides the first few steps you will need to take in order to create a category. Contact Andy Jolls | Follow us on LinkedIn
November 4, 2020
Ep. 98 | Effective Sales strategies for European market. Ft. Ciaran Avitablile, Veeva Systems
In this episode, Ciaran talks about his plan to go from consulting to sales, effective sales strategies for the European market, and offers powerful advice for companies looking to work with foreign entities in other countries. He details what it’s like to build a high performing sales team in Europe and shares his candid thoughts on company culture vs. the culture of a country. Ciaran also shares an insightful war story that holds an interesting lesson on foreign business relations. Contact Ciaran Avitabile | Follow us on LinkedIn
November 4, 2020
Ep. 97 | How to do Account Based Marketing at scale? -Ft. Danny Nail, SAP
In this episode, Danny Nail talks about what Account-Based Marketing (ABM) entails, along with what is needed to scale accounts with ABM, including intent, Ideal Customer Profile (ICP), synergies between accounts, and more. He offers insight into the core principles of ABM and his framework for executing it successfully, emphasizing the significance of innovation and a solid partnership with sales. Contact Danny Nail | Follow us on LinkedIn
November 4, 2020
Ep. 96 | The secret ingredients of success in marketing. -Ft. Anish Jariwala, Anaplan
In this episode, Anish Jariwala talks about the secret ingredients of success in marketing, especially in critical times such as 2020, as well as the transition from traditional marketing to ABM and his three C’s for improving marketing efforts. He details a few ways you can figure out the right accounts for your company and gauge interest in those accounts, what trends and changes he’s observing in the marketing industry, and he shares his candid thoughts on MQLs and SQLs. Contacts Anish Jariwala | Follow us on LinkedIn
November 3, 2020
Ep. 95 | A Framework to Growth Marketing. -Ft. Rishi Mallik, Workato
In this episode, Rishi Mallik talks about leading growth marketing in B2B companies. Rishi also explains the growth mindset and how to utilize it in funnel optimization and across the customer journey. We discuss the framework for growth marketing and its critical parts. Contact Rishi Mallik | Follow us on LinkedIn
October 30, 2020
Ep. 94 | Introducing an Agile Framework into Marketing. Ft.- Aaron Ballew, Ping Identity
In this episode, Aaron Ballew talks about implementing an agile framework into marketing, specifically why he decided to implement it in his marketing department, how he eased the minds of his team during this change, and how they think about marketing performance after the transition to agile marketing. Aaron also offers insight into why engineers and people with backgrounds in math, software development, and statistics make great additions to marketing teams. Contact Aaron Ballew | Follow us on LinkedIn
October 30, 2020
Ep. 93 | Selling in a remote environment. Ft. Maria White, Twilio
In this episode, Maria White shares insights about getting comfortable in a remote environment and building the right mindset for virtual meetings. She also shares some great insights on how sellers can build an emotional connection with the prospects and have an impact on their virtual sales meetings. Contact Maria White | Follow us on LinkedIn
October 23, 2020
Ep. 92 | Growth marketing hacks with Wes Yee, Guru Technologies.
In this episode, Wes Yee breaks down all the aspects related to growth marketing right from the definition to the tips on getting started with growth marketing. He also shares insights on growth marketing tactics, the right metrics, and a guiding framework for growth marketers and aspirants. #embraceyourjourney Contact Wes Yee | Follow us on LinkedIn
October 16, 2020
Ep. 91 | Aligning marketing to the outcomes. Ft. Steve Arentzoff, Medallia.
In this episode, Steve Arentzoff shares insights and his approach towards building a marketing organization that’s focused on revenue. Steve touches upon different areas like martech stack, marketing data, and highlights the pitfalls to watch out for by demand generation teams while driving outcomes. Contact Steve Arentzoff | Follow us on LinkedIn
October 16, 2020
Ep. 90 | Consolidating Marketing Operations for achieving Scale. Ft.- Thani Gopalakrishnan
In this episode, Thani Gopalakrishnan takes us through his journey and shares insights on using the three dimensions- people, process, and technology as levers to solve business problems. He also shares his framework for marketing technology and best practices on managing data for marketing operations professionals. #simplifytoscale Contact Thani Gopalakrishnan | Follow us on LinkedIn
October 15, 2020
Ep. 89 | How Zoom setup their sales teams to manage high demand? -Ft. Hilary Headlee
In this episode, Hilary Headlee discusses sales operations, having agile teams, and aligning the sales organization for enablement initiatives. She also talks about how they set up their sales teams to manage a high product demand during the on-going COVID situation. Contact Hilary Headlee | Follow us on LinkedIn.
