Podcast Summary In this conversation with Simon Chuang, Director of Digital Marketing at Lacework, he talks about orchestrating and implementing high-quality lead-opportunity handoffs to drive efficiency and growth. Today, you’ll hear about Lacework’s process and execution, their lead opportunity quality feedback loop, how they systematize data col…

Podcast Summary In this conversation with Mark Huber, Head of Brand and Product Marketing at Metadata, he talks about use-case and persona-specific sequences. Today, you’ll hear about moving from generic to persona-specific sequences, how the results have changed over time, an exciting future development for Metadata, and an important lesson that M…

Podcast Summary In this conversation with Andy Mowat, Co-Founder of Gated, he talks about Gated’s demand efficiency levers. Today, you’ll hear about his approach to demand efficiency, the custom Chrome extension that they built, focusing on all the surfaces and experiences, and driving creativity. Prior to founding Gated, Andy served as the VP of G…

Podcast Summary In this conversation with Dan Frohnen, CMO at PicnicHealth, talks about Channel Mix. Today, you’ll hear about PicnicHealth’s channel mix, Dan’s approach to channel diversification, choosing when to invest in new channels, keeping teams organized and productive, and the most common pitfalls. Prior to joining PicnicHealth, Dan served …

In this conversation with Latané Conant, CMO at 6sense, she talks about doing account-based marketing right. Today, you’ll hear about making demand centers more efficient, team structures at 6sense, ensuring an accurate source of truth, Latané’s most-used platforms, and the importance of saying ‘no’. As CMO of 6sense, Latané is passionate about emp…

Podcast In this conversation with Prachi Gore, VP of Marketing at Checkr, Inc, she talks about marketing and experimentation. Today, you’ll hear about Checkr’s lifecycle marketing, experimentation, how Checkr is set up for success, knowledge sharing, and some exciting areas of opportunity for the year ahead. Prachi Gore is an accomplished marketing…

Podcast Summary In this conversation with Ryan Narod, Head of Marketing at Mutiny, he talks about revenue orchestration. Today, you’ll hear about the strategies and tactics Ryan has used, orchestrating team structures, keeping the teams in sync, running regular experiments, approaching measurement, and what Ryan would’ve done differently. Prior to …

Podcast Summary In this conversation with Isaac Ware, Director of Demand Generation at UserGems, he talks about messaging. Today, you’ll hear about how UserGems prioritizes messaging, the transition into data-driven messaging, testing the evolution of their messaging, and Isaac’s three most essential pieces of tech. Prior to joining UserGems, Isaac…

Podcast Summary In this conversation with Seiyonne Suriyakumar, Head of Marketing at Superhuman, he talks about customer focus and growth. Today, you’ll hear about how Superhuman has operationalized customer focus, shifting to remote-first, their growth mechanisms, and the common things that traditional B2B’s get wrong with customer focus. Prior to…

Podcast Summary In this conversation with Sydney Sloan, Executive-in-Residence at Scale Venture Partners, she talks about ad program sophistication. Today, you’ll hear about stage-appropriate sophistication, leveraging technology and tools, some of the most common timing mistakes, and the impacts of reaching certain levels of sophistication. Prior …

Podcast Summary In this conversation with Shane Murphy-Reuter, CMO at Webflow, he talks about sales and marketing alignment. Today, you’ll hear about how Shane drives sales and marketing alignment, their campaign briefings, the importance of obsessing over little details, and the demand efficiency survey. Shane also serves as advisor for Motion (Cr…

Podcast Summary In this conversation with Chris Koehler, CMO at Box, he talks about the sales and nurture programs at Box. Today, you’ll hear about Chris’s early priorities, how the teams at Box have been organized, applying Box’s learnings at product-led organizations, and how Chris stack ranks all the pieces within nurture. Prior to joining Box, …

Podcast Summary In this conversation with Eli Rubel, CEO at Matter Made, he talks about the rebranding of the Best in Saas Podcast to Demand Efficiency. Today, you’ll hear about the podcast’s new direction and focus. With over 15 years of marketing experience, Eli has served as a marketing advisor for companies like Dropbox, Hopin, G2, Calm for Bus…

