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Brand isn't just a creative exercise — it's a product that drives ROI.Back for his third appearance on the Focus on Brand podcast, Sergio Claudio (ex-Adobe, Marketo, Zuora) joins us to challenge how organizations perceive and measure creativity. Is it just a cost center—or a powerful growth engine?In this episode, Sergio unpacks how creative work can (and should) drive business outcomes. From C-suite blockers to strategic alignment, we cover how to elevate creative teams from "make it pretty" to make it perform.What we cover:
How can product leaders balance short-term wins and long-term product health? In this podcast hosted by EY Platform Operations Lead Justin Leibow, Zuora VP of Product Strategy Ken Houseman will be speaking on balancing short-term business pressures with long-term product strategy. Ken shares insights on effectively communicating the value of addressing technical debt, developing a T-shaped skill set, and the importance of self-reflection and mentorship in product management.
In this episode of The Long Game Podcast, Alex Birkett speaks with Aashish Krishna Kumar, Director of Go-To-Market at Zuora, about startup pricing strategies, AI-driven changes in SEO, and the increasing importance of high-quality content. Aashish explains why early-stage startups should prioritize survival over pricing optimization and why pricing only becomes a growth lever after product-market fit. He also shares an optimistic perspective on SEO, arguing that traditional tactics like backlinks and keyword stuffing are fading while expert-driven content, multimedia formats, and brand authority will define future success. The conversation explores how businesses should adapt their strategies in the evolving digital landscape.Key TakeawaysStartup Pricing Priorities: Early-stage startups should focus on survival and product-market fit before optimizing pricing.AI's Impact on SEO: AI-driven search is changing how users engage with content, reducing reliance on traditional SEO tactics.Backlinks Losing Relevance: Google is prioritizing trust signals and content utility over paid link-building strategies.Shifting SEO Metrics: Marketers should move away from traffic as a key metric and focus on business impact and conversions.Rise of Digital PR: Brand mentions and expert-driven narratives are becoming stronger ranking signals than traditional backlinks.Multimedia SEO Growth: Video, images, and interactive content will play a bigger role in organic visibility and engagement.Brand Authority in SEO: Companies with strong brand recognition will have a competitive edge in search rankings.Show LinksVisit Aashish's YouTube channel GMT TalkConnect with Aashish Krishna Kumar on LinkedInConnect with Alex Birkett 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/
Goldcast is the AI-powered video campaign platform used by enterprise B2B marketers to boost brand authority and drive revenue with engaging videos, events, and webinars. Goldcast is a tailored AI-powered B2B Video Campaign Platform that transforms marketing by putting video and events at the heart of the customer journey. Thousands of enterprise B2B marketers, from companies like 6Sense, LG, Zuora, and Mailchimp, leverage Goldcast to more effectively get in front of their audience, repurpose and create engaging and consumable video content, and capitalize on brand authority and intent. Elevate your videos and events with Goldcast for true audience engagement, brand development, and revenue growth Connect with Palash
Tien Tzuo, CEO of Zuora and a pioneer in the subscription economy, shares his journey and insights on transforming traditional business models into subscription-based ones. With over two decades of experience, starting with Salesforce, Tzuo has been at the forefront of the shift towards recurring revenue models, advocating for their application beyond software to various industries. His company, Zuora, provides technology that assists businesses in adopting subscription models, catering to a wide range of clients from tech giants like Salesforce and Zoom to traditional companies like General Motors and The New York Times. In 2018, Tzuo authored the book “Subscribed” to distill the lessons learned from diverse customer experiences, positioning himself as a leading voice in the subscription economy.Tzuo discusses the challenges and opportunities presented by the subscription model, particularly in professional services like legal and accounting. He recounts his experience with Deloitte Australia, which transitioned to a subscription model for its accounting services, offering a fixed monthly fee for basic services and charging separately for additional expertise. This approach not only transformed the client-provider dynamic by eliminating the disincentive to use services but also led to a more efficient, higher-margin business for Deloitte. Tzuo advocates for more flexibility in professional services, suggesting that subscription models can enhance client relationships and service value.__________________________Learn about Zuora and subscribe to Subscribed.Check out my new show, the Law for Kids Podcast.Get Connected with SixFifty, a business and employment legal document automation tool.Sign up for Gavel using the code LAWSUBSCRIBED to get 10% off an annual subscription.Visit Law Subscribed to subscribe to the Substack newsletter to get notified about every episode, listen from your web browser, and for additional content.Follow @lawsubscribed everywhere.Sign up for the Subscription Seminar waitlist at subscriptionseminar.com.Check out Mathew Kerbis' law firm Subscription Attorney LLC. Get full access to Law Subscribed at www.lawsubscribed.com/subscribe
Episode #36 of "Can I get that software in blue?", a podcast by and for people engaged in technology sales. If you are in the technology presales, solution architecture, sales, support or professional services career paths then this show is for you! Today we're talking with Jeff Yoshimura, or "Yosh" as his friends and colleagues know him. When it comes to high growth infrastructure companies, Yosh is at the top of his game having served as the Chief Marketing Officer at Synk and at Elastic before that. He's been through 3 IPOs (Salesforce, Zuora, and Elastic) and has some absolutely great stories to tell from his career including how the ELK stack came to appear on the tv show Mr. Robot. Our website: https://softwareinblue.com Twitter: https://twitter.com/softwareinblue LinkedIn: https://www.linkedin.com/showcase/softwareinblue Make sure to subscribe or follow us to get notified about our upcoming episodes: Youtube: https://www.youtube.com/channel/UC8qfPUKO_rPmtvuB4nV87rg Apple Podcasts: https://podcasts.apple.com/us/podcast/can-i-get-that-software-in-blue/id1561899125 Spotify: https://open.spotify.com/show/25r9ckggqIv6rGU8ca0WP2 Links mentioned in the episode: ELK Stack Mr. Robot: https://www.youtube.com/watch?v=3sWxfLNV_wE
Episode SummaryIn this episode Bill Kenney shares his journey from an art school student to a business owner, and how he co-founded Focus Lab with a business partner. The discussion covers common reasons why companies need to rebrand, such as company maturity, M&A activity, and addressing trademark issues. Bill offers tips for successful branding projects, including setting expectations, keeping the core team small, and trusting the process even when faced with criticism. He emphasizes maintaining a company's core values and culture while adapting to changing market needs. The episode also explores potential pitfalls in B2B branding, such as over-relying on competitors and seeking too many subjective opinions. About the guest Bill Kenney is the Co-founder, Partner, and CEO of Focus Lab and Odi, two global B2B branding agencies. Past clients include Marketo, Salesloft, Zuora, Braze, Outreach, LaunchDarkly, Twilio, Adobe, ASAPP, Luminate, Netflix, Shopify, and many others. Bill is also the author of the Amazon best-seller "Conquer Your Rebrand." When he's not working you can find Bill in one of three places: his couch, the local Jiu-Jitsu gym, or his camper in Vermont. Connect with Bill Kenney Key takeaways- Common reasons for rebranding include company maturity, M&A activity, trademark issues, and the need to differentiate from competitors. - Tips for successful branding projects include setting expectations, keeping the core team small, and trusting the process even when faced with criticism. - Maintaining a company's core values and culture is crucial when rebranding, as it helps bring the brand's heart and soul forward. - Potential pitfalls in B2B branding include over-relying on competitors, seeking too many subjective opinions, and over-emphasizing measuring ROI. - AI can be a useful tool in enhancing visual storytelling, but it cannot replace the human interaction and strategic decision-making required for successful branding. Quotes"The brand is going to be so much larger and different in received through different meanings than what it is when you're creating it." -Bill Kenney Recommended Resource Books: - “Daring Greatly” by Brene Brown - “Can't Hurt Me” by David Goggins - “Traction” by Gino Wickman - “The Infinite Game” by Simon Sinek Podcasts:- A Bit of Optimism hosted by Simon Sinek Connect with Bill Kenney | Follow us on LinkedIn | Website
In this episode of REACH, we're joined by Ninni Vanni who's been a C-level Executive Assistant for 10 years working for companies like Rula, ON24 and Zuora. Ninni holds a master's degree in communication, bringing a wealth of knowledge and expertise to the table to weigh in this topic. With a background finely tuned to the nuances of effective communication, Ninni is uniquely positioned to shed light on the intricate role that communication plays in supporting executives and managing the multifaceted and often delicate / diplomatic communications an Executive Assistant encounters. As we explore the importance of communication in this pivotal role, we'll unravel the impact of skills like active listening, information streamlining and the art of pushing back when necessary. Ninni's deep understanding of communication dynamics within and outside organizations will undoubtedly provide valuable insights for both aspiring and seasoned executive assistants.