September 29, 2020
Ep. 88 | A framework for product marketing inspired by Dieter Rams's ten principles for good design. Ft. - Mukul Sheopory, RingCentral.
In this episode, Mukul Sheopory a product marketing leader at Ring Central talks about customer data-driven product marketing approach and shares his framework for product marketing inspired by the ten principles of good design by Dieter Rams. Contact Mukul Sheopory | Follow us on LinkedIn.
September 24, 2020
Ep. 87 | The updated definition of Account Based Marketing and it's future. Ft.- Gabe Rogol, DemandBase
In this episode, Gabe Rogol talks about the three different layers to the ABM approach and executing ABM at scale using a priority-based account segmentation method. Gabe also explains how personalization really depends on the data and resources available that ultimately affects the level of personalization and the complexity associated with it. We further discuss what the future looks like for Account-Based Marketing. Contact Gabe Rogol | Follow us on LinkedIn.
September 9, 2020
Ep. 86 | Should you hire an Agency for Demand generation and how to pick the right one? Ft. -Paul Cesar, Cloudflare.
In this episode, Paul Cesar, Digital Marketing Lead for demand generation at Cloudflare brings up an interesting conversation around the benefits of having an agency-driven model for demand generation and how should you go about picking the right one for your business. Contact Paul Cesar | Follow us on LinkedIn
August 25, 2020
Ep. 85 | Outcome-based approach to sales enablement. Ft. Stacey Justice, Workfront
In this episode, Stacey Justice, Vice President of Sales Strategy and Enablement at Workfront talks about how Sales enablement should always tie back to the ROI and business outcomes. Right now with COVID and remote work environment, sales enablement's role at companies becomes even more critical to help turn their sales reps into digital sellers. Contact Stacey Justice | Follow us on LinkedIn.
August 21, 2020
Ep. 84 | How to operationalize customer marketing? Ft. Jennifer Schulze, Epicor.
In this episode, Jennifer Schulze, VP of Product Marketing at Epicor talks about what customer marketing teams should really focus on to build better relationships credibility and trust and how to operationalize this in the organization. She also highlights the role of data and the right way to measure success. Contact Jennifer Schulze | Follow us on LinkedIn
August 21, 2020
Ep. 83 | Enabling sales teams with competitive intelligence to help build better relationships. -Ft. Matthew Coblentz
In this episode, we take a deep dive into the impact of competitive intelligence on sales performance and outcomes with Matthew Coblentz, a competitive intelligence expert at Salesforce. Learn how you can keep your sales teams well informed around the competition to handle objections effectively and to build better relationships. Contact Matthew Coblentz | Follows us on LinkedIn.
August 13, 2020
Ep. 82 | Building a strong sales team and identifying the A players. Ft.- Giovanni Riva, Pipefy
In this episode, Giovanni Riva, the Head of Employer Branding & Talent Acquisition at Pipefy shares insights on expanding into LATAM market and how to build high performing sales teams and nurturing the A players in your team.  Contact Giovanni Riva | Follow us on LinkedIn.
August 7, 2020
Ep. 81 | How to nurture talent and set yourself on a growth path? Ft. Alison Penny, Yext.
In this episode, Ali Penny, Senior Director of Recruiting programs at Yext who has helped build multiple teams, recruiting programs and innovative processes shares amazing insights from her experience to help professionals at every stage of their career get on the right path to success. Contact Alison Penny on LinkedIn. Follow us on LinkedIn.
