Podcasts about exacttarget

The CEO's Strategic Growth Edge: A Go-To-Market System That Scales“You don't need more leads—you need clarity. Clarity on where your business can grow the most, the fastest, and at the highest margin. That's what a real go-to-market system delivers. It's not about volume anymore—it's about alignment, focus, and making sure every team—marketing, sales, and customer success—is executing toward the same outcome. That's how CEOs scale with confidence.” That's a quote from Sangram Vajre, and a sneak peek at today's episode.Welcome to Revenue Boost: A Marketing Podcast. I'm your host, Kerry Curran—revenue growth expert, industry analyst, and relentless advocate for turning marketing into a revenue engine. Each episode, we bring you the strategies, insights, and conversations that help drive your revenue growth. So search for Revenue Boost in your favorite podcast directory and hit subscribe to stay ahead of the game.In The CEO's Strategic Growth Edge: A Go-to-Market System That Scales, I'm joined by bestselling author and GTM expert Sangram Vajre to discuss why go-to-market isn't a marketing tactic—it's a CEO-level growth system. In this episode, you'll learn the three phases every business must navigate to scale, why alignment beats activity in every growth stage, how CEOs can drive clarity, trust, and margin-focused decisions across teams, and why AI is only a threat if you're still riding the demand-gen horse.If you're a growth-minded CEO or exec, this episode gives you the roadmap and the mindset to scale faster, smarter, and stronger. Be sure to listen through to the end, where Sangram shares three key tips—his ultimate advice for any leader ready to level up their go-to-market strategy. Let's go!Kerry Curran, RBMA (00:00.77)So welcome, Sangram. Please introduce yourself and share a bit about your background and expertise.Sangram Vajre (00:06.992)Well, at the highest level, I feel like I've had the opportunity to be in the B2B space for the last two decades and have had a front-row seat to categories that have shaped how we think about go-to-market. I ran marketing at Pardot. We were acquired by ExactTarget and then Salesforce—that was a $2.7 billion acquisition. It was a huge shift in mindset, going from a $10 million company to a $10 billion one, and I learned a lot.I became a student of go-to-market, if you will. That was in the marketing automation space. Then I launched a company called Terminus, which has been acquired twice now. Along the way, I've written three books. The one we're going to talk a lot about is MOVE, which became a Wall Street Journal bestseller. That book has created a lot of opportunities and work for us.I walked into writing this book, Kerry, thinking I knew go-to-market because I had two $100M+ exits. But I walked out of the process a student of go-to-market because I learned so much. Writing it forced me to talk to folks like Brian Halligan, the CEO of HubSpot, and partners at VC firms who have seen 200 exits—not just the three I've experienced.It really expanded my vision. Now I lead a company called Go-To-Market Partners. We're a research and advisory firm focused on helping companies understand who owns go-to-market and how to run it at a transformational level. Our clients are primarily CEOs and executive teams. That's our focus.Kerry Curran, RBMA (01:46.094)Excellent. Well, I'm very excited to dive in. I first saw you speak at Inbound last fall, and what really resonated with me was the shift from just an ABM program to a company-wide GTM program—one that includes everything from problem-market fit all the way to customer success, loyalty, and retention. Really making GTM the core of revenue growth.So I'd love for you to dive in and share that framework and background.Sangram Vajre (02:23.224)Yeah. And by the way, for people who've never attended Inbound—you should. I've spoken there for eight years straight and always try to bring new ideas. Each year, they keep giving me more opportunities—from main stage to workshops. I think you attended the 90-minute workshop, right? Hopefully it wasn't boring!Kerry Curran, RBMA (02:48.61)Yeah, it was excellent. I love this stuff, so I was taking lots of notes.Sangram Vajre (02:52.814)That was fun. The whole idea was: how can you build your entire go-to-market strategy on a single slide? Now, people might think, “There's no way—you need way more detail.” But it's not about making it complete; it's about making it clear.So everyone can be aligned. For example, in the operating system we've developed, we write research about it every Monday in a newsletter called GTM Monday, read by 175,000 people. The eight pillars are based on the most important questions. And Kerry, I don't know if you'll agree, but I think I've done a disservice for two decades by asking the wrong question.Like, I used to ask, “Where can we grow?”—which sounds smart but is actually foolish. The better question is, “Where can we grow the most, the fastest, the best, at the highest margin?” That's the true business perspective. So the operating system is built around these eight essential questions.If every executive team can align on these—not with certainty, but with clarity—then they can gain a clear understanding of what they're doing, where they're going, who their ICP is, what bets they're making, and which motions to pursue. I've done this over a thousand times with executive teams, helping them build their entire go-to-market strategy on a single slide. And it's like a lightbulb moment for them: “Okay, now I know what bets we're making and how my team is aligned.” It's a beautiful thing.Kerry Curran, RBMA (04:50.988)Yeah, because that's one of the hardest challenges across business strategy and growth: where to invest, where to lean in. So bring us through the questions and framework.Sangram Vajre (05:01.688)Yeah. So the first one is “Where can you grow the most?” The second one is really about what we call the Market Investment Map. I'll give you maybe three or four so people can get an idea. The Market Investment Map is especially useful for companies with more than one product or more than one segment. This is the least used but most valuable framework companies should be using.You might remember from the Inbound talk—I used HubSpot as an example since I was speaking at Inbound. It's interesting because at my last company, Terminus, we acquired five companies in eight years. So we had to learn this process. The Market Investment Map is about matching your best segments to the best products to create the highest-margin offering.If your entire business focuses only on pipeline and revenue—which sounds right—you're actually focused on the wrong things. You may have seen people post on LinkedIn saying, “I generated $10 million in pipeline,” and then a month later, they're laid off. Why? Because that pipeline didn't matter. It might have been general pipeline, but if you looked at pipeline within your ICP—the customers your company really needs to close, retain, and expand—it might have only been half a million. That's not enough to sustain growth or justify your role.So, understanding the business is critical. It's not just about understanding marketing skills like demand gen, content, or design. Those are table stakes. You need to understand the business of marketing—how the financials work, how to drive revenue, and how to say, “Yeah, we generated $10 million in pipeline, but only half a million was within ICP, so it won't convert or drive the margin we need.” That level of EQ and IQ is what leaders need today.Our go-to-market operating system goes deep into areas like this.Kerry Curran, RBMA (07:31.022)And I love the alignment with the ICP. I'm sure you'll get deeper into that. I also know you talk about getting rid of MQLs because the real focus should be on getting closer to the ICP—on who's actually going to drive revenue.Sangram Vajre (07:45.892)Yeah. John Miller, a good friend who co-founded Marketo, has been writing about this too. I was the CMO of Pardot. Then we both built ABM companies—I built Terminus; he built Engagio, which is now part of Demandbase. We've been evangelizing the idea of efficient marketing machines for the last two decades.We're coming full circle now. That approach made sense in the “growth at all costs” era. But in this “efficient growth” era, everything can be measured. The dark funnel is real. AI can now accelerate your team's output and throughput. So we have to go back to first principles—what do your customers really want?I was in a discussion yesterday with executives and middle managers, and the topic of AI came up. Some were worried it would take their jobs. And I said, “Yes, it absolutely will—and it should.” I gave the example I wrote about recently: imagine you were the best horseman, with saddles, barns, and a generational business built around horses. Then Henry Ford comes along with four wheels. You just lost your job—not because you were bad, but because you got infatuated with the horse, not with your customer's need to get from point A to point B.Horses did that—it was better than walking. But then came cars, trains, airplanes. Business evolves. If you focus on your customers' needs—better, faster, cheaper—you'll always be excited about innovation rather than afraid of it. So yes, AI will replace anyone who stays on their horse. If you're riding the demand gen horse or relying only on content creation, a lot is going to change. Get off the horse, refocus on customer needs, and figure out how to move your business forward.Kerry Curran, RBMA (10:21.708)Yeah. So talk a bit about honing in on the ICP. I know in one of the sessions you asked, “Who's your target audience?” And of course, there was one guy in the front row who said, “Everyone,” and we all laughed. But I still hear that all the time. Talk about how important it is, to your point, to know your customer and get obsessed with what they need.Sangram Vajre (10:45.56)Yeah. So the first pillar of the go-to-market operating system is called TRM, or Total Relevant Market. We introduced that in the book MOVE for the first time. It's a departure from TAM—Total Addressable Market—which is what that guy in the front row was referring to during that session. It was epic, and I think he was a sales leader, so it was even funnier in a room full of marketers.But it's true—and real. He was being honest, and I appreciated that. The reality is, we've all been conditioned to focus on more and more—bigger and bigger markets. That makes sense if you have unlimited funds and can raise money. It makes sense if the market is huge and you're just trying to get in and have more people doing outbound.As a matter of fact, a few weeks ago, we did a session where someone said something profound that I'll never forget. He said, “The whole SDR function is a feature bug in the VC model.” That was fascinating—because the whole SDR model was built to get as many leads as possible, assign 22-year-olds to make cold calls, and push them to AEs.We built this because it worked on a spreadsheet. If we generate 1,000 leads, we need 50 callers to convert them. It's math. But nobody really tried to improve it because we had the money. Now we're in a different world. We have clients doing $10–15 million in revenue with five-person teams automating so much.People don't read as many automated emails. My phone filters out robocalls, so I never pick up unless it's someone I know. Non-personalized emails go into a folder I never open. Yet people keep sending thousands of them, thinking it works.For example, I send our GTM Monday newsletter via Substack. It's free for readers, and it's free for me to send—even to 175,000 people. Meanwhile, marketers spend thousands every time they email their list using legacy tools. Why? Because these people haven't opted in to be part of the journey the way Substack subscribers have.The market has changed. Buying big marketing automation tools for $100,000 is going to change drastically. Fractional leaders and agencies will thrive because what CEOs really need is people like you—and frameworks like a go-to-market operating system—to guide them. You and I have the gray hair and battle scars to prove it. What matters now is using a modern framework, implementing it, and measuring outcomes differently.Kerry Curran, RBMA (14:08.11)Yeah, you bring up such a valid point. In so many of my conversations, I see the same thing. It's been a sales-led growth strategy for years. Investments went to sales—more BDRs, more cold emails, more tech stack partners.Even as I was starting my consultancy, I'd talk to partners or prospects who'd say, “Well, we just hired more salespeople. We want to see how that goes.” But to your point, without the foundational framework—without targeting the right audience—you're just spinning your wheels on volume.Sangram Vajre (15:06.318)Exactly. One area we emphasize in our go-to-market operating system is differentiation. Everyone's doing the same thing. Let me give you an example. Last week, I looked at a startup's email tool that reads your emails and drafts responses automatically. Super interesting. I use Superhuman for email.Two days later, Superhuman sent an email saying they'd launched the exact same feature. So this startup spent time and money building a feature, and Superhuman—already with a huge user base—replicated and launched it instantly. That startup is out of business.With AI, product development is lightning fast. So product is no longer your differentiator. Your differentiation now is how you tell your story, how quickly you grab attention, how well you build and maintain a community. That becomes your moat. Those first principles matter more than ever. Product is just table stakes now.Kerry Curran, RBMA (16:33.878)Right. And connecting that to your marketing strategy, your communication, your messaging—it also sets up your sales team to close faster. By the time a prospect talks to a rep, your marketing has already educated them on your differentiation. So talk more about the stages and what companies need to keep in mind when applying your go-to-market framework.Sangram Vajre (17:07.482)One of the things we mention in the book—and go really deep into in our operating system—is this 3P format: Problem-Market Fit, Product-Market Fit, and Platform-Market Fit. We believe these are the three core stages of a business. I experienced them firsthand at Pardot, Salesforce, and Terminus through multiple acquisitions.If you remember, I always talk about the “squiggly line,” because no company grows up and to the right in a straight line. If you look at daily, weekly, or monthly insights, there are dips—just like a stock market chart. So the squiggly line shows you can go from Problem to Product, but you'll experience a dip. That's normal and natural. Same thing when you go from Product to Platform—you hit a dip. Those dips are what we call the “valleys of death.”Some companies overcome those valleys and cross the chasm, and others don't. Why? Because at those points, they discover they can market and sell, but they can't deliver. Or maybe they can deliver, but they can't renew. Or maybe they can renew but not expand. Each gap becomes a value to fix in the system.And it's hard. I've gone from $5 million to $10 million to $15 million, all the way to $100 million in revenue—and every 5 to 10 million increment brings a new set of challenges. You think you've got it figured out, and then you don't—because everything else has to change with scale.I'll never forget one company I was on the board of—unfortunately, it didn't make it. The CEO was upset because they were doing $20 million in revenue but didn't get the valuation they wanted. Meanwhile, a competitor doing only $5 million in revenue in the same space got a $500 million valuation. Why? Because the $20M company was doing tons of customization—still stuck in Problem-Market Fit. The $5M company had reached Product-Market Fit and was far more efficient. Their operational costs were lower, and their NRR was over 120%.If you've read some of my research, you know I'm all in on NRR—Net Revenue Retention—as the #1 metric. If you get NRR above 120%, you'll double your revenue in 3.8 years without adding a single new customer. That's what executives should focus on.That's why we say the CEO owns go-to-market. All our research shows that if the CEO doesn't own it, you'll have a really hard time scaling.Kerry Curran, RBMA (20:23.992)That makes so much sense, because everything you're talking about—while it includes marketing functions—is really business strategy. It needs to be driven top-down. It has to be the North Star the whole company is paddling toward.I've been in organizations where that's not the case. And as you said, leadership has to have the knowledge and strategic awareness to navigate those pivots—those valleys of death. So talk about how hard it is to bring new frameworks into an organization and the change management that comes with that. As you evangelize the idea that the CEO owns GTM, what's resonating most with them?Sangram Vajre (21:26.456)Great question. First of all, CEOs who get it—they love it. The people who struggle most are actually CMOs and CROs because they feel like they should be the ones owning go-to-market. And while their input is critical, they can't own it entirely.In all our advisory work, Kerry, we mandate two things:The CEO must be in the room. We won't do an engagement without that. The executive team must be involved. We don't do one-on-one coaching—because transformation happens in teams.People often get it wrong. They think, “We need better ICP targeting, so that's marketing's job.” Or, “We need pipeline acceleration—let sales figure that out.” Or, “We have a retention issue—fire the CS team.” No. The problem isn't a department issue—it's a process and team issue.The CEO is the most incentivized person to bring clarity, alignment, and trust—the three pillars of our GTM operating system. They're the ones sitting in all the one-on-one meetings, burning out from the lack of alignment. The challenge is most CEOs don't know what it means to own GTM. It feels overwhelming.So we help them reframe that. Owning doesn't mean running GTM. It means orchestrating clarity, alignment, and trust. Every meeting they lead should advance one of those. That's the job. When the ICP is agreed upon, marketing should be excited to generate leads for it. Sales should be eager to follow up. CS should be relieved they're not getting misaligned customers. That's leadership. And there's no one more suited—or incentivized—to lead that than the CEO.Kerry Curran, RBMA (24:08.11)Absolutely. And the CFO plays a key role too—holding the purse strings, understanding where the investments should go.Sangram Vajre (24:20.622)Yes. In fact, in the book and in our research, we emphasize the importance of RevOps—especially once a company reaches Product-Market Fit and moves toward Platform-Market Fit.If you're operating across multiple products, segments, geographies, or using multiple GTM motions, the RevOps leader—who often reports to the CFO or CEO—becomes critical. I'd say they're the second most important person in the company from a strategy standpoint.Why? Because they're the only ones who can look at the whole picture and say, “We don't need to spend more on marketing; we need to fix the sales process.” A marketing leader won't say that. A sales leader won't say that. You need someone who can objectively assess where the real bottleneck is.Kerry Curran, RBMA (25:17.836)Yeah, that definitely makes so much sense. Are there other areas—maybe below the executive team—that help educate the company from a change management perspective to gain buy-in? Or is it really a company-wide change?Sangram Vajre (25:33.742)Yeah, you mentioned ABM earlier. Having written a few books on ABM and building Terminus, we've seen thousands of companies go through transformation. We now have over 70,000 students who've gone through our courses. I love getting feedback.What's interesting is that ABM has been great for aligning sales and marketing—but it hasn't transformed the company. Go-to-market is not a marketing or sales strategy. It's a business strategy. It has to bring in CS, product, finance—everyone.Where companies often fail is by looking at go-to-market too narrowly—like it's just a product launch or a sales campaign. That's way too myopic. Those companies burn a lot of cash.At the layer below the executive team, it gets harder because GTM is fundamentally a leadership-driven initiative. An SDR, AE, or director of marketing typically doesn't have the incentive—or business context—to drive GTM change. But they should get familiar with it.That's why we created the GTM Operating System certification. Hundreds of professionals have gone through it—including you! And now people are bringing those frameworks into leadership meetings.They'll say, “Hey, let's pull up the 15 GTM problems and see where we're stuck.” Or, “Let's revisit the 3 Ps—where are we today?” Or use one of the assessments. It's pretty cool to see it in action.Kerry Curran, RBMA (27:35.758)Yeah, and it's extremely valuable. I love that it's a tool that helps drive company-wide buy-in and educates the people responsible for the actions. So you've shared so many great frameworks and recommendations. For those listening, what's the first step to get started? What would you recommend to someone who's thinking, “Okay, I love all of this—I need to start shifting my organization”?Sangram Vajre (28:09.082)First, you have to really understand the definition of go-to-market. It's a transformational process—not a one-and-done. It's not something you define at an offsite and then forget. It's not owned by pirates. It's iterative. It happens every day.Second, the CEO has to be fully bought in. If they don't own it, GTM will run them. If you're a CEO and you feel overwhelmed, that's usually why—you're running go-to-market, not owning it.Third, business transformation happens in teams. If you try to build a GTM strategy in a silo—as a marketer, for example—it will fail. The best strategies never see the light of day because the team isn't behind them. In GTM, alignment matters more than being right.Kerry Curran, RBMA (29:27.982)Excellent. I love this so much. Thank you! How can people find you and learn more about the GTM Partners certification and your book?Sangram Vajre (29:37.476)You can go to gtmpartners.com to get the certification. Thousands of people are going through it, and we're constantly adding new content. We're about to launch Go-To-Market University to add even more courses.We also created the MOVE Book Companion, because we're actually selling more books now than when it first came out three years ago—which is crazy!Then there's GTM Monday, our research newsletter that 175,000 people read every week. Our goal is to keep building new frameworks and sharing what's possible. Things are changing so fast—AI, GTM tech, everything. But first principles still apply. That's why frameworks matter more than ever.You can't just ask ChatGPT to “give me a go-to-market strategy” and expect it to work. It might give you something beautifully written, but it won't help you make money. You need frameworks, team alignment, and process discipline.And I post about this every day on LinkedIn—so follow me there too!Kerry Curran, RBMA (30:54.988)Excellent. Well, thank you so much. This has been a great conversation, and I highly recommend the book and the certification to everyone. We'll include all the links in the show notes.Thank you, Sangram, for joining us today!Sangram Vajre (31:09.284)Kerry, you're a fantastic host. Thank you for having me.Kerry Curran, RBMA (31:11.854)Thank you very much.Thanks for tuning in to Revenue Boost: A Marketing Podcast. I hope today's conversation sparked some new ideas and challenged the way you think about how your organization approaches go-to-market and revenue growth strategy. If you're serious about turning marketing into a true revenue driver, this is just the beginning. We've got more insightful conversations, expert guests, and actionable strategies coming your way—so search for us in your favorite podcast directory and hit subscribe.And hey, if this episode brought you value, please share it with a colleague or leave a quick review. It helps more revenue-minded leaders like you find our show. Until next time, I'm Kerry Curran—helping you connect marketing to growth, one episode at a time. See you soon.

