Podcasts about onbase

Episode SummaryIn this special in-person episode of OnBase, host Chris Moody joins Davis Potter live from Austin, Texas, for a candid deep-dive into the evolution of account-based marketing. Davis draws on his experience across enterprise giants and nimble startups to unpack the real differences between demand gen and ABM—and why most companies are stuck in the middle.Together, they dissect the pitfalls of outdated ABM models, the importance of unifying go-to-market teams, and the need for signal-based measurement over legacy lead scoring. Davis explains the “account-based arrow,” ForgeX's new data model, and shares practical tips for aligning product marketing with ABM functions for retention and growth. Whether you're a team of one or leading a global strategy, this episode is packed with insights you can act on immediately.Key TakeawaysABM vs. Demand Gen: True ABM is more than just targeted demand generation; it requires a unified approach across sales and marketing.  Strategic ABM Implementation: Organizations should tailor their ABM strategy to their specific needs, considering factors like deal size and resources.  Measurement and Reporting: Effective ABM measurement involves tracking various metrics, including account engagement and pipeline progression, and requires a unified data model.  Cross-Functional Alignment: Alignment between ABM teams and other functions, such as product marketing, is crucial for success.  Evolving ABM: ABM is not static; it requires continuous evolution and adaptation to changing market dynamics and organizational needs.  Quotes“If you're just building lists off third-party intent and running ads, you're not doing ABM—you're just doing better DemandGen.”“Product marketing is not optional in an ABM strategy—it's foundational. They understand the customer better than anyone.”Best Moments 00:09-00:20 – Davis Potter's background and journey to 4Gex.  04:45-05:00 – The importance of aligning go-to-market strategy with business goals.  06:29-07:00 – Transitioning from demand generation to account-based marketing.  10:50-12:00 – The double funnel approach to measuring ABM success.  25:30-26:00 – The challenges of ABM benchmarks and data interpretation.  33:00-34:00 – The critical role of product marketing in ABM. Recommended resources:Newsletter:⁠ABM Tactics LinkedIn newsletter⁠ – Tactical, real-world GTM advice from the trenchesCertifications:⁠New ABM Certification Program⁠ by Demandbase in Partnership with ForgeXB2B Leaders to follow⁠Akriti Gupta⁠, Director of Marketing at LinkedIn  ⁠Désirée Daniels⁠, Retail Industry & ABM Marketing at LinkedInAbout the GuestDavis Potter is the Co-Founder of ForgeX, a firm dedicated to modernizing account-based go-to-market strategies through research-backed insights and scalable methodologies. With experience launching ABM programs at organizations like Google Cloud and Scale AI, Davis brings a rare blend of enterprise sophistication and startup agility. His unique journey—spanning billion-dollar enterprises and high-growth tech companies—has equipped him with a comprehensive view of ABM's past, present, and future.Davis is passionate about aligning sales, marketing, and product teams around unified goals and measurement systems. He frequently speaks on evolving ABM frameworks, first-party data strategies, and the shift from vanity metrics to actionable signals. Davis also co-leads the ForgeX and Demandbase certification program, shaping the next generation of account-based marketers.⁠Connect with Davis⁠.

Episode SummaryIn this episode of OnBase, host Paul Gibson welcomes Hannah Ajikawo for a deeply insightful conversation on building strong go-to-market foundations and how AI is reshaping the future of sales execution.Hannah reflects on her career journey and the moment she realized that many teams don't truly understand strategy. She outlines the importance of focusing GTM energy on where businesses win most, shares her “go-to-market building blocks” framework, and explains how AI can enhance precision across the buyer journey—from awareness to pricing strategy.Whether you're leading a sales team, rolling out new tech, or trying to scale confidently, this episode is full of practical wisdom.Quotes“If you really sit down, remove ego, and look at the data—you'll find where you win. Focus there. That's the cheat code.”Best Moments (00:53) – Hannah Ajikawa's career journey and the founding of Revenue Funnel.  (02:51)-04:39 – The importance of GTM fundamentals and addressing underperforming teams.  (05:54) – How repositioning and focus transformed pipeline generation for a B2B tech company.  (10:00) – AI's influence on GTM strategies and sales processes.  (12:22) – Areas of GTM most primed to benefit from AI integration.  (16:19) – Actionable advice for strengthening GTM foundations.  (22:46) – How AI is changing account-based go-to-market approaches.Tech RecommendationsDemandbase – For GTM prioritization and signal intelligence.Sybill.ai – AI-powered call analysis and coaching.Twain.ai – Tailored messaging and engagement optimization.SimpleTalk.ai – Conversational AI for real-time needs handling.Resource RecommendationsPodcastsThe Founders PodcastDiary of a CEO (Stephen Bartlett) NewslettersSubstack (for AI newsletters)BlogsGates Notes- Bill Gates' blog    Daniel Priestley's content B2B Leaders to followJen Allen-Knuth, Founder, DemandJenLisa Kelly, Founder and CEO, Radical ResultsBarry Flaherty, GTM LeaderAbout the GuestHannah Ajikawo is an award-winning go-to-market consultant and founder of Revenue Funnel, helping B2B scale-ups unlock growth and optimize their revenue engines. With 16+ years of experience, Hannah has been recognised as a LinkedIn Top Voice, LinkedIn Sales Insider, Salesforce Influencer, and one of the 100 Most Powerful Women in Sales by Demandbase. She is also a HubSpot Modern Sales Leader and a global expert in aligning sales processes with modern buyer journeys to drive sustainable growth.Connect with Hannah.

Episode summary:In this episode of OnBase, host Chris Moody sits down with Trent Talbert to dissect the 2025 B2B marketing landscape—from evolving ABM strategies to the real reason high-growth companies are struggling despite bigger budgets. Trent shares insights from the newly released AMP25 survey and offers sharp, data-backed guidance on where modern marketers should double down and what they should ditch.You'll hear why personalization is still broken in most orgs, how bold messaging can break through the noise, and why “do more with less” is a dangerous myth. Packed with practical wisdom and a few mic-drop moments, this episode is a must-listen for any B2B marketer looking to elevate their strategy this year.Key TakeawaysOptimism in Goals: A significant majority (80%) of B2B tech marketers are optimistic about achieving their goals this year.  Growth Challenges: Faster-growing companies often face more challenges, requiring a broader approach to marketing.  ABM and Personalization: Organizational silos can hinder effective ABM and personalization. Emerging brands have an advantage in implementing these strategies due to their lack of legacy systems.  Standing Out: Brands can capture attention through bold, creative, and emotionally resonant messaging that balances rational appeals.  Customer Focus: There's a growing emphasis on customer loyalty, lifetime value, and downstream engagement, including onboarding and renewals.  Budget Trends: Most budgets are flat or increasing, but companies are urged to choose either a cost-reduction or growth strategy.  Tactic Stability: The top six marketing tactics have remained consistent, highlighting the importance of executing fundamentals well and creating a coherent customer experience across channels.  Best Moments (00:35) - Trent Talbert's career journey in B2B tech.  (02:39) - The relationship between growth and marketing challenges.  (03:54) - Obstacles to fully leveraging ABM and personalization.  (06:51) - Strategies for brands to stand out.  (10:05) - Budget trends and strategic recommendations.  (14:05) - The importance of strategic focus.  (16:54) - Recommended tools in the intent and personalization space.  (18:05) - Trent's favorite reads and the importance of brand building.Tech RecommendationsDemandbase – ABM + intent toolsMutiny – Website personalizationBooks:The Four Conversations by Blair EnnsPodcasts:Two Bobs Podcast with Blair Enns & David C. BakerReports:April Six Marketing Pulse 2025Blair Enns, Founder, Win Without PitchingApril Dunford, Founder, Ambient Strategy, and positioning expert for tech companiesBob Wright, Founder, FirebrickAnna Powell, RevOps influencer in the B2B spaceAbout the guest:Trent Talbert is a seasoned professional with a strong background in strategy and account management. At April Six, Trent currently holds the position of Head of Strategy for North America. Prior to this role, Trent worked at Doremus as an Account Supervisor, gaining experience in various account executive roles. Trent has also worked in advertising and PR, further showcasing their diverse skill set. With a BS in Business-Marketing from the University of Missouri Trulaske College of Business, Trent is well-equipped to handle the challenges of their dynamic roles in the industry.Connect with Trent.

Episode SummaryIn this episode of OnBase, host Chris Moody welcomes Brandon Ratliff for a compelling conversation about the evolution of Martech, the promise (and limitations) of AI, and the art of staying future-ready in an ever-accelerating landscape.Brandon shares his unconventional path from coding hobbyist to martech leader, while offering tactical advice for building scalable stacks, enabling data-informed personalization, and fostering innovation within teams. He unpacks what it means to shift from “T-shaped” to “I-shaped” marketers, the human side of AI-driven growth, and how organizations can maintain curiosity to avoid losing their competitive edge.Whether you're leading an enterprise marketing team or scaling a scrappy startup strategy, Brandon's insight into modern Martech is both practical and visionary.Key TakeawaysThe Evolving Marketer: The shift from T-marketer to I-marketer highlights the importance of data literacy in addition to channel-specific expertise.  Data-Driven Marketing: Clean and well-utilized data is crucial for the success of MarTech initiatives.  Future of MarTech: AI and predictive analytics are key to enhancing efficiency, personalization, and ROI in marketing.  Essential MarTech Stack: A core MarTech stack includes a CDP, marketing automation platform, ABM tool, and CRM.  AI's Role in Marketing: AI enhances marketing through production, planning, creative management, and scaled personalization.  Importance of Human Connection: Human relationships remain fundamental in marketing and business despite technological advancements.  Future-Proofing Skills: Marketers must prioritize continuous learning, including prompt engineering and AI tools, to stay ahead.  Fostering Innovation: Leaders should encourage experimentation and calculated risk-taking to drive marketing innovation.  Qualities of a Modern Marketer: Key competencies include fearlessness, curiosity, creativity, and data-centricity.  Signs of Losing Competitive Edge: Stagnation, lack of investment in new tools, and failure to train employees are warning signs.  Change Management: Overcoming resistance to change and fostering belief in new initiatives is a significant challenge in marketing. Quotes“You don't have to know everything. But you do have to know your data.Best Moments 00:48 - 02:18 Brandon shares his journey into MarTech.  02:48 - 03:32 The importance of data in marketing.  05:36 - 06:20 Pragmatic approach to data.  06:54 - 08:14 Core components of a MarTech stack.  08:14 - 09:41 The role of AI in enhancing marketing.  10:33 - 12:29 The balance between technology and human connection.  13:13 - 16:38 Strategies for future-proofing marketing skills.  21:26 - 23:18 Signs a company is losing its competitive edge.  23:35 - 25:22 The biggest challenge in marketing today: change management.  About the GuestBrandon is a seasoned leader in marketing technology and operations at Qualcomm. With a passion for innovation and a knack for navigating the digital realm, Brandon has been instrumental in advancing Qualcomm's Martech strategies. He has successfully implemented transformative technologies, including advanced marketing automation and analytics tools, to drive data-driven success. Known for his thought leadership and commitment to staying ahead of industry trends, Brandon's work exemplifies the powerful synergy between marketing and technology. Join us as he shares his insights and experiences in unlocking the potential of the Martech stack.Connect with Brandon.

Episode SummaryIn this episode of OnBase, host Chris Moody and Parth Mukherjee delve into the critical role of customer voices in shaping go-to-market strategies. Parth shares his journey through the tech industry, highlighting his experiences in product marketing and go-to-market strategy across different company stages. He emphasizes the importance of product marketing teams in bringing the customer's perspective into the organization and outlines the five key components of a go-to-market strategy: who, what, why, where, and how. Parth also discusses methods for collecting and analyzing customer data, balancing quantitative and qualitative feedback, and addressing stakeholder resistance. Additionally, he explores emerging marketing trends, the use of AI in marketing, and the challenges of B2B marketing, such as attribution.Key Takeaways:Voice of the Customer is Key: Customer insights are crucial for shaping effective go-to-market strategies.  Five Components of Go-to-Market Strategy: The five key questions to answer are who is the target audience, what are the offerings, why should buyers care, where should we sell, and how do we hit our targets.  Data Collection and Analysis: Utilize a combination of call recording technologies, surveys, customer interviews, and focus groups to gather customer feedback.  Balancing Quant and Qual: Combine quantitative data with qualitative insights to build compelling narratives and make informed decisions.  Addressing Stakeholder Resistance: Use proof and data to overcome internal misconceptions and align stakeholders.  Importance of Timing: Gather customer feedback throughout the product life cycle, starting from the product vision stage.  Emerging Marketing Trends: The importance of buyer self-education, hyper-personalized marketing, prompt engine optimization (PEO), and the convergence of ABM with intent data.Quotes“Product marketing should be the voice of the company in the market—and more importantly, the voice of the market inside the company.”Best Moments 00:07: Parth shares his journey into tech and marketing.  03:30: The importance of customer voices in shaping go-to-market strategy.  04:45: The five components of an effective go-to-market strategy.  07:30: Methods for data collection and analysis.  13:00: How to deal with stakeholder resistance using proof and data.  16:15: The importance of gathering customer feedback throughout the product life cycle.  19:00: Emerging marketing trends for the next five years.  22:30: Use cases of AI in marketing.24:30: The biggest challenge in B2B marketing: attribution. Tech Recommendations⁠Chorus⁠ – Call intelligence for market and product insights.⁠MindTickle⁠ – Deal rooms and enablement for modern B2B sales.⁠Klue⁠ – Competitive intelligence and win-loss analytics.Books:⁠Crossing the Chasm⁠ by Geoffrey Moore⁠Building a StoryBrand⁠ by Donald MillerBlogs & Newsletters:⁠HubSpot Blog⁠⁠Gartner for Go-To-Market Insights⁠⁠Marketing Brew⁠Podcasts:⁠Marketing Over Coffee⁠⁠Product Marketing Life by PMA⁠Shout-outs:⁠Kevin Akeroyd⁠, CEO at Sovos⁠Ann Handley⁠, Chief Content Officer at MarketingProfs⁠Andy Raskin⁠, Strategic Narrative CoachAbout the Guest:Parth Mukherjee is the VP of Product Marketing, Corporate Marketing, and Go-To-Market Strategy at Sovos, a leading tax compliance platform. With over 20 years of experience in tech marketing—including pivotal roles at Adobe, Cognizant, and five high-growth VC-backed startups (four of which successfully exited)—Parth brings deep expertise in scaling companies through every phase of growth.Before joining Sovos, Parth led marketing at Chorus and MindTickle, and continues to apply a data-driven yet deeply human approach to building strategic narratives that resonate with customers and internal stakeholders alike.⁠Connect with Parth⁠.

Episode SummaryIn this episode of OnBase, host Chris Moody is joined by Alison Mendoza to dive into the power of the Jobs-to-be-Done (JTBD) framework and its transformative impact on innovation, marketing, and product strategy. Alison shares her non-linear journey into R&D, how her background in linguistics shapes her collaboration with engineers, and how JTBD allows companies to avoid blind spots and uncover real customer needs.Listeners will gain insights into how Honeywell uses behavioral science and JTBD to drive meaningful product adoption, why traditional voice-of-customer methods often fall short, and how AI is unlocking strategic work by automating repetitive tasks. From uncovering misaligned innovation strategies to empowering teams through better language and observation, this episode is a masterclass in modern customer-centric thinking.Key takeaways:Jobs-to-be-Done (JTBD) vs. Hypotheticals: JTBD eliminates guesswork by focusing on observable behaviors, not hypothetical customer desires.Behavioral Science + JTBD = Impact: The fusion of decision-making psychology with JTBD drives better adoption and product-market fit.Innovation Pitfalls: Over-reliance on competitor analysis or legacy processes can limit true innovation.Speak Their Language: Product teams must translate customer outcomes into language engineers can act on.AI for Strategic Work: Honeywell's $120M in AI-driven savings shows how tech can free time for impactful, strategic work.Quotes:“We don't really have to worry about product-market fit if we've built a product on the Jobs-to-be-Done framework.”“If you use AI for simple tasks, it will give you simple output. Use it for complex challenges—like segmentation or positioning—and you'll see exponential value.”Best Moments Tech recommendations:⁠⁠Notebook LM (Google)⁠⁠: A powerful AI research assistant ideal for strategic marketing and A/B testing.Resource recommendations:⁠⁠Thinking, Fast and Slow⁠⁠ by Daniel KahnemanBooks by ⁠⁠Jonah Berger⁠⁠ – Practical marketing playbooks from the Wharton professor⁠⁠321 Newsletter by James Clear⁠⁠ – Weekly insights on habits, strategy, and self-improvementLeaders to follow:⁠⁠Chandler Stillman⁠⁠– Director, Marketing & Customer Experience at ADDMAN⁠⁠Liz Schmittou⁠⁠– Brand & Marketing Content Leader at ADDMAN⁠⁠Emily Carr⁠⁠– Consulting Account Lead at Google⁠⁠00:30⁠⁠Alison's global career journey from flight attendant to R&D innovatorBest moments:⁠⁠03:00⁠⁠JTBD explained and why most voice-of-customer methods fall short⁠⁠08:30⁠⁠How to bridge engineering and customer outcomes with the right language⁠⁠14:00⁠⁠The synergy between behavioral science and JTBD in shaping innovation⁠⁠16:40⁠⁠Honeywell's AI success: $120M saved through automation and productivity tools⁠⁠20:20⁠⁠The evolving challenges of B2B marketing and the role of dynamic contentAbout the guest:Alison is the Global Sr. Director of Innovation at Honeywell International, leading innovation and growth across the Honeywell portfolio of businesses. With over 15 years of global experience, she integrates customer-centric expertise in aerospace and advanced technology sectors. Alison is also a member of the Strategic Communications Committee at AUVSI and actively recruits for the Honeywell Political Action Committee. She shares insights on innovation, communication, persuasion, and leadership in her LinkedIn blogs.⁠⁠Connect with Alison⁠⁠.

Episode SummaryIn this episode of OnBase, host Paul Gibson sits down with Shimon, a leading voice in B2B marketing from SPOTONVISION. The duo dives into the big topic of bridging short-term wins with long-term growth while discussing how Account-Based Marketing (ABM) and Artificial Intelligence (AI) are transforming the future of B2B marketing strategies.With insights drawn from years of partnership and expertise, this conversation explores how to balance immediate results with long-term objectives. Whether you're looking to improve 2025 metrics or future-proof your marketing strategies, this episode offers actionable takeaways to help your team succeed. Key TakeawaysShort-Term and Long-Term HarmonyAchieve a balance between quick wins that boost immediate outcomes and strategies for sustained growth.The Role of AI in B2B MarketingLeverage AI to enhance data analysis, improve personalization, and optimize campaign efficiency.ABM Done RightAdopt evolving Account-Based Marketing practices to create impactful engagements and measurable results.Future-Forward Marketing StrategiesStay ahead by understanding the trends and innovations shaping the future of B2B marketing.Quotes"The future of B2B marketing lies in leveraging the power of AI to do more with less, while keeping personalization at the core."Best Moments04:00–07:00 – Shimon dives into his career path and how ABM became a core focus.10:00–12:30 – Shimon explains how changing buyer behaviors redefines sales and marketing strategies.15:00–18:00 – A closer look at how ABM and AI address misalignment challenges.24:00–26:00 – Shimon shares his insights on the future role of AI in account-based GTM.30:00–33:00 – Predictions on the next evolution of ABM in the B2B space. Tech RecommendationsTrendemon - Highlighted as a platform that provides real-time personalization and insights to customize content for website visitors, leveraging AI for ease of use.Resource Recommendations Books:Mindset by Carol Dweck - Suggested for fostering a growth mindset and improving team collaboration and alignment.Atomic Habits by James Clear - Advocated for creating effective personal and team habits for growth and success. Shout-OutsJoel Harrison - Founder, B2B MarketingRyan Almond - Global Marketing & ABX Director, HenkelIngrid Archer - Managing Partner, SPOTONVISIONAbout the GuestShimon is a visionary leader who believes in the power of trust, purpose, and shared ambition to bring people together. He envisions a world where businesses don't just grow but thrive through meaningful relationships—both with their customers and within their teams.In B2B, Shimon sees one of the most powerful yet often overlooked connections: the alignment between marketing and sales. When these two forces come together, businesses don't just see results—they create a real, lasting impact.Every day, Shimon is on a mission to turn this vision into reality. Whether through the conversations he sparks, the communities he builds, or the insights he shares, he is constantly looking for others who share this belief. For those who want to create a world where relationships—between businesses, between people, and within organizations—are the true drivers of success.Website: Spotonvision.comConnect with Shimon.

In this episode of OnBase, host Chris Moody welcomes Nicole Warshauer for an enlightening conversation on health benefits, empathy-driven branding, and building consumer trust through education. Nicole walks us through her non-linear career journey and how her passion for community and storytelling has shaped her role at HealthEquity. She shares practical strategies for educating diverse healthcare consumers, discusses the emotional complexities of health benefits, and explores the skills marketers need to build brands around “unsexy” topics.Nicole also explores HealthEquity's innovative tools, such as Engage360 and HSAnswers, which use AI and multi-channel strategies to deliver personalized, accessible benefits education. Whether you're navigating the healthcare landscape or trying to humanize your B2B brand, this episode is full of actionable insights and authentic inspiration.Key TakeawaysEmpathy is Foundational: To demystify healthcare benefits, brands must lead with empathy—understanding emotional roadblocks like fear and confusion that often prevent consumers from making informed decisions.One Size Doesn't Fit All: Benefits education must be personalized. Demographics, health history, family structure, and financial literacy all play a role in how people access and use healthcare.Data-Driven Education Works: Programs like Engage360 have led to a 46% increase in HSA contributions and a 60% increase in investing, showing the power of well-targeted benefit education.Building Brands for “Unsexy” Industries: The best marketers can make even mundane products relatable. Skills like curiosity, critical thinking, empathy, and strong writing are essential for success.Tech with a Human Touch: AI tools can scale education efforts, but without human oversight and strategic intent, they won't succeed.Quotes“Marketing for the unglamorous takes empathy and grit. That's where the best brand builders thrive.”Tech recommendationsChatGPTJasperCopilotBook recommendationsStorytelling with Data by Cole Nussbaumer Knaflic – A go-to for making data digestible and visually compelling.Shout-outsJade Tambini, Founder and Marketing Course Leader, B2B Jade.Hannah Shamji, Customer researcher for B2B SaaS.Erica Schneider, Founder, Cut The Fluff.About the GuestNicole Warshauer is the VP of Brand Marketing at HealthEquity, where she builds, leads, and engages community-first marketing teams that drive brand growth and resilience. With more than 15 years of experience in marketing and communications across healthcare, tech, design, nonprofit, education, and real estate, Nicole has cultivated a unique ability to deliver integrated, purpose-driven strategies that resonate.She is passionate about creating and nurturing communities of brand evangelists—both internally and externally. Her past work includes collaborations with renowned organizations like Yelp, Dribbble, and Trusted Health. Nicole also offers consulting services to help managers lead high-performing remote teams and optimize their marketing strategy.Connect with Nicole.