July 31, 2020
Ep. 80 | A practical framework for optimizing marketing. -Ft. William Lum
In this episode William Lum an expert in marketing and marketing operations for a number of technology companies like Palo Alto Networks, Adobe, and Oracle shares his proven framework for optimizing marketing to help marketers get amazing results from their marketing efforts- right from identifying target accounts and buying teams to creating relevant content and generating quality leads for sales. Contact William Lum: Email- | LinkedIn Follow us on LinkedIn
July 31, 2020
Ep. 79 | A framework to operationalize sales enablement. -Ft. David Gray, Epsilon
In this episode, David Gray presents a new outlook on sales enablement as a function that can help companies effectively utilize sellers by putting them in a position of becoming an informed marketer to further their relationships at every stage of the funnel. David shares a framework to operationalize sales enablement along with some key takeaways for enablement professionals. To learn more about this contact David Gray: LinkedIn | Email Follow us on LinkedIn.
July 29, 2020
Ep. 78 | 4 steps to creating a great brand and brand story- Ft. Kevin Sellers, Ping Identity.
In this episode, Kevin Sellers the CMO of Ping Identity digs deeper into the roots of marketing and the evolution of marketing technology while presenting an actionable template for marketers to build great brands and tell compelling brand stories. He covers many aspects surrounding the brand building and why having just the data and technologies is not enough for companies to win. Contact Kevin Sellers | Follow us on LinkedIn
July 24, 2020
Ep. 77 | How product marketers can create virtual experiences to drive audience engagement? Ft. Madhukar Kumar, Nutanix
In this latest episode of Sunny Side Up Podcast, Madhukar Kumar, VP of Product Marketing at Nutanix shares actionable insights for product marketers to build virtual experiences for customers and users and to overcome the challenges while building them. He talks about why you need to build these experiences and how to get started on it. Contact Madhukar Kumar | Follows us on LinkedIn
July 22, 2020
Ep. 76 | A better framework for business decision makers to analyze data effectively. -Ft. Jyoti Kukreja, ThoughtSpot.
In this episode, Jyoti Kukreja shares her insights on the data landscape along with a tried and tested framework called DIKA that helps you analyze the data and derive insights from it to drive meaningful actions. She also highlights the importance of Artificial Intelligence technology in helping business decision-makers surface data points that are often overlooked or are hidden but have a great impact on the decisions. You can contact Jyoti Kukreja on LinkedIn | Follow us on LinkedIn.
July 20, 2020
Ep. 75 | How brands can build a data relationship with customers? Ft. Gerry Murray
In this episode Gerry Murray makes us re-think customer data and highlights the responsibility of marketers as a steward of data and how brands can build better data relationships with customers by focusing on the input side of the data and being honest and open about the use of customer data. Gerry shares his framework for brands to get consent and gain the customer's trust in them when it comes to data. Contact Gerry Murray on LinkedIn | Follow us on LinkedIn,
July 17, 2020
Ep. 74 | 7 Steps to build a successful competitive intelligence program with Steve Rodenberg, Informatica.
In this episode, Steve Rodenberg shares insights on Competitive intelligence. We talk about the difference between competitive intelligence and market intelligence and understand the strategic and tactical role it plays in a company. Steve walks us through the different use-cases for it and shares his 7 Steps to build a successful competitive intelligence program. If you have questions related to competitive intelligence you can reach out to Steve on LinkedIn. Subscribe to our podcast and follow us on LinkedIn to get updates on the latest episodes.
July 15, 2020
Ep. 73 | How to make your virtual events work? -Ft. Liz Kokoska, Okta
In this episode Liz Kokoska, Sr. Director of Demand Generation at Okta, joins us to discuss creating teams and departmental alignment, pivoting to virtual events in the wake of COVID-19, and offers advice for anyone else looking to take the plunge into virtual events as she has and making it really work. Liz shares some great tips for marketers to make their next virtual events work. Use data to understand trends Get clear on the audience goals Build a super targeted list based on your ICP and personas Be time-zone focused Be creative Record the events to create on-demand assets Choose a good virtual platform Contact Liz on LinkedIn
July 13, 2020
Ep. 72 | What does sales enablement really mean and how to do it right with Stephanie White, Juniper Networks.
In this podcast, we speak to Stephanie White, a Global Enablement Tools Manager at Juniper Networks. Stephanie explains what sales enablement really means and how she helps sellers succeed using the right combination of tools, insights, and sales enablement initiatives. Contact Stephanie White to learn more about such best practices.
