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Data-Driven Decisions is a new limited-series marketing podcast presented by Convince & Convert and shared with our Social Pros listeners. How can data help marketing and sales teams achieve their goals? A common mistake some marketers make is not being clear on those goals in the first place. This can lead to marketers and sales teams trying out lots of different tactics in an effort to drive results. But there is a smarter way – using data to build a goal-oriented mindset from the get-go. Start with Marketing Goals, Not Tactics In this episode, Tessa Barron, Senior Vice President of Marketing at ON24, talks about why marketers should shift their focus from traditional marketing tactics to a goal-oriented approach. Tessa explains how marketers often fall into the trap of continuously using new tactics without clear objectives and how harnessing the right data can transform a strategy. Tessa discusses the importance of identifying key signals that indicate buyer readiness, using webinars and events to gather valuable first-party data and using that to create actionable insights that align marketing with sales. We also hear Tessa explain why marketers should create scorecards, identify the metrics that matter most, and improve conversion rates by leaning on data to drive decision-making. In This Episode 1:54 – A shift to goal-oriented marketing 6:22 – Leveraging webinars and other tactics for collecting customer data 11:11 – The importance of asking customers the right questions and using those answers 14:41 – Aligning marketing and sales to achieve conversion goals 18:58 – Testing, iterating, and improving conversion rates 26:49 – Why pipeline is a “lagging indicator” 31:32 – Why brand awareness is a leading indicator 33:51 – Using metrics that matter Quotes: “Starting with the goal first, and then the last step is determining the tactic that can really help marketers make the shift.” “What aspect about a buyer makes them more likely to convert to an opportunity than not? By knowing that, you can start to set traps. You can start to create different interactions that will help uncover that.” “There is no database on the planet, no third-party resource that can give you that kind of qualitative information that really makes a difference when we talk about improving conversion rates to pipeline and ultimately revenue.” Resources: Connect with Tessa on LinkedIn: https://www.linkedin.com/in/tessa-barron/ Purchase the book at koganpage.com/datadrivenpersonalization (use code CCData20 for 20% off and free shipping in the UK and US) and sign up for more content at convinceandconvert.com.
Multi-Award Winning Sales Consultant Sam McKenna (Founder and CEO of Sam Sales Consulting) joins host Lev Cribb on the Virtually Anything Goes Podcast Expert Series to share her insights and experience of what makes successful Salespeople and Sales Teams.What if the secret to sales success lies in genuine human connections rather than aggressive tactics? Join us for an engaging conversation with Sam McKenna, CEO and founder of Sam Sales Consulting, as she reveals how she transformed skepticism into a thriving career by focusing on the human element in sales. From breaking records at On24 and LinkedIn to leading an all-women team, Sam's journey is a testament to the power of empathy and authenticity in business.Discover how the COVID-19 pandemic reshaped sales strategies, pushing the industry towards digital and remote selling. Sam shares invaluable insights on leveraging social media and maintaining sales cycles virtually. Learn about the pitfalls of quantity-over-quality approaches and the controversial practice of double cold calling. Our discussion highlights the importance of personalized outreach and building genuine connections, offering practical advice on modern sales strategies and etiquette.As we wrap up, prepare to laugh out loud with our light-hearted segment filled with professional and personal embarrassments that everyone can relate to. From mistaken declarations of love to awkward salon mishaps, these stories remind us that even experts have their cringe-worthy moments. Tune in for an episode that blends valuable sales wisdom with a dose of humor, making it a must-listen for anyone in the sales profession.This episode is part of our Expert Series, where we speak to experts from a variety of different backgrounds, including Sleep & Insomnia, Addiction, Mentoring, Eye Surgery, Sales, and even Magic! So be sure to subscribe and check out our other episodes. Find and listen the audio-only version of this episode on your favourite podcast platform. For more information, content, and podcast episodes go to https://www.webinarexperts.com
In this episode of REACH, we're joined by Ninni Vanni who's been a C-level Executive Assistant for 10 years working for companies like Rula, ON24 and Zuora. Ninni holds a master's degree in communication, bringing a wealth of knowledge and expertise to the table to weigh in this topic. With a background finely tuned to the nuances of effective communication, Ninni is uniquely positioned to shed light on the intricate role that communication plays in supporting executives and managing the multifaceted and often delicate / diplomatic communications an Executive Assistant encounters. As we explore the importance of communication in this pivotal role, we'll unravel the impact of skills like active listening, information streamlining and the art of pushing back when necessary. Ninni's deep understanding of communication dynamics within and outside organizations will undoubtedly provide valuable insights for both aspiring and seasoned executive assistants.
Ukens gjest, Marianne Bratt Ricketts, startet, bygde og solgte videotech-startupen Vibbio til amerikanske ON24. I denne episoden deler hun hva hun har lært om: 0:00:20 Oppstart og entreprenørskap0:07:18 Kapitalinnhenting og investorer0:11:41 Verdivurdering og aksjehandel0:19:33 Salg av selskap og overgang til ON240:20:56 Kulturforskjeller og integrasjon0:28:09 Kommunikasjon og forretningsstrategi0:34:41 Oppkjøpsprosessen og nettverksbygging0:46:26 Investorer og trender1:02:33 Fundraising-strategierProgramleder: Lucas Weldeghebriel, journalist og gründer i Shifter. Hosted on Acast. See acast.com/privacy for more information.
ON24, Inc., Q3 2023 Earnings Call, Nov 07, 2023
Side A 1. In the 80s - T.C.S 2. Bluebeam - T.C.S 3. Tempus Fugit - GT Bond, Hollowboydrowzy 4. Same as it never was - Ash the author, Barry Manalog, MysDiggi, DjChud 5. Vodka and Milk - Uber Magnetic 6. Cognac - Uber Magnetic 7. Spit the venom - Slevs, Shawn Lee is infant HounDoGG 8. Hunger - Raggo Zulu Rebel, ShayD, Jai and Asabi 9. Follow the leader - World of Ghosts, Hush, Billy Phono 10. Catz and Dawgz - World of Ghosts, kemetstry, Risk 1 11. Shelling - JAKK DEXX, Tenth Dan, Stinkin Slumrok, Ceaser Crow, TanglemanDan, DJ Grazzhoppa Side B 1. In the 90s - Ty Healy and Pandamonium 2. Back in the day - Dead OTT and Uncle Harry 3. Invincible Forces - That Juvey and Pro P 4. Different - Dis the poet5. Dooo Shiiit - Airklipz, EF Knows 6. Love Em all - Scorzayzee, Nuke Fam Records 7. No haircuts on Wednesday - Rambutan 8. Money - Green Kanine 9. That money - ON24, Motman and Hozay 10. Bills - Market Garden 11. It's ok it's on t.v. - Nu Bristol Sound Daju ep
ON24, Inc., Q2 2023 Earnings Call, Aug 08, 2023
Recorded April 28, 2023 Instead of AV news, we return to the topic of digital canvases only a few days after our previous discussion. We're joined by Atkins Fleming who has a suggestion for a software platform that seems perfect for digital canvases and remote teaching and learning, but the company seems unaware of the education market. Then we hash out the support tools and skills necessary for modern AV systems. Jamie puts it best when he says, “bring your laptop.” As AV becomes more and more IT, those with an IT background seem most comfortable supporting IP-based AV and many of those who grew up with analog AV are struggling. If nothing else, buy everyone a few managed network switches and get them comfortable with managing IPs and VLANs. Finally, Jamie covers the news from NAB. There were lots of announcements related to large, cloud-based delivery platforms, but perhaps the best news is the increasing support for SMPTE 2110 as a unified interoperable AVoIP standard. Fingers crossed! ON24: https://www.on24.com Alternate show titles: Don't Say WebEx Novelty Checkbook I don't know; talk to Marc about that one Our skillset made it easy for us Piece of Pizza The team is like “what the heck?” This is right up our wheelhouse Catered Zoom Rooms Stop Grabbing Your Toolbag and take your laptop Stop grabbing that too Judging success by the number of USB adapters That's the beauty about what we're doing and it's also terrible I have a couple that I pulled off Maybe sometimes Just click it and it goes Ready for me to blast across the WAN I'm on the fence; I keep flip flopping
Tiffany Keel is Head of Customer Advocacy at ClickUp. Prior to ClickUp, she ran customer marketing at companies like ON24 and Nextiva. When she started at ClickUp, they'd grown tremendously through product led growth, but were still early when it came to the types of programs you typically think of in B2B marketing. She shares...
