Podcasts about bigtincan

I have my own opinions of what sales engineers should do, and how they should be involved in the sales process. My opinion is that they should be involved, early and often.   But I sell in the enterprise market, with a small number of customers. My SE is tied only to me, and the main decision-makers are the users who use the product. So it would make sense that my SE is heavily involved, follows up post-demo, and maintains relationships.    But when your product is being sold to other Salespeople, and the goal is to show them how easy it is to use, and the SE that supports your opportunities supports the opportunities of a few other salespeople, then the process and expectations are different. Adam Weekes is an AE Leader within Big Tin Can. He drops by the show to explain his views.   show notes: https://wethesalesengineers.com/show314

Bigtincan Holdings Limited, H1 2023 Earnings Call, Feb 27, 2023

Rusty Bishop, Chief Marketing Officer at Bigtincan, talks with Jeremy about creating late-funnel content.Highlights:What works and what doesn't in late-funnel content creationMarketing and sales working together to get front-line people the contentMachine learning to develop the right kinds of content that drives revenueLearn more about BigtincanConnect with Rusty on LinkedInMemorable Quotes:"There is the type of content that you would wanna provide to your customer facing teams when they are in the final stages of either closing a deal or perhaps it's renewing a client who's already a customer. So it's that late funnel, when it's getting close to being done.""What you've gotta think about, especially in late stage, is,  do I have content that's addressing each of those personas that could be in that binder?  I think this is something people miss quite a bit, right? They assume I'm selling to CTOs, and I've got great content for CTOs, but it turns out that I didn't have anything for the CMO and they torpedoed the deal. That's the kind of thinking that we're trying to do here in late stage"

Andrew, Claude, Matt, & Kev chat breakthroughs in Nuclear Fussion , AI glasses, Bigtincan (ASX: BTH) & Tyro (ASX: TYR) reject takeover bids,  Downer's stock plunge  (ASX: DOW),  how to evaluate management incentives, New gas price caps, small cap SDI Ltd (ASX: SDI), Claude's buy signals, REIT redemptions & a property downspiral.Follow us on Twitter: @BabyGiantsPod-----0:45 - Good news: Fusion Energy, AI smart glasses, Australia's 1st space rocket11:49 - Bigtincan (ASX: BTH)12:17 - Tyro (ASX: TYR)17:16 - Downer (ASX: DOW)18:58 - Evaluating management incentives25:53 - New gas price caps35:48 - SDI Limted (ASX: SDI)40:52 - Claude's buy signals47:07 - REIT redemptions & a property downspiral

Andrew, Claude, Matt, & Kev talk good news with AI ChatGPT,  project procurement smallcap Felix Group,  Frontier Digital Ventures' emerging countries marketplaces, Bigtincan, AGM rapidfire with LaserBond, Nanonsonics, IPD Group & Supply Network, while Andrew & Claude make a lifetime Bitcoin bet!Follow us on Twitter: @BabyGiantsPod-----0:45 - Good news: ChatGPT, Neuralink, Control Bionics (ASX: CBL)13:33 - Felix Group (ASX: FLX)20:00 - Frontier Digital Ventures (ASX: FDV)29:36 - Bigtincan (ASX: BTH)35:24 - LaserBond (ASX: LBL)39:23 - Nanosonics (ASX: NAN)41:33 - IPD Group (ASX: IPG)44:22 - Supply Network (ASX: SNL)50:39 - Andrew & Claude's lifetime Bitcoin bet

Kevin 'KD' Dorsey is a Sales Leadership Coach, SaaS Sales Consultant & Advisor, and is simply one of the best at understanding what makes a sales team work.  In this podcast, we cover a host of issues and KD does not disappoint in giving practical advice to help your sales team.  Sponsored by BigTinCan, http://www.Bigtincan.com

Bob Moesta is an innovator, entrepreneur, and the co-creator of the Jobs to Be Done Theory to investigate consumers' motivations and decision-making processes. The co-founder and president of the ReWired Group, Moesta helps leaders and companies repeatedly innovate and reliably predict and drive lasting success.  An experienced product developer and engineer by training, Bob has worked on and helped launch more than 3,500 new products, services, and businesses across nearly every industry, including education, health care, defense, auto manufacturing, software, financial services, and construction. Bob is a guest lecturer at The Harvard Business School, MIT Sloan School of Entrepreneurship, and Northwestern University's Kellogg School of Management. This podcast is sponsored by Bigtincan - Find out more at http://www.Bigtincan.com  

In this podcast I speak with a true hustler, entrepreneur and great sales trainer, Donald Kelly.  His story is inspirational and is guaranteed to inspire you to sell more!  This podcast is sponsored by Bigtincan, a sales enablement platform to help salespeople create, connect and convert.  http://www.Bigtincan.com

In this episode, Joe McNeil of Influ2 talks about the role of sales and how there is light at the end of a dark sales funnel.  #darkfunnel #bigtincan sponsored by http://www.Bigtincan

Great discussion with Matt Heinz on a range of sales and marketing topics on this episode of the Sales Influence Podcast sponsored by Bigtincan! #bigtincan #lumpypipeline

Andrew, Matt and Claude talk good news with AI video, Australian's topping the global wealth ladder, signs for market bottoms, Credit Suisse, Bigtincan moves on Livetiles, small cap Zoom2u, the latest on Elon, & trouble at AtomosFollow us on Twitter: @BabyGiantsPod----- 0:44 - Good News: AI generated video1:41 - Good News: Australian's topping the global wealth ladder6:15 - The UK's Lehman moment13:11 - Signs for market bottoms25:53 - Credit Suisse28:50 - Bigtincan (ASX: BTH) & LiveTiles (ASX: LVT)35:58 - Zoom2U (ASX: Z2U)46:26 - Latest on all things Elon52:42 - Atomos (ASX: AMS)

This week's show is entitled, "Roadblocks to Delivering a Competitive Buying Experience" and my guest is Rusty Bishop, CMO at Bigtincan. Tune in to hear more about: The evolution of sales enablement Why CMO's should care about sales enablement and how to make it a leadership team priority. Who should own sales enablement, Sales or Marketing? What sales enablement can do for the entire customer life cycle Listen in now for this and MORE, watch the video or read the transcript on the Heinz Marketing blog (search "Bishop"). I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena@heinzmarketing.com.  

Andrew, Matt and Kev talk through the RBA's rate hike, Russia shutting the Nord Stream pipeline, US & China decoupling, and the BeReal app.  We answer your questions - iCollege, Jayride, Bigtincan, and Etherstack. Follow us on Twitter: @BabyGiantsPod-----1:18 - Good News: Nuclear Power Plant Saved2:06 - Macro: RBA rates rise8:48 - Macro: Russia shuts Nord Stream pipeline17:38 - Macro: US & China decoupling20:48 - BeReal - the most downloaded app24:04 - iCollege Ltd (ASX: ICT)32:43 - Jayride Group Ltd (ASX: JAY)38:57 - Bigtincan Holdings Ltd (ASX: BTH)48:38 - Etherstack PLC (ASX: ESK)

This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.   #amyfranko #bigtincan

Bigtincan Holdings Limited, 2022 Earnings Call, Aug 30, 2022

CEO of Seamless.ai, Brandon Bornancin joins me on this episode, sponsored by Bigtincan, and opens up his diary to discuss sales, marketing, and management tips. #bigtincan #seamless #brandonbornancin

In this episode of the Sale Influence(r) podcast, I speak with the Story Seller from Down Under, Bernadette McClelland who walks us through the use and power of selling using storytelling.  This episode is sponsored by Bigtincan:  http://www.Bigtincan.com   Victor Antonio: http://www.VictorAntonio.com

BigTinCan's Chief Marketing Officer Rusty Bishop joins me on the Sales Influence(r) podcast to talk about his Sales Enablement Obsession (SEO) and the tools you need to win in the world of selling today. Link: http://www.bigtincan.com

Many businesses are currently juggling two different worlds. We have the modern cloud infrastructure and Kubernetes. But on the flip side, there is 10-20-year-old legacy tech such as Oracle Solaris, old IBM and HP servers, etc. Elsewhere, business leaders are also challenged with managing security, the Cloud, and hybrid working. Anil Kumar from Citrix and Sharon Besser from GuardiCore join Neil Hughes in discussing the advantages that hybrid cloud and SAS apps can offer businesses. About Sharon Sharon Besser is an accomplished data and network security expert with a successful track record combining deep technical hands-on excellence with a market vision to incubate new solutions and develop next-generation technologies. Sharon was the CTO and co-founder of Publicom (acquired by Comsec), co-founder of Contondo (acquired by Bigtincan), co-founder of EyeOTee Inc., VP Technologies at Net Optics, (acquired by IXIA), VP of Products Strategy at Imperva, Director of security solutions at Check Point, Director of security products at Websense, through the acquisition of Port Authority Technologies. Sharon holds a BSc degree in Computer Science, Mathematics, and Geography from Bar Ilan University. About Anil As a Technical Marketing Manager at Citrix, Anil Kumar is responsible for Building and owning an Ecosystem of Networking, Security, and Cloud technology partners. He is also a subject matter expert on the Citrix cloud, networking and security products, and services. Anil is also responsible for developing and managing a test infrastructure in-house/on-prem and on Cloud for proof of concepts and for partner product verifications.