July 9, 2020
Ep. 71 | Going beyond the widely accepted 'MQL' model with Bill Kent.
In this episode, Bill Kent, a Senior Strategist at Bonfire Marketing, talks about how the current MQL model has flaws and it doesn't help salespeople succeed. He walks us through his approach of 'Going Beyond MQLs' to improve the quality of leads going to sales. You can contact Bill regarding this topic | LinkedIn.
July 7, 2020
Ep. 70 | Discussing sustainable marketing with Scott Caulfield from Bang Australia.
On this episode of Sunny Side Up, Asher catches up with Scott Caulfield, managing director of Bang Australia. Scott and Asher discuss Scott’s beginnings and his journey through his career to becoming a managing director at Bang Australia. Scott also summarises the biggest differences in dealing with the Americas and dealing with the Asia-Pacific region and how you might need a couple of playbooks for each country you’re dealing with. LinkedIn | Email
June 26, 2020
Ep. 69 | Addressing social issues and correcting a cultural wrong in society using Marketing with Deanna Ransom
On this unscripted episode of Sunny Side Up podcast, Deanna Ransom, a senior marketing leader and woman of color discusses recent events in the context of her corporate career and marketing practices. This episode explores various themes surrounding the #BlackLivesMatter movement which is broadening worldwide. Deanna concludes by citing marketing as a unique way of listening, understanding, and engaging with the audience. And that, by addressing difficult conversations in marketing, we achieve meaningful change in people’s mentality and broader society.
June 17, 2020
Ep 68 | Up your prospecting game using creative strategies for sales with Oscar Collingwood-Smith
In this episode, Oscar Collingwood-Smith from MindTickle shares some creative strategies that can help Sales professional prospect better and provide more value to existing customers.
June 1, 2020
Ep. 67 | Using Data science to solve challenges faced by marketers today with Piyanka Jain, Founder & CEO Aryng
In this episode, Piyanka Jain an expert on data science, AI, and machine learning shares her insights on how companies can leverage data to stay profitable and how marketing and sales can fill the demand gap due to COVID-19 crisis.
May 15, 2020
Ep 66 | Exploring Sales Tech Stack with Jeremy Donovan, SVP Sales Strategy and Operations, SalesLoft.
Learn the importance of having an amazing Sales Tech Stack for driving success for Sales teams.
April 16, 2020
Ep 65 | Top secrets for a successful video marketing campaign with Tyler Lessard, VP Marketing, Vidyard.
About Tyler Tyler is a passionate Marketing Leader with 15 years of experience in B2B marketing, sales enablement, content marketing, brand and video. He also reserves a passion for customer-centric problem solving, creative storytelling, and data-driven marketing
March 5, 2020
Ep 64 | The Future of SaaS and Email Marketing with Bryan Wade, CEO at Sigstr
After building and leading teams in B2B sales and accomplishing several core business goals as Chief Product Officer of Salesforce Marketing Cloud, Bryan started his stint as CEO at Sigstr back in 2017 with the sole aim of building a product that creates the next frontier in email marketing. Bryan participates in this episode of Sunny Side Up to share his tips on Email Marketing, on specific B2B marketing challenges and of course to discuss the future of SaaS! 
October 30, 2019
Ep 63 | B2B Marketing Tips with Sam Melnick, VP Market Insights & Growth at Allocadia
Sam Melnick, VP of Marketing at Allocadia joins us in this episode of Sunny Side Up to share his thought-leadership on top revenue driven B2B marketing strategies that can impact overall goals and your company bottomline.
October 29, 2019
Ep 62 | Best Practices for B2B Product Marketers, with Pedro Arellano, Vice President, Product Marketing at Looker
Pedro Arellano joins us in today’s episode of Sunny Side Up to share his expertise on evergreen B2B go-to market and product marketing strategies! With over twenty years of experience in the data and analytics industry, Pedro has relevant industry experience and expertise in various aspects of technical, professional , product management and marketing roles and we’re excited to hear his thoughts in this episode! 