Join us on this episode as we explore the dynamic world of subscriptions, AI, and CPQ (Configure, Price, Quote) alongside Dipesh Biswas, founder of WisKey LLC and author of an upcoming book. With over 30 years of consulting experience for firms like PwC, Deloitte, Cognizant, and Wipro, Dipesh brings a wealth of knowledge to the table. In this episode, you'll discover: The challenges of managing multiple subscription models: You'll learn why keeping up with multiple subscription models can be complex, and how AI can be leveraged to streamline the process. The power of predictive AI: Dipesh talks about existing AI and CPQ capabilities. The shift from subscriptions to consumption: We discuss the growing trend of transitioning from fixed subscription models to flexible, usage-based consumption models, exploring the "rule of 40" and the revenue potential it unlocks. Various subscription models: Discover different pricing strategies like value-based pricing and membership models. Real-world experience: Dipesh shares insights from his experience helping 9 companies successfully implement subscription models, offering valuable takeaways for your own business. Get ready to: Gain insider knowledge on the complex world of subscriptions. Understand the role of AI in optimizing your pricing and sales process. Navigate the shift from subscriptions to consumption models with confidence. Explore different pricing strategies to maximize your revenue potential. Don't miss out! Access the document discussed in the podcast here: https://drive.google.com/drive/folders/1M14Qmi6zuBd5M3uM0zC4PEEvVNx-4kPh?usp=drive_link Connect with Dipesh Biswas: dipeshbiswas@gmail.com This episode is packed with valuable insights for businesses of all sizes, so sign up for the CPQ Podcast today!
Episode #324 of The VentureFizz Podcast features Sameer Gulati, Founder & CEO of Ordway. Sameer loves SaaS and it's for good reason… it is expected that the size of the SaaS market may hit almost $1 trillion by 2030! Yes, the tech industry is having some challenges, but did you know that… even though the evolution to SaaS started 20 something years ago… the adoption of SaaS still only sits at a 36% adoption rate versus traditional on-premise software. There is still such a massive opportunity for growth. Ordway is a billing and revenue automation platform that is specifically designed for today's innovative, technology-centric business models. With Ordway you can automate billing, revenue recognition, and investor KPIs for recurring revenue from subscriptions or usage-based pricing models. The company is venture backed by leading VC firms like CRV, Clocktower Ventures, Lerer Hippeau, and others. In this episode of our podcast, we cover: * A deep conversation around the current state of the SaaS industry and the evolution of pricing models. * Sameer's background story and how he joined one of the first SaaS companies called Intacct which exited for a billion dollars. * Working as part of the early stage team at Workday, Zuora, Zynga, GrubBeat, and Spree Commerce. * How he leveraged his experience in finance and billing software to disrupt the industry and build Ordway, plus all the details on the company. * Why it is a bad idea to over-capitalize your startup. * The importance of being a mission critical application versus a nice-to-have solution. * And so much more.
After more than a decade in business, Zuora was ready to expand its reach and needed a brand that would position it as the only choice for enterprises working to build, run, or grow a subscription solution in its industry. Former VP of Brand Experience at Zuora, Sergio Claudio, sat down with Focus Lab CEO Bill Kenney to reflect back on their work together. They discuss how brand is crucial to make people believe, the importance of a committed driver on a rebrand project of this scope, and why brand is a customer-centric investment. See more of our work with Zuora at focuslab.agency/work/zuora
Unser heutiger Gast hat an der Universität Duisburg-Essen BWL mit den Schwerpunkten Wirtschaftsinformatik und Marketing studiert und mit einem Diplom-Kaufmann abgeschlossen. Nach leitenden Positionen im Vertrieb und Marketing bei Unternehmen wie Salesforce, Zuora, Snowflake, Siemens und Oracle ist er seit April 2023 als Head of DACH bei Asana. Sein Auftrag dort ist es, das Wachstum in der Region vorantreiben. Zu seinem Einstieg bei ASANA lies er sich in der Pressemitteilung wie folgt zitieren: "My role has always been to operate at the intersection of technology, culture, and change of business model, and Asana's mission to enable the world's teams to work together effortlessly aligns closely with this." Doch unser Gast kommt nicht alleine. Mitgebracht hat er einen seiner Kunden. Er ist einer führenden deutschen Experten im Online-Marketing und wahrscheinlich der führende deutsche Experte im B-to-B Online-Marketing, er ist ein guter Freund und er ist Co-Founder von finc3 und Bizmut die seit Kurzem als Front Row firmieren. Seit fast 7 Jahren beschäftigen wir uns nun schon mit der Frage, wie Arbeit den Menschen stärkt - statt ihn zu schwächen. In über 400 Folgen haben wir uns mit über 500 Menschen darüber unterhalten, was sich für sie geändert hat und was sich weiter ändern muss. Wir sind uns ganz sicher, dass es gerade jetzt wichtig ist. Denn die Idee von “New Work” wurde während einer echten Krise entwickelt. Welche Rolle spielt Technologie für eine gute Zusammenarbeit ganz allgemein? Und wie kann Software ganz konkret dabei helfen? Wir suchen nach Methoden, Vorbildern, Erfahrungen, Tools und Ideen, die uns dem Kern von New Work näher bringen! Darüber hinaus beschäftigt uns von Anfang an die Frage, ob wirklich alle Menschen das finden und leben können, was sie im Innersten wirklich, wirklich wollen. Ihr seid bei On the Way to New Work - heute mit Veit Brücker und Björn Sjut.
In the second episode of this two-part series from Mx3 AI, a new pop-up conference we collaborated on with Media Makers Meet, we look at why, how and when publishers are integrating AI into their newsrooms. AI is not a pie-in-the-sky dream for media companies: it hasn't been for years. For close to a decade questions about whether AI will replace or empower journalists have been raised at conferences and in newsrooms. Over the past few years the conversation has changed. It is now no longer a question of ‘if' AI will be integrated throughout the newsroom, but ‘when'. In December, Media Voices collaborated with Media Makers Meet on their Mx3 AI conference in London. The speakers – drawn from across the media industry from recruitment to newsroom – confirmed that AI is already suffusing the industry. But where they offered invaluable insight was around ensuring it is used effectively and with consideration for the business goals and employees of publishers. As the official report from the event notes: “A key theme throughout… was the need for publishers to act immediately and start experimenting with AI, albeit with clear business goals at front of mind.” This episode is the second of a two-part series from Mx3 AI. The first, looking at opportunities, regulation and risks around AI, can be found below this episode in the feed. There is also a corresponding report from the event, written by Media Makers Meet, available to download here. Media Voices and Media Makers Meet would like to thank FT Strategies, InsurAds, Labrador CMS, Miso, Sub(x) and Zuora for sponsoring the conference.