In this episode of OnBase, host Chris Moody sits down with Craig Chiofalo to explore what it truly takes to build and lead a world-class support engineering organization. Craig pulls back the curtain on the operational strategies and tech stack powering Demandbase's award-winning team—including how tools like Salesforce Einstein and SupportLogic are transforming their approach to proactive support. He also shares lessons on hiring for excellence, scaling impact without ballooning headcount, and why deep, daily collaboration across product, engineering, and customer success is the cornerstone of lasting success.Key takeawaysRight Team, Right Tech: Hiring the right talent, enabling them with strong onboarding and internal tools, and layering in AI-driven technologies can drive exponential impact without scaling the team linearly.Cross-Functional Collaboration Is Everything: Craig attributes much of the team's success to deep integration with product, engineering, and customer success—teams that work together daily to elevate the customer experience.Award-Winning Process Maturity: From rewritten job descriptions to internal training certifications and advanced sentiment monitoring, Craig's team has refined its approach year after year to earn industry recognition.Operationalized AI: AI tools like SupportLogic and Salesforce Einstein are leveraged not just for efficiency, but for better sentiment analysis, proactive support, and smarter data insights.Measure What Matters: In addition to SLAs, Craig's team emphasizes customer satisfaction and effort scores—tracking detailed metrics while staying focused on proactive issue resolution.QuotesOn Team Excellence“This team is phenomenal—not just individually, but in how they collaborate. That synergy is the catalyst behind everything we've achieved.”On Leveraging AI Thoughtfully“AI should be seen as an assistant. It's like a dishwasher—you still load it and unload it, but it saves time and effort on repetitive tasks.”(04:00): How Craig rewrote job descriptions and created testing processes to hire and retain top-tier talent.(09:00): A deep dive into Salesforce Service Cloud, SupportLogic, and the internal troubleshooting app that dramatically reduces time to resolution.(14:00): How the team uses data and proactive alerts to prevent fires before they happen.(18:00): Craig's thoughtful breakdown of AI as a productivity enhancer, not a replacement.Tech RecommendationsSalesforce Service Cloud + Einstein: A central support platform now enhanced with AI capabilities for smarter case handling.SupportLogic: Real-time sentiment analysis and escalation prediction across customer interactions.Resource RecommendationsNewsletter:MIT Technology Review – AI-focused and practicalHarvard Business Review – Daily updates on leadership and strategyMcKinsey – Insightful newsletters with AI-related contentShout-outsUmberto Milletti, Chief R&D Officer at DemandbaseAngelle Stromeyer, RVP Customer Success at DemandbaseErika Setla, Sr. Director, CX Strategy & Ops at DemandbaseAbout the GuestCraig Chiofalo is a customer-focused leader with over 20 years of experience directing customer support, service, and success teams across SMB to enterprise clients. Currently Vice President of Support Engineering at Demandbase, Craig leads a Stevie Award–winning team recognized for delivering outstanding customer service. He brings a proven track record of building high-performing, collaborative teams that exceed goals, with a leadership style rooted in fairness, energy, and a deep passion for technology.Craig has held key roles at IBM, Silverpop, CallRail, Calendly, and Salsify, often joining during critical growth phases to scale operations, implement smart automation, and drive cross-functional alignment. His expertise spans platforms like Salesforce, Zendesk, Jira, Confluence, and SQL—always with a hands-on, data-informed approach to delivering exceptional customer outcomes.

Episode SummaryIn this episode of OnBase, host Chris Moody chats with Maximus Greenwald about reimagining traditional outbound strategies through a concept he calls "warmbound"—the fusion of outbound execution with inbound energy. Maximus walks us through the broken state of traditional lead scoring, the inefficiencies of outdated TAM/SAM/SOM frameworks, and why marketers should own the pipeline.He breaks down how intent signals, AI, and horizontal marketing teams will reshape the future of GTM. Maximus also shares how he tests big bets as a founder, what marketers can learn from enterprise sellers, and how personalization must evolve in the age of generative AI.Key TakeawaysWarmbound, Not Outbound: The strict division between inbound (marketing) and outbound (sales) is outdated. The future is unified, pipeline-first, go-to-market strategies driven by intent.Classic Lead Scoring Is Broken: Rigid filters based on outdated firmographics miss major ICP opportunities. AI can dynamically model what actually drives revenue.Signal Stacking Is the New ICP: Combine CRM, intent data, buyer behavior, and historical signals to build a more accurate, real-time picture of purchase readiness.Marketers Should Own Pipeline: With the right data and tools, marketing can—and should—run outbound motions and be comped like sellers.Horizontal Over Vertical Marketing: Organize teams around the buyer journey stages (cold, warm, hot) instead of just marketing channels.Quotes“Inbound versus outbound is a false dichotomy. Your outbound should drive inbound, and your inbound should fuel outbound. It's all one team now.”“You don't stay in someone's TAM forever. SOM is dynamic. A lead heats up, cools down, and reenters. We need systems that move with that fluidity.”Best Moments03:00–05:00 – From Google Maps to SaaS: Maximus shares how he transitioned into sales and marketing.06:30–09:00 – What's broken in lead scoring—and how AI can fix it.13:00–16:00 – Rethinking TAM, SAM, and SOM as dynamic, not static.20:00–24:00 – The rise of the horizontally structured marketing org.28:00–31:00 – Why marketers should carry a quota—and get paid like enterprise reps.Tech RecommendationsAutobound – An AI-powered sales copywriting tool that personalizes based on deal-winning language.Default – An Inbound lead routing and scheduling engine.Resource RecommendationsPodcast:30 Minutes to President's Club.Report:The 2025 State of Marketing Report by HubSpot.Shout-outsKieran Flanagan – SVP of Marketing at HubSpot.Dave Gerhardt – Founder of Exit Five, formerly Drift.Hunter Walk – Partner and Co-Founder at Homebrew.Finn Murphy – General Partner at Nebular VC.About the GuestMaximus Greenwald is the Co-founder and CEO of Warmly, an AI-powered outbound platform that transforms how companies think about lead generation, pipeline development, and the convergence of sales and marketing. Before founding Warmly, Maximus began his career in engineering and product development at Google Maps, and eventually made the leap from big tech to B2B SaaS entrepreneurship. Today, he helps hundreds of companies unify inbound and outbound strategies under one mission: driving warm leads through smarter, signal-based marketing.Connect with Maximus.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Susan Bloomfield to discuss the power of authentic storytelling in aligning marketing and sales. Susan shares her journey from research to marketing leadership and how she built her expertise in business development. She dives deep into the three P's of storytelling—People, Passion, and Purpose—and how they drive engagement and differentiate brands.She also highlights how marketing can support sales in a way that feels genuine, engaging, and human—while still delivering measurable results. If you're looking to create a brand strategy that resonates and builds strong relationships, this conversation is a must-listen!Key TakeawaysThe Three P's of Storytelling: A compelling marketing strategy is built on People, Passion, and Purpose—focusing on the human side of business and brand identity.Sales & Marketing Alignment: To effectively align marketing and sales, marketers must ensure that content and branding support real customer conversations.Authenticity Wins: Customers connect with brands that tell relatable, real stories rather than generic, polished corporate messaging.The Role of AI in Marketing: AI can assist with content generation, personalization, and campaign testing, making storytelling and brand engagement more scalable.The Power of Personal Brands: The rise of micro-influencers and relatable voices on platforms like TikTok has transformed the way companies approach brand marketing.Quotes"The best brands amplify success—not just their own, but the success of the people they serve.""If you want to align marketing and sales, you have to make marketing an extension of sales, not just a content factory.""People buy from people. Storytelling isn't about selling—it's about building relationships and trust."Best Moments03:00–05:00 – Susan shares her unconventional journey into marketing and business development.10:00–12:00 – How aligning marketing and sales starts with understanding their shared goals.15:00–18:00 – Why brands should focus on relatable storytelling instead of polished, corporate messaging.22:00–24:00 – The impact of AI on content personalization and storytelling.30:00–32:00 – How emerging micro-influencers are redefining brand authenticity.Resource RecommendationsBook: The Long Game – A deep dive into strategic thinking and planning for long-term success.Publication: Fast Company – A go-to resource for thought leadership and marketing innovation.About the GuestSusan Bloomfield serves as Chief Marketing Officer at Stream Realty Partners.After joining Stream Realty Partners in 2019, she has brought a blend of visionary storytelling and advanced marketing strategies to Stream's forefront. Prior to Stream, Susan served as the Vice President of U.S. Marketing & Research for Colliers International, where she played a crucial role as a member of the senior executive team. Her leadership was instrumental in expanding the firm's strategic marketing and research platform, elevating brand visibility, and fostering expansive business growth.Website: StreamRealty.comConnect with Susan.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Caroline Quinn to explore the nuances of optimizing Account-Based Marketing (ABM) strategies. Caroline shares her deep insights on defining the right ABM mix, navigating between one-to-one, one-to-few, and programmatic ABM approaches, and ensuring marketing investments align with business priorities. She also highlights the importance of curiosity, listening skills, and marketing technology in executing successful ABM programs.With practical frameworks and real-world examples, this discussion is essential for marketers looking to refine their ABM strategies and drive meaningful engagement with key accounts.About the GuestCaroline is an enterprise technology marketer specializing in account-based marketing (ABM) and demand generation. At Cloudflare, she drives demand through targeted campaigns for strategic accounts. Her past roles include building a $65M ABM program at Blue Yonder and developing ABM strategies for sellers at tech organizations such as Google and Apple at PipelineIQ. Caroline began her career at Kronos (now UKG).Monterrey.Connect with CarolineKey Takeaways- Balancing the ABM Pyramid: A strong ABM strategy requires the right mix of one-to-one, one-to-few, and one-to-many approaches. Over-rotating on either extreme can lead to inefficient resource allocation.- The Power of Discovery: A successful ABM program starts with deep discovery—marketers must listen to sellers, understand account needs, and customize approaches accordingly.- Tech-Enabled Personalization: While ABM technology can help scale efforts, marketers must also define key engagement signals manually to ensure flexibility and relevance.- Justifying ABM Investments: To secure buy-in for one-to-one ABM, marketers should use intent data, pipeline signals, and phased investment approaches to demonstrate ROI.- Content as an ABM Multiplier: AI-driven content repurposing can significantly enhance the impact of ABM efforts, making it easier to tailor messaging to different segments and accounts.Quotes"The best ABM programs are fluid—accounts should move between tiers based on their intent and engagement."Tech Recommendations- Demandbase – For account intelligence and ABM execution.- Sendoso – Direct mail platforms for personalized account engagement.- Pipeline IQ – For account profiling and intelligence.- Boardroom Insiders – Executive profiling tool for ABM personalization.- Folloze – Landing page and campaign personalization tool.Recommended ResourceBooks:Multipliers by Liz Wiseman – A must-read for leaders aiming to maximize team performance.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Chad Holdorf to discuss how agentic AI is revolutionizing B2B go-to-market strategies. They explore the rise of AI-driven agents, why automation leaders are doubling down on AI, and the biggest mistakes B2B teams make with AI adoption. Chad also shares real-world use cases from Demandbase, showing how AI agents streamline workflows, enhance intent-based targeting, and deliver predictive recommendations to sales and marketing teams.If you're a sales or marketing leader, this episode will give you actionable insights on how to integrate AI-powered GTM workflows while ensuring data accuracy, personalization, and efficiency.Key takeaways:AI Agents Are Reshaping GTM – AI-driven agents can help 10x productivity, making teams more efficient while removing friction from sales and marketing workflows.The Biggest AI Mistake – Companies focus too much on the technology itself rather than on solving real customer problems. AI should be outcome-driven.From Data Overload to Actionable Insights – AI-driven intent signals analyze vast amounts of GTM data, surfacing key insights and next best actions for sales and marketing teams.AI SDRs Are Failing Without Context – AI agents that lack proper customer data make embarrassing mistakes, like sending irrelevant emails to buyers who already know the product.Agent Base: AI with Context & Accuracy – Demandbase's Agent Base ensures that AI-driven sales and marketing actions are informed by accurate, unified data, preventing misalignment between teams.AI Must Be Embedded in the Workflow – AI agents should enhance existing workflows rather than requiring users to switch between multiple tools, ensuring smooth execution.Future of AI in B2B – The next wave of AI will focus on deep research capabilities, personalized recommendations, and predictive actions, eliminating guesswork for GTM teams.Quotes:"The most powerful AI agents aren't just about automation – they're about solving real customer problems and making revenue teams more effective.""Without the right data, AI agents are just noise. The difference between success and failure in AI-driven GTM is data accuracy and context."Best moments:03:00–05:00: Chad shares his journey to Demandbase and his vision for AI-powered GTM strategies.08:00–10:00: Why AI adoption is skyrocketing but the execution still lags behind in B2B companies.12:00–15:00: Breaking down how Agent Base delivers real-time AI-driven insights without adding complexity.18:00–22:00: The biggest failures of AI SDRs and how data-driven AI agents can solve these issues.25:00–30:00: The future of AI in sales & marketing – from predictive modeling to agent-driven engagement.Tech recommendations:Perplexity AI – AI-powered deep research for customer insights & content generation.OpenAI / Gemini – AI tools for data processing & workflow automation.Book recommendations:The Inner Game of Tennis by W. Timothy Gallwey – A classic on performance psychology & learning through observation.Podcast recommendations:My First Million – A business podcast that breaks down growth strategies & success stories.Leaders to follow:Gabe Rogol, CEO at DemandbaseUmberto Milletti, Chief R&D Officer at DemandbaseKelly Hopping, CMO at DemandbaseMarc Benioff, Chair & CEO at Salesforce.Parker Harris, CTO at SalesforceSign up for AgentbaseMeet Chad at the Forrester B2B Summit (March 30) & EMEA Conference in London (April 30).Sign up for Demandbase's AI Agent Design Partner Program – coming soon!Follow Chad Holdorf on LinkedIn for AI-driven B2B insights.About the guest:Chad Holdorf is VP of Product at Demandbase, leading product to transform how marketers drive pipeline and revenue. With 15+ years in product, including leadership roles at Pendo, Salesforce, and John Deere, he builds high-performing teams, drives bold product strategies, and delivers results.Connect with Chad Holdorf.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Judit Szabo to discuss the complexities of aligning account-based strategies within diverse tech environments. With organizations facing challenges in tailoring ABX (Account-Based Experience) initiatives across different teams, tools, and processes, Judit shares her insights on how to execute ABX successfully.From understanding skill sets that drive alignment to navigating sales and marketing collaboration, she provides actionable insights on overcoming common obstacles, measuring success, and adapting methodologies for different organizations.Judit also explores the role of AI in account-based strategies, how technology enhances personalization, and why holistic, data-driven approaches are critical for long-term success.About the GuestJudit is a  B2B marketing leader with 15+ years at IT Software and Services companies, Judit has PR and Media experience prior to joining the Tech industry. She was the winner of the 2019 Forrester ROI Honours Award in Europe for sales & marketing alignment at TIBCO Software with the introduction of transformative, industry-led value based GTM strategies. She has a strong passion for building and leading global teams with a sweet spot for Demand Generation and Growth Marketing, leading the development and management of integrated marketing strategies and execution to deliver growth and revenue for the business. She has experience in campaign and content management, digital, field, partner, and account-based marketing as well as data and performance-led marketing operations, advocating cross-functional collaboration across Marketing, Sales, Product and Operations with special focus on finding ways to optimise and orchestrate business processes in support of strategic objectives. In her free time, she's an avid yoga practitioner, as well as a volunteer baker at her local National Trust estate in England.Connect with Judit SzaboKey Takeaways - Holistic Thinking Drives ABX Success – Account-based management isn't just a marketing function; sales and marketing must work together to grow and penetrate accounts.- Patience Is Essential – ABX is a long-term strategy, not a quick fix. Expect an 18+ month cycle for results, and celebrate small wins along the way.- Data is the Foundation – Strong account intelligence is key to avoiding misalignment and wasted efforts. The right tools and governance ensure that teams are acting on reliable data.- Aligning Sales & Marketing Requires Process, Not Just Intent – Establish shared KPIs, define roles, and create a feedback loop to ensure alignment throughout the account lifecycle.- One-to-One ABX is the Goal, But Requires Strong Foundations – Organizations should first build a solid demand generation engine before scaling to hyper-personalized, one-to-one outreach.- AI Can Help, But It's Not a Silver Bullet – While AI can assist with personalization, content generation, and automation, it can't replace the strategic thinking needed to execute ABX effectively.Quotes"The three most important skills for ABX success? A holistic approach, patience, and a data-driven mindset. Without these, execution will fall apart."Recommended ResourceBooks:⁠Coaching for Performance⁠ by Sir John Whitmore – A leadership guide on empowering teams and driving success through coaching.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Chad Sollis to discuss why digital accessibility is a strategic priority for brands today. Chad shares his journey from graphic design to marketing leadership, highlighting the importance of accessibility in enhancing brand reputation, compliance, and consumer loyalty. He breaks down the key principles of accessibility, how it impacts SEO, and best practices for embedding accessibility into marketing and product development.Key Takeaways-Digital Accessibility is a Brand Imperative: One in four Americans has a disability, representing $20B in buying power. Accessible experiences foster loyalty and repeat business.-SEO and Accessibility Go Hand-in-Hand: Proper use of header tags, alt text, and navigation structures benefits both search rankings and user experience.-Prioritizing Accessibility in Design & Development: Integrating accessibility into design, development, and QA processes ensures it becomes a natural part of content creation rather than an afterthought.-Measuring ROI on Accessibility: Companies that invest in accessibility see improved website traffic, increased conversions, and long-term customer loyalty.Quotes"When companies design for accessibility, they're not just meeting compliance requirements—they're creating more inclusive and engaging experiences for all customers."Best Moments 03:00–05:00 – Chad's unconventional journey from graphic design to marketing leadership.10:00–13:00 – Why accessibility should be a strategic priority for senior leaders.15:00–18:00 – The connection between SEO and accessibility: how structure improves discoverability.22:00–25:00 – Overcoming accessibility challenges and integrating best practices into business processes.30:00–33:00 – How brands can measure the ROI of their accessibility initiatives.Tech RecommendationsStoryblok – Headless CMS that streamlines content personalization and accessibility.Amplience- An AI content platform.Mutiny – AI-driven personalization platform to optimize user experiences.Resource RecommendationsBooks:-Extreme Ownership by Jocko Willink-How to Win Friends and Influence People by Dale CarnegieShout-outs-Scott Harris, VP of Performance Marketing at Box.com – Marketing expert with a deep understanding of growth strategies.-Nick Rico, Chief Commercial Officer at Lucid Software – Growth leader with a background in finance and marketing.-Manuel Rietzsch, VP, Revenue Marketing at AudioEye – Revenue marketing leader driving accessibility-focused initiatives.About the GuestChad Sollis is a seasoned marketing and product leader with over two decades of experience in driving business growth and innovation across various industries. As the Chief Marketing Officer, Chad spearheads strategic initiatives in brand development, product marketing, growth, revenue operations, and customer engagement.As a data-driven executive, Chad has demonstrated a remarkable ability to scale businesses, having contributed to the growth of companies from $30 million to $3 billion in annual revenue and helping 4 companies execute successful IPOs. With a diverse background that includes leadership roles at market-leading companies such as Adobe, Pluralsight, Vivint, and Traeger, he has generated a wealth of expertise in marketing, digital products, and technology spanning both B2B and B2C sectors.Connect with Chad.