October 29, 2019
Ep 61 | A Quick Chat on B2B Sales and CDPs with Chris Slovak, VP of Global Sales Solutions at Tealium
We’ve all seen the growth in demand for CDPs in both the B2B and B2C marketing and sales domains. Optimizing the use of your customer data platform is essential to ensure teams get full value out of it. In this episode we have Chris Slovak, VP of Global Sales Solutions at Tealium share his thoughts on some best practices for B2B sales and the use of CDPs! 
October 29, 2019
Ep 60 | A B2B Data and Marketing medley with Toby Daniels, Co-founder and CEO at CrowdCentric
On this episode of Sunny Side Up, a B2B podcast hosted by DemandMatrix, we have Toby Daniels,  Co-founder and CEO of Crowdcentric Media and Founder of Social Media Week join us to share his thoughts on what everyone in B2B marketing loves- data while also sharing his thoughts on trending B2B marketing strategies. 
October 29, 2019
Ep 59 | Tips to Harness Data for Better Marketing ROI with Patrick Pitre, Data Management & Business Intelligence at IBM
In today’s data driven marketing and sales environment, we all know how crucial it is to simplify data and make it easier to use in order to fuel better marketing and sales results. In this episode we have Patrick Pitre of IBM join us to share tips on harnessing data for better ROI. 
October 29, 2019
EP 58 | CDPs, DMPs and A Quick Rapid Fire with Abhi Yadav, CEO & Founder at Zylotech
In this episode of Sunny Side Up, we welcome Abhi Yadav, Founder and CEO of Zylotech, a self-learning Customer Data Platform. As an Entrepreneur and Technologist, Abhi is known to be passionate about AI/ML and loves to solve problems and build products that sit at the intersection of data, decision-making, and marketing. He has worked with several enterprise brands across the retail, technology and financial industries. In this episode, Abhi and our CEO Meetul Shah have a quick debate on CDPs and DMPs and the future of these technologies in a typical B2B marketing stack.
October 25, 2019
Ep 57 | Tackling B2B Content Marketing Challenges with Michael Brenner, CEO, Marketing Insider Group
We all know how content is key or rather, as you’ve often heard it being said – content is king to any B2B marketing strategy. And that’s why we have Michael Brenner, CEO of Marketing Insider Group, join us on this episode of Sunny Side Up. At Marketing Insider Group, Michael has worked with over 75 brands to build out effective content marketing and employee activation programs. Michael has been recognized as a Forbes top CMO influencer, a Top Business Keynote Speaker by the Huffington Post and a Top Motivational Speaker by Entrepreneur Magazine and it’s a pleasure to host him on our podcast! 
October 17, 2019
Ep 56 | Partner Relationship Management for B2B Companies with Mark Rogers, Chief Revenue Officer at Impartner Software
Mark Rogers, Chief Revenue Officer at Impartner Software, a leading SaaS-based Partner Relationship Management solution joins us in this episode to share his thoughts on the evolution of the SaaS marketplace while also throwing light on proven tips and strategies that can optimize B2B Partner Relationship Management and go-to market strategies.
October 15, 2019
Ep 55 | An ABM Primer with Masha Finkelstein, Martech Innovation and Best Practices at Intuit
On this episode of Sunny Side Up, (a podcast hosted by DemandMatrix), we have Account-based Marketing expert Masha Finkelstein join us to discuss – well – everything ABM under the sun!  Masha led Growth Marketing at Google Cloud until recently and then moved over to Intuit as Marketing Technology Innovation and Best Practices at Intuit. She shares her expertise when it comes to designing, implementing and optimizing an ABM campaign with us in this episode.
October 10, 2019
Ep 54 | The Future of B2B Channel Marketing with Jay McBain, Principal Analyst of Global Channels at Forrester
Jay McBain, Principal Analyst of Global Channels at Forrester joined us on the Sunny Side Up podcast hosted by DemandMatrix in this episode!  Jay leads Forrester's research and advisory for global channels, alliances, and partnerships. In this episode, our CEO Meetul Shah discuss the future of channel marketing within the B2B and Tech marketing domain with Jay , given his extensive background in channel leadership, sales, marketing, and operations, …so well, there’s lots to uncover and learn from this conversation!