Do you feel like you're the only (insert blank) person in the room? And you feel a sense of otherness? Valerie shares: - How getting burnt out taught her to take care of herself and embrace herself. - How she survived Big Law, is a recovering lawyer, and is now using those experiences to create inclusion and belonging. - How she understands that feeling othered is sometimes by design and sometimes by default, and how to intentionally and strategically make changes that have the greatest impact. - Why she created Black Girl Magic groups at her workplaces to uplift and embrace Black women in the company. - Why it's important when you're in a role where you give to others to remind yourself to give yourself love and compassion first. - The importance of taking care of your mental wellness to be able to live a good life and do good work. Connect with Valerie at on LinkedIn at https://www.linkedin.com/in/vadjackson/. Follow Samorn on LinkedIn at https://www.linkedin.com/in/samornselim/. Get a copy of Samorn's book, “Belonging: Self Love Lessons From A Workaholic Depressed Insomniac Lawyer” at https://tinyurl.com/swpc578c. Get weekly career tips by signing up for our advice column at www.careerunicorns.com.
In this last episode of Media Voices in 2023 we take a big picture look at AI, based off our recent collaboration with Media Makers Meet on their Mx3 AI conference. We hear from experts from Immediate Media, Ipsos, the News Media Association and more, about where they are placing their chips to take advantage of the fastest-moving area of media. This holistic look at AI in the newsroom has been split into two parts. In this first part we set the scene for AI and its use in publishing, as experts tell us how to prepare for internal and external changes to media businesses. The second part - coming in the new year - is comprised of case studies from publishers already getting their hands dirty with AI tech. Media Voices and Media Makers Meet would like to thank FT Strategies, InsurAds, Labrador CMS, Miso, Sub(x) and Zuora for sponsoring the conference.
Episode Summary In this episode of Sunny Side Up, Corrine Kasman interviews Helana Zhang on her role in shaping Atlassian's ABM strategy. Helena delves into her career from the semiconductor industry to leading Atlassian's global ABM team. Helena shares her key strategies, such as aligning marketing with sales goals and focusing on top-tier enterprise accounts. She highlights the significance of differentiating between one-to-one and one-to-few strategies, particularly for global accounts with complex structures. Helena emphasises the importance of detailed documentation and goal-setting for effective collaboration across teams and also discusses integrating events into ABM strategies and balancing operational and strategic roles. About the Guest Helana is a seasoned enterprise marketer and is currently the Head of Global Account-based Marketing at Atlassian. She has over a decade of experience in ABM, demand generation, and event marketing roles. Prior to Atlassian, Helana led demand gen and campaigns teams at Zuora, Optimizely, and Cisco Meraki, but began her career in the semiconductor space at Texas Instruments in Dallas. Outside of work, Helana enjoys hiking and running around Marin County and chasing around her two-year-old daughter. Connect with Helena Zhang Key Takeaways - Recognise the importance of clearly defining roles within a team, as Helena does with strategists, campaign managers, and others on the ABM team. - Marketing efforts must be closely aligned with sales goals, as seen in the strategists' role of owning pipeline numbers and aligning with sales. - Pay attention to specific areas like top-of-funnel and executive journey marketing to reach the right audience. - Deepen engagement with key accounts by developing in-depth strategies for top-tier enterprise accounts. - Target CXO and Top-of-Funnel Marketing: Allocate dedicated resources to these areas, emphasising analytics and conversion rates. - Shift from broad marketing influence metrics to detailed milestone-based assessments. - Consider the entire journey from deal acceleration to customer loyalty and adoption. - Coordinate with sales teams to ensure marketing efforts complement sales strategies, particularly in competitive or coexistent environments. - Manage the trade-offs between one-to-one and one-to-few campaigns, allocating resources effectively. - Use events as opportunities for high-touch, personalised engagement with key decision-makers. - Document processes and playbooks diligently to ensure clarity and accountability. - Clearly define the goals of collaboration in initial conversations with new teams. Quote “We really have to start to shift that narrative around ABM to focus more deeply on the milestones that we are delivering in each campaign.” – Helana Zhang Recommended Resource Morning Brew The Hustle Daily Newsletter Robinhood Snacks Connect with Helena Zhang | Follow us on LinkedIn | Website
Zuora, Inc., Q3 2024 Earnings Call, Nov 29, 2023
Unlock the secrets of data-driven customer growth with our expert panel featuring Nitzan Shaer, CEO and Co-Founder of WEVO, Kyle Augustus Kolich, VP & GM of Product at Zuora, Rachel Obstler, CPO at Heap, and Debbie Braney, SVP of Global Marketing at Glassbox. Explore how cultural change, continuous leadership reinforcement, and strategic decision-making shape the path to digital transformation success.Get the FREE Product Book and check out our curated list of Product Management resources here.
"I firmly believe that for-profit technology companies stand the best chance of solving many of the world's toughest problems and venture lets me be a part of that process." Amy is a Partner at Costanoa Ventures where she focuses primarily on fintech. In addition to deepening the firm's fintech portfolio in the US, Amy has driven the firm's expansion into emerging markets, specifically into Latin America and Africa. Her primary focus is on seed and series A stage B2B fintech companies, which encompass everything from fintech infrastructure to payments to application-layer tools. She has led multiple investments, including Assis, Malga, Highline, and Highnote. Before joining Costanoa in 2019, Amy ran North American sales strategy and operations at Zuora, a public enterprise software company. Prior to that, she spent three years investing in growth stage technology companies at Summit Partners, where her investments included Podium, InfoArmor (acq. AllState), and onXmaps. Amy began her career on Wall Street, working at JP Morgan where she spent time as a technology investment banker and as an equities trader focused on financial services.