Samantha McKenna, a former employee of On24, was recruited by LinkedIn for her mastery of building a powerful brand on the platform. She started posting on LinkedIn in 2011, leading to recognition and a promotion. After two years, she broke her 13th record and decided to pursue her passion for making a positive impact. She left LinkedIn to start her own company, #SamSales, initially intending to work part-time, but quickly realized that wasn't feasible.She is one of the rare founders who was in sales prior to starting her company but she never planned to go into sales, she thought she was going to be in finance. Starting her own business, well that might have been inevitable because both of her parents are entrepreneurs. For many who start a company sales come slowly but for Samantha sales were easy because she had already built an audience on LinkedIn. She had been providing useful content for years so once she posted that she was now in business, the sales flooded in. (Don't we all wish for that.)Samantha's all-women team of 11, , now does a full range of sales related advisory and services. To grow into that, she learned to delegate and rely on proactive referrals and relationship-building for long-term success. Even though she has a great sales team, Samantha is still involved in selling and managing sales.Her team does sales the easy way, they rely on proactive referrals from existing customers and partners. She taught her team to track job changes on LinkedIn and stay in touch. This usually leads to more business. They focus on building relationships for the long term.Chapters:00:00 - Intro 02:54 - Quality Over Quantity 05:15 - Samantha's Start In Sales 10:10 - LinkedIn 1%er 16:51 - My Large Networks Gave #samsales A Running Start 20:43 - The ever evolving CEO sales role 24:01 - Referral selling 25:55 - Working in your genius zone 30:59 - What's next?About Our Guest:Samantha McKenna, CEO of #samsales Consulting, is an award-winning sales leader, brand ambassador for LinkedIn, angel investor, board member, and highly sought-after speaker. She has broken nearly 15 sales records, believes great sales are rooted in exceptional manners, and consistently looks for opportunities to continue growing the company's philanthropic efforts. Since 2008, Sam has worked for some of the most notable names in the Bay Area, including ON24 and LinkedIn. While with these organizations, Sam spent her time as an individual contributor in Enterprise sales before moving to scaling teams and revenue as an executive Leader.With more than 30,000 LinkedIn followers, Sam has inspired sales professionals with her tangible sales tips and actionable advice used daily by executives and teams alike. Sam has been named a Top 50 Women in Revenue and Top 20 Women in Sales Leadership, appears as one of the faces of LinkedIn Sales Navigator's marketing campaigns, and has been named a Top Ten LinkedIn Sales Star several times over. She has a deep commitment to helping women succeed - particularly those who are military spouses - as well as individuals from underrepresented backgrounds. Sam is dedicated to shining a light on her trademark Show Me You Know Me and #givefirst mantras - and together with her team, raised over $50,000 for charity in 2021 alone with the innovative #samsales ‘Show Me You Know Me' Charity Event. In its first 24 months, #samsales Consulting has scaled to multi-million dollar revenue and added 17 talented team members. The #samsales team serves over 100 clients, achieved312% of their first annual revenue goal, and surpassed all reason with 233% YoY growth in its second year!Connect with Samantha McKenna on LinkedInFollow Samantha McKenna on TwitterYou can learn more about and connect with Alice Heiman in the links below.Website: https://AliceHeiman.comConnect with Alice on LinkedIn
In this episode of Let's talk ABM, Declan chats to Philip Angerhofer, Global Lead for Expansion Marketing at ON24. Phillip's B2B Marketing experience has spanned roles at Qualtrics, Pluralsight, and now ON24. His role at ON24 has seen him launch Account-based Marketing to grow the share of purse and reputation in existing accounts. Phillip's passionate about building relationships with his sales colleagues. Listen to this episode and learn: - How to stand up an ABM strategy from scratch - How to pitch Marketing successfully to your CEO - Advice on how to succeed at Account-based Marketing - How to build long-lasting relationships with Sales
I am a communication coach who provides organisations with the tools to influence, persuade, and engage—whether through storytelling, presenting, or communicating within teams. A few years ago, I got in touch with Cisco Webex with suggestions on how they could improve their software. In time, I ended up working with Webex on a regular basis, and this collaboration, in turn, led me to design virtual training programmes for some of the firm's biggest clients. My masterclasses help organisations take dry, often technical information and render it clear, memorable, and engaging. I help clients like Cigna US, Samsung, Google, Cisco, Microsoft, GVC, Ofsted, McCann, Adam&Eve DDB, Virgin Media, Commerzbank, BBC, National Theatre, and Channel 4. I have been lucky enough to coach the world's best-selling professional speakers. According to London Speakers Bureau, the largest speaking agency in the world outside the United States, I coached their three best-selling speakers in Europe in 2018 and 2019; and I coached Red Whale, the winning team for Webinars That Rock 2019, essentially the Oscars of webinars. The award was for best webinar in the world, as judged by the event platform, ON24. Away from virtual land, I also work as a comedy playwright. My plays, including “Octopus Soup” (co-written with Mark Stevenson) and “The Mummy” have completed number-one tours nationally and internationally. Link to my book: https://amzn.to/3xYAsdO Link to my website: http://standupanddeliver.co.uk Link to my online Virtual Academy: https://standupanddeliver-virtual-presentation-online.teachable.com First 10 people who contact me directly get a year on the Online Academy "How to be a Virtual Presentation Star" FREE (saving £119). Thereafter anyone who gets in touch and asks to join will get a place on the Academy at HALF PRICE and a free copy of my book for £59. Social Media Links: http://standupanddeliver.co.uk Twitter: @jackmilnertrain Linkedin: https://www.linkedin.com/in/jack-milner-3246394/ Facebook: https://www.facebook.com/jackstandupanddeliver
Steve Daheb, CMO of cloud-based digital experience platform, On24 comes back to talk with Ben about building relationships with your marketing efforts. The pandemic has affected us all in some way or another. But marketing seems to have moved permanently online because of this. Today, Ben and Steve talk about the hybrid future of marketing. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Steve Daheb, CMO of cloud-based digital experience platform, On24 comes back to talk with Ben about building relationships with your marketing efforts. The pandemic has affected us all in some way or another. But marketing seems to have moved permanently online because of this. Today, Ben and Steve talk about the hybrid future of marketing. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Ben chats with Steve Daheb, the CMO of cloud-based digital experience platform, On24. Especially in today's nearly completely virtual marketplace, relationships are what build your business. So how can you build relationships with your marketing efforts? Today, Ben and Steve discuss digital versus personal experiences in 2021. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Ben chats with Steve Daheb, the CMO of cloud-based digital experience platform, On24. Especially in today's nearly completely virtual marketplace, relationships are what build your business. So how can you build relationships with your marketing efforts? Today, Ben and Steve discuss digital versus personal experiences in 2021. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
The one about simplicity as strategy, digital experiences, QR code generators and the film “The Mummy” - TG87 00:00:00 Introduction Here are your hosts, Roger and Pascal. 00:02:35 In the News A selection of announcements and news releases from the world of marketing and technology that caught our attention. 00:11:11 Content Spotlights ROGER: Here's Why You Should Embrace Simplicity as a Strategy (and 3 Ways to Do It) by Dave Garrett – Entrepreneur Magazine: https://www.entrepreneur.com/leadership/heres-why-you-should-embrace-simplicity-as-a-strategy-and/434377 PASCAL: 5 New Digital Experiences You Can't Live Without by Jade Shojaee for ON24 https://www.on24.com/blog/5-new-digital-experience-features-you-cant-live-without/ 00:27:51 Marketing Tech and Apps ROGER: It's all about writing: Typeshare – Online templates and tips: https://typeshare.co/ Hypefury: Writing personal assistance to grow Twitter Audience: https://hypefury.com/home-2 PASCAL: It's all about QR codes for your next event and campaign Adobe Express https://express.adobe.com/tools/qr-code-generator QR Code Generator by Bitly https://www.qr-code-generator.com/ 00:38:17 This Week in History Our selection of historical events and anniversaries from the world of science, technology and popular culture. 00:44:06 Creator Shout Outs ROGER: Mark Masters, We are The Media, for 9 years of sensational newsletters: https://www.linkedin.com/in/markiemasters/ PASCAL: Mike Blumenthal, David Mihm and Greg Sterling the co-hosts of The Near Memo Podcast series https://www.nearmedia.co/memo/ https://www.nearmedia.co/about/ 00:49:42 Film Marketing The Mummy (1999) Director: Stephen Sommers Writers: Stephen Sommers, Lloyd Fonvielle, Kevin Jarre – adapted from 1932 screenplay by John L. Balderston Music by: Jerry Goldsmith Starring: Brendan Fraser (Rick O'Connell), Rachel Weisz (Evelyn Carnahan), John Hannah (Jonathan Carnhan), Arnold Vosloo (Imhotep), Patricia Velasquez (Anuk-Su-Namun) Kevin J. O'Connor (Beni Gabor), Oded Fehr (Ardeth Bay) Strapline: The sands will rise. The heavens will part. The power will be unleashed. We look at a fun action movie that mixes Egyptian legend with comedy, horror and Indiana Jones style...