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Abhishek Damani to discuss the critical role of aligning sales performance metrics with broader business goals. They explore why traditional sales metrics sometimes fall short and how companies can define KPIs that reflect strategic priorities.Abhishek also shares his structured four-step approach for identifying and tracking performance indicators, along with insights into how AI is transforming sales processes. Whether you're a revenue leader, a sales manager, or a marketer looking to bridge the gap with sales teams, this episode is packed with practical takeaways on driving efficiency and improving business impact.About the GuestAbhishek Damani leads sales enablement for Industrial markets business at Cummins Inc., where he's responsible for driving sales functional excellence by implementing tools and creating resources, training, and KPIs to improve sales teams' productivity.Cummins Inc. is a global power solutions leader helping its customers successfully navigate the energy transition with its broad portfolio of products. The products range from advanced diesel, natural gas, electric, and hybrid powertrains and powertrain-related components. Headquartered in Columbus, Indiana (U.S.), since its founding in 1919, Cummins employs approximately 75,500 people committed to powering a more prosperous world.Connect with Abhishek DamaniKey Takeaways- Aligning Sales KPIs with Business Goals is Crucial:Measuring only revenue growth can create misalignment with broader company objectives like profitability or market expansion. Sales teams must tailor their KPIs to reflect business priorities.- Traditional Sales Metrics Have Blind Spots:While win rate and sales velocity are important, they fail to capture long-term trends like customer sustainability goals, industry shifts, and regional sales discrepancies.- Four Steps to Defining Impactful KPIs:Understand strategic and operational business goals.Identify KPIs that track progress toward those goals.Determine how sales contributes to those metrics and what data is required.Measure progress and drive accountability.- AI is Enhancing Sales Processes:From summarizing meeting notes to tracking customer engagement and automating administrative tasks like expense reporting, AI is freeing up valuable time for sales teams.- Bridging Sales and Marketing with Data:Cummins uses a structured business planning process to ensure sales forecasts align with market trends, breaking silos between sales, marketing, and engineering teams.Quotes"If KPIs don't align with company goals, everyone gets frustrated. Sales meets their numbers, but leadership still isn't happy."Tech Recommendations-reMarkable Paper Tablet – A digital notebook for handwritten notes and organization.- AI-Powered Meeting Note Summarizers – Automating administrative tasks like note-taking and action item tracking.Recommended ResourceBooks:-How Not to Be Wrong: The Power of Mathematical Thinking by Jordan Ellenberg.-The First 90 Days by Michael Watkins.Podcast:-Everyday AI Podcast by Jordan Wilson.⁠Connect with Abhishek Damani⁠⁠⁠⁠⁠⁠|⁠⁠⁠⁠⁠⁠⁠⁠ Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠|⁠⁠⁠⁠⁠⁠⁠⁠Website

Episode SummaryIn this episode of OnBase, host Chris Moody sits down with Kelly Flowers to discuss the power of systems-based strategy in driving predictable outcomes in sales development. Kelly shares her unique journey into sales, the lessons she learned from transitioning industries, and how she developed a structured approach to pipeline generation, OKRs, and sales efficiency. She also highlights the biggest challenges in sales today, the role of AI in streamlining sales processes, and the myths that hold sales teams back. With practical insights and actionable strategies, this conversation is a must-listen for revenue leaders looking to optimize their go-to-market strategies and drive consistent results. About the Guest Kelly Flowers serves as the AVP, of Global Sales Development at SentinelOne and previously held positions including Head of Sales and Business Development at 1Password, Director of AMER Sales Development at Databricks, and Senior Manager of Customer Success, Enterprise Renewals at New Relic, Inc.  Additionally, Kelly has experience as a Manager of Sales Development and as an SDR Manager at Wizeline, as well as serving as the San Francisco Community Chair for Women in Sales Everywhere (WISE). Kelly holds a degree in Global Studies & Spanish, International Relations from Sonoma State University and has also studied Spanish Language at Tecnológico de Monterrey. Connect with Kelly Key Takeaways- Systems Thinking vs. Goal Setting: Goals help you achieve one-time success, but systems-based strategies ensure sustainable, repeatable success. - Pipeline Predictability Comes from Process: Breaking down the sales cycle into measurable inputs and outputs helps reps consistently hit quota. - Behavior Matters as Much as Performance: Being a "quota crusher" isn't enough—collaboration, integrity, and consistency are key to long-term success. - AI as a Sales Multiplier, Not a Replacement: Sales professionals must leverage AI tools for research, prioritization, and process automation—but human connection remains essential. Quotes "Revenue intelligence makes arguments about 'who said what' obsolete by providing unfiltered, real-time data everyone can trust." Recommended Resources Books:- Setting the Table by Danny Meyer Newsletter: - Endurance by Katie Ceccarini Podcast: - Grit with Joubin Mirzadegan Connect with Kelly⁠ ⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠Website

Epiosde Summary In this episode of OnBase, host Paul Gibson speaks with Becky Lawlor about transforming B2B content from digital noise into revenue-driving assets. Becky shares insights into the power of original research, emerging content formats, and distribution strategies that cut through B2B noise. From gated content strategies to the role of AI in modern marketing, Becky discusses how B2B marketers can unlock revenue potential with quality, data-driven content. About the Guest Becky Lawlor is the Founder and Chief Research and Content Officer at Redpoint Content, an agency specializing in original research and thought leadership content for B2B tech brands. With over a decade of experience working with companies ranging from startups to Fortune 500s—including Adobe, IBM, and Zapier—Becky has helped clients achieve 2-3x more leads, extensive media coverage, and a measurable boost in engagement. Her passion for data-driven storytelling and original research stems from her ability to excel across content marketing metrics like SEO, brand awareness, and thought leadership. Over the years, she's surveyed hundreds of B2B audiences and partnered with global marketing teams to deliver research-based content that drives demand and builds credibility. Connect with Becky Key Takeaways - Content That Converts: Original research content drives 3-5x higher engagement than generic educational pieces. - Strategic Gating: Gate content strategically to balance lead capture and accessibility, ensuring a value exchange for gated materials. - Effective Distribution Channels: Focus on one-to-one channels like email and LinkedIn, supported by cornerstone content like webinars, reports, and podcasts. - Data-Driven Decisions: Combine customer insights with marketing data to align content with customer needs and behavior. - The Role of AI: AI tools can enhance brainstorming, outlining, data analysis, and summarizing, but human expertise ensures the quality and relevance of the output. Quotes On Gated Content“The key is to gate content that justifies the investment and offers buyers real value in exchange for their data.” Tech Recommendations - AI tools like ChatGPT and Copilot - Gong for recording calls and deeper insights Recommended Resource Podcasts: - Content Briefly - B2B Marketing with Dave Gerhardt Books:- Obviously Awesome Connect with Becky⁠⁠⁠ ⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, hosts Chris Moody and Alicia Hale sit down with Udi Ledergor to explore the transformative power of revenue intelligence in account-based go-to-market strategies. Udi shares insights from his extensive career, breaking down the evolution of revenue intelligence, its impact on sales and marketing alignment, and the role of AI in reshaping the buyer experience. With thought-provoking anecdotes and actionable advice, this episode is packed with valuable takeaways for revenue leaders aiming to drive growth and foster collaboration. About the Guest Udi Ledergor is a five-time Marketing leader at B2B start-ups and is currently the Chief Evangelist at Gong. On his journey from Marketer #1 to Gong's Chief Marketing Officer, he led the creation of the revenue intelligence category, pioneered an iconic, human-centric brand, and led Gong's Marketing efforts from zero to hundreds of millions in revenue. Passionate about startups and brands during the day, whisky, music, and social activism at night, Udi is also an author, speaker, mentor, angel investor, board member, and advisor based in San Francisco. Connect with Udi Key Takeaways - CRM is Becoming Obsolete: Traditional CRM systems fail due to partial, delayed, and biased data. AI-driven tools like Gong are set to replace outdated CRM workflows by automating updates and delivering accurate, real-time insights. - The Power of Mirroring in Sales: Reps who mirror a buyer's language, including subtle use of swearing, can build rapport and improve win rates by up to 8%. - Sales Success Lies in Listening: Reps who speak less than 46% of the time on calls outperform those who dominate conversations, highlighting the importance of listening to buyer needs. - Revenue Intelligence Fuels Team Alignment: By providing a single source of truth, Gong removes guesswork, aligning sales, marketing, and rev ops on shared data and actionable insights. - AI Enhances Buyer Engagement: From instant call summaries to personalized follow-ups, AI simplifies workflows and improves the buying experience, making it more efficient and human-centered. Quotes “Revenue intelligence makes arguments about ‘who said what' obsolete by providing unfiltered, real-time data everyone can trust.” Recommended Resource Books: - Think Again by Adam Grant - Red Notice by Bill Browder - Freezing Order by Bill Browder ⁠Connect with Udi⁠ ⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, host Chris Moody speaks with Max Maurier about the intricacies of aligning budgets across sales, marketing, and finance to drive organizational growth. They discuss the importance of setting clear go-to-market priorities, measuring ROI accurately, and fostering cross-functional communication to bridge gaps in alignment. Max shares insights into overcoming budget challenges, balancing investments between top-of-funnel and bottom-of-funnel activities, and using innovative AI tools to streamline marketing processes. About the guest Max is an experienced marketing executive with his sights set on ROI and maximizing engagement. His revenue-minded approach to Demand Generation is built on a foundation of Marketing Analytics and Operations. Efficient growth marketing and revenue optimization are the pillars of Max's ongoing success. He's a no-fluff marketer with a passion for maniacal execution of GTM strategy, data-driven analysis and sales alignment. Max builds world-class teams and employs modern AI-powered MarTech designed to inspect what's expected and scale sales and marketing processes to drive growth. Connect with Max Key takeaways - Sales, Marketing, and Finance Alignment: Achieving cross-functional harmony requires clear priorities, shared goals, and consistent communication throughout the fiscal year. - Tailored Budget Allocation: Investments should align with specific go-to-market priorities, such as new logo acquisition, customer retention, or cross-sell opportunities. - The Role of Soft Skills: Presentation skills and structured communication are critical for marketing leaders to gain stakeholder buy-in and showcase the impact of their strategies. - Innovative AI Applications: Tools like Google's Notebook LM reshape internal training by transforming written assets into engaging audio formats. - Metrics-Driven Decision-Making: Choosing the right KPIs and frameworks to measure marketing's impact on revenue is vital for demonstrating ROI and refining strategies. Quotes On Alignment: “Sales, marketing, and finance need to align on go-to-market priorities for budgets to reflect the organization's true objectives.” On Presentation: “Great presentation skills can make or break your ability to secure buy-in during critical budget discussions.”

In this episode, we're excited to welcome Tricia Shields, Chief Human Resource Officer at Navient, as our guest. Tricia shares her extensive experience in HR technology transformation, walking us through Navient's journey from paper-based processes to automation and digitization. This episode provides actionable insights for any organization looking to streamline HR operations. Episode Highlights: • Readiness Assessment: How to evaluate if your organization is prepared for HR digital transformation. • Paper to Digital: Practical steps for converting paper-based processes into efficient digital systems. • Core Implementation Strategies: Implementing document retention, data security, and building a centralized content repository. • Leveraging Existing Tech: Maximizing platforms like OnBase, ADP Workforce, and other vendor tools for automation and electronic forms. • Actionable Advice: Tips for organizations at every stage of their HR tech journey, whether starting from scratch or optimizing current processes.   Helpful Resources Contact Your Host, Jim Morgan About MRA Get HR assistance however, wherever, and whenever you need it. Plan your organization's strategies for growth. Find, develop, and retain the right people to build a high-performing workforce.    

Episode Summary In this episode of OnBase, host Chris Moody talks with Kris Rudeegraap about innovative approaches to thought leadership, the use of AI tools, and leveraging direct mail to break through email saturation and create personalized customer experiences. Kris shares his journey from Silicon Valley software sales to founding Sendoso, a category-defining direct mail and gifting platform. The conversation dives into actionable strategies for building a thought leadership culture, using AI for smarter engagement, and orchestrating complex sales processes. Kris highlights how combining creative campaigns, social media, and direct mail can generate significant pipeline growth and enhance brand awareness. About the guest Kris Rudeegraap is the co-founder and CEO of Sendoso, the leading Sending Platform. Kris has more than a decade of sales experience and has spent time at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales—which helped inspire the idea for Sendoso. Kris is a California native and CSU-Chico alum currently residing in the Bay Area. Connect with Kris Key takeaways - Thought Leadership as a Growth Driver: Kris emphasizes the role of thought leadership in educating the market, inspiring internal teams, and generating quality leads. - The Power of Direct Mail: Innovative direct mail campaigns, integrated with social and digital channels, can cut through saturated email inboxes and create memorable customer interactions. - Leveraging AI for Sales Enablement: Kris outlines how tools like Clay, Hyperbound, and Grace are revolutionizing outreach, training, and account management. - Category Creation: Educating the market is critical in emerging categories. Thought leadership and community building can amplify this effort. - Social Media for Pipeline Growth: Consistently sharing content and creating employee-driven advocacy on platforms like LinkedIn can be a lead generation powerhouse. Quotes On Thought Leadership:"Thought leadership inspires your team internally and builds trust externally, driving both brand value and pipeline growth." On Personalization:"Customers don't want just another email—they want relevance, authenticity, and creativity at every touchpoint." Books: - Revenge of the Tipping Point by Malcolm Gladwell Newsletters: - Hypergrowth Leadership - Andy's newsletter

Episode Summary In this episode of the OnBase podcast, Chris Moody hosts Jeremy Schwartz, who shares insights on the seismic shift from MQL-based approaches to buying groups in Account-Based Marketing (ABM). Jeremy discusses his extensive background in marketing and the challenges of traditional lead-based systems, emphasizing inefficiencies like low conversion rates and misaligned metrics. He highlights the transformative potential of buying groups, explaining how they enable better targeting and personalized engagement across accounts. Jeremy delves into the importance of leveraging data science, marketing automation, and RevOps collaboration to identify and activate high-value opportunities, while sharing practical examples from his experience at Palo Alto Networks. This engaging conversation offers actionable strategies for aligning sales and marketing teams to drive opportunity creation and improve pipeline outcomes. About the guest Jeremy Schwartz is the Sr. Manager of Global Lead Management & Strategy at Palo Alto Networks. He is a seasoned Global RevOps Marketing Leader with over 25 years of experience driving growth and innovation for B2B organizations. Renowned for pioneering strategic buying group models, Jeremy specializes in optimizing demand generation and lead management to deliver measurable results. His expertise lies in architecting large-scale, integrated campaigns that enhance visibility, engagement, and revenue. Committed to fostering collaboration, Jeremy aligns marketing and sales to achieve operational harmony and shared objectives. By leveraging data-driven insights, he transforms complex challenges into strategic growth opportunities, creating long-term business impact and scalable success. Connect with Jeremy Key takeaways - Traditional MQL models lead to inefficiencies like low conversion rates, wasted resources, and engagement with low-priority contacts. Jeremy explains how these models fail to identify real opportunities within accounts. - Jeremy describes buying groups as the next evolution in ABM, focusing on identifying multiple stakeholders within an account and targeting them collectively to improve opportunity creation. - First-, second- and third-party intent signals are critical to identifying active buying groups within accounts. Understanding these signals allows for better allocation of resources and more targeted marketing and sales efforts. - Jeremy outlines how buying groups allow both marketing and sales to work together by using personalized tactics for different stakeholders, creating a seamless activation process. - By analyzing historical data, companies can identify key personas involved in successful deals and tailor their outreach to align with the needs of similar stakeholders in the future. - Jeremy highlights the importance of tools like Demandbase, LeanData, Marketo, and custom-built applications for implementing and scaling buying group strategies effectively. - Jeremy predicts that buying group adoption will accelerate, and technology will evolve to better support this motion, offering enhanced tools for targeting and collaboration. - The successful adoption of buying groups requires an iterative approach that starts with manual processes, develops clear workflows, and eventually integrates technology to scale. Quotes On Identifying Buying Groups: “Being able to see who's in a buying group and understanding their personas is the first step to transforming your account-based strategy.” On Optimizing Resources Based on Signals: “Don't spend money where you see low or no engagement. When you see a high signal account, throw everything, including the kitchen sink, at it.” Communities: - Buying group members (LinkedIn community):  A community dedicated to discussions and insights on buying group models in B2B marketing. He recommends this group for professionals seeking to deepen their understanding of buying groups and to engage with industry experts.

Episode Summary In this Onbase episode, Justine Davis, Head of Marketing at Postman, shares her journey from hospitality marketing to leading high-performing teams in tech, offering insights on building go-to-market (GTM) strategies. She emphasizes the importance of aligning sales, marketing, and product teams through data-driven decisions, internal collaboration, and empathy for organizational change. Justine discusses adapting to shifts in marketing attribution, such as the decline of third-party cookies and highlights tools like Salesforce, Looker, and SparkToro as essential for staying competitive. She also underscores the value of curiosity, leadership, and strategic planning in navigating future challenges, offering practical advice for scalable success in B2B marketing. About the guest Justine Davis is Head of Marketing at API platform Postman. She previously served as the Head of Marketing for Atlassian's Agile and DevOps suite of products. With over 9 years of experience working with DevOps teams and tools, Justine is passionate about solving the needs of customers. Outside of work Justine is a mom, avid reader, and loves to close the move goal rings in sunny Scottsdale, AZ on her Apple Watch. Connect with Justine Davis Key takeaways - Conduct a listening tour to understand team dynamics, customer needs, and current successes to shape a data-driven strategy. - Align with sales, product, and data teams by addressing their priorities and showing how the strategy supports shared goals. - Transition to server-side tracking for accurate attribution and compliance with evolving privacy regulations like GDPR. - Hire experienced professionals for new functions to quickly establish processes and build team capability. - Focus on professional domain sign-ups for PLG and pipeline velocity for enterprise strategies to track success. - Foster curiosity and cross-functional collaboration to drive innovation and align teams with shared objectives. Quotes "Trust is built by aligning our goals with those of sales, product, and data teams, fostering a collaborative environment where strategies support shared objectives." Recommended Resource Podcast: - All-In Podcast: A resource for staying updated on general tech trends.macroeconomic trends, industry developments, and insights into the future of AI. - Lenny's Podcast: A go-to for practical and actionable advice on product management, growth, and startups. - Remarkable Marketing Podcast: Focused on effective marketing strategies and trends. - Prof G Podcast: A great choice for insights into tech, marketing, and business strategies Connect with Justine Davis⁠⁠⁠ ⁠⁠| ⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, host Paul Gibson talks with AI growth expert Clemens Deimann about how AI transforms demand generation. Clemens highlights AI's role in enhancing marketing through predictive analytics, audience segmentation, campaign optimization, and real-time simulations. He also shares strategies for overcoming AI adoption challenges and emphasizes using AI to complement human intuition. This conversation offers practical advice and recommendations for leveraging AI in marketing. About the guest Clemens Deimann is a recognized leader and innovator in Demand Generation, with expertise in integrating AI into marketing strategies. His career journey is marked by a deep commitment to optimizing and scaling Demand Generation processes, which he has sharpened through pivotal roles at leading global companies like Google and LinkedIn. Now at Algomarketing, Clemens is leveraging his extensive experience to drive the future of Demand Generation, ensuring that companies can navigate and thrive in the rapidly evolving digital landscape. Connect with Clemens Key takeaways - AI in Marketing: AI enhances human intuition by providing data-driven insights, enabling better decision-making in demand generation and closing pipeline gaps efficiently. - Key AI Levers: Marketers can use AI to dynamically segment audiences, refine value propositions for personalized messaging, and optimize campaign channels and timing. - Real-Time Optimization: AI-powered simulations allow marketers to predict and tweak campaign performance before execution, reducing trial-and-error cycles. - Overcoming Challenges: Adoption barriers like use case identification and cost concerns can be addressed through rapid prototyping to test AI solutions effectively. - Zero-Party Data: Allowing users to set communication preferences builds trust, supports hyper-personalization, and aligns with privacy-conscious trends. - AI as a Partner: AI complements human roles by acting as a productivity-enhancing tool rather than replacing marketers or sales professionals. Quotes On AI-Driven Campaign Optimization: "AI enables real-time campaign optimization, allowing marketers to tweak audience targeting, messaging, and channels before execution." On Zero-Party Data: "Allowing users to set communication preferences builds trust and supports hyper-personalization, aligning with privacy-conscious trends." Podcast: All-In Podcast: Clemens suggests this podcast for its comprehensive coverage of macroeconomic trends, industry developments, and insights into the future of AI. ⁠Connect with Clemens⁠ ⁠| ⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠Website

Episode Summary In this OnBase episode, Chris Moody talks with Tyler Pleiss, Associate Director of Growth Marketing at Movable Ink, about transforming Account-Based Marketing (ABM) from a tactical tool into a strategic go-to-market approach. Tyler shares insights on aligning ABM with enterprise goals, fostering cross-functional collaboration, and leveraging AI for efficiency. He emphasizes the importance of targeted personalization, strategic account prioritization, and focusing on measurable outcomes to drive impactful results. About the guest Tyler Pleiss is a seasoned marketing professional with extensive experience in account-based marketing (ABM) and growth marketing strategies for B2B organizations. Currently serving as Associate Director of Growth Marketing at Movable Ink and a member of the Executive Council at ForgeX, Tyler also consults on marketing strategies at TACK and founded The Pleiss is Right, LLC., a platform dedicated to ABM insights. Previously, Tyler held key roles at Clari, where the focus was on establishing growth marketing for the Strategic Industries segment, and at Terminus, leading strategic ABM initiatives. Additional experience includes positions at Quantum Workplace, Signal 88 Security, and Courtside Marketing. Tyler earned a Master's degree in Management with a Marketing focus from Bellevue University and a Bachelor's degree in Business/Sports Management from Buena Vista University. Connect with Tyler Pleiss Key takeaways - ABM as a Strategic Lever: Reframe ABM as a strategic tool driving measurable business goals like upsells and new market expansion. - Aligning Enterprise Teams: Connect ABM strategies to top company objectives, ensuring alignment across marketing, sales, and SDRs. - Data-Driven Insights: Use analytics to target high-value accounts with the greatest revenue potential. - Cross-Functional Collaboration: Strengthen team alignment through structured communication and project management. - AI for Efficiency: Leverage AI tools to streamline account research, content creation, and campaign execution. - Human-Centric Personalization: Maintain deep personalization by focusing on fewer, high-priority accounts. - Smart Budget Decisions: Double down on marketing channels proven to contribute to pipeline and revenue. - Team Buy-In: Engage sales leaders and SDRs to embed ABM into shared revenue strategies. - Balanced Automation: Use automation for efficiency while preserving authentic, human-led interactions. - Long-Term Relationships: Build lasting connections with key accounts for sustained growth. - Iterative Improvement: Continuously refine ABM tactics using team feedback and performance data. - Targeted Personalization: Scale personalization efforts strategically without sacrificing quality or impact. Quotes On Shifting ABM to Strategy: "ABM isn't just a marketing tactic—it's a strategic framework that ties directly to enterprise goals like growth and expansion." On GTM Alignment: "Success in ABM comes when marketing, sales, and SDR teams rally around shared objectives and prioritize the right accounts together." On Data Utilization: "Data-driven insights aren't optional; they're the backbone of any effective ABM program, helping us focus on accounts that truly matter." Connect with Tyler Pleiss | ⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠| ⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, host Chris Moody talks with Scott Clark about transforming B2B sales through a buyer-centric, data-driven approach. Drawing from his 30 years of experience in enterprise sales and marketing, Scott shares insights on aligning sales and marketing, leveraging data for efficiency, and integrating CRM and AI tools to enhance customer engagement. He emphasizes the importance of understanding buyer behavior, fostering collaboration, and adapting to digital transformation to drive growth and competitiveness. This conversation offers actionable advice for anyone navigating the evolving sales landscape. About the guest Scott Clark, Vice President of America Sales at CTG, is a 30-year industry veteran helping clients achieve digital transformation. Mr. Clark earned a bachelor's degree in Marketing from Butler University, a master's degree in Management from Harvard University, and is a National Association of Corporate Directors member. Prior to Computer Task Group, Inc. (Nasdaq: CTG), he was the VP of Sales at Ensono, a technology adviser and managed service provider. Before Ensono, he was the Vice President of Sales for the Managed Services Division at NTT Limited (NTT). Before NTT, he served as the Chief Marketing Officer at ConvergeOne. Connect with Scott Key takeaways - Shift to Buyer-Centric Sales: Organizations must adapt to buyers' preferences for self-research and personalized experiences, focusing on being consultative rather than seller-driven. - Data-Driven Strategies: Leveraging data for better forecasting, decision-making, and personalization is essential for reducing sales cycles and improving customer engagement. - Sales and Marketing Alignment: Collaboration between sales and marketing is critical to achieving consistent messaging, targeting, and driving efficiency in the customer journey. - Adopting Technology: Tools like CRMs, marketing automation platforms, and AI-driven insights are foundational for enhancing sales processes and creating competitive differentiation. - Change Management: Successfully navigating sales transformation requires leadership skills to manage mindset shifts, processes, and emotions associated with organizational change. - Focus on Growth Metrics: Understanding and optimizing conversion rates, customer lifetime value, and demand generation efficiency are vital for sustainable growth. - Importance of Data Literacy: Sales teams must be adept at interpreting and applying data insights to make informed decisions and strengthen customer relationships. Quotes On Buyer-Centric Models: "Buyers expect to be taught, to learn something, and to gain knowledge in their decision-making process—not to be told what to do." On Personalization: "Personalize it to me, align it with my organization and my role. Buyers today demand relevance at every step." Books:- The Challenger Sale by Matthew Dixon and Brent Adamson: This book explores the importance of teaching, tailoring, and taking control in sales conversations. - Building a StoryBrand by Donald Miller: It emphasizes the power of storytelling in marketing to clarify messages and engage customers. - Predictable Revenue by Aaron Ross: This guide offers insights into building scalable sales processes and generating consistent revenue. Blogs: - HubSpot Blog: A comprehensive resource covering topics in marketing, sales, and customer service. - Sales Hacker: Provides practical advice and strategies for modern sales professionals. Newsletters:The Lean Startup Newsletter: Offers insights into agile methodologies and innovative business strategies. ⁠Connect with Scott⁠ ⁠| ⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠| ⁠⁠⁠Website

