Revenue Engine Podcast

Sylvia LePoidevin is the CMO at Kandji, a B2B SaaS company that provides Apple device management and security automation for IT and security teams. She joined Kandji as its fourth employee and rose to CMO by her late twenties, leading marketing during its rapid growth to an $850 million valuation. Before Kandji, Sylvia held key product marketing roles at DataFox and Oracle AI and was the first marketing hire at FloQast, now a billion-dollar company. In this episode… Standing out in B2B marketing has never been more difficult or more essential. With noise at an all-time high and AI reshaping content at scale, how can marketing leaders create lasting brand impact and foster genuine community around their companies? According to Sylvia LePoidevin, a seasoned marketing leader who has scaled multiple brands from the ground up, the key lies in focusing on people-first branding and building content engines powered by strategic AI use. She highlights the importance of empowering internal influencers and subject matter experts to lead brand storytelling, rather than relying solely on corporate messaging. The result is a more authentic and differentiated brand presence that cuts through digital clutter. Sylvia also emphasizes the value of niche-focused communities and original content anchors as foundations for an efficient, AI-enhanced content flywheel. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Sylvia LePoidevin, CMO at Kandji, to talk about reinventing modern B2B marketing through branding, community, and AI. They discuss why people — not logos — build the strongest brands, how anchor content drives scalable distribution, and why marketers must continuously reinvent themselves to lead effectively. Sylvia also shares insights on navigating long buyer journeys and rising acquisition costs.

Nick Naso is the Chief Revenue Officer at Recurly, a leading subscription management and billing platform that helps businesses automate and optimize recurring revenue operations. With over 15 years of experience in the software and technology industry, he has built high-performing teams and led strategic initiatives to drive significant growth. Before joining Recurly, Nick served as Chief Revenue Officer at Cayuse, where he led the global sales organization and helped the company achieve record revenue growth through new customer sales and geographic expansion. In this episode… Understanding your ideal customer profile can make or break your B2B SaaS growth strategy. Without clarity around who you're selling to, it's easy to waste time, miss revenue targets, and stall your momentum. So how often should companies revisit and refine their ICP to keep pace with a fast-changing market? According to Nick Naso, a seasoned revenue leader with deep experience in scaling SaaS companies, companies should formally reevaluate their ICP at least once or twice a year. He highlights the importance of ongoing data analysis to inform micro-adjustments before larger shifts are needed. This kind of consistent review ensures sales teams focus on high-fit prospects and avoid spending resources on poor matches. The result is tighter alignment, faster sales cycles, and stronger pipeline efficiency. He also emphasizes that fit is everything: the right customer at the right time drives not only sales, but long-term success. In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Nick Naso, Chief Revenue Officer at Recurly, to discuss why a sharp ICP is central to B2B SaaS growth. They explore how to identify ICP signals from pipeline data, when to make structural changes in your team to match your market, and why sales success starts with strategic focus. Nick also shares insights on leading cross-functional teams and building a culture of revenue ownership.

Patrick Ferdig is the Founder and Principal Consultant at The Power of Partnering, a firm dedicated to helping B2B technology and service providers build and scale effective partner-led growth strategies. With over two decades of experience in the technology industry, Patrick specializes in developing partner programs — including reseller channels, integration marketplaces, and referral networks — that drive revenue and innovation. His approach is grounded in five core principles: trust, alignment, collaboration, accountability, and facilitation, which he applies to help organizations unlock their full potential through strategic partnerships. In this episode… As traditional sales and marketing tactics reach their limits, businesses are looking for smarter, more sustainable ways to grow. What really makes a partnership thrive in today's crowded and complex market? According to Patrick Ferdig, a veteran partnership strategist and consultant, it all starts with trust. He highlights that internal alignment across teams is just as crucial as external collaboration. Without a clear structure and shared understanding of goals, even the most promising partnerships can falter. Patrick explains that the most successful companies treat partnerships as a core growth strategy, not a side initiative. He also emphasizes that revenue impact doesn't come from signing more partners but from engaging deeply with fewer, well-matched ones. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Patrick Ferdig, Founder and Principal Consultant at The Power of Partnering, to discuss the five pillars of partnership success. They explore why trust drives results, how alignment shapes execution, and what businesses must prioritize to turn partners into revenue engines. Patrick also gives advice on scaling outreach using AI tools.

Mark Stiltner is the Senior Director of Content and Web Marketing at Rapyd, a global fintech company that simplifies and advances commerce by providing integrated payment and fintech solutions across over 100 countries. With a background in advertising and journalism from the University of Colorado Boulder, he has led creative and brand strategy initiatives across multiple industries. Prior to joining Rapyd, Mark held leadership roles at agencies like Karsh Hagan and Market Creation Group, where he developed award-winning campaigns and drove brand growth. At Rapyd, he oversees content strategy and digital marketing efforts, helping businesses navigate the complexities of global payments and cross-border commerce. In this episode… In today's fast-changing digital world, marketers face a growing challenge: how do you stay ahead when AI is rewriting the rules of SEO, content, and customer engagement? As traditional tactics lose traction, brands must rethink their strategies to remain visible and relevant. What does it really take to build a content engine powered by AI that drives results instead of noise? According to Mark Stiltner, a veteran content strategist, building an AI-driven content engine starts with experimentation and adaptability. He highlights the importance of using AI not as a replacement for creativity, but as an accelerator for research, ideation, and production. The key, he explains, is integrating AI tools thoughtfully into workflows while keeping human insight at the center to maintain authenticity and relevance. This balanced approach allows teams to scale content efficiently without sacrificing quality, enabling marketers to respond faster to shifting algorithms and buyer behaviors. Mark also emphasizes the growing need to optimize not just for search engines, but for AI models driving new traffic sources. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Mark Stiltner, Senior Director of Content and Web Marketing at Rapyd, to talk about building an AI-powered content strategy. They discuss weaving AI into SEO workflows, shifting from traditional search optimization to AI model visibility, and balancing automation with creativity. Mark also shares practical ways to future-proof marketing teams in an AI-driven landscape.

Bethany Prettyman is the Senior Director of Marketing Operations at Huntress, a cybersecurity company specializing in managed detection and response solutions for small and mid-sized businesses. With a robust background in strategic operations, she leads initiatives that enhance marketing efficiency and drive growth. Bethany's leadership ensures that Huntress's marketing strategies effectively communicate the company's mission to protect underserved organizations from cyber threats. In this episode… The traditional B2B marketing funnel might be doing more harm than good. In an era of complex buyer journeys and intent-driven decisions, is it still realistic, or even useful, to imagine prospects moving through neat, linear stages? What if the funnel model we've relied on for decades is actually leading marketing ops teams astray? According to Bethany Prettyman, a seasoned expert in marketing operations and data-driven strategy, the funnel is no longer linear, it's a loop. She highlights how today's B2B buyers bounce between channels, revisit research, and often re-enter the journey post-purchase, making linear tracking obsolete. The result? Misaligned attribution models and missed opportunities to optimize real engagement. Bethany explains that the obsession with MQLs is outdated and that teams should instead prioritize intent and velocity, focusing on signals that indicate purchase readiness rather than arbitrary lead scores. This mindset shift not only improves conversion but also strengthens alignment with sales. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Bethany Prettyman, Senior Director of Marketing Operations at Huntress, to discuss why the traditional B2B funnel is broken. They explore why loop-based models better reflect today's buyer behavior, how attribution should evolve, and the dangers of tech bloat in marketing stacks. Bethany also shares her agile approach to reporting and how to bridge gaps between sales, marketing, and finance.

