Podcasts about bmc software

In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Marcello Gallo, Chief Revenue Officer at Sigma Computing. The discussion dives into Marcello's extensive experience in enterprise sales leadership, including his non-traditional path, lessons from leading roles at various companies, and the importance of structure, mentorship, and continuous learning. Marcello shares valuable insights on transitioning from technical roles to sales, territory management, and the significance of aligning with customer needs to drive value. The conversation also emphasizes the importance of having a growth mindset, understanding customer environments, and leveraging product-market fit for sustained success.ADDITIONAL RESOURCESLearn more about Marcello Gallo:https://www.linkedin.com/in/gallomarcello/Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:53] Marcello's Journey into Enterprise Sales[00:08:13] The Importance of Structure in Sales[00:28:37] Navigating Major Accounts and Complex Sales[00:34:32] Understanding the Champion's Role in Sales[00:35:15] Building Strong Relationships with Champions[00:37:59] The Importance of Predicting and Preparing for Objections[00:39:14] Role-Playing and Preparation Techniques[00:40:05] Leadership and Helping Teams Get Unstuck[00:42:03] Lessons from Climbing the Corporate Ladder[00:43:21] The Value of Enablement and Territory Management[00:46:20] Adapting to Market Changes and Customer Feedback[00:53:59] Choosing the Right Opportunities and Taking Risks[01:04:50] Sigma Computing's Growth and OpportunitiesHIGHLIGHT QUOTES“If you can't bet on yourself, who can you bet on?"“Knowledge is courage.”“You get delegated to those that you sound like.”“Hire the people commensurate to the territory that you have open.”“Don't confuse position with opportunity.”

Tom Young, VP of Sales at BMC Software, joins Matt Benelli to challenge outdated assumptions about how enterprise sales should work. Drawing on decades of experience and a recent moment on the other side of a buying decision, Tom reveals how sellers often leave buyers to navigate complex purchasing decisions alone, leading to stalled deals, weak adoption, and low rep confidence. The problem isn't buyer intent. It's a lack of structure, coaching, and guidance.This conversation gets tactical and strategic. Tom breaks down the myth that buyers know how to buy, why seller-led engagement models outperform passive following, and how high-performing FLMs simplify complexity through coaching, not control. CROs and sales leaders will appreciate the clear through line: when managers teach reps how to lead a buying journey, not just chase a number, sales cycles shorten, win rates improve, and performance becomes repeatable. If you're building a scalable sales org, this is a must-listen.Top TakeawaysEnterprise buyers often don't know how to buy software Despite assumptions, many buyers lack a defined decision process, which means sellers must guide, not follow, their journey.The best salespeople act as guides, not followers When sellers proactively lead buyers through a structured engagement model, the experience improves and adoption increases.Mutual Action Plans need to go beyond the PO date Ending your plan at "PO received" signals self-interest; the real impact comes from aligning with the customer's go-live and success milestones.Effective FLMs sell the engagement model, not the product first Top-performing managers train reps to win by selling how the decision will be made, not just what to buy.Sellers must ask the questions buyers should be asking themselves High-quality discovery isn't just fact-finding; it helps buyers clarify their own thinking, build confidence, and reduce internal friction.Sales cycles fail when reps abdicate process control Letting the buyer “drive” often results in delays, missed stakeholders, and no decision; a structured engagement keeps momentum.Managers must balance pressure with coaching Pushing deals without guiding reps through skills and behavior leads to burnout and underperformance.You can't outsource coaching and rep development Even strong enablement and RevOps support can't replace the day-to-day behavioral coaching frontline managers must deliver.One-on-ones are not for pipeline inspection—they're for skill development Coaching isn't about the forecast; it's about improving rep effectiveness so the forecast becomes more predictable.Every manager needs a consistent, inspectable operating rhythm Without structured 1:1s and repeatable frameworks, rep development becomes ad hoc, and performance becomes unpredictable.Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals, and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists, and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Have a great point of view to add? Send us a text with your thoughts!Beth Redpath Katz, Senior Director and Regional Partner Marketing Lead at BMC Software, returns to the Tech Marketing Podcast to discuss the evolution of B2B marketing.  She dives into the shift from MQLs to activated buying groups, the role of AI-driven lead qualification, and the growing importance of hyper-personalization. This insightful conversation explores how data, collaboration, and emerging technologies are reshaping the marketing-sales relationship, offering actionable insights for senior marketers aiming to stay ahead in a rapidly changing industry.

#updateai #customersuccess #saas #business Colin Murphy, SVP & Chief Customer Officer at BMC Software joins Josh Schachter, Co-Founder & CEO at UpdateAI to share insights from his extensive experience in customer success management. Colin & Josh delve into BMC's customer-centric approach to enhance risk mitigation, adoption, and expansion within the company. As we kick off 2025, Colin also reveals the vision for the year ahead, highlighting innovative approaches in leveraging AI technology to improve BMC's customer interactions. Timestamps 0:00 - Preview 1:00 - Meet Colin Murphy and overview of BMC Software 6:30 - Customer Success at BMC Software 11:35 - Core objectives of CS 13:13 - BMC's Growth Priorities 15:01 - Engagement framework, tracking & adoption reviews 21:30 - Vision and Objectives for 2025 24:40 - Use of AI in CS and Tech Support ___________________________

Episode 361 of The VentureFizz Podcast features Phil Pergola, CEO at CloudZero. Phil has a tremendous track record and we talk about a lot of great companies that he's helped build throughout his career, but I need to highlight one of these companies in this intro and that is BladeLogic and the lasting impact the company has made. If you've ever read the famous startup book by Ben Horowitz called The Hard Thing About Hard Things… the competitor to his company Opsware was BladeLogic which is absolutely classic. BladeLogic went on to become a public company and was subsequently acquired by BMC Software. Another fascinating point about BladeLogic is the people and how many have gone on to become C-level sales executives or advisors at some of the most successful companies out there like MongoDB, AppDynamics, Snowflake, Wiz, Okta, and others. There is even a podcast called Hunters + Unicorns which interviews a bunch of them. CloudZero is the leader in proactive cloud cost efficiency. They enable engineers to build cost-efficient software without slowing down innovation. The company announced a $32M Series B round of funding last year. In this podcast, we cover: * The importance of building a successful pre and post-sales organization, plus the details of the LAYR model (Land Adopt Expand Retain). * Phil's background and the story of his initial interest in pursuing a career path as an actuary. * A trip down Boston tech memory lane across multiple companies like Eggrock Partners which was acquired by Breakaway Solutions, BladeLogic, enerNOC, and CloudHealth Technologies. * All the details about CloudZero - how they found product market fit, why he joined as CEO, and the latest at the company today. * Advice on raising venture capital funding. * Lots of great advice on being a first time CEO - his lessons learned, what you should think about in the first 90 days, and advice on how to get on the radar for CEO positions. * And so much more. Episode Sponsor: As a longtime champion of the local startup ecosystem, Silicon Valley Bank supports innovative companies with the solutions and financing they need through every stage of growth. With more than 1,500 bankers and relationship advisors, and $42B in loans as of Q2 2024 – SVB delivers the right people, service and resources to support your entire financial journey. Learn more at SVB.com.