Global Fashion Retailer GUESS Uses Matterport Digital Twins to Reimagine its Retail Experience Company sees 200 percent increase in productivity and 30 percent decrease in travel costs employing Matterport on iPad devices with Bigtincan sales enablement SUNNYVALE, California, Wednesday, June 22, 2022 (GLOBE NEWSWIRE) -- Matterport, Inc. (Nasdaq: MTTR), the leading spatial data company driving the digital transformation of the built world, announced that GUESS?, Inc. (NYSE: GES) (“GUESS”), the global fashion brand and retailer, has adopted Matterport digital twins to ensure brand consistency across its stores and create immersive, virtual experiences for its employees, external buyers and wholesale partners. Since 2017, GUESS has used Matterport digital twins, or photorealistic digital replicas of stores, to realize a 200 percent increase in productivity, a 30 percent decrease in travel costs, and a 95 percent reduction in departmental paper and printer ink costs. Additionally, by equipping employees with iPad® and the Bigtincan sales enablement solution, GUESS trained and collaborated remotely with staff, engaged partners and wholesale customers, replacing in person store and showroom visits with virtual experiences. “Brick-and-mortar retailers still face a lot of uncertainty, but digital twins have enabled us to streamline our operations worldwide and build exciting, virtual experiences that set us up for long-term success,” said Jacklyn De Antunano, Project Manager, Training and Development, at GUESS. “Whether we are onboarding new employees or making updates to our store displays, brand consistency is crucial. With Matterport digital twins, merchandising teams at our Los Angeles headquarters can set clear directives for our stores worldwide, while new hires can more easily familiarize themselves with our brand. In addition, creating digital twins of our showrooms help us provide a seamless, virtual experience for buyers.” At GUESS, visual merchandising teams frequently reimagine its brick-and-mortar experience. To ensure global brand consistency across stores, GUESS configures new layouts and displays in a mock store at its corporate headquarters (HQ). GUESS captures a digital twin of its sample space with a Matterport camera and then shares it with store managers globally to replicate in-person. To provide detailed instructions for store teams, each digital twin contains Mattertags – color-coded, visual tags anchored to a specific product and embedded with audio, video, or detailed notes from GUESS HQ. Equipped with iPad, GUESS' store teams can view their Matterport digital twins directly through Bigtincan, the company's sales enablement platform and central hub for proprietary content and knowledge. -- Matterport media release continues in the We Get Around Network Forum (www.WGANForum.com).