Ronnie Manning is the Chief Brand Associate at Yubico, a global cybersecurity company renowned for inventing the YubiKey, which offers phishing-resistant multi-factor authentication solutions. With over 20 years of experience in agency and corporate communications, he has focused on public relations and marketing strategies to bring new technology products to market. Prior to joining Yubico, Ronnie held positions at Raytheon/Websense and Edelman Public Relations. At Yubico, he has been instrumental in promoting the adoption of hardware-based authentication solutions and advocating for enhanced cybersecurity measures. In this episode… Cyber threats are evolving faster than ever, yet many users and organizations still rely on outdated or weak authentication methods. With phishing attacks on the rise and data breaches growing costlier, the need for robust-yet-intuitive security solutions has never been greater. But how do you convince people to adopt a physical device for digital protection in a world that's increasingly mobile and virtual? According to Ronnie Manning, a cybersecurity branding expert, the answer lies in simplicity. He explains that strong security doesn't necessitate complicated processes. Ronnie also highlights how real-world usability, like eliminating the need to fumble with codes or apps, drives faster adoption. This shift toward user-friendly security builds trust, saves time, and reduces risk. He adds that educating new markets with human-centered storytelling plays a key role in overcoming resistance and legacy perceptions about hardware-based solutions. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Ronnie Manning, Chief Brand Associate at Yubico, to talk about making cybersecurity simple, scalable, and phishing resistant. They explore how physical keys streamline enterprise authentication, why user education is key to adoption, and how phishing-resistant methods like FIDO are gaining traction. Ronnie also shares strategies for large-scale rollout and onboarding in hybrid work environments.

Kerry Rana is the Senior Director for Digital Marketing and Experience at ExtraHop, a cybersecurity company specializing in AI-based network intelligence. In this role, she built a robust digital marketing team that drove a $48 million opportunity pipeline, achieving a 3X return on investment. Prior to ExtraHop, Kerry served as Director of Bank Partnerships and Marketing Strategy at Bottomline Technologies, managing relationships with seven banks and developing targeted marketing campaigns. In this episode… Understanding the motivations behind complex B2B purchasing decisions can be the key to building a high-performing demand generation engine. So how can businesses apply psychological principles to optimize marketing and drive better results? According to Kerry Rana, a seasoned B2B marketing leader, the key lies in deeply understanding buyer behavior. She highlights that decision-making in B2B is driven by risk aversion, trust, and influence, making it crucial for marketers to create messaging that emotionally connects with their audience. By leveraging psychology, businesses can craft campaigns that trigger engagement and build credibility — critical factors in long sales cycles. She also emphasizes the power of A/B testing and real-time analytics to refine marketing efforts and enhance customer experiences. In this episode of the Revenue Engine Podcast, host Alex Gluz and Kerry Rana, Senior Director for Digital Marketing and Experience at ExtraHop, discuss how psychology influences B2B buyer behavior and demand generation. Kerry shares insights on creating emotionally compelling messaging, structuring effective go-to-market strategies, and using data-driven decision-making to optimize engagement. She also talks about emerging trends in AI-driven personalization and what's next for B2B marketing leaders in 2025.

Dave Minifie is the Chief Marketing Officer at Terakeet, a company that specializes in connecting brands with their audiences throughout their online journey. With a diverse background in healthcare, consumer goods, and marketing tech, Dave's journey from the US Marine Corps to corporate America showcases his adaptability and leadership skills across a multitude of industries. In his current role, Dave focuses on helping brands articulate their purpose and navigate the evolving landscape of digital marketing — including the impact of AI on consumer behavior and search engine dynamics. In this episode… Building a brand that truly connects with customers and employees isn't just about what a company does — it's about why it exists. Some brands focus on their mission, while others lead with their purpose — but what's the difference, and why does it matter? More importantly, how can businesses craft a clear, inspiring purpose that fuels long-term growth? According to Dave Minifie, a seasoned marketing executive and leadership expert, a company's mission is what it does, while its purpose is why it does it. He highlights how brands like Walmart and Target have distinct purposes that shape their customer experience — Walmart focuses on improving standards of living, while Target aims to bring joy through design. When a company clearly defines its purpose, it creates stronger brand affinity, lowers acquisition costs, and fosters deeper customer trust. In a rapidly evolving digital world, brands that fail to establish their purpose risk becoming irrelevant as consumer behavior shifts. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Dave Minifie, Chief Marketing Officer at Terakeet, to discuss how companies can build purpose-driven brands. Dave breaks down the difference between mission and purpose, explains how a clear purpose fuels customer engagement and growth, and explores the impact of AI and search engines on brand visibility. He also shares insights on navigating leadership transitions and staying ahead in a changing marketing landscape.

Alex Gluz is the Founder and CEO of Digital Marketing at T.A. Monroe Digital, an agency that specializes in helping B2B and SaaS companies perfect every step of their sales funnel. With years of experience in the industry, Alex has created systems and frameworks for scalable, profit-driving B2B digital marketing strategy, framework, and execution that ensures a return on every dollar spent. Alex is also the host of the Revenue Engine Podcast, a show highlighting the top leaders in technology and marketing. In this episode… The landscape of B2B SaaS marketing is more complex than ever, with shifting buyer behavior, economic pressures, and AI disruption creating unprecedented challenges for marketers. How can companies adapt to these changes, stand out in a crowded market, and build trust with cautious buyers? According to Alex Gluz, success starts with a focus on delivering measurable value. He highlights that today's buyers demand more than promises — they expect tangible ROI before making decisions. From showcasing clear cost savings to tailoring marketing efforts through account-based strategies, marketers must adapt quickly to stay competitive. By aligning campaigns with buyer-specific pain points and offering risk-free entry points, companies can build trust and accelerate the sales process. This approach, paired with fresh strategies to combat AI-driven content saturation and SEO challenges, ensures marketers can cut through the noise and capture attention effectively. In this episode of the Revenue Engine Podcast, Dr. Jeremy Weisz of Rise25 interviews Alex Gluz to discuss the biggest challenges in B2B SaaS marketing and actionable strategies to address them. Together, they explore how marketers can navigate prolonged sales cycles, optimize acquisition costs, and differentiate their offerings in a saturated market. Alex also shares how personalization, thought leadership, and customer retention can be game changers for driving growth.

Alex Gluz is the Founder and CEO of Digital Marketing at T.A. Monroe Digital, an agency that specializes in helping B2B and SaaS companies perfect every step of their sales funnel. With years of experience in the industry, Alex has created systems and frameworks for scalable, profit-driving B2B digital marketing strategy, framework, and execution that ensures a return on every dollar spent. Alex is also the host of the Revenue Engine Podcast, a show highlighting the top leaders in technology and marketing. In this episode… Businesses often struggle to balance growth with the increasing demands for data-driven strategies, compliance, and customer-centric approaches. Missteps in these areas can hinder scalability, but when executed effectively, they can transform how companies drive revenue and foster long-term success. What lessons can we learn from experts at the forefront of these critical strategies? From leveraging customer success teams to creating personalized marketing campaigns, leaders in this episode share transformative insights. Kathleen Booth explains how data transparency and ROI-focused marketing can strengthen stakeholder relationships and secure buy-in for strategic initiatives. Rich Liu talks about the importance of identifying significant market challenges and fostering leadership to develop differentiated solutions. Sam Li discusses the growing complexity of regulatory compliance, offering solutions like AI-based automation to ensure businesses remain aligned with evolving standards. Meanwhile, Hunter Montgomery highlights how upselling through micro-targeted campaigns can deepen client relationships and increase revenue, and Usman Sheikh explains how personalization in marketing significantly boosts engagement in both B2B and B2C landscapes. In this episode of the Revenue Engine Podcast, Alex Gluz reflects on his impactful conversations with Kathleen Booth, Rich Liu, Sam Li, Hunter Montgomery, and Usman Sheikh. These industry leaders unpack the power of data-driven decisions, the evolving compliance landscape, and the role of customer success in building growth engines that thrive in today's dynamic market.

