Pipeline Visionaries

This episode features an interview with Genelle Kunst, VP of Global Marketing at Bloomreach. Bloomreach is the world’s #1 Commerce Experience Cloud, that combines the power of unified customer and product data, with the speed and scale of AI-optimization.On this episode Genelle share her insights into building opportunity with partner marketing, optimizing your website to personalize the customer journey, and creating a brand community.---“If you truly wan to drive value out of your partner ecosystem, you’ve gotta have some sort of like better together story or some sort of value prop for them to be working with.” -  Genelle Kunst, VP of Global Marketing, Bloomreach---Episode Timestamps:*(02:32) - Genelle’s role at MarginEdge*(03:04) - Segment: Trust Tree*(08:59) - Segment: The Playbook*(10:38) - Building opportunity with partner marketing*(22:46) - Creating a brand community*(26:14) - Optimizing your website to personalize the customer journey*(27:35) - Segment: The Dust Up*(33:49) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Genelle on LinkedInConnect with Ian on LinkedInLearn more about Bloomreachwww.caspianstudios.com

This episode features an interview with Emily Wolfe, Senior Director Growth Marketing & Analytics at Collective Health. Collective Health simplifies employee healthcare with an integrated technology solution that makes health insurance work for everyone. Emily is a Digital marketing leader with an eye for analytics and a passion for developing stop-in-your-tracks creative campaigns. On this episode Emily shares her insights into building brand to human relationships in a digital world, personalizing your marketing to boost your brand value, and developing a 360 degree marketing plan.---“It's so critical to build that brand relationship with prospects. In B2B, we like to think about them as committees or we think about them as faceless organizations, but it’s just people and people want to work with funny people.” - Emily Wolfe, Collective Health---Episode Timestamps:*(02:34) -Emily's role at Collective Health*(03:03) - Segment: Trust Tree*(09:50) - Developing a 360 degree marketing plan*(12:38) - Segment: The Playbook*(13:24) - Building a brand relationship with prospects*(17:22) - Personalizing your marketing to boost your brand value*(24:34) - Segment: The Dust Up*(28:19) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Emily on LinkedInConnect with Ian on LinkedInLearn more about Collective Health www.caspianstudios.com

This episode features an interview with Tara Clever, VP of Marketing at MarginEdge. MarginEdge delivers real-time data to restaurants to make timely, critical decisions. Tara has a diverse background in sales, operations, and marketing with a history of engineering significant growth.On this episode Tara shares her insights into evoking customer emotion, why content has to be responsive to your customers, and why video marketing is vital for business growth.---“When you’re thinking about messaging, about capturing their attention and providing a solution, that emotional resonance that’s so common that you see on the kind of the D to C side. It's absolutely the way that we think about things here. It's a big change and a lot of time, a lot of times for restaurants, and so it's a big piece of how we think about telling the story.” - Tara Clever, VP of Marketing, Margin Edge---Episode Timestamps:*(03:22) - Segment: Trust Tree*(03:33) - Tara’s role at MarginEdge*(05:41) -  Capturing attention and evoking customer emotion*(12:54) - Segment: The Playbook*(13:50) - Why content has to be responsive to your customers *(17:22) - Why video marketing is vital for business growth*(29:19) - Segment: The Dust Up*(32:37) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Tara on LinkedInConnect with Ian on LinkedInLearn more about MarginEdgewww.caspianstudios.com

This episode features an interview with Sarah McAuley, CMO at Paperless Parts. Paperless Parts is leading the digital transformation for custom part manufacturers. Their patented technology and proprietary geometry engine unlock insights that enable job shop manufacturers to modernize and grow their business. Sarah has 20 years of experience building and managing world-class marketing organizations, accelerating ARR growth, and shaping and defining new software categories. On this episode Sarah shares her insights into how customer satisfaction drives word-of-mouth, improving customer loyalty with impactful engagement, and creating customer champions.---“Our customers are way better salespeople for us, than we are. They come to the table with so much credibility and real-world experience around what it’s like to change the way you’ve been operating. So I look for different ways to incentivize that behavior.” - Sarah McAuley, CMO, Paperless Parts---Episode Timestamps:*(02:55) - Sarah’s role at Paperless Parts*(03:32) - Segment: Trust Tree*(11:50) - Understanding your customer personas and their pain points*(17:56) - Segment: The Playbook*(19:14) - Identifying how your customers are consuming information*(23:34) - How customer satisfaction drives word-of-mouth*(31:01) - Segment: The Dust Up*(34:44) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Sarah on LinkedInConnect with Ian on LinkedInLearn more about Paperless Partswww.caspianstudios.com

