GTM 87: The Future of Media and Marketing with Anthony Kennada

The GTM Podcast

Prior to founding AudiencePlus, Anthony Kennada served as the CMO of incredible companies like Hopin and Front. He was the founding CMO of Gainsight where he and his team are credited with creating the Customer Success category -- a novel business imperative, profession and software category that helps subscription companies grow sustainably by becoming customer obsessed. By focusing on human first community building, content marketing, live events and creative activations, they developed a new playbook for B2B marketing that built the Gainsight brand and fueled the company’s growth from $0 to $100M+ ARR, and eventual acquisition by Vista Equity at a $1.1B valuation.

Discussed in this Episode:

• Owned media is a crucial component of go-to-market strategies, allowing companies to build direct relationships with their audience.
• Transitioning from a product-first approach to a distribution-first approach can lead to more effective marketing and audience building.
• The future of media lies in guided journeys and providing value to networks through relevant and personalized content.
• Building an audience and collecting subscribers can lead to higher conversion rates and provide valuable first-party data for better attribution.
• It is important to connect brand messaging to the software or product being offered to ensure a cohesive and effective marketing strategy.

Highlights:
(02:58) The Gainsight story: Creating a category and building a brand.
(05:46) The power of owned media in B2B marketing.
(17:51) The evolution of media: from content to software.
(20:41) The challenge of measuring media's impact on revenue.
(27:08) Learning from Gainsight: Successes and missteps.
(38:12) One thing revenue leaders believe to be true that Anthony thinks is bull$***.
(41:00) One thing that is working for Anthony in go-to-market right now.

Guest Speaker Links (Anthony Kennada):
LinkedIn: www.linkedin.com/in/akennada/
Host Speaker Links (Scott Barker):
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/
Sponsor:

• Brought to you by Pocus. Pocus turns data into revenue. Combine all product usage and intent signals your team needs to prioritize the best opportunities and take quick action. Pocus helps you build pipeline based on real buying signals, not your team’s best guess (whether it’s landing new logos or expanding existing ones). With Pocus, go-to-market teams at Asana, Canva, Miro, and Loom save 10+ hours a week digging through data to find and close deals with confidence. Create focus for your team with Pocus - see it in action by requesting a demo Pocus dot com slash demo.
• Brought to you by Synch. Synch is a single platform for all of your Sales & Sales Ops tooling. From using natural language to build dashboards that will make your RevOps lead jealous, to getting forecasting, pipeline management, and lead routing from a single vendor, Synch allows you to spend more time driving the business forward. For more information, head over to withsynch.com.

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.