Katrine Rasmussen is the Chief Marketing Officer at Pixelz, a leading provider of professional image editing and retouching services for fashion brands and retailers. With over a decade of experience in digital marketing, Katrine has navigated roles in B2C and B2B environments, specializing in enterprise marketing strategies, account-based marketing, and community building. In this episode… Building a winning strategy in enterprise B2B marketing takes more than just quick wins or short-term gains — it demands patience, precision, and a deep understanding of your audience. How do successful marketers overcome the challenges of long sales cycles, complex decision-making processes, and competitive pressures to drive sustained growth? According to Katrine Rasmussen, a seasoned expert in enterprise marketing, the key lies in embracing a long-term mindset and focusing on building genuine relationships. She highlights the importance of balancing digital strategies with in-person connections to foster trust and credibility. By combining targeted account-based marketing with face-to-face interactions, Katrine has successfully navigated the complexities of lengthy sales cycles, creating impactful touchpoints that move prospects closer to conversion. In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Katrine Rasmussen, Chief Marketing Officer at Pixelz, to discuss how long-term strategy shapes success in B2B marketing. They explore the nuances of managing extended sales cycles, the role of digital and in-person engagement in enterprise marketing, and the importance of differentiating your brand in a crowded market. Katrine also gives advice on scaling community building and thought leadership efforts to drive meaningful impact.

Russ Hawkins is the President and CEO of Agilence, a data analytics company specializing in serving large retailers, grocers, and restaurant chains. With over 35 years of experience in tech, Russ has a track record of leading successful strategy transformations and scaling companies — he helped increase revenue at a prior company from $700,000 to $22 million in nine quarters. A Boston native, Russ holds dual degrees in Chemistry and English from Boston College and has a rich history of growing businesses in various states. In this episode… Success in scaling a business depends on building a resilient team and harnessing data effectively. But what does it take to lead a company through transformation while creating a culture that prioritizes both growth and innovation? How can leaders develop a data-driven approach that fosters long-term success? According to Russ Hawkins, a seasoned CEO with a track record of scaling startups, building resilience starts with a focus on people. He highlights that fostering a team culture where each member is aligned with the company's goals is essential for navigating growth challenges. To drive sustainable success, Russ believes in leveraging data analytics to not only enhance performance, but to create value across the organization. He emphasizes that with the right data-driven approach, companies can transition away from one-off sales models and build recurring revenue streams that support a more stable, scalable business model. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Russ Hawkins, President and CEO of Agilence, to discuss how he's built resilient teams and driven data-powered growth throughout his career. Russ shares his insights on fostering a collaborative company culture, making strategic shifts to adapt to market demands, and the critical role of data in driving revenue growth. He also gives advice on avoiding common pitfalls in scaling.

Michael Tucker is the Founder and Head Systems Architect at Rocky Mountain RevOps, a consultancy specializing in optimizing revenue operations systems for businesses. With over a decade of experience across marketing, sales enablement, and customer success, Michael has held roles from sales representative to Director of Marketing Operations, giving him a comprehensive top-to-bottom perspective of RevOps. His expertise lies in building streamlined, cross-functional systems that align marketing, sales, and customer success to drive growth and efficiency across the entire revenue engine. In this episode… Many companies fall into the trap of overcomplicating their revenue systems, which can backfire on efficiency and alignment. But what if the key to success is finding simplicity in complexity? According to Michael Tucker, a RevOps expert with a decade of experience, the key to effective revenue operations lies in simplicity and strategic alignment. He highlights the importance of connecting marketing, sales, and customer success through a structured, triangular model that puts systems at the center. This approach ensures that each function supports the other, creating a seamless customer journey from lead generation through retention. By focusing on core processes and avoiding unnecessary tech complexity, companies can drive better data accuracy, improve system adoption, and ultimately enhance revenue growth. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Michael Tucker, Founder and Head Systems Architect at Rocky Mountain RevOps, to discuss simplifying RevOps strategies for maximum impact. Michael breaks down his holistic RevOps model, explains the dangers of overengineering systems, and shares how to build a data architecture that aligns teams. He also offers practical advice for smaller organizations looking to maintain efficiency without losing critical functionality.

Ashley Widener is the Director of Marketing at GoCo, a company that specializes in HRIS solutions encompassing employee onboarding, document management, payroll, and benefits administration. Under her leadership, the marketing team has significantly contributed to GoCo's growth, building the marketing function from scratch and enhancing brand recognition despite fierce competition in the HR tech space. Ashley's unique background in cultural anthropology and her experience in diverse marketing roles, including event planning and customer marketing, fuel her passion for experiential marketing. In this episode… With the constant rise of new technologies and ever-changing customer expectations, marketing leaders are under immense pressure to adapt quickly and make an impact. What's the key to navigating this complex landscape while ensuring long-term success? According to Ashley Widener, a marketing leader with years of experience in the tech space, the answer lies in agility. She highlights that staying responsive to market trends and customer feedback is critical to maintaining relevance and driving results. By continuously testing strategies and aligning closely with sales and customer success teams, companies can pivot quickly and seize opportunities before their competitors. The impact is clear: brands that embrace adaptability can thrive in even the most crowded industries. In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Ashley Widener, Director of Marketing at GoCo, to discuss how agility fuels success in B2B marketing. Ashley explains how building a marketing team from scratch allowed her to create a nimble, responsive approach. She shares how creative event marketing and balancing content value with conversion drive GoCo's growth. Ashley also gives advice on leveraging internal culture to enhance both employee engagement and brand image.

Samantha Bergin is the Chief Marketing Officer at Center, a fintech company specializing in employee expenses management software. She is an accomplished technology marketing leader with over 25 years of experience, particularly in the Pacific Northwest tech scene. Her career spans from product management at big tech corporations to spearheading marketing in the startup space. Holding a MBA with a concentration in marketing, Samantha excels in building brands and technology businesses, utilizing her expertise in understanding customer needs and delivering precise value propositions. In this episode… In today's fast-paced business landscape, companies are constantly challenged to keep customers at the heart of their marketing strategies. How can businesses balance personalization, messaging clarity, and long-term scalability in such a competitive environment? According to Samantha Bergin, a marketing expert with over 25 years in the technology space, the key is deeply understanding your customer's needs. She highlights that a customer-centric approach involves crafting clear value propositions and delivering relevant content that directly addresses customer pain points. Businesses can drive long-term success by aligning messaging with customer use cases and providing highly personalized solutions. Samantha also emphasizes the importance of fostering cross-functional collaboration, ensuring that marketing, sales, and product teams are aligned to improve customer experiences continuously. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Samantha Bergin, Chief Marketing Officer at Center, to discuss mastering customer-centric marketing strategies. They talk about how customer understanding shapes marketing efforts, the transition from outbound to inbound lead generation, and how businesses can sustain long-term growth through strategic messaging. Samantha also shares advice on building a sustainable revenue engine through collaboration and adaptability.

Caroline Ang Wright is the Head of Marketing at Exodigo, a company transforming infrastructure projects with an AI-powered underground mapping platform. With a non-traditional background spanning English literature and health policy, Caroline found her niche in marketing through diverse roles in hedge funds, large companies, and startups. She's known for her passion for storytelling with data and increasing opportunities for underserved communities. Caroline thrives in early-stage startup environments, eagerly tackling the challenge of constructing marketing departments from the ground up. In this episode… Balancing the need for innovative marketing strategies while managing limited resources can be one of the biggest challenges for startups. How can marketing leaders drive success when budgets are tight and teams are small? What strategies can help achieve meaningful impact in a resource-constrained environment? According to Caroline Ang Wright, a marketing expert with extensive experience in both startups and large companies, success comes from focusing on initial strategy and goal clarity. She highlights the importance of balancing rapid experimentation with quality standards, emphasizing that aligning with stakeholders early on is crucial for long-term effectiveness. Caroline shares that startups must adopt a bias toward action, launching initiatives at 85-90% completion to learn and iterate quickly while maintaining a certain quality level to build credibility and trust. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Caroline Ang Wright, Head of Marketing at Exodigo, to discuss building and leading marketing strategies in a startup landscape. They explore the challenges of working with limited resources, the importance of aligning marketing efforts with company goals, and the role of rapid prototyping in driving success. Caroline also shares her insights on using AI tools to empower creativity and adaptability in marketing.

