Best in SaaS

Podcast SummaryIn this conversation with Simon Chuang, Director of Digital Marketing at Lacework, he talks about orchestrating and implementing high-quality lead-opportunity handoffs to drive efficiency and growth.Today, you'll hear about Lacework's process and execution, their lead opportunity quality feedback loop, how they systematize data collection further down the funnel, the things that Simon would've done differently a year ago, and the exciting next frontier.Prior to joining Lacework, Simon served as the Manager of Digital Marketing and Web Strategy at Lam Research, Senior Marketing Manager at Revvo, and as Senior Digital Marketing Manager at Druva.Episode Outline[02:54] Lead opportunity quality feedback at Lacework.[05:00] The process and execution.[09:58] Systematizing data collection.[11:56] What Simon would've done differently.[14:20] What's the next frontier? Connect with SimonWebsite.LinkedIn. Connect with Matter MadeMatter Made.LinkedIn (Eli).

Podcast SummaryIn this conversation with Mark Huber, Head of Brand and Product Marketing at Metadata, he talks about use-case and persona-specific sequences. Today, you'll hear about moving from generic to persona-specific sequences, how the results have changed over time, an exciting future development for Metadata, and an important lesson that Mark has learned.Prior to joining Metadata, Mark served as Senior Manager of Marketing Operations at Uptake and Director of Demand Generation at Fast Radius. He currently serves as the host of the Demand Gen U Podcast, an advisor for Gated and Navattic, and as Marketing Director for Have Dreams. Mark holds a BSc in Marketing from the Indiana University Kelley School of Business.Episode Outline[05:34] Persona-specific sequences.[06:46] From generic sequences to persona-specific sequences.[09:57] How the results have changed.[12:12] What's coming up for Metadata?[13:40] A lesson learned.[16:35] The selling motion.Connect with MarkWebsite.LinkedIn.Connect with Matter MadeMatter Made.LinkedIn (Eli)

Podcast SummaryIn this conversation with Andy Mowat, Co-Founder of Gated, he talks about Gated's demand efficiency levers. Today, you'll hear about his approach to demand efficiency, the custom Chrome extension that they built, focusing on all the surfaces and experiences, and driving creativity. Prior to founding Gated, Andy served as the VP of GTM Operations and Growth Marketing at Culture Amp, the Senior Director of Customer Success Operations at Box, the VP of Business Operations at Upwork, and COO at Prialto.Episode Outline[02:43] What is Gated? [04:46] Approaching demand efficiency. [06:00] Working through all the surfaces. [07:30] The custom Chrome extension.  Connect with DanWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Dan Frohnen, CMO at PicnicHealth, talks about Channel Mix. Today, you'll hear about PicnicHealth's channel mix, Dan's approach to channel diversification, choosing when to invest in new channels, keeping teams organized and productive, and the most common pitfalls.Prior to joining PicnicHealth, Dan served in numerous roles, including as the CMO of UpKeep, the CMO of Sendoso, the Executive VP of Marketing at Skedulo, and as VP of Global Demand Gen and Sales Development at Conga. Episode Outline[06:05] PicnicHealth's diversified channel mix. [07:27] Approaching channel diversification. [09:17] Investing in new channels. [11:01] Keeping teams organized. [13:18] Common channel mix pitfalls. [14:59] The selling motion  Connect with DanWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

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 empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. Prior to joining 6sense, Latané served as CMO and Sales Leader at Appirio. She also serves as a member of the Revenue Collective, and as Advisory Board Member for Mediafly and Atrium. Episode Outline[05:13] The best way to have an efficient demand center. [08:06] How Latané has structured her teams. [11:05] Ensuring an accurate source of truth. [13:04] Platforms that Latané can't live without. [14:33] Marketing leaders who should be on the show. [15:08] 6sense's selling motion.  Connect with LatanéWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