Guest: Ben Chestnut, Former CEO and Co-Founder of MailchimpIf you find yourself selling your startup, then Mailchimp co-founder Ben Chestnut has some important advice for you: Get a dog. When Intuit bought Mailchimp in 2021 for $12 billion, the company asked Ben if he wanted to stay on as CEO, but he chose to “walk off into the sunset” and let the new owners take over. After that, he estimates it took 6 to 12 months before he stopped checking his email, social media, and calendar with the same level of stress a CEO might have. Adopting a dog, he discovered, forces you to “get OK with the voices in your head."“After the acquisition, that's all I do, I walk the dog,” Ben says. “And the dog was good therapy ... No judgments from a dog.”Chapters:(01:09) - Growing slow (03:06) - The long journey (07:48) - Is money a burden? (09:35) - Building globally in Atlanta (11:22) - Ben's upbringing (12:59) - The first 10 years (17:58) - Scaling to one billion emails (19:22) - Freemium (23:32) - No equity (26:00) - Deciding to sell (33:55) - “I'm a sunset guy” (35:29) - Stress and support (37:25) - Time with the parents (39:07) - Get a dog (42:24) - The voices in your head (46:03) - Serial and “Mailkimp” (53:00) - Hiring interviews (57:14) - Fitness routines (59:27) - Lights off (01:01:46) - AI & reinvention (01:06:30) - The worst days (01:09:15) - What “grit” means to Ben Mentioned in this episode: Intuit, Wolt, DoorDash, LinkedIn, Dan Kurzius, Salesforce, ExactTarget, Pardot, Constant Contact, Rackspace, Free by Chris Anderson, Wired Magazine, Charles Hudson, the Freemium Summit, Drew Houston, Dropbox, Evernote, Phil Libin, TechCrunch, Brian Kane, Catalyst Partners, Georgia Pacific, Scott Cook, Bing Gordon, Vinay Hiremath, Loom, Joe Thomas, Caltrain, Flickr, Saturday Night Live, Droga5, Cannes Film Festival, Strava, Twitter, LinkedIn, Nvidia, Glean, Rubrik, Amazon AWS, and Mechnical Turk.Links:Connect with BenLinkedInConnect with JoubinTwitterLinkedInEmail: grit@kleinerperkins.com Learn more about Kleiner Perkins

IBJ Media CEO Nate Feltman speaks with Scott Dorsey, co-founder and managing partner of High Alpha, a leading venture capital firm based in Indianapolis that creates and funds B2B SaaS companies. Dorsey shares his journey as founder of ExactTarget, a pioneering digital marketing company. ExactTarget's meteoric rise included developing its unique "Orange Culture," going public on the New York Stock Exchange, and being acquired by Salesforce for $2.5 billion in 2013. The conversation delves into the challenges and successes of building a successful business, Dorsey's passion for fostering entrepreneurship, and his efforts to strengthen Indiana's tech ecosystem through High Alpha. He also discusses his commitment to education through his nonprofit Nextech and the importance of civic engagement.   Facebook: facebook.com/IBJMediaGroup X: x.com/ibj_media Instagram: Instagram.com/ibjmedia LinkedIn: linkedin.com/company/ibjmedia IBJ Media: https://www.ibjmedia.com/ Indiana 250 website: https://www.indiana250.com/  

Episode Summary In this episode of OnBase, Kyle Lacy discusses strategies for achieving cross-functional alignment between sales, marketing, and other teams. He identifies the main B2B marketing challenge as aligning these groups around common metrics and goals, emphasizing the need for documented processes and a shared revenue model. Kyle stresses the importance of marketing demonstrating its contribution to sales outcomes, not just brand-building. He also shares insights on leveraging AI tools while cautioning against replacing human sales roles. Overall, Kyle provides practical advice for B2B marketers seeking to improve cross-functional alignment and drive business growth. About the guest Kyle has spent the last 17 years building, scaling, failing, and winning in high-growth software. He's currently serving the Jellyfish team as their CMO, and before joining the Jellyfish “bloom,” he had the pleasure of building a company called Lessonly. He has also been fortunate to lead teams at Seismic, OpenView, Salesforce, and ExactTarget. But most importantly, he is the father to two wonderful boys, an energetic dog, and one too many books on World War II. Connect with Kyle Lacy Key takeaways - Cross-functional alignment: Success in sales and marketing hinges on aligning around shared performance metrics e.g., pipeline, revenue) and fostering collaboration across teams. - Focus on key numbers: Misalignment often occurs when sales and marketing teams aren't tracking the same metrics. Agreement on crucial numbers is vital for achieving alignment. - Sales and marketing collaboration: Understanding the sales model, including pipeline coverage and quota attainment, is critical for marketers to contribute effectively to revenue. - Importance of brand: While brand building is essential, it must always tie back to measurable business results like pipeline and bookings. - AI in marketing: AI is useful as an assistant for research, content creation, and data analysis, but it's not yet capable of fully replacing human tasks, especially in prospecting. - Engaging content: Effective case studies and white papers should focus on clear ROI data rather than just promotional content, making them more engaging and useful for prospects. - Documentation and process: Having a well-documented process and alignment on definitions like MQLs) helps prevent confusion and misalignment between teams. - Marketing's goal: The ultimate purpose of marketing is to help sales close deals, and success is determined by contributions to pipeline and quota. Quotes "Nobody cares about your brand campaign if your sales team hits 40% quota attainment." "If you're not aligned with the sales leader and not looking at the same numbers, eventually it's going to break." Recommended Resource Books "Elon Musk" by Walter Isaacson: Kyle recommends this biography for its insights into the mindset of innovators with extreme urgency and ambition. Newsletters Ultra Successful by Dr. Julie Gurner: A paid newsletter Kyle highly recommends. He praises Dr. Gurner for her brilliant insights, noting that it's one of the few newsletters he subscribes to. ⁠Connect with Kyle Lacy⁠⁠⁠⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