Sherri Schwartz is the Head of Marketing at OvationCXM, a customer experience management platform that leverages AI for unique insights. She graduated amidst a financial crisis and pivoted from broadcast journalism to a successful career in sales and marketing, working across government contracts, financial services, and SaaS technology, gaining deep expertise in product and strategic marketing. Sherri is passionate about effective communication, relationship building, and fostering a strong bridge between sales and marketing teams. In this episode… Complex customer journeys can make or break a company's success in today's fast-paced business world. How do companies, especially in industries like finance and SaaS, simplify these intricate processes to deliver a seamless customer experience? More importantly, how can technology and strategy be combined to overcome these challenges and create a unified customer journey? According to Sherri Schwartz, a seasoned marketing expert in customer experience management (CXM), the key to simplifying complex customer journeys lies in connecting all the players involved. She highlights the importance of real-time collaboration between companies and their third-party partners to eliminate the frustrating "ping-pong" effect many customers face. By leveraging CXM platforms, companies can maintain visibility over every step of the customer journey, ensuring smoother interactions and brand consistency. This approach improves customer satisfaction and reduces inefficiencies, making it a critical strategy for businesses in complex industries like finance and SaaS. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Sherri Schwartz, Head of Marketing at OvationCXM, to discuss how to simplify complex customer journeys through CXM. They explore how real-time collaboration can reduce friction in customer interactions, the role of AI in enhancing customer experience, and the challenges of maintaining brand consistency in a fragmented ecosystem.

Amanda Sullivan is the Vice President of Growth at Sierra Interactive, a company specializing in residential real estate technology. She boasts over a decade of experience scaling marketing programs globally within the SaaS space. Amanda is renowned for fostering sales and marketing alignment and excels in developing brand narratives and activating high-performance sales teams. In this episode… Sales and marketing alignment is often touted as the secret sauce behind high-performing companies — but how do you achieve it, especially in a competitive and ever-evolving industry like real estate tech? What strategies can bridge the gap between these two critical functions and drive sustainable growth? According to Amanda Sullivan, a seasoned expert in sales and marketing alignment within the real estate tech industry, the key lies in over-communication and clear goal-setting. She highlights the importance of ensuring that every team member, from marketing to customer success, understands the "what" and the "why" behind company goals. This approach fosters a unified vision and prevents silos, allowing teams to work in harmony toward shared objectives. By consistently reiterating goals and maintaining open communication channels, companies can create a seamless revenue journey that enhances customer experience and business outcomes. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Amanda Sullivan, the Vice President of Growth at Sierra Interactive, to discuss the art of cultivating top-tier sales and marketing alignment in real estate tech. They explore the strategic importance of industry-specific events, the role of segmentation in targeting high-value clients, and the necessity of clear communication in aligning diverse teams toward a common goal.

Greg Munves is the CEO of OpenBrand, a cutting-edge market intelligence firm built for the modern age. His journey began at the University of Rochester, where he immersed himself in economics and finance, foreseeing a career on Wall Street that took a pivot into the dynamic world of tech startups. As an early member of 1010data, Greg rose from a jack-of-all-trades employee to President and CEO, eventually leading the company through a successful sale. With a passion for big data and market trends, Greg is now steering OpenBrand to transform how consumer brands understand their market share and consumer behaviors by leveraging real-time AI-driven insights. In this episode… In today's rapidly evolving business landscape, staying ahead of the competition requires more than just traditional marketing strategies. How can brands leverage modern market intelligence to gain a competitive edge and understand consumer behavior in real time? According to Greg Munves, a leading expert in market intelligence, the key lies in harnessing the power of AI-driven insights and diverse data sources. He highlights that integrating alternative data with traditional methods can yield deeper and more actionable insights. This approach not only helps brands understand why they are winning or losing market share, but also enables them to respond swiftly to market changes. By tracking brand exposure across various media channels and analyzing consumer interactions, companies can better measure the true ROI of their marketing efforts. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Greg Munves, CEO of OpenBrand, to discuss the power of modern market intelligence. They talk about the importance of AI in driving insights, the evolution of big data, and effective hiring strategies. Tune in to learn how leading with a strong product and fostering a culture of passion and resilience can propel your business forward.

Hunter Montgomery is the Chief Marketing Officer at ChurnZero, a leading customer success platform designed to help businesses prevent customer churn. With over 15 years of b2b SaaS marketing experience and 25 years in b2b marketing, Hunter has a rich history in the industry, working as the Vice President of Marketing at Cision and Chief Marketing Officer at Higher Logic, among others. Hunter has been integral in developing marketing strategies that leverage data analytics and customer insights, leading to impactful growth in numerous tech companies. In this episode… In a world where retaining customers is just as crucial as acquiring new ones, understanding how to leverage data can be a game-changer. How can businesses effectively use data to enhance their customer marketing efforts and drive long-term success? According to Hunter Montgomery, a seasoned expert in b2b SaaS marketing with over 25 years of experience, the key lies in harnessing detailed customer data to proactively address their needs and opportunities. He highlights the importance of creating targeted campaigns based on customer usage patterns and engagement levels. By integrating AI to process vast amounts of data, companies can generate actionable insights that inform personalized strategies, resulting in improved customer satisfaction and retention. This approach not only streamlines operations, but also aligns marketing, sales, and customer success teams toward common goals. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Hunter Montgomery, Chief Marketing Officer at ChurnZero, to discuss optimizing customer marketing with data-driven techniques. They talk about how proactive customer success strategies can significantly reduce churn, the role of AI in enhancing customer relationships, and the importance of cross-functional alignment.

Mark McEachran is the Senior Vice President of Product Management at Yieldmo. With a degree in computer science and a career that began in 1997, Mark has grown alongside the evolving digital advertising landscape. Starting at a small company that quickly became the third most-trafficked website at the time, Mark has developed a distinct perspective and expertise in ad tech. His experiences include pioneering work at the Rubicon Project, where he contributed to building the first supply-side platform exchange. In this episode… The digital advertising landscape is undergoing significant transformation, driven by the decline of third-party cookies and the rise of privacy concerns. How will these changes shape the future of advertising, and what strategies should businesses adopt to stay ahead? According to Mark McEachran, a seasoned expert in ad tech and product management, the future lies in leveraging first-party data and contextual targeting to deliver personalized and effective advertising. He highlights that as cookies become obsolete, companies must innovate to maintain user privacy while still achieving performance goals. This shift not only demands new technologies, but also a fundamental change in how advertisers interact with consumers, ensuring engagements are both privacy-compliant and meaningful. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Mark McEachran, Senior Vice President of Product Management at Yieldmo, to discuss the evolving landscape of digital advertising. They explore the importance of first-party data, the role of contextual targeting in a post-cookie world, and future opportunities for privacy-focused startups.