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 leader with over 15 years of experience in marketing and consulting. Prior to joining Checkr, Prachi served as the VP of Marketing at SmartRecruiters, Manager of Global Web Marketing at SunPower Corporation, and Consultant at Emerson Electric.Episode Outline[03:25] Lifecycle marketing as a driver for growth[05:25] Lifecycle marketing metrics[06:45] Experimentation[09:50] Setting Checkr up for success[11:24] Institutionalizing the learnings[12:46] Areas of opportunity for the upcoming yearConnect with PrachiWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Ryan Narod, Head of Marketing at Mutiny, he talks about revenue orchestration. Today, you'll hear about the strategies and tactics Ryan has used, orchestrating team structures, keeping the teams in sync, running regular experiments, approaching measurement, and what Ryan would've done differently.Prior to joining Mutiny, Ryan has served in numerous marketing roles, including as the Product Marketing Manager at Google, and Head of Marketing at Radar, as well as serving as a contributor to TechCrunch and Advisor at AudiencePlus.Episode Outline[05:27] Strategies and tactics[09:01] Orchestrating the team structure[11:30] Keeping teams in sync[13:33] Running experiments[15:10] Measurement[17:08] What would Ryan do differently?[18:49] Mutiny's motionConnect with RyanWebsiteTwitterLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Isaac Ware, Director of Demand Generation at UserGems, he talks about messaging. Today, you'll hear about how UserGems prioritizes messaging, the transition into data-driven messaging, testing the evolution of their messaging, and Isaac's three most essential pieces of tech.Prior to joining UserGems, Isaac served in roles, including as the Director of Paid Media at Bear Fox Marketing. Isaac holds a Bachelor of Business Administration with a minor in Marketing from Grand Canyon University.Episode Outline[08:59] Prioritizing messaging[12:22] Transitioning to be more data-driven[14:23] Their cadence for testing the messaging evolution[15:36] Messaging that didn't perform as expected[16:54] Challenges in implementing the messaging matrix[18:50] Three essential pieces of tech[19:59] Isaac's motion[21:43] Episode recapConnect with IsaacWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Seiyonne Suriyakumar, Head of Marketing at Superhuman, he talks about customer focus and growth. Today, you'll hear about how Superhuman has operationalized customer focus, shifting to remote-first, their growth mechanisms, and the common things that traditional B2B's get wrong with customer focus.Prior to joining Superhuman, Seiyonne served as COO at Mobitor Corp., SM of Product Marketing at HelloSign, Director of Product Marketing at Dropbox, and as Limited Partner at GTMfund.Episode Outline[03:33] Things that Superhuman did well[05:43] Customer focus[08:07] Institutionalizing learnings at scale[10:13] What keeps it all together?[12:49] Why traditional B2B's get customer focus wrong[14:42] Building growth mechanisms to focus on expansion[16:27] Emerging marketing and growth leadersSei's leader nominationsJames WinterGeorge BaierConnect with SeiWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Sydney Sloan, Executive-in-Residence at Scale Venture Partners, she talks about ad program sophistication. Today, you'll hear about stage-appropriate sophistication, leveraging technology and tools, some of the most common timing mistakes, and the impacts of reaching certain levels of sophistication.Prior to Scale Venture Partners, Sydney's experience includes as a marketing services event specialist at Nestle SSA, Director of Strategic Customer Marketing & Sales Enablement at Adobe, Senior Director of Customer Experience at Jive Software, CMO at Alfresco, CMO at Salesloft, and Limited Partner at Stage 2 Capital.Episode Outline[05:06] Building sophistication into programs[09:25] Leveraging tools and technology[14:43] Common timing mistakes in adding sophistication[17:48] The impact of reaching levels of sophistication[19:41] Saleloft's motionConnect with SydneyWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Shane Murphy-Reuter, CMO at Webflow, he talks about sales and marketing alignment. Today, you'll hear about how Shane drives sales and marketing alignment, their campaign briefings, the importance of obsessing over little details, and the demand efficiency survey.Shane also serves as advisor for Motion (Creative Analytics), Limited Partner at Stage 2 Capital, and Advisor at Sendoso. His previous roles include Head of Online Marketing at Paddy Power Betfair, VP of Marketing and North American Sales at AdRoll, SVP of Marketing at Intercom, and CMO at ZoomInfo.Episode Outline[06:50] How Shane is driving sales and marketing alignment[09:00] The weekly meeting[12:28] Campaign briefing[19:24] Obsessing over the details[23:46] The demand efficiency survey[27:44] Episode recapShane's Resources100 Pipeline PlaysJoin Our SlackConnect with ShaneWebsiteShanemr.comLinkedInTwitterConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Chris Koehler, CMO at Box, he talks about the sales and nurture programs at Box. Today, you'll hear about Chris's early priorities, how the teams at Box have been organized, applying Box's learnings at product-led organizations, and how Chris stack ranks all the pieces within nurture.Prior to joining Box, Chris served as the VP of Analytics at SunTrust Banks, Head of GTM and Product Marketing of Creative Cloud for Enterprise at Adobe, as a Board Member at CareerVillage.org, and Strategic Advisor at Grishin Robotics and Cresta.Episode Outline[05:42] Getting to this point of maturity[07:09] Prioritizing in the beginning[09:17] Keeping it all organized[10:51] Organizing teams at Box[14:35] Stack ranking the pieces within nurture[16:06] Applying these learnings at product-led organizationsConnect with ChrisWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