Kyle Lacy is the Chief Marketing Officer of Jellyfish—a platform that helps developers make data-backed decisions on resource investments. Across two decades he has built companies like Lessonly, Openview, Salesforce and ExactTarget. He's also a husband and the father of two kids. In our conversation today we discussed:* Managing work, life and parenting appropriately* Handling stress across the different facets of your life* Dispelling the myth about separation of ‘church and state' between family and work* Learning how to put your kids before yourself* The role of nature vs. nurture in parenting* The most important invention ever - the pee pee teepee* How most parenting advice is complete crap—Where to find Kyle Lacy* LinkedIn: https://www.linkedin.com/in/kylelacy* X: https://x.com/kyleplacyWhere to find Adam Fishman* FishmanAF Newsletter: www.FishmanAFNewsletter.com* LinkedIn: https://www.linkedin.com/in/adamjfishman/* Instagram: https://www.instagram.com/startupdadpod/—In this episode, we cover:[1:33] Welcome[2:10] Kyle's Professional background[4:26] What life was like growing up[6:12] Siblings[6:24] Do your siblings have give you parenting advice?[6:53] His family now and how he met his wife?[9:06] Are his kids back to school?[10:59] Decision to start a family[12:34] Work/life balance[15:27] Support network[17:23] Separation of “church and state”[19:58] Earliest memory after becoming a father?[22:43] Dads and emotions[24:11] Putting kids before yourself[26:37] Surprising aspect of fatherhood[28:18] Advice for younger Kyle?[29:55] Advice to ignore?[31:29] Fav book to read to kids[32:14] Nature vs. Nurture[33:27] Parenting frameworks[35:29] How Kyle's parenting style evolved[38:02] Did parenting change you as a manager?[40:53] When do he and his partner not align[44:02] Kid's relationship to tech[47:42] Mistake as a father?[48:33] Follow along[50:11] Rapid fire—Show references:Jellyfish:https://jellyfish.co/ExactTarget (now Salesforce): https://www.salesforce.com/Lessonly (now Seismic): https://seismic.com/lessonly/OpenView: https://openviewpartners.com/Sam Richard LI: https://www.linkedin.com/in/sam-crowell-richard/Sam Richar Twitter: @SamCRichardSpokane, Washington: https://www.visittheusa.com/destination/spokaneIndianapolis, Indiana: https://www.visittheusa.com/destination/indianapolisAnderson University: https://andersonuniversity.edu/Twitter Marketing for Dummies: https://www.amazon.com/Twitter-Marketing-Dummies-Kyle-Lacy/dp/0470930578Branding Yourself: How to Use Social Media to Invent or Reinvent Yourselfby Erik Deckers & Kyle Lacy: https://www.amazon.com/Branding-Yourself-Social-Reinvent-Biz-Tech/dp/0789749726CodeSweep (now HCL Software): https://www.hcl-software.com/appscan/products/appscan-codesweepFacebook: https://www.facebook.com/Orange Theory: https://www.orangetheory.com/en-usGreenlight: https://greenlight.com/Linda Flanagan Episode: youtube.com/watch?v=YLqEX8lZeFIPee pee tee pee: https://www.amazon.com/Peepee-Teepee-Sprinkling-WeeWee-Cellophane/dp/B000NM3DFYWhat to Expect When You're Expecting: https://www.amazon.com/What-Expect-When-Youre-Expecting/dp/0761187480Boston, MA: https://www.boston.gov/Calvin & Hobbes: https://www.amazon.com/Complete-Calvin-Hobbes-Bill-Watterson/dp/1449433251Dogman: https://pilkey.com/series/dog-manGemstone Dragons: https://www.samanthamclark.com/gemstone-dragons/Diary of a Wimpy Kid: https://wimpykid.com/Big Nate: https://www.amazon.com/Lincoln-Popularity-Nothing-Possibly-Strikes/dp/0062968610Crocs: https://www.crocs.com/Jibbitz: https://www.crocs.com/c/jibbitzJosh & Carla's Episode: youtube.com/watch?v=YiaE6ZmaOIQNew Balance white shoes: https://www.newbalance.com/men/shoes/all-shoes/Nike: https://www.nike.com/Bush's beans: https://www.bushbeans.com/en_US/The Anxious Generation: How the Great Rewiring of Childhood Is Causing an Epidemic of Mental Illness by Jonathan Haidt: https://www.amazon.com/Anxious-Generation-Rewiring-Childhood-Epidemic/dp/B0C9N2L56X/Apple Vision pro: https://www.apple.com/apple-vision-pro/Tesla: https://www.tesla.com/iPad: https://www.apple.com/ipad/YouTube: https://www.youtube.com/Diaper Genie: https://diapergenie.com/Colts: https://www.colts.com/Corvette: https://www.chevrolet.com/upcoming-vehicles/2025-corvette-zr1Pink Fong: https://www.pinkfong.com/en/Baby Shark: https://www.youtube.com/channel/UCNVE4szbMrOZk9IheX8vHbQHome Alone: https://www.imdb.com/title/tt0099785/Gettysburg: https://www.imdb.com/title/tt0107007/—For sponsorship inquiries email: podcast@fishmana.com.For Startup Dad Merch: www.startupdadshop.com Production support for Startup Dad is provided by Tommy Harron at http://www.armaziproductions.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit startupdadpod.substack.com

What if you could use the power of artificial intelligence (AI) to transform your business operations? In this episode, we welcome Dave Norris to discuss the profound impact of Salesforce's strategic acquisitions — such as ExactTarget, Pardot, Heroku, and Slack — on the developer ecosystem. We cover the intricacies of integrating diversified data systems and emphasize the importance of centralized data management through MuleSoft. We'll explore how Data Cloud handles structured and unstructured data, enhancing AI functionalities with tools like Prompt Builder and the newly released Data Cloud Vector Search. This episode sheds light on how grounding AI with enterprise-specific information can significantly boost productivity and deliver accurate, context-rich responses. Listen in for a detailed description of data and AI within the Salesforce ecosystem! Show Highlights: Centralizing data with MuleSoft and the role of Data Cloud in data ingestion, mapping, and security Using AI capabilities like Einstein AI within the Salesforce ecosystem Integrating structured and unstructured data using Data Cloud for enhanced AI functionality Practical insights and use cases, including predictive AI in animal adoption data General availability of Data Cloud Vector Search and its impact on semantic searching Enhancing enterprise productivity by grounding AI with specific enterprise data for more accurate responses Links: Data Cloud + Einstein AI: The Developer's Pocket Guide - https://developer.salesforce.com/blogs/2024/05/data-cloud-einstein-ai-the-developers-pocket-guide Bring Your Own Large Language Model in Einstein 1 Studio - https://developer.salesforce.com/blogs/2024/03/bring-your-own-large-language-model-in-einstein-1-studio

In their signature unvarnished style, your co-hosts, Stuart ‘The Wildman' Mabbutt and William Mankelow aren't afraid to push boundaries, and explore taboo subjects often left undiscussed. Prepare to have your assumptions challenged, as these two plumb the depths of protests and trigger warnings, from refreshingly candid angles. First up, Stuart and William dive into the nature of protests, which was prompted by the following question from listener Imelda in Pichincha, Ecuador - “Does effective protest have to be disruptive and noisy?” Stuart ponders if art can be a form of protest, while William wonders aloud what even constitutes a true "protest". From silent sit-ins to raucous street marches, they explore the many faces of activist expression. Next it's on to the prickly topic of trigger warnings, where your co-hosts are triggered into the conversation by the following listener question, which came from Layla in Bahrain - “Are trigger warnings really needed? I know they are good for strobe lights etc that can have physical impacts, but let's focus on things like Shakespere plays, where we half expect to see scenes of violence. It can have more impact if we're not fully expecting it. Should TW's be on podcasts like yours, because I worry about the potential learning by the listener being exposed to such material, is watered down because we might be pussy footing around people's feelings too much? It's vital we get the balance around this right, but where is that balance, and who dictates where that is? Balance means different things in different countries too”. Stuart argues some trigger warnings are necessary (like seizure warnings), but that we risk being overly cautious. William raises the example of film ratings providing upfront content advisories. But is there value in experiencing art's shocks and surprises organically and unexpectedly? The pair debate whether ubiquitous trigger warnings diminish their purpose and cause us to live lives of avoidance, or if they are simply a necessity in our hyper-connected age. This podcast's overall themes are nature, philosophy, climate, the human condition, sustainability, and social justice, and we like to give you an ad free experience. We also like our audience to be relatively small and engaged, we're not after numbers. What do you make of this discussion? Do you have a question that you'd like us to discuss? Let us know by sending an email to ⁠thepeoplescountryside@gmail.com Help us to spread the impact of the podcast by sharing this link with 5 friends ⁠https://podfollow.com/the-peoples-countryside-environmental-debate-podcast/view⁠ , support our work through Patreon ⁠https://www.patreon.com/thepeoplescountryside⁠. Find out all about the podcast via this one simple link: ⁠https://linktr.ee/thepeoplescountryside The fundraiser to get Stuart back out into nature with an all-terrain chair is also mentioned again today, and you can donate here ⁠https://www.justgiving.com/crowdfunding/wildmanonwheels?utm_medium=email&utm_source=ExactTarget&utm_campaign=20240518_⁠  --- Send in a voice message: https://podcasters.spotify.com/pod/show/thepeoplescountryside/message

Charlie, from Montrose, Scotland has sent in this listener question  - “Who owns land is at the heart of the housing crisis in the UK. It's not because bricks and mortar have suddenly become incredibly expensive. It's because the value of land has gone through the roof. Is it possible to own land though when we as humans came from it, are part of it, and ultimately, will go back to it?” Stuart feels that land ownership is all an illusion and the concept of land ownership has been going on for centuries. Indigenous cultures ask the question, how can you own yourself? Stuart contests Charlie's question, exploring that isn't the way that we disperse our population, and how we use and repurpose the buildings we already have, really at the heart of this matter? Stuart's action is for you to stand back and look at your life, and ask yourself do you really own anything? William sees land ownership, in the UK, as a form of control. You get to dictate who is allowed on your land. He contrasts this with what happens in Finland which has the right to roam. He believes that land ownership is just a piece of paper that states you do. He further explores how there can often be issues with legacy that leaves housing empty. William's action is to put some pressure on politicians for how we use existing buildings that can be easily utilised as housing, but currently aren't. He goes on to want people not to get onto the property ladder just because you feel you should, just to keep up. Gary, from Stirling, Scotland asks the second question - “Can you guys recommend any books that are worth reading?” Stuart recommends  The Bible,  The Hidden Life of Trees by Peter Wohlleben.  https://blackwells.co.uk/bookshop/product/The-Hidden-Life-of-Trees-by-Peter-Wohlleben-author-Jane-Billinghurst-translator/9780008218430 William recommends  Notes On A Nervous Planet by Matt Haig. https://blackwells.co.uk/bookshop/product/Notes-on-a-Nervous-Planet-by-Matt-Haig/9781786892690 Bulletproof by Chantal by Chantal Burns. https://blackwells.co.uk/bookshop/product/Bulletproof-by-Chantal-Burns/9781292330020 William's action is to become a member of your local library as it is an amazing resource. It's good for you, and it is good for the library, as they often offer lots of other really useful services. The fundraiser to get Stuart back out into nature with an all-terrain chair is also mentioned again today, and you can donate here https://www.justgiving.com/crowdfunding/wildmanonwheels?utm_medium=email&utm_source=ExactTarget&utm_campaign=20240518_  What do you make of this discussion? Do you have a question that you'd like us to discuss? Let us know by sending an email to ⁠thepeoplescountryside@gmail.com This podcast's overall themes are nature, philosophy, climate, the human condition, sustainability, and social justice.  We like to give you an ad free experience. We also like our audience to be relatively small and engaged, we're not after numbers. Help us to spread the impact of the podcast by sharing this link with 5 friends ⁠https://podfollow.com/the-peoples-countryside-environmental-debate-podcast/view⁠ , support our work through Patreon ⁠https://www.patreon.com/thepeoplescountryside⁠. Find out all about the podcast via this one simple link: ⁠https://linktr.ee/thepeoplescountryside --- Send in a voice message: https://podcasters.spotify.com/pod/show/thepeoplescountryside/message