Brian Warrick is the Revenue Leader at Baresquare, a company specializing in AI-powered revenue optimization for e-commerce. He is responsible for go-to-market efforts at Baresquare. With a background in environmental and business economics, a MBA from Rutgers University, and 25 years in digital transformation, Brian's expertise spans startups to established entities in various industries. His career began with early entrepreneurial ventures and progressed through a decade in a content management vendor role before joining Baresquare. In this episode… How can companies craft a successful go-to-market strategy and ensure long-term customer retention in today's competitive landscape? These critical questions often perplex business leaders as they strive to navigate the complexities of the modern market. What are the key elements that drive effective strategies and sustainable growth? According to Brian Warrick, a seasoned revenue leader with extensive experience in digital transformation, the process starts with deeply understanding the customer. He highlights the importance of authenticity and genuine engagement in building trust and driving meaningful connections. By aligning sales and marketing efforts and focusing on high-intent revenue opportunities, companies can create a cohesive strategy that resonates with their target audience. The result? An increase in customer acquisition and a significant reduction in churn. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Brian Warrick, Revenue Leader at Baresquare, to discuss mastering go-to-market strategies and customer retention. They dive into the importance of aligning sales and marketing teams, the role of authenticity in engaging customers, and the latest advancements in AI-powered analytics. Tune in for actionable insights that can transform your approach to market strategy and customer management.

Jon Morra is the Chief AI Officer at Zefr, a company specializing in ad tech platforms and brand safety in the world of “walled garden” platforms such as TikTok, Facebook, and YouTube. With a background in biomedical engineering and a PhD in biomedical engineering, his academic journey took him from Johns Hopkins to UCLA. Jon then transitioned from academia to founding his own startup, Medical Vision Systems, and subsequently moving into the ad tech industry through roles at eHarmony and Zefr. His expertise lies in machine learning, and he's driven by the need to understand content categorization from a brand's perspective. In this episode… Artificial intelligence is transforming the marketing landscape, enabling brands to connect with their audience in more meaningful ways. How can businesses harness the power of AI and data science to drive marketing success? According to Jon Morra, a leading expert in AI and data science, the key lies in understanding and utilizing the vast amounts of data available. He highlights the importance of developing a representative dataset to train AI models effectively. By ensuring that the dataset accurately reflects the diverse scenarios a business might encounter, companies can build more reliable and effective AI solutions. This approach not only enhances the precision of marketing strategies, but also boosts overall business performance. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Jon Morra, the Chief AI Officer at Zefr, to discuss how AI is revolutionizing marketing. They explore how to validate AI use cases to drive business value, the impact of generative models on creative processes, and the importance of responsible AI practices. Listen in to gain valuable insights on leveraging AI to unlock the full potential of your marketing efforts.

Rob Sadow is the CEO and Co-founder of Scoop, a software company that helps hybrid teams coordinate work and creates the Flex Index, which tracks flexible work approaches globally. He studied at The Wharton School of the University of Pennsylvania and began his career at Bain & Company in strategy consulting. Rob's first startup experience was in Tel Aviv before he caught the entrepreneurial bug and founded Scoop with his brother in 2015. Under his leadership, Scoop pivoted during the pandemic to focus on hybrid work, becoming a leading voice and resource in the evolving future of work. In this episode… Mastering the hybrid work model is a critical challenge for modern organizations. How can companies effectively balance in-person collaboration with the flexibility of remote work while maintaining productivity and culture? According to Rob Sadow, a leading expert in hybrid work solutions, the key to thriving in a hybrid environment is understanding and utilizing comprehensive data. He highlights that companies must compare their office utilization and flexible work policies with peers to make strategic decisions. This approach not only informs better space allocation and policy development, but also enhances employee experience and operational efficiency. Rob's insights emphasize the importance of intentionality and data-driven strategies in navigating the hybrid work landscape. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Rob Sadow, CEO and Co-founder of Scoop, to discuss the intricacies of hybrid work. They explore the importance of balancing remote and in-person interactions, building a strong remote culture, and utilizing comprehensive data for strategic planning.

Sam Li is the CEO and Founder of Thoropass, a compliance and audit solution with a customer-first approach. He has extensive knowledge of entrepreneurship, technology, and global strategy, and has worked with companies such as Google and Samsung. Sam holds an MBA from Harvard Business School. In this episode… Compliance has grown to be an ever-present issue in modern businesses. The demand for compliance solutions has increased, and numerous competitors have flooded the market. As the space grows more crowded, how do you stand out? Improving marketing to reach new customers is necessary to stay ahead. While the strength of your product and expertise matters, it matters just as much how you demonstrate that value to your prospective clients. Here are the crucial aspects for businesses looking to grow. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Sam Li, the CEO and Founder of Thoropass, to discuss the secrets of marketing. They discuss finding new customers, the future of the compliance space, and how Thoropass has used their funding. They also touch on Sam's background as an entrepreneur and how he started his company.

Kathleen Booth is the Senior Vice President of Marketing and Growth at Pavilion, a community-powered learning platform for high-growth leaders. She spent the first 10 years of her career as an international development consultant, advising governments and international aid organizations on communications. Kathleen founded Quintain Marketing in 2006 and grew it into a nationally known digital marketing agency, selling the business in 2017 after 11 years as CEO. She is a board-level advisor to several tech startups and in 2023 was named by USA Today as one of 6 Global Marketing Advisors Who Are Rising Stars. In this episode… To get the most out of marketing, it's crucial to have both perspective and experience. Some marketing teams have one quality but lack the other, causing them to spin their wheels rather than push the business forward. Additionally, it can be difficult to find leaders with both qualities. One solution is to pull from established marketers with diverse backgrounds. This not only offers an outside perspective, but also draws from multiple disciplines of business. Kathleen Booth has led a long and impressive career across several industries, and now offers up some of her greatest lessons. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Kathleen Booth, the Senior Vice President of Marketing and Growth at Pavilion, to discuss some of her greatest insights into digital marketing. The two break down marketing frameworks, communicating across teams, developing robust communities, and how to align sales and marketing teams.

Quentin Kasseh is a software engineering executive and the Director of Software Engineering at RelationalAI. He is also the Founder of Nomad Engineers Consulting Group, helping businesses tackle their most complex tech and data challenges. Through his career, Quentin has supervised and grown teams up to 300 employees and budgets up to $28M. He is a solution architect, managing targets while resolving cloud and software reliability, culture, and talent development issues. In this episode… Every entrepreneur and executive is aware of the challenges inherent in business. This is only the surface, however, as every company must tackle a myriad of unique challenges. From startups to established corporations, how do you overcome the problems holding you back? An easy place to start is learning from experienced leaders in your field. Quentin Kasseh has founded startups, grown businesses, and joined existing powerhouses to bring them to new heights. His multi-faceted career gives him the insight to diagnose many issues facing modern companies. In this episode of the Revenue Engine Podcast, Alex Gluz has a conversation with Quentin Kasseh, Founder of Nomad Engineers Consulting Group, about overcoming marketing and business challenges. The two discuss building a potent team, AI's role in modern business, handling customers, going to market, and launching startups. They also talk about the greatest lessons Quentin learned from his mentors.

Dane Holewinski is a former CEO and venture capital-backed founder with a passion for helping mission-driven entrepreneurs achieve their potential. He is the Founder and CEO Coach at Decode Coaching, working with executives at brands such as Tonal, RealBlocks, and Zendrive. His coaching is grounded in the latest scientific research, best practices, and his experience as a strategy consultant in Silicon Valley. In this episode… Founding a startup is a daunting experience. Not only is there an immense amount of knowledge required, but for many founders, this is their first attempt at starting a business. Hard-won experience is invaluable, but often hard to find; this is where coaches can be helpful. By offering their wisdom from personal ventures and experiences with other clients, coaches can help to avoid common pitfalls and give priceless strategies. The effort of forming a startup is tremendous, so why not do everything you can to see it through? In this episode of the Revenue Engine Podcast, Alex Gluz interviews Dane Holewinski, the Founder and CEO Coach at Decode, to discuss a coach's tips and strategies for startup founders. They discuss crucial leadership skills, Dane's approach to working with clients, common blind spots, and how to best utilize funding.