Podcast SummaryIn this conversation with Eli Rubel, CEO at Matter Made, he talks about the rebranding of the Best in Saas Podcast to Demand Efficiency. Today, you'll hear about the podcast's new direction and focus. With over 15 years of marketing experience, Eli has served as a marketing advisor for companies like Dropbox, Hopin, G2, Calm for Business, Loom, and Productboard. Many other companies rely on Matter Made to smash their yearly growth targets through best-in-class Go-To-Market programs.Eli Holds a degree in Leadership and Strategy from Harvard Business School.Episode Outline[00:55] Name change from Best in Saas to Demand Efficiency[01:05] How do we do more with less?[01:40] What does Demand Efficiency mean?[02:20] Demand Efficiency as a North Star metric[04:11] What does Demand Efficiency measure?[05:43] Opportunities around Cost to Aquire (CAC)[06:29] Season expectations[07:04] Demand Efficiency Index[07:55] Demand Efficiency Slack CommunityConnect with Matter MadeMatter MadeLinkedIn (Eli)

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 to re-evaluate and recalibrate your value proposition, and the future of UserVoice.As a leader in SaaS, product management, and product management, Matt has been challenging what it means to deliver great SaaS products for over 20 years. Prior to his current role as CEO of UserVoice, he served as VP of Engineering and President of UserVoice, as VP and CTO at Vodori, and as a Senior Analyst at Duke University. Since 2020, Matt has been a Product School Featured Speaker. Matt holds a BSc in Computer Science from Syracuse University and an MSc in Computer Science from the University of North Carolina at Chapel Hill.Episode Outline[01:20] What's most top of mind for Matt around retention and product?[02:21] The a-ha moment and the customer journey[05:35] Today's greater noise-to-signal[07:37] Re-evaluating and recalibrating on your value proposition[09:27] Primary problems in companies' user research[12:13] UserVoice today and in the future[14:48] Matt's influential peopleMatt's MentorsAll the people he has wronged along the way.Rahul VohraConnect with MattLinkedInWebsiteConnect with Matter Made WebsiteLinkedIn (Matter Made)LinkedIn (Elias Rubel, CEO, Matter Made)

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 growth specialist, a performance-driven innovator, HR tech expert, leader, and coach. Will holds a BA in Economics from Miami University.Episode Outline[01:00] The Chief Growth Officer role[04:01] Will's key principles[09:05] Digital people marketplaces[12:06] What has Will excited?[14:16] How does Will keep himself sane?[17:32] Matt's inspirational peopleInspirational PeopleMatt's dadJoe CostelloGary TrainorConnect with WillLinkedInWebsiteTwitterConnect with Matter Made LinkedIn (Elias Rubel, CEO, Matter Made)LinkedIn (Matter Made)Website