Mariama, a listener from Sierra Leone has sent this question in for discussion on today's episode - “For a few years I lived in Cumbria in the UK, and miss your country walks there. Countryside here in Sierra Leone is a very different thing though. Tell me, what frustrates you guys the most about the countryside in the UK?” The biggest thing that frustrates Stuart are gates that block access to green spaces for certain disabilities, and that some gates are accessible to some wheelchairs and not others. Though he's also frustrated that people generally stick to the well beaten track and how we're obsessed with how the hedgehog is decline in the UK, yet there are other animals that are in more imminent danger. Stuart's action is to open your eyes and ears when you're out in nature, and to put your damn phones down! William's biggest issue with access to the countryside is that if it's private land, the king and his castle attitude pervades. He also sees people following a habit about where they go in the countryside, going to the same places as everyone else. Not off the beaten track. He talks about the habits we take into the countryside that don't need to be there, such as being on your phone, and not being mindful of your surroundings. William's action is to think about why you go out into nature. The fundraiser to get Stuart back out into nature with an all-terrain chair is mentioned, and you can donate here https://www.justgiving.com/crowdfunding/wildmanonwheels?utm_medium=email&utm_source=ExactTarget&utm_campaign=20240518_  Tommy, from Alloa, Scotland has set this second question today -  “Concealing wealth is part and parcel of preserving it. Are the wealthy really as insecure as it would seem to me?” Stuart asks how we can truly know whether someone is insecure, and brings up how those who win the lottery often conceal they've done so, but is that down to insecurity?  William carries this thought on, that it's often a good idea to conceal a big win as people suddenly crawl out of the woodwork, and ask for money. Stuart talks about those who are born into wealth and the idea of hiding what someone is investing is as a way of concealing things, but again is that down to insecurity? He doesn't know what Tommy's angle is as he isn't sat with them, he does however get the impression that Tommy's banging the wealthy over the head for being wealthy. Stuart raises that maybe those with wealth can be petrified of losing their wealth, and ends up by throwing a question back at Tommy: So what if people are concealing their wealth?  William wonders whether wealth is concealed as a way to avoid taxes? Stating that the best way to use your own wealth is not to feel you need to show it off, and that those who show their wealth are potentially more insecure. He also feels it doesn't mean that if someone is concealing their wealth they are insecure either, they maybe just don't want to flaunt it. He further brings up that even if they had a wealthy person in the room with them, they wouldn't necessarily be indicative of everyone with wealth.  What do you make of this discussion? Do you have a question that you'd like us to discuss? Let us know by sending an email to ⁠thepeoplescountryside@gmail.com We like to give you an ad free experience. We also like our audience to be relatively small and engaged, we're not after numbers. This podcast's overall themes are nature, philosophy, climate, the human condition, sustainability, and social justice.  Help us to spread the impact of the podcast by sharing this link with 5 friends ⁠https://podfollow.com/the-peoples-countryside-environmental-debate-podcast/view⁠ , support our work through Patreon ⁠https://www.patreon.com/thepeoplescountryside⁠. Find out all about the podcast via this one simple link: ⁠https://linktr.ee/thepeoplescountryside --- Send in a voice message: https://podcasters.spotify.com/pod/show/thepeoplescountryside/message

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.Mark Twain - the PIONEER of Sales Enablement who empowered a LITERAL customer facing frontline of 10,000!?!!!On ISEs3 Episode 14, Erich Starrett is out-history-nerded ENTIRELY when he is joined in the Orchestrate Sales studios by Sales Melon's Todd Caponi. Todd is not only an aficionado (and collector!) of SALES history, he is a man on a mission to further a movement towards sales TRANSPARENCY. This includes authoring a 3x award-winning book (

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On a superfun ISEs3 Episode 13, Erich Starrett is joined in the Orchestrate Sales studios by Meganne Brezina, CCMP™. Meganne is not only the Senior Director of Enablement at Seismic, she's published Tomorrow's Enablement for Today's Leaders: The Strategic Guide to Demonstrating Value and Driving Outcomes alongside Irina Soriano.Highlights from the episode include...PAST:⌛️ While carrying a bag for the National Thoroughbred Racing Association (in partnership with John Deere) she quickly learned that hitting four or five dealerships and educating their salespeople how to sell to horse people was far more productive than going directly to 50 farms. ⌛️ Meganne's next stop was Exact Target, which was in the process of being acquired by Salesforce. She moved into an operations role and saw an opportunity to educate the customer facing team about the power of their internal "customer data warehouse" and spoke at SKO. That is when Meghan Gendelman came up to her and said "you need to be in Enablement!" And thus it began. ⌛️ In search of "what the heck is enablement?" Meganne searched the company directory and and up popped Brian Noss and Nina LaRouche (who co-leads the Indianapolis Chapter of WiSE with her today!)⌛️ Her early experience in Engaging the Revenue Enablement Society was being sold by vendors vs. solving problems in community. PRESENT

Director Christopher Nolan once said:“You have to do something that really excites you. It's the things that you can bring to what you're doing that maybe not everyone else is doing. That's what's going to distinguish the thing.”That's the energy we're taking into this episode of Remarkable. Guided by our guest this week, Jellyfish CMO Kyle Lacy, we're taking marketing lessons from the Oscar-winning director, Christopher Nolan. Together, we talk about mastering each channel, building the day-to-day life of your buyer into your content, and much more.About our guest, Kyle LacyKyle Lacy is CMO at engineering management platform Jellyfish, the pioneer Engineering Management Platform that enables engineering leaders to align engineering work with strategic business objectives. There, he helps engineering leaders translate and maximize the business impact of their teams. Kyle has 17 years of experience in high-growth software. Prior to joining Jellyfish in November 2022, Kyle served as CMO of Lessonly. He has also led marketing at Seismic, OpenView, Salesforce and ExactTarget. He is a published author of three books: Twitter Marketing for Dummies, Branding Yourself, and Social CRM for Dummies. He is a marketing and digital trends speaker, having spoken at marketing and technology industry events around the world on content marketing, collaborative consumption, email marketing, technology trends, and more. He has been recognized as one of Indiana's Forty-under-40 by the Indianapolis Business Journal, Anderson University's Young Alumni of the Year and TechPoint's Young Professional of the Year. But most importantly, he says, he's the father of two boys, an energetic dog, and one too many books on World War II.What B2B Companies Can Learn From Christopher Nolan:Master each channel. Reach a deep understanding of what your audience wants and needs from each channel and create content for it. Kyle says once you've mastered the channels, “you can start creating brand content that is more creative and entertainment oriented and more about the human that's buying the product, not necessarily the product itself.” It's like how Christopher Nolan has mastered fiction with Memento and Inception and non-fiction with Dunkirk and Oppenheimer. He understands what viewers of each genre are looking for and creates content specifically for them.Build the day-to-day life of the buyer into your marketing. Include different storylines and details in your content so that it shows an understanding of your audience and their lived experience. The more your content clicks with them, the more they'll remember your brand when they're ready to buy. Kyle says, “We sell to an engineering leader. There are 500 other things that that engineering leader is dealing with on a day to day basis that might not necessarily pertain to our product, but does lead to exuberance, stress, productivity…the Amazon package being late for his daughter's birthday present. So how do we build more of the day in the life of the buyer into our content? It's the human element that's the most interesting part of marketing.”Quotes*”When you've mastered your craft and you understand the minute technical details that make it enjoyable, whether that's marketing or producing a movie, you can make decisions and take risks because you understand what the impact will be because you've spent so much time obsessing over it. ” - Kyle Lacy*”Christopher Nolan got very lucky that he has a brother that's a very good screenwriter. But he also understands how to surround himself with people that are very good at what they do. And I think part of being a manager - and it doesn't even have to be marketing - is that you have to find the people that truly love their craft and are good at what they do so that the end product, no matter what it is, is the best that you could possibly do.” - Kyle Lacy*”Anybody can tune into a podcast about leadership values. And what does it take to be a great manager? Like there's 500 of them because it's easier to do. It's harder to do what we're doing right now. Y'all prepped for a Christopher Nolan-slash-CMO interview. But it's interesting, right? And that's why people like to be on it. That's why people listen to it. And that's, I think, this idea of illogical marketing, right? Like the more illogical you can be, the more creative it is and the more people enjoy it. It's just hard to grasp for a lot of marketers.” - Kyle Lacy*”I think the nuance Is how you balance the extremely illogical podcast, weird direct mails, lego building sets, all the stuff that I think surprises and delights people with the other things that might not be as fun and creative but drive business value. And that's where I would love to tell you that there's a framework you should follow. But it's, what is enjoyable to the customer? How do you understand that they like it, whether that's an increase in listeners or shares, or you got more people wanting to be interviewed? And then it's that you're hitting the numbers that you put in front of the board, and that's ultimately the value.” - Kyle Lacy*”You kill creativity when you try to apply too much ROI to a project. Doesn't mean you shouldn't track it, doesn't mean there shouldn't be ROI. But you sit down with a creative team and say, ‘Hey, let's think about how many downloads we can get or how much pipeline this thing is going to drive. And they just glaze over. Good creatives glaze over because you're not starting with the most important thing, which is the experience that thing is driving. You can work back, you can figure out the business impact of the thing. And it really depends on the piece of content, right? Like a playbook is going to be different than a podcast.  But I'd like to start with the experience and then back into the business impact because I think it just has more value and people are more creative when you start with the experience.” - Kyle LacyTime Stamps[0:55] Meet Kyle Lacy, CMO at Jellyfish[2:51] Exploring Christopher Nolan's Storytelling Techniques[4:45] The Art of Making Complex Narratives Work[7:31] Christopher Nolan's Unique Approach to Filmmaking[10:14] Applying Nolan's Strategies to B2B Marketing[17:47] Drawing Parallels Between Nolan's Work and Marketing[18:52] Mastering Different Storytelling Formats[21:32] The Human Element in Marketing and Filmmaking[23:51] Exploring the Camera as a Character in Marketing[24:59] The Human Element: The Core of Marketing and Storytelling[26:26] Christopher Nolan's Mastery of Objects in Storytelling[28:04] Marketing Lessons from Nolan's Use of Totems[29:32] The Power of Mascots and Brand Identity[31:33] Creative Choices in Filmmaking: The Case of Bane's Voice[39:17] The Challenge of Balancing Creativity and Business Goals[43:58] Advice for other CMOsLinksConnect with Kyle on LinkedInLearn more about JellyfishAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both non-fiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Senior Producer). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

Show Description: In this compelling episode, we sit down with DJ Muller, a tech entrepreneur, founder of WebLink International, and owner of 1 to 100 Advisors, a consultancy firm helping founders/CEOs of B2B companies scale their own companies. From his early days growing up in national parks across the United States to launching his first tech company at the age of 14, DJ's journey is a testament to the power of curiosity, innovation, and resilience. Dive into DJ's world as he shares insights from his roller-coaster career in tech, including the highs of scaling a business to the challenges of navigating customer satisfaction and financial sustainability. Whether you're an aspiring entrepreneur, a tech enthusiast, or someone looking for a dose of inspiration, this episode promises to deliver valuable lessons and stories to fuel your passion and ambition. Show Notes: Introduction to DJ's Unique Background - 4:00: DJ's talks about his intriguing childhood influenced by his national park upbringing and the entrepreneurial spirit instilled by his family. First Venture into Tech Entrepreneurship - 7:30: Discover how DJ's love for computers and problem-solving led him to create revolutionary scheduling software at just 14, laying the groundwork for his future ventures. Lessons from Early Business Ventures - 11:30: DJ reflects on the invaluable lessons learned from his first business, emphasizing the importance of support systems and the drive to innovate. Mischief and Innovation - 14:00: A lighter moment with DJ sharing tales of school pranks that showcased his early knack for technology and creativity. From College to Tech Pioneer - 18:00: Follow DJ's journey from being a sought-after engineer to quitting his job to start an internet company that would redefine membership management software for associations. Scaling Up and Overcoming Obstacles - 23:00 - 27:00: DJ's move back to Indianapolis marked a new chapter with patent applications, mentorship from ExactTarget founders, and crucial lessons in scaling a business and managing cash flow during tough times. Unexpected Success Stories - 37:45: DJ shares surprising verticals that thrived under his company's solutions, offering insights into market fit and innovation. Tech for Good: Relay Initiative - 40:00: Learn about DJ's involvement with High Alpha and the development of Relay, a platform enhancing communication between citizens and law enforcement. The Power of AI in Business - 46:00: A deep dive into how AI can serve as a productivity tool across various fields, emphasizing its role in financial planning and analysis. Keys to Scaling a Business - 1:13:15: DJ discusses his advisory company, 1 to 100 Advisors, and the critical traits of successful team members, drawing on his extensive experience to help others grow their businesses. Vision for the Future - 1:18:00: DJ outlines his vision for 1 to 100 advisors and the impactful projects on his radar, aiming to leave a lasting legacy in the tech world. A Lasting Legacy - 1:22:00: Reflecting on how he wants to be remembered, DJ shares his aspirations for making a significant impact through technology and mentorship.