Best US Corporate Citizens. And More. Articles covered include: “5 Renewable Energy Stocks To Watch In The Stock Market Today”; “100 Best Corporate Citizens”; “2 green stocks that I think are no-brainer buys for the future”; “A top fund manager has been buying these ASX tech shares after the market selloff”; and much, much, more Podcast: Best US Corporate Citizens. And More Transcript & Links, Episode 83, May 20, 2022 Hello, Ron Robins here. Welcome to my podcast episode 83 published on May 20, 2022, titled “Best US Corporate Citizens. And More” — and presented by Investing for the Soul. Investingforthesoul.com is your site for vital global ethical and sustainable investing mentoring, news, commentary, information, and resources. Remember that you can find a full transcript, and links to content – including stock symbols, quotes, and bonus material – at this episode's podcast page located at investingforthesoul.com/podcasts. Now if any terms are unfamiliar to you, simply Google them. Also, just a reminder. I do not evaluate any of the stocks or funds mentioned in these podcasts, nor do I receive any compensation from anyone covered in these podcasts. Furthermore, I will reveal to you any personal investments I have in the investments mentioned herein. ------------------------------------------------------------- 5 Renewable Energy Stocks To Watch Now first off again to our favorite industry with this article titled 5 Renewable Energy Stocks To Watch In The Stock Market Today. It's by Brandon Michael and seen on stockmarket.com. Here are some quotes from Mr. Michael. “Investors keen on renewable energy stocks may be looking at the likes of Canadian Solar (NASDAQ: CSIQ). The company yesterday made its first move in the battery energy storage space in the United Kingdom… Elsewhere, Algonquin Power's (NYSE: AQN) Liberty unit is working with Meta Platforms (NASDAQ: FB) on a new wind power project in Michigan… With that being said, check out these renewable energy stocks… 1) Blink Charging (NASDAQ: BLNK) The company currently operates and maintains over 30,000 charging ports across 13 countries. Additionally, most of Blink's charging stations are linked via its global network, allowing users to seamlessly charge at any of its locations worldwide… The company announced record first-quarter results. Blink saw its total revenues soar to $9.8 million, a massive 339% increase year-over-year. The company attributes this massive growth in revenue to increased product sales and service revenues. Besides that, the company also sees 3,174 charging stations contracted or sold, a 99% year-over-year increase. With Blink expecting this momentum to persist through 2022, should you invest in Blink stock? 2) Ormat Technologies (NYSE: ORA) Ormat is a geothermal industry leader that has supplied power-generating equipment for customers in over 30 countries. Apart from that, it also has expertise in energy storage solutions. The renewable energy company reported its earnings for the first quarter of the year… Ormat generated revenues of $183.7 million, an increase of 10.4% year-over-year. The company owes this revenue growth to its Electricity segment performance as well as its strategic capacity additions. Next to that, its adjusted net income came in at $18.4 million, rising 20.8% from $15.3 million. Accordingly, diluted earnings per share were $0.33, growing 22.2%... The company also provided its guidance for the rest of the year. Ormat forecasts revenues to range between $710 million and $735 million… Is Ormat stock one to watch? 3) Sunrun (NASDAQ: RUN) It has pioneered home solar service plans to make local clean energy more accessible to everyone. The company's innovative home battery solutions also bring more affordable and reliable solar energy… Sunrun reported its financial results for the first quarter of 2022.  The company saw its revenue increase by 48% to $495.8 million. Besides that, it saw a 27% growth in its Solar Energy Capacity Installed in the first quarter, exceeding its guidance. Sunrun also grew its customer base by 20%, now totaling 689,774 customers as of March 31, 2022. For the rest of the year, the company expects its Solar Energy Capacity Installed Growth to be 25% or more, an increase from its prior guidance of 20%. Considering Sunrun's performance, is Sunrun stock worth adding to your watchlist? 4) SolarEdge (NASDAQ: SEDG) Its products include SolarEdge Power Optimizer, SolarEdge Inverter, SolarEdge Solutions, and SolarEdge Monitoring Software. It is noteworthy that the company's power optimizers provide module-level maximum power point tracking and real-time adjustments of current and voltage to the optimal working point of each PV module… SolarEdge announced its first-quarter financial results… It reported a record revenue of $655.1 million, up 62% from $405.5 million in the same quarter last year. Its solar segment, which makes up most of its revenue, brought in a record $608 million, an increase of 62% year-over-year… Net income came in at $68.8 million in the past quarter, rising 24% from $55.5 million. Diluted earnings per share were $1.20, up from $0.98 in the same quarter last year. All things considered, should you add SolarEdge stock to your portfolio? 5) Enphase Energy (NASDAQ: ENPH) Enphase is a renewable energy company that designs and manufactures home energy solutions. It is a global energy technology company and also the world's leading supplier of microinverters-based solar storage systems. With its smart and easy-to-use solutions, the company connects solar generation, storage, and energy management into one intelligent platform. Enphase's semiconductor-based microinverters convert energy at the individual solar module level and bring a system-based approach to solar energy management… The company reported better than expected results for its first quarter. Its revenue came in at $441.3 million, exceeding the $420 to $440 million the company forecasted last quarter. Additionally, this signals a revenue growth of 46.2% compared to the same period last year. Besides that, Enphase raked a net income of $51.8 million, up by 63.5%. Accordingly, diluted earnings per share were $0.37 compared to $0.24 in the year prior. For its second-quarter outlook, it foresees revenue to range between $490 million to $520 million. Given the solid quarter, should you buy Enphase stock?” End quotes. ------------------------------------------------------------- Best US Corporate Citizens This next piece is from a press release by 3BL Media announcing their terrific annual 100 Best Corporate Citizens ranking. Here are some quotes from the release. “Recognizing outstanding environmental, social and governance (ESG) transparency and performance among the 1,000 largest U.S. public companies. For the fourth consecutive year, Owens Corning (OC) tops the ranking. PepsiCo (PEP), Apple (AAPL), HP (HPE) and Cisco (CSCO) round out the top five. The 100 Best Corporate Citizens ranking is based on 155 ESG factors in eight pillars: climate change, employee relations, environment, finance, governance, human rights, stakeholders and society, and ESG performance. Using a methodology developed by 3BL Media, all Russell 1000 Index companies are researched by ISS ESG, the responsible investment research arm of Institutional Shareholder Services. There is no fee for companies to be included in 100 Best Corporate Citizens… To ensure companies in the ranking were not lobbying against Paris Climate Agreement-aligned policies, in 2021 3BL Media partnered with InfluenceMap to assess a ‘red flag' penalty to such oppositional companies. Taking it a step further, in 2022 a ‘green flag' bonus was introduced to recognize firms using their political influence and spending in support of Paris aligned policies. PepsiCo, Apple, Microsoft, PSEG and Salesforce were the only companies to receive this ‘green flag.' Click here to access the complete 100 Best Corporate Citizens of 2022 ranking and methodology.” End quotes. ------------------------------------------------------------- 2 green UK stock picks Now from the UK is this article 2 green stocks that I think are no-brainer buys for the future by Jon Smith. It's found on fool.co.uk. So to some quotes from Jon Smith. 1)  ITM Power (LSE:ITM) “The first green stock I like is ITM Power. The business designs, manufactures, and integrates electrolysers to produce green hydrogen. It has a range of commercial potential uses, including as fuel. The only waste is water and green hydrogen can be stored in tanks for long periods of time — it's easy to see why people are excited… ITM Power is really starting to get up and running. The stock won a project grant from the German government in January. It has secured investment from the UK government last November for the first phase of an ongoing project at the Whitelee Windfarm hydrogen facility. The share price is down 11% over the past year, but up 50% over two years. I think that with momentum from the recent investments and the prospect of increased production in the next year or so, the share price could really start to take off. There is some risk that the market finds issues with green hydrogen in practice, but for the moment I think it's a viable form of clean energy for the future. 2) Greencoat Renewables (LSE:GRP) Another company that fits the bill is Greencoat Renewables. I think this is a no-brainer buy not for share price growth, but rather for dividend income in my portfolio. The company invests in wind and other renewable energy projects in Europe, with the aim of distributing returns via dividends. Currently the dividend yield sits at 5.22%, with the share price up 1% over the past year… I like the fact that Greencoat has projects in different countries in its portfolio. Although there is a lot of exposure in Ireland, it also has projects in France, Spain, Finland, and Sweden… I do know that getting wind projects up and running can be very expensive. This might make it tough for Greencoat to step up to the next level as private investors might favour cheaper green energy options. However, I think there is enough funding already in this space to ensure the dividends stay generous and consistent.” End quotes. ------------------------------------------------------------- 2 Australian tech stock picks Now to an Australian article that could be of interest to global investors. It's titled A top fund manager has been buying these ASX tech shares after the market selloff. It's by James Mickleboro and appeared on fool.com.au. Here are some quotes from Mr. Mickleboro. Note, Bigtincan is a tech company billing itself as a ‘sales enablement platform.' Now the quotes. “1) Bigtincan Holdings Ltd (ASX: BTH) According to a change of interests of substantial holder notice, Australian Ethical Investment Limited (ASX: AEF), has taken advantage of recent weakness in the Bigtincan share price to increase its stake. The notice reveals that the fund manager has picked up over 8.5 million shares since its last notice. This has lifted its holding in the sales enablement platform provider to a total of ~55.8 million shares, which is the equivalent of a 10.15% stake. With the Bigtincan share price down by almost 50% since the start of the year, it appears as though Australian Ethical sees this as a buying opportunity. 2) Nitro Software Ltd (ASX: NTO) Another change of interests of substantial holder notice reveals that Australian Ethical has also been buying this document productivity software company's shares. The fund manager has increased its stake by ~2.5 million shares to a total of just over 17.7 million shares. This represents a stake of 7.29%... Once again, with the Nitro share price down 46% in 2022, its analysts appear to believe this has created a buying opportunity. The team at Goldman Sachs would agree with this. The broker recently reiterated its buy rating and $2.35 price target on the company's shares.” End quotes. ------------------------------------------------------------- Articles for UK, Australian, and International Investors—again links on this podcast's webpage 1. Title Best ESG funds from the UK Evening Standard. By Andrew Michael. 2. Title 3 top ASX growth shares I'd buy next week on fool.com.au. By Tristan Harrison. 3. Title AXA IM launches two new green investment funds from InvestorDaily, Australia. By Paul Hemsley. ------------------------------------------------------------- Ending Comment Well, these are my top news stories with their stock and fund tips -- for this podcast: “Best US Corporate Citizens. And More.” To get all the links, and stock symbols, or to read the transcript of this podcast -- and more -- go to investingforthesoul.com/podcasts and scroll down to this episode. Also, be sure to click the like and subscribe buttons in Apple Podcasts, Google Podcasts, or wherever you download or listen to this podcast. And please click the share buttons to share this podcast with your friends and family. Let's promote ethical and sustainable investing as a force for hope in these deeply troubled times! Contact me if you have any questions. Thank you for listening. Talk to you next on June 3. Bye for now. © 2022 Ron Robins, Investing for the Soul  

Bigtincan Holdings Limited, Q2 2022 Earnings Call, Jan 24, 2022

This week on JobMakers, host Denzil Mohammed talks with David Keane, immigrant from Australia and founder of Bigtincan, an artificial-intelligence-powered sales enablement platform for leading companies worldwide. David believes that what makes the U.S. special is its culture both of welcoming immigrants and being willing to try new things, to take risks. In the United States... Source

This week on JobMakers, host Denzil Mohammed talks with David Keane, immigrant from Australia and founder of Bigtincan, an artificial-intelligence-powered sales enablement platform for leading companies worldwide. David believes that what makes the U.S. special is its culture both of welcoming immigrants and being willing to try new things, to take risks. In the United States... Source

This week on JobMakers, host Denzil Mohammed talks with David Keane, immigrant from Australia and founder of Bigtincan, an artificial-intelligence-powered sales enablement platform for leading companies worldwide. David believes that what makes the U.S. special is its culture both of welcoming immigrants and being willing to try new things, to take risks. In the United States, visas and exchange programs have allowed […]

