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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Paul Capombassis, Chief Revenue Officer at MongoDB. They discuss Paul's extensive career from PTC to MongoDB, focusing on his strategies for creating high-performance cultures in sales. Paul shares his approach to hiring disruptors over domain experts, the importance of developing leaders from within, and the transformational programs like BDR to CRO that MongoDB has implemented. The conversation also highlights the critical role of adaptability, the significance of leadership authenticity, and the necessity of consistent leader enablement. This episode is rich with insights on how to elevate sales teams and drive company growth.ADDITIONAL RESOURCESLearn more about Paul Capombassis:https://www.linkedin.com/in/paul-capombassis-3684b211/Read Force Management's Guide to Embedding AI In Your B2B Sales Organization: https://hubs.li/Q03ldrzD0Download the CRO Strategy Checklist: https://hubs.li/Q03f8LmX0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:59] Building a High-Performance Culture at MongoDB[00:04:45] Characteristics of a Disruptor in Sales[00:06:56] Challenges of Selling Disruptive Technology[00:16:11] Importance of Leadership and Enablement[00:21:57] Adapting to Change in a Fast-Growing Company[00:23:58] Coaching and Developing Leaders[00:30:21] Adapting Leadership for Business Growth[00:31:56] The Importance of Authentic Leadership[00:33:32] Recruitment and Enablement Strategies[00:34:40] Domain Expertise vs. Scaling with Hunters[00:38:22] Leader Development Programs[00:41:51] Challenges in Assessing Team Strengths[00:47:06] Second Line Leadership Responsibilities[00:50:23] Inspiring Through AuthenticityHIGHLIGHT QUOTES"When you lead with authenticity, the value that you get out of that and your organization gets out of that is it's game-changing.""Every time you make a hire... it's a million-dollar bet that you're taking.""Change requires discipline. And discipline is really hard.""High-performing companies set up a great enablement program, not just for your ics, but especially for leader enablement.""Great leaders today are the best coaches.""The best leaders today are the ones that can connect technical capabilities to business outcomes."
Joel Bancroft-Connors: When Great Scrum Masters Fail—The Hidden Cost of Poor Value Communication Read the full Show Notes and search through the world's largest audio library on Agile and Scrum directly on the Scrum Master Toolbox Podcast website: http://bit.ly/SMTP_ShowNotes. Joel shares a powerful lesson about the critical importance of communicating value beyond team performance. Despite achieving remarkable success with multiple teams as an agile coach, Joel and his colleagues ultimately failed because they couldn't effectively demonstrate their value to leadership. The teams were thriving, but when budget cuts came, the coaching support was eliminated first. Without ongoing support, these successful teams began to deteriorate. Joel emphasizes that as Scrum Masters and agile coaches, we must actively communicate our impact and connect team success to business outcomes. Simply assuming that good team performance speaks for itself is not enough - we need to interact more with stakeholders and clearly articulate the value we create. In this episode, we refer to the TV series Ted Lasso, and the books Start with Why by Simon Sinek, and Coaching Agile Teams by Lyssa Adkins. Self-reflection Question: How effectively are you communicating the business value of your Scrum Master activities to leadership, and what specific metrics or stories could better demonstrate your impact? [Scrum Master Toolbox Podcast Recommends]
check out Quantum Rise here: https://www.quantumrise.com/
On today's episode, we're talking with Jeremy Pollock, VP of Product at WP Engine. In this episode, we discuss: Why speed is the new moat — Jeremy is pushing PMs to use AI, ship code, and move fast, because in the AI era, slow teams fall behind for good How WP Engine is enabling product teams to use AI — through access, training, and best practices that turn weeks of work into hours And, How big, aspirational product goals create momentum — giving teams the motivation to “eat their vegetables” and tackle the foundational work required for long-term success Links LinkedIn: https://www.linkedin.com/in/dane-molter-6b937231/ Navan: https://navan.com/ Resources (Ethically) cheat your way to $250M+ | Mikal Lewis, Product Exec. (Whole Foods, Nordstrom): https://youtu.be/5txeT2U_YQo Chapters 00:00 Intro 01:06 Dane Molter's Journey From Amex to Grubhub 01:44 The Grubhub Experience: Embracing Imperfection 04:08 The Push for Hypergrowth in Product 05:19 Lessons in Product Risk and Innovation 06:59 The Bigger Picture: Product Beyond Technology 09:30 Focusing on Bravery in Product Innovation 12:12 Applying Product Lessons at Navan 17:50 Enterprise Travel Challenges and AI Solutions 19:53 Business Outcomes and Accountability 20:13 Learning Business Mechanics at Amex 26:15 The Importance of Small Tests in Product Testing 34:27 Navigating AI and Emerging Technologies 37:45 Outro Follow LaunchPod on YouTube We have a new YouTube page (https://www.youtube.com/@LaunchPod.byLogRocket)! Watch full episodes of our interviews with PM leaders and subscribe! What does LogRocket do? LogRocket's Galileo AI watches user sessions for you and surfaces the technical and usability issues holding back your web and mobile apps. Understand where your users are struggling by trying it for free at LogRocket.com (https://logrocket.com/signup/?pdr).
A historic gap between consumer sentiment and economic data is raising concerns about future tech spending. Despite positive economic indicators, such as a steady unemployment rate and a slight increase in the Consumer Price Index, consumer confidence is faltering, as evidenced by a significant drop in the Consumer Sentiment Index. Analysts from Bank of America have noted that this disconnect, the widest on record, suggests that businesses, particularly in sectors sensitive to consumer demand, may become more risk-averse in their tech investments. This could lead to longer sales cycles and a shift in budget approvals for tech solutions. The delivery of cloud services is evolving, with a focus on outcomes rather than just uptime. A recent survey by the International Data Corporation emphasizes that managed service providers (MSPs) must prioritize customer success and align their services with clients' business objectives. As cloud technology becomes more integral to business transformations, MSPs are encouraged to move beyond traditional service level agreements (SLAs) and adopt a value-oriented approach. This shift is crucial to avoid commoditization and maintain profitability in a competitive market. TD Cinex has introduced a new Partner Loyalty Program aimed at strengthening relationships with business partners through rewards similar to consumer loyalty programs. This initiative reflects a growing trend in the industry, where partners increasingly value loyalty incentives over traditional vendor benefits. However, there is skepticism regarding the effectiveness of such programs, as some partners argue that consistent pricing and margin protection are more critical than loyalty perks. The challenge for vendors and distributors will be to ensure that these programs deliver tangible value rather than merely serving as marketing optics. The Massachusetts Institute of Technology (MIT) has retracted a controversial AI research paper that claimed artificial intelligence enhances productivity in research settings. The paper, which suggested that AI tools led to increased discoveries but decreased job satisfaction among researchers, faced scrutiny from both economists and computer scientists. MIT's decision to withdraw the paper signals a growing skepticism towards AI productivity claims, indicating that the market will demand more verifiable and transparent evidence before accepting AI as a driver of innovation. This development is seen as a positive step towards ensuring the integrity of research in the field of artificial intelligence. Four things to know today 00:00 Vibes vs. Reality: Sentiment-Economy Gap Widens, Signaling Risk for Tech and Retail Spending04:35 IDC Survey Urges MSPs to Align Cloud Services with Business Outcomes, Not Just SLAs06:00 Perks or Just Packaging? TD SYNNEX Adds to Loyalty Trend with New Partner Program08:19 Flawed AI Research Spurs MIT Retraction, Reflecting Broader Demand for Verifiable Innovation Claims This is the Business of Tech. Supported by: https://getnerdio.com/nerdio-manager-for-msp/ All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech
HighlightsGoogle Cloud's AI Revolution and Customer Success (00:10)Renner talks about how, for Google Cloud, delivering great outcomes for customers must come before achieving returns. Efforts are underway to push brainpower and expertise directly to customers, while simplifying the sales process by infusing more industry-specific knowledge. Customers are focused on realizing tangible business outcomes with AI.Google Cloud's Ecosystem and Partner Ecosystem (02:02)Google Cloud is the fastest-growing company in the Cloud Wars, achieving $12 billion in revenue last quarter. A sharp focus on business outcomes, paired with a robust ecosystem of expertise, is credited for this success. Renner discusses Google Cloud's partner ecosystem development under Kevin Ichhpurani, president, global partner ecosystem. Growth across the partner ecosystem, including SIs, ISVs, and boutique functional experts, remains a key driver of momentum.Customer Success and Innovation at Google Cloud Next (03:46)Innovation and customer success were on full display at Google Cloud Next in Las Vegas, with major product launches and enthusiastic customer testimonials. Marking his two-year anniversary, Renner reflects on how AI has accelerated customer success' evolution. The volume of customer stories and advocacy is proof of exceptionally high engagement. Many customers have already moved beyond experimentation into full production.Customer Mindset and Business Outcomes (06:09)Today's customers are reimagining what's possible through AI, marking a profound shift in mindset. Renner talks about the eagerness and commitment of Google's engineering and consulting teams to work side-by-side with customers. As customers become more sophisticated, they are increasingly focused on identifying business impact and making strategic investments. A collaborative and creative problem-solving approach is central to how Google Cloud delivers value.Budget Shifts and Business Engagement (07:37)AI adoption is driving a major shift in spending away from traditional IT control toward broader enterprise engagement. Renner notes that while business engagement has always been important, AI has accelerated the breakdown of old barriers across industries. Teams are approaching go-to-market strategies more mindfully. Verticalization and deep industry focus have become essential in driving business outcomes.Ecosystem Growth and Customer Demand (11:17)Google Cloud's ecosystem continues to expand, with ISVs and SIs playing an increasingly critical role. Renner points to partnerships with Salesforce, ServiceNow, and others as key to expanding Google Cloud's reach, building credibility, and scaling to meet growing customer demand. The expansion of regional SIs is equally important, ensuring global customer needs are met effectively.Google Cloud's Growth and Market Position (13:23)Renner attributes Google Cloud's leadership as the fastest-growing company in the Cloud Wars to its focus on customer business outcomes. This strategy has fueled new customer acquisition, a growing sales backlog, and sustained high demand. AI is transforming how Google Cloud engages with customers, driving growth across every product line and deepening its market position.Leadership and Team Enabling (15:35)Under the leadership of CEO Thomas Kurian, Google Cloud has made extraordinary strides in customer success and growth. Renner praises Kurian's passion, energy, and clarity of vision. A major focus remains on providing field teams with the right assets, tools, and alignment to be successful. The addition of new talent to oversee the customer experience journey, reflects Google Cloud's commitment to strengthening its leadership bench.Final Thoughts and Future Plans (18:32)Renner shares his appreciation for the opportunity to reflect on Google Cloud's strategic focus and achievements. The interview closes with a reaffirmation of the AI revolution's significance and Google Cloud's central role in shaping the future of business innovation. The outlook is positive.Google Cloud's central role in shaping the future of business innovation. The outlook is positive. This episode is sponsored by Google Cloud.---The content displayed on the platform is the intellectual property of Acceleration Economy. You may reuse, republish, or reprint such content with attribution: Content by cloudwars.comAll information posted is informational purposes. Should you decide to act upon any information on this website, you do so at your own risk. While the information on this platform has been verified to the best of our abilities, we cannot guarantee that there are no mistakes or errors.We reserve the right to change this policy at any given time.