Chad S. White is the head of Research at Oracle Digital Experience Agency.Author of the 4th edition of the best-selling book: “Email Marketing Rules.” Chad S. White is the author of four editions of “Email Marketing Rules” and nearly 4,000 posts and articles about email and digital marketing. Over the past 17 years, he has served as the lead email marketing researcher at four of the world's largest email service providers— Oracle, Salesforce, ExactTarget, and Responsys — as well as at Litmus and the Direct Marketing Association. Chad is currently the Head of Research at Oracle Digital Experience Agency, a global full-service marketing and communications agency within Oracle. A former journalist at Condé Nast and Dow Jones & Co., he has been featured in over 100 publications, including The New York Times, The Wall Street Journal, and Advertising Age. Recognized as the No. 1 email marketing expert on Twitter, Chad is the ANA's 2018 Email Marketer Thought Leader of the Year. Connect with Chad or follow his work via his blog, emailmarketingruls.com podcast pageSee omnystudio.com/listener for privacy information.

Today I'm gonna save you hours and hours of your time finding your exact target market in LinkedIn with this tip that I'm gonna share. So tune in and listen well because you don't want to miss this, Enjoy! Get your FREE Cheat Sheet! "Must know boolean search techniques for finding more qualified leads on LinkedIn" www.askdennisbrown.com/search If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect with Dennis Brown  AskDennisBrown.com LinkedIn Twitter Instagram [Free Giveaways]

In this episode, we speak with Jay Hoag, Founding General Partner at TCV. Founded in 1995, TCV has built a track record of partnering with private and public technology companies that have developed into global, category-defining players. The firm has invested over $17 billion in more than 350 technology companies worldwide and has supported over 145 IPOs and strategic acquisitions, making it one of the most active technology investors. Select investments include Airbnb, Celonis, Clio, Cradlepoint, ExactTarget, Expedia, Facebook, Fandango, GoDaddy, GoFundMe, HomeAway, Netflix, Nubank, Revolut, Splunk, Spotify, Toast, Twillio, and Zillow. Jay has been a venture capitalist and technology investor for 40 years. Prior to TCV, Jay was a Managing Director at Chancellor Capital Management, where he spent more than 12 years as a technology-focused venture capitalist and fund manager. Jay is currently on the board of directors of Netflix, Peloton, TripAdvisor, and Zillow. Jay supports Part the Cloud. To learn more about this organization click here. I am your host RJ Lumba.  We hope you enjoy the show.  If you like the episode, click to subscribe.

This episode features insights and commentary from three finance leaders: CFO Michael Linford of Affirm, CFO Ana Chadwick of Pitney Bowse, and CFO Jason Leet of Zylo. Imagine if these three finance leaders were to meet and have a discussion about their past roles. Each of them has a unique story to tell. Michael Linford, for example, was previously part of HP's M&A integration group and later became the first CFO of Hewlett Packard Enterprise after the split-off. Anna Chadwick played a key role in GE Capital's divestiture chapter, overseeing more than 50 divestitures globally. Jason Leet, on the other hand, has extensive experience in M&A, having been involved in over 40 different acquisitions during his time at Salesforce and Exact Target.

Of the different acquisitions with which Jason Leet became involved at ExactTarget of Indianapolis, Indiana, there's little question that the seventh was the most impactful on his finance career. As it turned out, this would also be his last acquisition—or perhaps we should say his last ExactTarget acquisition, given that this time it was ExactTarget itself that was being acquired. In 2013, ExactTarget became not only the largest company that tech wunderkind Salesforce had ever acquired but also the first publicly traded one. Over the next 9 years, Leet would work on more than 40 acquisitions for Salesforce, including an additional four publicly traded firms. What's more, over this period he would lead the finance team that took charge of what he calls Salesforce's “best-in-class M&A machine.” However, turn back the clock to his ExactTarget days, and it's easy to see that for a number of months, Salesforce did indeed flip Leet's world upside down.  “I was involved in some of the diligence, so I was aware of what was going down several months in advance,” explains Leet, who had joined ExactTarget in 2006, as he vividly recalls for us the company's impressive climb upward—along with its disappointing 2007 decision to pull its IPO due to Wall Street's economic collapse. “Never waste a good crisis: Having that IPO door slammed became a pivotal moment in our future success,” comments Leet, who tells us that ExactTarget then turned to private investors for funding, which allowed the company to generously invest in the business at a time when many firms were curtailing their spending.    After consecutive years of impressive revenue growth, ExactTarget went public in 2012, after which Salesforce came knocking on the door with a $2.5 billion deal in 2013.    “Since this was Salesforce's first acquisition of a publicly traded company, there was a sense of being in it together with the Salesforce folks with regard to how this whole thing was going to work,” remarks Leet, who tells us that when word of the deal first surfaced, he fed his enthusiasm for the career chapter that lay ahead by buying a copy of Salesforce CEO Marc Benioff's book Behind the Cloud. ”To me,” he continues, “the acquisition was an opportunity, first, to support the business—but as you go through an integration, it's also a chance to follow different lanes of experience, with an eye toward growing with your different teams.” For Leet, this growth would remain inside the realm of M&A, where his 9 years at Salesforce would be what he describes as always being “fresh,” as he became engaged with the different management teams of the companies that Salesforce acquired and sought out knowledge to help in determining how best to invest in the acquired firm to maximize post-acquisition top-line growth. From the ExactTarget acquisition on forward, Leet tells us, M&A has consistently broadened his view of the role that finance plays in business and exposed to him how often the “people part” is the most time-consuming yet most vital aspect of the success of an acquisition. Leet concludes: “My team and I had this sense of ownership, in that we took personally the success or failure of the acquired companies—and because of this, we were able to step up and play a broader leadership role.” –Jack Sweeney

Strap in for an enlightening dialogue with the charismatic Drew Beechler, the mastermind behind Holder. Drew's journey from music enthusiast to pioneering the Web 3 world is anything but ordinary. His fascinating experiences with ExactTarget, Salesforce, and Ethereum serve as a backdrop for this rich conversation that promises to flip your understanding of marketing on its head.Dive deep into the transformative potential of Web 3 marketing. With transparency, immutability, permissionless access, and co-creation at its core, it's a game-changer for the traditional marketing landscape. The discussion extends to the power of aligning incentives and leveraging the traditional funnel to foster more honest and transparent connections with customers. This is your chance to peek into the future of marketing!How would it feel to have the power to shape customer experiences like never before? Marvel as we explore how Web 3 and CRM's are sparking a revolution in customer data and experiences. As we unravel the intricacies of blockchain, you'll learn how it can be a potent tool for marketers to deliver personalized and automated experiences. That's not all - we'll also discuss how control over customer data is shifting to the consumers. All this, plus the exciting emergence of NFT artwork and traditional consumer brands dipping their toes into the Web 3 space. This conversation with Drew Beechler will leave you inspired and eager to explore the vast possibilities of Web 3 marketing.If you like this episode, please help us liking and subscribing on your favorite podcast app.You can follow Nick Casares and Drew Beechler.This content is for informational purposes only. Do check our sponsor Step3 if you want to learn more about how Web3 can help companies create better communities for their users.

With a growing family, Tony Newcome took a major risk in returning to his software engineering roots after years in leadership—pay cut and all. Ultimately, the risk was rewarded. During his two decades of experience in the industry, Tony has held significant roles during critical growth moments at ExactTarget and Salesforce, and he currently serves as the Chief Technology Officer at ActiveCampaign. In this episode, Tony reflects on his journey to earning his degree and the mentorship he received from his father. He shares his approach to “integrating” your life and his mindset when people leave an organization. In looking ahead, Tony offers his perspective on utilizing AI as a tool, the challenge of deep fakes, and the trend emerging in conflict resolution skills.(02:30) – ActiveCampaign(09:47) – Balance vs. integration(12:55) – Imposter syndrome(15:59) – Motivation (17:20) – Collaboration and building trust(21:30) – Knowing when a leadership role fits(28:40) – Deep fakes of the future(31:53) – Developing skills around conflictTony Newcome is a growth-oriented, product-focused technologist serving as Chief Technology Officer at ActiveCampaign. With a background in software engineering, he has served as Senior Vice President, Engineering at Salesforce and significantly scaled the global platforms of ExactTarget. Tony earned a bachelor's degree in computer technology from Purdue University.If you'd like to receive new episodes as they're published, please subscribe to Innovation and the Digital Enterprise in Apple Podcasts, Google Podcasts, Spotify, or wherever you get your podcasts. If you enjoyed this episode, please consider leaving a review in Apple Podcasts. It really helps others find the show.Podcast episode production by Dante32.

"If the truth won't sell, don't sell it, it really starts with this idea that in every single interaction, we either build trust or erode trust.”   In 2010, Todd Caponi had a big career opportunity when he was asked to lead the central region of a rising company called ExactTarget. Initially, Todd was hesitant due to family responsibilities and career changes, but after visiting the company and meeting the team and CEO, he decided to seize the opportunity. This decision had a major impact on Todd's career, and he is now known as a successful sales leader, speaker, and author.   On this episode of Made For Impact, we discuss the challenges sales professionals face and the need to develop resilience skills and receive feedback. Todd Caponi, author of ‘The Transparency Sale' and ‘The Transparent Sales Leader,' shares insights and experiences on long-term success in sales. We explore the power of negative feedback and transparency in the sales process and the impact of reviews on consumer behavior. Todd emphasizes the importance of trust, transparency, and being a customer partner. Additionally, we delve into the buyer-centric approach in sales and the role of trust in building relationships. Tune in for valuable insights on resilience, feedback, and a buyer-centric sales approach. Get in touch with Gretchen, and let her know which impactful leaders you'd like to hear from: Connect on LinkedIn Key takeaways: Deepen your understanding of sustainable sales beyond just focusing on numbers. How transparency impacts messaging against competitors and helps company growth. The significance of embracing negative feedback and utilizing it to improve and be more influential. Connect with GUEST: https://www.linkedin.com/in/toddcaponi/ Loved this episode? Leave us a review and rating here:  https://link.chtbl.com/ei-R3vWv