How does the marketing team at Bigtincan use intent data to influence and close deals? This week on the Inbound Success podcast, Bigtincan CMO Rusty Bishop breaks down the mechanics behind the company's account-based marketing (ABM) campaigns, including the tech stack they're using, and the nitty gritty details behind their intent data. Rusty says most companies look to intent platforms to solve their ABM challenges, but wind up spending a lot of money for poor results. In this episode, he gets into detail on the advanced keyword strategies Bigtincan is using to build an intent data set that they can then use to target in-market buyers. The results have been impressive. For every dollar Rusty's team spends on display, they influence more than $107,000 in pipeline, and more than $27,000 in closed won deals. Check out the full episode to learn how they do it. (Transcript has been edited for clarity.) Resources from this episode: Check out the Bigtincan website Connect with Rusty on LinkedIn Transcript Kathleen (00:02): Welcome back to the inbound success podcast. I am your host, Kathleen Booth. And today my guest is Rusty Bishop, who is the CMO of Bigtincan. Welcome to the podcast, Rusty. I am dying to know the story behind the company name. So let's start with having you make a quick introduction of yourself because I also, I'm going to scoop you a little bit and just say for my guests who are listening, this is going to be fascinating because Rusty has the software company, but he has been a biochemist. He's a guitar player. He's got a fascinating background. So stay tuned to hear about it. Rusty, tell us more about yourself and then also what Bigtincan is and how it got that name. Rusty (01:01): You got it. So my background, so yeah, after undergrad, I did get a PhD in biochemistry and molecular genetics studying infectious disease research for a big part of my research came out here to Southern California, to the university of California, San Diego, to do post-doctoral research and ended up being on the faculty and staff here in San Diego for about 12 years. So I did about 15 years of biomedical research in my past life. I am no longer consider myself a scientist, although I think it does probably color everything I do for certain. After that I did, I started a company with a guy named Mark Walker, who is the head of sales at a company called Invitrogen which went on to become Thermo Fisher, one of the largest life sciences companies in the world. And then we started a company based on the idea that when, when I was in the lab, when I was a researcher salespeople would come into our lab. Rusty (01:55): And that was back in the days where you could actually walk in the labs. You can't do that in more, they're all locked down, but they could literally just walk in and they'd be like, Hey, I'm from this company and I want to sell you some stuff. And they would literally break out a paper catalog and try to sell us stuff. And I, you know, at that point iPad was coming out, iPhone was coming out and we just thought, there's gotta be a better way. Mark and I created a company called FatStax which was geared and focused towards sellers, mostly in the life sciences space, those people who were coming to me and as a scientist and trying to sell me things that, that went very well. We had a great exit to Bigtincan in 2018, and I've been there ever since. And I became the CMO less than a week and a half ago. Rusty (02:41): I worked under our previous CMO who is still here as the president of the company and kind of fought my way up to being the CMO. So marketing is relatively new for me. All of that, totally new. I've been doing it for years as a founder. And of course, you know, here at Bigtincan running marketing for about two years. Kathleen (02:58): Love it. Rusty (02:59): Yeah. Lots of weird science stuff in my background. And as you did note, I was a professional musician for about two years before all of that. So it's been a wild ride I'm multitalented guy. I like that. I like to do lots of things. Kathleen (03:14): So tell me how the company got its name. Rusty (05:24): Great question. Everyone asks that. So it reminds me that that's actually a pretty memorable name. So the company was found in Australia. And the original concept behind the company was, was when iPad applications were something that people actually wanted. So that the idea was that I'd take all of your content and put it into an iPad application and the original founders, David King, who's our current CEO always talked about how people have this thing where they're communicate through string cans and how that you lose the communication. So they had the idea that if you put everything into the big team can, then you could communicate effectively across your company. So that was the original origin story. Now, of course, that was in Australia with two guys standing and above a coffee shop in Sydney. So what the real name is, I really don't know. So we'll, we'll leave it at that for now. That's how I got his name. And it's been his name for ever since then, publicly traded on the Australian stock exchange. If you want to go learn more about us as a company, there's everything you could ever want to know is right there. I love Kathleen (06:21): That story. And I definitely, when I was little, definitely connected to tin cans with a string and tried to talk through it, it was a terrible communication method. I will say it doesn't work. It's sort of like a myth, right? Like whoever did that successfully, I don't know. Right. So switching, switching gears, you you've, you know, I love that you bring this sort of brain of a scientist to the way you're doing marketing and you and I talked a little bit before we did the interview about some of the things you're working on. And I was really fascinated hearing you talk about what you guys are doing with intent data and how you're taking this very scientific approach to figuring out, you know, what, what you're going to search for within your intent data platforms to turn up results that are actually going to be meaningful. So let's back up and start with tell me what you're using intent data for in the first place. Rusty (07:18): Okay. Yeah. Good question. So I'll start with one thing which I want to clarify. I'm sure that everyone that listens to your podcast knows this already, but intent software is not ABM. Everyone seems to get that a little backwards here, especially in our company. They're like, yeah, we're just doing ABM and no, you're not. You're using an ad platform to detect intent out there in the world. So, so what do we, what do we use it for? So we are attempting to detect in market accounts at various stages, we have three different product lines that we can either sell together here on Bigtincan, or we can sell them separately. We also go to market in various verticals and the reason we needed an intent tool was because the amount of keywords that someone could enter into Google to find what we do or to solve their problems more accurately was astronomical. So the chances of us, you know, properly making our website SEO for all those keywords was approaching zero. And so in order to detect all those accounts out there in market, we we do 6Sense and we chose 6Sense. I don't know if that matters, not to the users. I think they all do very similar things. So our methodology from day one was can we detect virtually every account in market using this type of software and is in combination with other things like G2 and other intent data. Kathleen (08:45): So just out of curiosity, you mentioned you chose 6Sense. Why that platform over any other ones? Rusty (08:53): You know, it's funny, I had a feeling you were going to ask me that and I tried to go back and look, and that's a year and remember why we chose 6Sense. I think at the end of the day, it was the combination of ease of use for us as well as the second part of 6Sense, which is the ability to do predictive. And that is, you know, once we know and we detected these accounts are in market and they're searching for certain things, and they're also making certain choices with you guys, Bigtincan, there might be opening emails or 15 people that account are doing certain actions. We can now begin to predict how well those accounts are going to move through the funnel and if they are going to close and should we be working them or not? Rusty (09:32): We're about a year into building our predictive model. I will not say it's a quick process, but it's something I really wanted to get to core science brain. You know, how can we build something that would predict whether we should work these accounts or not, and you know, where we should put more activities from a marketing side. And so that was the ultimate reason we chose 6 cents. You know, in hindsight, I don't know if there's any real reason to choose one over the other, they all except for go and listen to, and really think about what it is that your company needs to achieve with these platforms. That's the key. All the sales people are really good by the way. Oh my gosh. Like, and that space, it must be really intense because the salespeople are all excellent and they will show you stuff that will blow your mind. And you'll absolutely think that this is the greatest thing ever. And you're going to look like a rockstar when you get demo these platforms. And to me, that's sort of like, it triggers one of my middle models, which when I start thinking software is going to make me look like a rockstar, I should probably stop and back up and realize it's not true. Kathleen (10:32): Yeah. The tool is almost never the solution. Exactly. Yeah. So, so you're, you're using a platform to collect intent data, to look for in market accounts. And then before we dive into exactly how you're setting your platform up, I just want to talk through, like, once you get that data back and it flags these accounts, how are you, how are you adding that into your marketing workflow? Speaker 3 (10:57): The Rusty (10:57): Variety of different weights. It depends on where we detect them in the, in the funnel. You know, if we detect them high in the funnel, like they're just coming into awareness that they have a problem. We're mostly just doing marketing. We're mostly doing, you know, ads, LinkedIn ads and those types of things. If we're detecting them far down the funnel based on our predictive model and what they're searching for, I mean, we're going to be doing seriously active outreach. We might have salespeople going after them. We'll be using things like Alice to send them gifts, to make, have them have a conversation with us. We're reaching out to our partners. We partnered with apple, which is a great go to market model for us and seeing if they're working with them. So it really just depends on where they are in the funnel when we, you know, realize that, you know, sometimes they come into funnel really fast. You'll just see a flurry of activity. And so we can, you know, we have a person, I have a person on that team, Tyler who full time monitors, what's going on in six sense. And then, you know, we do a lot of things automated, but some of it's still manual like, oh my gosh, these guys are hot, get, get, break the process and let's go. Right. So it really just depends on where we detect them. Kathleen (12:00): Nice. All right. So, so let's dig into it. So you've got, you make the decision to get one, get an intent platform and, and you're right. I do think there is a tendency for marketers to look at these platforms and think that they're going to be some sort of a magic bullet. Like I'm going to put it in, I'm going to login my account and the leads are gonna rain down on me. Right. so from, based on my conversations with you, I understand that that is not the case. So walk me through the process that you use to figure out how to get the right data out. Yeah, Rusty (12:34): No problem. So the first thing I'll point out is that, so when you demo these platforms, the most of the time, they're going to ask you for a keyword list so that they can show you what your data looks like in their platform. And this it's really powerful, actually the way that I would demo it the same way now. So there's a mistake there that it will, I will caution all, anybody who's listening on, which is this, your keywords from your website is probably what you're going to give them. Right? You have all of us have like a data dump of SEO keywords we're going after. You're already ranking for a lot of those terms. You already detecting a lot of people that are searching for those terms. So you're not going to find people far off in the market or far down in market. Rusty (13:10): You're not going to be able to segment a buyer, a group of buyers with your SEO keyless. But that is when you typically turn these things on, it's already in there for you. And so you think right out of the gate, wow, we're already doing great. We're detecting all of these companies all these types of things. So, you know, for us, it took us maybe like two or three months before we realized this is not showing us in mark. It's showing us some in-market accounts, but it was nowhere near the universe. So my first recommendation is figure out a way to get a baseline. So, you know, but coming from my science background, you always need something that is, you know, zero, you need something that, am I going to get an improvement, or am I going to get a negative out of this? Rusty (13:49): Right. And that's the way that baseline is. I don't know what baseline might be for your listeners scaffolding. Right? So for us, we get something like G2 where you say, okay, G2, tell us how many people you think are in market. Right? And we might go to Forrester or to another analyst and say, how many, what is the total Tam of, for our market? And then we kind of do some back of the hand envelope kind of math and say, well, we think this many companies should be in market today. Now, if you're a giant company that could be, you know, a hundred of thousands of buyers, if you're very focused company, that might be only 150, 200 people. So knowing a baseline to me is critical because the is going to spit out numbers a hundred percent a good rule of thumb. I like to think about this. If your Tam is a billion dollars over the next five years, right. I seriously doubt $200 million worth as in market. Yeah. Unless Kathleen (14:40): There's a ton of churn for every solution out there. Rusty (14:42): Yeah. This is like massive. Like there's always outliers, but like, so just, you know, do some, some real back of the envelope, like, you know, smell, test kind of thing, where you say is this, like, could this many people possibly be out there trying to buy what we sell? So that helps first. And then the next phase, I would say segmentation. So for us, we took the very simple segmentation, which was, you know, on the top level, the buying stages for us that's awareness, which we defined as aware they have a problem. Okay. The second one is consideration, which means they're figuring out they have a problem. And the thinking that what we sell might be one of the things they could solve it with. The next one is decision pretty obvious, right? They've already decided this thing can solve my problem. You know, now I'm looking at the various offerings that are out there and of course the last one is purchased. Rusty (15:28): So for each one of those what we did is we built a spreadsheet and that's when she had a list of modifiers and then a list of keywords. So let me unpack that for you first, give me some examples and understand what you mean. Here's an example. So I I don't give anything away. I love Peloton. I'm all about it. I ride every day. I could be their marketer tomorrow, if you're hiring, let me know. But so let's just use like a Peloton as an example. Right. So if I'm coming into awareness, okay. I might be searching for things like exercise programs. I might be searching for gyms near me. I might be searching for home gyms. Right. So I might not be actually searching for Peloton. Right. And so the things that I would add as modifiers there, especially for companies that generally sell things that people were trying to solve a problem, or have a pain they'll be searching for modifiers, like solve, troubleshoot, decrease, increase you know, and you build a full list of those modifiers. Okay. So with them, you're going to have all of your, you know, your actual terms that someone could be solving the pain for. So let's say the pain is right. Like I'm, I need to exercise more. Right. So like increase my exercise. You could, and now you just cross reference those two lists into your total list for your world of awareness. Kathleen (16:45): Yeah. That's interesting. So it sounds like if I understand you correctly, it sounds like when you first start out, you're probably going to want to upload all of what I would term your highest intent keywords. And those are the ones that are going to create the greatest amount of overlap with the prospects you already have in your database. Speaker 3 (17:09): Okay. Good. Accurate. Okay. So then Kathleen (17:13): It's the modifiers or another words like making the search strings a little bit more long tail that produce the best results. Do you do any research behind like search volume or anything like that when you do that? Or is it really just intuitive? Rusty (17:28): So we took a different tack. So we, we tried to do some search volume research long tail, just doesn't it just doesn't register enough in SCM rush or a Google analytics or any other things that are out there. So we were trying to, as I told you, our goal was to detect as many in-market accounts as possible. It was not to detect the companies that are hottest today. Right. So, you know, therefore what we decided to do, which could be completely different for you or for anyone else who's doing. This is effectively, you know, we want to increase the world so that we cash long tail, right. In LA by long tail. We mean that one person out there who's searching for that one thing, which we solve for. But when you have lots of different offerings, like Bigtincan has, there's a lot of things that we solve for, right. Rusty (18:11): So there's probably a hundred different pain points that we can go in and work with on a customer. So the modifiers give you, if you could imagine, you have to put yourself in your buyer's shoes, I'm sitting down at my computer, I'm going to put something in the magic, Google search bar. I have no idea what I'm looking for, but I know that I want to get more exercise. Right. And somehow I've got to get from getting more exercise to Peloton Peloton marketer. Right. So then in each, so that's that's where the modifier thing, this gives you the world of possible, right? Cause you're going to be running this platform me around just because someone's not searching for it today. Doesn't mean they won't search for it tomorrow or the next day or the next day. So Kathleen (18:49): You put, so you put your keywords in then with the modifiers and then what it comes Rusty (18:56): A segment. Right. So we might have an awareness segment. Okay. Let's just take that one, for example. And then, which has a giant list of keywords and their modifiers. So we're trying to find people that are searched. So when someone let's say they're searching for, you know, increase daily exercise, I'll go back to the Peloton example. Immediately we know if we get information from them down the line, they come to our website, et cetera, they were searching for that originally. So their original pain was that. So that gives us the basis for all of that. But then that becomes a segment, right? So then the next step is the further, make it take your segments out. So you might have verticals, you might have geographies, you might have. Well, however it is that you go to market. So now I might have a segment that say, you know, people in, you know, California that are looking to increase their daily exercise. So you just keep taking your segments out further and further until your segments make sense for the way that your team goes to market. Speaker 3 (19:54): Interesting. Yeah. And, Kathleen (19:56): And how did that manifest in terms of the flow of leads coming into your go to market strategy? How long did it take also? Oh, that's a great question. That's, that's a very deep, that's a multi-part question, tackle it in whatever order makes sense. How about that? Rusty (20:14): How long did it take? So you will literally begin to detect things almost instantaneously. Right. But especially if you have a broad enough net, okay. Now what will scare you, right. Is when one of the, some of the things that happened immediately, once we did this, right, was