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.”
Erwan Menard is the director of product management for Google Cloud's Cloud AI division, where he helps lead innovation at the intersection of AI agents, enterprise systems, and business outcomes. In part two of our series, Google Cloud and the AI Revolution, Erwan joins Bob Evans to discuss how governance, intentionality, and rapid scaling are critical to AI agent success, share insights on Google Cloud's Agentspace and Agent Builder tools, and explore how multi-agent collaboration is reshaping the future of enterprise technology.Purpose Driven AI InnovationThe Big Themes:Intentionality Drives Impact: Menard advises organizations not to jump into AI agent development for novelty's sake, but to begin with a clearly defined problem and desired business outcome. However, once value is proven, it's crucial to scale intentionally. He shares the example of a customer rolling out 40,000 licenses of Agentspace only after deeply considering what kind of first experience they wanted their employees to have.Organizational Culture Shapes AI Adoption: There's no universal model for who should “own” AI governance. It depends on the company's culture. Some companies may create centralized AI governance teams; others may embed responsibilities within existing business units or IT teams. The key is cultural acknowledgment: governance must be understood as a shared responsibility, not just an operational afterthought.Anchor in Business Value: With so many tools, models, and frameworks emerging, it's easy for companies to fall into what he calls “optionality evaluation.” That is, spending so much time chasing the latest innovations that they lose sight of why they started exploring AI in the first place. Instead, he urges leaders to ask: What are we trying to improve? Whether it's speeding up contract workflows, freeing up data scientists from routine tasks, or enhancing customer service, the goal should be clear.The Big Quote: "If you find yourself in a constant evaluation loop for the new shiny object, maybe it's worth taking a pause and saying, 'Why are we doing this again?'"
VTEX: https://vtex.com---What does it take to digitally transform a £13B retail giant across eight countries and nearly 2,000 stores? In this episode, I sit down with Christopher Blatchford, Global CTO of Kingfisher PLC — the company behind B&Q, Screwfix, Castorama, and more — to unpack the tech strategy powering one of Europe's biggest home improvement groups. We dive into why modularity (not just microservices) is the real key to agility, how to scale innovation across diverse banners, and what “do it for me” means for the future of DIY. Chris also shares a powerful take on the business case for DEI, and why backing down on it is simply weak.Subscribe to our newsletter!✨ Thanks to VTEX for powering this episode — VTEX is the enterprise platform trusted by bold CIOs and CEOs to slash TCO by 50% and scale fast. Trusted by global leaders such as Carrefour, Walmart, and Cencosud, VTEX is the go-to choice for bold CIOs and CEOs who demand excellence. Discover how VTEX can elevate your business today—visit VTEX.com
That Difficult Coworker is Just a Character in Your Success Story with Tessa WestIn this episode of The WorkWell Podcast™, Jen Fisher speaks with Dr. Tessa West, Professor of Psychology at New York University and author of "Jerks at Work: Toxic Coworkers and What to Do About Them" and "Job Therapy: A Psychologist's Guide to Finding Your Most Fulfilling Job Yet." Her research reveals surprising patterns about difficult workplace relationships and career satisfaction.Episode Highlights:The five types of workplace jerks: Kiss Up/Kick Downers, Credit Stealers, Free Riders, Bulldozers, and GaslightersWhy gaslighters are the most psychologically damaging but also the rarest type of workplace jerkHow to strategically document and address problematic workplace behavior without making it personalWhy confronting office jerks alone is often the biggest mistake people makeThe surprising truth about "toxic rockstars" and whether you really have to put up with themThe five sources of career frustration: identity crisis, drifted apart, stretched too thin, runner-up, and underappreciated starWhy "follow your passion" is terrible career advice and what to focus on insteadHow to use the Working Week Audit to identify your true workplace stressorsA fresh perspective on work-life balance as psychological integration rather than time managementQuotable Moment:"We all are jerks. When we're tired, when we're stressed, when we're overwhelmed, we probably all got to know this person pretty well during the pandemic. Learn to identify what your inner jerk is and start looking for those red flags, and you'll be a better person for it." - Tessa WestLyra Lens:In this edition, Keren Wasserman, Senior Manager of Organizational Development at Lyra Health, explores how workplace jerks thrive by manipulating systems - and how understanding those systems is key to overcoming them. She highlights that when we take back our power through actions like building connections and amplifying other voices, "we not only shift the power dynamics, but also improve the quality of the work itself." Keren also connects Tessa's job-person fit framework with burnout research, offering a workplace version of the Serenity Prayer to help us recognize "our needs and what we can change about our environment.Resources:This episode of The WorkWell Podcast™ is made possible by Lyra Health, a premier global workforce mental health solution. Learn more at Lyrahealth.com/workwell.
