Podcasts about usergems

***Recorded LIVE at WIB2BM LIVE ATLANTA***In this first-ever LIVE IN PERSON episode of "Women in B2B Marketing," host Jane Serra sits down with Trinity Nguyen (CMO at UserGems) and Kacie Jenkins (SVP of Marketing at Sendoso) for an unfiltered conversation about the mistakes, missteps, and full-on f*ckups that shape great marketing leaders.They open up about failed campaigns, tool disasters, event regrets, and how they've built teams that don't just tolerate failure - they learn from it. From creating psychological safety to pushing back on prescriptive execs (even the ones with AI patents), this episode is a candid look at what it really takes to lead with empathy, resilience, and a little rebellion.Packed with tactical advice, personal stories, and plenty of f-bombs, it's a masterclass in growing your team-and yourself-through the hard stuff.This live panel unpacks:Why failure is a must-have in high-performing marketing teamsHow to build psychological safety without babying your teamTactics for turning a f*ck-up into a team-wide learning momentThe CEO “parking lot” trick for pushing back on prescriptive leadershipHow to evaluate AI tools (and avoid shiny object syndrome)What to do when your event investment flops—and how to design ones that actually workThe power of structured gatherings and thoughtful details at live eventsCareer pivots, personal advisory boards, and defining your authentic marketing pathHow to create space for younger team members to build resilience and take ownershipKey Links:Guests: Kacie Jenkins: https://www.linkedin.com/in/kaciejenkins/Trinity Nguyen: https://www.linkedin.com/in/trinitynguyen/Host: Jane Serra: https://www.linkedin.com/in/janeserra/ --Like WIB2BM? Show us some love with a rating or review today!

In this episode, Dave sits down with Trinity Nguyen, CMO at UserGems, to discuss her journey from first business hire to CMO, the role of product marketing in B2B, and how AI is transforming outbound sales. Trinity got started at UserGems' by building their first website for free, then got hired as Head of Marketing and has shaped the company's ABM strategy and demand generation playbook.Dave and Trinity cover:Why every startup should hire a product marketerHow to develop a strong vision and align with product teamsScaling outbound with AI-driven ABM and sales engagementTimestamps(00:00) - - Intro to Trinity (07:31) - - Why product marketing is the foundation of great B2B marketing (09:08) - - The importance of positioning and messaging in a competitive market (11:17) - - How Trinity rebuilt UserGems' website for free before joining the company (12:34) - - Negotiating your role and setting the foundation for marketing (14:10) - - Why marketing should own SDRs and outbound prospecting (15:51) - - The early days of building demand gen at UserGems (17:29) - - Differentiation and positioning in a crowded market (19:34) - - Aligning marketing with product teams and company vision (23:15) - - Developing ICP and refining target accounts (26:00) - - Why outbound was the first major pipeline driver for UserGems (27:50) - - Transitioning from a startup to a growth-stage company (30:05) - - How UserGems runs ABM at scale (32:19) - - The AI shift in outbound marketing and its impact (35:31) - - AI for sales outreach and improving outbound efficiency (38:55) - - Why Trinity was initially skeptical about AI in outbound (41:38) - - Cutting spend while increasing pipeline with AI-driven outbound (44:22) - - The role of brand and inbound marketing in a demand gen playbook (46:34) - - Why traditional inbound marketing didn't work for UserGems (48:20) - - Creating engaging demand gen campaigns (50:15) - - Final takeaways Send guest pitches and ideas to hi@exitfive.comJoin the Exit Five Newsletter here: https://www.exitfive.com/newsletterCheck out the Exit Five job board: https://jobs.exitfive.com/Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership***Today's episode brought to you by Navattic.B2B websites are filled with too much story, too much narrative these days. You visit a website and you have no idea what the product does and how it works. This is why Navattic has become a popular product for B2B Marketers. They help you build interactive demos so you can give buyers a real look at the product before they ever talk to sales.And guess what - it works. They found that companies using interactive demos with Navattic have seen up to a 25% lift in website conversion rates and a 10-20% increase in inbound leads. They just released their 2025 State of the Interactive Product Demo report, and it proves just how much more control B2B buyers want over the buying process. Buyers have more access to information than ever, and companies are finally catching up by making their product front and center.Their report breaks down the top-performing demos, why ungated demos drive higher engagement and the best use cases and strategies for making them work.So if you want to learn more about using product demos on your site, go check out Navattic's State of the Interactive Product Demo report now. ***Thanks to my friends at hatch.fm for producing this episode and handling all of the Exit Five podcast production.They give you unlimited podcast editing and strategy for your B2B podcast.Get unlimited podcast editing and on-demand strategy for one low monthly cost. Just upload your episode, and they take care of the rest.Visit hatch.fm to learn more

Our guest for Episode 67 isChristian Kletzl, CEO of UserGems. Christian co-founded the company in 2018 alongside his twin brother, and since then, the UserGems team has been dedicated to helping companies build bigger pipelines, accelerate sales cycles, and close larger deals.In this episode, Ross andChristian discuss how to drive execution excellence across the entire go to market organization — from BDRs to AEs and CSMs.

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Cognism's VP of Marketing, Liam Bartholomew speaks to CMO at Usergems, Trinity Nguyen about the power of authenticity in brand storytelling, how data-driven creativity is the future of marketing and how community is the new currency for brands.

How are you celebrating your hero product? Better yet, how are you activating your audience to celebrate your hero product?7-Eleven has a lot to teach us about that with their Bring Your Own Cup Day. If you've never taken part, they encourage customers to bring in a vessel of choice to fill with Slurpee.They've seen people bring in cowboy hats, kiddie pools, even a prosthetic leg, and fill them to the brim with that slushy, cold, refreshing fizzy iconic drink.And customers are posting about it. It's ALL over social media. Having your customers post to their own social media about your product is just about any marketer's dream.So let's talk about how to do it! In this episode, we're talking about marketing lessons from 7-Eleven's Bring Your Own Cup Day.With the help of our special guest, Chief Revenue Officer & Head of Marketing at Black Crow AI, JoAnn Martin, we talk about activating your community around your hero product, leaving it to the internet, and increasing the value of your engagement with customers.About our guest, JoAnn MartinJoAnn Martin is Chief Revenue Officer & Head of Marketing at Black Crow AI. Prior to joining the company in November 2023, she served as VP of Marketing at Electric. She has also held marketing leadership roles at Searchspring, Hanzo and Provenir. She serves as an advisor to UserGems.What B2B Companies Can Learn From Bring Your Own Cup Day:Activate your community around your hero product. Create opportunities for your audience to celebrate your core product. JoAnn says, “ It's finding the product and the fit with the market and figuring out how you put that in front of the right customer, which is really foundationally strategic marketing.  And that gives you great opportunities to have those celebrations or to create those experiences.” And Ian says, “It's important to have a day,” like 7-Eleven's Bring Your Own Cup Day, which celebrates their hero product, the Slurpee, by having customers bring in their own vessel of choice. It's silly and fun and highlights the Slurpee as an iconic product.Leave it to the internet. Ask your audience online for input on your marketing. For instance, have them name a product, or get ideas for your next campaign. JoAnn says, “ When you leave things to the internet, great things can happen. But also it can go wheels off very fast. But that's part of the beauty of it, right? Is the wheels off-ness, is why it's novel and fun and you feel part of something. So you never know where it's going to go.” So maybe put some limits around what you ask for, but it's a resource ready to be tapped into.Increase the value of your engagement with customers. Think about diversifying your offerings within the same vertical or to appeal to the same target buyer.  JoAnn says, “A lot of companies struggle with, ‘How do we find something else that increases the value of our engagement with a customer?' Or ‘How do we build in an upsell strategy with our B2B SaaS company?' You've launched a core product for your customers. And customers love that core product. But as you grow as a company, you need to be able to develop more value for them. And you need to be able to develop more value to broaden your addressable market. And one of the learnings I take away is that they went and found that value. And for us as B2B marketers, maybe we can be a little more creative about the way that we find that additional value we can bring to our customers all the time.” Like 7-Eleven was already appealing to kids with their penny candy and video games. Add on to that an option for sugar-caffeine-fizz fix and the Slurpee was bound to become a hit too.Quotes*” How do I better partner with my product teammates? What's this Product-Marketing relationship? How do we get away from Product builds a thing and throws it all over the wall and Marketing figures out how to talk about it?' And it's a challenge. And I think this is a great example that those two disciplines are actually very tightly intertwined. And as marketers and product leaders and startups, we have to figure out how we're coming together to figure out what is that thing that celebrates our core product? What is the core product we put in front of a customer that has great fit for that customer and how do we figure out how to talk about it with them?”*” The concept of really tightly intertwining your product and how your customers experience that product and how you talk about it is really inspiring.”*” Great companies lean into the kind of messy pieces, but you have to be willing to lean into the kind of absurd, messy parts of the business.”Time Stamps[0:55] Meet JoAnn Martin, Chief Revenue Officer & Head of Marketing at Black Crow AI[2:49] The Concept and Impact of BYOC Day[5:50] The Backstory Behind Slurpees[11:24] Marketing Strategies and Customer Engagement[15:09] Innovative Marketing and Product Development[28:32] Upcoming Exciting Projects at Black Crow AILinksConnect with JoAnn on LinkedInLearn more about Black Crow AIAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both nonfiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Senior Producer). Remarkable was produced this week by Meredith Gooderham, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

At a recent event with about 300 attendees, today's guest polled the audience and asked how they felt about their ABM performance. 98.5% said they weren't satisfied. If you've ever built an ABM program, this statistic may not surprise you. My observation is that there are few motions where the hype and the reality are so far apart. Why is that? What are people getting wrong about ABM? And how do you make it work? Andrei Zinkevich provides some very concrete and detailed answers to these questions in today's episode. You'll learn why ABM is more than the typical "display ad + email" recipe that many companies use, why true ABM really doesn't scale in a conventional sense, why you don't need expensive software, and why the most important personalization data comes from the company's own buyers. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Andrei Zinkevich is co-founder at Fullfunnel.io, an agency that transforms B2B tech and service-based companies from siloed sales and marketing to full-funnel account-based marketing and demand generation. He's also co-host of the Full-Funnel B2B Marketing Podcast. https://www.linkedin.com/in/azinkevich/Key Topics[00:00] - Introduction[01:43] - Core mistakes of most ABM motions[13:47] - The pillars of ABM[29:09] - Creating awareness within target accounts[36:11] - Moving from awareness to sales discussionsThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI.You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect. So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksABM and Demand Gen Consulting & Training | FullFunnel.io Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