“Too often, our campaigns and their messaging are dominated by a social dynamic rather than a science dynamic. Our collateral suffers a ‘designed by committee' process and thus speaks with the disjointed voice of compromise,” Flint McGlaughlin taught in Customer-First Objectives: Discover a 3-part formula for focusing your webpage message (https://meclabs.com/course/sessions/customer-first-objectives/).I thought about this lesson when our latest podcast guest shared a famous Yogi Berra quote about theory and practice. That “science dynamic” Flint mentions, or the “practice” that Yogi mentions, usually translates into data-driven marketing in our industry. When I asked him about what role data plays in his decisions as a marketing leader, he told me…“I've got a dashboard that's got my three strategies that I mentioned at the beginning – thunder, lightning, and structure. I've got four tactics under each. So that's 12. And I've got three-ish metrics – sometimes two, sometimes four or five – for each one of those tactics. So, I've got a pretty extensive dashboard, and that dashboard tells me directionally correct. I don't get hung up on 3,862 is 112 off of our plan. That is not useful. Just directionally correct.”That guest is – JD Dillon, Chief Marketing Officer, Tigo Energy (https://www.tigoenergy.com/).Here's some quick info so you can understand our guest's credentials. And then scroll down to listen to and/or read the top lesson-filled stories from his career.Tigo Energy announced a $20 million round of investment last year, led by Energy Growth Momentum. With over 40,000 installations in over 100 countries on all seven continents, Tigo systems generate more than 1 GWh of daily solar production.When I asked Dillon about his biggest career accomplishment, he told me that the stock of Enphase Energy rose from 72 cents to $200 while he was Vice President of Marketing & Pricing. He also noted that this happened during the Trump administration, which he called out because the administration was known as not having policies that favored the renewable energy industry.Listen to our conversation using the embedded player below or click through to your preferred audio streaming service.Stories (with lessons) about what he made in marketingSome lessons from Dillon that emerged in our discussion:“Hit it where they ain't” – “Wee Willy” Keeler (baseball player from the turn of the century) “In theory there is no difference between theory and practice. In practice there is.” – New York Yankees great Yogi Berra“If my uniform doesn't get dirty, I haven't done anything in the baseball game.” – Baseball stolen base leader Rickey HendersonThe most important professional skill is getting things done at your company by pushing boundaries but also operating within the culture of the company.Regardless of job title, use your unique skill sets to accomplish mission critical tasks.Business must have a relentless focus on ROI, which includes marketing.Related content mentioned in this episodePublic Sector Marketing and Communication Leadership: Multi-directional learners, multi-colored spiky hair, and wearing multiple hats (podcast episode #31) (https://www.marketingsherpa.com/article/interview/public-sector-marketing)About this podcastThis podcast is not about marketing – it is about the marketer. It draws its inspiration from the Flint McGlaughlin quote, “The key to transformative marketing is a transformed marketer” from the Become a Marketer-Philosopher: Create and optimize high-converting webpages (https://meclabs.com/
In this episode, I interview Tanium CMO Steve Daheb. Like just every great story, we begin by meeting the protagonist. In business, the person responsible for a company's brand is often the Chief Marketing Officer, and our hero is Steve. We discussed his backstory and the possibilities he saw in Tanium from the outside. He's now using that outsider's lens to create a new twist in the Tanium story arc.One of the biggest things he has undertaken is to answer the question, what do you do when your company doesn't fit into existing categories? — You create a new one! Steve shares why the time for Converged Endpoint Management (XEM) has come.As Chief Marketing Officer at Tanium, Steve Daheb leads the global marketing and communications functions and is responsible for driving Tanium's brand momentum, adoption, demand creation and growth.A highly respected industry leader, Daheb has served in both private and public companies. Prior to joining Tanium in November of 2021, he served as Chief Marketing Officer at ON24, where he helped lead the company through its IPO in February 2021.Previously, Daheb served for over five years as the Senior Vice President (SVP) of Oracle Cloud Go-To-Market, where he was responsible for driving the global growth of Oracle Cloud, including Oracle Cloud Platform services and Oracle Cloud Infrastructure services. His responsibilities include full go-to-market strategy and execution to achieve top-line growth of Oracle's cloud business, which is now a multi-billion-dollar business. He also led Oracle Global Communications, spanning all products, industries and corporate level comms.Daheb has also held Chief Marketing Officer roles at Citrix, Blue Coat Systems (acquired by Symantec) and Emulex (acquired by Broadcom).Dehab holds a Bachelor of Arts from the University of California, Davis and a Juris Doctor from Santa Clara University, School of Law.
Sam McKenna is the Founder of #SamSales, Limited Partner at the GTMfund, angel investor and advisor in various start-ups and one of the best names in SaaS Sales. Prior to that she ran Enterprise Sales at LinkedIn and ON24. Trust me - you're going to love this one. In this conversation, we discuss: How Sam got into sales Why she's so passionate about "show me you know me" Launching her own consulting company Her free writing workshops for sellers And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net
Sam McKenna is the Founder of #SamSales, Limited Partner at the GTMfund, angel investor and advisor in various start-ups and one of the best names in SaaS Sales. Prior to that she ran Enterprise Sales at LinkedIn and ON24. Trust me - you're going to love this one. In this conversation, we discuss: How Sam got into sales Why she's so passionate about "show me you know me" Launching her own consulting company Her free writing workshops for sellers And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net
In this episode of the Science of Selling STEM, I had a chat with https://www.linkedin.com/in/samsalesli/ (Samantha McKenna), the Founder of https://www.samsalesconsulting.com/ (SamSales Consulting). Sam is the former head of LinkedIn Sales Solutions, Enterprise, NYC, and VP of Sales at ON24. She is an award-winning leader, who has broken over a dozen sales records across three different companies, created seven global sales programs for culture, training, and onboarding, and has been named a Top 50 Leader by Outreach.io, and Top 50 Women in Revenue by Engagio.io. She has been an individual contributor and executive in sales for the last 12 years and has spoken globally on the topics of sales, leadership, and technology. She is a brand ambassador for Linkedin and a highly sought-after speaker who spent her career doing two things; breaking records for herself, her employers, and now her clients. She always puts others first to ensure every client engagement she delivers has an exceptional experience. Sam will demonstrate (From her own hands-on experience) what successful sales leadership really looks like and how you should go about advancing your sales career. She will also share the tactics you can apply to thrive in entrepreneurship, and so much more. You won't wanna miss this one. And if you ever need help with a sales or leadership issue don't hesitate to book a complimentary clarity session with me https://calendarhero.to/wesleynecappuccino (HERE). You can also email us at podcast@transformedsales.com with any suggestions or comments about the podcast. On Today's Episode of the Science of Selling STEM: Falling into sales despite not being into it at first (01:50) What sales is really all about (03:52) Taking time to build her skills and relationships before moving up the ladder (08:00) Great sales leadership: How sales leaders can build great teams (13:25) The WHY behind her transition into entrepreneurship (16:53) Tips on how to succeed as an entrepreneur (19:33) How she efficiently and effectively services her 100+ clients (24:23) Building her brand with tons of experience before venturing into business (27:51) Connect with Wesleyne Greer: https://transformedsales.com/ (Wesleyne's Website) https://www.linkedin.com/in/wesleynegreer/ (Wesleyne on LinkedIn) https://web.facebook.com/wesleynegreer (Wesleyne on Facebook) https://twitter.com/wesleynegreer (Wesleyne on Twitter) Email Her at WGreer@TransformedSales.com Connect with Samantha McKenna: https://www.linkedin.com/in/samsalesli/ (Samantha on Linkedin) https://www.samsalesconsulting.com/ (Samantha's Website) Rate, Review, Learn, and Share Thanks for tuning into The Science of Selling STEM! If you enjoyed this episode and want to learn even more about what it takes to transform your sales, don't forget to tune into our other episodes and share your favorite episodes on social media! Join The Science of Selling STEM community onhttps://www.facebook.com/WesleyneGreerCEO ( Facebook), https://twitter.com/WesleyneGreer (Twitter),https://www.linkedin.com/in/wesleynegreer/ ( LinkedIn) and https://www.transformedsales.com/ (visit my website) for even more content, information, and resources.