Rich Liu is a biomedical engineer turned executive and investor with experience scaling multi-billion dollar unicorns. He is the CBO for Everlaw, an AI and e-discovery platform valued at more than $2 billion. He has been recognized as a Top 100 Global Sales Leader, shaping enterprise motions for companies across industries including SaaS, fintech, software, IT, media, internet, and financial services. In this episode… Marketing is a constant for businesses of different sizes, but the methodology changes as they scale. Strategies need to be tailored to existing needs and resources. However, a lot can be learned from implementing techniques from companies at different stages. Some experts have had the opportunity to see companies through that evolution. During each step, they can gain new insights on how to keep pushing the company to new heights. This means they have a wealth of knowledge to share with those marketing their own company. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Rich Liu, the Chief Business Officer at Everlaw, to discuss marketing at different stages of growth. The two break down the current marketing landscape with AI, lessons learned from switching to digital marketing, and how to use funding at an early stage.

Usman Sheikh is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. His goal is to humanize B2B sales and marketing by harnessing the power of generative AI and psychology. Prior to xiQ, Usman held multiple positions at SAP, including Vice President of Corporate Development, Product Management, and Sales Enablement. He frequently serves as a guest lecturer at schools such as the University of Texas, University of Wisconsin, University of Alabama, and Clemson University. In this episode… Marketing and sales are numbers-driven fields, filled with data, analysis, and research. The traditional approach can work, but can also potentially alienate existing customers or deter prospective ones. One solution to this is personalizing and humanizing any sales efforts. So how can businesses include this aspect in their marketing? xiQ is a personality-driven, AI-powered technology that helps companies connect with their audience. More than just a product, this approach can yield incredible results in the long-term. Here is what you need to know to apply these principles. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Usman Sheikh, the Founder and CEO of xiQ, to break down the process of personalizing sales. They talk about the power of AI to connect with customers, understanding the behavioral code in people, and making your mark in an oversaturated market. They also explain the way to maximize email marketing and where the field is heading in the future.

Frederik Hermann is a senior marketing executive focused on driving success through innovative and impactful marketing strategies. He excels in developing and leading global teams, executing campaigns, and delivering measurable results. Frederik is the Vice President of Digital Marketing at Beekeeper, a mobile-first platform designed for deskless employees. Additionally, he serves as a mentor for Swissnex and UpWest Labs. In this episode… Digital marketing is sometimes treated as a single topic, but there are many complex aspects under its umbrella. Lead generation, email marketing, social media, CRO, website development, and much more are all key responsibilities for marketing leadership. How do you unify so many diverse roles to work together? The simplest yet most challenging component is the team itself. Organizing and helping a competent team can make these lofty goals manageable. As a leader, there are essential tips and strategies to support your team and achieve your company's vision. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Frederik Hermann, the Vice President of Digital Marketing at Beekeeper, to discuss multi-channel campaigns and how to manage teams. They walk through thought leadership, pipeline growth, and leveraging modern marketing technology. They also touch on the newest opportunities for marketers in 2024.

As an experienced entrepreneur and tech advisor, Dylan Serota has found his niche at the intersection of technology and e-commerce. He is the CEO and Co-founder of Terminal.io, a full-stack remote workforce platform for software-driven companies. He currently advises for BoomPop and previously advised for Bus.com. In this episode… While powerful, marketing is only half of the selling process. The first step is the development of the product or platform itself. In the tech world, the product needs to be effective and consistent to appeal to clients. So how does that translate into the marketing? It starts with intimately knowing the product and knowing the ideal client. This ensures that the right technology gets to the customers who can best utilize it. Working in close conjunction with your team and your clients can make all the difference. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Dylan Serota, the CEO and Co-founder of Terminal.io, about marketing and optimizing technology products. They discuss engineering resilience, identifying clients, AI in tech products, and how Dylan would utilize startup funding if he were to do it again.

With over 20 years of experience in business and technology, Michael Krause is a respected leader and growth expert. He currently serves as COO and Chief Growth Officer at Tovuti LMS, a platform that provides extensive tools to craft courses, engage learners, and train teams. In addition, he consults businesses of all sizes and works with them on strategy. Michael started his career as a cryptographer in the U.S. Navy before transitioning to sales and technology. In this episode… Technology companies are fertile for explosive growth, but that doesn't mean it's always easy. Marketing and sales need to be top-of-the-line to stand out from an endless ocean of competitors. So how do you drive revenue sustainably? Michael Krause, a proven expert on growth for tech businesses, advises mapping out an audience and potential revenue from the outset. Taking time to strategize and coordinate across teams is also vital. There is an overwhelming amount to consider and a lot to learn, but the essentials are universal. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Michael Krause, the COO and Chief Growth Officer at Tovuti LMS, on the best practices for sustainable growth. They go over the essentials, adapting messaging and outreach, customer experience, and the effect of AI on the industry. They also touch on Michael's mentors and his greatest lessons throughout the years.

Nitin Kartik is a proven marketing leader and is the Director of Product Marketing at Carbyne, an emergency communication response platform that offers safe and reliable solutions for crises. He has led marketing and partnership programs at leading companies such as TomTom and Amazon. He has a MS degree in computer networks from Stanford University and a MBA from the University of Chicago Booth School of Business. In this episode… When marketing, professionals will often default to strategies that previously worked for them. While this may yield results for a while, marketing requires intensive specification and tailoring to consistently reach the right audiences — this is especially true when transferring from one branch of marketing to another. Marketers are expected to be experts across the entire industry. However, B2B, B2C, and B2G are vastly different sectors with each requiring unique strategies. Learning from others who made the same transition is vital for success. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Nitin Kartik, the Director of Product Marketing at Carbyne, to discuss the differences in marketing B2B, B2C, and B2G. They break down the key distinctions, what each audience expects, and the importance of innovating. The two also touch on Nitin's background and the greatest lessons he's learned throughout his career.

Angela Yeh is the CEO, Founder, and Chief Talent Strategist of Yeh IDeology, a firm offering career coaching, talent strategy, and recruitment services. For the last 20 years, she has worked with senior executives and directors of HR, ranging from massive corporations to humble startups. In addition to her company, Angela has served on several advisory boards and has offered her expertise as a speaker and workshop leader. In this episode… Top-tier talent is one of the most potent variables in a business. The right people can not only help your company run smoothly but even take it to new heights. When passion and expertise meet direction and leadership, the result is a team equipped to handle any challenge. However, this kind of talent requires nurturing. Employees need to be prepared and guided to reach their full potential. Finding the right talent is only the first step — it's what you do afterward that makes the true difference. So what should you know to help your people be at their best? In this episode of the Revenue Engine Podcast, Alex Gluz talks with Angela Yeh, the CEO and Founder of Yeh IDeology, to discuss talent acquisition and development. They discuss the Great Resignation, maintaining great employees, and how to cultivate talent at companies of any size.

Brian Lillie is the President of Private Cloud at Rackspace Technology, a cloud computing services pioneer and multi-cloud solutions provider. He is a recognized global leader with a focus on business strategy, product innovation, customer centricity, and enterprise digital experience. In addition, he is also a member of the board of directors for Lumentum and Storj Labs. In this episode… Cloud technology is a crucial component to any company's tech. No software or design can save your data without some form of comprehensive cloud solution. As the competition increases, adopting better services or providers is a necessity. Rackspace Technology has found its edge in the crowded space through AI. They use the burgeoning tech to empower data, give companies effective tools, and maintain maximum security. Its combination of these two growing fields — AI and cloud tech — might be a solution for many businesses. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Brian Lillie, the President of Private Cloud at Rackspace Technology, about the intersection of AI and cloud resources. They touch on the company's work, how AI is evolving rapidly in the space, and what companies need to know about private cloud services.

