Marketing, strategy, and leadership notes from inside a startup marketing team. Join me for the occasional episode where I share what I'm sharing with my marketing team at Buffer. I'll talk some about marketing strategy, channel strategy, content marketing, social media marketing, people management, hiring, team-building, and more.
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You’re listening to the Street Pricing podcast - The only show where proven SaaS leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Enjoy, subscribe, and tell a friend. Now, let’s break it down with your host and sought-after slayer of bad pricing, Marcos Rivera.
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Get an inside look into how companies/individuals run early-stage marketing. Hosted by Madhav Bhandari, an experienced technology marketer who led several SaaS companies grow from $100k to $10M ARR. Follow our journey: https://earlystagemarketing.com/
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Re:Growth is the podcast for B2B marketers looking to level-up marketing strategies and grow in their careers. Each season dives deep into a specific theme. We’re talking to senior marketers from HubSpot, MOO, Slack, and more about laying the foundation for growth.
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1
How Stripe took a swipe at bundles | Annie Schmidt (Stripe)
38:02
38:02
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Today Marcos welcomes Annie Schmidt, Product Lead at Stripe, who shares her extensive experience balancing product development and pricing, particularly in her current role leading Stripe's terminal team. We start with a compelling rewind to Annie's days at MindBody, where she faced the challenges of implementing a price increase that initially did…
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1
Balancing Innovation and Client Needs | Kyle Westra (Maxar Intelligence)
41:16
41:16
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41:16
What if changing one simple metric could revolutionize your company's pricing strategy? Marcos is joined by Kyle Westra, Senior Director of Strategic Pricing at Maxar Technologies, who shares his expertise in pricing strategy spanning consulting, SaaS, and B2B technology. Kyle recounts transforming Bloomreach's pricing model from per page view to p…
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1
The Intersection of Brand and Pricing | Shannon Deep and Kevan Lee (Bonfire)
37:48
37:48
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37:48
Shannon Deep and Kevan Lee, co-founders of Bonfire, join me to share their journey of shaping brand perception and pricing strategies. Discover the delicate balance between brand storytelling and pricing as we highlight the importance of emotional resonance in buyer decisions. We tackle the complexities of establishing a brand that's human, democra…
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1
Confessions of a Price Guesser: Essential Tips for Entrepreneurs | Paul 'PJ' Jackson (GTM Coach, Mentor & Entrepreneur)
30:39
30:39
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30:39
Do you know what practical steps entrepreneurs can take to set and communicate the value of their services effectively? In this episode, I sit down with Paul ‘PJ’ Jackson, GTM Coach, Mentor and Entrepreneur, who shares captivating stories including one from his time at a major media company. PJ successfully monetized dormant assets by aligning 10 d…
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1
How the 20 year old startup got their groove back | Steve Hamrell (Call Box)
29:45
29:45
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29:45
Ever wonder what it takes to rework the pricing strategy of a seasoned company in the SaaS automotive space? Steve Hamrell from Callbox joins us to shed light on the transformation journey they embarked upon, confronting package inconsistencies and the pressing need for a pricing strategy revamp. Together, we peel back the layers of creating a pric…
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1
The Dirty Secret of Dynamic Pricing | James Martin (Rally Corp)
33:13
33:13
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33:13
Listen in as James Martin Sr., CEO of RallyCorp and an esteemed RevOps coach, joins me to unravel the complexities of tailoring pricing models to serve the unique needs of non-profits. James enlightens us with his experiences in identifying the perfect customer profile for his company and how this knowledge is pivotal in tackling their specific cha…
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1
Why Good Better Best Didn't Work...at First | Katie Wei (Cloudinary)
35:51
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Today we welcome extraordinary pricing strategist Katie Wei, Director of Pricing Strategy at Cloudinary. Starting from her early days in accounting and software, Katie reveals her journey into the intricate world of pricing strategy and her two-decade-strong passion for the field. She gives us a candid look into the art of handling pricing objectio…
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1
The Art of the Pivot: Why Freemium Failed | Rob Litterst (HubSpot, Pricing SaaS)
35:18
35:18
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35:18
Unlock the secrets to skyrocketing your SaaS business with pricing strategies from none other than Rob Litterst, the pricing prodigy with HubSpot roots and co-founder of Pricing SaaS. We get the scoop on how Rob transitioned from sales to becoming a strategy maestro at ProfitWell, and we explore the transformation from broad freemium offerings to c…
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1
When good bundles go bad (and how to fix them) | Cameron Barragan (Blue Star Innovations)
30:47
30:47
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30:47
Ever wondered how the leaders of the software world conjure up pricing strategies that turn pixels into profits? Cameron Barragan of BlueStar Innovation Partners joins us to share the secret sauce behind his SaaS success. Cameron highlights the fine art of crafting pricing models that resonate with customers and bolster the bottom line. From tackli…