In this special episode of Scrappy ABM, host Mason Cosby joins Tushar, Ashish, and Guraish on the Thrivecast podcast to discuss the differences between Product-Led Growth (PLG) and Account-Based Marketing (ABM) strategies for startups. They provide insights on how to effectively implement ABM, when to leverage PLG, and how combining both strategies can drive scalable growth.Best Moments:(00:06) Introduction to Scrappy ABM podcast(00:43) Guest introductions and backgrounds(02:35) Defining PLG and ABM(05:59) Considerations for early-stage startups choosing between PLG and ABM(19:22) The importance of identifying Ideal Customer Profiles (ICPs)(34:09) Steps to build a target account list for ABM(42:47) The role of AI in ABM strategies(54:30) A four-D framework for getting started with ABM(56:12) Final advice for companies figuring out their go-to-market motionsGuest Bios:Tushar Ladha: Tushar is a co-host of Thrivecast and an expert in startup growth strategies. He brings valuable insights into how startups can navigate the complexities of choosing between PLG and ABM.Ashish Bharti: Ashish is a co-host of Thrivecast with extensive experience in product development and marketing. He offers a deep understanding of how AI can be leveraged in ABM strategies.Guraish Lal: Guraish is a co-host of Thrivecast and specializes in sales and marketing alignment. He provides practical advice on building effective go-to-market motions for startups.Mason Cosby: Mason is the host of the Scrappy ABM podcast and an expert in Account-Based Marketing. He specializes in building effective ABM programs on low budgets that drive high impact. Over the past three years, he has sourced over $8 million in revenue, driving an 18X ROI. Mason runs various ABM-related content platforms, including a podcast, newsletter, website, and a masterclass in partnership with UserGems.About Thrivecast:Thrivecast is a podcast that explores strategies and insights for startups and businesses looking to scale. This episode is a repurposed session from Thrivecast, where Mason was a guest discussing the interplay between PLG and ABM strategies.

One of the most interesting projects I worked on recently was a rebuild of our ABM / outbound / buying signal tech stack at my day job. I had bought one of the big legacy ABM platforms a few years ago but had never really seen the value we were hoping for, at least not enough to justify the cost. And meanwhile, there's been this explosion of new vendors in the outbound space—tracking signals, aggregating signals, powering sales workflows, enrichment, AI SDR assistants, and the list goes on. I did a really deep evaluation to understand the landscape, and just as I wrapped that up, I sat down with Janis and Philipp who host the RevOps Lab podcast by Weflow.We had a great discussion and really went into the details on this topic. If you're thinking about changing up your ABM tech or just want to get oriented on what's going on here, this is a great episode for you. Hope you enjoy it, and check out more episodes from RevOps Lab here: https://www.getweflow.com/revops-lab--------Justin Norris, Senior Director of Marketing Ops at 360 Learning and host of the RevOps FM podcast, joins us to dive into outbound strategies and the evolving role of AI in sales. Justin shares his approach to outbound, focusing on experimentation, signals, and leveraging technology to make outbound motions more effective. He also discusses the importance of flexibility in trying new outbound approaches and creating a system where teams can experiment and learn what works best.We cover:The shift from traditional outbound methods to AI-driven strategiesHow signals play a critical role in outbound successThe importance of flexibility and experimentation in outboundUsing tools like MadKudu to streamline outbound workflowsAI's role in the future of outbound and sales engagementChapters:[00:00] Introduction[01:17] Justin's Background and Journey in RevOps[03:59] Outbound in the Modern Sales Environment[07:31] Signals and AI in Outbound Strategy[14:39] Building Flexibility into Outbound Motions[19:06] The Future of AI and Sales Engagement[24:00] Experimentation and Learning in Outbound[35:30] Final Thoughts and Advice--------Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI.You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect. So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems

In this special episode of Scrappy ABM, host Mason Cosby joins Dave Gerhardt on the Exit Five podcast to discuss simplifying Account-Based Marketing (ABM) strategies and implementing a signal-based go-to-market approach. This episode is repurposed from Exit Five, where Mason was a guest sharing his insights on practical ABM implementations without the need for complex tech stacks.Best Moments:(01:17) Why ABM is a popular but challenging topic for marketers(05:59) Who should implement ABM strategies(09:41) Differences between ABM and pure play demand generation(15:10) The importance of personalized content in ABM(24:41) The four D's framework for ABM: Data, Distribution, Destination, and Direction(28:57) Benefits of starting with closed-lost and website re-engagement programs(34:29) ABM myths and misconceptions(37:31) The importance of a crawl, walk, run approach to implementing ABMGuest Bios:Dave Gerhardt: Dave is the founder of Exit Five and a former startup CMO. He is a renowned marketing expert and thought leader with extensive experience in B2B marketing, including content marketing, demand generation, and ABM. Dave is known for his practical approach to marketing strategies and hosts the Exit Five podcast, helping B2B marketers grow their careers.Mason Cosby: Mason is the host of the Scrappy ABM podcast and an ABM expert specializing in building effective ABM programs on low budgets. Over the past three years, he has sourced over $8 million in revenue, driving an 18X ROI. Mason runs various ABM-related content platforms, including a podcast, newsletter, website, and a masterclass in partnership with UserGems.About Exit Five Podcast:The Exit Five podcast, hosted by Dave Gerhardt, features conversations with CMOs, marketing leaders, and subject matter experts across all aspects of modern B2B marketing. Episodes cover planning, strategy, operations, ABM, demand generation, product marketing, brand, content, social media, and more, providing valuable insights to help marketers grow their careers.Additional Resources:Listen to the full episode on Exit Five:SpotifyApple PodcastsAmazon MusicPlayerFMJoin the Exit Five Community: exitfive.comConnect with the Guests on LinkedIn:Dave GerhardtMason Cosby

In this special episode of Scrappy ABM, host Mason Cosby joins Morgan J. Ingram on the Marketing Mayhem show to discuss practical Account-Based Marketing (ABM) strategies and lessons learned from past campaigns. Alongside guests Tyler Pleiss and Corrina Owens, they dive into the do's and don'ts of ABM, share real-life campaign breakdowns, and offer valuable tips for marketers looking to implement or improve their ABM efforts.Best Moments:(01:05) The premise of the ABM Showdown: Marketing revolution or outdated relic?(05:41) Defining Account-Based Marketing (ABM)(09:03) Do's and don'ts of ABM(19:02) Breakdown of real ABM campaigns(32:02) Determining when sales should engage in ABM(41:35) The "Roast Session": Sharing unsuccessful ABM campaigns and lessons learned(51:48) Top ABM tips from each guest(54:40) Working with content marketing teams for ABMGuest Bios:Morgan J. Ingram is the founder of Amp Creative and the moderator of Marketing Mayhem, an edutainment show that mixes humor with learning. He brings together top industry professionals to review what works and what doesn't in marketing.Tyler Pleiss is the Associate Director of Growth Marketing at Movable Ink, specializing in ABM tactics and building account-based go-to-market strategies.Corrina Owens is a marketing professional with extensive experience in ABM strategies. In her spare time, Corrina teaches aerial silks.Mason Cosby is the host of Scrappy ABM podcast and an ABM expert. He runs various ABM-related content platforms, including a podcast, newsletter, website, and masterclass in partnership with UserGems.About Marketing Mayhem:Marketing Mayhem is an edutainment show moderated by Morgan J. Ingram, founder of Amp Creative. The show mixes humor with learning by reviewing what works and what doesn't in marketing, featuring top industry experts who tackle different areas of marketing in each episode.

** Originally published on December 21, 2022 **This episode is a classic from when Women in B2B Marketing first launched - and how I met one of my good friends, Trinity Nguyen. The content and advice she shares is still super timely and applicable - and I'm hopeful we'll record a followup episode soon. Would you like that? What should we cover? DM me, comment, or write a review to share feedback. I appreciate you! - Jane--In this episode of "Women in B2B Marketing," host Jane Serra sits down with Trinity Nguyen, CMO at UserGems. Trinity shares her journey into marketing, emphasizing the importance of sales and marketing alignment, multi-threading in sales strategies, and adapting to economic changes. They discuss the evolving role of CFOs in buying processes, the shift towards customer retention, and the challenges of measuring marketing effectiveness. The episode offers valuable insights for marketing professionals on strategic alignment, community engagement, and navigating the current economic landscape.Trinity walks us through:The importance of multi-threading in sales strategies for closing deals.Alignment between sales and marketing teams for effective collaboration.The significance of a clear Ideal Customer Profile (ICP) for both teams.Challenges in coordinating outreach efforts between marketing and sales.Impact of the current economic climate on marketing strategies and customer profiles.Shift in focus towards customer retention and cost efficiency in marketing.The evolving role of CFOs in the buying process.Community-driven word-of-mouth marketing and its challenges in measurement.Personal growth, self-reflection, and self-advocacy in the marketing industry.The role of emotional intelligence and empathy in team management and personal development.Key Links:Guest: Trinity Nguyen: https://www.linkedin.com/in/trinitynguyen/Host: Jane Serra: https://www.linkedin.com/in/janeserra/ UserGems: https://www.usergems.com/

In this episode of Scrappy ABM, host Mason Cosby welcomes Isaac Ware and Trinity Nguyen from UserGems to discuss signal-based go-to-market strategies. They explore the definition of signals, how to identify and leverage them, and common misconceptions in the industry.Best Moments:(00:32) Introduction to signal-based go-to-market strategies(01:35) Definition of signals in go-to-market context(03:00) Identifying viable signals within customer base(07:26) Common misconceptions about signals and intent data(10:52) Time sensitivity of contact vs. account signals(13:31) Operationalizing stacked signals for BD teams(16:21) Theming and grouping signals for effective implementation(19:43) Hurdles in implementing signal-based approaches(22:32) Introduction to Scrappy ABM Master Class resourceGuest Bios:Isaac Ware is a representative from UserGems, a company specializing in signal-based marketing and sales solutions. Isaac brings expertise in leveraging customer data and signals to improve go-to-market strategies.Trinity Nguyen is also from UserGems and contributes insights on implementing signal-based approaches, particularly focusing on the practical aspects of operationalizing these strategies for sales and marketing teams.