Join us in this insightful conversation with Eric Valasek as we explore the crucial relationship between CEOs, product teams, and engineering leaders. Eric shares his expertise on managing prioritization, strategic tech debt, and ensuring engineering teams stay focused and insulated amidst business dynamics.Key Takeaways:Balance is Crucial: A company's success depends heavily on balancing business goals, product demands, and engineering capabilities.Strategic Tech Debt: Not all tech debt is harmful. Strategic tech debt can accelerate business growth, but must be managed and planned carefully.Upskilling for Growth: Investing in your team's skill development can pay long-term dividends, especially when tackling new technology domains.Transparency vs. Focus: Protecting your team from constant business shifts ("horse trading") is essential to maintain productivity and morale.Engineering's Voice: In tech-driven companies, the engineering team often carries significant influence. Leaders must balance innovation with practical business outcomes.Timestamped Highlights:00:41 - Eric's introduction and overview of engineering-product-business relationships.01:30 - Balancing the business, product, and engineering "trifecta."05:01 - Effective strategies for team skill development and training.07:26 - Adjusting team velocity and maintaining quality during upskilling.09:44 - Navigating potential dips in quality when adopting new technologies.11:57 - Strategic considerations when intentionally incurring tech debt.14:31 - Managing transparency and team insulation from business volatility.17:40 - The importance and impact of engineering's voice in technology-centric businesses.Quote:"You can't have speed and quality with the same size team with new technologies. You need to plan that development cycle carefully—some trade-offs are necessary."— Eric Valasek, Engineering LeaderConnect with Eric: https://www.linkedin.com/in/evalasek/
That Difficult Coworker is Just a Character in Your Success Story with Tessa WestIn this episode of The WorkWell Podcast™, Jen Fisher speaks with Dr. Tessa West, Professor of Psychology at New York University and author of "Jerks at Work: Toxic Coworkers and What to Do About Them" and "Job Therapy: A Psychologist's Guide to Finding Your Most Fulfilling Job Yet." Her research reveals surprising patterns about difficult workplace relationships and career satisfaction.Episode Highlights:The five types of workplace jerks: Kiss Up/Kick Downers, Credit Stealers, Free Riders, Bulldozers, and GaslightersWhy gaslighters are the most psychologically damaging but also the rarest type of workplace jerkHow to strategically document and address problematic workplace behavior without making it personalWhy confronting office jerks alone is often the biggest mistake people makeThe surprising truth about "toxic rockstars" and whether you really have to put up with themThe five sources of career frustration: identity crisis, drifted apart, stretched too thin, runner-up, and underappreciated starWhy "follow your passion" is terrible career advice and what to focus on insteadHow to use the Working Week Audit to identify your true workplace stressorsA fresh perspective on work-life balance as psychological integration rather than time managementQuotable Moment:"We all are jerks. When we're tired, when we're stressed, when we're overwhelmed, we probably all got to know this person pretty well during the pandemic. Learn to identify what your inner jerk is and start looking for those red flags, and you'll be a better person for it." - Tessa WestLyra Lens:In this edition, Keren Wasserman, Senior Manager of Organizational Development at Lyra Health, explores how workplace jerks thrive by manipulating systems - and how understanding those systems is key to overcoming them. She highlights that when we take back our power through actions like building connections and amplifying other voices, "we not only shift the power dynamics, but also improve the quality of the work itself." Keren also connects Tessa's job-person fit framework with burnout research, offering a workplace version of the Serenity Prayer to help us recognize "our needs and what we can change about our environment.Resources:This episode of The WorkWell Podcast™ is made possible by Lyra Health, a premier global workforce mental health solution. Learn more at Lyrahealth.com/workwell.
This week, it's double AI interview Monday! In our first interview, we discuss how to balance AI opportunities vs. risk. Artificial Intelligence (AI) has the potential to revolutionize how businesses operate. But with this exciting advancement comes new challenges that cannot be ignored. For proactive security and IT leaders, how do you balance the need of security and privacy in AI with the opportunities that come with accelerating adoption? Matt Muller, Field CISO at Tines, joins Business Security Weekly to discuss the unprecedented challenges facing Chief Information Security Officers (CISOs) and approaches to mitigate AI's security and privacy risks. In this interview, we'll discuss ways to mitigate AI's security and privacy risks and strategies to help ease AI stress on security teams. Segment Resources: - https://www.tines.com/blog/cisos-report-addressing-ai-pressures/ - https://www.tines.com/blog/ai-enterprise-mitigate-security-privacy-risks/ In our second interview, we dig into the challenges of securing Artificial Intelligence. Are you being asked to secure AI initiatives? What questions should you be asking your developers or vendors to validate security and privacy concerns? Who better to ask than Summer Fowler, CISO at Torc Robotics, a self-driving trucking company. Summer will guide us on her AI security journey to help us understand: Regulatory requirements regarding AI Build vs. buy decisions Security considerations for both build and buy scenarios Resources to help guide you Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-390
This week, it's double AI interview Monday! In our first interview, we discuss how to balance AI opportunities vs. risk. Artificial Intelligence (AI) has the potential to revolutionize how businesses operate. But with this exciting advancement comes new challenges that cannot be ignored. For proactive security and IT leaders, how do you balance the need of security and privacy in AI with the opportunities that come with accelerating adoption? Matt Muller, Field CISO at Tines, joins Business Security Weekly to discuss the unprecedented challenges facing Chief Information Security Officers (CISOs) and approaches to mitigate AI's security and privacy risks. In this interview, we'll discuss ways to mitigate AI's security and privacy risks and strategies to help ease AI stress on security teams. Segment Resources: - https://www.tines.com/blog/cisos-report-addressing-ai-pressures/ - https://www.tines.com/blog/ai-enterprise-mitigate-security-privacy-risks/ In our second interview, we dig into the challenges of securing Artificial Intelligence. Are you being asked to secure AI initiatives? What questions should you be asking your developers or vendors to validate security and privacy concerns? Who better to ask than Summer Fowler, CISO at Torc Robotics, a self-driving trucking company. Summer will guide us on her AI security journey to help us understand: Regulatory requirements regarding AI Build vs. buy decisions Security considerations for both build and buy scenarios Resources to help guide you Show Notes: https://securityweekly.com/bsw-390
This week, it's double AI interview Monday! In our first interview, we discuss how to balance AI opportunities vs. risk. Artificial Intelligence (AI) has the potential to revolutionize how businesses operate. But with this exciting advancement comes new challenges that cannot be ignored. For proactive security and IT leaders, how do you balance the need of security and privacy in AI with the opportunities that come with accelerating adoption? Matt Muller, Field CISO at Tines, joins Business Security Weekly to discuss the unprecedented challenges facing Chief Information Security Officers (CISOs) and approaches to mitigate AI's security and privacy risks. In this interview, we'll discuss ways to mitigate AI's security and privacy risks and strategies to help ease AI stress on security teams. Segment Resources: - https://www.tines.com/blog/cisos-report-addressing-ai-pressures/ - https://www.tines.com/blog/ai-enterprise-mitigate-security-privacy-risks/ In our second interview, we dig into the challenges of securing Artificial Intelligence. Are you being asked to secure AI initiatives? What questions should you be asking your developers or vendors to validate security and privacy concerns? Who better to ask than Summer Fowler, CISO at Torc Robotics, a self-driving trucking company. Summer will guide us on her AI security journey to help us understand: Regulatory requirements regarding AI Build vs. buy decisions Security considerations for both build and buy scenarios Resources to help guide you Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-390
This week, it's double AI interview Monday! In our first interview, we discuss how to balance AI opportunities vs. risk. Artificial Intelligence (AI) has the potential to revolutionize how businesses operate. But with this exciting advancement comes new challenges that cannot be ignored. For proactive security and IT leaders, how do you balance the need of security and privacy in AI with the opportunities that come with accelerating adoption? Matt Muller, Field CISO at Tines, joins Business Security Weekly to discuss the unprecedented challenges facing Chief Information Security Officers (CISOs) and approaches to mitigate AI's security and privacy risks. In this interview, we'll discuss ways to mitigate AI's security and privacy risks and strategies to help ease AI stress on security teams. Segment Resources: - https://www.tines.com/blog/cisos-report-addressing-ai-pressures/ - https://www.tines.com/blog/ai-enterprise-mitigate-security-privacy-risks/ In our second interview, we dig into the challenges of securing Artificial Intelligence. Are you being asked to secure AI initiatives? What questions should you be asking your developers or vendors to validate security and privacy concerns? Who better to ask than Summer Fowler, CISO at Torc Robotics, a self-driving trucking company. Summer will guide us on her AI security journey to help us understand: Regulatory requirements regarding AI Build vs. buy decisions Security considerations for both build and buy scenarios Resources to help guide you Show Notes: https://securityweekly.com/bsw-390
17: Aligning API Design to Business Outcomes with James Higginbotham, LaunchAny by Moesif API Observability
Episode Title:Analyze Transcripts with AI: Enhancing Communication and RelationshipsEpisode Description:In this episode of the B2B Marketing Excellence and AI podcast, I explore how companies can unlock the hidden value in transcripts from everyday conversations — whether they're from internal meetings, sales calls, or interviews.I'll walk you through how AI tools like ChatGPT can help you analyze transcripts to uncover communication styles, tone preferences, and the subtle cues that can transform how you connect with your audience. It's not about replacing human interaction — it's about enhancing it so your messages land more effectively and your relationships grow stronger.I'll also share a real-world example from my conversation with Matthew McClosky, where we discussed how understanding a person's preferred communication approach can make all the difference in building trust and driving results.Whether you're a team of one or managing a growing sales or marketing department, this episode will give you practical ideas you can implement right away — even if you never work with us. Because at World Innovators, we care most about helping companies build meaningful relationships that lead to long-term success.Timestamps:• 00:00 – Welcome to B2B Marketing Excellence and AI• 00:18 – The Hidden Value in Transcripts• 00:50 – Real-World Note-Taking Tools and Use Cases• 03:06 – How AI Can Identify Communication Styles• 06:00 – Using Insights to Deepen Relationships• 08:15 – Practical Takeaways from My Experience• 11:08 – Final Thoughts and How to Get StartedLet's Keep the Conversation Going-If this episode sparked any ideas for your own sales or marketing efforts, I'd love to hear from you. Whether you're looking to improve your messaging, understand your audience better, or simply explore how AI can save your team time — I'm here to help.Feel free to reach out directly:
Vulnerability prioritization, the final frontier. Many say they do it, but do they really? It takes way more than vulnerability data to truly prioritize vulnerabilities. Greg Fitzgerald, Co-Founder and CXO at Sevco Security, and Steve Lodin , Vice President, Information Security at Sallie Mae, join Business Security Weekly to dig in. We'll discuss the importance of context, including asset inventory and configuration management, in truly prioritizing vulnerabilities. But it's not that easy. We'll discuss the challenges and approaches to help solve this ever evasive topic. This segment is sponsored by Sevco Security. Visit https://securityweekly.com/sevco to learn more about them! Segment Resources: https://www.sevcosecurity.com/vulnerability-prioritization/ https://www.sevcosecurity.com/continuous-threat-exposure-management/ Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-389
Vulnerability prioritization, the final frontier. Many say they do it, but do they really? It takes way more than vulnerability data to truly prioritize vulnerabilities. Greg Fitzgerald, Co-Founder and CXO at Sevco Security, and Steve Lodin , Vice President, Information Security at Sallie Mae, join Business Security Weekly to dig in. We'll discuss the importance of context, including asset inventory and configuration management, in truly prioritizing vulnerabilities. But it's not that easy. We'll discuss the challenges and approaches to help solve this ever evasive topic. This segment is sponsored by Sevco Security. Visit https://securityweekly.com/sevco to learn more about them! Segment Resources: https://www.sevcosecurity.com/vulnerability-prioritization/ https://www.sevcosecurity.com/continuous-threat-exposure-management/ Show Notes: https://securityweekly.com/bsw-389
Vulnerability prioritization, the final frontier. Many say they do it, but do they really? It takes way more than vulnerability data to truly prioritize vulnerabilities. Greg Fitzgerald, Co-Founder and CXO at Sevco Security, and Steve Lodin , Vice President, Information Security at Sallie Mae, join Business Security Weekly to dig in. We'll discuss the importance of context, including asset inventory and configuration management, in truly prioritizing vulnerabilities. But it's not that easy. We'll discuss the challenges and approaches to help solve this ever evasive topic. This segment is sponsored by Sevco Security. Visit https://securityweekly.com/sevco to learn more about them! Segment Resources: https://www.sevcosecurity.com/vulnerability-prioritization/ https://www.sevcosecurity.com/continuous-threat-exposure-management/ Visit https://www.securityweekly.com/bsw for all the latest episodes! Show Notes: https://securityweekly.com/bsw-389
Vulnerability prioritization, the final frontier. Many say they do it, but do they really? It takes way more than vulnerability data to truly prioritize vulnerabilities. Greg Fitzgerald, Co-Founder and CXO at Sevco Security, and Steve Lodin , Vice President, Information Security at Sallie Mae, join Business Security Weekly to dig in. We'll discuss the importance of context, including asset inventory and configuration management, in truly prioritizing vulnerabilities. But it's not that easy. We'll discuss the challenges and approaches to help solve this ever evasive topic. This segment is sponsored by Sevco Security. Visit https://securityweekly.com/sevco to learn more about them! Segment Resources: https://www.sevcosecurity.com/vulnerability-prioritization/ https://www.sevcosecurity.com/continuous-threat-exposure-management/ Show Notes: https://securityweekly.com/bsw-389
Ever feel like your brain is spinning with too many ideas, options, or tech paths to choose from? That scattered, stuck feeling doesn't mean you're doing it wrong, it means it's time for a better system. In today's episode, Tara Bryan talks about the If/Then Strategy - a powerful, practical tool you need in your business toolbox. Whether you're planning a new offer, simplifying your tech stack, or just trying to clear the mental clutter, this simple logic model (especially when paired with an AI tool) will help you move forward faster and more confidently.
Send us a textWe kick off this powerhouse three-part series with Matt LeMay, author of Impact First Product Teams. In this episode, we challenge the default mindset of "shipping features" and dig into how product teams can align closely with business-level outcomes. Matt lays down his number one tip for product leaders: set goals that are both high impact and high specificity. Prepare to rethink everything you thought you knew about prioritizing work.Detailed Analysis: Episode 37 sets the foundation for what it truly means to run a high-impact product team. Matt LeMay debunks the myth that asking leadership what they expect is the best starting point. Instead, he argues that teams must own the understanding of their value, crafting goals that tie directly to revenue, growth, or customer success metrics. The formula? Set ambitious, specific, and time-bound objectives. But here comes the twist: doing this invites the Eye of Sauron (yes, that Lord of the Rings reference was glorious). High visibility comes with accountability.Matt doesn't just stop at theory. He discusses how real teams can move from doing busy work to delivering business value by asking the right internal questions and being brave enough to commit to uncomfortable levels of accountability. Product leaders, take note: if your team is just shipping features, you may already be obsolete.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookCheck out https://funnelstory.ai/ for more details about Funnelstory. You can also check out our full video review of the product on YouTube at https://youtu.be/4jChYZBVz2Y.Please Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.
Stop Saying 'Hope Is Not a Strategy' (Science Proves You Wrong) with Kathryn GoetzkeContent Warning: This episode contains discussions of suicide and suicidal thoughts that may be triggering for some listeners. If you're experiencing thoughts of suicide, please know you're not alone - you can reach out to the 988 Suicide & Crisis Lifeline 24/7 by calling or texting 988.In this episode of The WorkWell Podcast™, Jen Fisher opens with a powerful personal reflection on her own journey with hope, challenging the dismissive phrase "hope is not a strategy" and reframing hope as both a comfort and a challenge—not just something we feel, but something we do. She then speaks with Kathryn Goetzke, CEO and Chief Hope Officer of The Shine Hope Company, whose evidence-based work proves that hope is a measurable, teachable skill with profound implications for workplace wellbeing, productivity, and retention. Episode Highlights:How Kathryn's personal experiences with loss and recovery led to her mission of teaching hope as a skillThe SHINE Hope Framework: Stress skills, Happiness habits, Inspired actions, Nourishing networks, and Eliminating challengesWhy hopelessness is the single consistent predictor of suicide and a primary symptom of depressionEvidence that as hope increases, anxiety and depressive symptoms decreaseHow hope scores directly correlate with workplace engagement, productivity, and retentionThe business case for hope: 53% of parents miss a day of work each month due to their children's mental healthPractical ways leaders can model and foster hope in workplace settingsThe distinction between hope as a wish versus hope as an evidence-based strategyQuotable Moment:"Hope is a strategy. We've done the research to prove that the higher in hope your workforce is, the more likely they are to show up to work, be engaged, achieve goals, and overcome obstacles." - Kathryn Goetzke
Stop Saying 'Hope Is Not a Strategy' (Science Proves You Wrong) with Kathryn GoetzkeContent Warning: This episode contains discussions of suicide and suicidal thoughts that may be triggering for some listeners. If you're experiencing thoughts of suicide, please know you're not alone - you can reach out to the 988 Suicide & Crisis Lifeline 24/7 by calling or texting 988.In this episode of The WorkWell Podcast™, Jen Fisher opens with a powerful personal reflection on her own journey with hope, challenging the dismissive phrase "hope is not a strategy" and reframing hope as both a comfort and a challenge—not just something we feel, but something we do. She then speaks with Kathryn Goetzke, CEO and Chief Hope Officer of The Shine Hope Company, whose evidence-based work proves that hope is a measurable, teachable skill with profound implications for workplace wellbeing, productivity, and retention. Episode Highlights:How Kathryn's personal experiences with loss and recovery led to her mission of teaching hope as a skillThe SHINE Hope Framework: Stress skills, Happiness habits, Inspired actions, Nourishing networks, and Eliminating challengesWhy hopelessness is the single consistent predictor of suicide and a primary symptom of depressionEvidence that as hope increases, anxiety and depressive symptoms decreaseHow hope scores directly correlate with workplace engagement, productivity, and retentionThe business case for hope: 53% of parents miss a day of work each month due to their children's mental healthPractical ways leaders can model and foster hope in workplace settingsThe distinction between hope as a wish versus hope as an evidence-based strategyQuotable Moment:"Hope is a strategy. We've done the research to prove that the higher in hope your workforce is, the more likely they are to show up to work, be engaged, achieve goals, and overcome obstacles." - Kathryn Goetzke
In this episode of Gartner ThinkCast, we tackle the AI business outcomes that matter most for 2025. As part of our Top of Mind video series, Distinguished VP Analyst Mary Mesaglio unpacks the three key dimensions of AI value — Return on Employee (ROE), Return on Investment (ROI) and Return on the Future (ROF) — and explains how leaders should balance them as a portfolio. Tune in to learn how all three will impact decision making, talent retention and strategic investments for organizations in today's AI landscape. Dig Deeper Explore more: Map Your AI Use Cases https://gtnr.it/4gpTg8E Watch now: Gartner Top of Mind https://gtnr.it/4iCiAKT
This episode of Capital H explores the transformation of corporate learning with guest Jayney Howson, SVP Global Learning & Development at ServiceNow. She shares her career journey, the integration of learning functions, ServiceNow University, and the impact of AI-driven solutions. The discussion covers business alignment, agility in learning design, and leveraging technology for personalized, in-the-flow learning. Jayney highlights the importance of innovation and human-centered learning in a rapidly evolving workplace.