What is the current state of DataOps in the enterprise? Host Mike Vizard and BMC's Ram Chakravarti, Senior Vice President & Chief Technology Officer, share thoughts with Six Five Media at BMC Connect on the evolving landscape of DataOps, AI, and their critical roles in enterprise orchestration and data efficiency. Their discussion covers: The current state and the future of DataOps in enterprises How AI technologies are being integrated into orchestration tools Strategies for enhancing data efficiency and security in cloud environments The role of automation in managing IT operations and data workflows Insights into BMC's initiatives towards advancing AI and DataOps solutions  

Gen AI meets mainframe management on this episode of Six Five Media at BMC Connect. Hosts Steven Dickens and Mike Vizard are joined by BMC Software's Dave Jeffries, Vice President of R&D for ZSolutions, and Priya Doty, Vice President of Solutions Marketing BMC AMI, for a conversation on simplifying mainframe management with the generative AI capabilities of BMC AMI Assistant. Their discussion covers: The BMC's Statement of Direction for Generative AI in cloud environments within the BMC AMI Platform and the role of BMC AMI Assistant as a pivotal advancement Addressing the expertise gap in mainframe management through the BMC AMI Assistant The application of Generative AI in automating routine tasks and its impact on productivity by allowing staff to concentrate on more strategic initiatives An exploration of how the BMC AMI Platform and Assistant synergize to enhance efficiency for mainframe experts and accelerate innovation  

AI and cloud technologies are transforming industries, but how can your business stay ahead of the curve? Six Five Media Host Mike Vizard sits down with BMC's Gur Steif, President of Digital Business Automation at BMC Connect for an insightful conversation on how BMC empowers customers through the integration of DataOps, cloud, and artificial intelligence. Their discussion covers: The evolving role of DataOps in today's technology landscape How BMC integrates AI to enhance its digital business automation solutions The impact of cloud technologies on business innovation and efficiency Strategies for organizations to effectively adopt and leverage BMC's innovative solutions Insights into BMC's future direction and commitment to customer empowerment  

Looking to future-proof your IT Operations? Host Mike Vizard is on Six Five Media at BMC Connect with Raymond James Financial's Chris Haynes, Associate Director IT Operations Services, for a conversation on how IT operations can adapt to change and drive business success while integrating new technologies, and operationalizing growth. Their discussion covers: Strategies for effectively engaging business users to drive IT initiatives The role of new technologies in transforming IT operations Challenges and solutions for operationalizing growth within IT sectors Best practices for IT teams to adapt to rapidly changing business environments Insights on future IT trends and how organizations can prepare  

GenAI is the future of business, and it's happening now with Six Five Media host Steven Dickens at BMC Connect and BMC's Tony Anter, DevOps Evangelist and Technology Solutions Director, and Mark Schettenhelm, Lead Product Manager for a conversation, on how GenAI-driven automation is revolutionizing business processes and easing the fear of change.  Their discussion covers: The impact of GenAI on automation and how it's changing the landscape for businesses Strategies businesses can adopt to seamlessly integrate GenAI into their processes Overcoming challenges associated with the adoption of new technologies Real-world success stories of businesses leveraging GenAI-driven automation  Insights into future trends and how companies can prepare for the next wave of technological innovation  

In this episode, Purnima Padmanabhan, the general manager of Tanzu at Broadcom, talks with Coté about the evolution of DevOps and platform engineering. Purnima has worked at many interesting over the years LoudCloud, BMC Software, and VMware. That experience gives her a great perspective on the industry's ongoing journey to empower developers to deploy code into production quickly and reliably. The discussion follows the industry innovations and trends from early infrastructure automation to the rise of cloud computing and the emergence of platform engineering.   Purnima highlights the enduring challenge of bridging the gap between development and operations, emphasizing that the core objective remains consistent: accelerating the time it takes to move code into production. She underscores the importance of continuous improvement, noting that the industry is still striving for perfection. The conversation also delves into the nuances of platform engineering and DevOps, exploring the balance between standardization and flexibility, the role of automation in fostering trust, and the enduring need for both development and operations roles.   Purnima also discusses her experiences at various companies and the lessons she's learned throughout her career. Listen in to this 20+ year journey from LoudCloud's early foray into cloud computing to BMC's focus on process automation and VMware's cloud management solutions, all the way up the Tanzu's focus on cloud native development and platforms.   Find Purnima in LinkedIn. And check in on Tanzu.   Chapters:    00:00 Introduction 00:23 DevOps Evolution 01:30 Platform Engineering and Automation 02:24 LoudCloud and Early Cloud Innovations 03:10 BMC Software and Process Automation 04:30 Pivotal and Tanzu Division 09:06 The pull to on-premises 12:12 What ever happened to ITIL? 12:57 ITIL and Service Management 14:41 Remediation and Repaving 19:02 Moka5 21:03 Security Startups 21:40 VMware 22:49 Startup Experience in Large Organizations 26:51 Future of DevOps and Platform Engineering 30:15 Wrap up

In this episode, Purnima Padmanabhan, the general manager of Tanzu at Broadcom, talks with Coté about the evolution of DevOps and platform engineering. Purnima has worked at many interesting over the years LoudCloud, BMC Software, and VMware. That experience gives her a great perspective on the industry's ongoing journey to empower developers to deploy code into production quickly and reliably. The discussion follows the industry innovations and trends from early infrastructure automation to the rise of cloud computing and the emergence of platform engineering.   Purnima highlights the enduring challenge of bridging the gap between development and operations, emphasizing that the core objective remains consistent: accelerating the time it takes to move code into production. She underscores the importance of continuous improvement, noting that the industry is still striving for perfection. The conversation also delves into the nuances of platform engineering and DevOps, exploring the balance between standardization and flexibility, the role of automation in fostering trust, and the enduring need for both development and operations roles.   Purnima also discusses her experiences at various companies and the lessons she's learned throughout her career. Listen in to this 20+ year journey from LoudCloud's early foray into cloud computing to BMC's focus on process automation and VMware's cloud management solutions, all the way up the Tanzu's focus on cloud native development and platforms.   Find Purnima in LinkedIn. And check in on Tanzu.   Chapters:    00:00 Introduction 00:23 DevOps Evolution 01:30 Platform Engineering and Automation 02:24 LoudCloud and Early Cloud Innovations 03:10 BMC Software and Process Automation 04:30 Pivotal and Tanzu Division 09:06 The pull to on-premises 12:12 What ever happened to ITIL? 12:57 ITIL and Service Management 14:41 Remediation and Repaving 19:02 Moka5 21:03 Security Startups 21:40 VMware 22:49 Startup Experience in Large Organizations 26:51 Future of DevOps and Platform Engineering 30:15 Wrap up

Jun Lee is the founder of Korean Fried Chicken QSR, Gami Chicken and Beer. Leveraging a career in sales and strategy with multinational giants like Samsung SDS and BMC Software, Jun rekindled an old promise to his undergraduate mates after completing his MBA to form Gami - a business that reported to earn AUD 52 million in revenue across 38 locations in F23.  In the episode, Jun shares the way he thinks about cuisine integration to deliver Korean food and culture to a western consumer, along with his leadership philosophies and much more.

Neste episódio, mergulhamos profundamente no tema automação de pipelines de dados e seu impacto na eficiência operacional. Descubra como as tecnologias de automação estão revolucionando a gestão de dados e impulsionando a produtividade das equipes. Neste episódio do Data Hackers — a maior comunidade de AI e Data Science do Brasil-, conheçam Murilo Viveiros — Gerente de produto na BMC Software; Fabiana Delfino — Sr. Solution Engineer na BMC Software e o Luiz Pereira — Data Architecture Manager na Gerdau Lembrando que você pode encontrar todos os podcasts da comunidade Data Hackers no Spotify, iTunes, Google Podcast, Castbox e muitas outras plataformas. Caso queira, você também pode ouvir o episódio aqui no post mesmo! Falamos no episódio Nossa Bancada Data Hackers: Monique Femme — Head of Community Management na Data Hackers Gabriel Lages — Co-founder da Data Hackers e Data & Analytics Sr. Director na Hotmart. Referências: Data4all: https://ada.tech/sou-aluno/plataforma/gerdau-data4all Conheça a BMC : https://www.bmcsoftware.pt/

In this episode, hosts Jim McDonald and Jeff Steadman welcome Henrique Teixeira, Senior Vice President of Strategy at Saviynt. Henrique shares his journey into the identity field and reveals how he became a leading figure in digital identity. He discusses his time at Gartner, where he shared his expertise as the conference chair of the IAM summit and created identity scopes such as Cloud Infrastructure & Entitlement Management (CIEM) and Identity Threat Detection & Response (ITDR). Henrique also provides intriguing insights into the role of AI in identity and his transition from Gartner to his current role at Saviynt. The episode ends on a lighter note with Henrique sharing some memorable experiences from his skiing adventures. Connect with Henrique: https://www.linkedin.com/in/bernardes/ Learn more about Saviynt: https://saviynt.com/ Identiverse 2024: As an IDAC listener, you can register with 25% off by using code IDV24-IDAC25 at https://events.identiverse.com/identiverse2024/register?code=IDV24-IDAC25 Meet up with our RSM team! Schedule at https://rsmus.com/events/2024-events/join-rsm-at-identiverse-2024.html Attending Identity Week in Europe, America, or Asia? Use our discount code IDAC30 for 30% off your registration fee! Learn more at: Europe: https://www.terrapinn.com/exhibition/identity-week/ America: https://www.terrapinn.com/exhibition/identity-week-america Asia: https://www.terrapinn.com/exhibition/identity-week-asia/ Connect with us on LinkedIn: Jim McDonald: https://www.linkedin.com/in/jimmcdonaldpmp/ Jeff Steadman: https://www.linkedin.com/in/jeffsteadman/ Visit the show on the web at idacpodcast.com and follow @IDACPodcast on Twitter.