October 7, 2019
Ep 53 | The Future of Technology and Mankind: A conversation with Tech Entrepreneur- Atul Jalan
Atul Jalan, the founder and CEO of leading B2C Customer Data Platform Manthan discusses the future of tech and its impact on mankind in this interesting conversation.  About Atul Atul is a serial tech entrepreneur and founder of Manthan, a platform that offers artificial intelligence (AI) and analytics as a service. Before Manthan, Atul ran three ventures. Atul is also the author of the book Where Will Man Take Us? About Manthan Manthan offers a portfolio of analytics-enabled business applications, advanced analytics platforms and solutions that are developed to help users across industries walk the complete data-to-result path – analyze, take guided decisions and execute these decisions real-time. Key takeaways from the episode 1. “A blog on how data and data analytics will be the last frontier in computing resulted in the idea behind Manthan.” 2. “Everything is data today, we try to solve consumer focused business problems (B2C) and the journey is amazing. This is the time to be doing all of this.” 3. “Today’s consumer is a newly empowered customer and it takes a deeper understanding to give them what they need and want. “ 4. “The problem with today’s consumer is that they are already intelligent and knowledgeable. You have to be authentic with them.” 5. “To my mind, to address key objectives of customer experience and to provide a very individualized customer experience is integral.” 6. “It is important to avoid taking shortcuts while planning and implementing a CDP solution or any other tech solution that breaks down data and analytics.” 7. “Using your marketing automation and infusing it with more intelligent marketing communication will drive results and personalization.” 8. “Always remember, Technology is not just for marketing or for a specific purpose anymore! It’s everywhere and we use it all the time, for everything – to improve our lives and make it more convenient.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
September 23, 2019
Ep 52 | B2B Data Storytelling and Data Literacy with Spencer E. Sobczak, Enterprise Account Executive at Theia
Spencer talks about the need for better data storytelling and data literacy within the B2B marketplace in this episode.
September 18, 2019
Ep 51 | B2B Sales, SalesTech and Sales Tips with Brandon Bornancin, CEO at
Serial Salesperson, 3x Multi-Million Dollar Entrepreneur, Author, INVESTOR and expert speaker on sales, marketing and entrepreneurship- Brandon Bornancin joins us on the Sunny Side Up podcast by DemandMatrix to discuss B2B Sales techniques that make a difference! About Brandon Brandon Bornancin is the founder and CEO of SeamlessAi and is known to be a sales obsessed entrepreneur, leader, author & investor! About Seamless.Ai SeamlessAi was started by Brandon Bornancin and a group of award-winning entrepreneurs who are working to disrupt the B2B Sales industry. Key takeaways from the episode “I built Seamless.Ai because I needed to sell faster!” “Seamless.Ai helped me make over 7 figures in sales in a year! And I wanted to help the industry do the same!” “Over a course of a decade I wrote thousands of sales scripts through my roles at IBM and Google. And I always felt, if I don’t let the industry see this or help them lift their sales with this, its not worth it.” “Thousands of SaaS companies have the right software perhaps, but their Sales won’t know what to say and they won’t know how to sell to let’s say thousand people per day!” “My company almost went bankrupt three times! But that led to a new learning curve.” “The first 3-5 years are usually startup hell, but after that, it is all experimentation and expansion. I’m on a mission to build a million dollar company even if it means losing everything I own.” “Pick a niche to get rich when you sell in B2B! Don’t sell to too many people. Sell one thing to one person in an industry at a time.” “Go laser-specific when you need to target or sell something to someone. Write all your sales cold scripts and pitches, ads and case studies aligned to that one persona at a time.” “Persona based outreach will always cut through the noise faster.” “Messaging based on one persona will ensure your audience reacts to you and engages with you more!” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
September 13, 2019
Ep 50 | Adding Hire Power to your Tech Marketing team: In conversation with Rick Girard