This week we sit down with M.H. Lines, founder of Stack Moxie, to explore how automated testing and monitoring can prevent Martech failures. M.H. shares insights from her experience as a marketing operations leader and explains why many revenue teams are still vulnerable to unexpected system breakdowns. We dive into the challenges that come with managing complex Martech stacks and why early detection through automated tools is essential for keeping operations running smoothly.M.H. also reflects on her journey from marketing leadership to founding Stack Moxie, including how she navigates being a venture-backed startup without compromising on her core principles. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest M.H. Lines founded Stack Moxie in 2018 to bridge the gap between engineering and no-code technology for the SaaS economy. She has helped teams in marketing and technology both in-house and as a consultant at companies like Terex, Cohn & Wolfe, Microsoft, Lowes, The Tile Doctor and IBM Watson Health. MH received an undergraduate degree from The Florida State University in Finance, and her MBA from the Foster School of Business, University of Washington with a focus on Technology Management. https://www.linkedin.com/in/mhlines/Key Topics[00:00] - [00:00] - Introduction[01:49] - Secrets to Gap Folding[03:55] - From marketing to MOPS[07:54] - MOPS as strategic vs. service provider[14:28] - Being wired as a founder[17:55] - Working in mega-enterprise[22:59] - Observability for MOPS[34:35] - Observability and AI[39:12] - Being a VC-backed founder Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI.You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect. So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksThe Official Home of Stack Moxie and Revenue Observability Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

You may have heard the phrase, "every company is a media company"—but what does this actually mean for B2B? How do you go about building an audience, what content should you use, and how should you measure it? Here to answer these questions is category-creating CMO and founder, Anthony Kennada. He helped pioneer the category of customer success as founding CMO at Gainsight, and today is helping B2B companies develop owned audiences as CEO of AudiencePlus. Anthony is a great marketer who has thought deeply about how brands should develop relationships with audiences for the long term. This wide-ranging conversation explores many facets of how to put this into practice. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Anthony Kennada is the co-founder and CEO of AudiencePlus—building software, content, and community to help every company become a media company.Prior to founding AudiencePlus, he served as the CMO of companies like Hopin, Front, and Gainsight. At this last company, he and his team are credited with creating the Customer Success category. Anthony is also the author of Category Creation: How to Build a Brand that Customers, Employees, and Investors Will Love, which debuted as a number one new release on Amazon.https://www.linkedin.com/in/akennada/Key Topics[00:00] - Introduction[01:43] - Evolving through growth stages at Gainsight[06:40] - Category creation[14:09] - Why should every company be a media company? [24:31] - Metrics for audience marketing[34:47] - Partnering with content creators[40:25] - Edutainment[44:29] - Golden HourThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know running outbound is a huge pain—you need to manage a dozen different tools and data sources and it takes ton of manual work to keep it all going. UserGems solves that with one platform to capture signals and automate next steps with workflows and AI.You get a library of the most impactful signals in one place, automated playbooks to make sure your team executes consistently, and Gem AI to create personalized messaging for each prospect. So stop wasting time and start targeting your most promising buyers with less headcount. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksWhy Every Company is Becoming a Media Company | AudiencePlus Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

In this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant time and resources and shrinking the number of jobs. Revenue Operations has a crucial role in this changing landscape, as the only function positioned to optimize the end-to-end buying process. Join us for a thoughtful discussion on the past, present, and future of sales, and gain valuable insights from one of the industry's leading minds.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Jacco van der Kooij is an internationally renowned author, business leader, and thought leader on revenue growth and strategy. He is the founder of Winning By Design, a global B2B revenue consulting and training company, which consults for and trains GTM teams at companies such as Uber Eats, DocuSign, MURAL and OwnBackup.https://www.linkedin.com/in/jaccovanderkooij/Key Topics[00:00] - Introduction[01:27] - The Golden Age of SaaS[04:21] - The old style vs. the new style of buying[08:34] - Adapting to the new reality[16:19] - Sales rockstars vs. consistent process[19:01] - The role of RevOps in establishing repeatability[26:50] - How to get salespeople to follow process [32:06] - AI vs. humans in sales[46:14] - Increasing focus on delivering impactThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksWinning by Design Resource LibraryRevenue Architecture Book, by Jacco van der KooijThe Revenue Formula Podcast - The SaaS Reset and what's nextMarc Andreeson - Why Software is Eating the World Learn MoreVisit the RevOps FM Substack for our weekly newsletter:

This episode of the Scrappy ABM podcast features a Round Table Session hosted by Isaac Ware from UserGems, with guest speakers Tyler Pleiss, Corrina Owens, and Mason Cosby. They discuss strategies for executing account-based marketing (ABM) programs, especially for companies with limited resources. They provide specific tactics for identifying target account signals, building alignment between sales and marketing, creating ABM minimum viable products (MVPs), and measuring success.==========================================================================================Best Moments:(01:15) Topic: Wiping out pipeline anxiety with signal-based ABM(03:27) Setting the context and goals for the discussion(06:42) Laying the groundwork for an ABM program (headcount, conversations, etc.)(11:06) Choosing the right signals to go after and aligning the team(17:00) What an MVP ABM program looks like(21:29) Measuring success and attributing efforts to ABM vs demand gen(27:01) Initial channels and tactics to use for an ABM program(32:37) Scaling an ABM program without increasing headcount(37:41) Balancing overall demand gen and ABM efforts(44:49) Using media channels like YouTube, Bright Talk, content syndication for ABM

What does it take to scale a company from $100M to over $1B in ARR? Cody Guymon has taken a journey that most revenue operators could only dream of—helping Qualtrics scale to an $8B acquisition and then a $27B IPO. Now he's back at an earlier stage company, hoping to repeat the trip all over again. We chat through his lessons learned, his forecasting methodology, and how he architected a unified RevOps function with the CEO before joining Workato.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Cody Guymon is a strategic sales and operations leader, leading teams at Vivint, Qualtrics, and now Workato. He helped scale Qualtrics from a $1B unicorn to an $8B SAP acquisition and then through an IPO at a $20B+ valuation. Today he serves as the COO of GTM Operations at Workato. https://www.linkedin.com/in/codyguymon/Key Topics[00:00] - Introduction[01:07] - What is GTM operations?[03:50] - Working 1-1 with reps in the field[04:46] - Creating a truly unified GTM ops function[16:56] - Go-to-market analytics[19:16] - Pros and cons of unification [23:29] - Project planning and prioritization[30:17] - Forecasting and thinking long-term[39:24] - Experience at Qualtrics and SAP[47:03] - Cody's daily routinesThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

I'm a really big believer in the idea of a unified RevOps function supporting all the go-to-market teams. But I'll be honest, sometimes it's a little discouraging when I look at how RevOps is done in practice, because outside of a few examples, I usually see essentially a sales ops function with a new name.So I wanted to find people who are actually leading a unified RevOps team in the real world and to understand how they're doing it and how it's working out for them. Today's guest is leading a very mature RevOps function at Electric and has a ton of practical insight to share. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Julia Kim is VP of Revenue Operations for Electric and an Adjunct Instructor at Columbia University. She has over 10 years experience as an operations executive and has launched award-winning consumer and SaaS products mentioned in the Wall Street Journal, Forbes, Forrester, and TechCrunch.Before Electric, she led GTM operations for 4 profitable acquisitions. In addition to her RevOps experience, she has a technical background with a recent focus in artificial intelligence and predictive data modelling. https://www.linkedin.com/in/juliajuleskim/Key Topics[00:00] - Introduction[01:50] - Definition of Revenue Operations[03:40] - RevOps at different stages of maturity[09:09] - Deep dive on Julia's team structure[14:00] - Collaboration within the RevOps team[21:52] - Addressing concerns about unifying the ops functions[28:07] - Identifying biggest opportunities for impact[37:19] - Relationship with data team [40:11] - Change management and enablement[47:37] - RevOps and AI[55:11] - What's a current challenge? Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

There's so much confusion around what a modern go-to-market is, and what marketing's role is in developing and executing against a successful GTM strategy.In the first episode of The Marchitect, Sangram Vajre, Founder at GTM Partners, Trinity Nguyen, VP Marketing at UserGems, and Yi Lin Pei, Founder at Courageous Careers share:the modern go-to-market, and the role of the CMO and their PMM leaderthe difference between marketing the business, and the business of marketingthe key characteristics of a modern CMO & PMM leaderwhat GTM motions should be top of mind for modern marketersCredits:The Compete Network by Klue is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps to product marketing at a Fortune 500, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.Guests: Sangram Vajre, Trinity Nguyen and Yi Lin PeiProducer: Grayson OttenbreitEditor: Stephen Despins

Vanderpump Rules is proof that a spinoff can not only be hugely successful, but be its own Sexy Unique Content. Not only did the show capitalize on the success of Real Housewives of Beverly Hills, but on the star power of Lisa Vanderpump.Those are a few of the things we're talking about today with the Senior Content & Communications Manager at UserGems, Amber Rhodes. Together, we explore the marketing lessons of Vanderpump Rules, including capitalizing on the moment, using character-driven storytelling, and much more. About our guest, Amber RhodesAmber Rhodes is Senior Content & Communications Manager at UserGems. She joined the company in December 2021 as a Content Marketing Specialist. She is also the host of the podcast Everything's Coming Up Marketing. Amber previously served as a Content Strategist at EmberTribe and a Communications Specialist at Galactic Fed. Outside of work, she likes to watch reality TV, read and hang out with her beagle.  What B2B Companies Can Learn From Vanderpump Rules:Capitalize on the moment. Take advantage of what's working or effective and make the most of it. Lean into that strategy or tactic and see where it takes you. Ian says, “A lot of marketers try to capitalize on the moment, when they're trend-jacking or doing things like that. And you see a lot of great marketers creating moments, too.” Vanderpump Rules is a great example of capitalizing on the moment, because Bravo was seeing the success of Real Housewives of Beverly Hills, and combined that with the screen time and star power of Lisa Vanderpump to create a massive hit they knew would work, because it had already been proven popular on Real Housewives.If it ain't broke, don't fix it. If you are already seeing results with your marketing, keep it going. Amber says that for your audience, “Sometimes people just like what's comfortable. They like the consistency, the repetition, the comfort. They like coming back to the same things. You don't need to always push it.” This applies to Vanderpump Rules too. Amber says, “The original cast is pretty much what stuck around. There was a time where they tried to add in new people and the audience was not having it. There was something about the lightning in the bottle of the original cast, and when they tried to add in other people and manufacture drama in that way, it just didn't work.”Use character-driven storytelling. Focus on the people, their personal stories, their drama. Ian says, “The character is the key thing here. And in the B2B world, we are trying to create characters out of real people, out of the CIO or the VP of data. And we do an absolute crap job of creating the character a lot of times. They're not quirky, they're not weird. They aren't mean or spiteful. They don't do all the things that make people human. And I think if we stop telling stories with rose-colored glasses, then perhaps we would find more authentic storytelling and more believable storytelling. Tell stories that have thorns, not just roses.” Vanderpump Rules is compelling because it explores a range of human emotion, not just the positive. Quotes*”I'm trying to find the feedback loop between social and content. How do we use content to distribute on social? How do we use social to listen to conversations that should then be content that we are creating? And create that wheel so that we're always having fresh conversations about the topics that we need to educate our audience on.”*”Original research is going to be a big differentiator for content teams. We'll ask the questions the same way that you do. No one else will be able to put your own spin on that data like you do.”*”I think that probably the best thing that you could do is ask for help early and often. You'll want to prove yourself [as a new content marketer], but there's only so much that you can actually know. So I think asking a lot of questions early and often, and getting used to setting expectations only helps everyone.”Time Stamps[0:55] Meet Amber Rhodes, Director of Content & Communications at UserGems[2:37] Exploring UserGems: Innovations in B2B Marketing[4:11] The Vanderpump Phenomenon: Lessons for Marketers[10:46] Marketing Mastery: Capitalizing on Moments and Character-Driven Storytelling[19:50] Behind the Scenes at UserGems: Content Strategy and Impact[31:11] Advice for B2B MarketersLinksWatch Vanderpump RulesConnect with Amber on LinkedInLearn more about UserGemsAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both nonfiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Senior Producer). Remarkable was produced this week by Meredith Gooderham, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