Episode Summary In this episode of OnBase, host Chris Moody sits down with marketing powerhouse Elizabeth Hague to explore the pivotal role of brand building in driving responsible growth and long-term revenue success. Drawing from her 15 years of experience, Elizabeth shares actionable insights on breaking down silos, aligning the brand with demand, and fostering customer obsession to create unified, revenue-driven strategies. From navigating B2B and B2C landscapes to leveraging AI for efficiency, she offers bold perspectives on category leadership, measurable brand success, and overcoming skepticism from boards and CFOs. Tune in to learn how a strong brand foundation can transform your business for 2025 and beyond. About the guest Elizabeth Hague is a seasoned marketing executive with 15 years of experience scaling brands and driving revenue growth. She has shaped a $2.3B valuation brand, scaled two companies to acquisition, and advised over 115 businesses. Recognized as one of Georgia's "Most Remarkable Women" for her mentorship of female entrepreneurs, Elizabeth specializes in aligning brand, demand, and product strategies for pre-IPO companies. With a focus on customer obsession and measurable impact, she empowers teams to deliver full-funnel marketing success and long-term growth. Connect with Elizabeth Key takeaways - Brand as a Revenue Driver: Elizabeth emphasizes that brand building is critical for responsible growth and long-term success, bridging the gap between customer trust and measurable revenue outcomes. - Unified Marketing Approach: Breaking down silos between brand, demand, and product teams is essential for a cohesive strategy that drives category leadership and sustainable growth. - Customer Obsession Wins: A customer-first approach fuels brand trust, repeat business, and long-term revenue, making customer success a key component of marketing strategies. - A brand is Measurable: Contrary to popular belief, brand initiatives can and should be tied to measurable outcomes, such as pipeline influence, customer retention, and category leadership metrics. - Leadership in Uncertainty: In tough economic times, aligning brand strategy with revenue goals helps companies navigate challenges and emerge stronger. - Leveraging AI in Marketing: Elizabeth advocates for using AI to enhance efficiency, from streamlining content creation to personalizing customer experiences, while keeping a human touch. - Advocating for Brand Investment: To address skepticism from boards or CFOs, marketers must connect brand strategy to tangible business outcomes, such as improved onboarding, NPS scores, and trust-building initiatives. - Adapting Across B2B and B2C: Drawing from her experience in both spaces, Elizabeth underscores the importance of tailoring brand strategies to industry-specific needs while focusing on customer value. Quotes On Brand and Revenue Alignment: "Brand isn't just about aesthetics; it's a strategic asset that, when aligned with revenue goals, drives sustainable growth." On Customer-Centric Strategies: "Putting the customer at the heart of your brand strategy transforms them into advocates, fueling long-term success." Recommended Resource Books - "Stealing the Corner Office": A practical and concise book providing insights on navigating workplace politics and leadership.- “Revenue Architecture”: Elizabeth mentioned this new book, focusing on the bow-tie revenue model and aligning revenue leaders across marketing and sales. ⁠Connect with Elizabeth⁠ | ⁠⁠Follow us on LinkedIn ⁠⁠| ⁠⁠Website

Episode Summary In this episode of OnBase, host Chris Moody talks with Anh Huynh about the evolving role of AI in cybersecurity, especially in email and collaboration systems. Anh shares his journey from early IT setups to today's advanced AI-based security measures, highlighting the shift from heuristics-based to AI-driven threat detection to combat sophisticated business email compromises (BEC). Anh explains how collaboration, communication, and integrating AI across security infrastructures are crucial in staying ahead of cyber threats. They also discuss the importance of emotional intelligence, balancing hybrid work environments, and tools that enhance security and quality of life, especially for remote work. About the guest Anh Huynh is the Director of Messaging Engineering and Head of Security Services at Applied Materials, where he has led teams in securing critical communication infrastructure for nearly five years. In this role, Anh focuses on cybersecurity measures within messaging and collaboration spaces, implementing advanced AI/ML detection processes, and enforcing security protocols like SPF, DMARC, and DKIM to address emerging cyber threats. He also oversees supply chain cybersecurity initiatives, IP protection, and data loss prevention, integrating solutions across platforms like Outlook, Exchange, and Office 365. With over 18 years of experience in global messaging, Anh combines technical expertise with a strategic approach to managing cybersecurity and team development, making him a valuable voice on the role of AI and layered security in modern enterprises.Anh also helps businesses enhance their cybersecurity strategy through his firm, ADH Consulting.Connect with Anh: Phone: 831-277-3525 | Threads: @anhdhuynh75 | Email: anhdhuynh@gmail.com | LinkedIn Key takeaways - AI in Cybersecurity: AI is crucial for detecting sophisticated threats like business email compromises, surpassing traditional methods. - Collaboration is Key: Effective cybersecurity needs strong collaboration and shared intelligence across teams. - Hybrid Work Balance: A balanced mix of in-office and remote work supports productivity and security adaptability. - Layered Security: A multi-layered defense, combining traditional and AI methods, enhances threat detection. - Actionable Insights: AI should provide clear, actionable insights to reduce manual work and improve security. - Emotional Intelligence: Leaders should cultivate emotional intelligence to manage hybrid teams better. - Tech and IoT Tools: Familiarity with various tech ecosystems and using IoT tools can improve personal and professional security. Quotes "The old process of heuristics-based security does not work today in the real world." -Anh HuynhRecommended Resource BooksEmotional Intelligence by Daniel Goleman: It explores how understanding and managing emotions can enhance personal and professional relationships ⁠⁠Connect with Any Huynh | ⁠Follow us on LinkedIn ⁠| ⁠Website

Episode Summary In this Special episode celebrating the release of our 500th episode, OnBase welcomes Demandbase CEO Gabe Rogol to discuss the company's recent rebrand and the future of account-based GTM strategies. Gabe shares the vision behind the transformation, emphasizing Demandbase's commitment to solving modern B2B challenges through enhanced integration, transparency, and AI-driven automation. He explains how these changes aim to better align marketing and sales efforts for long-term account success. Gabe also dives into the next phase of account-based strategies, highlighting new insights, data strategies, and automation that will drive alignment and efficiency across teams, shaping Demandbase's path forward. About the guest As the Chief Executive Officer of Demandbase, I'm responsible for fulfilling the company's mission of transforming how B2B companies go-to-market. Since joining Demandbase in 2012, I've been committed to setting the product and corporate strategy for the company. Throughout my two-plus decade career, I've held various leadership positions, including managing world-class customer service and sales teams at IDG and other leading publishers. I received my BA in Comparative Literature and Russian Language and Literature from Brown University. Connect with Gabe Rogol Key takeaways - Purposeful Rebranding: Demandbase's rebrand isn't just cosmetic—it reflects a strategic shift to address evolving B2B needs. Gabe highlights the importance of aligning brand, product, and go-to-market strategy to better meet customer challenges. - Account-based GTM as a Strategic Approach: Gabe emphasizes that account-based go-to-market strategies should be treated as a C-suite initiative rather than a marketing tactic. This shift requires cross-functional alignment, especially between marketing and sales, to maximize account lifetime value. - Enhanced Data Strategy: Successful account-based approaches rely on robust data strategies. Gabe discusses how integrating various data sets—like intent, engagement, and firmographics—is essential to provide actionable insights and ensure alignment. - The Role of AI and Automation: AI-driven automation is key to the future of account-based strategies, reducing manual tasks and delivering actionable insights on audience targeting, messaging, and engagement across platforms, creating a more efficient and effective go-to-market approach. - Focus on High-Value Accounts: Demandbase's approach prioritizes identifying and aligning resources with accounts that offer the greatest potential lifetime value, shifting focus from broad lead generation to targeted engagement with the right customers. Quotes On Rebranding: “Rebranding isn't just a new look; it's a whole-company initiative. It's about understanding where our market is going and clarifying what we want to represent in this new era for Demandbase and the account-based go-to-market category.” On Strategic Alignment: “An account-based approach should be a C-level strategic initiative—not just a marketing tactic. Aligning sales, marketing, and operations around high-value accounts is essential for long-term success.” On Data and Intent: “Intent data is powerful, but it's just one piece of the puzzle. Real success comes from layering intent with technographic, firmographic, and engagement data to create a holistic, actionable view of target accounts.” On the Future of Account-Based Marketing: “We're entering a new phase focused on automation and insights. By delivering audience, message, and action insights across platforms, we're setting the stage for a more efficient and impactful go-to-market strategy.” On AI's Role: “AI has the potential to fulfill the true promise of account-based marketing by automating complex processes and delivering the insights teams need to focus on what really matters: driving value for high-impact accounts.” ⁠Connect with Gabe Rogol⁠ | Follow us on LinkedIn | Website

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

Episode Summary In this episode of OnBase, host Chris Moody interviews Aristomenis Capogeannis on the critical role of aligning sales and marketing for successful data and AI transformations. Ari explains that misalignment can increase costs and damage competitive advantage. He emphasizes the importance of a unified "single source of truth" to enhance collaboration and avoid redundant efforts. Ari suggests that innovation often requires a fresh look at existing technologies, not just new tools, and recommends books like Crossing the Chasm and The Four Agreements for personal and professional development. About the guest Aristomenis Capogeannis is the Senior Director of Enterprise Revenue Marketing at Nvidia. With over 20 years of experience, Ari is an expert marketing technologist focused on demand creation and marketing led growth via data-driven strategies. He has successfully led marketing transformations from an operations and organizational standpoint, delivering growth and subsequent marketing attribution to pipeline driving acquisition and funding milestones in the Financial SaaS, Robotic Process Automation, and Networking industries. Connect with Aristomenis Capogeannis Key takeaways - Misalignment between sales and marketing can hinder data and AI transformation, increasing costs and harming competitive advantage. - A unified “single source of truth” is essential for effective collaboration and reducing redundant efforts. - Successful data-driven strategies require actionable insights that resonate across all levels, especially at the executive level. - Innovation often involves leveraging existing technologies more effectively rather than constantly seeking new tools. - Bringing fresh perspectives and talent can provide novel insights and boost organizational growth. Quotes “Misalignment between sales and marketing can turn your brand into the spammy brand nobody wants to talk to.” “Innovation doesn't always mean buying new technology. It often requires stepping back and rethinking how to better use what you already have.” Recommended Resource Books: - Crossing the Chasm by Geoffrey A. Moore - The Four Agreements by Don Miguel Ruiz ⁠Connect with Aristomenis Capogeannis⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

Episode Summary In this episode of OnBase, Victoria Sakal explores effective go-to-market strategies and the delicate balance between data-driven insights and intuition in marketing. She discusses common challenges companies face, such as organizational disconnects and the struggle to be proactive in rapidly changing markets. Victoria emphasizes the importance of understanding customer needs, monitoring trends, and using an innovation pipeline framework to guide strategy development. She advocates for quality over quantity in marketing efforts, recommending targeted campaigns for specific audiences rather than broad, unfocused approaches. Sakal underscores the value of curiosity and asking better questions to drive growth and innovation in marketing and product development. About the guest With a passion for turning complex inputs on customers, market dynamics, and competitors into smart strategies that drive growth, Victoria has spent the last decade helping companies ask better questions to get better data, source more powerful insights, and stay on top of important dynamics that matter.  Previously at Morning Consult and Kantar, Victoria now focuses on all things demand gen, product marketing, market research, and growth strategies to deliver more value for Wonder users. Connect with Victoria Sakal Key takeaways- Balance data-driven insights with intuition for effective marketing decisions - Focus on customer needs and problems when developing go-to-market strategies - Use an innovation pipeline framework to guide strategy from problem identification to launch - Prioritize quality over quantity in marketing by targeting specific audiences with tailored messages - Stay informed through industry newsletters, podcasts, and thought leaders - Embrace curiosity and ask better questions to drive growth and innovation - Align different parts of the organization for cohesive go-to-market execution - Adapt agile approaches to market research for speed and relevance Quotes "Being a degree off at your starting point can leave you a mile off down the road." -Victoria Sakal Recommended Resource Newsletters: - Scott Clary's newsletter on mental models and business inspiration - James Clear's newsletter on life frameworks and processes - Seth Godin's daily digestible content Podcasts:- Lenny's Podcast, which covers product strategy and related disciplines⁠Connect with Victoria Sakal⁠⁠⁠⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

 In this episode of The Orange Chair Podcast, join Colleen Alber, Technology Evangelist at Hyland, and Zach Hance, Senior Account Executive at KeyMark, as they delve into all things OnBase. Discover the latest updates and how OnBase can empower you and your organization. This episode is part one of our three-part series that brings you exclusive insights from our premier event that navigates the future of automation for businesses!

Sunny Side Up Podcast is now OnBase, where hosts Chris Moody and Paul Gibson tackle B2B challenges weekly with top experts. For most companies, the gap between sales and marketing isn't just a crack—it's a chasm. And ignoring this rift? It's not just risky; it's practically business sabotage. So that got us thinking, just why are so many sales and marketing teams, well, off-base–and what can we do to fix it? OnBase is about smashing those sales and marketing misalignments. If syncing sales and marketing to supercharge your revenue sounds like your kind of play, then “OnBase” is your must-listen. Rate us and subscribe now on Spotify, Apple Podcast, YouTube, or wherever you love to listen. Keep winning and stay OnBase.

Your host, Sri Chellappa, talks with the Chief Human Resources Officer of Naviant, Tricia Shields. Trisha's passion for HR technology is rooted in its potential to revolutionize the employee experience. She advocates for the strategic use of technology to handle tasks that machines excel at, such as data processing and workflow automation. This approach allows HR professionals to dedicate more time to what truly matters: providing a human touch in their interactions with employees and managers.At Naviant, Trisha has been instrumental in digitizing documents and implementing workflow processing to deliver real-time information to the workforce. She shared how leveraging a platform like OnBase has been transformative in managing the entire employee lifecycle, from onboarding to performance management, with automated reminders and notifications keeping employees engaged and informed.Trisha stressed the importance of starting with digitizing processes and seeking out technologies that can cohesively address multiple HR challenges. She shared examples of how performance management systems and onboarding technologies have made a tangible impact on the employee experience at Naviant.However, Trisha also pointed out common pitfalls organizations encounter, such as investing in technology without adequate support or failing to align technology adoption with a clear talent strategy. Her advice to HR professionals is to take incremental steps in adopting technology and to partner with vendors who possess a comprehensive understanding of the HR landscape.To learn more about Tricia's work, click HERE and HERE.Think you'd be a great guest on the show? Apply HERE.Want to learn more about Sri's work at Engagedly? Check out his website at https://engagedly.com/.