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1
Mastering Consistency for Scalable Success | Karan Sood (Rakuten Kobo, Inc)
35:59
35:59
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35:59
Imagine navigating the complex terrain of pricing strategies with none other than Karan Sood of Rakuten Kobo, a virtuoso of sales operations. We peel back the layers of traditional cost-based models and reveal the intricate dance of value-driven pricing. As Karan recounts tales from his time in the automotive trenches, where static pricing was a mi…
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1
How we raised prices without pushback | Rob Merklinger (Influitive)
25:25
25:25
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25:25
Unlock the potential of customer engagement while avoiding the pitfalls of complex pricing models with Rob Merklinger, the CRO and SVP at Influitive. We unravel the sophisticated journey of pricing strategy revamps, providing you with the blueprint for aligning your price points with the perceived value to your customers. Our discussion is peppered…
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1
How to deliver value before your customer buys | Kyle Poyar (OpenView Partners)
38:42
38:42
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38:42
Today Kyle Poyer, operating partner at OpenView and a former pricing strategist at Simon Kutcher, shares his seasoned perspective on the SaaS pricing journey. As we walk through the evolution of pricing strategies, Kyle reveals the pivotal moments B2B software companies face as they transition from undervaluing their offerings to recognizing their …
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1
How we tripled our ASP by being proactive with pricing | Rohit Chhabra (W Energy, Omnigo)
31:08
31:08
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31:08
Have you ever felt tangled in the web of SaaS pricing strategies, wishing for a guiding light? Well, look no further, because Rohit Chhabra, Chief Product & Technology Officer at W Energy is here to unravel the complexities of SaaS monetization. In our conversation, we dissect the art of aligning pricing models with both product lifecycles and mark…
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1
How our low friction model increased growth by 10X | Kirsten Moorefield (Cloverleaf, TEDx Speaker)
34:36
34:36
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34:36
How do the wizards of SaaS concoct the perfect pricing and packaging solutions? Marcos Rivera sits down with Kirsten Moorfield, Cloverleaf's co-founder, to uncover the secrets behind formulating products that pack a punch. Journey through the labyrinth of setting and tweaking prices in a space where personal assessments morph into coaching gold. Ki…
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1
2024 Anti-Predictions with CEO Marcos Rivera | Street Pricing
9:55
9:55
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Brace yourselves for a unique perspective as we navigate through the sea of predictions circulating out there. Amidst the cacophony of forecasts for the upcoming year, this episode diverts our attention to what won’t unfold in 2024. This is not just about offering contrarian views; it’s about providing valuable insights for B2B SaaS leaders, the tr…
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1
How we drove more enterprise value with pricing | Christian Nimsky (Vehlo)
31:35
31:35
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31:35
Ever wondered why some SaaS companies soar with their pricing strategies while others nosedive? Christian Nimsky, SVP of Product at Vehlo, joins us to unravel the enigma. Christian dissects the critical misjudgments that can plague pricing models—think overlooked customer engagement and misinterpreted buying processes. We navigate through his treas…
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1
Keep your pricing from going stale with experimentation | Pricing I/O Team - A Holiday Huddle
34:57
34:57
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Today we're diving deep into the realm of SaaS street pricing strategies. We've assembled a powerhouse panel with Aaron, Amit, Emily, and Peter from Pricing I/O, bringing a wealth of knowledge from their combined experience in B2B SaaS consultations. We're unpacking the complex dance of pricing adjustments — the critical choreography of balancing v…
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1
How I cracked the code and doubled MRR | Bill Wilson (Pace Pricing, SaaS Academy)
30:44
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30:44
What if you had the power to steer customer behavior with effective pricing strategies? Join us as Bill Wilson, CEO of Pace Pricing, unveils the intricate world of SaaS pricing. We journey through his experiences and expertise in implementing pricing changes, the unique impact of entitlements, and the art of communicating pricing to customers. The …
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1
How I used mystery shopping to find out we were too cheap | Hamzah Hafesji (Advanced)
25:42
25:42
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25:42
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
Why we switched to usage based pricing | Alyssa Higgins (CipherHealth)
27:16
27:16
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27:16
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
Why free was too generous and how we solved it | Miguel Dergal (Canva, PayPal, Bill.com)
30:08
30:08
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30:08
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
Why we saw negative discounting when we switched to a platform play | Johnny Cheng (ClickUp, Marketo)
31:40
31:40
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31:40
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
How we went from data to discipline | Srinivas Somayajula (Tropic, Calendly)