SaaS companies spent the past decade optimizing for growth and customer acquisition at all costs. For many, the plan to actually retain and grow those customers has been foggy.Now with many businesses facing the reality of massive churn, it's become incredibly clear that helping customers succeed is just as important as acquiring them in the first place.So we're here today to discuss the third leg of the RevOps stool: customer success ops, and by extension, the discipline of customer success as well.CS Ops doesn't get as much love or attention as marketing or sales ops—one of my past guests jokingly referred to CS Ops as the "red-headed step-child" of RevOps. But I think, and hope, this is starting to evolve.Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Stephen McBride is a Customer Success and CS Ops leader dedicated to helping companies grow better. His career has spanned in-house and consulting roles, and he's spent over seven years in total at Hubspot, five of them as a leader in their Customer Success Org. He recently returned to the agency world with Go Nimbly as a RevOps Delivery Director. https://www.linkedin.com/in/mcbridest/Key Topics[00:00] - Introduction[01:49] - Defining the role of customer success[02:51] - Role of CS in a PLG motion[03:37] - Strategies of a great CS team[06:00] - CS strategy at Hubspot[07:56] - Why do some big companies neglect CS?[09:29] - CS as cost center vs. growth driver[11:38] - Balancing the mindset of customer support vs. upselling[14:09] - Defining the mission of your CS team[15:36] - CS as a point of leverage in the customer experience[17:28] - Impact of macro-economic factors on CS strategies[20:06] - Identifying the impact of CS, factors you can A/B test[21:35] - Scope and mission of CS Operations [23:23] - CS Ops as a its own function vs. part of RevOps[29:09] - Who should a unified RevOps function report to?[31:52] - CS Ops vs. MOPS and SOPS[34:42] - CS tools and systems[40:19] - A best-in-class CS tech stack[42:34] - Churn forecasting[44:35] - Getting truly useful health scores[48:34] - Reducing churn Thanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksNet Revenue Retention Hub - Go Nimbly - Go Nimbly's excellent hub on NRR and CS topics. Learn MoreVisit the RevOps FM Substack for our weekly newsletter:

In this episode of Scrappy EBM, host Mason Cosby interviews Trinity Nguyen, VP of Marketing at UserGems, about how to implement champion tracking to generate predictable pipeline from existing customers and prospects. Listeners will learn best practices for setting up champion tracking, including who to track, what sequences to use, how to distribute content, and key results from UserGems' program.Key discussion points:- What is champion tracking?- Track customers, users, champions as they move through careers- Re-engage when they join target/ICP accounts- Who UserGems tracks- Closed-won opportunity contacts- Admins and power users- Sequences used- 6 sequences segmented by past customer vs. prospect and role level- Key pipeline and revenue results- 16% of sales accepted pipeline- 23% of total closed-won revenue

Episode Summary This episode of Sunny Side Up discusses revenue alignment at UserGems. Christian Kletzl, CEO of UserGems, and Trinity Nguyen, VP of Marketing, discuss how they align their sales and marketing teams to work towards shared goals and metrics. They highlight challenges like differing objectives but emphasize removing ego and prioritizing company goals. Champion tracking is also discussed as a way to focus sales and marketing efforts on key accounts and individuals. Setting OKRs and transparency in goals are identified as ways to build alignment. About the guest Christian KletzlChristian Kletzl is CEO and co-founder of UserGems, a pipeline generation software that helps teams boost pipeline and reduce churn by monitoring job changes of your most valuable buyers and then automating the next steps. He is a software engineer turned seller, so even though most of his days are spent with customers and prospects, he still applies an engineering mindset to sales processes to optimize and achieve more with less. Connect with Christian Kletzl Trinity NguyenTrinity is VP of Marketing at UserGems. She has 10+ years of experience in go-to-market strategy, product marketing, demand generation, and account-based marketing. She is passionate about helping technology companies accelerate their growth and building great teams while doing it. Connect with Trinity Nguyen Key takeaways - Revenue alignment is important for sales and marketing to work together toward the same customers and goals - Shared success metrics and KPIs help align sales and marketing teams   - Transparency in setting goals across the organization builds alignment - Removing ego and prioritizing company goals over personal objectives is important - Champion tracking can help align account-based marketing and sales outreach - Setting OKRs and reviewing them regularly can help teams stay aligned Recommended Resource Books - "SPIN Selling" by Neil Rackham.- "Crossing the Chasm" by Geoffrey Moore. - "Busting Silos" by Hillary Carpio.- "Amp It Up" by Frank Slootman. Shout-outs -Hilary Headlee, Advisory Leader, Insight Partners. ⁠Connect with ⁠⁠⁠⁠⁠⁠Christian Kletzl & Trinity Nguyen | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Most SaaS revenue leaders would agree that former clients (”Gems”) make amazing second clients. But, how can you track job changers and operationalize an outreach program at scale? Trinity Nguyen, VP of Marketing at UserGems, joins this episode to discuss this underutilized revenue stream and walks through how to identify Gems and create a program designed to target this critical group. Connect with Trinity: https://www.linkedin.com/in/trinitynguyen/ Connect with Lindsey: https://www.linkedin.com/in/lindseygroepper/ Learn more about BLASTmedia: https://www.blastmedia.com/

Kyle Coleman is one of the most prominent revenue leaders on LinkedIn and a long-time champion of sales development. So there was no one better to chat with about the future of the SDR function, which some claim is facing imminent demise... Spoiler alert: Kyle doesn't share that view. But he DOES think that it needs to change. We look at how sales development will evolve in 2024 and beyond, discuss his SDR to 2-time-CMO journey, and examine how AI will impact sellers and increase productivity.Perhaps most importantly, we also go deep into the mindsets, routines, and strategies Kyle has used to enable his professional growth and productivity. Thanks to Our SponsorMany thanks to the sponsor of this episode - Knak. If you don't know them (you should), Knak is an amazing email and landing page builder that integrates directly with your marketing automation platform. You set the brand guidelines and then give your users a building experience that's slick, modern and beautiful. When they're done, everything goes to your MAP at the push of a button. What's more, it supports global teams, approval workflows, and it's got your integrations. Click the link below to get a special offer just for my listeners. Try Knak About Today's Guest Kyle Coleman is a sales and Marketing leader with a passion for people development, identifying and solving problems, creating and optimizing processes, and unifying departments across the revenue org. He's currently the CMO at Copy.ai and was previously CMO at Clari. https://www.linkedin.com/in/kyletcoleman/Key Topics[00:00] - Introduction[01:39] - Role of SDRs in B2B GTM[04:47] - Strategic partnership between SDRs and AEs[07:43] - How does a junior SDR offer value to an executive? [11:20] - Qualities and skills of a good SDR[14:05] - Providing space for SDR autonomy[16:28] - Replacing SDRs with AI?[19:25] - Kyle's mindset for professional success[24:21] - Importance of documentation[26:08] - Figuring out what to say “no” to[28:52] - Keeping calm in the face of big targets[31:43] - Daily routines and prioritization[35:32] - Benefits of being a LinkedIn creator[39:38] - Core job of a marketing leader[41:35] - Why Kyle joined Copy.ai[43:19] - Core capabilities of the platform[49:29] - Kyle's predictions on the future of AI in GTMThanks to Our SponsorBig thanks goes out UserGems for sponsoring today's episode. We all know that outbound is really tough. Now imagine a world where you're reaching people who know your product, love your product, and are actually happy to hear from you. UserGems makes that a reality. They identify your customers and champions who change jobs and automatically push new contacts to your CRM so your team can follow up. If you're not reaching out to customer job changers, you're missing opportunities. Click the link below for a special offer just for my listeners. Try UserGems Resource LinksThe only AI platform purpose-built for outcomes - Copy.ai official website Learn MoreVisit the RevOps FM Substack for our weekly newsletter: Newsletter

ABM often gets a bad rap, especially with early stage startups. People think ABM means you're just running ads to a list of people, or that you need really expensive tech. A couple of weeks ago I had Trinity Nguyen (VP of Marketing at UserGems) on the podcast and we talked about how she joined an early stage startup and decided to go the route of Scrappy ABM which ended up being super successful for them (90% of their pipeline was generated from this play). There's something about ABM when you run it scrappy and Mason Cosby (Founder of Scrappy ABM) joined me on the show to explore. We cover: What is Scrappy ABM; Where does it fit in your business strategy; When's the best time to run a scrappy ABM program; Multiple examples from Mason and from me; How to create new ABM ideas; Why did Mason decide to focus on Scrappy ABM instead of Scrappy Marketing or Scrappy Sales; AMA: Mason asks me his burning question. You can find Mason on LinkedIn: ⁠⁠⁠⁠www.linkedin.com/in/masoncosby Learn more about Scrappy ABM: ⁠https://scrappyabm.com/ For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review if you're lovin' the show! And whenever you're ready, there are 3 ways I can help you: 1. fractional head of marketing for early stage startups >> ⁠⁠⁠⁠⁠⁠⁠⁠www.furmanovmarketing.com⁠⁠⁠⁠⁠⁠⁠⁠ 2. sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> ⁠⁠⁠⁠⁠⁠⁠⁠https://podcast.furmanovmarketing.com⁠⁠⁠⁠⁠ 3. ⁠⁠⁠⁠⁠⁠⁠⁠⁠sign up to get my monthly early stage startup marketing newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠ where I'm sharing playbooks and insights and cracking some jokes You can also find me hanging out on LinkedIn, definitely say hello and tell me what you're building >> ⁠⁠⁠⁠⁠⁠⁠⁠www.linkedin.com/in/annafurmanov --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