Should you fire someone who always agrees with you?A strong, supportive team may seem appealing, but there's a destructive risk when you dig deeper… Blind Consensus.True leaders empower feedback with constructive disagreement and debate, especially surrounding their own ideas. This isn't easy because it requires reducing your ego and truly listening.Danielle du Toit is the President of SeatGeek's Enterprise business and shares her strategy for creating a powerful feedback mechanism and how it's strengthened her team to achieve greatness.She joined SeatGeek at the start of 2019 at the launch of its enterprise business and has grown SeatGeek's client roster to hundreds of global organizations at the league and team level across the NFL, MLB, NBA, NHL, English Premier League, golf, tennis, motorsports, and more.SeatGeek was built in 2009 as the only mobile ticketing marketplace created with fan experience top of mind. Prior to SeatGeek, Danielle held similar roles in fast-paced growth businesses at Salesforce, Cheetah Digital, Bullhorn, and ExactTarget. She has also been recognized as a Sports Business Journal “Game Changer” and a Notable Woman in Sports by Crain's NY.A native Zimbabwean, she earned a Physics and Computer Science degree from Rhodes University in South Africa.https://powertofly.com/up/danielle-du-toit-s-beliefs-on-work-experienceLinkedIn Profile https://www.linkedin.com/in/danielle-du-toit-95a68b3/Company Link: https://seatgeek.com/What You'll Discover in this Episode:What happened that transformed her leadership approach forever.How the "'Flowers Market' strategy helped her become a better leader.A strategy to get helpful feedback from your team. How crossing borders, builds leaders: The profound lessons of leadership across cultures.Advice for empowering female leaders and breaking barriers. -----Connect with the Host, #1 bestselling author Ben FanningSpeaking and Training inquiresSubscribe to my Youtube channelLinkedInInstagramTwitter

Chip House has had a long career in SaaS with companies such as ExactTarget, Salesforce, and SharpSpring. Now as the CMO at Insightly, we caught up with Chip at the Ascent Conference in San Francisco and got him to share his experiences with all things B2B marketing, including:Product-market fitThe role of customer success in marketingLeveraging AI, and Solving the attribution problem. Other resources to check out:Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.The Lead Gen Mistake I Guarantee You're Making – how to create content that better identifies intent from today's b2b buyer.And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

Email Marketing Rules: 184 Best Practices to Optimize the Subscriber Experience and Drive Business Success by Chad S. White About the Book: The most comprehensive email marketing book from the most prolific email marketing author helps you master the most misunderstood marketing channel.  Updated and greatly expanded, the 4th Edition of Email Marketing Rules demystifies this vital channel, guiding you through its complexities to find the best execution for your brand—the one that serves the needs of your business and the needs of your subscribers. Volume 1 of Email Marketing Rules discusses 184 best practices that help you… Build productive, safe email lists by identifying valuable subscriber acquisition sources, using appropriate permission practices, and managing inactives wisely Set the right program goals by understanding “deep metrics” and properly interpreting campaign, channel, and subscriber metrics Create relevant messages with subject lines that draw in subscribers while avoiding “opener's remorse” and designs that focus subscribers on taking action Craft high-performance triggered emails, including welcome programs that set you up for long-term success Effectively plan and produce emails with workflows that allow you to seize opportunities and avoid errors And much more, including understanding the law, optimizing email frequency, using the best landing pages, and doing A/B testing Volume 2 of Email Marketing Rules discusses strategic frameworks that help you… Understand the channel's unique quirks, including the strengths and limitations that come from email marketing being granted media (not owned media) Grow your audience while safeguarding your email deliverability and following the law Collect and use subscriber data to create personalized, segmented, and automated campaigns that connect with subscribers and avoid being creepy Measure program success effectively by using each metric appropriately and improving channel attribution accuracy Steadily improve your email marketing program through minimum viable launches, incremental improvements, testing, and innovation nurturing And much more, including 6 extensive checklists for auditing and optimizing your targeting, acquisition sources, cross-channel synergies, and more About the Author: Chad S. White is the author of four editions of Email Marketing Rules and nearly 4,000 posts and articles about email and digital marketing.  He has served as the lead email marketing researcher at four of the world's largest email service providers—Oracle, Responsys, Salesforce, and ExactTarget—as well as at Litmus and the Direct Marketing Association.  A former journalist at Condé Nast and Dow Jones & Co., Chad has been featured in more than 100 publications, including The New York Times, The Wall Street Journal, and Advertising Age.  He is a past recipient of the Association of National Advertiser's Email Marketer Thought Leader of the Year.  And, interesting fact - he is a graduate of Texas A&M University! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/email-marketing-rules-4-chad-white

I hope everyone had a nice holiday weekend! Lately I've been thinking about this simple equation: Marketing = Experience + Revenue (credit: Drew Brucker) I just love the simplicity of it. Something you can explain to a 7-year-old. I brought back Kyle Lacy (CMO at Jellyfish) to talk about creativity, testing new ideas, brand vs. demand, giving your team the space to be creative, and more. Kyle is also an advisor to startups including Demandwell and Postal.io. Prior, Kyle was the CMO at Lessonly (got acquired by Seismic). Kyle has led teams at Seismic, OpenView, Salesforce, and ExactTarget. Check out our past podcast episodes: Ep. 31 - “Kyle Lacy, CMO at Lessonly, Talks About The Power of Irrational Ideas and Golden Llamas” Ep. 91 - on marketing planning (this is when Kyle was leading marketing at Seismic) Jellyfish has 209 people, Series C funding ($114.5M total) and a quick description: Jellyfish helps engineering leaders translate and maximize the business impact of their teams. In this episode we cover: What does “creative” mean to you; How do you know if an idea is worth testing; Why a great experience is the only thing that makes us relevant as marketers - it's our job; How do you separate brand + demand efforts effectively (HINT: if 75% of the effort goes to Demand, that allows your team to be more creative); How do you handle the creative experience on the Demand side; How do you give your team the space to be creative; What are 1-2 top creative marketing plays you're running at Jellyfish. You can find Kyle on LinkedIn >> https://www.linkedin.com/in/kylelacy/  Check out Jellyfish >> https://jellyfish.co/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review! And whenever you're ready, there are 3 ways I can help you: 1. Startup marketing strategy, execution and advising (25+ happy clients and mentees) >> www.furmanovmarketing.com 2. Sign up to get my monthly newsletter where I'm sharing playbooks and insights and cracking some jokes that will make you smile guaranteed >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba 3. Sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> https://podcasters.spotify.com/pod/show/anna-furmanov You can also find me hanging out on LinkedIn every single week: www.linkedin.com/in/annafurmanov --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

If you're feeling stuck with diabetes because nothing you do seems to be working…If you're feeling restricted or “imprisoned” by diabetes because blood sugars seem to rule your decisions and hold you back…Or if you're honestly just curious about why 106 is my favorite blood sugar number (and why it's my secret to in-range numbers)...Then you're not going to want to miss this episode where Matt dives into his perfect "106" number selection, and why it'll make the most difference in your diabetes management. Grab your free ticket to this advanced T1D training here:https://diabetesinaction.com---------Welcome to the Pardon My Pancreas podcast!! This show is all about REAL life with type 1 diabetes, understanding fluctuations, and how to stabilize your blood sugar for good. Your host is Matt Vande Vegte is a certified personal trainer, nutritionist, and type 1 diabetic whose biggest goal in life is to help people with diabetes around the world live their lives fearlessly. Looking for an online health coaching program to help you live your best life? Go to https://www.ftfwarrior.com to learn more about his program for diabetics only that is focused on helping you reach your goals while living a happier and healthier life. Join the Tribe today!This podcast is sponsored by FTF Warrior - An online health and fitness coaching company for type 1 diabetics dedicated to helping them master their blood sugars through any activity, exercise, or meal!https://www.ftfwarrior.comFollow Matt here:Instagram: https://www.instagram.com/ftfwarrior/Facebook: https://www.facebook.com/ftfwarrior/Youtube: https://www.youtube.com/c/ftfwarrior------------------------------------------------------Disclaimer: While we share our experiences with diabetes, nothing we discuss should be taken as medical advice. Please consult your doctor or medical professional for your health and diabetes management.

In this Marketing Over Coffee: Learn about Email Strategies, Customer First, Cold Email and more! Direct Link to File Brought to you by our sponsor: LinkedIn Digital Nomading from Brazil Chip Kidd’s legendary The Cheese Monkeys (and the sequel The Learners!) AIGA Debbie Millman Starting out at ExactTarget, moving on to Litmus 7:14 LinkedIn – We’ve got […] The post Talking Email: Live from Brazil with Justine Jordan! appeared first on Marketing Over Coffee Marketing Podcast.

Today's guest is Sameer Kazi, President of ActiveCampaign, who is responsible for guiding the core operations and helping prepare the company for its next growth phase. We discuss how ActiveCampaign is helping businesses grow by scaling their customer experiences and data points from the Customer Experience Automation Impact Report. I learn how communicating via one channel just won't cut it. All brands still need to be taking an omnichannel approach — 99% of those surveyed agree companies grow faster by using multiple channels beyond email marketing alone, and 93% report using their website as an engagement channel to supplement their email marketing efforts.  We also discuss how CXA + social media is the sweet spot for B2C: Nine in 10 (89%) B2C businesses using CXA also leverage social media to share information with existing and potential customers. We talk about how this omnichannel approach helps improve customer experiences by sending the right message at the time it's going to be best received by existing and potential customers.  Highly relevant communications are critical to a great customer experience: Nearly 80% of CXA users agreed that the technology helps them send highly relevant communications, leading to greater retention and customer acquisition. Customer loyalty depends on whether each buyer feels a brand is speaking directly to them and communicating with them based on their own personal wants and needs.  About Sameer Sameer is a deeply experienced software executive and operator with global P&L and public company experience helping growth stage & mature SaaS businesses scale revenue and operations. Sameer is also co-founder and Managing Director of Operating Capital, an investment firm focused on helping operating teams at B2B SaaS companies win through capital, operating best practices and by leveraging our global talent and industry network. Prior to ActiveCampaign, Sameer served as CEO and board member of Cheetah Digital, interim CEO and Executive Chairman at Simply Measured (acquired by Sprout Social), board member at Emarsys (acquired by SAP), and as EVP at Salesforce.com and ExactTarget (acquired by Salesforce in 2013 for $2.5B).

The administration of a high fraction of oxygen following the return of spontaneous circulation in out-of-hospital cardiac arrest may increase reperfusion brain injury. Join us at the next PCRF Journal Club as we review a study that evaluated whether targeting a lower oxygen saturation in the early phase of post-resuscitation care for out-of-hospital cardiac arrest improves survival at hospital discharge.Article: Bernard SA, Bray JE, Smith K, Stephenson M, Finn J, Grantham H, Hein C, Masters S, Stub D, Perkins GD, Dodge N, Martin C, Hopkins S, Cameron P; EXACT Investigators. Effect of Lower vs Higher Oxygen Saturation Targets on Survival to Hospital Discharge Among Patients Resuscitated After Out-of-Hospital Cardiac Arrest: The EXACT Randomized Clinical Trial. JAMA. 2022 Oct 26. doi: 10.1001/jama.2022.17701. Epub ahead of print. PMID: 36286192. Link: https://pubmed.ncbi.nlm.nih.gov/36286192/To view the video, visit: https://youtu.be/vXfqIMtcOFE

“Certain words are used in business so thoughtlessly that they have become devoid of meaning: Authentic. Real. Transparent. And there is no one I trust more to rescue them than Todd Caponi.” Those words are from Ethan Zoubek, CRO at Atari. And he shared these words about a fantastic book titled “The Transparent Sales Leader: How the Power of Sincerity, Science, and Structure Can Transform Your Sales Team's Results” It's the second book by today's guest - Todd Caponi. We talked about his first book, The Transparency Sale, here on the podcast back on Episode 90: “Why Transparency Sells Better Than Perfection” Todd is an author - as well as an advisor, speaker, workshop leader, and sales historian - who built his career in sales leadership roles at companies like SAP, Exact Target, and Power Reviews. Todd's back on the show to talk about: When the science of sales began to emerge Why successful sales leadership is like the ultimate team sport How the power of sincerity, science, and structure can transform your sales team's results How digital pollution and noise impact today's sales cycle Where in the sales process can you set consistent and transparent expectations  More information about Todd and today's topics: LinkedIn Profile: https://www.linkedin.com/in/toddcaponi/ Company Website: https://toddcaponi.com/ Todd's Website: https://www.toddcaponi.com/ Check out Todd's books below:The Transparency Sale:https://www.amazon.com/gp/product/B07KFPQD76/ref=dbs_a_def_rwt_bibl_vppi_i0 The Transparent Sales Leaderhttps://www.amazon.com/gp/product/B0B23DZHFR/ref=dbs_a_def_rwt_bibl_vppi_i1  Subscribe, listen, and rate/review the Customer Experience Podcast on Apple Podcasts, Spotify, Amazon, or Google Podcasts, and find more episodes on our blog.