Rick Girard, the Host of the Hire Power Radio show who is also the CEO of Stride Search Inc, (an agency focused on disrupting the Recruiting & Talent Acquisition space) shares interesting hiring tips to help you transform how you hire and shape your Marketing and Sales teams. About Rick Rick is a Talent Acquisition Leader and serves as the CEO of Stride Search. He is also the host of the Hire Power Radio show. About Stride Search Stride Search is on a mission to help startups gain a competitive advantage by formalizing a process to maximize candidate hiring and engagement. Key takeaways from the episode “When it comes to candidate engagement: it’s all about treating people the way they’d like to be treated.” “There’s not enough care and thought that’s put into building an interview process and understanding what it is that your company needs.” “People don’t really know how to interview for a cultural fit, but they know how to interview to identify skills.” “I’m a big believer of hire for culture first and skills second, because skills can be learnt. But you need the people with the right attitude.” “This is especially important for a small set-up or culture.” “As a culture, you want to be able to offer upskilling and augmenting options to your candidates and team. You need to be career-minded of the people you do have.” “When you bring in someone better, they help elevate the success of the entire company.” “You should always be talking to your people to understand what they want and where they want to be fit.” “It is important to try and provide something more than just monetary benefits.” “There’s still talent shortage and you need to go out and be pro active to find the right people.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
September 9, 2019
Ep 49 | CRM Best Practices for B2B Marketing Teams with Jon Ferrara, Founder and CEO at Nimble
Jon Ferrara, the pioneer and creator of #CRM solutions and Founder/CEO of Nimble LLC a social CRM service for small businesses joins us on Sunny Side Up to discuss the future of Customer Relationship Management within the B2B segment.  About Jon Jon is a tech entrepreneur best known as the co-founder of Goldmine Software Corp. He is the founder of Nimble which is also his most recent venture. About Nimble Nimble is a smart CRM that works directly inside your Office 365 or G Suite inbox. Top takeaways from the episode “I think my passion was inspired by my youth because our president decided to spend trillions of dollars to send men to the moon and as a young boy growing up watching the Mercury Gemini and Apollo programs do what they did, I wanted to be like that and I saw that the emergence of microcomputers was a way for me to tap into that technical side.” “I believe people sell what they know and they know what they use.” “The way that you build a brand is- you need to tell stories and get people to tell those stories because it’s more powerful when other people talk about you than when you talk about you.” “So the marketing technology stack if you will has to include at its basics some type of marketing automation system that helps you to do lead qualification and you can think of that as the bomber flying over the battlefield that drops bombs to soften up the battlefield, but to win a war you’ve got to put boots on the ground!” “But the thing is that there’s two hundred twenty five million global businesses, less than 1 percent use any CRM. So what does that tell us? That tells us that CRM systems don’t really serve the masses.” “I share content on Twitter Facebook and LinkedIn thought leadership materials on social sales and marketing. And then I listen and engage in order to connect those conversations into mutually beneficial relationships.” “The more digital we get the more human we need to be.  We need to take digital conversations face to face.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
September 4, 2019
Ep 48 | Tech Entrepreneurial Tips and the Future of the SaaS Marketplace with Nick Bonfoglio, Founder and CEO at Syncari
Nick Bonfoglio, CEO and Founder of Data Management Platform- Syncari and Former founding CEO of Aptrinsic shares interesting entrepreneurial learnings and takeaways while also discussing his thoughts on the future of the DaaS/SaaS marketplace.  About Nick Prior to starting Syncari and Aptrinsic, Nick was the EVP of Global Products at Marketo where he was responsible for product, engineering, cloud operations, technical support, and security services. Nick has over 25 years of experience working in product development, technology and customer service. About Syncari Syncari is a new Data Management Platform currently in stealth mode. Top ten takeaways from the episode “The trick as an entrepreneur is knowing when to dive deeply into the business during various stages of growth.” “I love to build products that move the needle for users. That’s why I’m an entrepreneur today.” “I really want to build a big successful, public company” “We are nearing a stage in SaaS where features and products are emerging and evolving all the time” “There’s a huge problem in businesses when it comes to data quality and data management, an average company will have 100,000 records but will spend 4M dollars on data quality issues! We want to fix these issues.” “Data quality when you’re doing a Marketing campaign is absolutely critical.” “Marketing teams are once again going through a transformation. Nothing is working like before, I see more multimedia and targeted outbound and Relationship Management becoming more important. At Marketo we called this hyper-personalization with an Account-based focus.” “Data quality and Data Relevancy and Data Consistency is just immensely critical to ensure people are attacking the right things.” “As a new entrepreneur to go slow and make sure that there is an adequate product-market fit is key to driving goals.” “I would resist the urge to raise a lot of money right in the beginning.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