Robert Kulewicz is a proven sales leader and the Chief Growth Officer of MarketSpark, a SaaS platform offering analog to 4G LTE and 5G for enterprises. He has worked in the US and Europe, including Fortune 1000 companies and start-ups in technology, media, automotive, and construction industries. His experience encompasses growing startups up to 10x within 24 months and expertise as a brand director, generating over $400 million in annual sales. In this episode… Marketing is always a question of wants and needs. Businesses are often slow to adopt anything other than the necessities, which can hurt them in the long run. Industry disruptors can appear frivolous at first, until it's too late to get on board. Robert Kulewicz is a marketer and growth expert who has worked across several industries. The common thread is a talent for marketing invaluable solutions to an oversaturated market. He has developed his own methodology and answers to help companies buy in and mutually succeed. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Robert Kulewicz, the Chief Growth Officer at MarketSpark, to discuss marketing industry disruptors and SaaS solutions effectively. They touch on the landscape of data infrastructure, how Robert performs at his position, and his involvement with the sales team. He also breaks down the realities of scaling and rapid growth as a company.

Oleg Shilovitsky is the CEO and Co-founder of OpenBOM, a digital network platform that manages product data and connects manufacturers with supply chain networks. He also runs his social and consulting brand, Beyond PLM, to share information and insights for product, engineering, and manufacturing software. In the past, Oleg held a host of leadership and technology positions, including a rich background in product lifecycle management. He is passionate about using technology and business to transform the way people work in engineering, manufacturing, and enterprise. In this episode… Engineers are a difficult group for marketing. With an analytical and pragmatic mindset, the majority of engineers are focused on tangible solutions. For SaaS companies, directly marketing to these professionals can prove difficult and tedious. Meanwhile, executives are an entirely different challenge. Their expectations and budgets can prove resistant to subpar marketing. A common factor between both groups is Oleg Shilovitsky, a CEO who has created content for both subsections — he offers invaluable advice on marketing to each. In this episode of the Revenue Engine Podcast, Alex Gluz invites Oleg Shilovitsky, the CEO and Co-founder of OpenBOM, onto the show to break down how to market complex products to executives and engineers. They go through the basics, how Oleg found his niche, and his advice for marketers on appealing to both mindsets. They also talk about the inherent problems with B2B SaaS marketing and past mistakes that helped Oleg grow.

Nigel Cullington is a marketing leader with 25 years of global experience in sales and marketing. He is the VP of Marketing at Upland Software, an enterprise software that offers project management, workflow automation, and digital engagement. Previously, Nigel worked in product marketing at Openwave Messaging and Altify before Upland's acquisition. In this episode… As businesses rapidly evolve, technology is often the dividing line for success. Having the right software, systems, and methodology can help companies rise past plateaus. Vendors in particular can become true partners with their clients, taking over crucial tasks and management responsibilities. One such vendor and SaaS company is Upland Software. Their suite of software has granted increased efficiency to many leading companies. Marketing and sales have been key components of their growth, finding unique ways to promote their brand. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Nigel Cullington, the Vice President of Product Marketing at Upland Software, to discuss the business' marketing strategies. They discuss Nigel's career across sales and product marketing, how they use account-based marketing, and how they stand out from the crowd.

Kris Rudeegraap is the CEO and Co-founder of Sendoso, a direct mail automation platform that helps companies engage with their customers throughout the buyer's journey. He is also an advisor and investor for many leading companies including Alan AI, Sonar Software, LoopGolf, and Tourial. In addition to his business, Kris is a contributing writer for Forbes Technology Council. He has previously worked as a senior account executive and a regional sales director. In this episode… Leading a successful business — especially a B2B business — is a difficult process. Marketing and funnel growth are notoriously elusive prospects that contain a host of variables. While each company is different, there are universal tips and experiences that can always help. Kris Rudeegraap is a CEO who has consistently helped his business grow. He has learned from firsthand experience how to navigate the SaaS and B2B industries. He offers his insight as a Forbes contributor but now offers additional thoughts to you. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Kris Rudeegraap, the CEO and Co-founder of Sendoso, to discuss leading and growing a B2B company. They break down his approach to growing the business, accelerating marketing, and aligning the company's different teams. Kris also touches on AI and his thoughts on the industry as it stands today.

Mario Martinez is the CEO and Founder of Vengreso, a sales training company that simplifies and automates with their SaaS-based technology FlyMSG. He is the host of the popular The Modern Selling Podcast and was featured in Forbes, INC., Entrepreneur, and Huffington Post. He's a highly sought-after keynote speaker with his experience in personal branding and B2B sales. In addition to these roles, Mario also serves on the advisory boards for National Association of Women Sales Professionals and OneMob. In this episode… SaaS companies are already difficult to fund and market, but what about transforming an existing business into a SaaS model? Vengreso started as a digital sales prospecting training company but has since pivoted with their software FlyMSG. The transformation has been difficult but rewarding in many ways according to founder Mario Martinez, who has applied his extensive knowledge of B2B business to market the new software. It is a unique situation for a company, and now you too can learn the irreplicable lessons that came from it. In this episode of the Revenue Engine Podcast, Alex Gluz has an insightful conversation with Mario Martinez, the Founder and CEO of Vengreso, to talk about marketing and switching over to the SaaS model. They discuss the challenges of switching business models, customer acquisition, social media, and running a SaaS company. They also go through Mario's background in business and what he learned from his mentors.

Arsen Stepanyan is the Co-founder and CEO of Orders.co, a business offering restaurant industry solutions to streamline the ordering process and increase revenue. In addition to his business, he is a board member at BuildUp Bootcamp. He started his career as a small business owner and has translated that experience into expertise with his new business. In this episode… Technology designed for restaurants faces an uphill battle. The unique challenges of the restaurant industry lead to difficulties for third-party software. If marketed correctly, the wide consumer pool can be a great advantage for companies. If marketed poorly, however, prevalent skepticism can halt any forward progress. So how can technology businesses properly market themselves to restaurants? In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Arsen Stepanyan, the Co-founder and CEO of Orders.co, to discuss demand generation for restaurant industry technology businesses. The two break down the unique attributes of restaurants, how to market the specific technology, and making the software accessible.

Mike Chuma is the Vice President of Global Marketing, Engagement and Enablement at IDeaS Revenue Solutions, a revenue management software that has served hospitality businesses for over 30 years. He has led global product organizations, redefined product strategies, and helped implement new technologies for SaaS and subscription models. Before IDeaS, Mike worked for Trinity Springs Inc., SuperValu, and Digital River in a variety of leadership positions. Across his career, he has aimed to provide organizations the tools they need to maintain relevance for commerce and sales channels. In this episode… Revenue management is an unwieldy topic. Under the umbrella of marketing, generating and nurturing revenue is fundamental to the health of a business. There are a myriad of factors that can get in the way — so what are some of the most important tips and tricks? Mike Chuma has earned his experience from a fruitful career and key mentors. He started as a sales and marketing manager, working his way to a place of leadership for a leading technology brand. All of this has allowed him to know what many companies need to excel in their marketing. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Mike Chuma, the Vice President of Global Marketing, Engagement and Enablement at IDeaS Revenue Solutions, to discuss better revenue management. They break down product strategy, revenue management for hotels, and important tips for marketing. The two also talk about the transition from lead-centric to revenue-centric marketing.

Gabe Graham is a marketing and sales executive with deep knowledge of developing and implementing digital-first marketing strategies. He is the Director of Growth and Field Marketing of Accela, a unified suite of cloud solutions for local governments.  Prior to Accela, Gabe spent nearly two decades at H&R Block, starting as a marketing manager and exiting as their Director of Marketing Strategy. In this episode… Marketing is a notoriously difficult facet of business. A myriad of factors can determine what works and what doesn't, resulting in trusted marketing models failing. Companies don't only need strong marketing but someone to lead the program — someone able to adapt to changes and find new business. So what are some of the core elements of this marketing approach? In this episode of the Revenue Engine Podcast, Alex Gluz talks with Gabe Graham, the Director of Growth and Field Marketing at Accela, to discuss his successful marketing program at the company. They touch on the first year of growth, how Gabe approaches field marketing, and leading collaboration among teams. The two also discuss the current state of marketing and how new technology is shaping it.