Description: Explore the intersection of HR and cutting-edge technology in this week's episode of 30 minute THRIVE. Join us as our expert guest, Tricia Shields, VP of HR at MRA member company Naviant, Inc., delves into how AI and technology are transforming HR practices, addressing challenges, and shaping the future of work. Tricia shares valuable insights, examples, and tips for HR professionals navigating this exciting landscape. Resources: Naviant - Human Resource Process Solutions  MRA Membership  About MRA  Let's Connect: Guest LinkedIn Profile - Tricia Shields  Host Bio - Sophie Boler  Host LinkedIn Profile - Sophie Boler  Transcript: Transcripts are computer generated -- not 100% accurate word-for-word. 00:00:00:00 - 00:00:21:03 Unknown Hello everybody and welcome to 30 minute Thrive, your go to podcast for anything and everything HR, powered by MRA, the Management Association. Looking to stay on top of the ever changing world of HR? MRA has got you covered. We'll be the first to tell you what's hot and what's not. I'm your host, Sophie Boler, and we are so glad you're here. 00:00:21:05 - 00:00:46:12 Unknown Now it's time to thrive. Well, hello everybody, and welcome to this episode of 30 Minute THRIVE. So episode 65, actually. So it's kind of a special one today. But today we're really going to be exploring the intersection of HR and cutting edge technology. So I'm joined with our expert guests on the topic. Tricia Shields. She's a vice president of HR at MRA member company NAVIENT. 00:00:46:14 - 00:00:57:14 Unknown And Navient actually provides business process and digital transformation consultations. So it's a perfect topic to talk with you today. Tricia I'm excited you're here. 00:00:57:14 - 00:01:11:09 Unknown Yeah. Thank you. Sophia. I'm glad to be here, actually. And i know you actually talked on this topic at our HR Conference this past year, too, and this topic has just been a really highly requested one from our listeners to on the podcast. 00:01:11:09 - 00:01:34:11 Unknown So i'm excited to just hear your insights and tips and any advice you really have for professionals that are starting to or in the middle of kind of navigating this landscape. So could you provide just a quick overview on how technology has really evolved over the years and kind of where we are today with technology and in the field of HR 00:01:34:11 - 00:01:38:21 Unknown Specifically? Yeah, that sounds great. Thanks again for having me. 00:01:38:21 - 00:01:59:17 Unknown Yes, i kind of think about the history in a lot of ways. I feel like I've kind of grown up with technology now that technology's always been available to me. But if I think about the beginning of my career, which is just kind of over 20 years ago now, when I was first interacting with technology as it relates to HR, I really wasn't interacting with it at all. 00:01:59:17 - 00:02:25:06 Unknown So, you know, I think about my first job out of college when I needed to do something from an HR perspective, from an employee perspective, I was walking down to the HR department and I was filling out a piece of paper. And that HR professional was taking that information and maybe just storing it in their filing cabinet. Maybe they were untreated it into the system. 00:02:25:07 - 00:02:53:17 Unknown So certainly HR systems were around in that kind of late nineties time. Some organizations had adopted those and kind of the availability of the types of technologies that were available in them was vastly different across different organizations. So certainly we've seen a lot with the evolution of HR systems over the last 20 years and how we're utilizing those within our organizations. 00:02:53:19 - 00:03:26:12 Unknown We've also seen a lot evolve as it relates to process specific technologies. So, you know, thinking about things like our applicant tracking systems or performance management systems, maybe our learning management systems, but we've seen a lot more technologies coming on to the market to help support some of those key focus areas within HR. And then I think about today and just the rapid expansion that's happened maybe over the last five, seven years. 00:03:26:14 - 00:03:46:20 Unknown You know, we're talking about these more robust human capital management systems that are really taking care of a broad scope of a lot of the work we're doing within HR. You know, I commonly am in conversations about integrations and how do we integrate all these technologies so that they're talking to each other. 00:03:46:20 - 00:03:53:22 Unknown Automation technologies is is huge. That's a lot of where we're seeing a lot of the time savings 00:03:53:22 - 00:03:58:17 Unknown and and maybe more of the A.I. components of HR technology. 00:03:58:17 - 00:04:34:02 Unknown And we're hearing a lot more around the automation technology space. So definitely, you know, seemingly more complex technologies. But their technology is nowadays that if we're able to adapt to them and lean in, they should be making our lives easier as HR Professionals know. Absolutely. And i, i would just add on to that just communication like in general, like, I'm just thinking of our HR team here, and, I mean, if our internal HR team needs anything from me or any employee in the organization, I'll get a little chat from them. 00:04:34:02 - 00:04:42:16 Unknown It's not like they need to come walking down and grab me, right? It's just so quick and easy, like you mentioned. And even the two. 00:04:42:16 - 00:04:48:04 Unknown Just like that. Quick, easy automated messaging, like you mentioned tools. Yeah, changed. 00:04:48:04 - 00:04:58:15 Unknown We're kind of just going off of that conversation. Can you provide or do you have any examples of how these technologies today are being utilized in HR? 00:04:58:17 - 00:05:18:15 Unknown Yeah, I mean, even maybe before speaking specifically to any sold technology, you know, I think digitization is a really big foundational piece in the HR space as it relates to technology and how we're going to use technology within our organization. So just that whole, 00:05:18:15 - 00:05:34:00 Unknown you know, we made a commitment certainly at Navient and a lot of organizations have to digitizing their documents so that we're no longer kind of tied to paper processes and the manual process that really comes along with that. 00:05:34:00 - 00:06:01:15 Unknown So just finding opportunities and this was always my question as I built out our automation and technology usage at Navient was, all right, I have paper documents. Do they need to be in paper form? I mean, I'm excited to share that we're 100% paperless at Navient. And, you know, organizations absolutely have the ability to do that. And once your documents are digitized, there's so much more that you can do with those from a technology perspective. 00:06:01:16 - 00:06:28:16 Unknown So I would like to share that kind of kind of as a kind of based or within HR Some of the technologies and I'll just name a few. I mean, we're using technologies for all aspects of HR, so I could really rattle on like, the entire candidate and employee experience and how we're using technology. But one example that I'll give is performance management system at Navient, we call them our quarterly check ins. 00:06:28:16 - 00:06:52:13 Unknown I know some organizations will do those annually, some different timeframes as we do those from a quarterly perspective. And I think about how did that look historically. When I started in my role at Navient 15 years ago, it was a piece of paper and I printed it and I walked it to the manager's office with their kind of stack for their employees, and they gave it to their employee to fill out their portion. 00:06:52:13 - 00:07:14:08 Unknown The employee gave it back to the manager. Hopefully the manager gave it back to the HR Professional performance management was always such a big lift. And HR, like all HR Professionals that had to go through that had it in those historic days will speak to that. You had to be kind of a nagra department nagging people like i got to get these back. 00:07:14:14 - 00:07:40:15 Unknown But now if i look at how we're utilizing technology, so we're utilizing and process automation technology that essentially is taking that digitized document and it's it's, it's re re rerouted that flow or not reroute it, but it's kind of it's designed that flow around how we used to do that manually. So I actually don't even see that performance management process in action. 00:07:40:17 - 00:07:44:18 Unknown The forms are provided to the managers and the employees real time 00:07:44:18 - 00:08:12:10 Unknown specific to some predefined dates and how we want that process structured. Now as an HR Professional, i'm no longer having a follow up on those manual processes, but i also have the information available to me if i do need it. So if i want to look in and maybe have access to the final results when those are completed each quarter or an annual result, i can create my access into that system to see that as well. 00:08:12:10 - 00:08:24:16 Unknown So that's a great example of how we can use technology within that performance management space. I'll even just say on the employee data management side, and you made a great reference to that, Sofi, with 00:08:24:16 - 00:08:41:10 Unknown how you're interacting with HR And I look at just these self-serve options that are available within a lot of the platforms that we're utilizing, whether that's your system or some other type of employee technology system that you've adopted organizationally, 00:08:41:10 - 00:08:49:07 Unknown you know, back in the day, i used to, you know, fill out a piece of paper of my address, change and hand that into HR 00:08:49:09 - 00:09:15:00 Unknown Well, I don't need that anymore. I don't want to spend time collecting that paperwork, needing to store it, doing the data entry into the different systems. Instead, I can utilize technology to give the employee a self-serve option that they can go in whenever it's convenient for them, make those changes, and then really train the technology to make the appropriate updates. 00:09:15:02 - 00:09:42:05 Unknown Like I may never need to know if you just moved from one neighborhood within the same city to the next that navient We're 100% remote and hub remote company across the nation, so i do need to know or one of our HR Professionals does need to know if they're moving multistate and so we can set up that notification within the technology to really give us the information that we need real time for each one of those users. 00:09:42:07 - 00:09:49:13 Unknown Yeah, I love that you brought up the notification aspect, too, because I know personally that's just something that's helped me a lot 00:09:49:13 - 00:10:06:17 Unknown with any anything HR Related time sheets or goal setting or goal setting system. You know, you get your notification every week or so. Hey, make sure. Yeah. So it's not so much a job of nagging people anymore. 00:10:06:17 - 00:10:32:16 Unknown It's like an automated. Hey, make sure you fill this out like an email each week, which is so nice and right. We don't have to, like, manually remember these things either. Yeah, absolutely. And like with our goal setting system, like my manager is able to tell when I go in there and edit something or change something. So I don't always have to be like, Hey, can you go in there and work and write my goals or anything? 00:10:32:16 - 00:10:36:07 Unknown So yeah, examples. But 00:10:36:07 - 00:11:07:00 Unknown kind of going off of that, do you see any specific challenges or really pain points in HR That technology is really helping to improve or address? Yeah. I mean, i would definitely say, you know, one of the key drivers is time. You know, just the scope of what HR Professionals has is working on has really evolved over all the time that all this technology has been available to us. 00:11:07:01 - 00:11:41:14 Unknown You know, i would think back to kind of my early years of HR I was doing kind of the things that HR professionals typically do as far as managing, you know, specific processes. But our world has changed and we're being asked to find ways to be more strategic and how are we being strategic and bringing in really solid candidates to the organization and how are we being strategic to have a really whole employee experience so that we're retain in our top talent And so we need time to do that. 00:11:41:14 - 00:12:02:15 Unknown So if we're still manually processing tasks and and entering things in multiple systems and trying to manage that data, we don't really have that time to be strategic. I just think about, you know, my interaction with other HR professionals during the pandemic and all the things that came up that were kind of additional duties for us to do during that time. 00:12:02:17 - 00:12:17:14 Unknown You know, how do we have time to be strategic? And my answer is lean in and technology, because these pieces are available to help save you time so that you can, you know, spend more time being strategic. My kind of tagline or one 00:12:17:14 - 00:12:25:06 Unknown piece that I always like to say is utilizing technology is allowing us to put the human back in human resources. 00:12:25:06 - 00:12:46:21 Unknown So I don't want to spend my time updating an employee's address or moving, you know, a piece of data from one place in the organization to the other. I want to have meaningful conversations with our employees and with our candidates. And I really feel like, you know, leading edge technology allows us to do that. 00:12:46:21 - 00:12:51:07 Unknown Just that. And the other piece I would bring up is just kind of the management of the amount of data. 00:12:51:07 - 00:12:57:12 Unknown I mean, we are holding so much data within HR And it's hard to keep that all straight 00:12:57:12 - 00:13:07:22 Unknown as far as where the data should be stored. How long should we be storing it for? Who should have access to the data, who needs it at these different periods of time 00:13:07:22 - 00:13:12:23 Unknown to try to do that from a manual perspective or not utilizing technology? 00:13:13:00 - 00:13:21:02 Unknown Maybe it's even in an Excel spreadsheet that you're kind of keeping track of this. There's just so many more opportunities for there to be error with that 00:13:21:02 - 00:13:33:19 Unknown that I feel like, you know, that the managed utilizing technology to manage the data is a huge benefit of these HR Technologies. And I even think about that from a compliance perspective, right? 00:13:33:21 - 00:13:54:13 Unknown It used to be that we would hand out employee handbooks in a paper form and then we'd ask them to sign a piece of paper to say that you received the new employee handbook for the year and turn that back into HR Well, did i get everybody's form back? Did I miss an employee that maybe started while i was doing that process? 00:13:54:13 - 00:14:20:08 Unknown So being able to leverage technology for pieces like that from a compliance perspective is is priceless. Yeah, those are all great, great points. And I'm, I guess I'm curious to know what you're doing at Navient too. Can you share any examples of successful HR Technology implementations that have really positively impacted your organization? Yeah, 00:14:20:08 - 00:14:22:05 Unknown you know, our applicant tracking system. 00:14:22:05 - 00:14:30:24 Unknown So we're utilizing an applicant tracking system to manage our candidate experience. You know, historically, prior to utilizing that technology, 00:14:30:24 - 00:14:46:08 Unknown we were manually managing that. So just, you know, thinking about the number of candidates that we see at any given time for our organization, we're getting flooded with candidates when we open a new requisition. I know that's not the case for everybody. 00:14:46:08 - 00:14:56:13 Unknown And every industry, but certainly being a remote company in the technology space that's opening our candidate pool to the entire nation, that makes a significant difference. 00:14:56:13 - 00:15:10:17 Unknown So that's a challenge. We need to figure out how we're going to manage all the data points that come with that. So, you know, this technology is handling the posting and its handling the communication with candidates. 00:15:10:19 - 00:15:33:08 Unknown It's handling the communication with our internal staff. And that would always be kind of a exchange of emails. And did I send this person this email to communicate that or not about this specific candidate or that's all happening right within the it's platform. You know, this technology can handle scheduling, which can be complex, especially when you get multi interviewers and things like that. 00:15:33:08 - 00:15:40:21 Unknown We're also using that technology for our offer management, so we want it to be paperless and seamless with that process as well. 00:15:40:21 - 00:15:48:17 Unknown And then we have other built in integrations with that for like our assessment tool that we have all new or all candidates complete 00:15:48:17 - 00:16:15:18 Unknown as well as our recorded interview. So that's another one that I'll share. So in this came off of a partnership with Amira is we were introduced to the idea and the concept of utilizing video technology in lieu of recorded or in lieu of phone screenings, which is kind of how all of our organizations, I think historically did that was have an HR professional call and ask questions, not really sharing 00:16:15:18 - 00:16:26:03 Unknown a lot at that time, but just asking questions and receiving the information, Well, why wouldn't we utilize a video technology to do that instead? There are so many wins that come along with that. 00:16:26:03 - 00:16:28:19 Unknown So that's another one that I'll mention. 00:16:28:19 - 00:16:37:18 Unknown And then I guess the last piece just kind of on talking specifically about the Navy and technologies that we utilized is really our employee process automation. 00:16:37:18 - 00:16:41:10 Unknown So in it's candidate and employee, but 00:16:41:10 - 00:16:42:15 Unknown it's a little, 00:16:42:15 - 00:17:06:04 Unknown you know, I guess I'll explain it like these are the technologies like Navient specifically is using a technology called OnBase and OnBase is what is flowing our data through our organization. And you can have different applications, but what's really creating the process flow that in a professional or somebody else in the organization would historically be doing. 00:17:06:06 - 00:17:18:18 Unknown So this automation technology, we've kind of trained it to do the manual repeatable things that HR Professionals or others in the organization have historically been doing. 00:17:18:18 - 00:17:33:09 Unknown So it's everything from the higher process through retire. So it's our performance management system. It's where our new hire surveys are tracked. It's where HR Is communicating with our internal i.t. Team to say we have a new employee. 00:17:33:09 - 00:17:55:11 Unknown Let's make sure that all their i.t. Things are set up prior to their first days. So that's been probably the biggest component of our technology offering and really what's made a big significant difference on an hourly perspective. Absolutely. That's those are awesome ideas and that's great to hear that they're there working out for your organization. They're successful. 00:17:55:11 - 00:17:58:22 Unknown And I know working with technology isn't always easy. 00:17:58:22 - 00:18:25:18 Unknown And some people may say they are like tech savvy or some people are just uncomfortable, or some organizations even are uncomfortable with kind of moving forward with technology. So do you have any or I guess have you seen any like common misconceptions or concerns that HR Professionals have about adopting technology into into their work? Yeah. 00:18:25:18 - 00:18:29:24 Unknown I'll address this one in a really short way and hopefully this is reflective. 00:18:29:24 - 00:19:04:04 Unknown And it's not just any it's not just HR Professionals. I think it's anyone that might be a bit hesitant. Technology. One of my favorite quotes that i heard kind of just working in this space is we're not going to be replaced by technology. So if that's a concern that maybe the technology is going to do my job going forward and the organization will need me, we're going to be replaced by people that have adopted technology and leaned into it and really explored how they can use it, because technology is here and just more of this is coming. 00:19:04:04 - 00:19:24:02 Unknown So your ability to adapt and be open minded to how you can utilize technology and how you can use it to your benefit to potentially be more strategic is a huge benefit to each of us. That's that's a great point too. I feel like I hear that all the time. Like we're all going to get replaced by tech, right? 00:19:24:04 - 00:19:53:03 Unknown But that's like the opposite. Like you want to know everything you can about technology to use that and better yourself and in your organization. Yeah, absolutely. So we've talked about how technology has evolved throughout the years, but how about the role of HR Professionals? How has how is that evolved with the integration of technology and what new skills are really becoming essential now nowadays? 00:19:53:05 - 00:20:25:04 Unknown Yeah. Good question. I think about that even with the question prior, you know, our our role has how that's evolved is we're no longer managing data at a micro level. So hopefully. Right. That's the case and that's certainly how our HR kind of experience is evolving. You know, I may never touch someone's benefit election form where that was likely a multi-touch historically before I was utilizing technology 00:20:25:04 - 00:20:35:09 Unknown and then really kind of what skills can we adapt to be more essential in our roles is becoming more technical and strategic. 00:20:35:09 - 00:21:01:16 Unknown And I know that's kind of a very generic answer, but, you know, HR is not doing what HR used to do. Yes, those core functionalities fall within our space, but our day to day work is really changing. And so finding ways to kind of think outside the box and I think we'll talk in a little bit as well about some of those key skills about how to embrace and engage technology. 00:21:01:18 - 00:21:30:08 Unknown Absolutely. And how about now looking at kind of at a different angle, are there any ethical or privacy considerations that HR Professionals need to be aware of one kind of going through this technological landscape and process. Yeah, definitely. I mean, you know, i think about that ethical and privacy consideration. It's huge in HR Right. We are holding some of the most confidential data within the organization. 00:21:30:08 - 00:21:54:14 Unknown You know, people's personal information is kind of within the realm of what we have in our systems. And really it's the same rules apply as have always applied. You know, we've always had that sensitivity piece and actually it's many more rules because there's a lot more state and federal compliance pieces that are coming out around employment law that we need to track and sure, we're being sensitive to. 00:21:54:14 - 00:21:58:20 Unknown So, you know, I think that piece absolutely still applies. 00:21:58:20 - 00:22:13:03 Unknown I think our own s as HR Professionals as really to ensure that we understand those and ensure that they're supported within the technology cases that we're using and ask those questions of the vendors and partners that we're working with. 00:22:13:03 - 00:22:16:12 Unknown You know, I think about even just digitizing filing cabinets. 00:22:16:12 - 00:22:40:03 Unknown And i think i spoke a little bit to that earlier. And what technology are you going to store that data and who's going to have access to the different types of file? Certainly not always the same people to all the different types of data. How are you doing document retention in a digitized system versus how we used to do that and more of a paper system. 00:22:40:05 - 00:22:45:21 Unknown So certainly employer employee filing cabinets is a significant piece of that as well. 00:22:45:21 - 00:23:08:06 Unknown I'm going to give just a little warning here. So I would say don't avoid technology and the benefits that you can get from utilizing technology because of these fears almost heighten your experience and your curiosity, the technology that you're going to use or thinking about using based on that fear. 00:23:08:06 - 00:23:31:01 Unknown Right. Ask questions, do research, you know, talk to your peers, talk to other partners, like Emory is a great partner. You know, what are they doing from a technology perspective? Certainly when I'm looking to evaluate a new technology, I'm ensuring that I'm feeling pretty confident that those things are answered prior to investing in that technology. 00:23:31:01 - 00:23:34:24 Unknown Absolutely. And I guess that's a perfect way into the next question. 00:23:35:01 - 00:24:00:08 Unknown Some organizations or HR Teams may have not tapped into any technology yet. So do you have any best practices or advice for teams looking to start incorporating technology into their organizations? Yeah. And actually, when we did the MRA conference last year, we did a poll to kind of see where people at from that technology adoption or adoption perspective. 00:24:00:08 - 00:24:26:09 Unknown So, you know, kind of core is digitizing and like finding opportunities to digitize. Are there documents that are in paper form that can be digitized and identifying what those are and kind of moving forward with that? I would say utilizing your vendors so vendors, partners, you know, who is really speaking in that HR Technology space trusted partners that you can lean on to help 00:24:26:09 - 00:24:28:05 Unknown help you with that incorporation. 00:24:28:05 - 00:24:49:10 Unknown You don't have to be a technology expert, but you need to have kind of the right partners and the right vendors that kind of talked about, you know, be curious, you know, look at look at your current processes. I think about that almost every day. Is there a process that I'm doing that I don't need to do because it's very manual and it's not using my human element in order to achieve that? 00:24:49:12 - 00:24:53:02 Unknown Is that something I can put within one of the technologies that are available? 00:24:53:02 - 00:25:06:22 Unknown Yeah. And so kind of that B curious piece. The other thing I'll add to that real quick is, you know, like I remember last year everyone was talking about or me was earlier this year, everyone was talking about techy beauty and what does that technology mean and how are we going to utilize that? 00:25:06:22 - 00:25:27:05 Unknown And I mean, that was true for me too. I was asked by a fellow up here, what did I think about chat and how that was going to change the landscape of human resources and how we adopt technology. And I don't know. So then I look into that. I talk to people who's using chatbot for HR What are they using it for? 00:25:27:07 - 00:25:50:05 Unknown Are there opportunities? You know, and i kind of ask myself these questions rather than why shouldn't i use that you and how should I use that? Or how could I use that? And who else is using it in a really successful way? And would that make sense within our organization? Yeah, absolutely. I always be curious and always be reevaluating your current processes. 00:25:50:07 - 00:26:07:10 Unknown Absolutely. So we've talked a lot about HR Technology implementation with the organization and the employer specifically. But how about from an employee perspective, what are really the benefits of an employee using technology? 00:26:07:10 - 00:26:22:17 Unknown Yes, i think two things i would point out here. One, we've kind of already cover, which is the self-service piece. I mean, there's such a huge value in employees being able to have the data that they want real time, whether that's going in to have access to a system to update their address or is it? 00:26:22:17 - 00:26:34:05 Unknown I want to see what my manager and I collaborated on around performance management last quarter, just to refresh myself, if I'm, you know, kind of keeping up with what we had talked about, 00:26:34:05 - 00:26:46:09 Unknown there's just a huge value in them having real time information and self-serve options. The other piece that I would say is a potential benefit is really how HR 00:26:46:09 - 00:27:07:04 Unknown Can be utilized within your organization. You know, i don't really want to talk to employees about like, here's a copy of last year's w-4. I want them to have access to that so that I can be having really meaningful conversations with our employees. You know, my day is primarily spent talking to employees about, you know, how are they driving their careers forward? 00:27:07:06 - 00:27:35:19 Unknown Are there communication challenges that they're having within the organization that we can walk through and help to strengthen that development for them? How are they learning and growing or things like that that are more of the human element side of HR For sure. Well, you kind of mentioned this chat to bettina. Last question, but everyone always wants to know, like, what's the next biggest technology thing? 00:27:35:19 - 00:28:08:00 Unknown What's the latest and greatest thing? So I guess what trends do you really foresee in the future of our technology and do you have any advice on how HR Professionals can really prepare for these changes? Yeah, you know, i don't know that i would speak to any one specific technology. I think we're going to continue to see more growth in some of our more robust like the risks or hcm technologies we're going to be hearing more about. 00:28:08:02 - 00:28:37:01 Unknown I mean, I think we've just cracked the surface and I don't even know that we're fully utilized in that to its full capabilities within HR So i think more around that artificial intelligence, certainly the automation space as we see our organizations adopting to more automation type technologies for their core line of business. I think our professionals are going to have opportunity to really tap into that, to provide automations for the work that they do. 00:28:37:03 - 00:28:40:12 Unknown Definitely more around integrations. We're seeing a lot with 00:28:40:12 - 00:28:58:07 Unknown technologies that have the ability to integrate with other technologies, but we're also still using some technologies that won't integrate, or they have very limited integration capabilities. So I think we're going to see more around that. And then certainly some of these emerging technologies, you know, and catch up would certainly be an example of that. 00:28:58:07 - 00:29:01:01 Unknown And then I guess maybe I'll answer on the preparing for, 00:29:01:01 - 00:29:03:13 Unknown you know, and I think this kind of just goes back to, 00:29:03:13 - 00:29:23:15 Unknown you know, lean in now so that it almost eases that lift later on. So what aren't you familiar with in the technology space right now, or what gives you hesitation in the technology space? Have, you know, have dialog and learn more about that now because it's not going to get scaled back and it's not going to stay the same. 00:29:23:17 - 00:29:43:19 Unknown We're going to continue to grow this technology experience as we're seen in kind of all areas of our lives. And so kind of jumping on that and starting to take just some initial steps will absolutely benefit folks as they can to as we continue to go. Yeah, absolutely. And there's great resources out there and we'll provide some resources on 00:29:43:19 - 00:29:47:10 Unknown just specific tools or different HR 00:29:47:11 - 00:30:08:10 Unknown Technologies that you can learn more about. But as we wrap wrap up here, are there any other specific platforms, tools or resources that you want to recommend to our listeners and our HR Professionals who are interested in kind of exploring technology in their work. Yeah, absolutely. So, i mean, i would say some of the standard ones, you know, HR 00:30:08:12 - 00:30:35:23 Unknown I asked tools, whatever that might be. Explore what you have, explore what the offering is within that certainly app our applicant tracking systems. I will kind of do a shout out for the recorded interviews where using a technology called badge and we got that through. We got that partnership through our partnership with MRA. But it's been a game changer on the candidate side, both in the candidate experience as well as our internal experience. 00:30:36:00 - 00:30:52:04 Unknown And then I think just this whole piece around document management technologies and automation technologies. So I mentioned we're utilizing OnBase as the technology that we're utilizing. But I think just leaning into those automation processes, it's it's a significant 00:30:52:04 - 00:30:59:00 Unknown value on the side. Yeah, No, that's helpful to hear kind of where you're at and what's been successful for you. 00:30:59:00 - 00:31:19:17 Unknown So that's that's great. But Tricia, I want to thank you for being on the podcast today and really sharing your expertise and tips on the latest in HR Technology. So to our listeners, if you liked our chat and topic today, i would urge you to comment something new that you learn or anything that you really want to add on to this conversation. 00:31:19:18 - 00:31:43:00 Unknown We want to hear what you're doing. What are your trends? What are your ideas? And don't forget to share out this episode and consider joining MRA. If you aren't a member or member already. We have all the resources you need in the show Notes below, including resources on our topic today and Tricia's contact information. If you want to get in touch with her or ask any follow up questions otherwise. 00:31:43:00 - 00:32:03:03 Unknown Thank you so much for tuning in today. And Tricia, thank you again. And that wraps up our content for this episode. Be sure to reference the show notes where you can sign them to connect. For more podcast updates, check out other MRA episodes on your favorite podcast platform. And as always, make sure to follow MRA's 30 minute Thrive so you don't miss out. 00:32:03:04 - 00:32:07:21 Unknown Thanks for tuning in and we'll see you next Wednesday to carry on the conversation.  