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] Andrew's sales methodology[08:10] Cracks in sales[11:19] “People don't buy from people they like”[14:54] A failure that led to a moment of great growth[17:53] How does Andrew keep his energy levels high?[19:43] Andrew's mentorsAndrew's MentorsHis dadHis wifeLeBron JamesKobe BryantConnect with AndrewLinkedInWebsiteConnect with Matter Made WebsiteLinkedIn (Matter Made)LinkedIn (Elias Rubel, CEO, Matter Made)

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] Demand gen practices[11:57] The shift to organic[15:21] Experimentation[16:46] What Kevin does to stay fresh[20:12] Kevin's motivational peopleConnect with KevinLinkedInWebsiteTwitterInstagramConnect with Matter Made LinkedIn (Elias Rubel, CEO, Matter Made)LinkedIn (Matter Made)Website

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 Outline[00:36] B Capital Group[03:01] Surprises in the last 12 months[06:09] New low metrics[11:12] Traditional enterprises trying to be a PLG[13:02] Transitioning from traditional sales to sales-assist[16:48] What keeps Rashmi energized, interested, and engaged?Connect with RashmiLinkedInTwitterWebsiteConnect with Matter Made WebsiteLinkedIn (Matter Made)LinkedIn (Elias Rubel, CEO, Matter Made)

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 ChrisLinkedInWebsiteConnect with Matter Made WebsiteLinkedIn (Matter Made)LinkedIn (Elias Rubel, CEO, Matter Made)

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 peopleConnect with ChrisLinkedInWebsite

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 InspirationsYamini RanganSara VarniConnect with NamanLinkedInTwitterWebsite

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 peopleRich's InspirationsJeff WissZack UrlockerRich's brothersConnect with RichLinkedInWebsite

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 peopleG's InspirationsBrian BalfourAndrew ChenDarius ContractorElena VernaResourcesKeyBanc Capital SaaS Performance Survey (PDF)Connect with GLinkedInTwitterWebsite

Episode Outline[01:42] The shift from single-market to multi-market[04:36] The Miley moment[10:50] Setting a brand vision well into the future[13:10] What keeps Shane up at night?[17:20] Shane's inspiring people[18:59] How does Shane stay balanced?Shane's InspirationsMark Watts JonesKaren PeacockScott GifisSuresh KhannaConnect with ShaneLinkedInWebsite

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 peopleAmy's InspirationsJen TritzEric LeeTim ConnorsConnect with AmyLinkedInWebsite

Podcast SummaryIn this conversation with Paramita Bhattacharya, CMO of Blurb, she talks about her career roles at various organisations, being named one of the Top 40 Women Leaders in SaaS, and how she keeps herself sane outside of her work. Hear about how she prioritizes team building, how her background affects her work, and get her advice to her younger self.Episode Outline[00:29] One of the Top 50 Women Leaders in SaaS[02:27] Shifting to a smaller organization[07:28] Building her team[09:11] How does her background in B2B, B2C, and eCommerce affect her work?[11:42] Paramita's advice to her younger self[13:59] How does Paramita stay sane?Connect with ParamitaLinkedInWebsite

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 peopleRandy's InspirationsPeter CreshaMark McCloudJay BaerAnn HandleyConnect with RandyLinkedInTwitterUberflipWebsite

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 peopleSam's InspirationsPeople who are designing the life they love.Connect with SamLinkedInTwitter

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 SeemaLinkedInTwitterWebsite

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 InspirationsNick Mehta Connect with AnthonyLinkedInTwitterWebsite

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 InspirationsGreg's dad and wifeEveryone he's ever worked withMichael Butler Connect with GregLinkedIn

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 leadership style to empower teams through these times?[18:11] Mentors and inspiring people[19:31] How does Johanna unwind? Johanna's InspirationsErik Fjellborg Connect with JohannaLinkedInWebsite