we had salespeople having the mind blown moment, which is like, oh my God, my biggest account is about to buy our competitor. You know, if we went in, because we of course put all those types of terms in there. Right. So our biggest competitor plus pricing. And so that is instant. Like you can, you will literally get instant data, right. So if people are searching for it and how do you, that's, Kathleen (20:51): That's super interesting. So how do you tackle that? Rusty (20:54): It's by priority, right? So if, I think, I think we all know if someone is already in purchase phase, you're probably not going to knock them off your competitor. Right. if someone is, you know, up and maybe just coming into decision, or they're just into consideration phase, then it's, you know, you, you prioritize those over the other ones for outreach, everything else you tackle with marketing, with ads or emails and those types of things. So as, Kathleen (21:18): As the head of marketing, when you have these different leads and some of them are very top of the funnel, as you pointed out their awareness stage, some are more middle and bottom of the funnel, how you parse it, like, are you parsing them all to your sales team? Or are you putting some of them into marketing nurturing? Like, how are you tackling that? Okay. So Rusty (21:38): Two things here. So w you do not, you do not detect leads, you detect accounts really important. I thought, I thought this too. I thought I was going to get a ton of leads. You do get a ton of leads, but you got to know how to go look for them, right. So you gotta build a step. And we actually built this up. So when when account reaches a certain threshold for us, you know, on our predictability scale they immediately go out to a third party that we've hired. That's, LeadGenius probably shouldn't give that away, but whatever. And then they go and pull the names of the leads based on criteria that we give them an advance that comes back into Salesforce, and then we start our outreach. So that's the way we get an actual lead from it. And back up there, I forgot the first part of your question. I apologize, Kathleen (22:23): Really a long, how are you parsing it out to your sales team or are you putting them into marketing, nurturing flows? Exactly. So Rusty (22:30): Parsing out to the sales team is when they come down into the later phases, like bottom, bottom end of our predicting their consideration or decision phase, those would actually so we actually took 6 cents to the next level and bought the piece that goes into Salesforce so that our sellers have access at the account level and they have a 6Sense dashboard so that they can choose accounts to go after and we actually encourage them to do so. Our SDRs also have been trained on how to, you know, when they run out of inbound, which is very rare, but when they run up inbound to go and look for, you know, in market accounts to go out and do outcome for so very everything at the top end, we're using display ads through 6Sense or through other platforms to, again, try to, to move them down. The funnel is a way that I would look at it, right. So how do we engage these people that we've detected, who've hit the awareness phase and give them things that they might be interested in so that they come down into consideration and begin to see Bigtincan as a, as a viable solution for their problems. Kathleen (23:35): And what specifically needs to happen for somebody to cross the line from, or somebody, some company to cross the line from an account that is in your ad, nurturing to an account that you think is really ready for sales outreach. Like what indicators are you looking at? Rusty (23:52): I'm looking for multiple people, which you can detect in these platforms by IP address across the organization, searching for the right types of terms. That could be into very, you know, let's say there's multiple in consideration, there's several in decision. You know, that are hitting our search terms that we've specified you know, visiting our website is using indicator that they have at least figured out that we have something that could solve their problem. So the trigger generally, it, it I'm being vague because it's all set in our predictive model and it immediately notifies us when someone has tripped a certain number of the triggers that we've given it to say, all right, you know, there's X number of people at this company doing this there, you know, three people have come to the website, they've gone past the homepage. You know, one of them hit the pricing page at that point. You know, if someone hasn't reached out, I'm probably getting upset. Yeah. Kathleen (24:44): So tell me about results. Like, we talked a little bit about how this isn't a really super fast thing to get stood up. You've been, and you've been setting this up for how long and, and using it for how long? Rusty (24:56): It's a great question. So I'd say we did not use it properly for about a year, which is why, hopefully this is helpful to people so that getting this right out of the gate could save you a lot of time. But once I, once I feel like we had a good up and running, we probably had a completely running inside of Salesforce, entire system. Like we want it since January. Okay. Let's call it eight months, seven, eight months at this point right now as, as a simple measure, right? So for the first time ever, we're, we've detected more in market accounts, then G2 tells us are in account in market. So that was, that was a signal that I wanted to get to. So I wanted to say, all right, if people are going to G2 and things like that, right. I realize that you have marketers may not use YouTube. Rusty (25:44): It's the review side for software, if you don't. So the people that go there are looking for specific things, right? I realized that once we went over that, that we hit a threshold of in-market, that was, was bigger than what we could get from other sources. So then we look at like results. So right now for about every dollar that we spend on display we're influencing $107,000 of pipeline. Wow. In our upper part. And for every dollar we display, we're closing one about 27,000. Wait, say that last part again, we're closing one close won. For every dollar we spend on display 27,000. 27,000 influenced by our platform. Kathleen (26:34): For every dollar you spend on display, you are- Rusty (26:39): Influencing a $107,000 of pipeline, and we're influencing $27,000 closed won over the last six months, per month. Kathleen (26:49): Got it. Got it. Sorry. It took a minute there. Wow. That's great. That's great. Rusty (26:55): Those are, you know, that's our average right now. So for me, I, I gotta be really happy with that. Kathleen (27:02): Has it reduced the amount of outbound prospecting that you needed to do? Rusty (27:09): Not at all. In fact it increases your outbound. Kathleen (27:13): Just because you have a larger kind of target list to work? Rusty (27:17): Yeah. You have a larger target list. The level of complexity that adds is you also have to train your outreach teams where their SDRs are salespeople to how to do outreach by looking at what people are searching for. So it, it does add a level of complexity, but what I like about it is one of the things that truly hate is when people try to personalize things for me and they just go out and say like, Hey man, you play guitar. That's cool. Like you want to buy our stuff? And that's not cool. Rusty (27:48): That's not good outreach. Right. What good outreach is, you know, I've noticed that people at your company are searching for these types of things. These types of problems generally indicate this, you know, would you be interested in talking about a possible solution? That's good outreach, right? So training your teams, how to do good outreach is harder. But so does it, you asked me, did it decrease the amount of outbound, the answers? No. it, it effectively increases it. Right? Cause you're detecting more accounts than market. Kathleen (28:16): What impact did it have on inbound pipeline? Rusty (28:19): That's a good, I don't know. I don't know the answer. Kathleen (28:22): I mean, I would think it would increase it because if you're targeting ads at those people and at least presumably it would, it would result in more inbounds. Rusty (28:30): Yeah, yeah, yeah. I don't have that. I don't have that on my dashboard. I'm looking at currently, but I will definitely go look at it. Cause it does make sense that logically if, you know, you were, they were getting, becoming engaged with your brand, that they would eventually comment and be an inbound in some way. Yeah. Kathleen (28:46): So if somebody is starting down this path now, like let's say they purchase an intent platform, kind of like you did. What would be your top three pieces of advice for somebody who's starting today? Rusty (29:01): Top three. Wow. That's a good question. I love it. I think the first one is make sure that your customer facing teams know what to do with the intent data. And that means you, you probably actually need to go and build actual messaging for them. Rusty (29:25): Because they it's, we as marketers know, I think we sort of, if you're running a campaign or you're doing detection and you're developing these keywords lists, you kind of intuitively know what, how people should be out doing outreach, but your customer facing teams don't so that's, that was a big one, right? Because they'll go, yeah, they're in market and they'll just reach out with, Hey, do you want to buy herself? You've ruined your chance. Right. You blew it. So I think that's probably number one. Number two is what we talked about with the whole segmentation stuff is don't failing to take into account the long tail is probably one of the bigger mistakes that I think that you could make. Now, look, if you're one of these companies or just as magic product product that you can sell it, you can go to tech then 10 and go to town. Rusty (30:09): Right. But if you're not, if you're a person out there working for a company that solves problems for people that they don't necessarily know that your solution can solve it, then that long tail is really going to help you. Yeah. Final piece, not refining regularly. I mean, you have to constantly refine. I'll give you an example of that. So when we first turned it on our platform on pre COVID one of our SEO terms was remote learning. So as you can imagine, that's sitting there in our 6sense platform, right. So what happened with COVID? Do you know how many people search for remote learning and how can we distinguish that from someone who was looking for learning software, right. A much better modifier you know, sales, learning software, and even much better modifier. Right. Then everyone who was sitting there trying to figure it out at work, how I'm going to train the kids, get them in school. Right. So you'll, you'll get these without we're finding constantly you, you run to a ton of false positives and the false positives are really bad. Right? Cause they'll make you reach out to people who are in market. And you know, I don't, I don't see any reason to blind, like email people. It's not something I do or we do. I guess it works for some people, but it doesn't work for me. Kathleen (31:22): So how often are you refining? Oh, we never stop. We take a look at it weekly, monthly. Rusty (31:29): I mean, we have a person who's about half of his job is to run that platform and to do account based marketing on top of it. Right. Not just run the platform, but so the reason I say that is we go to market vertically and the words that various verticals use to describe things are dramatically different. And our sales people will hear those words right. On a demo or on a sales call. And they might come back and say, Hey, you know, so-and-so was talking about this thing called e-detailing. And I'm like, I don't even know what that is. Well, it's the same thing as what we're doing right now, except for it's what happens when a salesperson talks to a doctor. Right. But then there might be another 50 terms that are associated with e-detailing, for example, that you also need to add that, or you're going to hear about and you know, analysts are changing the way they talk about things all the time, easy solution right there. The way that your competitors, right? What are they writing in their books? What are they saying? All of a sudden they change their messaging. I mean, you gotta be constantly refining it. I mean, I'd love to say we have a process where every week we're refining. Rusty (32:33): One of our mantras around here is if you see something, say something and people are very good about it because we're all remote, like everybody else. And just, yeah. And you got to yeah, basically. Yeah. These days yeah, yeah. Bigtincan's all over the world and everyone's mostly remote. So slack is a great tool and training your people, right? If you see something, say something and that refines your keyword list and these tools. So you said for three, you know. Kathleen (33:03): You got me three, I love it. And I put you on the spot with that one. Rusty (33:07): One more, which I'll go for it. The fourth one which is don't just blindly measure intent around your competitors. You will get really freaked out, like really fast. What do you mean by that? So let's say you just, you just entered a competitor's name as one of your search terms, which you're going to do. Like, I promise you if you installed DemandBase or 6Sense, that's the first thing you would put in there, like how many people are searching for my competitor. But you have to realize that when people enter your competitor's name in the search bar, like 80% of those are their users are there. People who've already bought their stuff. So you got to get just blindly getting freaked out about competitors. Names and intent is, is not good business practice. But once you use your modifiers, now you can start to get, now you start breaking those competitors down. Right. And figuring out what people are actually doing. Right? Kathleen (33:54): Yeah. I could definitely see where people would start to get spun up by that. Rusty (33:57): Or for the fourth one. But that one actually, that's a good one. Kathleen (34:03): All right. So we're going to switch gears and there's two questions. I always ask my guests. So I'd love to hear your answers. The first being, of course, this podcast is all about inbound marketing. Is there a particular company or an individual that you think is really studying the standard for what it means to be a great inbound marketer these days? Rusty (34:19): Wow. You know, I knew you were going to ask me this question and I went and listened to some of your podcasts and I thought about it. So I want to give you somebody that's unusual that you might not have gotten. So one of my favorite people in the world is Tim Ferris, Tim gets so many inbound requests that he has an automatic responder that denies them all okay. On everything he publishes. He says, don't contact me because I won't contact you back. So if you had to set a gold standard for inbound, I think that's probably it, you know? So what does that let's unpack that, right. So what I'm not saying is you got to be famous to be a great inbound marketer. What I'm saying is you've got to create something that's so valuable that you had so much inbound that you're fighting it away. I think that's that to me is kind of an interesting bar to set. Now, the other side of that bar is like, that's Kathleen (35:11): Such a, it's a very high bar to hit though. Rusty (35:15): It is. But I think that we all get caught up into, I need to create this stuff so that people will click on it and download it. And it's not valuable. At Bigtincan we talk about valuable buying experiences every day? It's one of our reasons to be it's written on everything we do. We tell everyone about it. And I don't think it's very viable to send, you know, email. One, have you heard of this email. Two didn't you respond email. Three let's break up. You know, so I set the standard up there. Like we should be creating content that's so valuable that people are breaking down the door to get it now, are we doing it yet? No, but we're sure going to track. So that comes example, that example I've been studying a lot lately is Qualtrics. And the reason I've been studying them is I think that their Play Bigger move. I'll put that in air quotes to move from surveys to XM as a category is fascinating. And the way that they became a category and did inbound around that, it was just amazing. If you ever get a chance to read their 10K that they put out when they went public, it's just absolute messaging clinic. It really is there anything to read their 10K, but it is a message clinic. I mean, it's just awesome. Kathleen (36:24): Now I'm super curious. I got to go hunt that down. Rusty (36:26): Yeah. So a couple of unusual things. There's so many people doing great inbound. I mean, you interview them every day. So I think those are two unusual ones. Kathleen (36:39): Yeah. Those are some good ones. And I'm dying now to read the Qualtrics 10K. You've piqued my interest with that one. Rusty (36:45): Well, when you make a decision to be a category, you gotta, man, you gotta do it. Kathleen (36:52): A lot of people give big lip service to it and very few are able to really make it happen. So those are always interesting case studies to look at. Second question is, you know, marketers tend to tell me that their biggest challenge is just staying on top of everything. That's changing all the time in the world of marketing, particularly with digital. So are there particular sources that you rely on to keep yourself educated on the cutting edge, et cetera? Rusty (37:18): Yeah. I am not a cutting edge guy. I don't know about that. Just in time person, which means, you know and I don't mean that in a way to like give you a flippant answer, but like, you know, if we need to figure out why our segments aren't working in 6Sense, right. I'll go and search like crazy and find the blog on their website, which talks about that as opposed to staying on top of the most modern stuff. I mean that being that, so my mental mode is more to read books. And I read absolutely voraciously, take notes. My, I tell my wife all the time, if I died, just sell the Evernote, it's going to be, it's worth more than we are. But so, but there's like a couple of things that constantly refer back to so one, four hour workweek by Tim Ferriss. Rusty (38:04): I'll just say it again. I love him to death. I think it's the way it should work. I love Designing Brand Identity by Lena Wheeler. I go back to it. I feel like every day when we're doing brand here at Bigtincan. Monetizing Innovation. I get asked about pricing all the time and segmentation of products. That book is the Bible. I probably have, I feel like a broken my Kindle reader, trying to go back and forth to it back in time. And the last one is On Writing Well by William Zinter. Probably my most favorite book on how to write. My team all the time, writing things and creating content. And they're always saying, how do I get better? And I say, this is the Bible effectively. So those four books I realized that's not how to stay on top of modern marketing. Kathleen (38:44): No, that's a great answer. And I love, yeah, I love there were some books in there I've never heard of. And I too, I'm a big book reader, as you can see, I'm sure if you're listening, you can't see this, but I, I always, in my interviews, I'm always sitting in front of my bookshelf that has all the books that I love in it. And they're actually stacked two deep in the shelves that have books. Cause I don't have room for them all. So yeah, no, I love books. And thank you for being specific and mentioning titles and authors. That's great. Yeah. All right. Well, if somebody is listening and they want to reach out and ask you a question or learn more about what you talked about, what is the best way for them to connect with you online? Rusty (39:22): The best way is through Linkedin. It's, it's Rusty Bishop, I'm on LinkedIn. It's pretty obvious who I am. I do react to LinkedIn probably better than anything else. That like most CMOs, I probably get a thousand emails a day. I, I may or may not respond, but yeah, LinkedIn is great. That's the best way. Kathleen (39:39): Fantastic. And if you're listening and you liked this episode, I would love it. If you would head to apple podcasts and leave the podcast a review, and if you know somebody else, who's doing amazing inbound marketing work, tweet me at @workmommywork because I'd love to make them my next guest. Thank you so much for joining me Rusty. Rusty (39:56): Thank you. I enjoyed it. I did too. Thanks.  