In this episode of the Brawn Body Health and Fitness Podcast, Dan is joined by Brain Farber (BlazePod) and Kyle Valery (Stretch Affect) to discuss the application of BlazePods to Clinical and Performance Settings. Brian Farber is the Head of BlazePod USA. BlazePod is a smart reaction training platform. Whether you're a pro or a beginner, healthy or recovering, young or old, BlazePod unequivocally improves your reaction time & agility in sports performance, fitness, and therapy in the most engaging and exciting way. At BlazePod, we're on a mission to reinvent training all over the world, empowering any athlete in any sport, and in any fitness or therapy domain to realize new levels of potential, breaking all previous barriers. That's why we invented the BlazePod experience, bringing to life our belief that training is so much more powerful when it combines body and mind, and when it's gamified, exciting, and even addicting. Kyle Valery is a wellness and performance coach with over 20 years of personal and professional experience. Finding himself inspired by high-performing individuals, and striving for the very best himself, he co-founded Stretch Affect to help people implement healthy habits leading to lasting change. Kyle offers the complete package of psychology, nutrition, fitness, and manual therapy. His integrative and interdisciplinary approach is unique and effective. With his uplifting and inspiring personality, Kyle demands only the best from himself, and his clients reap the rewards. His passion and motivation are evident in their success. Starting with the end in mind, he takes the long-term approach and believes in the power of information and education. He employs science and technology to optimize his client's personal plan for success. Some of Kyle's clients include executives at Fortune 500 companies, entrepreneurs, angel investors, a Forbes List billionaire, a Guinness world record holder, an Olympic Gold Medalist, one of the highest paid athletes in sports history, a Football Hall of Fame running Back, surgeons and other medical professionals, high-ranking naval officers, and PHDs. Kyle's goal is to leave a legacy that honors the people closest to him. He holds a master's degree in Exercise Science and is a certified strength and conditioning specialist, Titleist Performance Institute coach, a dynamic neuromuscular stabilization practitioner, and a OnBase university provider. Also, a registered nutrition and dietetic technician, he is a practicing manual therapist with specialty certifications in Active Release Techniques, Neurokinetic Therapy, Fascial Distortion, and Functional Range Systems. To keep up to date with everything Dan is doing on the podcast, be sure to subscribe and follow @brawnbody on social media! Episode Sponsors: MoboBoard: BRAWNBODY10 saves 10% at checkout! AliRx: DBraunRx = 20% off at checkout! https://alirx.health/ MedBridge: https://www.medbridgeeducation.com/brawn-body-training or Coupon Code "BRAWN" for 40% off your annual subscription! CTM Band: https://ctm.band/collections/ctm-band coupon code "BRAWN10" = 10% off! PurMotion: "brawn" = 10% off!! TRX: trxtraining.com coupon code "TRX15BRAWN" = 15% off GOT ROM: https://www.gotrom.com/a/3083/5X9xTi8k Red Light Therapy through Hooga Health: hoogahealth.com coupon code "brawn" = 12% off Ice shaker affiliate link: https://www.iceshaker.com?sca_ref=1520881.zOJLysQzKe Training Mask: "BRAWN" = 20% off at checkout https://www.trainingmask.com?sca_ref=2486863.iestbx9x1n Make sure you SHARE this episode with a friend who could benefit from the information we shared! Check out everything Dan is up to, including blog posts, fitness programs, and more by clicking here: https://linktr.ee/brawnbodytraining Liked this episode? Leave a 5-star review on your favorite podcast platform! --- Send in a voice message: https://podcasters.spotify.com/pod/show/daniel-braun/message Support this podcast: https://podcasters.spotify.com/pod/show/daniel-braun/support

In this episode of The Orange Chair Podcast, Solutions Analyst Jake Wanner and Chris Johnson, Director of Sales at KeyMark, walk us through the ins, outs, and use cases of KeyMark's HR Accelerator — a custom-built configuration of OnBase. Tune in to learn more about the HR Forms Accelerator and its incredible potential to transform government processes!

OnBase by Hyland Software is a comprehensive solution that can be leveraged across departments and industries. Government agencies trust OnBase to help streamline processes, improve communication, and establish workflows. Each agency has different needs based on the type of tasks they handle regularly. The Department of Transportation (DOT) is a critical department which can be found in every state across the US. DOTs are responsible for transportation planning and safety, and they are always busy with many projects at once. OnBase has proven to be a valuable tool for DOTs by aiding in permitting, content capture and management, integraion with CAD systems, and so much more. In this episode, Steve Nimon chats with Paul Gorman, Sr. Account Executive and Government Expert at ImageSoft, and Rob Johnson, Government Consultant Expert with decades of experience in the field. Listen in as the three gentlemen discuss the highlights of OnBase within DOTs including: ·        Bringing systems together through integrations Mobile friendliness for uploading data Centralized data storage   Cross-department communication Automated workflows Auto Registration Capture Secure file sharing And more! To learn more about OnBase, visit www.imagesoftinc.com/onbase.

Government agencies and departments have vastly different needs from one another. It's important to implement a digital solution that works to aid staff in completing daily tasks to reach the organization's goal. OnBase by Hyland Software has been a trusted Enterprise Information System for decades, particularly in the Government space.   In this episode, Account Executive Steve Nimon sits down with two experts in the field to review the many ways OnBase can help Departments of Labor (DOLs) go digital. Paul Gorman is ImageSoft's resident Government expert, and Rob Johnson is Hyland's Government Senior Industry Consultant. Listen in as Steve asks Paul and Rob about the many uses of OnBase in DOLs:  Complying to ever-changing regulations   Generating financial reports  Configuring formalized workflows  Improving records management and retention  Capturing documents  Digitizing the inspection process    For more information about OnBase, please visit https://imagesoftinc.com/onbase/.

Ashley McMullen visits the pod to discuss: • Her experience working as a bouncer • Her pathway to UC San Diego • The evolution of the OnBase solution • Coaching youth sports and antique hunting Transcript: https://bit.ly/3ZPvL11

ImageSoft is proud to be a Platinum Partner for Hyland Software for the past several decades. OnBase is an Enterprise Content Management platform that can be used across various industries to streamline processes, develop workflows, and manage content. OnBase has been steadily growing in popularity throughout the Public Sector, including state and local Governments. Thanks to its many functionalities, configurable interface, and simple integration, OnBase is one of the best tools Government organizations can use to digitize their daily tasks.  In this episode, Paul Gorman (Senior Account Executive and Resident Government Expert) sits down with Rob Johnson, Hyland's Sr. Industry Consultant for Governments. Paul and Rob discuss how the OnBase system can be used within the Department of Revenue to overcome common challenges, reduce workload, and boost productivity. Listen in as we discuss topics including:  How Government organizations can raise funds to implement OnBase  The features of OnBase most beneficial to the DoR  The future of Government Technology  Robotic Process Automation in Government spaces  And more  To learn more about OnBase by Hyland Software and to schedule a demo, please visit https://imagesoftinc.com/onbase.

Robert Denneman sprak met Remco Zuijdervliet in Let's Talk Business. Docspro is sinds 1994 een toonaangevende leverancier van hyperautomation, content services software en diensten. Ze zijn gespecialiseerd op het gebied van digitaliseren, transformeren en robotiseren van informatie gedreven processen. Het gebruiken en opslaan van digitale data is in de zorgsector de laatste jaren enorm toegenomen. Zorgverleners, zorgverzekeraars en zorgkantoren zijn daarom op zoek naar oplossingen die het mogelijk maken om de diverse digitale en fysieke documentstromen te stroomlijnen en onder te brengen in één veilige, goed toegankelijke ‘digitale kluis'.  Een cruciaal aspect bij het neerzetten van een dergelijke ‘digitale kluis' is veiligheid. Bij de meeste documenten gaat het namelijk om zeer vertrouwelijke (privacygevoelige) informatie over de gezondheid van verzekerden en cliënten. Voor zorgverzekeraar en zorgkantoor Zorg en Zekerheid was dit reden om te kiezen voor OnBase in de Hyland Cloud, geleverd door digitale partner Docspro. Hoe werkt het precies? Robert Denneman ging hierover in gesprek met Remco Zuijdervliet, business consultant & bid manager bij Docspro. In het radioprogramma Let's Talk Business gaat het uiteraard over de business, maar vooral ook over de persoonlijke visie en de ambities van de hoofdgast. Er wordt teruggeblikt, vooruitgekeken en er worden persoonlijke ervaringen gedeeld. Wat ging er goed, wat zijn leerpunten en hoe ziet de business er over vijf jaar uit. Dit alles in een één uur durend radioprogramma, met lekkere muziek en onder de enthousiaste (bege)leiding van presentatoren Martine Hauwert, Fabienne de Vries, Ron Lemmens, Folkert Tempelman, Robert Denneman, Rick van Velthuysen en Koen Bugter.  Voor internationaal opererende bedrijven is er ook Let's Talk Business International. Deze uitzendingen zijn Engels- of anderstalig. Ken je zelf ondernemende mensen die je graag in de uitzending zou willen horen? Laat het ons weten via info@newbusinessradio.nl of tweet het via @newbusradionl Let's Talk Business hoor je elke werkdag tussen 10:00 en 11:00 uur op New Business Radio. Let's Talk Business wordt mede mogelijk gemaakt door Baaz.nl.

Housing is something we may take for granted at times in our lives. For many however, housing is made possible through the Government. Housing Agencies and Finance Authorities handle hundreds or thousands of “cases” each day. As you might imagine, managing funds, contracts, documentation, and other necessary information can be a daunting task when done manually. Luckily, there are digital solutions in place to revamp Government Housing processes for improved efficiency and accuracy.    Tune in to our latest podcast episode to learn more about how OnBase systems can be used to streamline what are often lengthy and complex processes in the Housing space. Paul Gorman, Senior Account Executive and resident Housing Authority Expert, sits down with Rob Johnson (Senior Industry Consultant for Government) from Hyland Software to discuss the ins and outs of OnBase for Housing Agencies. There's a lot covered in this brief episode including:  Benefits of OnBase Use cases for the industry The difference between Public Housing and Finance Authorities Real success stories from Hyland And a brief overview of why Housing Authorities should choose OnBase To learn more about OnBase, please visit www.imagesoftinc.com/onbase. Please contact us for additional information.

This episode is the final installment of our Hyland Software podcast series, where each episode we will dive into a Hyland software offering. In this episode, we sit down with Tim Tallaksen with Hyland, and Brien Lay with KeyMark to talk about Hyland's RPA offering and how an organization can integrate that with their OnBase solutions. For more information on Hyland, visit our website at https://www.keymarkinc.com/onbase-software/hyland-software/

We are proud to introduce Flex for OnBase! In this episode, we sit down with Chandler Coffman, Senior Integration Engineer with KeyMark. We discuss the preconfigured framework for OnBase Unity and Web Client users that provides an easier, simplified way to configure your process flow.  For more information on Flex, visit our website at https://www.keymarkinc.com/onbase-software-page/flex-for-onbase/ 

This episode is the third installment of our Hyland Software podcast series, where each episode we will dive into a Hyland offering. In this episode, we sit down with Stephen Comer with Hyland, and Zach Hance with KeyMark to talk about OnBase for the Insurance Industry and how companies can utilize OnBase to improve their processes. For more information on Hyland, visit our website at https://www.keymarkinc.com/onbase-software/hyland-software/

Learn how to eliminate all the layers and layers of IT complexity and IT gibberish talk we refer to as the "IT Tower of Babel" - that has accompanied the document scanning and Enterprise Content Management industry for 30+ years. Using IoT Smart Connected Scanning powered by CAPSYS CAPTURE ONLINE, you can have a complete document capture solution deployed in 5 minutes or less for your Microsoft Office 365 SharePoint, Salesforce, OnBase by Hyland, Filebound by Upland, and even proprietary line of business systems. Visit www.capsystech.com, www.ready4idt.com or www.smartconnectedscanning.com, and click on IoT Smart Connected Scanning to learn more. (3:40sec in length)

Jay Baker Jay Baker is the President and Owner of Jamestown Plastics, one of the most highly diversified custom plastic companies in the world. He is an inventor holding more than 40 USA and international patents, including the ‘Clamtainer’ – the world’s first Certified Child Resistant clamshell container. He is very involved in his community, including serving on the local Board of Education for 25 years. Jay holds a BS in Business from Clarkson University and is married to the love of his life, Sharon, with whom he has four adult children and two grandchildren. Chris Wilke Chris Wilke co-founded Stretch Affect, a human performance company. Chris is highly motivated to inspire a more movement-based lifestyle that promotes self-awareness and resiliency. He believes that everyone should value their own health and strive to find coaches, mentors and practitioners that will guide them to the best version of themselves. Chris has been fortunate to work with many athletes of all levels and other high achievers over his career and loves the challenge that a new body can present. Kyle Valery Kyle Valery co-founded Stretch Affect and is a wellness and performance coach with over 20 years of personal and professional experience. Kyle offers the complete package of psychology, nutrition, fitness, and bodywork. He holds a master's degree in Exercise Science and is a certified strength and conditioning specialist, Titleist Performance Institute coach, a dynamic neuromuscular stabilization practitioner, and a OnBase university provider. Also, a registered nutrition and dietetic technician, he is a practicing manual therapist with specialty certifications in Active Release Techniques, Neurokinetic Therapy, Fascial Distortion, and Functional Range Systems.

Washtenaw, Michigan, a Top 10 Digital County, is no stranger to The Paperless Productivity Podcast, so it’s our pleasure to welcome back Jeff Arbogast, Application Specialist for the esteemed Washtenaw County, to chat about their OnBase-powered, electronic arraignment process.  In this to-the-point episode, Jeff talks us through the multi-faceted “eArraignment” process as it relates to both walk-in and pre-scheduled proceedings, case preparation from the Clerk’s perspective, and workload balance for the Judge. As you’ll hear, Jeff notes how eArraignment, complete with digital signatures and workflow, has supported Washtenaw County through the pandemic thanks to instantaneous, digitally streamlined deliveries of arraignment packets and other documentation to defendants, probation officers, jails, prosecutors’ offices, etc. And with the county’s printers connected through “auto print,” the Clerk can, in addition to emailing or digitally sending the documentation, print carbon copies at any county office printer – eliminating the need to fax and the consequential deterioration of signatures and images.   Fueled by the perfect blend of digital workflows, electronic signatures and forms, and centralized case management, Washtenaw easily established an efficient, routine eArraignment protocol that reduces the need for widespread human contact (digital workflow as opposed to a courier, and less foot traffic in the courthouse), and significantly lightens the Clerk’s workload post-arraignment.  

Regulatory technology, commonly referred to as “Reg Tech,” is technology that assists regulatory agencies in managing how information is stored, used, shared and discarded in accordance to compliance efforts. As Jeff Heigert, Hyland’s Senior Customer Advisor for Insurance, explains, there are more than 750 regulatory bodies across the globe producing over 2,500 rule books relating to compliance. Organizations dedicate millions, if not billions, of their annual budget to comply because, as costly as compliance is, the consequences of non-compliance outweigh it all. Join Jeff and his colleague Chad Kerns, Hyland’s Product Manager for Financial Services and Insurance, for a chat about what Reg Tech is, and its support for banking institutions, insurance agencies, mortgage companies and others throughout the entire regulatory life cycle. From regulating data management to reducing the time and financial cost of maintaining compliance by automating regulatory process, Jeff and Chad tag-team an interesting conversation that tackles how simple Reg Tech solutions are making a significant difference for global, cross-industry organizations and their customers. And if you’re an OnBase user, you won’t want to miss Chad’s breakdown of Reg Tech solutions and easily-implemented capabilities, like multi-factor authentication, document encryption and redaction, online viewing identity protection and security keywords, which are simple to learn and, ultimately, reallocate manpower and capital resources to higher-level initiatives, like customer engagement and satisfaction.  

Jeff Arbogast, Application Specialist for one the nation’s Top 10 Digital Counties, story tells Washtenaw County, Michigan’s journey from their RFP beginnings of email, frustrating document size restrictions, manual uploads, and various versions floating between departments to their now centralized, transparent and well-orchestrated OnBase-hosted RFP management process. Walk through this conversation with a notepad in-hand as Jeff starts at the top, walking us through the intake process with electronic forms and how proposals are then circulated across departments via an automated workflow. Listeners will hear how simple capabilities, such as attaching related documents, performing redactions, accounting for protest opportunities and housing large files in a digital system rather than printing and filing, turn into significant time and money savers. OnBase then carries Washtenaw’s RFP process to completion by generating records for the people that were awarded and not awarded, and automatically sending out emails to each person who gave a bid. It also triggers staff to send out paper copies of the decision, and to publish it on the website. You’ll be amazed at the opportunities and savings Washtenaw’s digital RFP management process supports, and even more so that it was all built using standard, OnBase tools.

What can tirelessly do the work of thousands of employees without complaining and never take time off? No, this isn’t the start of a bad joke – it’s a reality for enterprises across the globe who deploy robotic process automation. RPA, as its casually referred to, mimics mouse clicks and keystrokes to automate repetitive, office-like work. Able to automate tasks in any environment, regardless of the existing software platform, RPA is available to any industry and thrives in all environments, especially those who already operate on OnBase and want to take their automation a step further. We couldn’t have picked a timelier guest to walk us through an overview of RPA and the types of applications that qualify as good candidates. Tim Tallaksen, Director of Intelligent Process Automation at Hyland Software, joins us for a well-rounded conversation about what robotic process automation is, how its currently supporting businesses amidst the pandemic, and how Hyland’s recent acquisition of a world-class RPA developer is allowing current OnBase customers to quickly deploy huge bot farms to automate the work of thousands of staff – easily extending the value of their digital workflow.

Operating from our customer-centric value system means we approach every client interaction with great care. But to ensure world-class customer care means we also need a world-class approach and, up until about three years ago, that wasn’t always the case.    Journey with us as we map our Customer Care department’s transition from Microsoft CRM to the comprehensive case manager, OnBase WorkView. Sharing the mic today are a handful of ImageSoft originals: Patrick Dreyer, Senior Technical Support Engineer, Steve Michelin, Customer Care Lead, and our fearless OnBase Administrator Nathan Armaly. Each having unique OnBase user experiences, their conversation is fruitful in a range of WorkView capabilities, including its rapid development environment, consistent data presentation and relationships, rich resource database, incident management, ticket generation, its malleability in building out role-based dashboards for end users versus OnBase Admins, and so much more.  

Fun fact: Did you know that ImageSoft tends to speak from experience, sharing our own internal stories of success from being powered by OnBase? That’s right – we “toast our own champagne,” so to speak, and it all started in our Accounting Department.    Join Director of Finance and HR Mary Beth Eddy, OnBase Administrator Nathan Armaly, and Business Systems Analyst Teresa Kobish as they discuss overcoming our accounting department’s most obstructive challenges with the highly-configurable capabilities of OnBase. Journey with us as we detail our accounting department’s process renovation, from perspectives of both the OnBase Admins and users, that expanded process visibility, enabled easier, more secure information sharing and transcended into an organization-wide transformation, including:  Automating the purchase requisition process  Managing unexpected costs for accounts payable   Struggling through inter-departmental content sharing via email   Developing a strict, auditable internal process for credit memos   Leveraging Unity forms and automated workflows   Comparing your data in OnBase with the Accounting ERP   Safeguarding our ability to prevent fraud and clerical errors  Staying on top of subscription costs   And much more! 

Note: Audio only version - Episode 11 is a video version.  In this Episode of CAPTURE CAPITALIST, we visit with Mike Ball at Hyland Software to take a look at a relatively newer offering from Hyland Software called, Web Portal Toolkit (WPT).  WPT is a platform that lets us create responsive ready, customized front ends for Hyland OnBase systems – whether on-premised based or hosted in the Cloud.  Don’t let the inclusion of "toolkit" in WPT's name fool you into thinking this is some sort of complicated, new-fangled development language.WPT is designed very much with the End-user in mind and as the focus. WPT is simple to use, mobile-enabled makes minimal use of technical terms, and requires little if any training to use it effectively. What you will learn from this podcast episode?  (Note: total length of this podcast is about 1 hour and 26 minutes, jump to 58:00 minute mark for demonstration) We will begin with defining what WPT is and how it can be utilized to solve a multitude of business and technical challenges for customers, their internal and external user communities.  You’ll see first-hand how WPT has been deployed to solve Higher Ed issues such as Student Course Registration, Vendor and Supply Chain Partner portals for the Manufacturing and Distribution industries, Fleet Management, Hospitality and Entertainment industries and much more.  The possibilities are endless. Here you will learn what WPT does uniquely, what makes it a viable choice to consider if you have specific accessibility needs that the standard Web or Unity Clients can’t easily solve out of the box. Mike and I will discuss how WPT be tailored or customized to satisfy the needs of Human Resources and even solve complex, multi-divisional extranet use cases such as a Supply Chain Portal.You will learn about the key pieces of functionality that are included with WPT:A clear and uncluttered UI that is amazingly simple to master in a short amount of time;Underneath the covers you will learn how WPT utilizes the most modern of web-based technologies;14 different languages are currently supported – a must for multi-national organizations;Colors, logos, supporting text are all customizable so that WPT looks like your organization’s brand, not someone else’s;Deployment time is RAPID and integration with your ERP or line-of-business system can be achieved using a number of different techniques.We talk about pre-built WPT widgets and the ability to create custom widgets;Of course, you will see how document search and viewing is accomplished (even on mobile devices), we chat about security concerns that may be crossing your mind, touch on flexible licensing options, but it doesn’t stop there.  Data from various ERP systems, line of business systems, and/or of course keywords from your OnBase system, secured uploading of documents into a business process workflow, custom queries, and much more are discussed.Mike even provides us with a great demonstration based on a customer use case (begins at 58:00 minute mark).  Good materials all the way around, if you were contemplating external use cases for your OnBase system, this episode is a much watch.  There are plenty of takeaways that you can put immediately to work for you and your organization. Stay safe during these challenging times and as always, thanks for watching/listening and please, leave your constructive comments in the feedback and comment section!All the best, CAPTURE CAPITALIST Additional Resources:www.idt-inc.comhttps://www.idt-inc.com/supply-chain-partner-and-vendor-portal/www.capsystech.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comwww.aerospacedefenseecmsolutions.com/