Josh Schachter sits down with Damien Howley, author of "Control Your Customer: A Guidebook for Customer Success Managers". Damien explains the concept of "controlling your customer", the STO framework for segmenting customer contacts, the importance of celebrating every win, and the value of quantifying the customer's gain from a product. Timestamps 0:00 - Preview & Intros 4:00 - Control Your Customer 5:50 - Interpreting customer experience 8:17 - STO framework 11:30 - Segmenting customer accounts and tracking engagements 15:40 - Customer happiness is over-rated? 18:40 - Celebrating every customer win as a CSM Damien has spent the last 20 years building, selling, and implementing SaaS. Since the inception of CS, he has worked to develop and refine best practices for revenue-focused customer success teams, helping hundreds of CSMs master their trade. He has served as a leader and advisor in Customer Success. "The richest relationships I've ever formed with customers have come on the heels of exceptional value delivery." — Damien Howley ___________________________

Emily Lockhart, VP of Customer Success at Percona, joins the hosts ⁠⁠Kristi Faltorusso⁠⁠, & ⁠⁠Josh Schachter⁠⁠. They discuss the importance of value delivery in partnerships, building proactive customer relationships, utilizing AI and technology to enhance efficiency, and automating playbooks, hiring for CS roles. Kristi also explains the difference between product and customer advisory boards and their significance. Timestamps 0:00 - Preview & Intros 3:10 - Customer Success at Percona 4:30 - Customer Success Account Managers 7:07 - Breaking into Customer Success 10:55 - Fostering relationships with customers to focus on value delivery 18:30 - Prioritising High Touch & Tech Touch 22:10 - Utilizing Product Advisory Board 24:00 - Difference between Product Advisory Boards & Customer Advisory Board 27:30 - Hiring for Customer Success Roles 35:16 - Closing ___________________________

Mike Sasaki, a seasoned CCO joins the hosts ⁠⁠Kristi Faltorusso⁠ and⁠, ⁠⁠Jon Johnson to discuss the complexities of engaging with executives, the importance of domain expertise, leadership's role in fostering an authentic workplace, and the significance of understanding a company's culture and core values. ___________________________ #updateai #customersuccess #saas #business ___________________________

At the age of 20, Emma found a passion for sales and customer success. With more than 25 years in the technology sector, working for household names such as Sun Microsystems, BMC Software, SAP Concur & Ping Identity, Emma has extensive technology go-to-market experience in multiple geographies.   In 2019, Emma founded inspir'em, a sales consultancy, training, and coaching business, helping sales teams and leaders unlock their full potential. One of the only female-led sales and training consultancies, the team has partnered with organisations such as SalesForce, ServiceNow, Redgate Software, and Phoenix51 to provide bespoke project services, such as go-to-market strategies, coaching and mentoring, fractional CRO, sales audits, MEDDIC/MEDDPICC training, and recruiting strategies.   Attributing her career success to her expertly cultivated network, within her 2022 book The Personal Board of You Inc Emma draws from personal experiences to provide real-life, practical guidance to help individuals accelerate their growth by investing in their own network, what she dubs her “Personal Board”.  PersonalJoin the community at: instagram.com/leadershipisfemale instagram.com/emilyjaenson ⁠https://www.linkedin.com/in/emilyjaenson/⁠ ⁠https://www.linkedin.com/company/leadership-is-female-podcast/?viewAsMember=true⁠ --- Support this podcast: https://podcasters.spotify.com/pod/show/leadershipisfemale/support

#updateai #customersuccess #saas #business Alex Farmer, CCO at Nezasa, & Michael Forney, VP CS at Responsive join the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠. They discuss: - Challenges of constant employee turnover - Aligning Sales & CS on Success Plans - Strategies for successful cross-functional collaboration - Role of AI in sharing the voice of the customer - Differentiating onboarding phases - Prioritizing customer-centric tactics - Strategic approaches to improving customer retention - Navigating challenges related to M&A Timestamps 0:00 - Preview 1:25 - Meet our guests & Solar Eclipse 6:31 - Leadership is lonely 8:35 - Challenges in cross-function collaboration 10:58 - Challenges dealing with churn, employee turnover 16:50 - Kristi shares the benefits of re-onboarding & strategies around it 22:50 - Alex shares his perspective on onboarding & non-regretted churn 24:35 - How you can tactically be customer-centric 28:20 - Responsive ---Behind the scenes 32:50 - Re-onboarding doesn't have to be free 35:35 - Identifying customer behavior 38:50 - Using AI to keep customer insights aligned across teams 40:22 - Alex shares about transitioning to an enterprise value selling motion 44:20 - How Alex 6x'ed the average contract value and boosted the win rate from 20 to 33% 45:45 - Adjusting success plans 50:43 - Closing ___________________________ #updateai #customersuccess #saas #business ___________________________

Building customer relationships is a foundational pillar of ensuring business success. Over time, as the company's business grows, maintaining this initial touchpoint with each of the customers from a widespread pool of customers serves as a challenge. Dealing with such an issue needs the backing and support of people who form a close-knit team.  Jonathan Corbin, former Global Vice President of Customer Success & Strategy at HubSpot joins Josh to have an unchurned conversation about  How Hubspot identifies different categories of customers Engaging and nurturing relationships to deliver a great customer experience Team segmentation & secrets to the motivating and progressive culture at Hubspot  Aligning cross-functionality in team “Providing customers a delightful experience is deliberate, it doesn't happen by accident. A lot of people say, - We are going to create a CS team and they are going to solve all the problems. That's NOT true." - Jonathan Corbin Timestamps 0:00- Preview & Intro 2:30 - HubSpot, as a holistic solution for GTM teams 4:27 - Fostering relations with customers across different segments 11:00 - Maintaining company culture 17:00 - Using Hubspot internally 19:00 - Aligning teams cross-functionally 29:42 - Closing #updateai #customersuccess #saas #business ___________________________

#updateai #customersuccess #saas #business Kris Sundberg, the Senior VP of Customer Success at Restaurant365 joins the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠. They discuss how they leverage AI for predictive analysis, the potential benefits of benchmarking and data insights for competitors in the market, and the impact of COVID on their clients in the restaurant industry. Kris delves into the company's unique approach to client engagement and cost management, and the exciting new addition to Restaurant365- Mickey Powell. Timestamps 0:00 - Preview 1:20 - Josh forgets to record, Mickey joins Restaurant365 7:32 - Meet Kris 8:49 - Is having CS report to the CRO a good idea? 11:22 - Commisioning CSMs for retentions and upsells 14:14 - What does a CS Ops analyst do? 18:35 - Managing a team of 260 CSMs 21:10 - Ensuring customer enablement and engagement 25:00 - Kris rehired and outsourced work to former employees during Covid-19 30:05 - How does this outsourcing work at Restaurant365? 32:20 - Focus on Minimizing Customer Turnover and Payroll 35:00 - AI in CS 38:50 - Benchmarking customers against their competitors 42:00 - Closing ___________________________