In today's episode, we are delighted to be joined by Gregory Gifford, a Salesforce MVP and the author of Automating Salesforce Marketing Cloud. We explore Greg's early career aspirations, how he was first exposed to Marketing technology and how he has seen marketing automation evolve over the years. Greg talks about his initial experience with ExactTarget, how the platform has expanded since the Salesforce acquisition and when he first acknowledged the power of the Salesforce community. We look at the differences between working client and agency side, as well as discuss the skills that are required in a Salesforce Marketing Cloud team. Finally, Greg shares some advice for anyone on the periphery of the Salesforce ecosystem and explains who will find value in his book. For any other enquiries, you can connect with Greg on his Linkedin page.  We hope you enjoy the episode.

Summary: This week on How To Win: Kyle Lacy, Chief Marketing Officer at Jellyfish and former CMO at Lessonly, a sales training and coaching platform. Lessonly was acquired by Seismic in 2021. Kyle also served as the Director of Global Content Marketing at Salesforce after its acquisition of ExactTarget in 2014. Before its acquisition, Lessonly made $24M in revenue and had a team of 230 that migrated over to Seismic. Lessonly was used by 1,200 B2B customers. In this episode, Kyle breaks down six important lessons he's learned throughout his career. We discuss making the customer the hero, why you should always be willing to experiment and take risks, and why you should encourage your teams to grow their relationships. I give my thoughts on the power of customer feedback, building a strong brand moat, and trusting your team to be creative.Key Points: Lesson One - The importance of a meaningful story (01:08) I explain why your company's story is more than just "marketing fluff" (04:06) Seismic's Doug Winter explains how they created a category around sales enablement (05:12) Lesson Two - Make your customers your heroes (07:36) I dive into why customer feedback is essential for your company with a quote from Red Hat's Claire Delalande (09:17) Lesson Three - Revenue first, brand second (10:47) My thoughts on why every marketer also needs to be a brand marketer (12:48) Lesson Four - When it comes to brand, be experiential and irrational (13:30) Rory Sutherland explains why some business problems require logic, and some require irrationality (15:04) I unpack why creative work sometimes requires thinking outside the bounds of a standard operating procedure (17:12) Lesson Five - Encourage alignment through shared goals (17:32) I define what product marketing really is, and why it's so important (22:19) Lesson Six - Invest in your team's careers (22:50) I talk through why personal relationships are essential to career growth with a quote from Verhaal Brand Design's Philip VanDusen (24:40) Wrap up (27:07) Mentioned:Kyle Lacy LinkedInKyle Lacy TwitterJellyfish LinkedInJellyfish WebsiteSeismic + Lessonly WebsiteSalesforce WebsitePlaying to your strengths and strengthening your brand identity with Seismic's Doug WinterClaire Delalande LinkedInRory Sutherland's AlchemyPhilip VanDusen LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Jonathan studied business and marketing at Perdue State University in Indiana. After college he went to work for Exact Target and eventually Salesforce. That's where things took a turn. Jonthan became head of marketing for a craft brewery and for a few years worked just about every job there. This whole time, he knew he had to solve a problem that plagued him throughout his career. The problem was that there is too much friction between disseminating business information and just too much of it everywhere. So, The Juice was born. It is a central discovery engine for finding the best of the best business resources. Find Jonathan Online: https://TheJuiceHQ.com https://twitter.com/jdgandolf If you're enjoying Entrepreneur's Enigma, please give us a review on the podcast directory of your choice. We're on all of them and these reviews really help others find the show. Also, if you're getting value from the show and want to buy me a coffee, go to the show notes to get the link to get me a coffee to keep me awake, while I work on bringing you more great episodes to your ears. →  https://gmwd.us/buy-me-a-coffee Follow Seth Online: Seth Goldstein (@sethgoldstein): Twitter.com/sethgoldstein Seth | Digital Marketer (@s3th.me) • Instagram: Instagram,com/s3th.me Seth Goldstein | LinkedIn: LinkedIn.com/in/goldsteinmedia Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, hosts Bobby and Cole are joined by Bo Lowery -- Vice President of Marketing at Wild Birds Unlimited. Wild Birds Unlimited (WBU) is a 41 year old brand with more than 350 retail locations around the U.S. and Canada, with the goal of helping you find joy in your environment by inviting birds into the backyard. Bo has been with WBU for more than 20 years, and has been a part of their digital marketing transformation. In this podcast, you will learn where they started with email marketing (as the first enterprise customer of ExactTarget!), and how they have evolved their marketing strategy and used creativity and personalization to engage with their customers. (Also, be sure to listen for three bird fun facts shared by Bo!)

In this episode, hosts Bobby and Cole are joined by Bo Lowery -- Vice President of Marketing at Wild Birds Unlimited. Wild Birds Unlimited (WBU) is a 41 year old brand with more than 350 retail locations around the U.S. and Canada, with the goal of helping you find joy in your environment by inviting birds into the backyard. Bo has been with WBU for more than 20 years, and has been a part of their digital marketing transformation. In this podcast, you will learn where they started with email marketing (as the first enterprise customer of ExactTarget!), and how they have evolved their marketing strategy and used creativity and personalization to engage with their customers. (Also, be sure to listen for three bird fun facts shared by Bo!)

Marshall Sylver, The Millionaire Maker You may know Marshall Sylver as the #1 leading expert on subconscious reprogramming and irresistible influence. For over thirty five years, Sylver has entertained, educated, and transformed the lives of thousands of people. He is the author of Passion, Profit, and Power, and through infomercials has sold over a million copies of his personal development programs worldwide. In fact, his teachings on personal development have been the main attribute to his worldwide acclaim. He has led training programs for IBM, Ford, KFC, and Pepsi, teaching the management of these leading corporations how to motivate employees while also teaching staff how to easily produce higher sales. Sylver has been named “The Millionaire Maker™" and is one of the most sought-after keynote speakers to date He has been invited to teach on other speaker's platforms including: Donald Trump, Robert Kiyosaki, Bill Clinton, Robert Allen, and many others. Through education, Sylver motivates people to take action in the present moment and change their lives in a positive way forever. With that, Sylver was itching for a bigger challenge and is now on a mission to win a NOBEL PRIZE for single-handedly turning around the economy of the United States. With this mission in mind, Sylver has created a whole new curriculum as well as a business opportunity where his students are now able to profit up to 70% gross of each sale of his new programs. Certainty Inc, Sylver's latest masterpiece, is a coalition of individuals committed to help each other create abundance in their lives as well as help solve all of the world's financial challenges through education. Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

BILLY SIORDIA is a 24 year old phenom! He is Vice President of SecretKnock.co Co-Author National Bestseller. https://www.amazon.com/Station-42-mistakes-better-decisions/dp/1735165794Mastermind Association Leader mastermindgroup.com Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

Tony Newcome, CTO at ActiveCampaign, creates long-term growth plans with his team and has everyone working in the details, including himself. It's been instrumental to ActiveCampaign's success and certainly his track record as an award-winning technology leader. In this episode listen for Tony's leadership perspective and how he keeps cultures going in hyper growth mode while also staying focused. He believes the best in people and it shows through in everything he does and every conversation he has. Some teams use 2-week sprints to get the right work done at the right time. I've taught 90-day sprints to my clients. Tony uses 6-week sprints. And it's working  for them! Here is just a snippet of all the insights you'll get from this humble leader who creates massive change: The highest need of any leader is to drive change Growth requires re-thinking alignment Your largest flaw is that your human; there's no escaping that Why a roadmap will connect functions and departments are your company Set the vision and outcome before ever taking any action steps Everyone wants to do a good job: how you can make that happen as their leader Powerful self coaching question: how can I and we create more value in this world? Why it's a privilege to be able to think long term Just because you're paying attention to the details doesn't mean you're not delegating Don't chase status updates Have a process to kill process It's a must for you to delegate so that your company can grow How to be a leader who improves the team, not tears it apart Don't overestimate your impact You can't lead if you can't see the possibilities About Tony Newcome Tony Newcome is the Chief Technology Officer of ActiveCampaign, where he leads technology and product and works to set the vision for those teams. Previously, Tony was a Senior Vice President of Engineering at Salesforce, where he was responsible for building products in the Salesforce Marketing Cloud. Tony joined Salesforce through its acquisition of ExactTarget, where he spent several years building a number of products. Tony has been nominated for and won several awards, including an INITA Million Dollar Award for Key Technical Achievement, an Outstanding Technical Contributor award, and both a Compass and Leading Orange award for leadership accomplishments while at Salesforce. In 2019, Tony co-founded INpact Indy with a mission to connect technologists throughout Central Indiana to strengthen Indiana's vibrant technology ecosystem. He holds a BS in Computer Technology from Purdue University. About ActiveCampaign ActiveCampaign's category-defining Customer Experience Automation Platform (CXA) helps over 150,000 businesses in 170 countries meaningfully engage with their customers. The platform gives businesses of all sizes access to 750+ pre-built automations that combine email marketing, marketing automation and CRM for powerful segmentation and personalization across social, email, messaging, chat and text. Over 70% of ActiveCampaign's customers use its 870+ integrations including Microsoft, Shopify, Square, Facebook and Salesforce. ActiveCampaign scores higher in customer satisfaction than any other solution in Marketing Automation, CRM and E-Commerce Personalization on G2.com and is the Top Rated Email Marketing Software on TrustRadius. Pricing starts at just $9/month. Start a free trial at ActiveCampaign.com. Lead Kick Ass Meetings: Complimentary Resource Meetings are a really expensive use of your time. It only makes sense that they need to be more productive and valuable. Instead of running meetings that could have been an email, lead powerful meetings that have purpose, participation, and problem solving.

Kelly Cardenas is a Forbes contributor, Author, Podcaster, Founder-CEO of a National multi-million dollar brand, and a cultural efficiency Coach. Kelly is the go to when it comes to cultivating a culture that will bring sustained success to your business. In this episode, Kelly talks about:  • Cultural efficiency and how to measure it • How to bring true happiness to your teams • How to hire for the right cultural fit • Where to begin when it comes to revamping your culture • How to develop systems that produce results • How much time you should allocate to culture Thank you to Gavin Hammer Unscalable.fm Connect with Kelly: • https://www.kellycardenas.com • https://instagram.com/therealkellycardenas Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

REDEFINING POSSIBILITIES! Jeff takes ordinary People, that follow and finish his formula with exactness, and forges them into Extraordinary Leaders who Produce World Record Results! This formula is based off of more than 20 years of research and real-life results. It is tailored towards Leadership Training and packaged for Personal Development. It focuses on assisting Leaders to ‘flip' their CHALLENGES; like employee pushback or tapped-out possibilities, mental-misalignment, etc… and ‘reframing' them into OPPORTUNITES! He played in the 2004 Paralympic games in Athens, Greece, and is a silver medalist in Wheelchair basketball. He is a National Champion, in the (Wheelchair NBA), and a four-time All-Star MVP. Jeff also won the St. George Marathon, has two Guinness Book of World Records, and wrote an award-winning book titled I'M-POSSIBLE: Desire. Dream. Do. Please help me welcome Jeff Griffin https://griffinmotivation.com/cart/ Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

After Jorgie's senior year of high school was cut short due to COVID, Jorgie focused on creating content and turning her TikTok channel into her career. In addition to creating fashion and lifestyle videos, Jorgie owns and operates a vegan and cruelty-free lipgloss collection called The Glossies, and is a full time college student! Jorgie's parents have instilled a strong work ethic in her and her siblings - and Jorgie has made it a priority to balance her career, her business, and her education. Her dedicated fan (and customer!) base are inspired by her experience of living all over the globe and the value she places on being a role model by showing that hard work and big dreams can be your reality. Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

In August 2019, Kobie Fuller, General Partner at Upfront Ventures, joined High Alpha Partner Eric Tobias for our monthly Speaker Series. Kobie joined Upfront in 2016 after having previously been an investor at Accel. Prior to Accel, Kobie was the Chief Marketing Officer at LA-based REVOLVE, one of the largest players in the global fashion e-commerce ecosystem. He has deep knowledge of emerging sectors including VR and AR and was an early investor in Oculus and ExactTarget. Earlier in his career, Kobie helped found OpenView Venture Partners and was an investor at Insight Venture Partners.  In this episode, we revisit Kobie's Speaker Series where you'll learn: Kobie's journey into Venture Capital His experience being a part of the Los Angeles startup community The power of community and how you can use it to build a brand and serve today's hyper competitive landscape His take on the future of software and tech