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 does Jennifer do to keep a balance?[21:53] Jennifer's mentors Jennifer's InspirationsHeidi MelinWomen in Revenue founding board membersMentorship Program members Connect with JenniferLinkedInTwitterQUMUWomen in Revenue

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 peopleNicolas's InspirationsSteve JurvetsonSteve JobsJohn SculleyNir EyalJeff BezosWarren BuffettConnect with NicolasLinkedInWebsite

*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 execution [15:46] How to keep your head clear? [17:15] The colleagues of success *Connect with Adam* LinkedIn ( https://www.linkedin.com/in/adamtesan ) *Check out Chargebee* Website ( https://www.chargebee.com/ ) Twitter ( https://twitter.com/chargebee )

------------------- *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 learned something to be able to be better next time 24:18 What does Dayna do to keep her mind calm and be able to be clear and be effective 25:34 Mentors or peers who have influenced Dayna ------------------- Connect with Dayna: ------------------- LinkedIn ( https://www.linkedin.com/in/daynalrothman/ ) Twitter ( https://twitter.com/dayroth )

---------------- 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, when starting her next company? 21:37 What gets Sandi really jazzed about this next revenue sprint fresh capital in the bank 23:15 People that helped Sandi get to where she is today ------------------ Connect with Sandi ------------------ LinkedIn ( https://www.linkedin.com/in/sandislin/ ) Twitter ( https://twitter.com/sandislin?s=20 )

------------------ *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 Matt’s extracurricular activities ---------------------- *Matt’s Inspirations:* ---------------------- His wife

----------------- *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] Lessons from companies Carolina has seen succeed [12:00] How European companies can expand into the US for the first time [13:35] Playbooks that Carolina has seen to be effective over the portfolio [15:44] The importance and benefits of maximizing peer-to-peer learning and networking [18:11] How COVID-19 has changed engagement between Carolina and the founders and CEOs she serves [20:05] What gets Carolina excited about the future ----------------------- *Connect with Carolina* ----------------------- *LinkedIn* ( https://www.linkedin.com/in/carolina-k%C3%BCng-128a8538?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_contact_details%3BBlbhI7BrT06ATiZDaNZGwQ%3D%3D ) *Twitter* ( https://twitter.com/clkung )

----------------- *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 currently working on [20:15] Latane’s inspirational people [24:10] How to participate in CMO Coffee Talk [25:37] How Latane unwinds ----------------------- *Latane’s Inspirations* ----------------------- Kate Bullis ( https://www.linkedin.com/in/katebullis/ ) --------------------- *Connect with Latane* --------------------- LinkedIn ( https://www.linkedin.com/in/latane-conant/ ) Website ( https://talkingsense.com/ ) Email ( latane.conant@6sense.com ) Twitter ( https://twitter.com/LataneConant ) Book ( https://www.amazon.com/gp/product/B089GZ11V7/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0 ) Empowered CMO ( https://www.empoweredcmo.com )

----------------- *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 the last 12 months and 3 that Kirti is excited about in the future [17:22] How Bugsnag pivoted to online events and how successful they have been [20:10] Kirti’s influences ---------------------- *Kirti’s Inspirations* ---------------------- Forward Thinking Founders Podcast ( https://podcasts.apple.com/us/podcast/forward-thinking-founders/id1454168902 ) -------------------- *Connect with Kirti* -------------------- LinkedIn ( https://www.linkedin.com/in/kirti-dewan-496441/ ) Website ( https://www.bugsnag.com/ )