In this episode you hear from John Banks (CEO & Founder) and Sean Joyce (Head of Go-To-Market) of Continuous Technologies which have a combined 45+ years of business experience. Here they talk about usage consumption pricing models, their relationship with Salesforce, credit burndown, scaling their solution, enhancing their solution, clicks-not code, integrations/enhancements with billing systems, AI/ML and much more John Banks - Contact Info LinkedIn https://www.linkedin.com/in/banks/ email john@continuoustech.com Sean Joyce - Contact Info LinkedIn https://www.linkedin.com/in/seanjoyce/ email sean@continuoustech.com
Welcome back to The SaaS CFO Podcast! In today's episode, we have a special guest, Sandeep Jain, co-founder and CEO of Monetize Now. Sandeep has a unique background in engineering, product, and sales, which has given him a fresh perspective in the tech industry. He shares his journey, from working in various industries to starting his own companies, including his current venture, Monetize Now. Sandeep dives into the problem he encountered in the podcast distribution space and how it led him to the realization that billing systems for B2B SaaS companies lacked efficiency. This realization sparked the creation of Monetize Now, a revenue operations platform that aims to solve the complex billing challenges faced by B2B SaaS companies. Sandeep also discusses the market size considerations for startups, the importance of understanding the problem you're solving, and the key focus of Monetize Now in assisting companies with revenues ranging from zero to 100 million dollars. Stay tuned for an insightful conversation about the future of revenue operations and the impact it has on scaling SaaS businesses. Show Notes: [00:00:16] Engineering, product, sales mix led to unique perspectives. [00:03:14] MonetizeNow builds revenue operations platform for SaaS companies. [00:08:58] Revenue operations hindered by tooling limitations. Vendors overlooked SaaS requirements for integration. [00:12:46] Early stages, twelve+ customers, replacing Zuora, best architecture. [00:15:33] Risks faced, but success in funding rounds. [00:18:55] CEOs with engineering backgrounds need sales skills. [00:21:52] Signed deals, competitive replacements, exciting revenue growth. Links: SaaS Fundraising Stories: https://www.monetizenow.io/blog/announcing-3m| Sandeep Jain's LinkedIn: https://www.linkedin.com/in/sandeeja/ Monetize Now's LinkedIn: https://www.linkedin.com/company/monetizenow/ To know more about Ben check out the links below: Subscribe to Ben's daily metrics newsletter: https://saasmetricsschool.beehiiv.com/subscribe Subscribe to Ben's SaaS newsletter: https://mailchi.mp/df1db6bf8bca/the-saas-cfo-sign-up-landing-page SaaS Metrics courses here: https://www.thesaasacademy.com/ Join Ben's SaaS community here: https://www.thesaasacademy.com/offers/ivNjwYDx/checkout Follow Ben on LinkedIn: https://www.linkedin.com/in/benrmurray
In this episode you hear from Meredith Schmidt (EVP & GM) and Brion Schweers (SVP) of Salesforce which have a combined 55+ years of business experience! Here they talk about the latest Salesforce Revenue Cloud release as well as upcoming releases that are expected to bring big changes, Dreamforce 2023, Salesforce layoffs from earlier this year, "re-platforming" of their solution, Salesforce price increases, artificial intelligence and much more LinkedIn Meredith https://www.linkedin.com/in/meredith-schmidt-5446a0/ LinkedIn Brion https://www.linkedin.com/in/brion-schweers-71363211/
In this episode you hear from Sri Nagavarapu, Sr. Director of Business Applications at Crowdstrike. Sri has 20+ years of business experience and was with companies like PwC, Splunk, Brocade and Tech Mahindra before he joined Crowdstrike in 2022. He lives in the San Francisco Bay Area with his family. Here he talks about Salesforce CPQ, Dreamforce 2023, hypergrowth for SaaS customers, eCommerce, AI, his experience as CPQ customer and CPQ consultant, customer satisfaction with CPQ Solutions, demands for user experience much more website www.crowdstrike.com LinkedIn https://www.linkedin.com/in/nagavarapu/
In this episode you hear from Zuora VP & GM of Product Kyle Kolich. Kyle has 20+ years of experience and was with companies like Accenture, Deloitte and Salesforce before he joined Zuora in 2011. He lives with his family in New York City, NY. Here he talks about Zuora CPQ, integrations with eCommerce solutions, AI, headless, open API and much more Subscribed Connect London - https://www.zuora.com/resources/events/subscribed-connect-london/ Kyle's Product Manager Podcast - https://plus.zuora.com/plus/can-i-speak-to-your-product-manager LinkedIn https://www.linkedin.com/in/kylekolich/
This episode features an interview with Morgan Norman, Chief Marketing Officer at Dialpad. Previously, Morgan was a marketing executive at Copper, Zuora, NetSuite, and Microsoft. He has spent his career marketing for both startups to scale-ups and has helped companies grow to more than $1 billion in revenue.In this episode, Kailey sits down with Morgan to discuss the importance of onboarding, product-led growth models, and marketing AI products in a saturated market.-------------------Key Takeaways:Getting users to adopt AI is all about presenting them with features that work best for them. Instead of throwing all of the features at them, educate them on a few options that are interesting to them and will help their business thrive.When a user is moving to a PLG model, it's important to consider their cognitive load. In order to avoid overwhelming them, scale back the number of questions you're asking them and the number of decisions you're wanting them to make. Then, confirm with the user that they feel confident and successful in the choices they've made.When users are onboarding, you have to balance when to engage with them and when to let them learn the product on their own. Figure out what type of user they are, what segment, and what industry to decide which type of engagement will work best.-------------------“The way I really think about PLG, at the top level, is cognitive load. Are you overwhelming the user? How many decisions are you asking them to make? The first thing is to reduce the cognitive load as much as possible from a visual perspective and also a step perspective. The next piece on that is user confirmation. Confirming to the user that they've done the right thing and that they feel successful.” – Morgan Norman-------------------Episode Timestamps:*(02:19) - Morgan's career journey*(08:41) - How Dialpad is implementing AI*(19:25) - How PLG is being used to educate users and build marketing programs*(23:26) - How Morgan defines “good data”*(29:41) - How Dialpad is increasing conversion*(34:36) - An example of another company doing it right with customer engagement (hint: it's Airtable, monday, Asana)*(41:13) - Morgan's recommendations for upleveling customer experience strategies-------------------Links:Connect with Morgan on LinkedInConnect with Kailey on LinkedInLearn more about Caspian Studios-------------------SponsorGood Data, Better Marketing is brought to you by Twilio Segment. In today's digital-first economy, being data-driven is no longer aspirational. It's necessary. Find out why over 20,000 businesses trust Segment to enable personalized, consistent, real-time customer experiences by visiting Segment.com
Adam is joined by Penny Moran, the Head of Competitive Intelligence at Zuora, in the final episode of our three-part series on competitive intel newsletters. Penny shares why she believes competitive intel newsletters are a key element in branding your compete program, how it can be a tool to help draw attention to your program beyond your immediate stakeholders, and how she tailors her newsletter to different audiences. Get more expert tips on building a competitive intel newsletter with our Competitive Intel Newsletter Guide & Template. A downloadable slide deck with best practices, the ultimate template, and advice from the best compete pros in the business.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments(00:00) Intro(02:11) Matt's three tips for writing an intel newsletter(04:54) Matt's go-to structure and format(09:51) Delivering intel newsletters to different audiences(13:45) Giving execs the intel they need(19:31) Partnering with revenue leadersProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor's world, continuously updating and connecting dots to help you win more business. It's a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses.
Rohan Batra is the Global Head of Partnerships at Pigment and previously built a successful partnership program at Zuora. He joins Chad Pyke on The EPM Show to share his take on how to create successful partner ecosystems. In this episode you will learn: → How a the partnership model ultimately benefits the customer. → The defining characteristics of a thriving partner ecosystem. → The core principles of Pigment's Partner Universe. → How to identify the right partners for your ecosystem and why bigger isn't always better. → Why partnerships ultimately enhance the sales cycle and make everyone more successful. → Practical steps to growing a career in partnerships. Visit all the pertinent links: cothryve.co/links
Zuora, Inc., Q2 2024 Earnings Call, Aug 23, 2023
Zuora, Inc., Q1 2024 Earnings Call, May 24, 2023
Ever wonder where the term “Subscription Economy” came from? In a nutshell, it came from Tien Tzuo, CEO and founder of Zuora. Today, Tien is recognized as one of the thought leaders in the software-as-a-service industry. He founded Zuora in 2007, ultimately building one of the fastest-growing SaaS companies. Over the years, he's evangelized the shift to subscription-based business models and the complex billing structures they inherit. In today's episode, Tien talks about how his work at SalesForce—he was employee number 11—impacted the work he's doing today with Zuora, the importance of customer relationships, the evolution of subscription-based services, and what the future of SaaS companies looks like. How to view customers as subscribers“We think less of the subscription and more of the subscriber, and our view is that the modern business starts with a customer and envisions a customer as a subscriber.”Building subscriber relationships“So it's a re-envisioning start with the relationship, build relationships...There's so many companies out there and so many ways of thinking that says, look, we're just trying to do a deal, versus we're trying to count how many relationships we have, and then find all sorts of ways to monetize those relationships."The trend of ‘anything as a service'"This whole SaaS thing that you and I live in and take for granted, it's going to evolve and take over the world. It's not software eats the world, right? It's really 'as a service' eats the world. And this whole idea of anything as a service is probably the biggest trend in the next 10, 20 years."