Intelligent Spend's PowerThe Big Themes:Enhancing Supply Chain Collaboration and Visibility: Traditional ERP systems, while efficient in automating internal procurement and supply chain processes, are typically confined within the organization's boundaries, leading to disconnects when interacting with suppliers, manufacturers, or carriers. SAP Business Network addresses these challenges by extending end-to-end automation beyond organizational walls. As a result, organizations can build resilient, agile supply chains.Driving Tangible Business Outcomes and ROI: Organizations utilizing SAP Business Network experience improvements in operational metrics. Companies have accelerated order delivery by 27% and increased go-to-market speed by 30%. A pharmaceutical company reduced safety stock by nearly 50% due to improved supply chain visibility, while Richmond International, a luxury goods producer, achieved an 82% digitization of purchase orders and cut warehouse receiving efforts by half.Leveraging AI and Innovation for Supply Chain Resilience: SAP Business Network empowers organizations to build resilient, adaptive supply chains through innovative technologies and AI-driven insights. By providing visibility not only into direct (tier one) suppliers but also into deeper supply chain tiers (tier two and beyond), the network enables proactive risk management and operational agility. Additionally, SAP's strategic focus on becoming an AI-first company ensures continuous innovation.The Big Quote: “SAP Business Network was designed to modernize how companies connect with their trading partners, leveraging AI and configurable business rules to enable seamless transaction exchanges by integrating directly with the back-end systems. SAP Business Network digitizes interactions that previously relied on manual emails, one-off portals and hence we're able to streamline processes and reduce inefficiencies."
Send us a textSummary: Get ready for an electrifying AI Friday as hosts Roman Trebon and Kevin Metzger wrap up their three-part series with AI expert David Singer. In this episode, the trio dives deep into how AI is reshaping customer experience, employee satisfaction, and business outcomes. From real-world success stories to a visionary look into the future of AI in contact centers, this conversation is packed with actionable insights. Discover how organizations are leveraging AI to improve NPS scores, reduce employee attrition, and enhance customer interactions. If you're looking to harness AI for tangible business results, this episode is a must-listen.Detailed Analysis: In this episode of the Customer Success Playbook Podcast, Kevin and Roman sit down with David Singer to uncover the true impact of AI on customer success. David breaks down the essential AI strategy: start with the outcome first, then apply AI to optimize processes and workflows.Listeners will hear real-world examples of companies that have successfully used AI-driven dashboards to boost customer experience and employee engagement, leading to a 17% increase in NPS and a 25% reduction in employee attrition. David also paints a compelling picture of the future, where AI deployment will become more cost-effective and widespread, allowing for real-time interventions in customer and employee interactions.The conversation also touches on the evolution of AI in the contact center industry and the shift toward AI-driven numerical modeling. With AI's cost decreasing and accessibility increasing, businesses have more opportunities than ever to implement micro-assists and intelligent automation that enhance both customer and employee experiences.If you're eager to understand how AI can drive measurable ROI and transform customer success, don't miss this episode.Now you can interact with us directly by leaving a voice message at https://www.speakpipe.com/CustomerSuccessPlaybookPlease Like, Comment, Share and Subscribe. You can also find the CS Playbook Podcast:YouTube - @CustomerSuccessPlaybookPodcastTwitter - @CS_PlaybookYou can find Kevin at:Metzgerbusiness.com - Kevin's person web siteKevin Metzger on Linked In.You can find Roman at:Roman Trebon on Linked In.
This episode of Capital H explores the evolving role of Fractional Chief People Officers with guests Tracie Sponenberg and Alex Seiler. They share their career journeys, the realities of Fractional leadership, and key lessons on business positioning, administrative challenges, and networking. They emphasize the importance of defining business outcomes, managing expectations, and leveraging a strong network to succeed in the Fractional executive space.
I have a client who went from $5k months to $10k and then $50, $100k+ months.Here's what I noticed along the way: He's still him, and yet the way that he sees his work has changed drastically at each step. He's embraced a change of role, and a change of leadership; how he serves his clients and what problems he solves for them.Each change in revenue was preceded by an unlock, you could feel it happen in our conversation.Suddenly it was no longer about him doing the work, but finding others to help. Suddenly it wasn't about just hiring others, but creating new products. Suddenly, his business was about client experience, and now how much value he creates for his network.This is the seamless process that happens when you are entering a growing market with a high propensity for flexibility and complexity.And of course it doesn't seem so seamless at all. Each block in thinking is caused by what previously worked, and it's hard to change roles. It takes a small ego and a big desire to learn.If you don't know where to start, here's a question to consider;How has your role changed, even though technically you still are the same title?If you could promote yourself, what would your new title be?How can you start doing some of that work, today?Business growth comes from leadership growth and change.
In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan sit down with John Donnelly to discuss the critical intersection of value, technical expertise, and business outcomes in enterprise sales. They explore why many sales professionals struggle with discovery, how to shift from feature-based selling to value-based selling, and the role of champion building in complex deals. If you're in B2B sales or SaaS, this episode is packed with actionable insights to help you close bigger deals and drive long-term customer success.KEY TAKEAWAYS[00:00:52] The importance of active listening in sales conversations.[00:01:24] Why enterprise sales still leans on feature-selling despite the focus on value.[00:02:57] Answering the fundamental customer question: "Why do I care?"[00:04:07] The most common mistake salespeople make in the discovery phase.[00:06:08] The power of balancing technical expertise with business outcomes.QUOTES[00:00:52] "If the person you're speaking with doesn't feel heard, you're not going to get very far."[00:02:57] "Customers don't care about your features unless they understand how it affects them."[00:04:07] "Sales is not a box-checking process. Rushing through discovery leads to missed opportunities."[00:06:08] "The best salespeople stand at the intersection of technical expertise and business outcomes." – John McMahonListen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/no-shortcuts-accelerate-your-sales-process-with-john-donnellyEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
When it comes to challenging the status quo in SaaS and product strategy, you can't fundamentally disrupt an industry without failing fast and pushing boundaries. On today's episode of LaunchPod, we're talking with Dane Molter, VP of Product and Strategy at Navan, an all-in-one travel and expense app for corporate travelers. In this episode, Dane talks about: His framework for driving product teams to “be brave,” ship faster, and attain huge goals Why perfect is actually the enemy of progress, and when good enough is actually good enough How to exceed the perceived boundaries of any solution, and deliver product that really disrupts the world Links LinkedIn: https://www.linkedin.com/in/dane-molter-6b937231/ Navan: https://navan.com/ Resources (Ethically) cheat your way to $250M+ | Mikal Lewis, Product Exec. (Whole Foods, Nordstrom): https://youtu.be/5txeT2U_YQo Chapters 00:00 Intro 01:06 Dane Molter's Journey From Amex to Grubhub 01:44 The Grubhub Experience: Embracing Imperfection 04:08 The Push for Hypergrowth in Product 05:19 Lessons in Product Risk and Innovation 06:59 The Bigger Picture: Product Beyond Technology 09:30 Focusing on Bravery in Product Innovation 12:12 Applying Product Lessons at Navan 17:50 Enterprise Travel Challenges and AI Solutions 19:53 Business Outcomes and Accountability 20:13 Learning Business Mechanics at Amex 26:15 The Importance of Small Tests in Product Testing 34:27 Navigating AI and Emerging Technologies 37:45 Outro Follow LaunchPod on YouTube We have a new YouTube page (https://www.youtube.com/@LaunchPod.byLogRocket)! Watch full episodes of our interviews with PM leaders and subscribe! What does LogRocket do? LogRocket combines frontend monitoring, product analytics, and session replay to help software teams deliver the ideal product experience. Try LogRocket for free today. (https://logrocket.com/signup/?pdr) Special Guest: Dane Molter.
