Pipeline Visionaries

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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 Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode features an interview with Kristi Melani, CMO at Telesign. Telesign provides continuous trust to leading global enterprises by connecting, protecting, and defending their digital identities. Kristi brings with her over 27 years of cross functional marketing experience, leading global marketing teams across demand generation, campaign creation, events, web, digital transformation and more. On this episode Kristi shares her insights into why it's important to make your website feel like a virtual concierge, why successful marketing is people-based, and the way empathy enhances marketing. ---“What are the high-value tasks that you can embed in the website? So that when you do make it there, it's useful and it's helping. I've called it the virtual concierge.” - Krisiti Melani, CMO at TeleSign---Episode Timestamps:*(03:16) - Segment: Trust Tree*(04:56) - Kristi’s role at TeleSign *(10:04) - The power of people based marketing*(13:43) - Segment: The Playbook*(16:02) - Creating thought leadership*(20:24) - Making your website feel like a virtual concierge*(33:12) - Segment: The Dust Up*(36:34) - 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 Kristi on LinkedInConnect with Ian on LinkedInLearn more about TeleSignwww.caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode features an interview with Patti Boyle, CMO at Dstillery. Dstillery is the leading custom audience solutions company, empowering brands and their agencies to maximize the value of customer data and transform the way they connect with their audiences. Patti is a strategic marketing leader responsible for planning and driving results through growth plan development, team collaboration, client and partner relationships, and oversight of integrated marketing programs.On this episode Patti shares her insights into why banding together is essential for success, how to build your relationship currency, and the innovation of ​​data science in marketing.---“The banding together is essential for success, because if everybody’s not marching in the same direction, you don’t have alignment, and you don’t have a shared vision for innovation for constant continuous learning, you have a very average company.” - Patti Boyle, CMO at Dstillery---Episode Timestamps:*(02:48) - Pattis role at Dstillery*(03:47) - Segment: Trust Tree*(12:21) - The innovation of ​​data science in marketing*(16:55) - Why banding together is essential for success*(17:37) - Segment: The Playbook*(19:16) - Why relationship currency matters*(28:29) - Segment: The Dust Up*(29:54) - 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 Patti on LinkedInConnect with Ian on LinkedInLearn more about Dstillery www.caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode features an interview with Jason Widup, VP of Marketing at Metadata.io. Metadata.io provides a closed-loop account-based marketing solution that amplifies marketing campaigns with opt-in leads. Jason is an experienced and talented Marketing Operations and Technology leader with a focus on developing high-performing teams through empowerment, challenging experiences, and trust.On this episode Jason shares his insights on preparing for the future of content, the benefits of long-term thinking in marketing, and having intention behind the content you create---“Let’s create almost a media entity that can stand on its own and that people would actually, want to participate in it, get value from, and read. The strategic thinking was if we do that well, people will come to our content and they’ll think, this is smart, this is actually helping me do my job.” - Jason Widup, VP of Marketing, Metadata.io---Episode Timestamps:*(02:47) - Jason’s role at Metadata.io*(04:05) - Segment: Trust Tree*(08:52) - Creating a media entity  *(16:45) - What product demos can do for brands*(21:06) - Segment: The Playbook*(24:53) - The benefits of long-term marketing*(31:35) - Segment: The Dust Up*(34:15) - 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 Jason on LinkedInConnect with Ian on LinkedInLearn more about Metadata.iowww.caspianstudios.com  Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode features an interview with Mario Paganini, VP of Marketing at Stord. Stord is pioneering cloud supply chain, a new category of logistics solutions, by combining both the digital and physical pieces that growing brands need for best in class supply chain operations in a plug and play, utility-like solution. Mario is a 3-time head of marketing, leading 2 startups to unicorn status and 1 through exit, before the age of 30.On this episode Mario shares his insights into aligning brand awareness and demand generation, creating and converting demand, and qualitative versus quantitative marketing.---“The one piece of advice that I give to every single person on my team and every single person that I ever talk to about marketing is so unbelievably simple, whatever you do whenever you put something out there in the ether, whether it's an ad, a blog, a video, LinkedIn post, an Instagram post, a TikTok, ask yourself, what about this is going to blow someone away. What about the thing that I'm publishing is genuinely going to excite people lost in the shuffle? ” - Mario Paganini, Stord---Episode Timestamps:*(03:18) - Segment: Trust Tree*(04:14) - Mario’s role at Stord*(12:31) - Creating and converting demand *(16:45) - How to excite your customers*(18:39) - Creating Stord's innovative website*(24:31) - Segment: The Playbook*(28:17) - Why talent is essential for success*(35:51) - 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 Mario on LinkedInConnect with Ian on LinkedInLearn more about Stordwww.caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

This episode features an interview with Maria Pergolino, CMO of ActiveCampaign. ActiveCampaign gives businesses of all sizes access to over 500 pre-built automations that combine transactional email, email marketing, marketing automation and CRM for powerful segmentation and personalization across social, email, messaging, chat and text. Maria has served as a senior marketing leader for global B2B technology organizations for almost two decades. She’s known for building world-class go-to-market teams that drive growth, differentiation, and category leadership.On this episode Maria shares her strategies to drive brand differentiation, the importance of setting goals for customer success, and the power of automation.---“ It has to be a mission that you stand behind and it has to be something you can differentiate. There are many products out there in the world that like you can’t tell the difference between two of them, and if you can’t, it’s then really hard to differentiate. It’s really hard to do great marketing, you have to choose an opportunity where you feel like you can do something with your skill, with that marketing.” - Maria Pergolino, ActiveCampaign---Episode Timestamps:*(03:16) - Maria’s role at ActiveCampaign*(05:26) - Segment: Trust Tree*(10:18) - Diversity in marketing*(14:20) - Segment: The Playbook*(15:04) - Marketing Success Through Differentiation*(31:53) - The power of automation*(35:51) - 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.---Links:Connect with Maria on LinkedInConnect with Ian on LinkedInLearn more about ActiveCampaign Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.