Picture this. You're the first business hire at a 4-person early stage startup. Head of Marketing. So you get hired, and you're trying to follow the Hubspot Playbook. The problem is, it's taking too long. You're impatient. The founders are impatient. You want to see something faster. You need to prove yourself. How do you cut through the noise? How do you get your target buyer to pay attention? Trinity Nguyen (VP of Marketing at UserGems) was in exactly this situation and shares what happened next. And how what happened next was tied to more than 90% of their pipeline in those early days.  We also cover: What was the turning point from Seed to Series A; Why early stage you need to loosen up your attribution model to get big wins; Why does marketing fail at the early stage; AMA: Trinity asks me her burning question. Here's a helpful resource that my SEO expert sent me after this episode was recorded. About UserGems: Founded: 2019 Team: 80 people Funding: Series A ($20M) You can find Trinity on LinkedIn: www.linkedin.com/in/trinitynguyen Learn more about UserGems: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠www.usergems.com For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review if you're lovin' the show! And whenever you're ready, there are 3 ways I can help you: 1. fractional head of marketing for early stage startups >> ⁠⁠⁠⁠⁠⁠www.furmanovmarketing.com⁠⁠⁠⁠⁠⁠ 2. sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> ⁠⁠⁠⁠⁠⁠https://podcast.furmanovmarketing.com⁠⁠⁠ 3. ⁠⁠⁠⁠⁠⁠⁠sign up to get my monthly early stage startup marketing newsletter⁠⁠⁠⁠⁠⁠⁠ where I'm sharing playbooks and insights and cracking some jokes You can also find me hanging out on LinkedIn, definitely say hello and tell me what you're building >> ⁠⁠⁠⁠⁠⁠www.linkedin.com/in/annafurmanov --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

In this episode, Dustin and Isaac Ware, who leads Demand Gen at UserGems, discuss account-based marketing and the limitations of intent signals. They explore the use of job change signals for ABM and targeting new hires for expansion and churn prevention. They also chat about tying job changes to marketing campaigns, using soft asks in ads, and how UserGems created over 300 one-to-one ABM ads on LinkedIn. They also touch on targeting the buying committee with LinkedIn ads, the focus on contact level buying signals, building playbooks, and providing value to individuals. If you have any questions or thoughts, you can reach out to Isaac through LinkedIn. Also, check out UserGems' website to learn more about their work.

Cognism's Global Head of Paid chats to Director of Demand Generation at UserGems about the secrets of running ABM plays at scale, creating a media engine and much more.

On this episode of Getting to Club, Krysten Conner of UserGems joins Chris to discuss the importance of multi-threading and shares her expert techniques for multi-threading to close deals faster and increase win rates by 34%.

Welcome back to the Purposeful Marketing Podcast! Trinity Nguyen, VP of Marketing at UserGems, joins Aaron, Mary, and James. In this episode, we discuss pipeline anxiety – that unsettling feeling we all get when pondering the future of our sales funnel. Why focus on pipeline anxiety in the first place? Trinity takes us back to UserGems' strategic shift, explaining how the team identified and addressed the need for a more descriptive narrative. Trinity narrates her journey into UserGems, from being the first business hire to shaping the product marketing strategy. The result? A resonant message that struck a chord with their target audience amid the changing dynamics of the market. ⁠UserGems⁠ monitors customers' job changes, integrating seamlessly into CRMs and ensuring leads are directed to the right campaigns – a seemingly simple concept with profound implications for an entire revenue team. Subscribe to the ⁠⁠⁠⁠⁠⁠Purposeful Marketing Podcast.⁠⁠⁠⁠⁠⁠ ~Market with purpose for the everyday practitioner ~ Connect with the hosts: ⁠⁠⁠⁠⁠⁠Mary Keough⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠Aaron Weekes⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠James Boeckmann⁠ Connect with the guest: Trinity Nguyen Do you need B2B podcast strategy and services?

In this episode of Let's talk ABM, Declan chats to Trinity Nguyen, VP of Marketing at UserGems. Trinity is a seasoned SaaS Marketer and a passionate technology advocate. Her experience spans developing and executing go-to-market strategies, Product Marketing, Demand Generation, Account-based programs, and Sales enablement. Here's what they cover: - What Champion Tracking is - Why multi-threading is key to account success - Trinity's rationale for SDR reporting to Marketing - How to make the intangible tangible

SummaryThis week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more.Key Points00:30 - Appearing larger by using ads, content, LinkedIn, conferences01:00 - Pivoting multiple times before finding product-market fit01:30 - First customer paying $50k, taking 3 months to get second02:15 - Becoming workflow company based on customer feedback03:00 - Enabling workflows with routing, notifications, messaging04:15 - Going sales-led to getting feedback and sales quickly05:00 - Moving upmarket for better economics06:30 - Creating more value like selling furniture over lumber07:30 - Getting Salesforce access to enabling workflows09:00 - Pushing workflow steps to driving success12:00 - Workflow products having better retention13:30 - Hitting $1M revenue in 12-18 months14:15 - Clipboard Health pivoting successfully16:00 - Testing crazy versions when growth stalling19:00 - Appearing bigger through LinkedIn, ads, case studies22:15 - Focusing on use case despite competitors23:45 - Building moat with brand recognition and revenue impact25:15 - Saying no to unfit customersMentioned:Christian Kletzl's LinkedInUserGemsMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

In this podcast episode, Trinity Nguyen, VP of Marketing at UserGems, discussed her background in marketing and finance, and how her diverse experience has shaped her approach to marketing leadership. She shares UserGems' unique strategy of account-based marketing and selling, which allowed them to prioritize their efforts and become more efficient and emphasizes the importance of alignment across the company and discusses the challenges of achieving alignment in a remote work environment. The conversation also covers the importance of experimentation, content syndication, and differentiation in marketing, as well as the golden era of product marketing. Trinity encourages a more creative and friendly approach to B2B marketing and shares UserGems' current focus on lead generation and building trust through social proof.TopicsDeciding Priorities as the First Business HireAlignment Across FunctionsEfficient Growth and the End of Spray and PrayContent Syndication and ExperimentationBuilding a Marketing Program from ScratchThe Importance of Fresh Perspective in MarketingThe Importance of Understanding Target Markets in MarketingThe Multithreaded Ads ExperimentTargeted Advertising on LinkedInWork-Life Balance and Finding Your Own BalanceImposter Syndrome and Overcoming ItLinkedIn vs. TwitterShow LinksVisit UsergemsConnect with Trinity Nguyen on LinkedInConnect with David Khim on LinkedIn and TwitterConnect with Omniscient Digital on LinkedIn or TwitterPast guests on The Long Game podcast include: Morgan Brown (Shopify), Ryan Law (Animalz), Dan Shure (Evolving SEO), Kaleigh Moore (freelancer), Eric Siu (Clickflow), Peep Laja (CXL), Chelsea Castle (Chili Piper), Tracey Wallace (Klaviyo), Tim Soulo (Ahrefs), Ryan McReady (Reforge), and many more.Some interviews you might enjoy and learn from:Actionable Tips and Secrets to SEO Strategy with Dan Shure (Evolving SEO)Building Competitive Marketing Content with Sam Chapman (Aprimo)How to Build the Right Data Workflow with Blake Burch (Shipyard)Data-Driven Thought Leadership with Alicia Johnston (Sprout Social)Purpose-Driven Leadership & Building a Content Team with Ty Magnin (UiPath)Also, check out our Kitchen Side series where we take you behind the scenes to see how the sausage is made at our agency:Blue Ocean vs Red Ocean SEOShould You Hire Writers or Subject Matter Experts?How Do Growth and Content Overlap?Connect with Omniscient Digital on social:Twitter: @beomniscientLinkedin: Be OmniscientListen to more episodes of The Long Game podcast here: https://beomniscient.com/podcast/

In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue. Caroline Pegram, Account Executive at UserGems, joins this episode to dig into the question: "How important is it to multi-thread deals?" They cover: de-risking deals with multi-threading strengthening win rates by including champions best practices for multi-threading the right way Follow along wherever you listen to podcasts! For the video version of this podcast, watch on Youtube: https://youtu.be/uxW-5hUzv4k

Today's episode features highlights from four of our past guests that shared their secrets to marketing success. Jordan Sher, the Vice President of Corporate and Brand Marketing at Gainsight and an advisor to AudiencePlus, broke down how earned media can influence performance marketing. Isaac Ware, the Director of Demand Generation at UserGems, shares how to The post Four marketing leaders share their secrets to success – # 109 appeared first on WebMechanix.

Do you want to kiss pipeline anxiety goodbye? Meet Trinity Nguyen, VP of Marketing at UserGems. UserGems is a software for revenue teams that monitors jobs changes of customers relevant to you. Trinity explains how to efficiently and creatively support your sales pipeline and narrow in on your ICP (ideal customer profile). What works in marketing today might not work tomorrow. 0:49 Conversation begins2:50 Pipeline anxiety4:00 Teams at UserGems5:32 Measuring pipeline efficiently9:50 ICP (Ideal Customer Profile)11:55 Account selection and building campaigns16:35 Product management and timelines19:50 Messaging22:08 Advice on aligning around pipeline24:00 Outro Sign up for Modern Day Marketer (the newsletter)Follow Trinity: | Twitter | LinkedIn | UserGemsFollow The Juice:| Website | Blog | Twitter | LinkedInFollow Brett:| Twitter | LinkedIn 

This week our host Brandi Starr is joined by Braxton Carr, Revenue Enablement Director at UserGems.   Braxton Carr is passionate about building enablement programs that feature coaching at the center and reflect the skills and growth opportunities of reps on the team. Before leading Enablement departments, Braxton cut his teeth as a mid-market and enterprise AE, selling in the MarTech space. When not in the office, you can find Braxton downhill skiing in the winters and scuba diving in the summers.   On the couch Brandi and Braxton will tackle Champion Tracking: Unearthing Hidden Pipelines in B2B Marketing.   Links: Get in touch with Braxton Carr on: LinkedIn UserGems Subscribe, listen, and rate/review Revenue Rehab Podcast on Apple Podcasts, Spotify, Google Podcasts , Amazon Music, or iHeart Radio and find more episodes on our website RevenueRehab.live

Pipeline generation is always top of mind.How do you generate a qualified pipeline? And how can you automate this?In this episode of The Revenue Engine Podcast, Christian Kletzl, the CEO and Co-Founder at UserGems, joins Rosalyn to discuss how to reduce pipeline anxiety by leveraging the right customer data to put pipeline generation on autopilot!This episode is brought to you by Growth Forum.Growth Forum is a place to Connect, Learn and Grow.Join Now.The program is usually valued at $2500, but if you sign up to Growth Forum now you will receive access to this program for free!