On this episode of The Australian Investors Podcast analyst Owen Rask and 7Investing adviser Dr Anirban Mahanti conduct a rapid-fire of ASX & global stock reports, including: Nitro Software (ASX: NTO) -- Anirban - report score: B+ WiseTech (ASX: WTC) — Owen - report score: B+ Snowflake Inc (NYSE: SNOW) -- Anirban - report score: A Salesforce.com (NYSE: CRM) -- Owen & Anirban? - report score: A FineOS (ASX: FCL) -- Anirban - report score: B+ Afterpay Ltd (ASX: APT) — Owen - report score: B+ Bigtincan (ASX: BTH) -- Anirban -- acquisition award: Merit Award Nanosonics (ASX: NAN) — Owen -- report score: A Owen shares his screen in today's podcast, and takes you through a live Discounted Cash Flow (DCF) on air! ~~~ Get Anirban's free report: https://7investing.com/free-special-report/ ~~~ Rask Australia YouTube: https://www.youtube.com/c/RaskFinance If you like the show, say g'day to me on Twitter (@owenrask) or Instagram (@owenraskau). I'd like to get your suggestions for future episodes. Join 7investing and get $7 off for the first month - A “RASK” special* If you like what you hear in this episode and want to join 7investing, use the coupon code “RASK” during checkout. Rask (our business) or Owen do not receive anything if/when you use the coupon code. We teamed up with 7investing simply because I - Owen - like the 7investing investment philosophy, style and service. It's easy to navigate, rich with insights from investors like Anirban and… run by Simon. To join, simply apply the coupon RASK on the checkout page: http://bit.ly/rask-7investing Join Owen's Rask Invest - A $100 off Owen's ASX research for Investors Podcast listeners* To get 6 months of Owen and the Rask analyst team's ASX research, join Rask Invest: https://bit.ly/aip-discount Listeners who want access to high conviction ASX share research, plus ETF models can get $100 off a Rask Invest membership using the discount code "investpod". Join today and access exclusive insights. Information warning: this podcast contains general financial advice only, issued by The Rask Group Pty Ltd. This information does not take into account your needs, goals, or objectives. So please consult a licensed and trusted financial adviser before acting on the information. Investing in risky and can result in capital loss. Nothing in this podcast should be considered as a forecast or guarantee of future returns. Please read Rask Australia's Financial Services Guide (FSG) available on our website to learn more about us, what we offer and our podcasts. Date of recording: August 26th, 2021 Disclosure: at the time of writing Owen owns shares of Apple and Okta.