Mikey Goldman is part of the over-prescribed generation directly impacted by the ease at which serious drugs were “handed” out to kids and teens before natural alternatives were even discussed. He grew up with a racing mind, always struggling in school to focus and sit still. Formally diagnosed with severe ADHD and math dyslexia (dyscalculia) in highschool, he was later prescribed Vyvanse in college which led to severe side effects that resulted in a snowballing of prescription drug use including daily prescriptions from his doctor of Vyvanse, Adderall, Klonopin, Ambien, and Xanax.Through a brutal withdrawal period, Mikey eventually got off all prescriptions, and sought to find a natural solution for his ADHD + racing mind. After experimenting with dozens (if not hundreds) of wellness products, experiences, and drug alternatives, Mikey was mesmerized by the benefits of Deep Touch Pressure and weighted technology, but like many people with ADHD, he found weighted blankets uncomfortable. Quiet Mind solves for those areas of discomfort with an alternative in the form of the first-ever Original Weighted Pillow, a convenient and reliable solution for people like me - and it's only the beginning. Prior to launching Quiet Mind, Mikey worked in marketing and social media in the tech industry for companies like GreenPark Sports, Insightly, and Zuora. Quiet mind is his ticket to a joy-filled and purpose-driven career to help people never feel that way.In This Conversation We Discuss: [00:00] Intro[00:59] What are Quiet Mind's products?[01:40] Where the idea of weighted pillows come from[03:26] The weighted blankets trend during the pandemic[03:53] Weighted blankets are cumbersome[04:27] Weighted pillows might be the solution[05:31] The next step after getting the idea[06:30] How Mikey performed “prototyping”[06:52] Finally telling others about the idea[07:11] Figuring the target demographic[07:26] What pushed Mikey to dive in[07:45] What's next after deciding to pursue the market[08:32] Phase 1 for Quiet Mind: Prototyping[09:06] The importance of starting with the right people[10:05] Put your own money in to condition yourself[10:47] Mikey's tiered approach to outside investors[11:45] Sponsor: Electric Eye electriceye.io/connect[12:42] Sponsor: JSON-LD For SEO jsonld.app[13:59] Sponsor: Retention.com retention.com/honest[14:51] Using an adjacent product to get feedback[17:11] Getting the word out there while still under wraps[17:58] Meeting the Gravity Blankets founder[18:34] You need to be careful if you have a novel idea[19:14] The secret to founders' peace of mind[19:56] The product, the founder, and the story[20:50] Why PR is the number one choice for Mikey[21:36] Quiet Mind's SEO strategy[21:52] The timing for SEO and PR[22:39] The biggest challenge for a new product[22:50] Educating audiences with your new product[24:35] Why should get the product to market ASAP[26:12] Lessons with overseas manufacturing during Covid[27:52] Where to find Quiet Mind productsResources:Subscribe to Honest Ecommerce on YoutubeConnect with Mikey linkedin.com/in/mikeygoldmanA wellness brand offering clever solutions to help people suffering from common disorders like ADHD, anxiety, stress, insomnia, and loneliness onequietmind.comFollow Quiet Mind on Instagram @quietmindSchedule an intro call with one of our experts electriceye.io/connectGet your free structured data audit for your store jsonld.appBook your demo today and get 20% off the annual commitment fee retention.com/honestIf you're enjoying the show, we'd love it if you left Honest Ecommerce a review on Apple Podcasts. It makes a huge impact on the success of the podcast, and we love reading every one of your reviews!
In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks to the Co-Founder & CEOof Enable Us, Jinal Jhaveri.Connecting with Jinal Jhaveri can provide immense value to aspiring entrepreneurs, investors, and professionals in the technology and education sectors. Jinal's proven track record in founding and leading successful technology companies offers invaluable insights and guidance on navigating the competitive landscape. As a venture and secondary investor in over 100 technology firms, Jinal keenly understands the industry's trends and growth opportunities. His extensive experience, innovative mindset, and strategic vision are crucial for personal growth, business development, and investment decisions. About Jinal Jhaveri:Jinal is a serial entrepreneur specializing in founding and leading innovative technology software companies. Jhaveri's extensive experience, anything-is-possible attitude, and customer-focused mindset have made Enable Us a world-class seller and buyer enablement platform. He successfully founded SchoolMint, an online enrollment platform helping 20,000+ schools in the US attract, enroll, and retain students. SchoolMint was successfully acquired by BV Investment Partners. Jhaveri currently serves as SchoolMint's Chairman of the Board. He also founded Mismo, which provides integrated remote engineering, design, and customer success teams in Central America.Jhaveri is also a venture and secondary investor in 100+ technology companies, such as Facebook, Square, Github, Zuora, 23andMe, Palantir, Cohesity, Impossible Foods, Automattic, Invision, as well as early-stage education companies, such as GlimpseK12, KickUp, CourseDog, WonderSchool, Tailor-Ed, and SV Academy. He lives in the San Francisco Bay Area with his wife and two daughters.About Enable Us: Enable Us, a groundbreaking B2B digital buying platform, focuses on improving efficiency, transparency, and personalization for sellers, buyers, and customers. The buyer-centric enablement solution integrates with existing sales and marketing tools, enhancing sales efficiency and expediting revenue growth. Notable features include Digital Sales Rooms, Mutual Action Plans, Onboarding and Training Rooms, Content Management, Customer Reference Management, and real-time behavior insights. Known for its user-friendly design and seamless adoption, Enable Us offers exceptional customer support and is a trusted business partner. By revolutionizing the buying experience throughout the customer journey, Enable Us sets a new standard in the B2B digital buying landscape.Apply to be a Guest on The Thoughtful Entrepreneur: https://go.upmyinfluence.com/podcast-guestLinks Mentioned in this Episode:Want to learn more? Check out Enable Us website at https://www.enableus.com/Check out Enable Us on LinkedIn at https://www.linkedin.com/company/enableus/Check out Enable Us on Twitter at https://twitter.com/EnableUsInfoCheck out Jinal Jhaveri on LinkedIn at
Brought to you by Coda—Meet the evolution of docs | Lenny's Job Board—Hire the best product people. Find the best product gigs | Eco—Your most rewarding app—Andy Raskin helps CEOs align their leadership teams around a strategic narrative—a single story that powers success in sales, marketing, product, fundraising, and recruiting. His clients include Gong, Dropbox, Uber, Salesforce, Square, and IBM. In today's episode, we discuss:• What a strategic narrative is, and how to craft one• How having a strategic narrative can bring alignment to your entire company• Examples of strategic narratives in action• Who needs a strategic narrative and who doesn't• Why Andy thinks about movements instead of categories—Find the transcript at: https://www.lennyspodcast.com/the-power-of-strategic-narrative-andy-raskin/#transcript—Where to find Andy Raskin:• LinkedIn: https://www.linkedin.com/in/andyraskin/• Website: https://www.andyraskin.com/• Podcast: https://andyraskin.com/podcast/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Andy's background(08:03) What is a strategic narrative?