How many times, B2B marketers, have you sat on a pipeline call reviewing open opportunities and heard someone comment on how long an opp has been open and what can be done to move it along? Quite a few times, no doubt. Outreach from the sales rep, an open opportunity nurture sequence, and even executive outreach are all possible solutions. But wouldn't it be better to avoid the problem to begin with? In this episode of the B2B Nation podcast, we talk with Trinity Nguyen, VP of Marketing at UserGems,about her team's approach to closing deals faster. And it relies on a rather old tactic from the B2B marketing toolbox – personas. Trinity's team discovered that when three personas were involved in the buying process,her company closed more sales. The personas were dubbed “The Three Musketeers,” and today Trinity and her team strive to marketo to these roles to get them involved as early in the process as possible. RELATED ARTICLE: How Business Users Change the Game of B2B Marketing Also on this episode, we'll talk about Trinity's hopes for the second half of 2023, the most important relationship she has in her organization as a marketer, and Trinity's favorite tools. Episode Guide 3:03: Trinity explains the “Three Musketeers” her team targets in prospect organizations. 6:27: What has Trinity learned or changed because of the current economic conditions? 8:50: What is Trinity looking forward to in the second half of 2023? 11:50: What's the most important business relationship Trinity has right now? 13:48: The importance of customer experience in the SaaS space 16:10: What is Trinity's favorite tool?

In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue. Trinity Nguyen, VP of Marketing at UserGems, joins this episode to dig into the question: "Our customers love us. Won't they come back on their own anyway?" They cover: how many past champions don't come back on their own the percentage of pipeline generated by "Forgotten Gems" how sellers can embrace FOMO (fear of missed opportunities) to hit quota Follow along wherever you listen to podcasts! For the video version of this podcast, watch on Youtube: https://youtu.be/Gs6MZ76m5yY 

3 takeaways from the episode: How to use a 10k report within 15 min Prospecting above and below the power line 1 Email TEMPLATE to get executives' attention --- For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Krysten Conner, Sales Strategist at Usergems. We talk about the difference between SMB/Mid-market vs enterprise prospecting. Krysten shares her proven techniques for effectively prospecting new enterprise accounts. How to find information from 10k reports in just 15 minutes. Learn how to prospect above and below the power line. Krysten also introduces the concept of multithreading. The perfect email template to capture executive attention This episode is packed with actionable tips that will help you elevate your prospecting game and book meetings with enterprise accounts. Follow Krysten: https://www.linkedin.com/in/krystenconner/ Download your Free Copy of Deal Doubling Discovery: https://krystenconner.com/disco/ — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

In this limited series from UserGems, Krysten Conner sits down with revenue practitioners to unearth new data about the value of past customers to future revenue. Christian Kletzl, CEO & co-Founder of UserGems, joins this episode to dig into the question: "How much are previously champions actually worth to your growth?" They cover: how previous champions impact win rate  how much your deal size can increase with Gems on an opp how past customers can shorten your sales cycle  Follow along wherever you listen to podcasts! For the video version of this podcast, watch on Youtube: https://youtu.be/ijabU6QgRg8 For the written version, visit: https://bit.ly/42gIjAc 

Marketers need to measure which channels actually drive revenue efficiently, but most attribution models are short-sighted at best. However, adding one little field to your forms can a big difference and we have a marketing leader from the world of SaaS to show us how it's done. Trinity Nguyen is the Vice President of Marketing at UserGems and an industry thought leader. Trinity dives into the issues with attribution that B2B marketers face, why self-reported data is the most accurate source of attribution insights, and how to design personas that help your entire team.   Busted Myths: Attribution doesn't work! Only in extreme cases will a single touchpoint result in a deal, regardless of whether it's the first or last touchpoint. Multi-touch attribution is more accurate but still falls short of painting the bigger picture.   Takeaways: Even with the best available multi-touch attribution models set up with all of the best martech tools, marketers still won't have accurate reporting for channels such as word-of-mouth and dark social. B2B sales cycles have grown by 24% and the buying group has increased from 7 to 12, meaning that channel attribution is only getting more complex. The challenge for marketers is now to track the journey of the entire buying group within a company. The most accurate source for determining attribution is self-reported attribution. Try adding an optional text field to your forms and ask leads where they heard about your company. You'll be surprised by the quality of the responses, especially from marketers. Effective attribution doesn't have to be fancy. Consider manually reviewing all of the “closed won” deals from last quarter and examining all of the touchpoints from any contacts associated with that deal. While not perfect, this can reveal great insights. Shortening your forms doesn't mean that you need to miss out on the data from those excess fields. For example, there are many tools that can identify a lead's title and seniority based on their email address, meaning you don't have to ask them for those. To create useful personas, you don't have to limit them by seniority or title. Use broader strokes to paint your personas. For example, one for marketers and one for salespeople. Although you treasure your data, with how often people change companies now, the accuracy of your data is constantly eroding. This means that when internal champions of your product switch companies, your email contact with them is cut off.    Quote of the Show: “Life is not a ladder, it's flat and it's just full of people running their own path” - Trinity Nguyen   Shout Outs: Udi Ledergor  Gong   Connect with Trinity: LinkedIn: https://www.linkedin.com/in/trinitynguyen/  Twitter: https://twitter.com/trinity_nguyen  UserGems website: https://www.usergems.com/contact  UserGems LinkedIn: https://www.linkedin.com/company/usergems/    Ways to Tune In: Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763 Amazon Music/Audible: https://music.amazon.com/podcasts/37228621-2f9c-4905-a223-1844effb49dd Spotify:  https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn Stitcher: https://www.stitcher.com/podcast/the-hard-corps-marketing-show Google Podcasts: https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show YouTube: https://youtu.be/HBMzkIGigwA  Hard Corps Marketing is produced and sponsored by Ringmaster, on a mission to create connections through B2B podcasts. Learn more at https://ringmaster.com/

In this week's episode, Dustin talks with Christian Kletzl, Co-founder and CEO at UserGems, who defines and discusses the importance of champion life-time value. You'll learn all about champion LTV including how it's different than company LTV, how it can help your business, and why you should reach out to your former champions. You can connect with Christian over on LinkedIn to learn more about champion LTV, or you can head over to UserGems' website to see how they can help you grow and prevent churn.

UserGems' Job Change Sequence FOUR ACTIONABLE TAKEAWAYS Start with a menu of pain: the 3 biggest problems that any given persona can face. Once you align on the problem, ask, “What's prompting that need?”. You can start talking about solutions once you have an executive-level problem (e.g. down round, churn problem). Use individual contributors, like AEs, for inside intel on the organization. Then use their quotes on 1-2 slides when meeting with VP or CXO. PATH TO PRESIDENT'S CLUB Enterprise Account Executive @ UserGems Enterprise+ Account Executive @ Outreach Enterprise Accounts, Financial Services @ Tableau Software Strategic Accounts @ PowerSchool THE LATEST FROM 30MPC Catch the next 30MPC Live Steal the latest sales templates here THINGS YOU CAN STEAL Prospecting: Email Templates UserGems' Job Change Sequence Gong's Hyper-Persuasive Email Templates Lavender's Sales Email Frameworks Prospecting: Guides Outreach's Email Subject Line Guide Woodpecker's Email Substance & Deliverability Guide Orum's 500 Free Dials  Discovery Wingman's In-App Objection Handling Battlecards Sales Process Accord's Mutual Action Plan Template Dooly's Pre-Meeting Prep Template Prolifiq's Multithreading Playbook ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you gave us a 5-star review. It will increase your chances of making President's Club by 227%.

Christian Kletzl is the founder and CEO of UserGems, which runs an AI-driven prospecting solution that enables companies to drive effective growth and prevent churn by keeping track of job changes for key contacts and accounts. Enabling them to create a bigger pipeline and faster sales cycles. He was also a leader in Google´s product group and has held important positions at McKinsey and Microsoft. Christian talks about the experience of starting out using Y Combinator funding and pivoting multiple times. Including how he managed while nearly running out of money several times over 5 years, before breaking through and experiencing 10x growth. Using the data, he has built up across a large sample size he dives deep into how the current market conditions are impacting the way decision-makers buy.  KEY TAKEAWAYS Sales and marketing have to be highly orchestrated to be effective. Pipeline anxiety is an issue that can be avoided. UserGems was bootstrapped before becoming funded. In the episode, Christian explains why he did it like this. It is possible to develop product and business ideas fast. Put together a regular timeline then ask yourself what can I do to launch in just 2 days? Doing this forces you to innovate, think about crazy options, and greatly accelerate the idea to launch timeframe. Work efficiently, so you can avoid having to seek further funding. When a buyer/decision maker leaves a company, you need to know where they go, so you can sell to them there. As well as know who is replacing them, so you don´t lose a customer. In the current market, retaining customers is rightly seen by business owners as vital. AI enables you to identify who the stakeholders are, as well as what type of contact/conversation you need to have with each one, and when. The future of sales and marketing tech will be more about orchestrating the individual actions of who is who and reaching out to them in the right order, at the right time, and in the right way. BEST MOMENTS “Instead of looking at how you could double over the next year, ask what you would need to do to multiply yourself x10” “Just because a customer is asking for it, doesn´t mean they will pay for it.” “It's about reaching out to the very same people with the very same message at the same time across all the channels you can.” “Over the past 3 or 4 months all of our conversations are focused on actual churn prevention.”   Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com www.ryanstaley.io  EPISODE RESOURCES UserGems website - https://www.usergems.com/ LinkedIn - https://www.linkedin.com/in/christiankletzl Email – christian@usergems.com ABOUT THE SHOW How do you grow like a VC-backed company without taking on investors? Do you want to create a lifestyle business, a performance business, or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEOs, and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom, and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World's Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpal Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsSee omnystudio.com/listener for privacy information.