28:41
28:41
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28:41
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
How I increased my ASP by 5x by attracting the right customer | Emeric Ernoult (AgoraPulse)
28:05
28:05
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28:05
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
What we did to move away from “One Size Fits None” to increase our ACV | Arnab Mishra (Xactly Corp)
32:14
32:14
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32:14
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
CEO, Author, Entrepreneur and Slayer of Bad Pricing | Marcos Rivera (Pricing I/O, Vista Equity)
38:42
38:42
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38:42
Welcome to Street Pricing, the only show where proven SaaS (Software as a Service) leaders share their mindset and mistakes in pricing so we can all stop guessing and start growing. Street Pricing is hosted by Pricing I/O CEO and Pricing Coach, Marcos Rivera, sought after slayer of bad pricing. With 20 years of pricing expertise, he has helped pric…
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1
EPISODE 50: How to become a mentor? (feat. Andrew Capland from Delivering Value)
48:00
48:00
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I had a wonderful chat with Andrew Capland (former Director @ Wistia) on his journey of becoming a full-time mentor. How it all started, his mentoring process, and why mentoring has been an incredible learning experience for him. You can reach Andrew on DeliveringValue.co 944 days. That's how long it took us to get to special episode number 50! It'…
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1
My first podcast interview on Hubstaff's revenue growth
43:14
43:14
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This is a clip from a podcast episode I did in 2016 - when Hubstaff had crossed $2M ARR. Today, Hubstaff is a leading time tracking software that's at $15M+ ARR. This episode highlights some of my key learnings during the early stages of a startup's life.
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1
How to stay level-headed in a leadership role?
23:40
23:40
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23:40
To be a great leader, focus on your mindset. In this episode, I talked about reframing your current thoughts by identifying common cognitive distortions.
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1
How to build a Substack business by monetising your content? (feat. Kevan Lee from Buffer, Oyster)
53:57
53:57
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What I absolutely love about Kevan is not just his illustrious career as a marketing lead, but the fact that he's constantly shared his learnings along the journey. A small part of that is his Substack newsletter which he's converted into a revenue-generating side hustle. In this episode, we dive deep into his Substack business.…
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1
Who is behind Remote Marketing Podcast? 👋
1:02:11
1:02:11
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Hi, I'm Madhav Bhandari. I started the Remote Marketing Podcast 2 years ago. In this episode, I shared my story and background. You can connect with me on LinkedIn You can join my bi-annual newsletter here If you're interested to consult with me, please email me on madhav [at] remotemarketing [dot] org You can read my blogs at remotemarketing.org a…
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1
Why it's so important to "get people on the phone"
12:51
12:51
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12:51
I had an insightful conversation with my CEO a couple of months ago and my notes from that call became this episode. Are you struggling with moving forward with a marketing initiative? Are you out of ideas for a new channel? Are you unclear about the way forward for a strategy? Happens to everybody. This episode is a reminder on why getting on the …
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1
How Corey built a tech business without writing a single line of code
50:53
50:53
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50:53
There are so many marketers that dream of becoming entrepreneurs someday but fall into the "I don't have a tech co-founder" or "struggle with monetisation" trap. A year after leaving his job at Baremetrics, Corey's built a tech business that makes $3k MRR without writing a single line of code. In this episode, Corey shares his learnings from his 1 …
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1
Scaling affiliate recruitment: Some ideas to get you started
18:28
18:28
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18:28
Affiliate recruitment is one of the two key pieces to make your program successful (the other one being optimizing the performance of existing affiliates). I've been tackling this piece for the last couple of months and spoke to a bunch of affiliate experts about this. In this episode, I'll share some ideas that you can implement TODAY to scale aff…
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1
Managing a large affiliate program: 10 learnings (feat. Saralyn Scherer)
46:32
46:32
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46:32
We had an insightful chat with LiquidWeb's Director of Affiliate Marketing about the ins and outs of managing a large affiliate program. Saralyn's been an affiliate marketer for almost a decade and she's worked with best of the best. We talked about building an affiliate marketing team, recruiting top 1% affiliates at scale and improving the perfor…
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How to recruit micro-influencers at scale to your affiliate program? (feat. Dustin Howes)
48:06
48:06
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48:06
We spoke with Dustin Howes (former affiliate lead @ WP Engine) on acquiring affiliates at scale. It's a well known fact that top 20% affiliates bring in 80% of customers. In this episode, we chat through Dustin's learnings on acquiring these top 20% affiliates at scale.