In this conversation with Matt Young, CEO at UserVoice, he talks about retention and product. Today, you’ll hear about finding the a-ha moment, the customer journey, Matt’s top of mind thoughts around retention and product, the greater noise-to-signal in the industry today, the main problems Matt sees in companies doing user research, when and how …

In this conversation with Will Hicklen, Chief Growth Officer of EasyWorkForce, he talks about growth. Today, you’ll hear about the evolving Chief Growth Officer role, Will’s key principles, things that get Will excited about EasyWorkForce, emerging people marketplaces, and the ways that Will keeps himself sane and energized. Will is a strategic gro…

In this conversation with Andrew Hahn, Advisor at Savor Lining, he talks about growth, marketing, and sales. Hear about Andrew’s thoughts on the marriage of sales and marketing, his sales methodology, the most common cracks in sales, and failures that lead to growth. Episode Outline [01:03] Introducing Andrew [03:50] MQL’s are bullsh*t [05:40] Andr…

In this conversation with Kevin Marasco, CMO at Zenefits, he talks about growth and marketing. Hear about Zenefits’ pivot into a PLG motion, demand gen and organic channels, how Kevin shows up as his best self, and building a culture of experimentation. Episode Outline [01:39] The Zenefits journey [05:19] The opportunity for a PLG motion [09:29] De…

In this conversation with Rashmi Gopinath, General Partner at B Capital Group, she talks about enterprise software trends and industry benchmarks. Hear about some of the metrics that are dipping, the companies that are transitioning from traditional sales to a sales-assist motion, and how Rashmi keeps herself engaged in the industry. Episode Outlin…

Episode Outline [01:26] Chris’s background [03:23] Thinking through customer journey [05:19] Chris’s tactical tool chest [07:35] What’s happening to events? [12:32] Shifting to sales-assist and PLG [15:56] Chris’s influential people [18:45] How does Chris keep his head clear? Connect with Chris LinkedIn Website Connect with Matter Made Website Link…

Episode Outline [01:26] About Formstack [02:17] The first M&A [04:33] Four more times [07:14] Venture funding [11:00] Chris’s lessons learned [12:31] Chris’s influential people Connect with Chris LinkedIn WebsiteBy Elias Rubel

Episode Outline [01:36] Naman’s background [04:53] Interesting use cases of Zeplin [07:11] Communicating Zeplin’s value [10:57] Building early revenue teams [15:54] Some unexpected challenges [18:16] Naman’s influential people [23:48] What does Naman do for fun? Naman’s Inspirations Yamini Rangan Sara Varni Connect with Naman LinkedIn Twitter Websi…

Episode Outline [01:21] Rich’s background [03:35] Lessons and strategies [05:34] Approaching conversations and measuring success [08:54] Grain [11:44] Testing and hiring [12:46] Interesting and new things that Rich wants to tinker with [16:53] Know your fundamentals [21:21] Rich’s influential people Rich’s Inspirations Jeff Wiss Zack Urlocker Rich’…

Episode Outline [01:09] G’s background [01:36] Mashup between Economic Market Dynamics and low-cost CAC strategies [07:00] G’s favorite examples of growth hacking [14:26] What questions should listeners ask themselves? [15:36] How does G stay sharp? [20:42] G’s influential people G’s Inspirations Brian Balfour Andrew Chen Darius Contractor Elena Ve…

Episode Outline [01:42] The shift from single-market to multi-market [04:36] The Miley moment [10:50] Setting a brand vision well into the future [13:10] What keeps Shane up at night? [17:20] Shane’s inspiring people [18:59] How does Shane stay balanced? Shane’s Inspirations Mark Watts Jones Karen Peacock Scott Gifis Suresh Khanna Connect with Shan…

Episode Outline [01:26] Getting back to the new normal [05:33] Amy’s advice to her younger self [13:19] Shifting perspectives [16:00] How does Amy stay fresh? [20:43] Amy’s influential people Amy’s Inspirations Jen Tritz Eric Lee Tim Connors Connect with Amy LinkedIn WebsiteBy Elias Rubel