Podcast SummaryIn this conversation with Isaac Ware, Director of Demand Generation at UserGems, he talks about messaging. Today, you'll hear about how UserGems prioritizes messaging, the transition into data-driven messaging, testing the evolution of their messaging, and Isaac's three most essential pieces of tech.Prior to joining UserGems, Isaac served in roles, including as the Director of Paid Media at Bear Fox Marketing. Isaac holds a Bachelor of Business Administration with a minor in Marketing from Grand Canyon University.Episode Outline[08:59] Prioritizing messaging[12:22] Transitioning to be more data-driven[14:23] Their cadence for testing the messaging evolution[15:36] Messaging that didn't perform as expected[16:54] Challenges in implementing the messaging matrix[18:50] Three essential pieces of tech[19:59] Isaac's motion[21:43] Episode recapConnect with IsaacWebsiteLinkedInConnect with Matter MadeMatter MadeLinkedIn (Eli)

In this episode I talk to Leah Fraser, an ADR (Account Development Rep - same as SDR/BDR) at a company called UserGems. After finding her place in the world in different roles, Leah came across tech sales. Started out as an entry level SDR, then an AE, but always kept coming back to Sales Development. Today, she's a senior SDR, selling job changes as an outreach strategy at UserGems. One thing in common to all her roles was that she'd built her career on relationships that opened every consecutive opportunity. Enjoy her amazing energy! - Looking to get hired as an SDR? SDR Hire List (for free): https://forms.gle/g1ArVKHHt6f3Nx8c7 - Actionable hiring and sales strategies in your inbox: sdrhire.com - Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/ Special offer for the SDR Hire tribe: Tired of having to take notes and update your CRM after every sales call? Update your CRM on autopilot with MeetGeek recordings, transcriptions and call summaries: https://meetgeek.grsm.io/SDRH (You'll help me earn some money if you sign up with my link) Connect with Leah on LinkedIn: https://www.linkedin.com/in/leahzissimopulos/ Leah's company UserGems: https://www.linkedin.com/company/usergems/ Creators and resources we mentioned: - Meet Your ICP episode with a Head of Marketing: https://youtu.be/eCIChQvXqls - Bryan with a Y podcast episode: https://youtu.be/qwmbq-3bql0 - Ryan Walsh RepVue: https://www.linkedin.com/in/ryancwalsh/ - Beck Holland: https://www.linkedin.com/in/beccholland-flipthescript/ - Josh Braun: https://www.linkedin.com/in/josh-braun/ - Josh Braun flashcards: https://jbraun.gumroad.com/l/objectionflashcards - Corporate Bro: https://www.linkedin.com/company/corporatebro/ - Krysten Conner: https://www.linkedin.com/in/krystenconner/ Listen on Apple, Spotify, Google podcast.

In this episode, Trinity Nguyen, VP Marketing & Account Development at UserGems, chats about the importance of multi-threading, sales and marketing alignment, and Account Based Marketing (ABM) attribution.This in-depth chat dives into:ADRs/ SDRs/ BDRs - should they report to sales or marketing?How do you align Sales and Marketing? Align your goals - and compensation.Clear attribution windows and hyper focus for ABM success.Self-reported attribution: does it work?The importance of an experimental budget.What channels should we double down on.Mentioned in episode:UserGems: https://www.usergems.com/Guest: Trinity Nguyen: https://www.linkedin.com/in/trinitynguyen/Host: Jane Serra: https://www.linkedin.com/in/janeserra/If you enjoyed this episode - please follow, download, share, and review! Thanks for your support.

On this week's episode of Hey Salespeople!, host Jenna Sacks sits down with Christian Kletzl, the CEO and co-founder of UserGems, a pipeline generation company.. Jenna and Christian talk about the importance of creating user champions and building lifetime value as they transition between roles. Christian also digs into account scoring and churn prevention as well as managing the overall customer experience. Visit Salesloft.com for show notes and insights from this episode.

In this episode, we're sharing a masterclass we hosted with leaders at UserGems, Ashby, and Craft Ventures – covering topics like: How to drive more pipeline & deals through strong buyer relationships How to build close partnerships at every step of the customer journey Tactics for standardizing a buyer-first sales process across your team Meet the panelists: Christian Kletzl, CEO & Co-Founder at UserGems – passionate about all things pipeline generation and revenue alignment Mike Marg, Partner at Craft Ventures – former seller & sales leader at Dropbox, Slack, and Clearbit Mike Clapson, VP of Sales at Ashby – previously helped scale Slack from $8M to over $800M+ in ARR Want more B2B sales best practices like this? Subscribe to our bi-weekly newsletter: https://inaccord.com/from-vendorship-to-partnership#newsletter

IT'S A WHOLE NEW WORLD…Krysten Conner is back in Collin's pod and with her second appearance in the show, comes a whole new story to share. Krysten is currently an Enterprise Account Executive at UserGems and will be sharing her story about the new challenges she is facing in her new role today, and how big of a jump she just took. So take a big jump and dive into this latest episode of Sales Transformation.Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!TRANSFORMING MOMENTSKRYSTEN: Think about the kind of company you will work for“I think that it's really important to think about the kind of company you want to work for, and especially the conversations that you want to have, like so who is the buyer.”KRYSTEN: Challenges in moving into Enterprise Sales“I didn't know how big of a jump it would be. So the biggest difference that I had to learn in the enterprise was the first one was like team selling, and instead of you been, it's just like you and your SE, like whenever you are selling a really large software package, like at Salesforce, like there are going to be multiple people and multiple departments involved.”Connect with KrystenKrysten Conner | UserGems | UserGems.comConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

In this episode, we speak with Krysten Conner, Enterprise Account Executive, UserGems, the fast-growing prospecting, and sales intelligence platform that initially started in Austria and has since moved its HQ to the US. We talk with Krysten about what makes the best-performing sales organizations stand out as she shares her lessons learned working for 3 SaaS Unicorns before joining UserGems. - Why Sales Training is key to success - Unique training focus on Toward vs Away language and Above the line vs Below the line conversations - How a good Discovery meeting sets the tone for the rest of the buying journey - What is the secret of how to keep momentum in a deal - How to best leverage Demos and Proof of Concepts - and much more is discussed in this episode Tune in to learn how the best-in-class organizations are setting their Sales team up for success!

When attempting to close more deals, it's common for business leaders to focus on making new connections and building brand awareness with prospective customers. While this is an important step in accelerating sales, they often forget to leverage their existing business relationships and personal contacts. After all, a previously loyal customer moving jobs is a great trigger to engage in a sales conversation. It's also all too common for companies to fail in effectively keeping track of the aforementioned contacts, or to simply forget to nurture the relationship and keep in contact consistently. Leveraging buyer job movements can drastically help to increase closing rates and boost revenue growth, so it's well worth sustaining and strengthening network connections. To help with this, our host Aurelien Mottier (Co-Founder and CEO, Operatix ) sat down with Christian Kletzl (CEO at UserGems). They discuss best practices for leveraging both current relationships and buyer movements to win more deals, as well as interesting statistics that prove its importance. To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

In this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value.What You'll LearnThe importance of following your championsValuing personal connections in B2B salesThe lifetime value of a customer who loves your productDelighting your buyers consistently reduces churn and creates advocates

In this episode of the Sales Hacker Podcast, we have Christian Kletzl, CEO and Co-Founder, UserGems, a fully-automated, AI-powered rev gen pipeline. Join us for an energetic conversation about champions and their lifetime value. What You'll Learn The importance of following your champions Valuing personal connections in B2B sales The lifetime value of a customer who loves your product Delighting your buyers consistently reduces churn and creates advocates

In this episode of the Revenue Builders podcast, Neeraj Agrawal, General Partner at Battery Ventures, joins our hosts John Kaplan and John McMahon to discuss the nitty gritty of doing business in today's markets. Neeraj sits on more than a dozen boards and has invested in several companies that have gone on to stage IPOs. As a serial investor with a long list of companies in his portfolio, Neeraj knows a thing or two about helping startups turn an idea into a full-fledged company. Tune in to hear actionable tips on leadership, growth, and revenue from the man himself, including how he chooses the companies he works with as an investor. Additional Resources:Donate to Hack Diversity: https://www.hackdiversity.com/LinkedIn: https://www.linkedin.com/in/neerajagrawal2000/5 Traits of Successful Leaders: https://forc.mx/3BrMkHhListen to More Revenue Builders: https://forc.mx/3bfW5OdHIGHLIGHTS4 key dimensions that determine the success of companies Timing is more predictive of success than market sizeGreat product and sales processes are crucial for sustainable growthLessons learned from successful and failed investments Technical founders aren't necessarily the best CEOs The bull market is on its way out, what about it?Your company reputation is everythingHow Neeraj chooses the companies that he works withGUEST BIONeeraj joined Battery in 2000 and invests in SaaS and internet companies across all stages. He has invested in several companies that have gone on to stage IPOs, including Bazaarvoice (NASDAQ: BV); Coupa (NASDAQ: COUP); Guidewire Software (NYSE: GWRE); Marketo (NASDAQ: MKTO, acquired by Vista Equity Partners); Nutanix (NASDAQ: NTNX); Omniture (NASDAQ: OMTR, acquired by Adobe); RealPage (NASDAQ: RP); and Wayfair (NYSE: W).He also invested in several companies that have experienced M&A events, such as A Place for Mom (acquired by Warburg Pincus); AppDynamics (acquired by Cisco); Brightree (acquired by ResMed); Chef (acquired by Progress); Glassdoor (acquired by Recruit Holdings); Internet Brands (acquired by Hellman & Friedman); Kustomer (acquired by Meta); OpsGenie (acquired by Atlassian); Stella Connect (acquired by Medallia, Inc.); and VSS Monitoring (acquired by Danaher). Neeraj also played a key role in several other Battery investments including Groupon (NASDAQ: GRPN); ITA Software (acquired by Google); and Sabre (NASDAQ: SABR).Neeraj is currently on the boards of Braze (NASDAQ: BRZE), Compt, Catchpoint, Dataiku, Level AI, LogRocket, Pendo, Reify Health, Repeat, Scopely, Shortcut (formerly Clubhouse), Sprinklr (NYSE: CXM), Tealium, Wunderkind (formerly BounceX), Workato and Yesware. He is a board observer for InVision and Mattermost. Neeraj has also made seed investments in companies including 8fig, Dooly, PayStand, Proton, Reibus International and UserGems since 2020.QUOTESNeeraj on the challenge of timing your investment: "The challenge often is if you invest too early, you've got a good idea but you run out of money before the inflection point happens. And if you invest too late, somebody else captures the market. Having a sense of the timing is really important and like most things in life, luck has a lot to do with it."Neeraj on why both product and sales are crucial for success: "Ultimately, great companies are built on great products and great sales. You can kind of fake it for a while now on the sales side, but the longer you wait to put in the fundamentals, the harder it is to do later." Neeraj on how he chooses the companies that he backs: "Life's too short. If this isn't a person that I want to back from beginning to exit, they don't have the right coachability and skill to read my mind, it's probably time to move on and look at other investments."Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

Our quest to research the latest technology that is enabling sales professionals to succeed continues with Episode 7 of Tenbound Research Labs! Episode 7 features Christian Kletzl, CEO at User Gems. UserGems is an AI-driven prospecting solution for revenue teams to drive bigger pipelines, faster sales cycles, and larger deals.Our host Derrick Williams conducts a value packed episode that covers how and why Christian started User Gems, how the technology works and how sales professionals can make the most out of the software.The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/The Tenbound Sales Development Conference is here, come learn from the best in our industry! Free virtual conference this year. Register Today! https://tenbound.com/conference/ #SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

Looking for methods to identify and manage power users in your product? In this episode, Christian Kletzl, CEO and co-founder of UserGems how to do this. Plus, he shares why he built the product for humans and not companies.  TIPM is produced by Feedback Loop, a DISQO company, the agile research platform designed for product and marketing teams. Get access at https://go.feedbackloop.com/start-free-now-tipm to a free trial today. 