On this episode of Infrastructure Matters, host Steven Dickens is joined by Anthony Anter, Technology Solutions Director and Tim Ceradsky, Director of Software Consulting for BMC Software. The discussion focuses on the strategic importance of weaving operational resilience into the fabric of the mainframe development lifecycle through the CI/CD pipeline. Their discussion covers: Key steps in the CI/CD pipeline to enhance mainframe system resilience Tailoring automated testing suites for mainframe environments within the CI/CD pipeline Optimized deployment strategies for mainframe operations resilienceImplementing rigorous monitoring protocols to bolster mainframe operational resilience The crucial role of collaboration between development and operations teams in integrating resilience measures  

Elisabeth Zornes, Chief Customer Officer at Autodesk joins the hosts ⁠⁠Kristi Faltorusso⁠⁠, ⁠⁠Jon Johnson⁠⁠ & ⁠⁠Josh Schachter⁠⁠ to explore the challenges and strategies in articulating and delivering value to customers. Timestamps 0:00 - Preview 0:58 - BS & Intros 3:30 - How does a CCO work with customers? 4:40 - Where is Kate Middleton? 7:00 - Making the customer a success 9:00 - Articulating the value of the product to customers 13:50 - Planning customer success, measuring and assessing data 16:45 - Collecting customer data to create solid foundations 18:35 - How to use AI for customer insights & recommendations 23:15 - Best conversations for customers' success & technical success 25:40 - How to build a scalable customer success process for small businesses? 30:15 - CS This or That 32:14 - CSMs spent 33% of their time on preparing and follow-ups 36:05 - How can CSMs track and enforce product adoption? 39:50 - The future of CS 44:25 - Closing ___________________________

Every marketing team  wants attribution. But weirdly, it's often not that satisfying when they actually get it. I led many multi-touch attribution projects as a consultant, and we got really good at implementing tools, creating taxonomies, and making sure that data was clean.But I found that when you actually showed these reports to a C-level executive, it was usually kind of underwhelming. The data didn't always pass the common sense test. Today's guest thinks there's a better way — Marketing Mix Modelling. It's basically the application of mathematical techniques to model relationships between different variables. However, technology now enables it to happen faster and more cost-effectively than ever before. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Mark Stouse is CEO of ProofAnalytics.AI. With over 26 years of experience in marketing communications and strategy, he has a passion for transforming GTM performance with data-driven insights and agile decision making. Prior to founding Proof, Mark was CMO at Honeywell Aerospace, CCO at BMC Software, and a marketing leader at Hewlett Packard Enterprise. https://www.linkedin.com/in/markstouse/Key Topics[00:00] - Introduction[01:15] - Clarifying the acronym “MMM”[02:39] - Mark's background and how he founded Proof Analytics [07:57] - Limitations of multi-touch attribution (“MTA”)[14:16] - How MMM avoids the shortcomings of MTA[16:42] - The Fischer Price definition of MMM[19:56] - Demand vs. brand investments and their impact[24:09] - A/B vs. multivariate regression[25:21] - MMM is aggregate modelling, no reliance on PII[27:12] - Simple explanation of multi-variate regression[30:29] - Incorporating third-party data sources[31:48] - Historical ROI vs. forecasted ROI[32:52] - Is MMM just for enterprise?[34:51] - Marketing as a non-linear multiplier[38:02] - Getting started with MMM[41:18] - Updating models to include new data sources[42:07] - Competition in the marketing analytics space[44:41] - B2C marketing is more advanced in usage of multi-variate regressionResource LinksProof Analytics - Official SiteEconometrics // Lecture 1: Introduction Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

From Tech Girl Mentor to Intel CMO.Carolyn Henry, Intel Corporation CMO Americas, has driven change at some of the most powerful tech brands including in her role at Intel and previously IBM and BMC Software.Her biggest passion though......championing STEM for women worldwide. The reality is stark: Girls are often socialized out of Science and Math by Age 8. This destroys dreams and potential.Then It accumulates into an imbalanced workforce.Carolyn is changing that right now.You'll be inspired by her personal story and be energized to change the world too. I sure was!LinkedIn Profile https://www.linkedin.com/in/carolynhenry1/Company Link: https://www.intel.com/content/www/us/en/homepage.htmlWhat You'll Discover in this Episode:Insights for Doing Business in Latin AmericaHow She Became a Fierce Advocate for Women in Tech.Why Girls Get Socialized Out of Math and How She's Changing That.Her Incredible Career Journey from Liberal Arts College to Tech ExecutiveWhat It's Like Being First in Your Family to Achieve Higher EducationA Strategy to Cultivate Energy and Focus How Her Team is Driving AI at Intel and the Broader IndustryWhat You Learn Working for a 50-Year-Old Company.Why Executives Should Consider “Spot Education.The Mantra She Lives By.How Intel is Building Ethics into AI.-----Connect with the Host, #1 bestselling author Ben FanningSpeaking and Training inquiresSubscribe to my Youtube channelLinkedInInstagramTwitter

Unchurned is presented by UpdateAI Carie Buchanan, the Chief Experience Officer (CXO) at Popmenu, participates in CS & BS conversations with the hosts Kristi Faltorusso and Josh Schachter. They discussed the technology landscape in Atlanta and Carie's experiences while working at big companies like Google, Microsoft, Salesforce, and ERPs. The conversation covered various topics, including the evolution of customer success roles at Salesforce, how Carie's consulting background led her to leadership in the tech industry and much more. Timestamps 0:00 - Preview 1:17 - Weekend Highlights & Intros 4:46 - Tech landscape in Atlanta 7:03 - Popmenu 9:45 - Listening Strategy & Customer Feedback 11:55 - Kristi's obsession with consultants 13:10 - Consulting mindset for problem-solving and success 17:00 - 3 skills Carie picked up from her time in consulting 19:05 - Feedback on customer requests vs. software innovation 21:50 - Balancing leadership and contact with individual contributors & customers 24:55 - Setting up governance models 26:50 - Gaining insights from skip-level meetings 28:22 - Dealing with the conflicting perspectives of employees and customers 29:50 - Why Salesforce did not choose to dominate the CS industry - Running Customer Success from Salesforce 34:50 - Kristi's She's So Suite Podcast 39:20 - Forming a CS team to manage your customer base 43:35 - Customer Success Roles and Responsibilities 45:00 - The interplay between Account Managers and Customer Success Managers 47:00 - Closing ___________________________

JP Bolen is the VP of Global Sales at Rubrik. He has a wealth of experience in sales and sales leadership, having worked at various companies such as Wallace Computer, PTC, Primo, Blade Logic, BMC Software, Dynamic Ops, VMware, ClearSlide, MongoDB, and ThoughtSpot.In this episode, JP emphasizes the importance of sales enablement and the three types of training: onboarding, ongoing, and field training. He shares his experience in implementing a comprehensive onboarding program at Rubrik, which includes interactive classes and real-life scenarios to help new hires become conversationally fluent in the problems Rubrik solves. JP also explains the concept of "winning the stage" in the sales process and how Rubrik measures conversion rates between different stages to identify areas for improvement. The conversation also touches on the significance of having a compelling point of view (POV) when engaging with customers and the role of continuous learning in sales success.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:08:43] JP's initial perception of enablement and his transition into the role[00:09:50] Introduction to Rubrik's onboarding training challenges[00:13:00] A deconstructed approach to onboarding was implemented for better learning.[00:15:59] Onboarding is structured into three tracks for scalability and continuous learning.[00:18:04] The first track focuses on value-based conversations and messaging.[00:19:41] Importance of leaders following up and providing support[00:25:12] Empathy, listening, questioning, and curiosity in discovery[00:28:30] "Change the Game" initiative to drive mindset shift[00:37:39] Stage 1: Identifying pain, stakeholders, quantifying pain, developing champions[00:39:18] Stage 2: Creating a plan, technical validation, financial conversation[00:40:23] Importance of stage 1 and finding the real champion[00:43:12] Focus on understanding how deals got to their current stage[00:44:08] Importance of quantifying pain and understanding why they have to buy[00:45:17] Difficulty in conversion between stage 1 and 2[00:46:15] Implementing friction and champion go/no-go in stage 1 and 2[00:48:00] The importance of answering the 4 essential questions for success[00:49:17] Example of adding information to the framework[00:51:11] Initial challenges faced and the need for a common framework[00:53:55] Training reps to go into accounts with a compelling point of viewADDITIONAL RESOURCESLearn more about JP Bolen:https://www.linkedin.com/in/jpbolen/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:05:11] “The single most important metric inside a company is sales productivity. You have quota, a product, and how well you perform against the quota. The variables and leverage points are obviously who you hire because that's going to dictate a lot. But once you get them in, it's how quickly they can actually understand the customer's problems, the things that customers are going through, the pains they have, and how well you differently address those problems and become productive with the skills and execution.”[00:57:10] “I remember you and I spoke a lot before I took this role. I talked to Grant Wilson a lot. At one point, I was talking to Grant about the things that we were doing. I was explaining to save the data. I was explaining these different pieces. And he said, ‘You're not enabling, like you're not just enabling, you're transforming, you're doing sales transformation inside of the company.'”