“HR Heretics†| How CPOs, CHROs, Founders, and Boards Build High Performing Companies
Anna Binder, Head of People at Asana, shares her journey as an HR leader, her approach to board membership at CultureAmp, and her philosophy on talent management. The discussion covers the nitty gritty of preparing and contributing in board meetings, long-term DEI initiatives, and the importance of authentic leadership in HR, particularly highlighting the value of playing the long game in organizational development.*Email us your ‘Dear Heretics' questions: hrheretics@turpentine.co**For coaching and advising inquire at https://kellidragovich.com/HR Heretics is a podcast from Turpentine.—Support HR Heretics Sponsor: Metaview is the AI assistant for interviewing. Metaview completely removes the need for recruiters and hiring managers to take notes during interviews—because their AI is designed to take world-class interview notes for you. Team builders at companies like Brex, Hellofresh, and Quora say Metaview has changed the game—see the magic for yourself: https://www.metaview.ai/heretics—LINK/S:Asana: https://asana.com/—KEEP UP WITH ANNA, NOLAN + KELLI ON LINKEDINAnna: https://www.linkedin.com/in/annabinder/Kelli: https://www.linkedin.com/in/kellidragovich/Nolan: https://www.linkedin.com/in/nolan-church/—TIMESTAMPS:(00:00) Intro(01:47) Becoming a Board Member at Culture Amp(05:33) The Importance of Taking Calls and Building Relationships(07:10) How to Prepare for and Participate Effectively on a Board(11:48) Examples of "Operating" vs. Asking the Right Questions as a Board Member(14:57) Sponsor: Metaview(16:57) Anna's Experience Building MuleSoft(19:00) Navigating Disagreements and Being "Invited to Exit"(21:12) Sharing the News and the Importance of Transparency(22:50) Finding the Right Fit and the Role of Values(25:57) Joining Asana(26:26) Ensuring Alignment During the Interview Process(29:35) How to Maintain Stamina and Interest Over a Long Tenure(31:14) Examples of Attention to Detail and Values Alignment at Asana(31:46) Examining the CEO's Calendar During Interviews(33:05) Anna's Controversial Recruiting Philosophy(33:16) Recruiting Top Talent(35:42) DEI at Asana: Long-Term Vision and Business Outcomes(39:38) The Importance of Being in the Right Room(40:09) Playing the Long Game on DEI(41:59) Encouraging People to Enter the Field(44:31) Outro This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit hrheretics.substack.com
Generative AI and Business Transformation (00:57)Klein discusses the increasing adoption of GenAI among SAP's customers. They see it as a way to improve productivity and business processes. Additionally, SAP software now integrates human language capabilities, enhancing user experience and efficiency. Customers' focus for 2025 and beyond is using GenAI and SAP Business AI to solve complex business challenges and orchestrate end-to-end business processes.Technology Investments and Business Outcomes (02:37)Among customers, there's been a shift from reconciling past actions to optimizing future planning and growth opportunities. "Now we are talking about business model transformation but also, how can agentic AI and Joule . . . help me to orchestrate my new business model." He explains how SAP's offerings help customers bring all business elements to the table for comprehensive transformation.AI's Tangible Benefits (04:10)Proving the outcomes of AI investments is critical in times of financial pressure. SAP's Business AI offerings are designed to demonstrate tangible business benefits, such as improving the quote-to-cash process. "We make sure that you can quote more intelligent, that you can sell more, that you can price more effectively, and that you can run all the fulfillment processes in the back end way more productive. Then the customers [says], 'Absolutely, I'm all in for buying more AI units from SAP'."End-to-End Processes and Customer-Centric Approach (06:39)Klein discusses the cultural shift towards end-to-end processes that meet customer needs and explains how SAP's AI Foundation and tools are agnostic to various large language models. SAP's suite of offerings provides a unified approach, avoiding the silos created by working with multiple tech companies.The Rise of Agents (08:24)Agents are ascendant and playing a significant role in driving better business outcomes. Klein provides a concrete example of how agents will collaborate in demand, supply chain, and procurement processes. He explains how agents collaborate, to "[make] sure the customer gets an extremely valuable output end to end." Orchestration and Collaboration of Agents (10:59)Klein describes how SAP's generative AI assistant, Joule, can help orchestrate agents across different end-to-end processes. "Joule can help you to predict demand with our sales agent and Joule orchestrates to work with the supply chain agents on the inventory side, and then Joule helps, you know, to orchestrate the work, you know, with the procurement agent."SAP's Growth and Future Vision (12:44)SAP has had significant growth in applications, outpacing competitors. Klein attributes this to SAP's suite approach, which provides a comprehensive solution for core business processes. He talks about the importance of integration and extensibility, allowing customers to choose the best solutions for their needs.Under Klein's leadership, SAP has transformed into a cloud and AI-focused company. Klein discusses SAP's vision as an end-to-end solution provider, delivering continuous innovation and enabling holistic business transformation. He explains, "The perception is yes, SAP is really delivering end-to-end solutions to me, but they [are] also helping me because they have a ton of industry knowledge, they have a ton of business process knowledge, and they are by far more than only a technology partner, they are also helping me with RISE and GROW, a kind of a methodology on how to transform my business."SAP Management Team and Final Thoughts (19:56)SAP has a strong management team, including new executives from Microsoft and other top companies. Klein expresses confidence in SAP's ability to continue delivering value to customers and partners. The conversation concludes with his encouraging everyone to embrace the new year with enthusiasm in particular for the opportunities of agentic AI and Joule to drive business outcomes.
Host Landon Miles discusses the critical challenge of effectively collaborating with executive leadership teams in IT. He emphasizes the importance of understanding executive perspectives, communicating IT needs in business terms, and presenting well-thought-out options. The episode provides a checklist for IT professionals to engage executives successfully, highlighting the need for clear communication, metrics, and a solutions-oriented mindset.
What trends can organizations expect in DevOps? Host Mitch Ashley is joined by Johnny Halife, Founder & Chief Technology Officer at SOUTHWORKS, on this episode of the DevOps Dialogues, for a conversation on leveraging DevOps strategies for smarter and faster business outcomes. Their discussion covers
Host Dave Sobel engages in a thought-provoking conversation with Josh Hoffman, the Chief Revenue Officer at ControlCase. They delve into the complexities of compliance in the regulatory landscape, particularly in the United States, where a patchwork of state laws creates confusion for businesses. Hoffman emphasizes the challenges faced by clients navigating compliance requirements, highlighting the need for expertise and support, especially for Managed Service Providers (MSPs) who can play a crucial role in guiding their clients through these intricate processes.Hoffman discusses the increasing complexity of compliance requirements, such as the new controls introduced by PCI DSS and the chaos surrounding the Cybersecurity Maturity Model Certification (CMMC). He advocates for a more streamlined approach, suggesting that the industry should work towards simplifying compliance standards to make it easier for businesses to understand and implement necessary measures. ControlCase aims to facilitate this process by offering tools that allow clients to "assess once, comply to many," thereby reducing the burden of compliance and enabling MSPs to monetize their services effectively.The conversation shifts to the challenge of linking cybersecurity efforts to tangible business outcomes. Hoffman explains that while cybersecurity is often viewed through the lens of risk management, it is essential for businesses to recognize the value of a strong cybersecurity posture in protecting their reputation and client data. He encourages MSPs to communicate the importance of cybersecurity to their clients, particularly in industries like law and finance, where safeguarding sensitive information is paramount. By framing cybersecurity as a critical component of business credibility, MSPs can help clients understand the broader implications of their investments in security measures.Finally, the discussion touches on the role of artificial intelligence (AI) in compliance and cybersecurity. Hoffman shares insights into how ControlCase is leveraging AI to enhance the efficiency and accuracy of compliance processes. He notes that AI can significantly improve the speed at which evidence is processed and assessed, ultimately benefiting both clients and MSPs. As the conversation concludes, Hoffman expresses optimism about the future of compliance and cybersecurity, emphasizing the potential for AI to transform the industry and make compliance more manageable for businesses. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech
Dr. Forrest Morgeson, Interim Chairperson of the Marketing Department, Associate Professor in the Department of Marketing at Michigan State University, and former Director of Research at the American Customer Satisfaction Index (ACSI). With over two decades of rigorous research and numerous publications in top marketing journals, Dr. Morgeson shares his deep insights into the cyclical relationship between customer satisfaction and the economy. Discover how economic fluctuations, global events, and energy prices intricately affect customer contentment, and why satisfaction decreased pre-COVID only to rebound post-pandemic. Dr. Morgeson provides a critical analysis of the Biden administration's efforts to enhance citizen satisfaction through executive orders, exploring the complexities that set governmental services apart from the private sector. Join the discussion on common misconceptions, the importance of correlating customer satisfaction with ROI, and the challenges businesses face in capturing accurate data on satisfaction and churn. Learn why optimizing, rather than maximizing, customer experience is key to outpacing competitors, and what strategies can improve satisfaction and earnings across different industries. Tune in as Dr. Morgeson shares practical advice for business leaders and reflects on his own career journey, providing valuable nuggets of wisdom for anyone interested in customer experience and satisfaction metrics. Don't miss this opportunity to gain expert knowledge from a leading authority in the field. Subscribe to the Delighted Customers Podcast on Apple, Spotify, and Amazon Music, and leave a five-star review to help us spread the word. New episodes drop every Thursday! For more information on the topics discussed, visit the Michigan State University's marketing department website. Meet Dr. Morgeson Forrest V. Morgeson III is Associate Professor in the Department of Marketing, Eli Broad College of Business, Michigan State University. He also serves as the Co-Director of the Doctoral Program in Marketing. Dr. Morgeson teaches marketing management, marketing strategy, and marketing research courses to graduate students. Dr. Morgeson's past position was Director of Research at the American Customer Satisfaction Index (ACSI), where he managed ACSI's academic research and team of researchers, advanced statistical modeling and analysis, and the company's international projects and licensing program. Dr. Morgeson's research focuses on customer satisfaction and customer experience measurement and management. His work also explores the marketing-finance interface, the impact of political identity on consumer attitudes and behaviors, and the impact of information technology on customer service delivery (e-commerce and e-government). His highly cited research (4,349 citations on Google Scholar) has been published in the leading journals in marketing, including Journal of Marketing, Journal of Marketing Research, Marketing Science, Journal of International Business Studies, Journal of the Academy of Marketing Science, Harvard Business Review, Journal of Retailing, Journal of Service Research, International Journal of Research in Marketing, and Journal of International Marketing, along with several publications in the leading journals in public administration and management. Dr. Morgeson has recently published two books: Citizen Satisfaction: Improving Government Performance, Efficiency, and Citizen Trust (Palgrave Macmillan, 2014), and The Reign of the Customer: Customer-Centric Approaches to Improving Satisfaction (Palgrave Macmillan, 2020). In addition, over the past 20 years