Hoy tenemos un episodio muy completo, ya que Miguel Arias nos contará historias de emprendimiento, del mundo corporate y del venture capital. Su primera empresa, Imaste, pasa en 9 años de organizar fiestas icónicas con sus amigos de universidad a ser la pionera de las ferias virtuales hasta finalmente ser adquirida por la americana ON24. Luego entra en Carto, donde nos contará en detalle el crecimiento vertiginoso y las aplicaciones del modelo SAS de geolocalización que desarrollaron. Todo esto hace que Telefónica se fije en él, y rompiendo el tópico del emprendedor "anti gran empresa", Miguel estuvo muy a gusto en esta casa y logró un gran impacto. Aparte de contarnos su rol en el modelo inversor de esa casa, tendremos reflexiones interesantes de lo que hay que tener para triunfar en la gran empresa y recuerdos muy positivos de su paso por la misma. Hoy ha vuelto al mundo emprendedor pero desde el lado del Venture Capital, liderando el nuevo fondo de scale ups de K FUND. Aquí, una buena discusión sobre el mundo del VC y su rol en el ecosistema. Un episodio muy reflexivo en el cual ni una sola palabra tiene desperdicio. Créditos Musicales: Jahzzar https://freemusicarchive.org/music/Jahzzar
Jane Menyo is the Head of Customer Marketing at Gong, a company that I think has done an excellent job in terms of modern B2B brand-building. Prior to Gong, she ran solutions and customer marketing for several years at ON24. We talk about the importance of creating programs that can address different objectives at once,...
En el episodio de hoy conversamos con Miguel Arias, Ingeniero de Caminos por la UPM, MBA professional por el Instituto de Empresa y desde hace 16 años emprendedor vocacional y business angel aficionado. Hasta hace unos meses Miguel lideraba el área de emprendimiento global de Telefónica (Wayra y Open Future) para ayudar a emprendedores en todo el mundo. Su nuevo reto está en K Fund, un fondo español que invierte en las mejores startups seed de España.Nacido en Oviedo en 1978, vive en Madrid desde los 15 años, aunque también ha vivido en Alemania (Düsseldorf y Aachen) y en Vigo (pasando también por Brooklyn. Como Director Global Emprendimiento de Telefónica ha liderado estrategia de innovación abierta del grupo. Previamente, como COO de CARTO lideró los equipos de ventas, financiero y de operaciones en las oficinas de Madrid, DC, Londres y NY, dirigiendo el crecimiento de la compañía y su escalado global.Fue uno de los fundadores de IMASTE, la plataforma virtual líder en Europa de webcasts, hasta su adquisición por parte de ON24, Inc, una multinacional con base en Silicon Valley, en Junio de 2012. Tras la adquisición, fui el responsable de llevar a cabo el proceso de integración entre ON24 e IMASTE como responsable de negocio para Europa.Es el cofundador de la Asociación Chamberí Valley, que engloba a las scale ups de base tecnológica de Madrid, que facturan 1 millón de euros o tiene un millón de inversión.¡Empezamos!
Find out how to take a high-flying startup public from the woman who has successfully done it four times. Discover how Denise Persson – former marketing head at Genesys, ON24 and Apigee – and current CMO of Snowflake – builds teams of high performers, scales marketing teams fast, and effectively impacts pipeline. Legends of Sales and Marketing is produced by People.ai.
ABM (or account-based marketing) is the latest buzzword in the sales world, but how can we integrate this strategy within an existing marketing strategy? More importantly, should you? On today's episode of The Sales Evangelist, Donald is joined by the Director of Global Account-Based Marketing at ON24, Lisset Sanchez-Schwartz, to learn her approach to implementing account-based marketing campaigns successfully. Determine what ABM really means and which type you should utilize. ABM is a cross of a full range of communications, from events to content delivery. It's segmenting customer bases into unique groups where you can apply different and specific messages. In some cases, that could even mean a 1:1 strategy. It's not a tactic or campaign type, but it's an orchestration amongst many team members to holistically approach an account. There are three ABM approaches: one-to-one, one-to-few, and one-to-many. Of course, the personalized you get, the more expensive it is to implement. Determine if an ABM strategy will be effective. Admittedly, this should probably be a discussion before you determine the type of ABM. But remember, not every account needs an ABM strategy attached. ABM needs to be a partnership with sales. (Many places even call it ABX, because it applies to so much more than just marketing.) Lisset's pro tip: Don't try to boil the ocean. It takes money, time, and effort over a long period to see results. Develop the infrastructure to support your ABM approach If you don't have the infrastructure to do retargeting at scale, select a handful of accounts and research. Apply an ABM strategy where it makes sense. To determine if an account might benefit from an ABM strategy, evaluate and research. If you have a limited budget, use information from your sales team to build the most robust plan possible. If you have a larger budget, utilize third-party data to gain more information about a potential company. This is a great way to learn if a company is interested in you (or a competitor.) The more time you spend on the model, the better the backend will be How do you aggregate this information if you don't have the software to find all these data points? Hopefully, you have a CRM. The first-party data you've built up will pay dividends. Start with what you have today. Even if your data isn't the cleanest, start a 1:1 with a company you're more confident about. Lisset's final takeaway? Have the conversation and have patience. A long-term strategy might not seem successful initially, but it will pay dividends down the line with consistency. Visit ON24.com for more company information and connect with Lisset on LinkedIn to learn more. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Today, we're joined by Lauren Uyeno, National Director of SEC and SOX Professional Groups at Workiva, a computer software product that brings together everything you need—teammates, datasets, and data sources—so you can work better in the cloud. Lauren builds the SEC and SOX Professional Groups, which are member-driven, community-led events programs. These communities currently have forty chapters and are helping drive acquisition, contribution, and engagement for the business. Communities help professionals in industries find other people with whom they can share their problems and find a sense of belonging. On the events side, Lauren is tracking attendance percentage (how many of those who RSVP'd attend the event). Workiva also has their key tools all synced on the backend with the help of On24, which integrates smoothly with Marketo and Salesforce to track lead generation. On the community side, the key stats Lauren is tracking are unique visitors, the number of visits, and the percentage of activated users from posts and comments. Not everything that you track needs to be entered in reports. When inheriting a community, it's important to introduce yourself to user groups, talk to them, and listen closely to get a read on the community.