(10:34) How Salesforce would have pitched the old way(12:02) Examples of a strategic narrative in action (15:23) How one piece of writing skyrocketed Andy's career(16:40) The power of writing online(17:53) Two paths to writing online(19:27) Naming the old game(20:59) Naming the stakes (23:29) Naming the objective(25:17) Naming the obstacles(26:35) Overcoming the obstacles(26:57) How the strategic narrative parallels the hero's journey (28:25) Telling one story well vs. being a good storyteller(29:18) The 5-step framework summarized(31:33) An example of the 5-step framework in action(36:12) The impact of shifting to the strategic narrative approach (39:08) Companies that are nailing their strategic narrative (40:36) Why Andy thinks about movements instead of categories(44:15) Should every company have a strategic narrative?(46:33) Signs that something is broken in your strategic narrative(48:53) Steps to get started on your own(51:36) How to reach Andy(51:53) Why the second session is the low point in the process(55:30) Why the CEO needs to be part of the process(57:40) Lightning round—Referenced:• Salesforce: https://www.salesforce.com/• Marc Benioff: https://www.linkedin.com/in/marcbenioff/• Zuora: https://www.zuora.com/• The Greatest Sales Deck I've Ever Seen: https://medium.com/the-mission/the-greatest-sales-deck-ive-ever-seen-4f4ef3391ba0• Gong: https://www.gong.io/• Tien Tzuo: https://www.linkedin.com/in/tientzuo/• Want a Better Pitch? Master the “Move”: https://medium.com/firm-narrative/want-a-better-pitch-master-the-move-5fbee071ca7f• Star Wars: https://www.starwars.com/• The Hero with a Thousand Faces: https://www.amazon.com/Thousand-Faces-Collected-Joseph-Campbell/dp/1577315936• 360Learning: https://360learning.com/• Nick Hernandez: https://www.linkedin.com/in/nicoconut/• Amit Bendov: https://www.linkedin.com/in/amitbendov/• Drift: https://www.drift.com/• OneTrust: https://www.onetrust.com/• “Shitty First Drafts” by Anne Lamott: https://learning.hccs.edu/faculty/pamela.golden/engl2327/shitty-first-drafts-by-anne-lamott/view• Story: https://www.amazon.com/Story-Substance-Structure-Principles-Screenwriting/• Out of Sheer Rage: https://www.amazon.com/Out-Sheer-Rage-Wrestling-Lawrence/• Station Eleven: https://www.imdb.com/title/tt10574236/• Fitbit: https://www.fitbit.com/global/us/home• Apple Watch: https://www.apple.com/watch—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe
I've been guilty of quoting the phrase “The subscription Economy” many times over the last few years without really knowing who coined it - its origins are actually with Tien Tzuo, CEO of Zuora.To explain more, I was joined by John Smith Phillips, Senior Vice President of SVP Sales & General Manager, EMEA at Zuora on the latest Actionable Futurist Podcast.We looked at how subscription services might adapt in the future and looked at how John and his clients are currently moving towards a recurring revenue model.Zuora has helped businesses in all industries transition to subscription models, working with businesses from the Guardian to Schneider Electric.As John mentions, when you have a recurring revenue model and platform, you can actually see how your customers are consuming the service - and make changes or better versions of the existing product. This is a fascinating chat about something many of us take for granted.More on JohnJohn on LinkedInZuora WebsiteYour Host: Actionable Futurist® & Chief Futurist Andrew GrillFor more on Andrew - what he speaks about and recent talks, please visit ActionableFuturist.com Andrew's Social ChannelsAndrew on LinkedIn@AndrewGrill on Twitter @Andrew.Grill on InstagramKeynote speeches hereAndrew's upcoming book
Andy Raskin is the storyteller of Silicon Valley, the master of strategic narrative. Andy helps CEOs align their teams around a strategic narrative in order to power success in sales, marketing, fundraising, product and recruiting. Clients include VC-backed companies funded by top VC firms like Andreessen Horowitz, Accel, Google Ventures, and First Round Capital. He's also led strategic narrative training at Salesforce, Uber, Square, Yelp, VMware, Intel, General Assembly and more. On Andy's podcast "The Bigger Narrative" he talks to CEOs from companies like Zuora, Grin, 360Learning, and Contentful about the power and impact of strategic narrative. Andy was on the show before - Episode 61 - “How To Tell A Different Story And Create A Movement” back in 2021! So check that one out too. In this episode we cover: Quick reminder re: what is strategic narrative; What does creativity mean to you; Why startups that are using strategic narrative tend to be more creative (they're using story as the groundwork for everything they do); How to run an effective brainstorming session (need to separate idea generation + evaluation); Andy's creative inspirations. You can find Andy on LinkedIn Check out his website For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review! And whenever you're ready, there are 3 ways I can help you: 1. Startup marketing strategy, execution and advising, I'm like your fractional head of marketing (25+ happy clients and mentees) >> www.furmanovmarketing.com 2. Sign up to get my monthly newsletter where I'm sharing playbooks and insights and cracking some jokes that will make you smile guaranteed >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba 3. Sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> https://anchor.fm/anna-furmanov You can also find me hanging out on LinkedIn every week: www.linkedin.com/in/annafurmanov --- Send in a voice message: https://anchor.fm/anna-furmanov/message
Zuora, Inc., Q4 2023 Earnings Call, Mar 01, 2023
Why Zuora CEO Tien Tzuo (ZUO) says the future may be in the ability to rent everything everywhere for everyone. The path to profitability at Airbnb (ABNB). Ardmore Shipping (ASC) has a strong wind at its back… but still faces questions of illegal shipping with Russia. WESCO International (WCC) looks to digitize its legacy business and make the most of artificial intelligence. The Drill Down with Cory Johnson offers a regular look at the business stories behind stocks on the move. Learn more about your ad choices. Visit megaphone.fm/adchoices
Parul Saini has been a technology leader at tech-first companies like Zuora, Splunk, and Uber for more than a decade in roles with increasing responsibility. She has had a birdseye view of AI tech trends and the future of work. In her current role at Uber, her service portfolio includes contact center, employee productivity, and identity management applications.Today, we learn from an expert how to manage enterprise apps that support thousands of employees for a rapidly growing global company.Listen and learn...Why "empathy" is the baseline for ITHow to hire and retain IT talentHow to navigate the dual challenges of being a technology leader and people manager simultaneouslyHow to use AI to increase the velocity of hiring decisionsWhy great CIOs... are also great at sales and marketingWhat Parul has learned from Shantanu Narayen, Adobe CEO, and Dara Khosrowshahi, Uber CEOOne thing only Uber insiders knowParul's advice for aspiring female IT leadersReferences in this episode...Mark Settle, seven-time CIO, on AI and the Future of WorkHow autonomous vehicles are changing global traffic patterns