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1
How to reflect on 2020? (personally & professionally)
13:59
13:59
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I've been doing Year-in-Reviews for over 4 years now and they've proven much more effective to me than New Year Resolutions. This episode will give you a template to do your own Year-in-Review, irrespective of if you're an individual or a business. This is an encore episode first released in 2019. Also, here's my 2020 in review: https://madhavb.com…
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1
Scaling an affiliate program: Key learnings from Flexjobs ex-Director of Marketing
38:02
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38:02
I spoke with Michael Gutman who's an affiliate marketing consultant and former Director of Marketing at Flexjobs. In this episode, Michael reflected on his top learnings from growing Flexjobs popular affiliate program.
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1
How to write a remote job description that attracts high volume of candidates?
18:13
18:13
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18:13
In this episode, I shared how I write a remote job description, my method to find the right salary range for a role and shared our actual application process. This episode is great for anyone who's planning to hire for a new role or expanding their team.
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1
Why you need to start obsessing more over internal linking vs external linking (feat. Alex Birch)
47:58
47:58
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47:58
I started looking for a Head of SEO at Bonsai earlier this year and Alex Birch (today's guest) ended up being that person. We chatted about internal linking - why it's important, best practices, how to scale it, internal linking examples from famous companies (like Canva) that achieved hockey-stick growth doing it well. Tip - I was a big Wordpress …
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1
How to properly structure a performance-linked bonus?
14:31
14:31
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14:31
Bonuses are a great tool to create high performance teams. Bonuses also happen to be one of the most desired job perks for most remote workers. In this episode, I shared my top learnings from designing bonuses for my remote teammates.
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1
How Andrew Michael grew his podcast Churn.fm
46:09
46:09
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46:09
I chatted with Andrew about his journey with Churn.fm - how he started the podcast, operations behind every episode and how he manages to publish an episode every Wednesday without fail (despite having a full time job + family life + new startup). Insightful episode if you're thinking of building a podcast. Notes - https://remotemarketing.org/podca…
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1
How to find, hire and manage A+ writers? (feat. ChartMogul's blog editor)
40:02
40:02
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40:02
If you're a business that's investing deeply in SEO, managing a content team is a big part of it. I invited Ilia Markov to talk about building a team of writers and managing them based on his decade long experience as a blog editor.
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1
How to tackle remote work loneliness? (using David Burns's exercise)
13:24
13:24
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13:24
1/5 of remote workers are actively struggling with loneliness while working remotely. It's time to find a long term solution. Notes & spreadsheet link - https://remotemarketing.org/lonely-remote-worker/
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1
Learnings from searching for the *best* link-building agency
23:36
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23:36
I didn't want to do link-building in-house, so I started looking for a good, affordable & reliable link builder. This episode documents ALL my research. Full list of link-building services - https://remotemarketing.org/link-building-services/
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1
Marketing leadership lessons with Hotjar's ex-VP of Marketing (feat. Sançar Şahin)
42:15
42:15
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42:15
VP of Marketing at Hotjar (100% remote), Typeform, GetApp... the list is endless for Sançar. We chatted about the common issues that Heads of Marketing face - from managing expectations of CEOs to managing your marketing budget like an investment portfolio. Insightful conversation! Notes - https://remotemarketing.org/marketing-leader-traits/…
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1
How to manage a SEO budget? (feat. Steve Toth)
45:04
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45:04
Freshbooks has tripled their organic traffic in the last 18 months. So I invited Steve Toth (their ex-SEO manager) to understand how they manage their SEO budget. If SEO is a big growth channel for you, you'll find this episode insightful. Notes - https://remotemarketing.org/seo-budget/
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In this special episode, I got Rand Fishkin (founder of Sparktoro & Moz) to share his top learnings after completing two decades in marketing. We also geeked out on marketing flywheels. Notes - https://remotemarketing.org/marketing-flywheel/
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1
How to write an industry report & make it go viral?
28:44
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28:44
In this episode, I shared how to write an industry report, how to promote it and pros and cons of industry reports as part of your content marketing strategy. Some industry reports I've worked on in the last 3 years: https://blog.hubstaff.com/2017-freelancing-trends/ https://www.hellobonsai.com/covid-19-study https://open.buffer.com/state-remote-wo…
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1
How to coach new marketing hires remotely?
14:01
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14:01
In 2015, my biggest challenge while coaching new hires was when I had to re-answer the same questions again and again (esp. if it was a process-driven role). Add to that the challenges of coaching team members spread across timezones. This episode talks about how I fixed that and how to coach new remote hires today.…
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