Collin Mitchell is a sales specialist, investor, and entrepreneur. He is Vice President of Sales at Leadium and currently works with other companies such as Vengresso, Nigel Green, and uCast. He is also the host of the Sales Transformation Podcast, where he offers bite-sized advice on how to transform your sales. At 25, Collin founded his first company and has since successfully exited three separate endeavors. In this episode… AI is a hot-button topic, especially in the world of business. With fierce competition, companies are looking to technology to secure any advantage. Leveraging AI is not enough, however. Knowing how and where to use it is equally as important, not only securing more customers but earning their long-term trust. Collin Mitchell has worked in sales for more than 15 years. Along with starting his own businesses, he has developed a talent for sales and how to access customers. He led the sales for Humantic, an AI and marketing platform, and now explains his insights for others looking to combine the two. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Collin Mitchell, the former Head of Sales at Humantic, to discuss his knowledge and how AI is being used in marketing. They break down Collin's early life, selling directly to the customer, and the work that Humantic does in the AI space. The two also talk about the best advice he received from his mentors.

David Weiss is a sales executive, sales coach, and is the Chief Revenue Officer of The Sales Collective. The company is a partner in accelerating business growth using experience and cutting-edge strategies to optimize sales performance. David is the author of Your Definitive Sales Career Guide and Sales Success Stories. He also founded the company DealDoc, which spearheads an app that inspects and suggests fixes in business deals. In this episode… The only way to drive sales is to have a successful sales team. The challenge then becomes constructing and properly utilizing a team for greater revenue. More than any software, people can go above and beyond, creating incredible improvements. For business leaders and salespeople alike, there is a lot left to know. David Weiss is an experienced sales leader and author. His current work is through The Sales Collective, helping other businesses and professionals to radically improve their sales and the teams that drive it. So what does he have to offer to improve yours? Alex Gluz invites David Weiss, the Chief Revenue Officer at The Sales Collective, onto the Revenue Engine Podcast to talk about sales and how to improve a sales team. They talk about the convergence of sales and marketing, the books that influenced David's perspective, and his advice for young professionals. They also go through some common misconceptions in the field and how to treat them.

Deborah Galea is the Director of Product Marketing at Orca Security, a leading cloud security platform. She is a proficient marketing professional with more than 20 years of experience marketing B2B software and SaaS solutions. Her previous positions include marketing work with Ascend Analytics, OPSWAT, and even co-founding Red Earth Software. Deborah's specialties include product marketing, SEO, content creation, social media, lead generation, and public relations. In this episode… Cybersecurity is a difficult field for marketing. Many companies that need the service most are loath to improve their protection, leaving them vulnerable to attacks. Even competent companies can fail to see the need for greater defenses and suffer as a result. This means that some of the best marketers for cybersecurity are the ones that understand the customer's hesitations and needs. Deborah Galea understands this dynamic, now leading product marketing for cloud security. She founded her own business in the field, learning directly from her own clients and now uses that information for marketing purposes. So what are her most salient recommendations? Alex Gluz invites Deborah Galea, the Director of Product Marketing at Orca Security, onto the Revenue Engine Podcast to talk about marketing for cybersecurity and cloud services. They break down her early career and some of the key lessons she learned. They also talk about balancing marketing priorities, valuable strategies to stay ahead of the curve, and the impact of AI on marketing.

Bill Talbot is a marketing and business development expert with experience in strategic, product, and growth marketing. He is the Chief Marketing Officer of OpsRamp, an operations management platform that empowers enterprise IT and DevOps teams and prevents outages. In the past, Bill has worked as the VP of Marketing for Splunk, BMC Software, and CA Technologies. He has successfully grown top-line revenue and built pipelines for companies ranging from startups to multi-billion dollar businesses. In this episode… While all marketing is inherently customer-focused, the reality rarely matches that ideal. Instead, marketing often becomes a numbers game, detached from the very people they are meant to attract. With the right approach, this style of marketing can pay dividends down the line that a basic funnel cannot replicate. It is a powerful outlook, and now you can learn how to implement it successfully. In this episode of the Revenue Engine Podcast, Alex Gluz is once again joined by Bill Talbot, the Chief Marketing Officer at OpsRamp, to discuss marketing and why it is important to remember the customer. They discuss OpsRamp's marketing efforts, what Bill has learned during his career, how to survive tough economic downturns, and much more.

Melanie Brancaleone is the Director of Integrated Marketing at Tessian, a company offering cloud email security. She has worked in marketing for GoTo, Cynosure, and IBM among many others across her fruitful career. Her specialties involve strategies for increased revenue, customer engagement, and competitive differentiation. Along with marketing, Melanie is known for her leadership capabilities and ability to lead diverse teams. In this episode… Integrated marketing can sound like just another business buzzword, but the idea behind it is crucial. An ununified business will pour countless resources into marketing without seeing the returns they want. Their efforts are spread thin or sometimes even contradictory. Bringing together every communication channel for a few key messages is effective and necessary. Melanie Brancaleone utilizes integrated marketing in her position with Tessian, leading a team to stronger marketing. They have found success with the strategy and have steadily refined their process. So how does it work and does it suit your business? In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Melanie Brancaleone, the Director of Integrated Marketing at Tessian, to talk about integrated marketing and its uses. They start with Melanie's own career, the lessons she's learned, and how she utilizes metrics. The two also walk through emerging trends in the space, how to unify your communication, and how to use integrated marketing in 2023.

Wendy Petty is the Chief Revenue Officer at WorkFusion, a leading provider of automation solutions for Fortune 500 enterprises, banks, and financial services companies. She has a career in sales spanning over 30 years, with experience in advanced technical expertise, developing influential relationships, and sales education. Some of Wendy's prior positions include Chief Sales Officer at Erwin Inc., Executive Director of Global Channels at Verizon Enterprise Solutions, and 10 years at FalconStor Software. In this episode… Enterprise sales are inherently challenging with a high barrier of entry. These prospects tend to be exceedingly reserved and hesitant to invest in new ideas. For sales teams in this field, it takes an extra level of strategy and dedication to ensure a close. Wendy Petty has firsthand experience with these difficulties. Her extensive career has led her to a leadership position at WorkFusion, working in the world of enterprise sales. She has led herself and her team to continued growth, and now explains how she did it. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Wendy Petty, the Chief Revenue Officer at WorkFusion, to talk about the most important aspects of enterprise sales. They discuss her career, some of the greatest lessons she's learned, and building relationships with potential clients. They also discuss the role metrics and marketing play in sales.

Steve Hardy is the Chief Marketing Officer of Prophix, a performance management software that budgets, forecasts, and reports for corporate finance teams. He is a C-level executive with experience in SaaS with a dedication to driving growth. Along with Prophix, he works as an Advisor to WeSoar.ai and Newchip Accelerator as well as a Board Member at Pavillion. Steve received his start in product marketing, which he has directly translated to his marketing model today. In this episode… Steve Hardy is an effective marketer with more than 25 years under his belt. Leading the marketing for several reputable software companies gave him a well-rounded perspective on the subject. His work won him the 2019 Marketing Executive of the Year Award by SiriusDecisions and Forrester. Today he shares some of his best advice he's developed over the many years of his successful career. Alex Gluz hosts Steve Hardy, Chief Marketing Officer at Prophix, on this episode of the Revenue Engine Podcast to discuss marketing for software. They start with his background and education before transitioning to his current work with Prophix. The two also talk about valuable marketing strategies, gauging the patterns of your campaign, and building collaboration between the sales and marketing teams.