On this episode of The Australian Investors Podcast analyst Owen Rask and 7Investing adviser Dr Anirban Mahanti conduct a rapid-fire of ASX & global stock reports, including:Nitro Software (ASX: NTO) -- Anirban - report score: B+WiseTech (ASX: WTC) — Owen - report score: B+Snowflake Inc (NYSE: SNOW) -- Anirban - report score: ASalesforce.com (NYSE: CRM) -- Owen & Anirban? - report score: AFineOS (ASX: FCL) -- Anirban - report score: B+Afterpay Ltd (ASX: APT) — Owen - report score: B+Bigtincan (ASX: BTH) -- Anirban -- acquisition award: Merit AwardNanosonics (ASX: NAN) — Owen -- report score: AOwen shares his screen in today's podcast, and takes you through a live Discounted Cash Flow (DCF) on air!~~~ Get Anirban's free report: https://7investing.com/free-special-report/ ~~~Rask Australia YouTube: https://www.youtube.com/c/RaskFinanceIf you like the show, say g'day to me on Twitter (@owenrask) or Instagram (@owenraskau). I'd like to get your suggestions for future episodes.Join 7investing and get $7 off for the first month - A “RASK” special*If you like what you hear in this episode and want to join 7investing, use the coupon code “RASK” during checkout.Rask (our business) or Owen do not receive anything if/when you use the coupon code. We teamed up with 7investing simply because I - Owen - like the 7investing investment philosophy, style and service. It's easy to navigate, rich with insights from investors like Anirban and… run by Simon.To join, simply apply the coupon RASK on the checkout page: http://bit.ly/rask-7investingJoin Owen's Rask Invest - A $100 off Owen's ASX research for Investors Podcast listeners*To get 6 months of Owen and the Rask analyst team's ASX research, join Rask Invest: https://bit.ly/aip-discountListeners who want access to high conviction ASX share research, plus ETF models can get $100 off a Rask Invest membership using the discount code "investpod". Join today and access exclusive insights.Information warning: this podcast contains general financial advice only, issued by The Rask Group Pty Ltd. This information does not take into account your needs, goals, or objectives. So please consult a licensed and trusted financial adviser before acting on the information. Investing in risky and can result in capital loss. Nothing in this podcast should be considered as a forecast or guarantee of future returns. Please read Rask Australia's Financial Services Guide (FSG) available on our website to learn more about us, what we offer and our podcasts.Date of recording: August 26th, 2021Disclosure: at the time of writing Owen owns shares of Apple and Okta.