Learn more about Lauren Uyeno:Lauren's LinkedInLauren's Twitter Episode resources:SEC Professionals Group CommunitySOX Professionals Group CommunityOn24 - Webinar Software & Virtual Events PlatformIf you enjoyed this episode then please either:Subscribe, rate, and review on Apple PodcastsFollow on Spotify
ON24, Inc., Q3 2021 Earnings Call, Nov 09, 2021
Samantha McKenna is an award-winning sales leader and highly sought-after speaker. In 2020 alone, Sam was hired to speak at 100+ events by the likes of Google, LinkedIn, CrunchBase, TransUnion and many more.For me:S is for Samantha, S is for Sales and S is for ‘Show me You know Me'…a tenet and principle that I've been advising jobseekers to apply in their outreach for nearly two years that was coined on LinkedIn by Samantha.Sam has had a stellar career working at diverse places Disneyland, ON24 and LinkedIn, among so many others, and is now creator of #SamSales Consulting and is also a LinkedIn Sales Navigator expert. To learn how exactly Sam ‘navigated' this journey and all the lessons that you can apply in your own career, listen to this podcast where Sam shares:- How Sam started #SamSales in 2019 end and went from $6000 in sales to now a multi-million dollar business - The unconventional way in which she drove to a city where she knew no one and pitched to a company to hire her, and bypassed the long rigorous recruitment process.- How she got noticed by LinkedIn and eventually got a job there, that she actually turned down at first- Timeless sales principles you can apply to job search and your own career- The one thing that Sales Reps at even some of the most well known companies get totally wrong- What she learnt from her leaders and mentors that she has directly applied to her own team at #SamSales- And so much moreSam is a powerpacked, kind and generous leader, and no matter what profession you're in, I'm sure you will walk away with pages of implementable ideas you can apply to your own career.Learn more about #SamSales:https://www.samsalesconsulting.com/linkedin.com/in/samsalesliLiked this episode? A couple of things:1. Share the podcast with three of your closest friends! And please leave a great review on Apple Podcasts here, as it would mean a lot to me and hopefully help others discover this resource for Job Seekers ! 2. You will love my weekly emails called Charge-Up! .. they're no fluff no spam, where I share my favourite career insights from movies, TV shows, news and my own personal experiences, that I don't share anywhere else. Make sure you sign up here! 3. Come hang out with me LIVE on LinkedIn/Facebook/Youtube every Friday at 2 pm CET where I answer your questions and often bring in fab guests:LinkedIn: https://www.linkedin.com/in/sonalbahl/ Youtube: https://www.youtube.com/SuperChargeYourselfFacebook: https://m.facebook.com/SuperChargeYourself/
Jon talks with Chad Burmeister, Founder & CEO of SclaeX.ai, about artificial intelligence how to utilize the technology when it comes to growing his outbound icons. Chad has a successful career in building high-velocity sales teams at companies including Cisco-WebEx, Riverbed Technology, ON24, ConnectAndSell, and RingCentral. Chad was the Founding Chapter President of the AA-ISP Silicon Valley Chapter which was voted two years in a row as “Chapter of the Year”, Director of AA-ISP Frontline Friday, and Colorado Chapter President to help advance the profession of inside sales to the next level of professionalism and performance. Chad is currently on the team that launched the Denver Enterprise Sales Forum. Chad has been voted Top 25 Most Influential Inside Sales Professional by the AA-ISP 10 years in a row (2010 – 2019) and continues to be at the forefront of inside sales and high-velocity selling strategy & execution. Chad graduated from Loyola Marymount University with an MS in Computer Information Sciences, 4.0 GPA. Chad is also the author of two books called SalesHack. And more recently ScaleX.ai, Multi-Channel Sales Acceleration, Powered by Artificial Intelligence. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/ LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big! Connect with Chad Burmeister: Website: https://www.scalex.ai/ Twitter: https://twitter.com/scalexai Facebook: https://www.facebook.com/scalexai LinkedIn: https://www.linkedin.com/company/scalex-ai/ YouTube: https://www.youtube.com/channel/UCFiQToFPkGvlxgZM5AIXEGg/
Jessie Wayburn dives deep into spirituality with Dhaya Lakshminarayanan. Dhaya Lakshminarayanan is the 2016 winner of the Liz Carpenter Political Humor Award (previously awarded to Samantha Bee, Wanda Sykes and satirist/humorist Mark Russell) presented by the National Women's Political Caucus. Comedy Central Asia crowned her the Grand Prize Winner of “The Ultimate Comedy Challenge” filmed in Singapore. She is the sole subject of the documentary “NerdCool” which premiered at the LA Comedy Festival in 2018 KQED named her one of the twenty “Women to Watch” a series celebrating women artists, creatives and makers in the San Francisco Bay Area who are pushing boundaries in 2016. She was named one of “The Bay Area's 11 Best Standup Comedians” in 2016 and “13 San Francisco Standup Comedians to Go See Now” in 2018 by SFist. The SF Weekly named her one of the “16 Bay Area performers to watch in 2016.” The San Francisco Bay Guardian named her Best Comedian 2013 in the “Best of the Bay” Readers' Poll. She has opened/featured for or worked with the following: Janeane Garofalo, Marc Maron, Greg Behrendt, Jello Biafra, the late Dick Gregory, Anthony Jeselnik, Maz Jobrani, and Greg Proops. Dhaya introduced former Vice President Al Gore at an event. He then laughed onstage at her joke, so technically she once opened for Al Gore. She has performed internationally in Shanghai, China; Kuala Lumpur Malaysia, and Singapore. In the US she has been an invited performer at Bridgetown Comedy Festival (Portland, OR), San Francisco Sketchfest, the Boston Comedy Festival (semifinalist), the Limestone Comedy Festival (Bloomington, IN) and Laugh Your Asheville Off (Asheville, NC). Dhaya was one of the chosen artists by The Asian Art Museum of San Francisco to take the entire museum over for one night. During Takeover:Dhaya Lakshminarayanan, she programmed content including stand-up comedy, humorous fake tours of the museum, and an absurdist interpretation of Indian mythological comic books. The only other artist invited to takeover the museum in 2017 was RZA from the Wu-Tang Clan Dhaya is also a TV host and storyteller. She hosted the premier year of the Emmy award-winning series High School Quiz Show on PBS's WGBH. She is a frequent comedic storyteller on NPR's Snap Judgment and has appeared live in Austin on The Risk podcast. She is currently the host of San Francisco's monthly Moth StorySLAM after winning a Moth StorySLAM and competing in the GrandSLAM at the Castro Theater (capacity 1400). ON24 awarded her the grand prize for “Best Travel Disaster Story.” Dhaya is a solo performer, and her first play “Nerd Nation” was funded in parts by The Asian Pacific Islander Cultural Center of San Francisco and support from DIVAfest which supports new and developing works by female playwrights. Her workshop run in San Francisco sold out. The Boston Globe, The Bay Guardian, and The San Jose Mercury News have all run profiles about her. Prior to funny and show business Dhaya was a venture capitalist, management consultant, and two-time MIT graduate. You can indeed call her a nerd. Taking Dadplications is an Opus Nox Media production. Music and cover art by Nick Jenkins. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/taking-dadplications/support
Steve Daheb, Chief Marketing Officer at ON24, a Digital Experience Platform that helps drive customer engagements shared a few of his biggest marketing learnings and tips: Key topics covered: Redefining the marketing and customer journey Marketing technologies and sales technologies that help create impactful customer experiences Marketing takeaways from leading tech brands
ON24, Inc., Q2 2021 Earnings Call, Aug 10, 2021
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Steve Daheb, CMO of cloud-based digital experience platform, On24 comes back to talk with Ben about building relationships with your marketing efforts. The pandemic has affected us all in some way or another. But marketing seems to have moved permanently online because of this. Today, Ben and Steve talk about the hybrid future of marketing. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Steve Daheb, CMO of cloud-based digital experience platform, On24 comes back to talk with Ben about building relationships with your marketing efforts. The pandemic has affected us all in some way or another. But marketing seems to have moved permanently online because of this. Today, Ben and Steve talk about the hybrid future of marketing. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Revenue Generator Podcast: Sales + Marketing + Product + Customer Success = Revenue Growth
Ben chats with Steve Daheb, the CMO of cloud-based digital experience platform, On24. Especially in today's nearly completely virtual marketplace, relationships are what build your business. So how can you build relationships with your marketing efforts? Today, Ben and Steve discuss digital versus personal experiences in 2021. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Ben chats with Steve Daheb, the CMO of cloud-based digital experience platform, On24. Especially in today's nearly completely virtual marketplace, relationships are what build your business. So how can you build relationships with your marketing efforts? Today, Ben and Steve discuss digital versus personal experiences in 2021. Show NotesConnect With:Steve Daheb: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
In today's episode, Elana Anderson, CMO of Veracode, and Cheri Keith, Head of Strategy and Research at ON24, discuss Elana's career, how work life has changed with the pandemic and B2C trends that B2B can use. As always, you can find the full episode of CMO Confessions on Podbean here an edited transcript of our conversation below. You can learn more about Elana's career and experiences through her LinkedIn page here and Twitter feed here. If you're interested in listening to our growing podcast series, you can find all of our episodes right here on Podbean. Alternatively, you can also find us on both iTunes and Google Play stores.