Can't believe we have closed out our 3rd season of Whiskey, Jazz and Leadership. In this episode, Galen Bingham recaps key lessons and memories with Audrey Weidlick. Grab one the way you like to drink it and sit back as we reminisce over amazing conversations with season 3 guests like: Jim Dinkins (CEO of The Honey Baked Hame Co)- 5:31 Connie St. John (Leadership Expert and Former TV Network Executive)- 9:36 Joe Cavaliere (Global Group President of Hanes Innerware) - 14:18 Dave Peacock (Former CEO of Anheuser-Busch) - 18:09 Rod Bourn (HR Consultant, Speaker and Author of Down Set Lead - 26:45 S. Michelle Nevarez (Consultant, Trainer, Coach and Author of Beyond Emotional Intelligence) - 30:17 Dr. Tim Huffman (Assistant Professor at St. Louis University) - 36:47 Valerie Jackson (Lawyer, Coach, SVP and Chief Diversity Officer at Zuora) - 40:29 Charles Botts III (Nationally Recognized Workforce Development Expert) - 48:52 Clayton Evans (SVP at Simmons Bank and Kappa Alpha Psi, Fraternity, Inc. Life Member ) - 52:09 Havilah Malone (Television and Commercial Actress, Author of Rewriting A New History) - 56:56 Teresa Bruni (Spiritual Healer) - 1:03:46 Dr. John Garris (Retired Educator and Galen's Father-in-Law) - 1:06:52 John Sattem (Retired Coca-Cola Sr. Executive and Author of Light Your Path to Success) - 1:10:45 Marcus Ogden (Former NFL Player, Speaker and Howard University Hall of Fame Member) - 1:17:26 Scott Sanders (Retired Navy Commander and Founder of Tobacco Barn Whiskey Distillery) - 1:22:55 Monica Morgan (International Photo Journalist and Host of Monica Speaks Radio Show) - 1:25:25 Dana Bingham Guanillo (Founder of Makeda Filmworks and Galen's sister) - 1:32:20 Regis Bingham (Financial Services Professional and Galen's brother) - 1:36:03 ------------- For additional content and exclusives, become a VIP on Patreon Subscribe to our newsletter to find out more about our upcoming guests, jazz and whiskey favorites, and, updates from the show. Follow us on Facebook, Instagram, and Linkedin @whiskeyjazzandleadership #whiskey #jazz #Leadership #whiskeyjazzandleadership #UncleNearest, #TobaccoBarnWhiskey, #JackDaniels #kilnglobalcoaching #galenbingham #JimDinkins #ConnieStJohn #JoeCavaliere #DavePeacock #RodBourn #SMichelleNevarez #BeyondEmotionalIntelligence #TimHuffman #StPatrickCenter #ValerieJackson #CharlesBotts #ClaytonEvans #KappaAlphaPsi #Nupes #HavilahMalone #ProofofWhatsPossible #TeresaBruni #JohnGarris #JohnSattem #Coca-Cola #MarcusOgden #HowardUniversity #ScottSanders #MonicaMorgan #DanaBingham #MakedaFilmworks #RegisBingham #GeorgeBingham #Schnucks Learn more about your ad choices. Visit megaphone.fm/adchoices
This episode features an interview with Alvina Antar, CIO at Okta. Alvina leads the Business Technology Organization and is responsible for enabling a smooth customer and employee experience. Prior to joining Okta, she spent 17 years at Dell and served as Zuora's first ever CIO.In this episode, Mike and Alvina discuss identity-first security, automating business processes through AI and ML, and leading by example to achieve a more diverse industry.-----------------“For the longest time we've heard how there's a ton of friction between the CIO and CISO and IT and security teams. Where the security organization is developing strategies and IT hears about it and has to somehow deliver and execute against that strategy without any input around the decisions or choices that are made. And in reality, in order for us to be successful, we really need to operate as one team. And that's exactly what we're doing here. The only way we can really build a security-first culture is if we operate as one team. And not only just between IT and security, it's really building security champions across every part of the business. Every single employee should feel accountable for hardening our security posture.” – Alvina Antar-----------------Episode Timestamps:*(02:37): Alvina's journey to becoming a CIO *(05:01): How Okta uses Okta *(10:38): How Alvina thinks of her role in the current environment*(18:17): Alvina's take on security as a team sport*(22:22): Alvina's advice for speaking to the board about security*(26:29): How Alvina is building a human firewall*(30:31): 2030 Goggles*(33:10): How we can get more diversity in security*(35:29): Quick Hits*(38:09): Mike's takeaways from his conversation with Alvina-----------------Links:Connect with Alvina on LinkedInConnect with Mike Anderson LinkedInwww.netskope.com
listen now and see what it's like to be a director of global services!
Naomi Ionita is a Partner at the venture capital firm, Menlo Ventures. She started her career in engineering in 2002, shifted to product in 2006, and built product growth and monetization teams starting over a decade ago as one of the first PLG leaders in B2B. She was an early mentor at Reforge and her expertise is in building full-stack growth teams and cultures, launching new products, and helping existing products monetize and retain their users. Consider today's episode a master class on monetization and pricing. We talk about common mistakes made by founders, specific experiments for how to determine pricing, and why initial growth sometimes comes at the expense of revenue. Naomi also introduces the concept of the Modern Growth Stack, how AI will play a role in growth, and what she's most excited about for the future.—Find the full transcript here: https://www.lennyspodcast.com/how-to-price-your-product-naomi-ionita-menlo-ventures/#transcript—Thank you to our wonderful sponsors for supporting this podcast:• Miro—A collaborative visual platform where your best work comes to life: https://miro.com/lenny• Notion—One workspace. Every team: https://www.notion.com/lennyspod• Vanta—Automate compliance. Simplify security: https://vanta.com/lenny—Where to find Naomi:• Twitter: https://twitter.com/npilosof• LinkedIn: https://www.linkedin.com/in/naomipilosofionita/• Website: https://www.menlovc.com/naomi-pilosof-ionita—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—Referenced:Disclaimer: Lenny is an angel investor in a few startups mentioned in this episode: Eppo, Endgame, Pocus• Evernote: https://evernote.com/• Figma: https://www.figma.com/• The Van Westendorp pricing model: https://www.forbes.com/sites/rebeccasadwick/2020/06/22/how-to-price-products/?sh=7e6077f855c7• OpenView: https://openviewpartners.com/• SaaS business model at Profitwell: https://www.profitwell.com/recur/all/saas-business-model• Envoy: https://envoy.com/• Invoice2go: https://invoice.2go.com/• Gas: https://apps.apple.com/us/app/gas/id1641791746• Endgame: https://www.endgame.io/• Pocus: https://www.pocus.com/• Optimizely: https://www.optimizely.com/• Eppo: https://www.geteppo.com/• Amplitude: https://amplitude.com/• Chargebee: https://www.chargebee.com/• Zuora: https://www.zuora.com/• Metronome: https://metronome.com/• Orb: https://www.withorb.com/• Monetizing Innovation: How Smart Companies Design the Product Around the Price: https://www.amazon.com/Monetizing-Innovation-Companies-Design-Product/dp/1119240867• Ask the Storybots on Netflix: https://www.netflix.com/title/80108159• Madhavan Ramanujam on Lenny's Podcast: https://www.lennyspodcast.com/videos/the-art-and-science-of-pricing-madhavan-ramanujam-monetizing-innovation-simon-kucher/—In this episode, we cover:(00:00) Naomi's background(06:21) Why Evernote wasn't able to leverage the kind of growth that Notion did(08:06) What founders get wrong when it comes to monetization(12:34) Which features to include in a freemium product(13:22) Day one vs. day one-hundred premium features(15:35) Matching price to value for optimal segmentation(18:50) When pricing should be revisited(19:38) How to determine price, and why it's a good idea to have a cross-functional pricing team(23:06) How to restructure pricing holistically (25:58) How Envoy learned that they were undercharging(28:39) The importance of experimentation (32:19) How to balance growth with revenue(35:12) What is the modern data stack?(36:45) The modern growth stack(42:22) The importance of experimentation in the growth stack(42:59) Platforms for billing and monetization(46:13) Why a hybrid model of pricing tends to be most used in SaaS companies(49:01) Leveraging AI (49:52) Lightning round—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe
Jeremy Evans has spent about as much time leading customer success teams as anyone you'll find.Jeremy is the SVP of Customer Success at Zuora, a SaaS company focused on helping subscription services manage their businesses. Prior to Zuora, he also led CS teams at Entelo, New Relic Inc., and Marin Software. In short: he knows CS like the back of his hand. And that's what made him such a great guest on the latest episode of Unchurned. Here's a quick rundown of the topics Jeremy spoke to UpdateAI CEO Josh Schachter about on this episode: Fixing a negative NPS Developing a more “holistic approach” to the customer journey Instilling a “people first” mindset How to evaluate and calculate potential churn Bonus: Why Jeremy's bachelor party was national news in Canada Don't miss this episode, because it's packed with 30 minutes of great insights. You can listen to the full episode on Spotify and Apple Podcasts, and you can also watch it on YouTube.