Emily explains how to turn vague ideas into clear proposals with tangible outcomes, using examples like investing $40,000 in executive coaching for key team members and a $20,000 offsite to boost sales team morale. She offers advice on reducing scope if needed and aligning requests with overall company goals or risk mitigation. Chiefs of Staff are encouraged to be prepared with specifics to streamline approval.Links Mentioned:Clarity Call with EmilyFree Resources:Strategic Planning Checklist Chief of Staff Skills Assessment ChecklistA Day in the Life of a Chief of StaffChief of Staff ToolkitGet in touch with Emily:Connect on LinkedInFollow on YouTubeLearn more about coaching Sign up for the newsletterClarity Call with EmilyWho Am I?If we haven't yet before - Hi
Episode 47 | 2024 Tech Insights & 2025 StrategiesThe Big Themes:Trends in Technology Implementation Success Rates: Bonnie shares insights from 742 enterprise software implementation customer reviews. Average satisfaction for implementation processes scored 3.8 out of 5, while partners involved in these projects received a higher rating of 4.7. Projects were completed on time 72% of the time, though 25% faced delays. Budget compliance was slightly better, with 76% staying on budget. Delays often result from incomplete scoping or unforeseen change orders during the discovery phase.Lessons Learned for 2025 Enterprise Projects: Reflecting on 2024, Bonnie offers three lessons for future enterprise projects. First, businesses should prioritize selecting the right partner and involve them early. Second, companies should account for unforeseen delays and cost overruns by padding budgets and timelines by at least 25%. Finally, projects are increasingly complex; ensuring collaboration between vendors, partners, and internal teams is vital.Change Management Tailored to the Audience Drives Adoption: Modern change management extends beyond traditional training and rollout strategies. Effective change management involves clear communication, peer influence, and user-friendly training materials. In 2025, organizations must consider their workforce demographics and preferences — offering bite-sized, engaging content (e.g., TikTok-style videos) and gamified elements to ensure adoption.The Big Quote: “The most successful projects were ones that had the blueprint of success that was clear and . . . a clear set of business requirements, policies, and processes that were in place prior to starting the project itself."
AI is a game-changing power tool for marketers, as transformative in business today as the web was decades ago. Is your marketing organization ready? Jeff Fleischman, Chief Marketing Officer at Altimetrik, shares how AI is unlocking a new era of strategic marketing leadership and uncovering opportunities no human could see. Drawing on his experience leading major digital transformations, Jeff shares lessons on strategic planning, building marketing credibility, measuring ROI, and fostering team growth.
In this episode, Gokul Rajaram illuminates how eng leaders can better impact business outcomes & become key players in business strategy! We also address strategies for better goal setting & decision making, shifting to a customer-centric structure, recommendations for building alignment between cross-functional groups, positive collaboration between product & engineering, and how to achieve greater productivity.ABOUT GOKUL RAJARAMGokul Rajaram is an investor and company helper. He serves on the boards on Coinbase, Pinterest and The Trade Desk. Most recently, he was an executive at DoorDash, a food ordering platform. Prior to DoorDash, he worked at Block as Product Engineering Lead, where he led several product development teams and served on Block's executive team. Prior to Block, he served as Product Director of Ads at Facebook, where he helped Facebook transition its advertising business to become mobile-first. Earlier in his career, Gokul served as a Product Management Director for Google AdSense, where he helped launch the product and grow it into a substantial portion of Google's business. Gokul is also on the board of The Trade Desk and Coinbase. Gokul holds a bachelor's degree in Computer Science Engineering from the Indian Institute of Technology, Kanpur where he received the President's Gold Medal for being class valedictorian. He also holds an M.B.A. from The Massachusetts Institute of Technology and a Master of Computer Science from the University of Texas at Austin, where he received the MCD University Fellowship.SHOW NOTES:Why it's critical for eng leaders to drive business outcomes (2:04)How to shift your leadership to impact organizational changes (4:18)Facilitating conversations around setting numerical / time-driven goals (6:56)Navigating the shift to a customer-centric structure & approach (9:18)Recommendations for building around this customer-oriented model (12:04)Decision-making strategies when approaching customer outcomes (13:25)Understand the role of confidence in the decision-making process (15:40)Challenges faced by eng leaders when making this customer-centric shift (18:06)How eng leaders can introduce / reinforce accountability in eng orgs (20:11)Bridging the gap between PMs & eng leaders (23:07)Challenges / dysfunctions that prevent product & engineering alignment (25:01)Establishing trust, open dialogue, and mutual respect from the get-go (26:39)Communication frameworks that increase alignment between product & eng (32:39)How eng leaders can better approach “move fast & break things” demand (35:37)Rapid fire questions (40:19)LINKS AND RESOURCESGokul's website - Contains a collection of Gokul's writing that covers a wide range of topics related to product development, hiring, strategy, leadership, and more!The Mistborn Saga - Brandon Sanderson's high fantasy saga which chronicles the efforts of a secret group of Allomancers who attempt to overthrow a dystopian empire and establish themselves in a world covered by ash.This episode wouldn't have been possible without the help of our incredible production team:Patrick Gallagher - Producer & Co-HostJerry Li - Co-HostNoah Olberding - Associate Producer, Audio & Video Editor https://www.linkedin.com/in/noah-olberding/Dan Overheim - Audio Engineer, Dan's also an avid 3D printer - https://www.bnd3d.com/Ellie Coggins Angus - Copywriter, Check out her other work at https://elliecoggins.com/about/
How do you know if your marketing efforts are actually driving real business outcomes? Imagine being able to tie every experiment, campaign, and variant to metrics that truly matter. I am here at Opticon 2024 in San Antonio Texas and getting the opportunity to see a lot of inspiring ideas from some of the world's leading brands and hearing all about Optimizely's platform and how it enables 1:1 personalization, streamlined content operations, and incorporates the latest generative AI features. Today, we're exploring the power of connecting marketing and experimentation to business outcomes with Vijay Ganesan, Co-Founder and CEO of NetSpring, now part of Optimizely. We'll dive into how this integration enables marketers and digital leaders to measure what matters most and unlock new levels of insight and accountability. Vijay - welcome to the show and congrats on the acquisition of NetSpring - Why don't you start by telling us a little bit about your background and your current role? RESOURCES Wix Studio is the ultimate web platform for creative, fast-paced teams at agencies and enterprises—with smart design tools, flexible dev capabilities, full-stack business solutions, multi-site management, advanced AI and fully managed infrastructure. https://www.wix.com/studio Don't miss Medallia Experience 2025, March 24-26 in Las Vegas: Registration is now available: https://cvent.me/AmO1k0 Use code MEDEXP25 for $200 off registration Register now for HumanX 2025. This AI-focused event which brings some of the most forward-thinking minds in technology together. Register now with the code "HX25p_tab" for $250 off the regular price. Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstrom Don't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.show Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan discuss the critical intersection of sales and technical resources with seasoned IT and engineering professional Keith Textor. They explore the nuances of role delineation between sales and technical teams, the importance of a well-defined sales process, and strategies for shaping customer objectives and managing expectations. The conversation dives into the art of leveraging technical expertise to drive business outcomes, the challenges of Product Led Growth (PLG), and effective ways to recognize and reward technical contributions. With valuable insights and real-life examples from their experiences, they provide a comprehensive guide to enhancing collaboration between sales and technical teams for improved customer success.ADDITIONAL RESOURCESConnect and learn more about Keith Textor:https://www.linkedin.com/in/keithtextor/Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:05] Role Delineation: Sales vs Technical Resourcess[00:02:49] Understanding Customer Requirements[00:06:33] Effective Demonstrations and Building Champions[00:14:59] Navigating Remote Sales Dynamics[00:27:22] The Importance of Sales Process and Qualification[00:39:09] Navigating Company Dynamics[00:39:49] Understanding the Right Audience[00:40:19] Challenges in Selling CAD Software[00:42:13] Driving Organizational Change[00:46:47] The Role of Sales Engineers[00:48:36] Aligning Sales Process with Customer Needs[00:56:32] Recognizing Technical Contributions[01:10:27] Leveraging Telemetry for Customer SuccessHIGHLIGHT QUOTES[00:26:13] "Your first job is to go sit down with your sellers, go introduce yourself, and get into as many meetings, as many demos, as many things you can."[00:49:32] "If your process allows for things like that to happen, you're never going to scale."[01:03:52] "There's a risk/reward difference in personalities."