I worked at UserGems, a 5-person early seed stage startup from March 2020-2021, during the height of COVID. UserGems was a brand new category of Marketing software, with barely any awareness or demand. It automates generating warm leads from job changes, the first software of its kind. It competes indirectly against the giants of LinkedIn and ZoomInfo. Throughout my tenure, UserGems had 6 people, including myself. The CEO, the Head of Product, two engineers, the Head of Marketing, and myself as an AE-CSM combined plus a marketing hat. UserGems did not have Sales Development. UserGems' Marketing consisted of networking, referrals, LinkedIn organic posts and comments, guest podcasting, comarketing, attending events, customer reviews, website, drinking its own champagne and remarketing to previous customers etc. UserGems also ran targeted LinkedIn ads to select companies. To build the ads, UserGems would check these companies' website testimonials to identify any customer champions that changed jobs, and then run an ad to that specific company informing them that their champion changed jobs. In this way, UserGems educated the buyer about what UserGems did and gave the buyer a free warm lead. Everyone at that company would see the ad, multiple times a day as they were scrolling on LinkedIn. Buyers loved the ad and would circulate it around the company and among their peers in communities and forums. They would come to the website and learn more about what the software is, how it works, benefits, features, demo recording, use cases, ROI calculator, comparisons, and case studies. They would speak to their peers and coworkers that UserGems was also educating. Eventually, when they were ready to speak to Sales, they would request a demo. No, it wasn't wholly kosher marketing. There were bad elements. A week after the ads went live, it was accompanied by email spam and LinkedIn spam. Like with Saleswhale, they were unnecessary and counterproductive. Buyers needed more proper marketing over a sustained period–especially as a brand new company in a brand new market. Nevertheless, the LinkedIn ads and other proper marketing efforts generated a flood of website demo requests from educated and keen buyers. Hot leads delivered on a silver platter. It was eye opening to have my calendar full of quality meetings that were held, my pipeline full of quality opportunities that bought, fast, and a number of customers to facilitate. UserGems also launched a podcast called the “First 100 Days” to do comarketing with thought leaders, influencers, prospects, and customers. That also helped to raise awareness to the fact that the first 100 days of a buyer's new job involves actively evaluating the tech stack and spending the majority of their budget. In addition, templates and guides were created to teach buyers about the use cases and best practices when remarketing to customers that changed jobs. A freemium tool was created. What was the result of Marketing on UserGems' growth during my tenure? In the course of a year during a pandemic, an unknown startup, consisting of 6 people, grew annual recurring revenue 4X from roughly $300K to almost $1M ARR in a year. The ACV increased from $10K to $24K, the win rate jumped from 18% to 29%, and the sales cycle decreased by at least 30%. These numbers would have been even better for various reasons, including flaws in Marketing and Sales strategy and tactics. Nevertheless, the company raised a $2.4M late-stage seed funding round, which was announced in July of 2021. A few months later, UserGems announced a $20M in Series A funding round and was valued at $100M. Imagine what could have been achieved had UserGems 30 people instead of 6, $20M instead of pre-seed money, more proper marketing strategy and tactics, and normal market conditions instead of a pandemic.

Chris Hicken is a successful business leader with an emphasis on B2B software. He is the CEO and Co-founder of Nuffsaid, which uses AI technology to sift through hundreds of everyday tasks to promote the ones that move businesses forward. He spent eight years as the President and COO of UserTesting where he developed his expertise in user experience. He also serves as an advisor and board member for multiple prestigious businesses such as Peer Collective, UserGems, Forum Ventures, and The/Studio. In this episode… SaaS and B2B companies are uniquely incentivized to create a quality customer experience. With an ongoing business model, it's important to get customers in the door and keep them satisfied in the long run. The difficulty comes in walking the tightrope, balancing priorities both within your own company and with your customers. So how do you create the right experience that will in turn grow your business? Chris Hicken has more than 15 years of experience in the B2B software field. He has learned how to scale companies while curating the customer's experience. Chris utilizes customer-led growth as a reliable model that appeals to investors. It's worked for his latest business, so what exactly does it look like in practice? In this episode of the Revenue Engine Podcast, Alex Gluz interviews Chris Hicken, CEO and Co-founder of Nuffsaid, to discuss how to grow your business by perfecting the customer experience. They discuss customer-led growth and how it appeals to investors, the three stages of the customer journey, how to ensure satisfaction, and the rule of 40. Finally, Chris touches on mentorship and why you need different kinds of mentors in your career.

Marketing technology is erupting. With sophisticated techniques, AI-powered solutions, and automated platforms, marketing, and sales goals have become achievable. A popular approach that has seen businesses increase success is account-based marketing personalization. Personalization is vital for account-based marketing. The more personal you can be, the more likely it is you'll get results. Discussing the strategy of UserGems in more detail is head of marketing, Trinity Nguyen. UserGems tools help sales and marketing experts increase their pipeline by identifying potential buyers that are likely to buy from you. Drive leads and increase growth with their solutions. While they work to generate quality leads for their clients, Trinity is focused on driving their own growth through personalization, account-based marketing, and value-based messaging. With her outreach in mind, she notes the importance of customizing their website experience to further encourage users and nurture them through the buying journey. From start-up to a growing client base, UserGems is making a mark.

Die erste Idee ist brillant, und man ist Feuer und Flamme. Doch dann merkt man eines Tages: Wir müssen das Geschäftsmodell ändern. Viele Startups sind erst mit der zweiten oder dritten Idee wirklich erfolgreich, und legen so genannte Pivots hin. Sowohl Valentin Schütz, CEO und Mitgründer des Tiroler Startups Gronda, also auch Christian Kletzl, CEO und Mitgründer von UserGems mit Büros in Salzburg und San Francisco, haben einen solchen Pivot hinter sich. Im neuen Podcast sprechen die beiden über: - Wie es bei der auf Gastro spezialisierten Job-Plattform Gronda zum Pivot hin zum "Netflix für Rezepte" kam - Wie Christian mit seinem Zwillingsbruder jahrelang an UserGems und dem heutigen Geschäftsmodell arbeitete - Welche Rolle Investoren, Gründer und Mitarbeiter beim Prozess des Pivots einnehmen - Wie schwer es ist, die alte Idee, in die man sich verliebt hat und auf die man viel gesetzt hat, fahren zu lassen - Wo der Impuls letztendlich herkommt - Wie man die Phase zwischen Alt und Neu überbrückt - Welche Learnings aus dem Pivot sie an andere weitergeben können Wenn dir diese Folge gefallen hat, dann abonniere unseren Podcast bei: - Spotify - Apple Podcast - Google Podcasts - Amazon Music - Anchor.fm und besuche unsere News-Portale - Trending Topics - Tech & Nature Danke fürs Zuhören!

On this Keepin' it 100, Trinity is joined by Dozie Anyaegbunam, the Co-Founder and Community Lead at Not Enough Writers, a safe space for African writers to connect, develop capacity, vibe, and get access to writing opportunities. “We can put up all the funnels and try to use all the complex terms, but in the end, it's a human being who is going to make that decision.” Dozie has experience in B2B and B2C. What's the difference? There are plenty. So, in this episode, he focuses instead on one major similarity.

On this Keepin' it 100, Trinity is joined by Blaise Bevilacqua, an avid traveler and Senior Account Executive at UserGems, a SaaS tool that helps companies connect with past customers. “Traveling taught me flexibility. I still get butterflies when I am about to dial into a call because I do not know what people's personalities are like, and that can have a huge influence on the outcome. Think on the fly because things will not go as planned.” Before his career in sales, Blaise Bevilacqua spent two years teaching English in Korea. By frequently hitchhiking to travel the country, he learned flexibility and how to connect genuinely with people, even if you do not speak their language, which helped his growth as a tech sales leader.

On this Keepin' it 100, Trinity is joined by an avid traveler and Senior Account Executive at UserGems, Derek Wang. “Traveling sparks a natural curiosity. Curiosity is a leading factor for success for myself and my colleagues. Salespeople who are naturally wanting to ask questions to learn more about your prospects, what your customers are doing, and what they are looking for, provide more value.” Derek Wang's entry point into tech sales was in Medellin, Colombia, which transpired after he quit his first marketing job in China. The avid traveler shares how the lessons learned from traveling to seventy-one countries led him to become a successful revenue leader who helps SAS startups scale their sales teams and sales strategies.

Keepin' It 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Nelson Gilliat, Sales Manager at UserGems. “You always see sort of the tip of the iceberg, but never the bottom. That's what I want to share to risk greatly and dare greatly and don't be afraid of getting knocked down or changing direction because eventually, as long as you are trying to learn from your mistakes, and just work hard, then you will get there in the end. In our conversation, he shares his challenges while sharing his outlook on how to approach failure.

Keepin it 100 is a series of five-minute episodes of bite-sized tips and encouragement for revenue practitioners. Our guest for this episode is Christian Kletzl and co-founder of UserGems. Even though he's an engineer by trade Christian wears multiple hats on a daily basis.  In our conversation, he provides insight on how to view success and calculate how to say ‘yes' while also handling the many ‘no's' we get in our line of work. 

The First 100 Days takes a peek behind the curtain giving unscripted access to revenue leaders who are willing to share the ups and downs of taking on any new challenge with one requirement: it has to work. Join the crew from UserGems, Trinity Nguyen, Nelson Gilliat, and Christian Kletzl to learn what did work from the lens of both success and failure while gaining exclusive resources to help you navigate the first 100 days of any opportunity. In its first season you'll hear from the leaders behind brands including Lessonly, Element.ai, Alloy, and more.