Edward Johnson is the Procurement Manager at ON24, a cloud-based digital experience platform that helps businesses grow. Powered by AI, ON24 provides a system of engagement that enables businesses to scale conversions and drive revenue growth. The ON24 platform supports an average of four million professionals a month, equipped with global offices in North America, Europe, the Middle East, Africa, and the Asia-Pacific region. Edward is highly skilled in team and project management, facilities supervision, analysis, and problem-solving. Before working at ON24, Edward worked in facilities management for Dropbox and Keurig Green Mountain, Inc., and as a Construction Foreman for Rain Pro's. In this episode… In any industry, this holds true: you're only as good as your employees. However, there are certain principles a leader should uphold to cultivate healthy relationships and an exceptional work environment. With 10 years of facilities management experience, Edward Johnson knows that a great leader should be able to mediate between tradesmen and corporate while building up their emotional intelligence to pivot during challenging times. He also emphasizes the importance of maintaining relationships — and trust — between all members of a team. According to Edward, you can improve these relationships by taking the time to appreciate a person and their potential, not just the transaction. In this episode of Watching Paint Dry, Greg Owens sits down with Edward Johnson, Procurement Manager at ON24, to talk about the qualities of a great leader. Edward discusses his principles of leadership, the people that inspire him, and how facilities management is evolving. Plus, Edward shares all of the exciting things happening within the industry and how you can begin your career! Stay tuned.
Devin Reed is the Head of Content Strategy at Gong and one of the top voices in B2B sales today. Devin was formerly was 2nd sales hire at Gong before transitioning into content strategy. Prior to that, he was in sales at Eventbrite, OneMob, On24 and ClearSlide. In this conversation, we get into: Devin's best stories of the early days of sales Being one of the first Gong sales hires How he's built one of the best brands on LinkedIn And much more... This podcast is brought to you by Gong.io, the #1 Revenue Intelligence Company, and Postal.io, A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: @TommyTahoe Instagram: @TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net
Devin Reed is the Head of Content Strategy at Gong and one of the top voices in B2B sales today. Devin was formerly was 2nd sales hire at Gong before transitioning into content strategy. Prior to that, he was in sales at Eventbrite, OneMob, On24 and ClearSlide. In this conversation, we get into: Devin's best stories of the early days of sales Being one of the first Gong sales hires How he's built one of the best brands on LinkedIn And much more... This podcast is brought to you by Gong.io, the #1 Revenue Intelligence Company, and Postal.io, A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: @TommyTahoe Instagram: @TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net
Hello and welcome to the latest episode of CMO Confessions, our B2B podcast with marketing and sales' top leaders. Today's CMO Confessions features Steve Daheb, Chief Marketing Officer at ON24. In this episode, Steve and Cheri Keith, Head of Strategy and Research at ON24, discuss his career, pet peeves and the challenge of marketing to marketers. You can learn more about Steve and his background by viewing his LinkedIn page here and Twitter here.
Welcome back to another episode of CMO Confessions, our B2B podcast with marketing and sales’ top leaders. Today’s CMO Confessions features David Clarke who is the Executive Vice President, Chief Experience and Chief Marketing Officer of UnitedLex. In today’s episode, Cheri Keith, Head of Strategy and Research at ON24, and David chat about his time as one of the first Chief Experience Officers in the early 2010s and how experience-focused companies set themselves apart from others. To learn more about David’s career and interests, check out his profiles on LinkedIn page here and Twitter here.
Welcome back to another episode of CMO Confessions, our B2B podcast with marketing and sales’ top leaders. Today’s CMO Confessions features Pierre Custeau, Senior Vice President of Product at MRP. In today’s episode, Pierre and Cheri Keith, Head of Strategy and Research at ON24, discuss Pierre’s experience going from music producer to MarTech producer, the challenges facing CMOs today and how AI could enhance marketing. If you’re interested in listening to additional episodes in our CMO Confessions podcast series, you can find all of our episodes right here on Podbean. You can learn more about Pierre and his background, you can view his LinkedIn page here and Twitter here.
This week on The CoSell Show we are thrilled to have Alexander Shyshko, Partnerships Manager at On24. Topics covered: Knowing When your Startup is Ready to build a Partner Ecosystem How to Keep the Customer at the Center of Your Partnership Setting and Managing Expectations with Partners Brought to you by our host: Taylor Baker (Podcast Producer and Head of Content at CoSell.io)
Confessions of a CMO: The Secrets and Successes Behind B2B's Revenue Leaders You can also read the transcript (and listen to this episode) on the Heinz Marketing Blog starting Mon. 3/5/18. Listen in on a great discussion about Integrated Marketing. Joe believes marketing (and economics) are about the audience and never about you. Find out how a Government Major ended up in B2B Marketing and if he cares about events like Webinar World making money or not. Listen to the end to learn who has inspired and influenced Joe in his marketing career. As CMO, Joe Hyland is responsible for driving the global marketing, communication and brand strategy for ON24. He has over a decade of experience creating and marketing innovative products in the enterprise and SaaS software markets. Before joining ON24, Hyland was the CMO at Taulia, the SaaS market-leading financial supply chain company. He holds a Bachelor's degree from Dartmouth College
Greg Goldstein, Senior Director of Global Channel Sales and Development for ON24, joins Jen Spencer to discuss mid-market and enterprise consulting partners, business planning for channel managers, partner exit interviews, and more on this episode of The Allbound Podcast. Jen: I'm excited to have you with us, and I wanna share a little bit about ON24 before we dig into channel questions. You guys are the global leader in webinar marketing solutions that drive demand generation and customer engagement, which sounds exciting. I know you've recently joined the ON24 team, but you've spent the last 12 plus years developing channel programs for software companies. Can you tell us a little bit about ON24, about your value proposition, and what brought you to this new team? Greg: Absolutely, for sure. ON24, as you mentioned, is a leader in webcasting technologies. Our overarching goal is to help marketers generate more leads and pipeline, as well as keeping existing customers up to speed on an organization's current deliverables, services and other offerings. Our platform is really about interactivity. It helps companies drive better engagement through that interactivity, and although interactivity and relationships are crucial, it's really how the platform can gather the data from those events, whether they're live events, on-demand events, or even semi-live events. And it's really crucial that as organizations spend time and effort to create these webcasts, that that data is pulled back into their organization and shared with their CRM and marketing automation platforms to really help the sales team just get more actionable activities and information about prospects and customers that they're engaged with. Jen: Well, being a revenue-driven marketer myself, I can definitely see the value there. So let's talk about channel. When you look at those overarching goals that the ON24 team has for the year, that you have, that the executive team has, what role do you think your channel is going to play in helping achieve those goals, both in the next 12 months, but then, looking ahead to even the next five years? Greg: That's a great question. As a channel person who's been in channel for 12 plus years, what's really crucial is, when an organization gets to that inflection point where they realize that channel is really that lever that's gonna help them extend their revenue stream, that they look at where they currently are with their channel. I think that like ON24, they realize that the channel is going to play that pivotal role. So how do you develop a channel in an organization that maybe not necessarily had a consulting partner channel but are looking to do that? And so, ON24 has several different channels, but specifically to this question, the consulting partner channel that I was brought in to develop is something that's going to help open up the market in the short-term and long-term. In the short term, it's building out a channel program that will provide our new partners with a webcasting solution that they can include into their marketing stack. And that's something that we'll talk about a little bit later. But there's this new stack, there's a CRM component, there's a marketing automation component, and then there's the webcasting component that really all tie together to create a unified vision of people, customers and prospects that are engaging these organizations. So my goal in coming to ON24 was to create a channel and create channel partners' success programs that will help these partners develop the tools that they need to be successful. I think in the short-term, the ON24 new partner program, which we've titled SuccessOne, will give these new partners the tools to be successful by also providing ON24 the leverage of having a new and unique devoted channel that will help expand the brand that ON24 brings to the webcasting space. So for short-term, we're gonna be very focused on the partners, but in the long-term, the goal for the SuccessOne program is to really provide ON24 as an organization a larger route to the consumer market than they ever could before with the direct model. Jen: So right now, I'm going to assume that you've got revenue goals that are associated with your partner program. Is that an accurate assumption? Greg: Yeah, of course. All channels will have revenue goals. With the new SuccessOne partner program, this is really