August 29, 2019
Ep 47 | Customer Experience Tips to enable a better B2B journey with Carlos Hidalgo, Founder and CEO of VisumCX
Carlos Hidalgo, the author of Driving Demand (2015) and The UnAmerican Dream (2019) and Founder/CEO of Customer Experience agency VisumCX speaks to us today to talk about his journey, his books and how marketing and sales teams can enable better B2B customer experiences.  About Carlos Hidalgo: Carlos is a 25-year business veteran who has held several corporate roles, started his own entrepreneurial ventures and served in non-profits. Carlos is a keynote speaker who regularly discusses topics on marketing, business leadership, B2B customer experiences. About VisumCX: VisumCX is an agency that is focused on working with mid-market companies to enable and deliver better customer experiences. Top ten takeaways from the episode: “My book The UnAmerican Dream is about this hustle that everyone is all about today. It talks about the balance we need between our professional and personal lives.” “There’s a clear difference between customer service and customer experience. Often times , companies can provide stellar customer service because of a bad customer experience.” “Organizations confuse the two, they often feel that because they provide a good customer service, it takes care of the customer experience aspect.” “Customer experience starts long before anybody buys anything.” “If a customer has a bad experience when on the website or when looking for product information, that’s already impacted their perception of your brand!” “It is important to look at the full buying journey to create a better customer experience.” “A good CX starts with a good employee experience as a base. It is important to work up from that level, to understand the mission of the company and the experience that the company wants the customer to feel.” “There’s now a California Gold Rush in the B2B marketing segment- with too much martech! Companies are buying into martech without a clear vision of what they want the tools to do or without a clear understanding of how to fully optimize value from them.” “It is crucial for teams to define their strategy before investing in martech or any tech.” “The fact that people are paying more attention to data and they are looking more at what they can do with it also helps plan interactions with the customer the way they want – thereby creating a better overall customer experience.” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
August 27, 2019
Ep 46 | Account Management Tips to Boost B2B results with Julien Thuy, Enterprise Relationship Manager at Glassdoor
Julien Thuy who is an Enterprise Relationship Manager at Glassdoor (UK) shares interesting tips on Account Management and B2B Enterprise Relationship Management to help boost your end results.  About Julien Julien is a seasoned Enterprise Relationship Manager and Account Manager who has worked with leading companies like Blue Jeans Network in the past. About Glassdoor Glassdoor is one of the world’s largest job and recruiting sites. Their mission is to help people find a job and a company they love. Glassdoor pairs the latest job listings with information from employees on what it’s like to work at a company, such as company reviews and salary details. Glassdoor helps employers recruit and hire quality talent. Top ten takeaways from the episode: 1. “Finding new strategies for business is always a crucial part of everyday for me!” 2. “Users come to Glassdoor because we have a network of high quality users and employees.” 3. “I like to meet with the right people in a company and find out why they would need a solution like ours before I start a Sales conversation.” 4. “Knowing your customers like the KYC process in the banking industry can actually be useful in B2B!” 5. “You can’t have the same material sent to everyone. Having the right message for the right person is easy to do when you build a good business/enterprise relationship. For this to happen, you need to have the right mindset and not be just a random sales guy!” 6. “Try to think of Account Management as treating your clients like you treat your colleagues!” 7. “I like to build Enterprise Relationships with this in mind: partnering together to achieve goals together.” 8. “You have to have regular reviews to understand changing customer behavior to understand when is the right time to upsell/cross-sell something.” 9. “By talking to clients and partners regularly, it is easier to build a relation and identify upselling/cross-selling triggers.” 10. “Ask the right questions to get the right results!” About the podcast Sunny Side Up is a series of 15-minute podcasts. Leaders and innovators share what they’ve learned in the B2B tech sector on topics related to marketing, product management, sales, and leadership.
August 23, 2019