Ever wondered how executive coaching can be the secret sauce for CEOs and senior leaders to not just survive but thrive in the whirlwind of hypergrowth? Join us in this episode with the incredible Karen Walker, an esteemed executive coach and consultant renowned for her expertise in guiding CEOs and senior leaders through the challenges of hypergrowth.With an impressive portfolio that includes advising industry giants like Aetna, AWS, Pfizer, JPMorganChase, and BMC Software, as well as nurturing Inc. 5000 startups, Karen brings a wealth of experience to our conversation. Karen's journey is marked by significant milestones, notably her pivotal role as employee 104 at Compaq, where she contributed to transforming the company into the then-fastest growing entity in American history, propelling it from $0 to $15 billion in revenue.In our discussion, Karen talks about the challenges and dynamics of hypergrowth companies, emphasizing the importance of alignment with investors, a growth-oriented culture, and a high tolerance for ambiguity. Also she introduces a powerful tool — a 2x2 matrix — to simplify complex situations and facilitate strategic conversations, discussing the significance of executive presence and technical skills, highlighting the different personas within each quadrant of the matrix.Join us in this episode as Karen Walker shares her invaluable insights on navigating hypergrowth, leadership, and organizational development. Get ready for a conversation that promises to be both enlightening and transformative. Stay tuned!Episode Quotes:A new chapter in a book: Karen's unexpected path into coaching and consultingAnd I had, as part of the leadership team, a big global job. It wasn't very big when I joined, but it got bigger and I loved it. I really loved that environment. And when I left at the size it was, it was just like another big company. And at least for me, it wasn't a place I wanted to spend the rest of my working life. So I took some time out to figure out what I really missed. And I missed putting together high performing teams and making them clear what they're doing, why they're doing it and the stuff that gets in the way. And it's almost never the technical stuff. It is almost always people's process and tools. And, you know, I'm an industrial engineer, so efficiency is sort of part of my DNA and I went back to Columbia. I did their ODHRM programs, I got the theory behind the practice that I knew. And I've been working with CEOs and senior leaders and leadership teams now for the past two decades, primarily in the tech space. I've also worked with a number of Fortune 500 companies, but I'd say my sweet spot tends to be tech.Elevate or stagnate: No Dumbing DownA team can only work at the level of the lowest performing member. And what tends to happen when we put teams together is people come in with different levels of expertise, different goals that can often be misaligned, different resources that they're able to bring to bear. And if most of the team is able to perform at this level, but you've got one team member who, for whatever reason, often not their own fault, can only perform at this level, time, resources, skill level, the team can only perform here, right? Because the team by definition is only going to be successful in their interdependence, so the team has to dumb down. Well, what happens when that occurs? The team is not able to work to its true potential, right, and the organization isn't as well. And so you want a team to pay attention to how they operate, not just what they're doing, which you obviously live as well. But how they operate, how they are chartered, how do they debrief what's going on, how do they make sure that they're aligned in their goals and their ability to hold each other accountable.The critical pillars of hypergrowth successI think the first thing and part of what makes the hypergrowth company successful, we obviously have a product market fit and it's what happens after you find your product market fit. Do you have an investor who is aligned with your vision of where you want to go? Because that is a huge, huge issue if there's no alignment there. Do you have a culture in your organization that is set up to continue this cycle of hypergrowth? Everybody on the team has to be signed up for the sort of effort that it takes to keep that wheel spinning. The other thing that is so important for working in a hypergrowth company, you have to have a great tolerance for ambiguity and a bias for action. And those are things that are hard for people - to be able to live with the unknown. And so if you're not okay with ambiguity, you will fail. And then of course the bias fraction has to be there in any growth-oriented company.Navigating the interplay of executive presence and technical skills in a 2x2 matrixAny executive is in a situation where they are living in a complex world and simplification is often the greatest need. And so a 2x2 matrix will not solve all the world's problems, but it will give us a framework for talking about what's going on. So the two axes are executive presence and technical skills, right? And as someone who does coaching, often there's a tension between those two. So if we start in the upper left-hand corner, this is someone with high executive presence but low technical skills. I call that “fake it till you make it”. But you aren't an “empty suit”, which is what can happen if you only have executive presence, but you don't really have the skills.In the bottom left-hand corner, which is low executive presence and low technical skill, I call this “get to work”. You need one of these skill sets or the other, or you're not going to last in any organization.The bottom right-hand corner. So this is someone with high technical skills, low executive presence. And so these are people who often get coaching, because they're moving into areas where they need to have the executive presence, but they've been really successful at the company technically. And the upper right-hand quadrant. I label it “the sky's the limit”. This is someone with a strong executive presence and strong technical skills. So the challenge there is to keep growing and developing, because that is someone who's truly a high-potential, high-performer in an organization.Show Links:Official WebsiteKaren's book No Dumbing Down: A No-Nonsense Guide for CEOs on Organization GrowthKaren Walker on InstagramKaren Walker on LinkedinKaren Walker on Twitter

In this leading edge episode, Emma Maslen, CEO & Founder of inspir'em ltd, shares her own rags to riches story and how she helps others create a personal board to help get them the wisdom and advice they need to succeed now and in the face of tomorrow's challenges as well.You will discover:- Why you should start building a personal board of advisors- Why as a founder you should avoid a board of directors until you have to have one- How to approach someone who you want on your personal board
Emma Maslen has 20 plus years' experience in the technology sector working for household names such as Sun Microsystems, BMC Software, and SAP Concur & Ping Identity. Emma has extensive technology go-to-market experience in multiple geographies. Now an angel investor, NED, start-up strategist, coach and consultant - Emma uses her industry experience and skills to help companies and individuals achieve their potential. Emma is IOD certified, part of the Henley School for Coaching Alumni and also Hogan Certified.
Want to learn more about Emma Maslen's work at inspir'em Ltd? Check out her website at https://www.inspirem.coach/. You can also get a copy of her book and find a wealth of resources at https://www.emmamaslen.com

Stephane Kurgan is widely considered one of the best operators in Europe. During his tenure as COO @ King, King went from $65m to $2.4B in bookings, from 100 to 2,400 employees, and did a $7B IPO before being acquired by Activision Blizzard. Prior to joining King, Stephane served as CFO of Tideway Ltd. (acquired by BMC Software) and was the co-founder and CEO of Digital Reserve. Today, Stephane serves as a Venture Partner at Index Ventures, one of the leading venture firms of the last decade and more recently as an executive advisor at Technology Crossover Ventures. In Today's Episode with Stephane Kurgan We Discuss: 1. From Belgium Boy to Europe's Leading Operator: How a CD Rom company was the starting place for one of Europe's best executives? What does Steph believe he is running away from? What does Steph know now that he wishes he had known when he started? 2. Four Criteria of Truly Great Leaders: What four traits do all truly special leaders have? What are the 1-2 that are the hardest to find in great leaders today? Why does Steph believe that even the best leaders are wrong 40% of the time? How does Steph approach decision-making? How has it changed over time? What is the most toxic element of decisions within companies today? When does Steph change plan because a decision is wrong vs stick to it? 3. Speed of Execution and Mission Statements: How important does Steph believe speed of execution is today? What are the elements that one can go fast on vs go slow and be very deliberate on? What elements has Steph gone fast on in the past that led to a mistake? How would he have changed his approach with the benefit of hindsight? Why does Steph believe that mission statements have different value at different company stages? What is Steph's biggest advice to founders on creating mission statements? 4. Delivering Feedback and Maintaining Trust: What are 1-2 of Steph's biggest lessons when it comes to delivering feedback well? What are the biggest mistakes founders make when delivering feedback today? Can trust be regained once lost? How? Does Steph start from a position of full trust or is it gained gradually over time?