CX Goalkeeper - Customer Experience, Business Transformation & Leadership
In this episode of the CX Goalkeeper Podcast, Gregorio Uglioni sits down with Mohan Mannava, a seasoned expert in AI, machine learning, and data science, to dive deep into how these technologies transform customer experience. Mohan shares practical examples from his experience at Upwork and SiriusXM, highlighting how AI can boost personalization, streamline business processes, and drive customer retention. You'll walk away with actionable insights into how data and AI can deliver real business value while maintaining a human touch.About the GuestMohan is an accomplished leader in Customer Analytics and Insights. He currently heads the function at Upwork within the CX organization. With over 12 years of extensive experience spanning the financial services, technology, and consulting sectors, Mohan has honed his expertise in Data Analytics and Insights.Throughout his career, Mohan has built decision-making systems and solutions that address complex customer problems and drive product innovation. His role at Upwork allows him to leverage data to uncover critical insights, shaping strategies that enhance customer experiences and business outcomes.Mohan's passion for utilizing data to solve real-world problems and his commitment to driving product innovation make him a valuable asset to any organization. His deep understanding of customer behavior and market trends positions him as a thought leader in the CX space, continually striving to elevate customer experience standards through data-driven insights.Relevant Linkshttps://www.linkedin.com/in/mohankrishnamannavaThe Top 3 Key LearningsAI and Hyper-Personalization: AI enables hyper-personalized experiences by tailoring content and interactions based on customer preferences and behavior, significantly improving retention and satisfaction.Connecting CX Metrics to Business Outcomes: Companies must track CX metrics like NPS and tie them back to revenue, customer retention, and business value.Balancing Technology with Human Empathy: While AI can streamline and optimize customer service, maintaining a human touch is critical to ensuring empathy and meaningful connections with customers.Top 3 Quotes"The key to exceptional customer experience isn't just about having the most advanced technology; it's about finding the perfect balance between technological innovation and human empathy.""AI and machine learning can help us understand what drives customer retention or churn and allow businesses to focus on what needs improvement for meaningful outcomes.""Behind every data point is a real person with real emotions and real needs. We should let AI augment human capabilities, not replace them."Chapters00:00 Introduction and Guest Presentation 02:30 Values and Drivers 04:02 Role of AI and Machine Learning in Business 06:30 Specific Examples of AI Integration 09:08 Connecting Metrics to Business Outcomes 13:43 Skills for Staying Relevant in CX 18:25 Exciting Trends in AI and ML 21:32 Ethics in AI and ML 25:24 Future of CX and Final Thoughts 29:51 Closing RemarksThank you for reading! We'd love your feedback. Don't forget to follow and subscribe to the CX Goalkeeper Podcast on your preferred platform:Apple PodcastSpotify
In this engaging episode of the Difference Maker Revolution Podcast, Ronan, Steve, and Jeanine explore the transformative power of mindset in business success and client relationships. They discuss how our beliefs impact communication, customer experiences, and ultimately, the bottom line. By sharing personal anecdotes and experiences, the hosts provide valuable insights on why it's essential to cultivate a positive mindset to guide both your personal and professional growth. Steve shares how your mindset acts as the steering wheel of your life, influencing your actions, your clients' perceptions, and their experiences with us. Jeanine and Steve explain the significance of personalisation in client interactions—greeting clients by name and making them feel valued can have a powerful impact. Learn how making positive assumptions in sales, such as believing clients want to buy, can lead to improved outcomes, and why confidence in your service directly influences customer behaviour. Key Topics Discussed: How Mindset Shapes Reality and Business Outcomes Enhancing Client Relationships by Knowing Their Names Managing Team Energy for Positive Client Experiences Belief Drives Sales Success Join the Difference Maker Revolution and take the first step towards creating a difference! Visit https://www.thedifferencemakerrevolution.com/application-page-page-2456-5983 and book your FREE Discovery Call with us today to discover how Inner Circle can transform your business. The Difference Maker Revolution is the podcast that will help you grow your photography business by teaching you how to improve your marketing to get better leads, increase conversations with your ideal clients and generate more profit for your photo-based business, whether that is through eliminating the seasonality of your sessions or filling up the calendar of your studio. This show is brought to you by the industry experts Ronan Ryle - Board of Directors of the PPA, Professional Photographers Of America; Photography-marketing funnel specialist Jonathan Ryle; 7-figure entrepreneur, including a successful 3rd generation photography business, Bradley Bulmer; published author and successful children's studio owner in Tampa Jeanine McLeod; and serial portrait studio owner and photography educator Steve Saporito. Tune in to this show for real-world experience, outside perspective, industry knowledge and mentorship that is usually only accessible to members of BSA's Photography Marketing Accelerator and listen to the business growth tactics that generate highly targeted leads and bookings for your photography brand. Through this fun, educational, inspirational, innovative and high-energy show, The Difference Maker Revolution aims to share the mission of Creating A Healthier Society Through Photography.
In this episode of Tech Sales Insights, Randy Seidl is joined by Scott Harvey, Chief Customer Officer of Sprinkler. They delve into Scott's career journey, from broadcast journalism major to tech sales leader. They explore the importance of outcome-based selling and value creation in the sales process, emphasizing the critical role of customer relationships and consultative selling. Scott shares insights on transitioning strategies at major companies like VMware, ServiceNow, and Stripe, highlighting the significance of personalized engagement and value selling in post-sales and customer success. The conversation underscores the need for continuous sales training and the collaborative effort of teams in achieving success. Sponsored by Octus IQ, the episode offers a deep dive into modern sales strategies and leadership in a rapidly changing market.KEY TAKEAWAYSOutcome-Based Selling: Focus on understanding customer priorities and aligning your product capabilities to drive specific business outcomes.Customer Value: Continuously create, realize, and measure value post-sales to improve customer retention and satisfaction.Sales Enablement: Importance of thorough training and enabling sales teams to speak the customer's language and have consultative conversations.Old School Tactics: Leveraging traditional methods like cold calling to enhance lead generation and build stronger customer relationships.Team Collaboration: Success in sales requires a collaborative effort across various teams such as SDRs, sales enablement, and RevOps.Leadership Lessons: Importance of being genuine, maintaining high energy, and having a strong emotional connection with the team and customers.RevOps Importance: Using data-driven insights for accurate forecasting, pipeline management, and understanding customer lifecycles.Innovative Tools: Utilizing advanced tools and methods for pipeline generation and account management.QUOTES"Talent's a lifeblood, man. Talent's a lifeblood." - Scott Harvey"If you focus on the outcomes, it's at the C level that you need to be." - Scott Harvey"It's all about value; if you can tie to their key priorities and initiatives at sea level, then you can build a value mountain." - Scott Harvey"Sales is a team sport; winning as a team is about all functions in the go-to-market working together." - Scott Harvey"The more the customers educate you on their business, the better engagement and outcome you can have for both of you." - Scott Harvey"It's okay if you ask a dumb question or say something wrong. Be willing to be vulnerable." - Scott Harvey"If you keep focusing on the customer's language, you build better strategies." - Scott Harvey"We built what we called the value life cycle: enable value, create value, realize value, and champion success." - Scott Harvey"Realized value through the operational process is what drives your renewal and upsell." - Scott Harvey"Getting to the customer's personal and measurable value is crucial in a successful sales engagement." - Scott HarveyFind out more about Scott Harvey through the link below.LinkedIn: https://www.linkedin.com/in/scottharvey2/This episode is sponsored by AuctusIQ, the Sales Performance Assessment sponsor of the Sales Community. AuctusIQ is a sales data and science software company, with the mission of providing the right data to solve your three biggest challenges: selecting and retaining exceptional talent, coaching to ensure readiness to meet or beat quota, and winning more deals.
Vijay Pitchumani is the esteemed guest of Melissa Perri on this episode of the Product Thinking podcast. Tune in to hear Vijay, a renowned expert in product strategy and Director of Product at Okta, share his insights on the essential role of product managers in platform teams and the unique challenges they face. The discussion covers the importance of defining success metrics, experimenting with API-first approaches, and balancing short-term experiments with long-term goals. Vijay also highlights strategies for innovating within platform teams and managing PM rotations to foster diverse experiences and drive impactful outcomes. Listen now to explore how platform PMs can effectively navigate the complexities of scaling and evolving their products.
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