Bigtincan Holdings Limited, 2021 Earnings Call, Aug 25, 2021

The Australian Investors Podcast has a new co-host, Dr. Anirban Mahanti of 7Investing!Anirban and I -- Owen here -- decided to come together and host a weekly chat about markets, stock ideas, strategies and more.Going forward, all Australian Investors Podcast listeners will get:Long-form interview with a specialist: fund manager, analyst, CEO, or other expertsA laid-back conversation with Anirban and myselfIf you like the new format, say g'day on Twitter (@owenrask).Join 7investing for just $7 for the first month - A “RASK” special If you like what you hear in this episode and want to join 7investing, use the coupon code “RASK” during checkout.To be clear: Rask Australia (our business), nor me (Owen), receive nothing if/when you use the coupon code. We teamed up with 7investing simply because I - Owen - like the 7investing investment philosophy, style and service. It's easy to navigate, rich with insights from investors like Anirban and… run by Simon.To join, simply apply the coupon RASK on the checkout page: http://bit.ly/rask-7investingIf you join 7investing, let me what you think on Twitter: https://www.twitter.com/owenraskInformation warning: this podcast contains general financial advice only, issued by The Rask Group Pty Ltd. This information does not take into account your needs, goals, or objectives. So please consult a licensed and trusted financial adviser before acting on the information. Investing in risky and can result in capital loss. Nothing in this podcast should be considered as a forecast or guarantee of future returns. Please read Rask Australia's Financial Services Guide (FSG) available on our website to learn more about us, what we offer and our podcasts.

Many businesses are currently juggling two different worlds. We have the modern cloud infrastructure and Kubernetes. But on the flip side, there is 10-20-year-old legacy tech such as Oracle Solaris, old IBM and HP servers, etc. Elsewhere, business leaders are also challenged with managing security, the Cloud, and hybrid working. Anil Kumar from Citrix and Sharon Besser from GuardiCore join Neil Hughes in discussing the advantages that hybrid cloud and SAS apps can offer businesses. About Sharon Sharon Besser is an accomplished data and network security expert with a successful track record combining deep technical hands-on excellence with a market vision to incubate new solutions and develop next-generation technologies. Sharon was the CTO and co-founder of Publicom (acquired by Comsec), co-founder of Contondo (acquired by Bigtincan), co-founder of EyeOTee Inc., VP Technologies at Net Optics, (acquired by IXIA), VP of Products Strategy at Imperva, Director of security solutions at Check Point, Director of security products at Websense, through the acquisition of Port Authority Technologies. Sharon holds a BSc degree in Computer Science, Mathematics, and Geography from Bar Ilan University. About Anil As a Technical Marketing Manager at Citrix, Anil Kumar is responsible for Building and owning an Ecosystem of Networking, Security, and Cloud technology partners. He is also a subject matter expert on the Citrix cloud, networking and security products, and services. Anil is also responsible for developing and managing a test infrastructure in-house/on-prem and on Cloud for proof of concepts and for partner product verifications.      

Overnight US tech stocks claimed back some lost territory following a two day sell off. This morning the Aussie share market is eyeing a positive day, with the futures suggesting a 0.5% lift, which means the market is on track for its 6th weekly gain.  What to watch today: Traders and investors continue to readjust their portfolios with 9 more trading days until the EOFY. Today tech stocks will likely rally higher following the Nasdaq's 0.9% gain overnight.Altium (ASX:ALU) provided a trading update and reiterated its FY21 guidance. Bell Potter have a HOLD recommendation on ALU, with a $37.50 price target. Sydney Airport (ASX:SYD) provided a Traffic update for May, noting 1.4 million passengers passed through its airport. Morgan Stanley reiterated (ASX:SYD) as a BUY stock yesterday. The oil price fell slightly from its multi-year high, trading at US$71.00. The iron ore price eased 2.3% lower from its record high and now trades at US$217.00. The most traded stocks by Bell Direct clients yesterday: BrainChip (ASX:BRN) and Nuix (ASX:NXL).  Trading Ideas: Cluey (ASX:CLU) was reiterated as a Bell Potter Speculative BUY with a $1.70 target, expecting 76% share price growth in a year.Money3 Corporation (ASX:MNY) was initiated as a Bell Potter BUY with a $3.70 target. Lake Resources (ASX:LKE), Bigtincan (ASX:BTH) and Polynovo (ASX:PNV) are all giving off bullish charting signals according to Trading Central. 

2020 has been brutal thus far. Across the board, from C-suites on down, we are hearing that sometimes people feel they are accomplishing so much and adapting really well to new business practices and remote lifestyles, and other times it's as if they are walking around in circles, unsure where to even start and wondering if anything will ever be “normal” again.  John Moore, Vice President of Revenue Enablement at Bigtincan sits down to give some great insight and share his experiences with all of these conflicting scenarios. Bigtincan has employed a global remote team since it's 2011 launch, and has ironed out the virtual kinks that many companies are just seeing now for the first time. What else can they offer? Take a listen.  What we talked about: Pandemic protocols: Transitioning off site. Phase 2: Actionable enablement for your remote teams Re-Onboarding: How to approach coming back to an in person environment Checkout these resources we mentioned during the podcast: Link to the CSO Insights study John mentions: https://www.csoinsights.com/research-studies/ Learn about Hermann Ebbinghouse's memory studies For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.