Podcast Summary In this conversation with Paramita Bhattacharya, CMO of Blurb, she talks about her career roles at various organisations, being named one of the Top 40 Women Leaders in SaaS, and how she keeps herself sane outside of her work. Hear about how she prioritizes team building, how her background affects her work, and get her advice to he…

Episode Outline [01:26] Getting into category creation [02:50] The Uberflip timeline [05:22] Content marketing in 2012 [10:10] Other category names in the running [13:23] The early list of must-have next steps [16:26] The Uberflip Experience [20:28] Looking to the future [24:19] Inspiring people Randy’s Inspirations Peter Cresha Mark McCloud Jay Ba…

Episode Outline [01:50] Product marketing [04:33] Avoiding the product marketing pitfall [10:10] The quality of product marketing for trial-led sales assist companies [13:27] Sam’s advice for young companies [16:32] How does Sam maintain a life balance? [20:09] Inspiring people Sam’s Inspirations People who are designing the life they love. Connect…

Episode Outline [01:04] Seema’s story [07:30] Developer marketing [13:18] Seema’s tool box of strategies [16:18] Unpacking DE&I [20:29] Seema’s advice [22:17] How does Seema find her balance? Connect with Seema LinkedIn Twitter WebsiteBy Elias Rubel

Episode Outline [01:25] Managing expectations [03:09] Hopin’s numbers [07:41] Capturing the opportunity [11:31] The challenges of fast, effective growth [14:07] Where is the market going? [18:10] Anthony’s health [22:08] How does Anthony unwind? [25:28] Inspiring people Anthony’s Inspirations Nick Mehta Connect with Anthony LinkedIn Twitter Website…

Episode Outline [01:04] How Greg got to where he is today [03:20] The CEO whisperer [05:51] Pivotal career moments [08:26] Recurring themes [11:25] Why some companies fail to implement [13:50] Greg’s frequent rants [17:09] Greg’s advice [20:10] How does Greg unwind? [21:44] Mentors and inspiring people Greg’s Inspirations Greg’s dad and wife Everyo…

Episode Outline [00:23] Johanna’s background [03:10] The perfect plan that had to change [04:36] Building conviction quickly while testing [05:44] Organizing a globally-distributed team for success [06:46] Approaching the bigger picture [13:45] Solidifying a plan and budget for 2021 with all the unknowns [16:35] How has Johanna adapted her leadersh…

Episode Outline [00:33] Women in Revenue [03:43] Blending the Analytical and Creative sides of marketing [07:16] Emphasising skillsets in the marketing mix [08:46] How has the marketing mix changed recently? [10:27] Running into challenges convincing executives [12:14] Changing cadences [15:12] Planning and budgeting with variable data [19:11] What…

Episode Outline [00:23] Nicolas’s background [06:26] Approaching go-to-market with Chili Piper and KosmoTime [10:42] Missteps and mistakes along the way [15:12] Being remote before remote was cool, and decision memos [22:46] The next big thing for Nicolas [25:46] Mentors and inspiring people Nicolas’s Inspirations Steve Jurvetson Steve Jobs John Sc…

Episode Outline [00:24] Catalyst for formalizing RevOps [02:41] Figuring out the need to prioritise RevOps [04:16] What does RevOps seem to you? (Clear your misunderstanding about RevOps) [05:28] A methodology to success! [10:10] When things don't go according to the plan…… [12:54] The tension between sales and marketing [13:52] Overanalysing v/s e…

Episode Timeline: 1:07 What’s top of mind for Dayna today? 2:59 Has Dayna had to adapt her leadership style through this? 3:58 Significant changes that Dayna had to make 4:37 How Dayna manages Zoom fatigue right now 8:13 How Dayna’s leadership style has changed 14:33 Dayna’s favorite campaigns 18:43 Things that don’t go as Dayna envisioned but she …

Episode outline: 00:34 What does Skilljar do? 01:56 How skills have evolved over time and how Sandi has evolved as an engineer leading a company as CEO 07:45 The moment Sandi decided to pull back and bring in leadership, sales and marketing 10:55 Can Sandi pack them to revenue or is it some other qualitative factor? 16:58 What would Sandi avoid, wh…