Amy Cheetham is a partner at Costanoa Ventures.Amy's BioBefore joining Costanoa, I ran North American sales strategy and operations at Zuora, a public enterprise software company. Prior to that, I spent three years investing in growth stage technology companies at Summit Partners, where my investments included Podium, InfoArmor (acq. AllState), and onXmaps. I began my career on Wall Street, working at JP Morgan where I spent time as a technology investment banker and as a cash equities trader focused on biotechnology and financial services. ★ Support this podcast ★
Do you feel like you're the only (insert blank) person in the room? And you feel a sense of otherness? Valerie shares: - How getting burnt out taught her to take care of herself and embrace herself. - How she survived Big Law, is a recovering lawyer, and is now using those experiences to create inclusion and belonging. - How she understands that feeling othered is sometimes by design and sometimes by default, and how to intentionally and strategically make changes that have the greatest impact. - Why she created Black Girl Magic groups at her workplaces to uplift and embrace Black women in the company. - Why it's important when you're in a role where you give to others to remind yourself to give yourself love and compassion first. - The importance of taking care of your mental wellness to be able to live a good life and do good work. Connect with Valerie at www.linkedin.com/in/vadjackson. To get weekly career tips, sign-up for our newsletter at www.careerunicorns.com.
Joshua Zatkin-Steres, Head of M&A Integration at Zuora Integration is one of the most challenging and crucial parts of M&A. It requires a complete understanding of the parent company and the newly acquired business. If done right, it will allow acquirers to capture intended synergies and maximize the value of their transaction. It is why having a dedicated integration function can be extremely valuable to an organization. In this episode of the M&A Science Podcast, Joshua Zatkin-Steres, Head of M&A Integration at Zuora, talks about how to stand up an IMO function. Liked today's episode? Unlock over 50 courses taught by top-tier M&A practitioners by joining the M&A Science Academy. Use code “podcast” on the sign-up page for a 30% discount, available on either monthly or annual plans. https://www.mascience.com/academy Want to learn about upcoming interviews, events, and industry trends? Sign up for our weekly newsletter. https://www.mascience.com/newsletter-signup If you're a head of corporate development and looking to build up a world-class M&A team, reach out to me at kison@mascience.com. This episode is sponsored by FirmRoom, the fastest virtual data room used to get deals done. Leave the pay-per-page world behind by going to https://firmroom.com/
On this episode of The Internship Show, we speak with Tyler Davis from Zuora. Tyler is a University Recruiter and provides us with an overview of the early-talent opportunities at their company.
In this episode of Enterprise Sales Development podcast, we speak with Neil Bhuiyan, Managing Director and Founder of Happy Selling. Neil draws from his experience in the SDR space in the last decade to discuss his role and how to do sales development well. He discusses how he trains SDRs the Happy Selling ethos and why collaboration is key with messaging. Neil also shares what makes a good manager. WHAT YOU'LL LEARN His experience with Zuora and introduction to subscription economy How Neil trains SDRs on trend sellings with the art of storytelling The story behind Happy Selling The Happy Selling ethos and Neil's training approach Why collaboration is key when it comes to messaging What the COVID-19 pandemic taught Neil about the qualities of a good manager QUOTES “That's again one of the reasons I fell in love with being an SDR, because I felt like you had a direct impact trying to help build a company, but you're also trying to help people out there, and you're in essence trying to change the world, Eric.” -Neil Bhuiyan [10:25] “The one thing I say to my SDRs is that you never lose. You either win or you learn, but you always look for the opportunity to learn if you can.” -Neil Bhuiyan [15:49] “If you can set a good tone in that initial first call, that will set the tone for the entire sales cycle thereafter.” -Neil Bhuiyan [20:46] “What I try to say to SDRs is that being a sales development representative is just not an entry to sales, it's an entry to a whole company.” -Neil Bhuiyan [27:50] “Whatever you're learning to do now is either going to help you later in life run your own business or help somebody else run their business.” -Neil Bhuiyan [46:19] TIMESTAMPS [00:01] Intro [00:26] This week's guest: Neil Bhuiyan [01:27] How Neil start in the SDR world [07:22] The gospel of the subscription economy [10:38] Capitalizing on trends [15:26] You either win or you learn [21:04] Happy Selling [23:36] Coaching and training the Happy Selling ethos [34:33] Messaging: Collaboration is key [40:43] An example of before and after [46:29] Ideal customer for Happy Selling [48:03] What helped Neil progress in his career [54:59] Make SDRs believe in themselves [59:48] Qualities of a good manager [1:06:06] How to contact Neil RESOURCES Zuora The Guardian Subscribed Showpad Pareto principle Enterprise Sales Development with John Barrows Chadwick Boseman Tribute to Denzel Washington Les Brown's quote CONNECT Neil Bhuiyan on LinkedIn Happy Selling website The SDR DiscoCall Show CIENCE website
Zuora's Laura Robblee, CHRO, and Valerie Jackson, Chief Diversity Officer, joined us on The Modern People Leader. We talked about why their CHRO/CDO partnership works so well and how they're laying the foundation for a new Zuora. Timestamps: their favorite thing about working with one another (16:40), prioritizing diversity and inclusion at Zuora (21:50), why having both the CDO & CHRO reporting to the CEO works for them (25:08), the swim lanes for Human Resources & DEI at Zuora (30:00), why diversity is a measure of organizational health (37:39), why their leadership playbook is a big focus for them right now (40:05), the summit they're hosting for VP + folks at the company (44:00), the career advice Valerie would give her 22-year-old self (47:10), and what Laura would fix in HR with a magic wand 49:10). Subscribe to the MPL Weekly Digest: https://forms.gle/qdt6YaWULfoEHb6n8 Connect with us on LinkedIn: Daniel Huerta and Stephen Huerta
All Episodes can be found at www.thecryptopodcast.org Podcast Coaching + All Social Media + Donations link https://bio.link/podcaster Our Facebook Group can be found at https://www.facebook.com/thecryptopodcast About my Guest: Frank Preve is an enterprise software expert that spent 10 years and working in Silicon Vally and has previously worked at Slack, Qualia and Zuora. What we Discussed: - The companies he was involved with - What Augmented labs do - The Art Space for NFT's - Putting Your NFT on Shopify - Lazy Minting - Crypto Corruption - Potential Investment Opportunities Where to find Frank: https://nftarc.network/ https://twitter.com/frank_preve https://discord.gg/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/roy-coughlan8/message
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