Steinway & Sons considers him one of the world's finest pianists. Dove Award-winning musician, composer, and producer, Paul Cardall's music has been streamed on platforms worldwide 3 billion times. With 11 No. 1 Billboard albums, 30 million monthly listeners and 3 million subscribed fans on social media, Paul is one of the biggest selling recording artists of our time. Paul was born with essentially half a heart and before his first day was finished, surgeons had cut into his infant body to save his life. He would spend virtually all of his life in and out of hospitals and recovering from surgeries. He received a heart transplant in 2009. Living with congenital heart disease has helped Paul understand the trauma imposed, particularly on a young person and their families. Cardall has made it his life's mission to create and share piano music that is healing both physically and emotionally. Two of the many projects he's involved with include partnering with the The Ryan Seacrest Foundation to donate keyboards to children's hospitals nationwide. Cardall has established scholarships for students affected by medical bills associated with congenital heart disease because he believes in getting an education regardless of terminal diagnosis. Earlier this year Cardall released a music project titled The Broken Miracle, featuring special guests including David Archuleta, Tyler Glenn (Neon Trees), Ty Herndon, Rachel Yamagata, Thompson Square, Matt Hammitt and many others. The Broken Miracle album chronicles his life dealing with congenital heart disease, through his transplant 12 years ago. The Broken Miracle is also an Amazon #1 best-selling novel, inspired by his life, by J.D. Netto. The pianist recently released December with two versions. Both versions of the album feature 14 tracks in a minimalist classical style, and all are original compositions by Cardall, with the exception of “Hush, Little Baby.” The pianist takes listeners on a journey from the rise of a new moon in September through the New Year. Cardall is also the host of a successful podcast, All Heart with Paul Cardall, and a YouTube series All Heart Adventures, featuring Cardall in various "bucket list" scenarios--living his life to the fullest, with gratitude and appreciation. Learn more by visiting www.paulcardall.com Thank you to our sponsors Findlay Volvo Las Vegas https://www.findlayvolvocarslv.com/ Samaritans Feet https://www.justgiving.com/fundraising/KellyCardenas?utm_medium=email&utm_source=ExactTarget&utm_campaign=20220105_ Pinks4Cancer https://recycling4acure.org/ Cardenas Law Group https://cardenaslawgroup.com/ Squeeze Dried https://squeezedried.com/ PAUL MITCHELL HAIR CARE DELIVERED TO YOUR DOOR STEP https://store.kellycardenassalon.com/collections/all-products BLING SHINE SERUM-The #1 seller of over 15years and the only product to be endorsed by my MAMA! https://store.kellycardenassalon.com/products/kelly-cardenas-salon-bling?_pos=1&_sid=6a4a4c2b4&_ss=r WEBSITE https://www.kellycardenas.com/

In this episode, Richard speaks to Blair Lyon, VP of Cloud Experience for Linode. They accelerate innovation by making cloud computing simple, accessible, and affordable to all. Blair himself is a sales marketing and technology expert, with over 25 years' experience building businesses and delivering award winning solutions for the Fortune 1000. They talk about what makes Linode different and why they have so many fans in the IT space. Blair explains what the alternative cloud is and how you can use it alongside another cloud solution. Richard and Blair discuss the Linode customer service model, how MSPs can use the alternative cloud for a competitive advantage, the cloud services Linode offer and how they manage cybersecurity internally. Blair also explains why MSPs might choose Linode and partner with them rather than the ‘big three' cloud provider, and how you can get started with cloud computing. And he shares what the recent Akamai acquisition means for the company. Mentioned in This Episode https://aws.amazon.com/ (Amazon Web Services (AWS)) https://azure.microsoft.com/en-gb/ (Microsoft Azure) https://cloud.google.com/ (Google Cloud) https://kubernetes.io/ (Kubernetes) https://www.akamai.com/ (Akamai) https://www.ovhcloud.com/en-gb/ (OVH cloud) Cloud software: https://www.digitalocean.com/ (Digital Ocean) Code software tool: https://www.terraform.io/ (TerraForm) Ransomware protection: https://www.guardicore.com/ (Guardicore) ebook: https://www.tubblog.co.uk/blog/sales-and-marketing/msps-guide-to-modern-cloud/ (The MSP's Guide to Modern Cloud Infrastructure) https://www.cloudflare.com/en-gb/ (CloudFlare) Don Norman: https://www.amazon.co.uk/Design-Everyday-Things-Revised-Expanded-ebook/dp/B06XCCZJ4L/ref=sr_1_1?crid=3C9EXHXQCU6W3&keywords=don+norman+the+design+of+everyday+things&qid=1645786392&s=books&sprefix=Don+no%2Cstripbooks%2C96&sr=1-1 (Design of Everyday Things) Dave Peterson: https://www.amazon.co.uk/Play-Bigger-Innovators-Categories-Dominate/dp/0349414645/ref=sr_1_2?crid=3KMI50L347ALG&keywords=dave+peterson+category&qid=1645786512&s=books&sprefix=dave+peterson+category%2Cstripbooks%2C69&sr=1-2 (Play Bigger) Inspirational speaker and author: https://simonsinek.com/ (Simon Sinek) https://www.salesforce.com/uk/products/marketing-cloud/email-marketing/ (ExactTarget (now SalesForce)) Infrastructure software: https://www.equinix.co.uk/ (Equinix) Sales & marketing expert and author: https://www.jaybaer.com/ (Jay Baer) Team workspace: https://slack.com/intl/en-gb/ (Slack) Team workspace: https://www.atlassian.com/software/confluence (Confluence)

To follow the career of RJ Talyor is to understand why Indianapolis is MarTech's capital. With early chapters at ExactTarget and Salesforce, to founding two companies in Geofeedia and Pattern89. Now Vice-President of Product Marketing for Shutterstock, after the company acquired Pattern89, RJ empowers marketers through the use of artificial intelligence.In this episode, RJ talks about the history and future of marketing, the ups and downs of starting two companies, and how DE&I influenced Pattern89's core value of “building a company representative of the country”.

Scott McCorkle was a long-time leader and technical visionary at ExactTarget, a pioneering ESP and mar-tech hub that was acquired by Salesforce in 2012More

Our guest for Wise Content Creates Wealth Podcast is R. J. Talyor, CEO and Founder of Pattern89, an AI platform for digital marketing. Pattern89 analyzes ads across 49,000 creative dimensions and 500 billion marketing data points to predict which creative decisions will perform for future campaigns. A 15-year tech and startup veteran, Talyor led teams at ExactTarget and Salesforce prior to launching Pattern89. Tune in for this intelligent conversation at TalkRadio.nyc or watch the Facebook Video by Going Here.Show NotesSegment 1 Joseph introduces the topic of today's episode “AI's role in predicting decisions for future ad campaigns”, and brings up an anecdote relating to wise content regarding being unaware of something is wise content until after it is created. The anecdote surrounds Joseph's other podcast Gateway to the Smokies, where he had a guest who is very influential in a niche community, causing a spike in people downloading the podcast and going to the accompanying website to learn more. Joseph then introduces his guest for today's episode R.J. Taylor, the CEO and founder of Pattern89, an AI platform for digital marketing. The two discuss R.J. 's time as a professional swimmer, where he specifically participated in swimming in open water, which as he describes is less about being the fastest and more about outlasting all of your other competitors. They also discuss the other aspects of R.J.'s daily life, specifically his hobby of bird watching, which is a very popular pastime in the Smoky Mountains. Joseph and R.J. discuss R.J.'s professional life, and how he was able to grow with a company straight out of college while at the same time also earning his masters in English.Segment 2 Joseph and R.J. discuss R.J.'s time spent helping grow the company he works at, and R.J. explains how he noticed a gap in the industry that was a lack of the creative aspect and creative decision making. R.J. found that through machine learning creative decisions are more easily and effectively made, that brings the most interactions with the ad campaign. And, that is exactly what Pattern89 does, which is figuring out which creative decisions should be made as efficiently and effectively as possible. R.J. explains the 5 billion creative data points that Pattern89 makes use of, and how Pattern89 makes use of these creative data points to figure out which aspects of the pieces of content are performing either well or poorly. R.J. explains how Pattern89 finds a variety of patterns that bring about this, including but not limited to days of the week, seasons, time of day, and many other dimensions. The two discuss how R.J. was able to obtain all of this data, and R.J. explains how he likes to compare it to going door to door to his previous clients to get all of this data, and it took him two years to obtain the amount of data necessary to make these predictions. R.J. explains how Pattern89 has been very helpful to different brands and people to help them bounce back from the effects of the Covid-19 pandemic.Segment 3R.J. explains where he see's AI's role in creative marketing, and how he believes that we are only seeing the beginning of what AI can do in the creative space from a bunch of different angles. Joseph and R.J. discuss a recent seven figure sale of an AI generated art piece, and whether or not the end product of the piece was what was actually purchased for seven figures or the algorithm behind the art piece. R.J. explains how he believes that humans are the ultimate creators, and AI can be used as an assistant or a tool to assist in artistic pursuits. The two discuss human's tolerance of errors, and how humans are more tolerant of errors in content, such as spelling errors when a human is creating content. But, when an AI makes a similar mistake humans are less tolerant, and expect nothing but perfect from AI generated content. Joseph brings up the social media campaign that Lil Nas X created surrounding his first song “Old Town Road” that launched him into stardom, and whether or not AI would be able to replicate something like that. R.J. continues off of that point saying that AI would not be able to replicate what Lil Nas X did, and that phenomenon is a human experience.The two also discuss ethics with AI, and how R.J. believes that ethics is the greatest risk associated with AI, as AI does not do well with ethics unless trained correctly.Segment 4Joseph and R.J. discuss where they believe successful marketing teams will be in terms of their relationship with AI in one year and in five years. R.J. brings up the point that technology has changed so much in such a short amount of time, bringing up how in 2007 with the release of the iPhone it started people to discuss their “mobile marketing strategy” but in 2021 mobile marketing is an assumed part of one's marketing strategy/ R.J. continues to explain he believes this will also happen with AI, how in five years incorporating AI in one's marketing strategy will be assumed and necessary.

Lauren Decker recently moved back to Indianapolis as a Consultant for B2B SaaS companies with Carema Consulting. Lauren is an expert in product marketing from her years working at ExactTarget with Brett and then moving up the ranks at G2. They discuss cross-functional collaboration, customer journey mapping, and how to build a consistent brand identity. 0:00 Intro 1:15 Conversation with Lauren 3:30 ExactTarget and Salesforce 9:00 Product marketing at G2 13:00 Customer marketing 18:30 Building brand teams 20:30 Content is top of funnel 26:44 Hiring creatives to help with visual identity 28:51 Advice for consistent brand messaging 33:18 Old vs New B2B Marketing 38:09 New career in consulting 39:30 Outro Get our newsletter and sign up to be on our waitlist!Follow Lauren: | LinkedIn Follow The Juice:| Website | Blog | Twitter | LinkedIn

Chris Baggott is the Founder and CEO of Clustertruck a fully-vertical delivery service that serves over 80 dishes across multiple cuisines throughout the Midwest. Prior to ClusterTruck, Chris sold Compendium Software to Oracle and took ExactTarget public before it was eventually acquired by Salesforce. We chat about everything from how ClusterTruck is able to coordinate its kitchen-to-doorstep time of less than 10 minutes to a host of consumer-facing issues plaguing other delivery companies today.

On this episode of the Three C Podcast, presented by Fathom, Brett interviews Liz Prugh, VP of Marketing at Base and Founder of Pure Fandom. Brett and Liz were coworkers on the RFP team at ExactTarget years ago. Liz shares her journey going from bartending at P.F. Chang's to writing TV recaps for Entertainment Weekly to becoming a successful marketer. She also shares valuable tips on live streaming.0:00 Intro 2:06 Conversation with Liz Prugh 6:30 Working together on RFP team 8:10 Pure Fandom 13:22 Passion projects 16:16 Leveraging live streams 17:28 Base 20:15 PLG, Product Leg Growth 25:17 Live streaming tips 31:16 Reaching customers 35:43 Outro Sign up to be on our waitlist!Follow Liz: | Twitter | Pure Fandom | Base Follow Fathom:| Website | Blog | Twitter | LinkedIn