*Episode outline* [01:30] Daniel’s background [03:39] How Daniel started out at Sendoso and what attracted him to the company [04:50] How Sendoso adapted their business strategy in response to the COVID-19 pandemic [06:48] The three most effective ways Sendoso engaged their customers during the pandemic [08:22] How Daniel approaches the challenge of keeping organized and keeping his teams aligned [10:05] How Sendoso prioritizes ICP accounts [11:40] How Daniel approaches partnership with the sales team [12:54] The importance of taking the time to establish the proper framework as an early stage company [15:22] The difference between Go-to-Market and Marketing [16:50] Daniel’s favorite creative campaigns and what makes a good campaign [20:07] What Daniel does outside of work to have fun [22:00] Daniel’s mentors and inspirations *Daniel’s Inspirations* Gwen Bailey-Harbour ( https://www.linkedin.com/in/gwen-bailey-harbour-a2657129/?trk=pub-pbmap ) Curtis O’Keefe Steve Rio Maria Pergolino ( https://www.linkedin.com/in/mariapergolino/ ) *Connect with Daniel* *LinkedIn* ( https://www.linkedin.com/in/danielfrohnen/ ) *Twitter* ( https://twitter.com/danielfrohnen )

----------------- *Episode outline* ----------------- [01:09] Matt Singer’s background [02:12] What it was like for Matt to transition to marketing to government and what makes it exciting [04:44] How Matt responds to change and the importance of building and tracking brand awareness [09:03] What it’s like to get to work with such prominent board members and some questions that have come up in meetings with the board [11:10] The biggest new opportunities Matt sees for himself and his business over the next year [14:04] The unique complexities involved in the sales cycle working with selling to governments [18:00] Matt’s vision for his next couple of years and what success looks like for Matt at this point in his career [20:40] What Matt likes to do outside of work [21:46] Matt’s inspirational people --------------------- *Matt’s Inspirations* --------------------- Kara Wilson ( https://www.linkedin.com/in/kara-wilson-79351a/ ) Doug Dennerline ( https://www.linkedin.com/in/dougdennerline/ ) Daniel Finnigan ( https://www.linkedin.com/in/danfinnigan/ ) David Cain ( https://www.linkedin.com/in/davidcain/ ) ------------------- *Connect with Matt* ------------------- LinkedIn ( https://www.linkedin.com/in/matt-singer-a736a92/ ) Website ( http://www.successfactors.com/ )

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 globe

----------------- *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 customers [19:14] Brian’s inspirations ---------------------- *Brian’s Inspirations* ---------------------- Brian Halligan ( https://www.linkedin.com/in/brianhalligan ) Dharmesh Shah ( https://www.linkedin.com/in/dharmesh ) Frank Slootman ( https://www.linkedin.com/in/frankslootman ) Marc Benioff ( https://www.linkedin.com/in/marcbenioff ) -------------------- *Connect with Brian* -------------------- LinkedIn ( https://www.linkedin.com/in/brian-kardon-446b4/ ) Website ( http://invisionapp.com ) Twitter ( https://twitter.com/bkardon )

----------------- *Episode Outline* ----------------- [00:49] Evan’s background [02:16] How Evan went from teaching to DOD consulting to SaaS startup [05:34] How Pypestream stands out and proves what conversational AI can achieve to large enterprises [11:19] The role of Chief Business Officer [12:18] The biggest challenge Pypestream is facing this year [15:15] Lessons Evan has learned on the way to where Pypestream is today [17:51] Pypestream’s most and least successful campaigns [22:30] How Evan unwinds --------------------- *Evan’s Inspirations* --------------------- Adrian Swinscoe ( https://www.linkedin.com/in/adrianswinscoe/detail/recent-activity/ ) Helen Yu ( https://www.linkedin.com/in/tigonhyu/ ) Lucas Watson ( https://www.linkedin.com/in/watsonlucas/ ) ------------------- *Connect with Evan* ------------------- Linkedin ( https://www.linkedin.com/in/evankohn/ ) Website ( http://calendly.com/skpypestream ) Twitter ( https://twitter.com/evankohn )

----------------- *Podcast Outline* ----------------- [00:48] Walter’s background [04:16] Common themes and mistakes Walter notices among founding teams when he starts working with them [05:40] What do First Principles mean in the context of sales? [07:30] How to apply an engineering mindset to sales, compassion, and truth [09:58] Becoming a better salesperson: The 3 W’s (Steve Browne) [15:10] Usually the biggest obstacle is oneself [23:36] How Walter unwinds --------------------- *Connect with Walter* --------------------- LinkedIn ( https://www.linkedin.com/in/walterroth/ ) Website ( https://www.momentsales.com/ ) Twitter ( https://twitter.com/momentsales )