This episode features an interview with  Dillon Nugent, CMO at Khoros. Khoros connects every facet of customer engagement, including digital contact centers, messaging, chat, online brand communities, CX analytics, and social media management. Dillion is innovating the tech industry with both programmatic and account-based strategies.On this episode Dillon shares her insights into maintaining human connections in a digital-first world, the importance of speaking your customers language, and diversifying your portfolio to reduce market risks.---“We've gotten used to the ability to find human connection through digital, it has enabled how we're living and how were purchasing, how we're interacting with brands and also in our personal lives with each other.” - Dillon Nugent, CMO, Khoros---Episode Timestamps:*(02:49) - Dillon’s role at Khoros*(03:31) - Segment: Trust Tree*(09:16) - Maintaining human connections in a digital-first world*(10:35) - Segment: The Playbook*(14:38) - Diversifying your portfolio to reduce market risks*(19:39) - The importance of speaking your customers language *(26:32) - Segment: The Dust Up*(29:12) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Dillion on LinkedInConnect with Ian on LinkedInLearn more about Khoroswww.caspianstudios.com

Every week on Demand Gen Visionaries we sit down with marketing leaders from some of the world’s largest and fastest-growing companies to uncover the demand gen strategies that have been fundamental to their skyrocketing success. For the first time ever we have a special edition of Demand Gen Visionaries Live. We sat down with the marketing legends that built Dreamforce and world-class speakers who were excited to share their insights, inspire you, and to make you think.This episode features a live interview with featured panel speakers, Lauren Vaccarello, CMO at SalesLoft, Julie Liegl, CMO at Slack, Karin Flores, Vice President, Strategic Events, Customer Experience Center and Programs at Okta, and your host Ian Faison, CEO of Caspian Studios. ---Think of part of your budget as an innovation fund. What are the big bets that you and your team have come up with and, and those could vary. If you can architect it right, with the right customer experiences, and the right amplification across press and social, doing something kind of crazy and stunt like can actually make sense. - Lauren Vaccarello, CMO, SalesLoftIt’s about differentiating, if you can do an event in a way that is going to be special, whether it's going to an event or throwing an event, how do you make it different? It can't just be status quo, you have. Give people a reason that it's exciting, and that it matters.- Julie Liegl, CMO at Slack I think we are working in a world now where we really need to think about convincing people, and so I think you need to entertain them, motivate them, and inspire them beyond product, and what's going on in the world. - Karin Flores, Vice President, Strategic Events, Customer Experience Center and Programs at Okta---Episode Timestamps:*(04:46) Marketing in uncertain times*(07:13) Thinking of your budget as an innovation fund*(08:40) Investing in like big name events this year*(09:18) Differentiating you events from competitors*(13:51) Curating an experience that's personalized*(15:50) Human marketing and bringing humans together*(20:08) Inspiring people beyond product---SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Lauren on LinkedInConnect with Julie on LinkedInConnect with Karen on LinkedInConnect with Ian on LinkedInLearn more about QualifiedLearn More about Caspian Studios