Welcome to Hunters and Unicorns: The Playbook Universe.    We're here to showcase leaders within the Playbook Community and explore their formulas for success.   We aim to uncover:   Why the ICE formula is imperative.  The criticality of the Economic Buyer.  How to elevate your Execution whether that be selling consumer side or enterprise software.     Today we are joined by Chris Mahoney, SVP for the Worldwide Sales Team at LaunchDarkly.   In this Hunters and Unicorns podcast, Chris shares his professional journey with us including examples of his application of the Playbook.  He also discusses how he's building the global sales team at LaunchDarkly with rapid scale. You don't want to miss this exciting episode with one the industry's titans!  Chris has consistently operated within the elite playbook space, with experiences at prestigious companies including ServiceNow, BMC Software and Phase 1.   Amongst his plethora of achievements, he was the most successful Solution Sales leader at ServiceNow, he lead the first product line from under $50M to more than $1B, scaled teams from less than 10 to over 650 and helped grow the market capital from £12B to a  staggering $125B.   Whilst at BMC, Chris built the number one performing sales team globally and at Phase 1, he went through 27 mergers and acquisitions in consumer software.   Prior to enterprise software, Chris spent 10 years in consumer software working in operations and sales.   Under strong leadership and immersing himself in absorbing as much knowledge as possible, Chris navigated the enterprise software space with cadence and agility.   He thrived in learning not just the solutions but also the processes. Chris discusses with us the role of the Beginner's Mindset and how maintaining a strong degree of curiosity throughout your career will directly contribute to success.   Chris also discusses times in his career where the focus was not on performance and numbers, but in fact on character and drive.   Hunters and Unicorns loved hearing about Chris' formidable career, accented with pivotal conversations with the likes of A-players such as Tom Schmidt, John Donahoe, Frank Slootman, Andy Byron, Keith Butler and Bill McDermott.  Make sure you tune in! 

Data drives the information economy, but text and images provide crucial context. That's why storytelling has become so prominent in the world of AI and analytics. By harmonizing the use of relevant data with ideal descriptions, organizations can keep customers happy, partners engaged, and employees motivated. Check out this episode of DM Radio to hear two industry visionaries share their thoughts on how to thrive in this new, AI-enabled world! Host @eric_kavanagh will interview Naveen Rao, CEO of MosaicML, and Gur Steif, President, Digital Business Automation at BMC Software. They'll discuss how the nexus of data, automation and AI is fundamentally rewriting the rules of modern business.

Employee Experience is a determining factor that can sink an organization or make it stand out, and mastering it is not an option these days. To help you thrive, Jon Leighton (Nexthink) and Emily Schlick (Vizient) share some practical advice on how to improve employee experience. Jon Leighton has been the Head of Customer Engagement and Advocacy at Nextink for four years. Before this, he's been in BMC Software, was the VP of Customer Success at 4me, and the Service Desk Leader at Southhampton City Council. Emily Schlick is the Sr. Director of Technology Strategic Business Operations at Vizient, Inc. Prior to that role, she's been the Director of Digital Employee Experience and Strategic Initiatives at Cigna and the Sr. Manager of Employee Experience at Express Scripts.

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.

On this episode of Futurum Live! From the Show Floor, Futurum Research Senior Analyst Steven Dickens talks with BMC Software's Principal Product Manager, Paul Spicer, during the SHARE Conference in Atlanta. Their conversation covered the state of AIOps in mainframe environments and what BMC is bringing to the table. It's a great conversation you don't want to miss.  Learn more about BMC Software at https://www.bmc.com/. #mainframe, #cloud, #tech, #technology, #BMC, #PaulSpicer, #developerExperience, #SHARE, #SHAREAtlanta2023, #StevenDickens, #Futurum, #FuturumResearch

On this episode of Futurum Live! From the Show Floor, Futurum Research Senior Analyst Steven Dickens talks with BMC Software's Principal Product Manager, Paul Spicer, and Ensono's Expert Mainframe System Programmer, Paul Buchanan, during the SHARE Conference in Atlanta. Their conversation covered the client perspective of AIOps integration, and how skills play into its adoption. It's a great conversation you don't want to miss.  Learn more about BMC Software at https://www.bmc.com/.

This is the intro to DataOps that you've been waiting for. All about what it is, why it matters, best practices, and how to start into this field. My guest today is Jennifer Glenski, Director of Product Management at BMC Software.

On this episode of Futurum Live! From the Show Floor, Futurum Research Senior Analyst Steven Dickens talks with BMC Software's DevOps Evangelist, Tony Anter and Lead Project Manager, Mark Schettenhelm during the SHARE Conference in Atlanta. Their conversation covered the importance of improving the developer experience, eliminating the silos between distributed and mainframe application development, and the delivery of modern tooling to help customers improve the experience to deliver innovation faster.  It's a great conversation you don't want to miss. Learn more at BMC Software.

On this episode of the Futurum Tech Webcast, Futurum Research Senior Analyst Steven Dickens talks with BMC Software's VP of Research and Development, David Jeffries, during the SHARE Conference in Atlanta. Their conversation covered BMC's efforts with their own development team to prioritize automation and modern tools to improve the developer experience. It's a great conversation you don't want to miss. Learn more at BMC Software.

We often discuss the future of work for enterprise employees. What technology will they use, how will people and machines interact, and how teams will be organized when geography and language are no longer barriers. Few have spent more time in and around enterprise service management than today's guest and few are better qualified to share insights about what's ahead.Andi Mann has been a technology leader in technology companies around the world since the 90s. He founded Sageable, the digital transformation advisory services practice, in 2015 and has also recently served in roles that include CTO for DevOps at Splunk and VP Products and Strategy at CA which is now part of Broadcom. Andi and I both did time at BMC Software in the early 2000s. Andi is the author of multiple books including The Innovative CIO, he's a sought after speaker, and tech provocateur who is never shy about what's wrong with IT and where the world of digital is headed.Thanks to friend of the podcast Steve Kaplan for the intro to Andi.Listen and learn… Why Andi summarizes his career this way: "I make computers do more work to allow people to do more creative things" The best use of enterprise AI Andi has seen How Andi helped an industrial transportation company save a billion dollars Why “less complex systems can't understand more complex systems” Why the best use of AI is targeting “known knowns” by augmenting vs. replacing human intelligence How to overcome the lack of trust in AI Why AI won't eliminate any jobs… and why it will create many new ones Skills to invest in today that will never be replaced by automation References in this episode... Dr. Lance Eliot writes about ChatGPT dispensing therapy advice Colin Fletcher, father of the term “AIOps”, on AI and the Future of Work Andi's book “The Innovative CIO" Andi's company Sageable 

Innovation and product ideation is one of the core tenants of successful product management. We simply have to get this right in order to put impactful nuanced, valuable, differentiated products and solutions out in the market for our customers. In this episode, Jennifer Glenski, Director of Product Management for BMC Software's Innovation Labs joins to discuss innovation and product ideation and how product teams can succeed at these critical activities.Learn more at ProductVoices.com.