Episode Outline: 2:11 PeakSpan’s product market fit definition 3:50 Patterns of success growth and failures, on Matt’s perspective 7:50 Preferred industries based on how things play out 13:50 Talks about the whitespaces in tech or sales that is yet to see a company enter 16:33 Influences that helped shape Matt’s path and continue to inspire 18:52 M…

Episode outline [01:12] Introducing Carolina [03:10] The most common mistakes Carolina sees companies making across the portfolio and advice she gives her clients [06:16] The process for European companies that wish to expand into the United States [07:40] How Carolina prioritizes hiring and hiring patterns in the United States versus Europe [10:00…

Episode outline [01:15] Latane’s background [02:44] How Latane decides when to share her ideas [05:37] “When you say yes to something, you say no to something else”: How Latane decides what to work on [08:53] “You have to earn the right to go big” [11:38] The importance of diversity and market representation on boards [16:28] What Latane is current…

Episode outline [01:18] Kirti’s background [01:45] How Kirti developed work-life balance [06:13] What Kirti learned from her consulting career and how she uses these lessons today [10:35] Good habits that will positively impact your work [12:32] How others respond to Kirti’s views on work-life balance [13:13] 3 of Bugnsag’s best campaigns during th…

Episode outline [01:30] Daniel’s background [03:39] How Daniel started out at Sendoso and what attracted him to the company [04:50] How Sendoso adapted their business strategy in response to the COVID-19 pandemic [06:48] The three most effective ways Sendoso engaged their customers during the pandemic [08:22] How Daniel approaches the challenge of …

Episode outline [01:09] Matt Singer’s background [02:12] What it was like for Matt to transition to marketing to government and what makes it exciting [04:44] How Matt responds to change and the importance of building and tracking brand awareness [09:03] What it’s like to get to work with such prominent board members and some questions that have co…

Kevin Dorsey, better known as KD is the VP of Inside Sales at Patient Pop inc. Kevin has built numerous teams from 0-150+ reps and revenues from 0-$750M (and counting). He’s a mentor and consultant for early, mid, and late-stage SaaS companies across the globeBy Elias Rubel

Episode Outline [02:00] Kerry’s background [04:20] How Kerry has overcome challenges and made her company stand out [08:05] How Kerry pivoted during the COVID-19 pandemic [12:20] Kerry’s approach to changes in buyer behavior and identifying profitable markets [15:10] The importance of having a marketing tech stack and what Kerry has in her marketin…

Episode Outline [00:25] Why you need to be familiar with Product Led Growth [03:00] How Brian organizes funnels at InVision [05:20] The importance of harmonizing messaging in improving the user experience [06:00] How to create a culture of revenue [12:50] Brian’s thoughts on unification of sales and marketing [17:50] How to influence existing custo…

Episode Outline [00:44] How and why Vivek founded QuestionPro with no venture capital [03:59] Vivek’s decision making factors when it comes to his company [07:40] How Vivek succeeded in secondary markets and made the decision to pursue them [10:05] How to identify when an investment is paying off [13:00] How Vivek approached his business endeavors …

Episode Outline [00:50] Romi’s shift from Microsoft to the startup space [02:04] The transferable skills Romi gained from Microsoft and what he had to learn and unlearn [04:23] Where Romi is at in his current company [06:20] Why Romi’s company split off from their parent company to become an independent entity [07:35] Romi’s growth thesis and how h…

Episode Outline [00:45] Geoff’s background [02:30] How Geoff grew SEO from zero to $300 million at Overstock.com [04:18] The series of pivots that led to the idea for Huckabuy [06:38] How to know when you have product/market fit and are ready to expand [07:55] Mistakes Geoff made in his career that ultimately led to valuable lessons [11:15] When an…

Episode Outline [01:22] The importance of manufacturing your own luck [07:25] How leaders can ramp and grow teams [12:25] The state of LATAM for Hubspot today [14:50] How companies can expand into emerging markets and what mistakes to avoid [24:05] Paul’s inspirations Paul’s Inspirations Brian Halligan Mark Roberge Peter Caputa Jeetu Mahtani Connec…