In this Episode of CAPTURE CAPITALIST, we visit with Mike Ball at Hyland Software to take a look at a relatively newer offering from Hyland Software called, Web Portal Toolkit (WPT).  WPT is a platform that lets us create responsive ready, customized front ends for Hyland OnBase systems – whether on-premised based or hosted in the Cloud.  Don’t let the inclusion of "toolkit" in WPT's name fool you into thinking this is some sort of complicated, new-fangled development language.WPT is designed very much with the End-user in mind and as the focus. WPT is simple to use, mobile-enabled makes minimal use of technical terms, and requires little if any training to use it effectively. What you will learn from this podcast episode?  (Note: total length of this podcast is about 1 hour and 26 minutes, jump to 58:00 minute mark for demonstration) We will begin with defining what WPT is and how it can be utilized to solve a multitude of business and technical challenges for customers, their internal and external user communities.  You’ll see first-hand how WPT has been deployed to solve Higher Ed issues such as Student Course Registration, Vendor and Supply Chain Partner portals for the Manufacturing and Distribution industries, Fleet Management, Hospitality and Entertainment industries and much more.  The possibilities are endless. Here you will learn what WPT does uniquely, what makes it a viable choice to consider if you have specific accessibility needs that the standard Web or Unity Clients can’t easily solve out of the box. Mike and I will discuss how WPT be tailored or customized to satisfy the needs of Human Resources and even solve complex, multi-divisional extranet use cases such as a Supply Chain Portal.You will learn about the key pieces of functionality that are included with WPT:A clear and uncluttered UI that is amazingly simple to master in a short amount of time; Underneath the covers you will learn how WPT utilizes the most modern of web-based technologies;14 different languages are currently supported – a must for multi-national organizations;Colors, logos, supporting text are all customizable so that WPT looks like your organization’s brand, not someone else’s;Deployment time is RAPID and integration with your ERP or line-of-business system can be achieved using a number of different techniques.We talk about pre-built WPT widgets and the ability to create custom widgets;Of course, you will see how document search and viewing is accomplished (even on mobile devices), we chat about security concerns that may be crossing your mind, touch on flexible licensing options, but it doesn’t stop there.  Data from various ERP systems, line of business systems, and/or of course keywords from your OnBase system, secured uploading of documents into a business process workflow, custom queries, and much more are discussed.Mike even provides us with a great demonstration based on a customer use case (begins at 58:00 minute mark).  Good materials all the way around, if you were contemplating external use cases for your OnBase system, this episode is a much watch.  There are plenty of takeaways that you can put immediately to work for you and your organization. Stay safe during these challenging times and as always, thanks for watching/listening and please, leave your constructive comments in the feedback and comment section!All the best, CAPTURE CAPITALIST Additional Resources:www.idt-inc.comhttps://www.idt-inc.com/supply-chain-partner-and-vendor-portal/www.capsystech.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comwww.aerospacedefenseecmsolutions.com/

In this Episode of CAPTURE CAPITALIST, we go back to visit with Jim ‘Shark Hunter’ Morrison at Hyland Software to dive deep into Hyland Software’s Rapid Application Development platform called, App Builder (formerly known as WorkView) and explore their concept around ACE – Application Creation Excelerator.  Hyland made a brilliant move in the market by leveraging a tool (created by one of their many bright interns!) that nearly every computer user is familiar with – Microsoft Excel. ACE is the launching platform to quickly start your application development.  If you are not familiar with App Builder or WorkView Case Manager from OnBase by Hyland, please watch or listen to episode 5 (video) or 6 (audio only), I highly recommend you spend some time their first before jumping into the ACE podcast.What you will learn from this Podcast episode?If you have legacy Microsoft Access applications or are tracking critical business activities using Microsoft Excel spreadsheets, this episode is a much watch.  You will learn how to jump-start your first App Builder experience using a pre-configured framework originating in Microsoft Excel that you can easily customize to meet your particular application needs. There is a much better way to manage your processes and cases than using spreadsheets and Microsoft Access apps.   Jim uses a Probate Case Settlement and a FMLA (Family Medical Leave Act) application to illustrate the RAD process in a live, demonstration setting.  You’ll see how easily the Excel worksheets have been assembled using a "predefined template" supplied by Hyland, how App Builder ingests the resulting ACE file, and quickly (measured in minutes) OnBase automatically builds out the application framework – database tables, their relationships, field lengths, data types, filters, views, etc.  What is the end result from customer's experience by using an ACE approach on the front end of their design process? Hyland customers are seeing a 5x to 10x time savings for App Builder rollout.  Now that is rather impressive! For approximately the first 22 minutes Jim and I examine the background of what prompted the creation of ACE, we talk about a growing number of pre-built ACE starter pack files that are available today to address a variety of different application needs across many different markets. We even discuss how you can get directly engaged with an ACE design session at no cost.  The remainder of the session is spent demonstrating and examining the ACE file contents – its layout, design and importing process into Application Builder.Good materials all the way around and there are plenty of takeaways that you can put immediately to work for you.  Stay safe during these challenging times and as always, thanks for watching/listening and please, leave your constructive comments in the feedback and comment section!All the best, CAPTURE CAPITALIST Additional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comwww.aerospacedefenseecmsolutions.com/

In this Episode of CAPTURE CAPITALIST, we go back to visit with Jim ‘Shark Hunter’ Morrison at Hyland Software to dive deep into Hyland Software’s Rapid Application Development platform called, App Builder (formerly known as WorkView) and explore their concept around ACE – Application Creation Excelerator.  Hyland made a brilliant move in the market by leveraging a tool (created by one of their many bright interns!) that nearly every computer user is familiar with – Microsoft Excel. ACE is the launching platform to quickly start your application development.  If you are not familiar with App Builder or WorkView Case Manager from OnBase by Hyland, please watch or listen to episode 5 (video) or 6 (audio only), I highly recommend you spend some time their first before jumping into the ACE podcast.What you will learn from this Podcast episode?If you have legacy Microsoft Access applications or are tracking critical business activities using Microsoft Excel spreadsheets, this episode is a much watch.  You will learn how to jump-start your first App Builder experience using a pre-configured framework originating in Microsoft Excel that you can easily customize to meet your particular application needs. There is a much better way to manage your processes and cases than using spreadsheets and Microsoft Access apps.   Jim uses a Probate Case Settlement and a FMLA (Family Medical Leave Act) application to illustrate the RAD process in a live, demonstration setting.  You’ll see how easily the Excel worksheets have been assembled using a "predefined template" supplied by Hyland, how App Builder ingests the resulting ACE file, and quickly (measured in minutes) OnBase automatically builds out the application framework – database tables, their relationships, field lengths, data types, filters, views, etc.  What is the end result from customer's experience by using an ACE approach on the front end of their design process? Hyland customers are seeing a 5x to 10x time savings for App Builder rollout.  Now that is rather impressive! For approximately the first 22 minutes Jim and I examine the background of what prompted the creation of ACE, we talk about a growing number of pre-built ACE starter pack files that are available today to address a variety of different application needs across many different markets. We even discuss how you can get directly engaged with an ACE design session at no cost.  The remainder of the session is spent demonstrating and examining the ACE file contents – its layout, design and importing process into Application Builder.Good materials all the way around and there are plenty of takeaways that you can put immediately to work for you.  Stay safe during these challenging times and as always, thanks for watching/listening and please, leave your constructive comments in the feedback and comment section!All the best, CAPTURE CAPITALIST Additional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comwww.aerospacedefenseecmsolutions.com/

In this episode, we have Chris Ellenburg and Chandler Coffman to talk about the Blue Prism Digital Exchange and the OnBase Connectors that the RPA team here at KeyMark has been working on. Their team has created 4 assets! Two of the assets were released at the time of this recording, OnBase Workflow Document Handles and OnBase Get Keywords and the final two, OnBase Upload Files and OnBase Execute Ad-Hoc Task, have now been released as well. In this episode, Chris and Chandler explain how these assets work and why they decided to create these specific assets. For more information on the Digital Exchange Assets and how you can download them, please visit our website at this link: https://www.keymarkinc.com/blue-prism-digital-assets/ All of the assets come "as is" under the MIT license, but we can customize them through engagement.

In this episode (17 mins audio only version) I dive into the product and feature enhancements that have been made to INfuse as a result of direct customer feedback we have been receiving with our early adopters of the INfuse solution powered by CAPSYS CAPTURE ONLINE.  The enhancements are direct testimony to agile development methodologies utilized in the INfuse and CAPSYS CAPTURE ONLINE product lines.  We will also tackle the subject of Market adoption and application use cases.  Here is a summary of what I cover:- An existing customer of ours in a tethered Fujitsu scanning solution they previously used in conjunction with CAPSYS CAPTURE ONLINE has a feature in our web capture application that allowed them to receive a user field prompt asking them to input a field value only known at the time of actual batch capture process and only known by the operator of the batch scan operation.  You'll learn in this episode how we overcame this issue with changes in the INfuse Management Application.- With the help of Alaris development team, we now have added the ability to combine the contents of documents fed through the automatic document feeder and also the passport / flatbed accessory.  Prior to this software update, the contents of each transport mechanism were treated as separate/unique batches and named with different batch names.  Using different batch names or number schemes posed a problem downstream in the capture process and now this issue has been addressed - combining the contents into a single batch at the time of the batch scanning process. - Improvements to the User Interface contained on the INfuse device have also been delivered and more are coming in the very near future.  You'll learn about a relatively unknown feature in the INfuse called the "Gap Release" and how it can greatly aid in the capture of fragile documents or documents that may jam in the ADF such as envelopes, torn documents or torn envelopes, etc.- Market Updates: Here we will explore vertical market successes and market adoption.  Lots of activity and developments in this area - banking/mortgage, county government, villages, insurers/reinsurers, logistics and transportation, construction and more!  The customer receptiveness and adoption has been very strong, speaking volumes to the versatility, flexibility behind the INfuse offering powered by CAPSYS CAPTURE ONLINE. Our customers are having us attach these INfuse IoT Smart Connected Scanning solutions to all kinds of Content Services Platform solutions - Microsoft Office 365 SharePoint, OnBase by Hyland, ShareBase by Hyland, Vaultview, Knowledgetree systems to name a handful of providers.  We can connect these IoT Smart Connected Scanning solutions to virtually any system.   Lots of info, I will continue to provide these mini-updates on our progress with INfuse and CAPSYS CAPTURE ONLINE throughout the coming weeks/months.  Stay tuned and check back soon. Please be sure to leave your constructive feedback below in the comments section and if you have any subject matter you would like me to cover in future episodes, let me know.  Thanks for watching and/or listening!All the best, CAPTURE CAPITALISTAdditional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/ 

In this episode (17 mins) I dive into the product and feature enhancements that have been made to INfuse as a result of direct customer feedback we have been receiving with our early adopters of the INfuse solution powered by CAPSYS CAPTURE ONLINE.  The enhancements are direct testimony to agile development methodologies utilized in the INfuse and CAPSYS CAPTURE ONLINE product lines.  We will also tackle the subject of Market adoption and application use cases.  Here is a summary of what I cover:- An existing customer of ours in a tethered Fujitsu scanning solution they previously used in conjunction with CAPSYS CAPTURE ONLINE has a feature in our web capture application that allowed them to receive a user field prompt asking them to input a field value only known at the time of actual batch capture process and only known by the operator of the batch scan operation.  You'll learn in this episode how we overcame this issue with changes in the INfuse Management Application.- With the help of Alaris development team, we now have added the ability to combine the contents of documents fed through the automatic document feeder and also the passport / flatbed accessory.  Prior to this software update, the contents of each transport mechanism were treated as separate/unique batches and named with different batch names.  Using different batch names or number schemes posed a problem downstream in the capture process and now this issue has been addressed - combining the contents into a single batch at the time of the batch scanning process. - Improvements to the User Interface contained on the INfuse device have also been delivered and more are coming in the very near future.  You'll learn about a relatively unknown feature in the INfuse called the "Gap Release" and how it can greatly aid in the capture of fragile documents or documents that may jam in the ADF such as envelopes, torn documents or torn envelopes, etc.- Market Updates: Here we will explore vertical market successes and market adoption.  Lots of activity and developments in this area - banking/mortgage, county government, villages, insurers/reinsurers, logistics and transportation, construction and more!  The customer receptiveness and adoption has been very strong, speaking volumes to the versatility, flexibility behind the INfuse offering powered by CAPSYS CAPTURE ONLINE. Our customers are having us attach these INfuse IoT Smart Connected Scanning solutions to all kinds of Content Services Platform solutions - Microsoft Office 365 SharePoint, OnBase by Hyland, ShareBase by Hyland, Vaultview, Knowledgetree systems to name a handful of providers.  We can connect these IoT Smart Connected Scanning solutions to virtually any system.  Lots of info, I will continue to provide these mini-updates on our progress with INfuse and CAPSYS CAPTURE ONLINE throughout the coming weeks/months.  Stay tuned and check back soon. Please be sure to leave your constructive feedback below in the comments section and if you have any subject matter you would like me to cover in future episodes, let me know.  Thanks for watching and/or listening!All the best, CAPTURE CAPITALISTAdditional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/ 

Episode 6 – What is RAD, why should you care and what can Hyland Application Builder (also known as Workview / Case Manager) - makers of OnBase - do for me?OK, this is one heck of an episode and it is packed with a tremendous amount of relevant information about RAD (Rapid Application Development), inclusive of supporting visuals, usage trends and use cases for Hyland Software’s App Builder tool (also known as WorkView and Case Manager).  Truth be told, this 1 Hour podcast could have been split into two episodes because there is so much great information Jim Morrison from Hyland Software shared with us.If you are in the healthcare, insurance, higher ed, government (Fed, State, Local), commercial sectors such manufacturing, logistics and transportation, distribution, banking and finance communities, you are in the right spot and this episode is for you.  I realize it is rather lengthy and a big commitment on your part to watch and/or listen, but for the sake of continuity, I just decided to bite the bullet and pack all the content inclusive of a demonstration into a single podcast. One aspect about Jim you will come to appreciate, he is the real deal and energetic - you get the straight scoop from him about Workview/App Builder.  He has a lot of practical industry experience and is very well suited to explain App Builder.  I recorded this on the last day of 2019 - Jim and I had a heck of a time getting our schedules coordinated, plus his wife was expecting with his 3rd child at any moment.  I thought I would be able to get this content edited, supporting illustrations all pulled together and posted weeks ago, but “stuff happens” -  and, let’s just leave it at that.    There will be a follow up to this podcast in the near future on this subject, we will build out in a live setting using one of their pre-built ACE starter files. We just couldn’t get through all the information in this single setting.  Check back later in the month for part 2.What you will learn from Jim in this Podcast?Jim breaks RAD down to its basic fundamentals and helps us all better understand why Hyland created what has been known in the industry as “WorkView” which now seemingly is undergoing through a bit of rebranding process.  Looks like Hyland is calling it, “Hyland OnBase Application Builder.”   It has also been referred to as Case Manager and Case Management – all which are appropriate words used to describe Application Builder. After watching or listening to this episode, you will walk away with:Understanding the differences between Workview and Workflow offerings from HylandHaving learned how and Workflow and Workview designed to work better togetherUnderstanding the value proposition of using a Low Code, Configuration approach vs. a typical ground up, boot-strapped software development environment.Learned about real-life use cases across a wide array of industries.An understanding of why he is a huge proponent of “chunking” out your first applications. His message: “start smart small and scale up” from there.  App Builder becomes contagious rather quickly in organizations once they see and realize the benefits.Questioning whether you should Build, Buy or CONFIGURE?? Which option is the right one for you?Gained valuable insight into the differences between point case management solutions and Hyland App Builder.An understanding the benefits of using or taking a “platform approach” with Case Management from Hyland – pulling through all the capabilities of OnBase from Document Management, Document Composition, Electronic forms, Dashboards, Workflow and much more.Getting the inside scoop on why Hyland and Hylanders (you know who you are) are excited about their initial ACE Case Management Framework rollouts and their commitment to delivering more for their customers.Gained insight into how customers of App Builder are using it every day to conquer new application challenges, are replacing aging apps, creating new applications that no off-the-shelf software could possibly solve without breaking the bank.And, if all that is not enough, we will end up this podcast with a demonstration of App Builder in action using a Freedom of Information Act / Public Records deployment. If you are interested in jumping to the demo right away, jump to approximately the 42:29 mark. Bonus SegmentUsually, I like to have our guests provide us a bio about themselves near the introduction of the podcast.   This time around, Jim’s bio ended up a bit “extended” shall I say because he has a unique hobby that is rather intriguing - to say the least.  If you are an angler - hobbyist or professional or you have an interest in the deep sea, you won’t want to miss out on this one, trust me!I hope you find this episode as interesting as I did while chatting with Jim, find a handful of valuable takeaways that you can bring back with you to the office and put your ideas to good use!  Thanks for watching/listening and please, leave your constructive comments in the feedback/comment section.All the best, CAPTURE CAPITALISTAdditional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/

Episode 5 – What is RAD, why should you care and what can Hyland Application Builder (also known as Workview / Case Manager) - makers of OnBase - do for me? OK, this is one heck of an episode and it is packed with a tremendous amount of relevant information about RAD (Rapid Application Development), inclusive of supporting visuals, usage trends and use cases for Hyland Software’s App Builder tool (also known as WorkView and Case Manager).  Truth be told, this 1 Hour podcast could have been split into two episodes because there is so much great information Jim Morrison from Hyland Software shared with us.If you are in the healthcare, insurance, higher ed, government (Fed, State, Local), commercial sectors such manufacturing, logistics and transportation, distribution, banking and finance communities, you are in the right spot and this episode is for you.  I realize it is rather lengthy and a big commitment on your part to watch and/or listen, but for the sake of continuity, I just decided to bite the bullet and pack all the content inclusive of a demonstration into a single podcast. One aspect about Jim you will come to appreciate, he is the real deal and energetic - you get the straight scoop from him about Workview/App Builder.  He has a lot of practical industry experience and is very well suited to explain App Builder.  I recorded this on the last day of 2019 - Jim and I had a heck of a time getting our schedules coordinated, plus his wife was expecting with his 3rd child at any moment.  I thought I would be able to get this content edited, supporting illustrations all pulled together and posted weeks ago, but “stuff happens” -  and, let’s just leave it at that.    There will be a follow up to this podcast in the near future on this subject, we will build out in a live setting using one of their pre-built ACE starter files. We just couldn’t get through all the information in this single setting.  Check back later in the month for part 2.What you will learn from Jim in this Podcast?Jim breaks RAD down to its basic fundamentals and helps us all better understand why Hyland created what has been known in the industry as “WorkView” which now seemingly is undergoing through a bit of rebranding process.  Looks like Hyland is calling it, “Hyland OnBase Application Builder.”   It has also been referred to as Case Manager and Case Management – all which are appropriate words used to describe Application Builder. After watching or listening to this episode, you will walk away with:Understanding the differences between Workview and Workflow offerings from HylandHaving learned how and Workflow and Workview designed to work better togetherUnderstanding the value proposition of using a Low Code, Configuration approach vs. a typical ground up, boot-strapped software development environment.Learned about real-life use cases across a wide array of industries.An understanding of why he is a huge proponent of “chunking” out your first applications. His message: “start smart small and scale up” from there.  App Builder becomes contagious rather quickly in organizations once they see and realize the benefits.Questioning whether you should Build, Buy or CONFIGURE?? Which option is the right one for you?Gained valuable insight into the differences between point case management solutions and Hyland App Builder.An understanding the benefits of using or taking a “platform approach” with Case Management from Hyland – pulling through all the capabilities of OnBase from Document Management, Document Composition, Electronic forms, Dashboards, Workflow and much more.Getting the inside scoop on why Hyland and Hylanders (you know who you are) are excited about their initial ACE Case Management Framework rollouts and their commitment to delivering more for their customers.Gained insight into how customers of App Builder are using it every day to conquer new application challenges, are replacing aging apps, creating new applications that no off-the-shelf software could possibly solve without breaking the bank.And, if all that is not enough, we will end up this podcast with a demonstration of App Builder in action using a Freedom of Information Act / Public Records deployment. If you are interested in jumping to the demo right away, jump to approximately the 42:29 mark. Bonus SegmentUsually, I like to have our guests provide us a bio about themselves near the introduction of the podcast.   This time around, Jim’s bio ended up a bit “extended” shall I say because he has a unique hobby that is rather intriguing - to say the least.  If you are an angler - hobbyist or professional or you have an interest in the deep sea, you won’t want to miss out on this one, trust me!I hope you find this episode as interesting as I did while chatting with Jim, find a handful of valuable takeaways that you can bring back with you to the office and put your ideas to good use!  Thanks for watching/listening and please, leave your constructive comments in the feedback/comment section.All the best, CAPTURE CAPITALIST Additional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/

Get the inside track on the newest offering from Alaris, a Kodak Alaris business called, INfuse - an IoT Smart Connected Scanning solution for the Content Services Platform marketplace.  In this episode, we get the unique opportunity to interview Alaris' Worldwide Product Manager, Jim Forger and learn about INfuse's wide array of features including their innovative, patented technology that allows business users to deploy Smart Connected Scanning devices in the field without requiring IT involvement.  You'll get the scoop on what drove the creation of INfuse, how early adopters of the technology benefit from the patented EasySetup, Perfect Page and System on a Chip feature sets packed into each and every INfuse deployment.  Plus he even gives us a sneak peek into what is forthcoming in future INfuse product enhancements.  Find out why customers are attaching these INfuse IoT Smart Connected Scanning solutions to all kinds of Content Services Platform solutions - Microsoft Office 365 SharePoint, OnBase by Hyland, ShareBase by Hyland, Vaultview, Knowledgetree systems to name a handful of providers.Be sure to leave your comments and suggestions below for future episodes, I welcome your constructive feedback!All the best, CAPTURE CAPITALISTAdditional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/

Get the inside track on the newest offering from Alaris, a Kodak Alaris business called, INfuse - an IoT Smart Connected Scanning solution for the Content Services Platform marketplace.  In this episode, we get the unique opportunity to interview Alaris' Worldwide Product Manager, Jim Forger and learn about INfuse's wide array of features including their innovative, patented technology that allows business users to deploy Smart Connected Scanning devices in the field without requiring IT involvement.  You'll get the scoop on what drove the creation of INfuse, how early adopters of the technology benefit from the patented EasySetup, Perfect Page and System on a Chip feature sets packed into each and every INfuse deployment.  Plus he even gives us a sneak peek into what is forthcoming in future INfuse product enhancements. Find out why customers are attaching these INfuse IoT Smart Connected Scanning solutions to all kinds of Content Services Platform solutions - Microsoft Office 365 SharePoint, OnBase by Hyland, ShareBase by Hyland, Vaultview, Knowledgetree systems to name a handful of providers.Be sure to leave your comments and suggestions below for future episodes, I welcome your constructive feedback!All the best, CAPTURE CAPITALISTAdditional Resources:www.capsystech.comwww.idt-inc.comwww.idtconsulting.comwww.hrecmsolutions.comwww.governmentecmsolutions.comwww.ecmconversionservices.comhttp://webdocumentcapture.blogspot.com/www.convertingoracleipm.comhttps://www.aerospacedefenseecmsolutions.com/ 

Tracking applicants for Human Resources is a challenge for organizations especially because it involves a broad matrix of people. How do you manage all the applicants and track all the interviews and stages of the process? Instead of using the typical Microsoft Outlook, Excel and pre-set cloud options, ImageSoft’s recruiter, Christy Schultz and OnBase administrator, Nathan Armaly share how they added applicant tracking capabilities to their existing OnBase HR solution, making it a better experience for everyone.  