  Given the current economic climate, employers and employees around the world are becoming better acquainted with the reality of layoffs each day. Joining us to discuss the ins and outs of layoffs are co-founders of Thrive HR Consulting, Rey Ramirez and Jason Walker. Rey and Jason have both held multiple roles in HR for many years, having worked for the likes of Cisco Systems and BMC Software. In this episode, they provide insight into the current hiring (and firing) landscape and the push and pull of navigating the continuation of remote work post-pandemic. We discuss the factors affecting layoffs, the typical layoff process, who's most at risk, and how to mitigate that risk.    Key Points From This Episode: Introducing HR titans and cofounders of Thrive HR Consulting, Rey Ramirez and Jason Walker. Rey and Jason's respective backgrounds, and how they came to found their company. Insight into the current hiring market: deglobalization and AI advancement. How small to mid-size companies are benefitting from large corporation layoffs. The continuation of remote hiring and hybrid work setups. Why employers generally prefer employees to work in the office. The challenges of phasing out remote work. The typical layoff process and which positions are most at risk. How to make yourself indispensable and mitigate the risk of being laid off. The importance of networking and how to do so effectively. How to anticipate layoffs. Under what circumstances a company will offer severance.    Tweetables:   “There's still competition in the hiring market. We're talking a lot about what we call deglobalization. ” — Jason Walker [0:04:29]   “Remote hiring is continuing. The last 24 months have shown us that work can be done, whether it's recruiting work [or] development work, remotely.” — Rey Ramirez [0:07:40]   “The key in the future is [going to be] having space that encourages people to connect.” — Rey Ramirez [0:14:44]   “You've got to treat employees respectfully because the same people you're laying off today are the ones you're going to be trying to re-recruit in nine months.” — Jason Walker [0:21:26]   “Quiet always means there's something looming on the horizon.” — Jason Walker [0:39:44]   “You've always got to be networking. You should always be looking into the jobs that are out there to understand what's available at any given moment.” — Rey Ramirez [0:44:34]   Links Mentioned in Today's Episode:   Rey Ramirez on LinkedIn Jason Walker on LinkedIn Jason Walker Email Thrive HR Consulting Talk Talent to Me Hired

Carter Busse has been leading IT organizations for more than two decades. He has been an IT leader at successful, high-growth organizations ranging from Salesforce to MobileIron to 8x8 to Cohesity Among his many accolades, he was recently named a 2022 ORBIE Bay Area CIO of the year and was also the first IT leader hired at Salesforce back in 2000. Carter understands the challenges of managing tech infrastructure for high-growth tech companies where there's zero margin for error because everyone thinks they know tech better than you. CIOs are like plumbing: nobody appreciates them when everything's working but they're the first to get blamed when there's a blockage.He's now the CIO of rising star Workato, the integration automation platform that has raised more than $400M, was most recently valued at nearly $6B, and has about 1,000 employees in 13 offices around the world. Listen and learn...What a CIO does.Why CIOs have the shortest tenure in the C-suite.The role of AI to improve employee experiences.How to recreate the Apple Genius Bar at work... for at-home employees.How generative AI will be used in the enterprise.Key questions to ask when evaluating new uses of AI.How CIOs deliver strategic value and avoid being "technology traffic cops".References in this episode:What happens when ChatGPT is wrong?Mark Settle, seven-time CIO, on AI and the Future of WorkWorkato

The following is a bonus replay of one of 2022's popular episodes. When Herald Chen was growing up in a town not far from Pittsburg, he dreamed of someday running the small town's steel mill. Years later when he was graduating from the University of Pennsylvania, the steel mill no longer occupied Chen's maturing career aspirations. “My two job offers were to either go make soap for Procter & Gamble at a manufacturing plant in Baltimore or go to Wall Street,“ remembers Chen, who adds that the offers for the seemingly different jobs came as a result of having graduated from UPenn's Management and Technology program—a curriculum that offered a dual degree in engineering and finance. Chen chose Wall Street and in 1995 landed at KKR, the private equity firm that had feasted on leveraged buyouts in 1970s and 1980s. Recalls Chen: “I had a front row seat for meeting many CEOs and CFOs and invested behind a couple dozen of them, so I learned a lot about what the good, the bad, and the ugly look like in these companies.”   Twenty-seven years later, KKR can arguably be seen to have been the mother ship of Chen's finance career, a place that over time he would leave and then return to as the investment house provided him with the wherewithal to open new professional chapters—the longest being from 2007 to 2019, when he headed KKR's Technology, Media, and Telecom practice. Along the way, Chen demonstrated a rapport with C-suite members and company boards that distinguished him from other investors, a trait that led to a growing number of invitations to sit on different company boards. “I had figured out that I wanted to be building businesses, but I also knew that I wasn't the smartest or brightest or most charismatic person in the room, so maybe the best way for me wasn't actually sitting in the CEO seat but instead was investing and sitting on boards and helping CEOs,” comments Chen, who has held a number of board seats, as well as served as board chair for such companies as Internet Brands/WebMD, Optiv, Epicor, BMC Software, and Mitchell International.  With a boardroom track record that few of his CFO peers can match, Chen attributes his success in part to being a good listener.  “I would invest behind CEOs and CFOs whom others just didn't understand—they just didn't comprehend what these people were trying to do—because I would find that I could create a lot of value with them just by taking a little extra time to hear them through,” remarks Chen. When asked to offer advice for CFOs seeking to lower the temperature of certain boardroom discussions, Chen shares a story involving notable KKR financier Henry Kravis: “When I was at KKR, I made a mistake in some of the numbers one time. It was late in the transaction, at the point where on Wall Street you'd expect to get yelled at and there would be this big blowup—but I remember Henry Kravis just getting very calm and saying, ‘Hey, we'll get through this and come out the other side.'” –Jack Sweeney

Crafting your communication strategy is not just about getting your message across, but also about ensuring that you're getting it across in the most effective way possible. Keeping things simple, engaging, and purposeful in your communication will ensure that every piece of content is relevant to your audience. In this episode, we hear from the Senior Director of Corporate Communication at BMC Software, Mandy Knotts.  Brought to you by PREZENT.AI and Executive Producer, Rajat Mishra.

Customer experience is all about understanding your customer's needs, wants, and concerns and then fulfilling those desires. Empathy can help with these decision-making processes if it leads you to understand what makes customers tick. In this [Un]churned conversation, Josh Schachter and Eduarda Camacho, Chief Customer Officer at BMC Software discuss Role of empathy in customer experiencePersonalizing customer experience at the scaleThe relationship between customer experience and product experience“Stop talking about customers as logos, or generic personas; put faces and names [to them], work on the emotional intelligence piece. " - Eduarda CamachoGet tips and insights from top leaders of the Customer Relationship world in your inbox each week. Subscribe to the Unchurned weekly newsletter at www.update.ai/unchurnedThank you for tuning into the Unchurned podcast! If you enjoyed the episode, please subscribe to the show and leave us an excellent rating & review. Josh would love to connect to hear your feedback & suggestions. Get in touch with him on Linkedin & Twitter. Follow UpdateAI for the latest news on the unchurned podcast on Linkedin & TwitterUpdateAI presents Unchurned