a buildout of a brand-new type of partner that ON24 really hasn't engaged in the past. These are mid-market enterprise consulting partners, and of course there are revenue targets. But when you're building a brand-new channel from scratch and you're coming in with a unique new line of business, the most important thing for a channel is that you have the enablement training and go-to market strategies encapsulated into a concept that partners can digest and execute, which is something that overrides the short-term revenue goals. It's really the enabling goals which are playing a more pivotal role. Jen: Got it. So these new consulting partners, how do they differ from, or do they differ from a more traditional value-added reseller? Do you still have those VAR type of partners at ON24 or are you pivoting a traditional VAR program into more of a consultancy type of partner program? Greg: That's another great question. So ON24 has a series of different types of channels, as do a lot of publishers. There's ISVs, OEMs, VARs. In the software world more, I like to call them consulting partners since not a lot of consulting firms like to be called value added resellers. They're truly consulting partners. And so, we do have ISVs, we do some OEM, we do have SIs, and those programs have been with ON24 for quite a while. Those programs will remain as they are. I'm working with the teams that are supporting those partners to look at their strategies, their go-to market strategies, their enablement strategies, their onboarding strategies. And there will be some enhancements to those programs. My goal is to come in and bring in those mid-market, like I mentioned, mid-market and enterprise consulting partners. These are the partners that their predominate core practices revolve around CRM, marketing automation, and ERP. This is a new type of partner, consulting partner that ON24 hasn't truly engaged in the past. But in my history and in my experiences working with either publishers from GoldMine to Sage to SugarCRM to Act-On, these mid-market and enterprise consulting partners are truly the trusted advisors of the target audience that ON24 is going after. Jen: So I wanted to ask you about that, about, some of your past experience. Some of those past experiences that you've mentioned, I mean, you've helped build some pretty phenomenal channel programs over the years, like you mentioned Sage, Sugar, Act-On. So when you first join a software company with that goal of either creating or further developing a channel program, where do you start? Greg: Well, there's a lot of ways to approach this, and I think everybody who's been in channel will look at it from a different perspective. I think, most importantly, if you're channel person, you're looking at an opportunity based on how a partner would approach it. I think there's probably five pillars or five major buckets that you wanna look at. First is, what's the market for that opportunity? What's the market for that platform? Is it a market that is on a growth curve, is it in a maintenance curve, or is it kind of on a downswing? Now, that's a really crucial point when you look at, can a channel be built successfully around the product or services that the publisher is going to market with? That's number one. Number two, fit for the partners. Is it a technology or a solution that the partners in your ecosystem aren't easily adaptable to? The market that I specifically fit into are more those partners that fit around the business applications, the CRM, the ERPs, marketing automation, those consulting firms that are out there to solve the problem for their consumers. So that's the second thing. Is there a fit for a partner channel for that service? Third is what's the current ecosystem of that channel? So if you're talking about webcasting or marketing automation or CRM, what's the channel like? Is there a robust channel? Is it a product that's in demand, that partners realize that they wanna go out and they wanna exploit those needs in the marketplace? So is there a fit in the ecosystem for that product? Fourth is partner profitability. Does that product or service provide the partner with a revenue stream with not only product sales but also in consultative services? These are businesses like all other organizations that have to profit, and they have to be able to utilize their staff to be profitable. So some products have a very low cost point but a high services rate. Other products have a really high price point but very little services. So you have to kind of weigh where you're at with margins and consultative services to really determine, is this a good fit for a partner? And fifth, which to me is one of the most important ones, is partner commitment and organizational commitment. Does the publisher, or is the publisher committed to the success of a channel? If you have an organization, and ON24 has absolutely opened its arms to this new concept of building out a new partner channel, are they committed to doing this? Building a channel is not a one-quarter or two-quarter event, it's a marathon. And a marathon has many steps, right, as you know. It's enablement, it's recruitment, it's onboarding, it's building a strategy that helps partners be effective. But also, are partners committed to this? Do the partners realize or understand or need to be educated that their consumers need that product or service? Do they need it, do they want it? If they don't need it, do they need to be educated as to why they need it? There are a lot of partners, Jen, that look at products and go, "You know what, that's too far ahead of the adoption curve from my install in customer base." That's another component that you also have to consider. Where in the adoption curve is that product or service? So those are pretty much the big five. Jen: These are all great questions to ask before you start digging and building out a program. I mean, you started a company, how do you go about getting answers to all of those questions? Do you have any tips for folks who might be in a similar situation? Greg: I'd been doing this for a long time and that question has come up before. How do you find these questions out? How do you find out if it's an opportunity for a channel lead or a channel sales vendor? My best response is, go talk to partners that you have a great relationship with, find out what their customer base, the spectrum of applications that their customers are using, find out what they're asking their prospects. A lot of the times, partners don't do the due diligence in their own business development. One of the things that I've done in the past, and this is how I gather a lot of this information as to, "Is this a viable product," is when I coach partners or when I build channels, when I work with channels, I require partners to do exit interviews with companies that they've won deals and lost deals. I don't think enough partners in this industry do exit surveys. Why did we not win this deal? Was it based on price? It should never be based on price why you lose a deal. I think exit surveys should ask do you feel that our organization provided you with the information to make an educated response to whether this application fitted your needs? When you start having partners that are at that level of competency of their own organization, go ask them, "Does webcasting fit your profile of applications that your prospects or your customers are asking for?" You really got to out and ask the questions to determine if it's the right fit or not. Jen: That's a really great point, and some of those activities that you're bringing up are good activities, I think, for even direct sales teams to be doing as well. I think, having that open communication with your partners, and when you're saying talking to them, I'm assuming you mean actually either face-to-face or on the phone and not just sending out a survey. Am I correct in that assumption? Greg: Absolutely. As much as I love technology, I am all about that personal touch. In the 15 years that I've been in this business, I have a Rolodex of, gosh, 300 to 500 partners that I know personally. It's been a long time in this industry, and I have another 500 that I can communicate with via electronic means. Communication is key. You really need to be able to understand what makes a partner tick. For all of us that do channels, channel partners are unique individuals, just like they're unique organizations. They all have specific needs that they need to satisfy, whether it's an application that they need to provide to their customers, or how they go to business and how they go to market, how do they engage their customers and prospects. Knowing your partners is not just sending out a survey or assuming that you know what they want, it's asking those questions. I'm a big, big fan of beta testing, and I've been doing that since I started in channels. I will come up with a channel strategy and I will bring in two or three of my closest channel allies, channel partner allies, and ask them, "What do you think of this strategy and can we pilot it with your firm?" Whether it's a marketing strategy, a sales strategy, whatever it may be, being in channel is a great opportunity, because you can test things, you can do A/B split testing on channel strategies. Never assume you know the answer, never assume, always ask the question and get a better response. Jen: I think that's great. I think even from a consumer perspective, when I think about some of the technologies that I use, whenever I'm asked to try something, to be a beta to provide feedback, honestly, I feel special. I feel like, "Wow, my opinion really matters." I feel like I'm truly a trusted partner in that relationship. So it's a win-win, I think, for both parties. Greg: Absolutely. I can tell you, there's dozens of partners that I've worked with that have followed me from even my days at GoldMine to Sage to SugarCRM to Act-On and now to ON24, that have followed me from publisher to publisher because I've made them money. When you make a partner money and make them successful, they trust you. In this industry, being in channel, being a channel leader, trust, integrity, there is nothing more important than that. If you go down that straight path with a channel partner and you tell them the good, the bad, and the ugly, then you're gonna be successful. Remember, these partners that are selling applications, especially when they go from the old-school on-prem perpetual licensing model to a new cloud deployment with software as a service pricing model, their models