Managing employee growth at a company, along with onboarding and regular employee support, can put quite a strain on its human resources department. How can one department oversee everything from hiring to performance reviews to exit interviews and more, without losing its mind? Listen in as ImageSoft's human resources manager Leanne Eastman and OnBase administrator Nathan Armaly discuss how implementing OnBase for our own HR department has allowed ImageSoft to more than triple in size without stressing out its two-person (yes, two!) HR team.

Intern CLE Podcast - Episode 004 – Hyland Software – Kelly DiamondInterview - Kelly Diamond (HR Program Manager) of Hyland Software Website: www.hyland.com/careersEmail: careers@hyland.comInstagram: @hylandgramTwitter: @HylandCareersHyland Software is the developer of the enterprise content management (ECM) and process management software suite called OnBase. Applications of the suite are used in healthcare, financial institutions, insurance, government, higher education and manufacturing. The firm has its headquarters in Westlake, Ohio. https://en.wikipedia.org/wiki/Hyland_Software Hyland has about 100 interns a year at the Westlake headquarters, with up to about 30 in other locations around the country and around the world. Summer is the primary intern season for Hyland, while some interns stay on part time after their internship. Hyland starts recruiting in the fall for the following summer. Hyland’s new global focus poses recruiting and HR challenges. They work on those issues locally and rely on their in-country HR resources as well. Challenges – Sourcing the requisitions from managers within Hyland to determine how many and what type of interns are needed. Using new forms approach to keep track. What makes a strong candidate? Looking at technical skills, educational background, also soft skills are just as important. “You can’t always teach those soft skills” teamwork, communication and being adaptable are importantOrientation – Looks like a full time hire really, attend meetings, work with their teams, also have weekly intern specific events – lunch and learns, service day, socials. Managers meet weekly or bi-weekly for feedback for the mentors. HR checks in mid-summer and at the end of the summer. Hyland asks interns for feedback as well and it can be anonymous. What makes the internship Rock? Being able to extend offers for full time hire or continued internship makes the program great. Advice to someone starting a program – Helpful to have someone dedicated to plan for and run the program. Executive buy in is key. Ensure that everyone is on the same page. Resources that Kelly recommends – · NACE – National Assoc. of Colleges and Employers - https://www.naceweb.org/· OCEA - http://www.ohioco-op.com/· Career Services at the colleges – building the relationships What’s new or going on around town?OCEA conference coming to Sandusky, Ohio May 22-24th, 2019! http://www.ohioco-op.com/ I found out after we recorded Kelly’s interview that I will be speaking at this event. Register now to be a part of this great networking event. Gratitude - Thank you to Amy McMullen of Lincoln Electric for encouraging me to apply to speak at the OCEA conference. I look forward to her interview with InternCLE on next week’s podcast. Subscribe to hear from Amy about all the great things Lincoln is doing.

In part two of a two-part episode, Kevin Ledgister, marketing manager for ImageSoft (a reseller of Hyland’s OnBase solution), shares some quick tips for using OnBase to supercharge your agency’s efficiency.

Government agencies are constantly tasked with doing more with less: less money, less time, and fewer team members. But the information and services that you provide to your constituents is high in demand, which can put you in a tight spot. In part one of a two-part episode, Kevin Ledgister, marketing manager for ImageSoft (a reseller of Hyland’s OnBase solution), shares some quick tips for using OnBase to supercharge your agency’s efficiency.

Bill Priemer is the CEO of Hyland Software. Bill joined Hyland in 1997 as Vice President of Marketing. He became Vice President of Sales & Marketing in 2001, Chief Operating Officer in 2005, and CEO in January 2013. Prior to joining Hyland, Bill worked at FedEx Corporation and at AST Research, a personal computer manufacturer. Hyland Software is the developer of the enterprise content management (ECM) (or content services platform) and process management software suite called OnBase, where they digitize an organization’s information.  Applications of the suite are used in healthcare, financial institutions, insurance, government, higher education and manufacturing. With 3300 employees, the organization houses about 2000 of them in the headquarters located in Westlake, Ohio. They have other offices located across the U.S. and around the world in Brazil, England, Japan, Australia, and Germany. Hyland’s location in the central U.S has led them to develop their own workforce through relationships with various universities around the state of Ohio. They encourage internships with students in their IT departments. Hyland also runs technology camps with area high schools to encourage young students to develop an interest in software development and consider a career in technology. They will hire about 300 people this calendar year. Hyland is noted to be a great place to work. Bill states that this is intentional. They have focused to train their young employees, so they want to keep the people. “Retention of workforce is really important to us,” Bill says. How do they get the students to be interested in Hyland rather than working someone where else in the area or moving to bigger tech hubs like the Bay Area or NYC? They really focus on their company culture. They mix major perks with a culture of care and support where people feel like they matter. They have an open floor plan, casual dress, slides from the 2nd to the 1st floor, a place to get haircut, music lessons on site, a volleyball court, and wellness classes - perks that make work more comfortable and relieve stress, that help people work on personal health. Bill believes that perks are not everything, but they are an important part of showing your people that you care about their wellbeing. Bill says, “I think an aspect of our culture that I think people really appreciate, we’re a very supportive, caring culture. It sounds soft and squishy, but we’ve got real friendships that form among our people. They really feel part of a community.” The fun activities foster this community feeling, but also team-based projects that are there for people to work on together. A major goal at Hyland is to have a respectful environment where people feel that they are part of what is happening. People have got to be constantly learning and growing. Overall, Hyland is growing at a nice pace that allows for growth opportunities for internal employees. What you will learn in this episode: Innovative programs Hyland has to attract – and keep - the best talent Bill’s thoughts on future of automation The most valuable business lesson Bill has learned How Hyland is using employee data and what data they are collecting How Hyland competes with organizations in their immediate area and big tech companies in the Bay Area and NYC Contact: Hyland.com Twitter: @BillPriemer   This episode of The Future of Work Podcast was made possible by our friends at ServiceNow. Please show your support by checking out the great work they are doing!   Give employees the service experience they deserve because everyone deserves great experiences at work. Eliminate frustration and improve employee satisfaction with a single access point for efficient, personalized HR services. ServiceNow helps you put service at the heart of your business. Start today.  

Episode 66 - Kevin Craine speaks with new AIIM member Sten Söderberg about the evolution of IIM and the upcoming challenges. Also, Craig Hatfield discusses his use of OnBase and his real world experience implementing systems and workflow that bring about more intelligent information management. AIIM.org/podcast

Mary welcomes Lenny Morris, Director of Business Integration Services for Command Alkon, and Alecia Hitchman, Channel Account Manager for Hyland Software, to the show. The two discuss Hyland's impact on the Command Alkon product suite – as well as opportunities in Austin for one to learn to improve efficiencies with the tools they use on a daily basis. For more information on ELEVATE – The Command Alkon Conference, visit www.commandalkonconference.com.

Joseph Ulrich, Team Leader for US Channels at Hyland Software, joins me, Jen Spencer, on The Allbound Podcast to discuss channel engagement, training partners, and what may or may not be the reason why 80-90% of Hyland's customers are acquired through channel sales. Hello, Jen. Thank you for having me. Glad to be here. We're glad to have you. So, Joe, tell us a little bit about Hyland and about your technology OnBase. I know when I was doing my research before bringing you on the podcast, I'd type in Hyland, and I'd see OnBase come up. So share a little bit about the organization and the software that your company creates. Sure. Happy to do so. So how our software works is we're the developers of OnBase, OnBase is our product, and we're headquartered in Cleveland, Ohio. A lot of times we get the question of "what is OnBase?", people hear the word, they do Google searches and things like that, and they're not really sure what it is. Just in the simplest forms, OnBase is a single enterprise information platform for managing content processes and cases within our organization. All of the content an organization may have - maybe it's paper documents that are scanned electronically, or electronic fields into a line of business application - OnBase stores all that information in one central database and then presents it to the users when they need it. So that's what OnBase is, and Hyland software has been around since 1991. OnBase is the only thing that we developed and again, we've been doing it for a number of years now. I know you've been at Hyland for over 12 years. So, has all of that time been in the channel division? For the most part, it has. When I first joined Hyland, I was brought onboard to join the channel team. After my training concluded - every employee that joins Hyland goes through weeks long training to have a base understanding of the software - an opportunity came up at our government team, one of our vertical industries that we support. And a specific opportunity came up there for me to transition into that because they had an opening. I'll be quite honest, I didn't know much about the government space at the time, and after about six months in that role we were able to really bring on another resource of ours. We were able to hire one of our prospects who we'd been talking to at the state level, so a state CIO actually joined our team. We found out that she could do the job much better than I could. So then at that point I rejoined the channel, and then for the next 10 years or so I have been an account manager working with a number of our partners. Within the last couple of years, I've primarily been focusing on the partner recruitment. When I was an account manager, my territory was primarily in the upper Midwest states, states like Illinois and Iowa, Nebraska, Wisconsin, Minnesota. So really what I tried to do in terms of the travel involved - most of my travel seem to be between May and October of the calendar year - I tried to avoid those areas as much as I could during the winter months. Getting back to your original question, I think that other than for about six months, I've spent 12 years of my 12 and a half here in the channel. That is correct. So you mentioned that you're really focused now on recruitment and those activities that are associated with uncovering and welcoming new partners. Has your partner recruitment strategy changed much over the years, or is the essence basically the same? No, I would say that it has probably changed quite a bit over the years. When we were first founded back in 1991, we had a need to really expand our presence fairly quickly and try and gain as much market penetration as we could. Any partners who are family, we affectionately call Team OnBase and really what we were looking for at that time were those partners that were capable of a broad range of capabilities. That was vitally important to us because again, we were just trying to expand our reach and expand the name of OnBase. A lot of these included not only our traditional partners but then some OEM organizations as well. As I mentioned before, we're based here in Cleveland, Ohio, so we did a really good job of getting a solid foundation of partners here in the Midwest. So we really did a fantastic job of selling OnBase solutions throughout the Midwest then. A lot of the partners who we brought onboard at that time were growing their businesses right along with us, and OnBase became one of their primary solutions that they were selling to their customers. More recently, I would say that we've become much more strategic, not only from a geographical perspective but maybe more so in the offerings and the specialization of the partners that we're looking for and who we want to add to our Team OnBase. What we've realized along with our partners is that having niche offering really allowed us to put a much more laser focus on our prospects and deliver repeatable solutions to them. We've got partners today that specialize in a wide variety of vertical industries, and over the years we have built OnBase solutions that meet needs for those specific industries. So the partners that really I'm focusing on today and talking to are the ones that either have expertise in a specific market, or they may have another business offering that complements our OnBase solution, or, they could offer a competitive product and they just are looking to replace that with OnBase. One of the things that is nice to have is a product that is an industry leader and is well known now for organizations looking to implement an information management solution. So for those partners that we're talking to that are looking to really replace something that they have today with OnBase, it really comes in handy. So really that's what we're looking at today, it's getting much more laser focused in on types of partners, and what the offerings are that they have that we may not have a lot of coverage in today. Do you find that you have potential partners coming to you more, just having this established organization and partner program, or are you still out hunting for specific types of partners to fill those needs? Well, we actually do a lot of both. We do get a fair number of incoming calls for people that want to partner with us. It may be sometimes that they run into us in terms of a customer they are trying to sell and a customer that they might be a mutual customer of ours as well, and so they will reach out to us in terms of what it takes to be a partner of ours. I would say that every week we're getting a fair number of those types of inquiry calls coming in, but what we're trying to do is be much more, again, strategic, in terms of the partner community that we're trying to go after, and who it is that we're focusing on. I would say we're doing more outbound and more laser focused outbound activities than we are incoming. If you're looking really broadly, how big of a role does your channel play in the overall company's sales and marketing strategy? Is it the majority? Is it a minority? 50/50? Can you give us a little bit of a sense of what we're talking about when you're looking at that go-to-market strategy? Are you talking more on the revenue side? Or number of customers? Things like that? I mean, yes to both. Some organizations are very channel heavy, or even are committed to being eventually 100% channel in terms of how they go-to-market, others are really just starting to dip their toe into the water, and their partner sales that come in are on a much lower end. I'm just wanting to get a sense of how large of a role the channel plays for Hyland Software. Yeah, that totally makes sense. Talking first from the revenue side of things, from a channel perspective, it's probably very close, maybe 60-40 I'd say, where 60% of our revenue comes in from the channel, and 40% comes in on our direct efforts. From the standpoint of just sheer number of customers that come in, we're averaging - since my time here again, for 12 years - probably adding between 500 to 700 customers per year. And it's probably upwards more of the 80% to 90% of those customers are coming in on the channel side. Just doing the math, I think it indicates that - there's obviously more of those, but the revenue might not be quite as large - our channel reach is much greater than our direct reach in terms of just the presence out there. We are definitely bringing in many more channel customers than we are on the direct side. Well, that's the nature of the channel, right? You've got this geographically dispersed volunteer, we like to say workforce, people that are out there kind of selling on your behalf. So, you manage these recruitment activities, are you also involved in the onboarding and engagement activation of those partners as well? Yes, absolutely. One of the great things in terms of my experience and working with the Hyland channel for as long as I have as an account manager, I think I have a pretty good idea of what it takes to be successful as a partner. So, I am heavily involved in our ramp-up program as well. Once a partner signs onboard with us, what we do is we walk them through a very structured process in terms of introducing them to the resources that are available to them now that they're part of the Team OnBase community. Then, we walk them through training. Training is one thing that we have found is vitally important for us and getting our partners up to speed quickly, and that's not just from a technical standpoint, but it's also from a sales training perspective too. We offer multiple opportunities for the partner's sales reps. to get up to speed on our product, our solutions, our selling methodologies and the demo itself. There's a lot of different things that we walk through in terms of the training from a sales perspective to get them up to speed. Then, on the technical side, one of the things that we do is offer tremendous opportunities from a training perspective. I don't mind bragging about this a little bit - but on our education services team in our company, Hyland Software - we have 41 individuals that are assigned to our education services department, and bar none they are one of the best in the software industry, I'd put them up against anybody from an education services sampling. They do a tremendous job of offering on the technical side, certifications to our partners. I think right now there are five different certifications that our partner on the technical side could achieve, and that goes from installing our software, or working with our APIs, or a number of other different areas that they can get their certification. So to get back to your original question, yes, I'm heavily involved on the ramp-up side because the training opportunities, and getting them up to speed, and getting them comfortable with the OnBase software solution is critically important to us in order to get them up to having a little bit more self-sufficiency, in terms of providing our solutions and showing those to their prospects. This is great. First of all, the fact that as an organization you are providing resources to those partners is pretty significant. There's a lot of companies that partners are sort of left on their own, and only really paid attention to if revenue comes in, right? Sure. Then the second piece of what you shared about providing technical training on the product, which is critical, but also providing sales training, how to sell, what the Hyland methodology is as well, honestly, I don't hear that a lot. I talk to people in the channel all the time, and this is one of the few times I've heard a channel professional talk about training the partners on how to sell the solution, not just on the nuts and bolts of the solution. So kudos to you guys. Well, thank you. Actually, since my time here we've been doing that the whole time, so that's really the only way that we know. So that's encouraging to hear, I'm glad to hear you say that. And one of the things to just expand on that sales training opportunity a little bit is, there's no cost to the partners either, other than their travel and expenses. There's no registration cost to actually attend any of our sales training, and we do two of those in-person here in Cleveland, we actually have one later this month. So the two that we do in Cleveland are two-day events with five or six different solution tracks that they can go to, and learn how to sell the software, what the different solutions are and what the latest enhancements are to the software itself. And then to supplement that, we also offer three times a year two-day courses online that people can attend as well, and it goes through a lot of the same material, but in a webinar fashion. So it's two full days offered three times a year, again, how to sell the OnBase solutions. Excellent. Some of the people that we talk to and some of the listeners of this podcast are in a similar boat, in that they have some established channel programs, but quite a few don't even yet have channel programs. In fact, they might be tuning in listening to this because maybe a member of their board has said, "You really need to think about channel." Or their executive team has looked at their numbers and gone, "Okay. We're doing 10 million in ARR. We want to be at 100 million, what's the way to get there? Channel is a strategy, let's look into that.” So for someone who's really just starting to explore selling through channel partners, what are some of the things that you think they should consider before they jump in? Well, that's a good question. I think really one of the biggest things that I would recommend is trying to be in alignment with them as much as possible. Each year we do this with all the partners that we have, we try to agree upon some set goals and objectives together, because that way you are on the same page with your partner in terms of what the expectations are, or setting quotas and the goals internally here at Hyland. It is extremely critical to know what our partners expect for them to do. So again, I think setting agreed upon goals and objectives together, and then there might be some other things that I look at too. If there are organizations out there who's just looking to bring on a channel program, think about it from a partner perspective, what size pipeline are they going to need when they first start offering up your product or solution? What does that look like maybe in terms of, number of opportunities, or look like in terms of sales revenue? If there's a specific number of net new customers that they can realistically expect to close in that first year or if they have an existing customer base how many of those customers can they sell into with add-on orders? What would that existing customer penetration rate might be? Something else that I would really strongly have them consider is making sure that you, as an organization, have the infrastructure to support a partner program. Some of the questions that I would throw out there around that would be, do you have the sales resources available to support them? Internally here at Hyland, every partner is assigned a specific account manager, they have an inside support sales rep as well, they also have a solution architect that's assigned to them as well, to help with demos or customization of demos if need be. We also have vertical expertise, resources that are available to the partners as well. Make sure that you have training resources available to train them properly. As I've said before, we think training is critically important to us and that's one of the things that sets us apart from some of the other organizations that we compete with. And maybe just one or two of the other things that an organization might want to think about with your product or solution is does it have a price point that's actually going to work with bringing on a partner channel and is there enough margin within that? We've been doing this for a long time now, so I think we're pretty stable from that standpoint, but then also think about the vertical makeup of your existing customers. Maybe one recommendation I would make is seeing if there are any partner organizations out there that might have a vertical niche, a vertical market or presence that you don't currently sell into. It could be something that gives them an opportunity to be unique to your organization, but also you extend your reach as well. So, those are just some of the things I think that organizations should probably think heavily about before pursuing a channel program or for those that are thinking about it. Those are some really great recommendations. What's been the most challenging aspect of actually growing a channel program? I think it's finding the right partners, really. One thing that we do here really, really well is we do an awful lot of due diligence when we bring on a new partner, because we really want to ensure that it's going to be a win-win for both organizations. There are some partners that we've had over the years where it just was not a good fit, and recognizing that early is key as well, because we don't want to be a drain on their resources trying to to get OnBase online for them, but we also need to look at our internal resources as well. What we've found is, our most successful partners succeed when their owners and their executives are all in on building an OnBase practice. If we have top of mind with the principals at that partner organization, then we find that we're going to have the most success. So having the mind share within the partner community has been a challenge at times, but we've been making a lot of great progress with that. Well, this has been so great. I appreciate you sharing so much of what you're doing at Hyland. It sounds like it's working really well. I love hearing this. Before I let you go, I have a couple of more personal questions I always like to ask all of my guests, just so we can get to know you a little bit more. Are you up for it? Yeah, absolutely. Alright so first question I have for you, what's your favorite city? Got to be Cleavland, Ohio. Very loyal. I know. Okay, question number two, are you an animal lover, yes or no? Yes. Okay, I'm going to ask question 2B then. What kind of pets do you have? Or do you have any pets? We do actually. We have a ten-month-old puppy. I never thought my wife would ever want a dog, but she just fell in love with this one breed and we bit the bullet. The three kids - the three boys - that we have are very, very helpful. Oh, that's great to hear. Okay, question number three, Mac or PC? PC. Number four, Uber or Lyft? That'd be Uber. And last question, let's say I was able to offer you an all expenses paid trip. Where would it be to? I would say Maui. I've never been to Hawaii and that's on my bucket list. Maui is beautiful, and it's a lot warmer than Cleveland right now. I'll take your word for it. Well, thank you so much for joining me and sharing your channel insights with us. Joe, if listeners would like to like to reach out to you, what's the best way for them to do so? Sure, LinkedIn is the best way and my Linkedin contact is Joseph M. Ulrich, and its U-L-R-I-C-H. Wonderful. And we'll be promoting this on social media and people can go ahead and click right through and find you really easily. So we'll make sure that we make those connections as well. Again, thank you so much for joining us, and thank you all for listening and I look forward to the next episode of The Allbound Podcast. Alright, thanks Jen. Thanks for tuning into The Allbound Podcast. For past episodes and additional resources, visit the resource center at Allbound.com. And remember, never sell alone.

Beyond: The Podcast is a series produced by Beyond magazine, published by the Weatherhead School of Management at Case Western Reserve University in Cleveland, OH In this first episode we start a 2-part dive into the topic of work life balance (or work life integration) with a panel of amazing professionals and educators. Moderator: Lori Neiswander, Director of Open Enrollment Programs, Weatherhead School of Management Panel: Susan Hinze, PhD., Associate Professor of Sociology and Women’s and Gender Studies, CWRU Melvin Smith, PhD., Professor of Organizational Behavior, WSOM Lisa Jackman, Team Lead, Employee Engagement at Hyland Software, Inc. Erin Hendrick, Talent Advisor Group, Progressive Insurance Company Learn more about Beyond Magazine at beyond.case.edu, email beyondmag@case.edu, like us on Facebook at Facebook.com/beyondmagCWRU or tweet us at @beyondmagCWRU. Learn more about the Weatherhead School of Management at Case Western Reserve University at weatherhead.case.edu, like us on Facebook at Facebook.com/weatherheadschool or tweet us at @caseweatherhead.