----------------- *Episode outline* ----------------- [00:40] How Michael went from 200K to 6M in ARR at Namely [03:26] The most challenging aspect of Michael’s first 6 months at Namely [04:55] The most important actions to take in developing a pricing strategy [07:54] The moment when Namely’s revenue motion and ICP fell into place [09:30] What Michael learned from the impressive board he worked with at Namely [11:24] Preconceptions Michael had and what he learned after experience [15:14] What got Michael excited about working with Orculus [16:58] Michael’s professional goals for the next 12 months [19:00] How Michael unplugs and recharges ------------------------ *Michael’s Inspirations* ------------------------ Scott Scherr ( https://www.linkedin.com/in/scott-scherr-700723/ ) Mitchell Dauerman ( https://www.linkedin.com/in/mitchell-dauerman-7672a116/ ) Mark Roberge ( https://www.linkedin.com/in/markroberge/ ) Carl Eschenbach ( https://www.linkedin.com/in/carl-eschenbach-980543/ ) ---------------------- *Connect with Michael* ---------------------- LinkedIn ( https://www.linkedin.com/in/michaelmanne/ ) Twitter ( https://twitter.com/MichaelManne )

----------------- *Podcast Outline* ----------------- [00:40] Sydney’s background [01:00] Trends in marketing right now [04:37] Gated versus ungated content in marketing [05:59] How Sydney’s team makes the decision whether to gate and request demos [10:10] How to know when to run an account-based strategy [12:13] Essentials for Series A and Series B companies [16:32] The role of CMO in increasing retention and how to ensure customer success [21:18] Sydney’s plans for personal development [24:21] How Sydney recharges ----------------------- *Sydney’s Inspirations* ----------------------- Michele Doroshow ( https://www.linkedin.com/in/michele-doroshow-21b7938/ ) Don Rossmoore ( https://www.linkedin.com/in/donrossmoore/ ) Bob Lewis ( https://www.linkedin.com/in/lewisleadership ) Women in Revenue ( https://www.womeninrevenue.org/ ) --------------------- *Connect with Sydney* --------------------- LinkedIn ( https://www.linkedin.com/in/sydsloan/ ) Twitter ( https://twitter.com/sydsloan )

----------------- *Podcast outline* ----------------- [01:09] Alex’s background [02:42] What Alex does in his role as VP of Growth at Puppet [03:57] Lessons Alex has learned through his former positions that have influenced what he does at Puppet today [06:03] Focus on product market fit before instrumenting telemetry and funnels [07:00] How to know when you’ve over indexed and need to course correct [08:23] Time with customers is important in the early stages [13:22] Pros and cons to being somewhere small and being somewhere larger [16:44] Why it’s important to know what you want and why [19:00] How Alex unwinds --------------------- *Alex’s Inspirations* --------------------- Dave Hesch ( https://www.linkedin.com/in/davehersh/ ) Y vonne Wassenaar ( https://www.linkedin.com/in/yvonnewassenaar/ ) ------------------- *Connect with Alex* ------------------- LinkedIn ( http://linkedin.com/in/bilmes ) Twitter ( https://twitter.com/abilmes )

*Episode Outline* [01:03] Michelle’s background [03:12] Why you should make sure you have the demand to support your sales team before investing in the head count [05:28] The importance of experimentation and stabilization [07:15] The importance of cross functional partnerships and financial acumen [09:21] How to make better decisions for your team and company. [11:50] How to create culture within your company [14:30] What’s next for Michelle [17:11] How Michelle unplugs and maintains her energy *Connect with Michelle* *LinkedIn* ( https://www.linkedin.com/in/michellehughesbenfer/ ) *Website* ( http://www.hubspot.com/ )