On this episode of Scouting For Growth, Sabine VdL talks to Henrique Volpi, one of the co-founders and the CEO of Kakau – one of the very first InsurTechs in Latin America. Kakau is an InsurTech and tech platform that delivers digital experiences while improving insurance operations and easing the delivery of complex financial services. Kakau's SaaS model is powered by machine learning and robotic process automation. Henrique is one of the co-authors of the InsurTech book and is also the co-founder and board member of the InsurTech association of Brazil. During the conversation, Sabine and Henrique discuss InsurTech in Latam and Brazil, selling insurance via the phone, Brazil's regulator approving subscription transaction models, NFT policies, and the future of tech-led business models. KEY TAKEAWAYS Back in the day, people would question whether it was possible to sell insurance digitally. Insurance sales were only done by phone. Indeed, you could originate business via Google Adverts and so on. Still, the delivery of a fully digital experience wasn't the case back then. So, we did the contrarian thing and went to design a digital-first platform as we knew this was a global trend. The first thing we did was to discuss the project with a very large legal forum in Brazil and asked them for their help because insurance is a regulated industry and we knew the importance of having a legal team, and we designed one of the first digital MGAs in Brazil. Since the beginning, we spoke to the regulator. This approach was very different from other startups that were afraid to go to Rio and speak to them. We just shot straight and said: “We want to do this. Is that legally OK? Can we move forward?” We took a different approach from the other startups. Over time the regulator told us that we could not engage with them that much. So, we went back to our legal partner and set up the first Brazilian InsurTech Association to help technology startups get access to the insight they needed to build their InsurTech right. We started with 4-5 companies and now we have more than 20 members. The first thing I believe we need to educate others is on finance and therefore insurance, especially in Brazil. This should be the same in South-East Asia, Africa, and Latin America as a whole. Individuals must learn how to make money and take care of their money because many people do not know. They have to learn how to lend money, they have to learn how to manage that money, and hopefully, they will learn how to save a little bit. Only later they will think about insurance. Typically, you start with lending and credit cards before going up the value chain to investments and then insurance. Insurance and InsurTech are probably 5-6 years less mature compared to FinTech in Brazil which is going very strong.  Don't be afraid to pivot your business model, you're going to pivot many, many times around your journey and you have to be aggressive in terms of technology. We've seen around the world many, many companies that don't really have a good tech stack, it's just a front-end. What's interesting though and I'm excited about this too, is when a market player realizes that it does not need to own everything then it can consider licensing. When you license the best capabilities that are out there you have a different perspective on how you serve your customers and users.    BEST MOMENTS ‘Even though it was very hard and there was a lot of work to do to prove the content, we proved that one can sell insurance policies digitally. Now it's something that's growing very fast in Brazil.'‘We may be going through a crisis. Still, what's happening now is very volatile. So, when growth opportunities return, the launch of digital-first businesses may return faster than a lot of people think.'‘I'm very interested in the ramifications of cyber risk within our digital world. I think another trend we need to pay attention to is the monetization of value-added services. Some big carriers in Brazil are setting up services companies that will prevent risks from happening, especially around commercial lines.'‘Go for it. The world needs people who have the courage to become entrepreneurs.' ABOUT THE GUEST Henrique Volpi is known for having a positive attitude, execution focus, and servant leadership. Committed to making a positive impact, Henrique Volpi is the co-founder of Kakau, one of the first InsurTech startups in Latin America. A technologist for the past 25 years working in leading tech companies such as Servicenow, EMC/Dell, and BMC Software. Henrique co-founded and became the president of the Brazilian Insurtech Association. He is a co-author of the Insurtech Book.LinkedIn: https://www.linkedin.com/in/henriquevolpi/ Kakau Technologies reduces the complexity of financial services and insurance operations through the efficient use of AI technology. By leveraging ML and RPA Kakau Tech delivers seamless SaaS solutions in Risk Model Management, NLP Claims Management, NFT Policy Management, and Churn Prediction. Kakau's technologies is a digital platform that uses artificial intelligence technology to deliver more accurate results in the insurance segment. Kakau delivers a fully digital experience seamlessly powered by machine learning across multiple product categories. The platform enables users to get insurance for various products like motorcycles, cell phones, digital devices, and bikes among others. Website: https://www.kakau.co/ ABOUT THE HOST Sabine is a corporate strategist turned entrepreneur. She is the CEO and Managing Partner of Alchemy Crew, a venture lab that accelerates the curation, validation, and commercialization of new tech business models. Sabine is renowned within the insurance sector for building some of the most renowned tech startup accelerators around the world working with over 30 corporate insurers and accelerating over 100 startup ventures. Sabine is the co-editor of the bestseller The INSURTECH Book, a top 50 Women in Tech, a FinTech and InsurTech Influencer, an investor & multi-award winner. Twitter: SabineVdLLinkedIn: Sabine VanderLindenInstagram: sabinevdLofficialFacebook: SabineVdLOfficialTikTok: sabinevdlofficialEmail: podcast@sabinevdl.comWebsite: www.sabinevdl.comThis show was brought to you by Progressive Media

Show Notes Elizabeth Xu   Dr. Elizabeth Xu is a passionate global transformative leader and public company board member. She is a C-level executive with 20+ years of experience & a track record of technology, product and business strategy/execution & customer satisfaction success. She is the CEO and co-founder of A2C Leadership Group, an interactive online education and coaching platform. A2C helps companies to develop their top talent, elevates their thinking into a creative win-win mindset, and instills best practices for their daily execution. A2C helps employees build 4-level of innovative win-win solutions for the customers, companies, teams, and shareholders. Her expertise includes formulating global digital transformation strategies in Retail, Food, Education, Finacial Service, and IT Industries, and accelerating innovation through the applications of Cloud, AI, IoT & cybersecurity, and creating new digital business models. She has in-depth software development experience in creating large-scale, mission-critical mobile, SaaS, multi/hybrid clouds, billion-dollar revenue software products. She drove Product Marketing, Product Management, Engineering, Customer Training, Customer Support, Professional Services, and IT organizations in public companies, she also built deep partnerships with customers, successfully met revenue/profit targets She served as the Group CTO at CP Group, a $65 Billion Revenue International Conglamorate, CTO at BMC Software, Head of global Engineering, Product Management, Professional Services, IT and Customer Engagement a few public companies. A Stanford University lecturer, she taught big data, global operation, and leadership classes, authored a textbook and developed course material. She frequently speaks at industry conferences/events. Dr. Xu was the Top 50 US Diversity Leader in 2020, 2017 WITI Hall of Fame winner, 2013 Women of Influence of Silicon Valley, and received 10+ other awards such as Female Technologist of the year, Female Executive of the Year, Coach of the Year. Dr. Xu is an investor and advisor for companies in Enterprise Software, Retail, Telecom, Financial Service, Food, Toy, Robotics, Nanotechnology, Big Data, Analytics, ML, Online Education, Healthcare & Software-defined storage. She is an MIT Advisor for Innovation, Computer Science Advisory Board for the UNR College of Engineering. A passionate community leader, Dr. Xu is the Chairman of the WITI APAC Advisory Board and Be the Change Foundation. She is also a dedicated mentor for students at Peking University, MIT, Stanford & Berkeley Universities. We talk about How does one get promoted fast? What would be examples of calculated risk at one's' job? How does a CEO grow with their company, with the opportunity they come across? What are the extraordinary benefits of the c-suite and boardrooms? How does one go about planning and balancing all aspects of one' life?   And much more     Connect with Dr. Elizabeth Xu (6) Dr. Elizabeth Xu | LinkedIn http://a2cacademy.org/  

What do childhood, motorcycling, and marketing have in common? Saar Shwartz, the CMO at the IT solutions and consulting company BMC Software, says they all embody the idea of limitless possibility. Tune in to hear the longtime marketing leader share how growing up in Israel, becoming an officer in the army, and developing a passion for motorcycles have all helped him on his path to becoming the CMO of a multinational, multibillion-dollar company.Tune in to learn:The importance of curiosity in marketing (13:40)Why does Saar prioritize “impact” over “authority?” (18:20)The future of marketing and humanizing the BMC brand (43:50)Saar's advice for startup founders (50:20) Mentions:“May was the worst month for startup layoffs since the start of the pandemic” (Quartz article, written by Nicolás Rivero)“What Hugging Face and Microsoft's collaboration means for applied AI” (The Next Web article, written by Ben Dickson)"The Social Dilemma"Marketing Trends is brought to you by Salesforce Marketing Cloud. For more great marketing insights, sign up for The Marketing Moments newsletter. You'll get ideas to help you build better customer relationships, invites to upcoming events, and access to the latest industry research. Subscribe at https://sforce.co/MarketingMoments