This episode features an interview with Suresh Sathyamurthy, CMO of SingleStore. SingleStore helps businesses adapt more quickly, embrace diverse data and accelerate digital innovation by operationalizing all data through one platform. Prior to SingleStore Suresh held various product and marketing leadership roles with industry leaders like Microsoft, Palo Alto Networks, and Dell EMC helping build and grow emerging businesses in areas of Security, Data Platforms, and Cloud Services.On this episode Suresh shares his insights into building high-impact partner ecosystems, ways to demonstrate value to your customers, and secrets to non-intrusive marketing.---“You have to focus on fewer, bigger partners at scale, so you can dedicate the time and energy with them. And then over time you’re creating proof points and value that other partners are going to look at and say, I want to be a part of that story. Create the energy and evidence that you need for partners to want to be a part of your ecosystem.” - Suresh Sathyamurthy, CMO,  SingleStore---Episode Timestamps:*(02:18) - Suresh’s role at SingleStore*(02:49) - Segment: Trust Tree*(08:05) - Targeting developers to try your product*(12:05) - Segment: The Playbook*(14:04) - Providing value to users of your product*(20:22) - The value of non-intrusive marketing*(17:35) - Building high impact partner ecosyetems*(37:32) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Suresh on LinkedInConnect with Ian on LinkedInLearn more about SingleStorewww.caspianstudios.com

This episode features an interview with Kate Adams, SVP of Marketing at Validity. Organizations across the world have relied on Validity solutions to target, contact, engage, and keep customers, using trustworthy data as a key advantage.On this episode Kate Adams shares her insights into building consumer trust with education-based marketing, how to generate leads with webinars, and providing customer engagement tools to attract consumers.---“I generate revenue by providing valuable education and making people better email marketers at the end of the day, and as a result, they trust and rely on our products.” - Kate Adams, SVP of Marketing, Validity---Episode Timestamps:*(02:32) - Kate’s role at Validity*(02:58) - Segment: Trust Tree*(10:14) - Segment: The Playbook*(14:04) - How to generate leads with webinars*(17:35) - Generating revenue by providing valuable education*(22:27) - Providing customer engagement tools to attract consumers*(26:35) - Segment: The Dust Up*(29:17) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Kate on LinkedInConnect with Ian on LinkedInLearn more about Validitywww.caspianstudios.com

This episode features an interview with Melissa Rosenthal, Chief Creative Officer at ClickUp. ClickUp is an all-in-one productivity platform, that brings teams, tasks, and tools together in one place. Melissa is an award-winning marketing executive focused on making the world more productive through best-in-class software as a service marketing.On this episode Melissa Rosenthal shares her insights into creating champions of your brand, the importance of taking bets in marketing, and ways to differentiate your brand from competitors.---“I believe in building people as media channels. It was just a huge growth lever for us because there’s a lot of value in building people, versus brands.” - Melissa Rosenthal, Chief Creative Officer, ClickUp---Episode Timestamps:*(02:51) - Melissa’s role at ClickUp*(03:12) - Segment: Trust Tree*(09:10) - Segment: The Playbook*(09:37) - Why its trivial to take big bets*(13:24) - Building people as media channels*(15:33) - Leveraging people as funnels*(26:21) - Empowering you teams to have a creative mindset*(28:07) - Segment: The Dust Up*(32:53) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Melissa on LinkedInConnect with Ian on LinkedInLearn more about ClickUpwww.caspianstudios.com

This episode features an interview with Allyson Havener VP of Marketing at TrustRadius. TrustRadius is the most trusted review site for business technology, serving both buyers and vendors. Allyson leads the marketing strategy across all functions including demand gen, PR, product, and partner marketing. On this episode Allyson shares her insights into strategic story arcs that shape B2B narratives, ways to use data to analyze your market, and the benefits of an integrated marketing approach.---“When you think about content and what you’re going to say,  you have to have strong messaging. Think about what you’re trying to say and the point that you want to drive home with your audience.” - Allyson Havener, VP of Marketing, TrustRadius---Episode Timestamps:*(02:37) - Allyson’s role at TrustRadius *(03:53) - Segment: Trust Tree*(10:48) - Benefits of an integrated marketing approach*(12:11) - Segment: The Playbook*(16:55) - Shaping strategic story arcs*(18:03) - Using data to analyze your market*(25:56) - Segment: The Dust Up*(27:13) - Segment: Quick Hits---Sponsor:Demand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.---LinksConnect with Allyson on LinkedInConnect with Ian on LinkedInLearn more about TrustRadiuswww.caspianstudios.com