have changed. That paradigm shift for them, a lot of them had a little trouble with that shift. And now that they've adopted to the new model and the new modern channel partners that are more assertive and aggressive with building out their practices, looking for those new platforms that fill their customers' and prospects' gaps in their solution stack, those are the ones that will be the most forthright with the channel leader to tell you, "You guys need to think about going to market this way, because my customers and prospects are looking at it from a different perspective than maybe the publisher's looking at it." And that's where that relationship and that conversation, Jen, is crucial in building out a successful channel. Jen: So Greg, I have one more question for you, but it's actually two questions in one, I'm totally cheating. So, okay, so the first part of the question is, what do you think is the biggest challenge for sales professionals overseeing a channel program? And then my second, tying it to this question, question is, what do you see is the greatest opportunity for those same leaders? Sometimes those challenges and opportunities can be one and the same. Greg: Yeah. The challenges and opportunities are the same, it's the same coin, opposite sides, where with partners, I always do, I try to do personal business development with my top partners and those partners that raise their hands. And I'm a big fan of old-school SWOT: strength, weakness, opportunity, and threat. And I really think not enough channel sales people, channel managers, channel leadership really understand where the partners are in their specific lifespan of their consulting firm. So when you say challenges, I'd probably say understanding what the partners are actually looking to achieve from their own perspective. As a channel leader, I know what my company's looking to do. I know exactly what I am trying to do, build an effective selling machine that is self-sufficient and competent. Okay, so challenges, there's a lot of lackadaisical attitude in channel today and I don't personally understand it. I've been around for a long time and I've seen the most effective channels flutter when the day-to-day business development requirements are taken away from channel sales people. The channel needs to be understood, listened to, and when they have an issue or there's a gap in their go-to-market strategy, they need to be addressed. So I would say, the education from a channel sales perspective as to what each individual partner needs to be successful is probably, in my opinion from a business development standpoint, Jen, a big challenge today, a very big challenge. Jen: Why do you think there's inertia in the channel? You know, because you touched on it, and I see it too. There's a lot of, I don't know if it's inertia, apathy, or if it's just this thing that exists in a company that folks maybe don't seem to wanna dig into. Do you have any thoughts on why that is? Greg: Well, I'll use a phrase I use when I'm bringing on partners, and I mentioned a thing called channel self-sufficiency, which is something that I strive for, for partners to be self-sufficient. I really think there's this phrase, and I use it in a lot of my marketing and a lot of my recruitment, is competency breeds confidence. And I think today there's been a move from, in some areas, from publishers to not bring in people that have strong business backgrounds to manage partners. I think that is where the latency in success is happening, is you have channel sales people that don't take their role seriously. They don't understand the fact that they need to know business, they need to know business development, they need to know marketing, but on top of it all, they need to know the product that they sell. That, right, I can tell you numerous experiences where I've been at publishers where the channel person did not know their platform. I'm sorry, you can be a business development person, you can be a channel marketing person, you can have the best business strategy concepts in the world. But if you can't sit there and have at least an advanced sales rep's skillset around the platform you're selling, you're gonna show weakness to the channel partner. Jen: Or because you... Greg: You need to...go ahead. Jen: No, sorry. I'm stepping...I'm trying to finish your sentence. I just let you finish your sentence. You're making, you're a business adviser in a way, you have to be able to communicate the value of your product or platform and show that channel partner what value that's gonna add to his or her own business. I mean, I agree 100%, you have to know how these systems work and you have to have that business acumen. I haven't had anybody kind of put their finger on that before. So I'm just kind of like bouncing in my chair a little bit. Like, this is it. Yes, Greg. Like, I agree 100%. Greg: A couple of years ago, I did a dramatic change in direction on how I did business development and business planning with partners. And again, lots of publishers, lots of experiences. Business planning with partners is something that is overlooked. And I did an absolute 180 in my strategies. I actually tore up all the 20-page business plans that I had used in the past and I moved to something that I call the a la carte strategy where I actually have between 20 and 25 topics that a partner can actually choose from for their coaching. Of course, there are some mandatory things that I require, and I do a triage level of 1 to 4, right, 1 means we're working on it now, 2 means we're working on it in 60 to 90 days, 3 and 4, putting them in the parking lot. But for partners that get my business planner with my team, they look at us and go, "My gosh, you guys really wanna understand what we are as an organization and where are the gaps." When you bring that type of channel leadership and channel management to the partner ecosystem, they're gonna pay attention to you. They're gonna give you that mindshare, Jen, that you need to be successful. Remember, and this is where channel managers and channel leaders kind of drift off. The top consulting partners, partners at the top 1%, Microsoft partners, Salesforce consulting partners, NetSuite partners, Sage partners, you name the publisher, their top partners, aside from those core applications that they sell, are selling another 20 to 50 other applications. How do you make yourself front-of-mind and get mindshare so that they represent your product before they think about another application that ties into Great Plains or Dynamics or Salesforce? It is showing them that you're absolutely professional and that you're there to help them make money. You're there to help them be successful. You show that with your documentation, with your tools that you provide, your business planning tools, you're gonna get their mindshare. You're gonna get 25% of their marketing time. You're gonna get 25% of their sales time. You're gonna get 25% of their operational and organizational mindshare. You get those components, you get that type of mindshare, you're gonna have a successful channel. But you need to be hiring channel managers that are more business related than they are trying to sell software or sell services. I know that's kind of a shift in thinking, but in my experience, the best channel managers that I've ever had on teams of mine were those that were able to sit down and do business planning and understand what it takes for a partner to be successful. Jen: I think it's really great advice, and I'm excited to see, the growth of the ON24 partner program, this whole ecosystem, as you dig in further. But before I let you go, I know I kind of riddled you with channel questions, I do have a couple of more personal questions for our listeners to get to know you a little bit better. Are you open to answering a couple of easy questions? Greg: Absolutely, absolutely. Jen: Alright, okay. So first question, what is your favorite city? Greg: Favorite city, well, I'm a little biased. I'm gonna say the city that I live in, which is Newport Beach, California. Jen: Well, you just happen to live in paradise. We can't all be so lucky. Question number two, are you an animal lover? Greg: I am. I'm a huge animal lover. I have two crazy dogs that, love to sit in my home office and love to voice their opinions when they don't like what I hear. I also love horses. My little daughter is all about ponies right now. So we spend a lot of time up at a local ranch and she can pretend that she's a cowgirl and really enjoy that. Jen: Lovely. Question number three, Mac or PC? Greg: Oh, that's the big question. I am currently six years on Mac, spent my first 10 years in the industry on PC, and I can go either way. Jen: Really, there's not like one thing you just love more than the other? I mean, if I stuck you on a plane for five hours and I had one in one hand and one in the other, which one would you take? Greg: I'm going Mac. You got me on that one. Jen: Awesome. And last question, let's say I was able to offer you an all-expenses-paid trip, where would it be to? Greg: Wow, all-expenses-paid trip. Gosh, that is a great question. I would probably have to say, given that I have a three-and-a-half-year-old daughter, a Disney cruise. Jen: I hear those are really great. Greg: If it was just my wife and I, I'd probably say Montreal. One of my favorite towns is Montreal. Jen: Nice, nice. Well, I hear Disney cruises are pretty great for adults too, and they've got some daycare too. So that might not be such a bad trip. Greg: Exactly. Jen: Well, Greg, thank you so much for sharing your time, your insights with us today. If listeners would like to reach out to you directly, what's the best way for them to do so? Greg: I recommend that you connect with me on LinkedIn. You can find me on LinkedIn, Greg Goldstein, and I respond quickly to messages. And if you have questions about channel, questions about anything, in the industry, I'm always open to giving advice, having dialogue, conversation, love chatting. So if you wanna reach out, LinkedIn. Jen: Perfect. And we'll go ahead and include some social media links to that when we publish this podcast as well. Again, Greg, thank you so much for your time. It's been a pleasure. And we look forward to delivering another episode of the Allbound podcast next week. Have a great day, everyone. Thanks for tuning to the Allbound podcast. For past episodes and additional resources, visit the resource center at allbound.com. And remember, never sell alone.
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