Pipeline Visionaries

This episode features an interview with Micha Hershman, VP of marketing at Envoy. Envoy is transforming modern workplaces with products that make office life easier and work more meaningful. Micha is a marketing leader with a twenty-year history of integrating inbound and outbound demand generation strategies to drive growth and revenue at B2B SaaS and B2C organizations.On this episode, Micha shares his insights into the building blocks of the modern data platform, why your website is the single most important conversion tool that B2B organizations have, and why the bottom line of marketing is about customer experience.---“I think platform data is something that everyone needs to leverage. And if you’re a marketer thinking like, “Hey I’m considering joining this new company,” the questions you need to ask yourself, and there are lots of them, is do they have platform data that helps me tell a story, and can I access it?” - Micha Hershman, VP of marketing at Envoy---Episode Timestamps:*(02:18) - Micha’s role at Envoy*(03:28) - Segment: Trust Tree*(09:40) - How to structure your go to market strategy*(11:15) - The highest point of leverage in your sales and marketing funnel*(21:20) - Segment: The Playbook*(32:57) - Why you website is the most important conversion tool you have*(37:23) - Segment: The Dust Up*(40:14) - Segment: Quick Hits---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 Micha on LinkedInConnect with Ian on LinkedInLearn more about Envoywww.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 Anna Kostroun, CMO of NewRocket. NewRocket delivers meaningful experiences and extraordinary results with ServiceNow and has delivered over 4000 successful projects through world-class implementations and integrated solutions across the entire ServiceNow platform. Anna brings more than 20 years of marketing experience, with deep expertise in demand generation, brand building, experiential marketing, and sales engagement. On this episode, Anna shares her insights on activating an emotional connection with your customer, why workflow is important for your business, and why it’s important to have empathy for the end-to-end customer experience.--- “You can do all of the email marketing, you can do all the events, you can do all of the things, all of the various marketing tactics that everybody knows how to do, but if you’re not emotionally connecting with your prospects and customers in a way that’s meaningful to them, you’re not getting anywhere, and you’re not doing anything different than anybody else.”  - Anna Kostroun, CMO of NewRocket---Episode Timestamps:*(03:13) - Anna’s role at NewRocket*(05:46) - Segment: Trust Tree*(09:27) - Best practices for building workflows*(11:43) - Emotionally connecting with your prospects*(17:18) - Segment: The Playbook*(19:41) - Driving traffic to your website through content syndication*(29:26) - Segment: The Dust Up*(36:05) - Segment: Quick Hits---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 Anna on LinkedInConnect with Ian on LinkedInLearn more about NewRocketwww.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 Daniel Rodriguez, CMO of Simplr, a human-first, machine-enabled customer experience solution that meets the demands of the NOW Customer across all digital channels. Daniel is leading a team that is redefining the way brands deliver customer service.On this episode Daniel shares his insights into building a successful brand community, creating a halo effect by having the right investments, and ways to get your target audience to think positively about your brand. ---“Community is an organic process. You can try to do things to encourage people to engage, but I think it's understanding. You really have to understand what is it that people are looking to learn, and one of the things that we've realized is that, there's a lot around career definition.”---Episode Timestamps:*(03:19) - Daniel’s role at Ceros*(06:13) - Segment: Trust Tree*(09:12) - How demand gen fits into Simplr’s marketing strategy*(12:12) - Segment: The Playbook*(17:05) - Creating a movement with community*(24:46) - Getting you target audience to think positively about your brand*(30:46) - Segment: The Dust Up*(34:04) - Segment: Quick Hits 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 Daniel on LinkedInConnect with Ian on LinkedInLearn more about Simplrwww.caspianstudios.comDaniel's Book: Experience is Everything 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 Jamie Gier, CMO of Ceros, a cloud-based platform encompassing a collaborative, real-time digital canvas, upon which designers create animated, interactive content without the need for a developer. Jamie has worked with leading tech companies from healthcare to education to grow and scale by creating impactful brands, designing revenue-gathering go-to-market strategies, and leading high-performance teams.On this episode Jamie shares her insights into the power of educating your buyers, how to create valuable connections with inspiration, and why it’s important to put customers at the core of your business.--- “You break through the noise by offering a value exchange with your customers. You need to be relevant in what you’re providing them. And I think sometimes where we go wrong with content is we sell our product, we don’t educate our buyers, and oftentimes we’re looking to be educated on best practices.” - Jamie Gier, CMO of Ceros---Episode Timestamps:*(03:28) - Jamie’s role at Ceros*(04:55) - Segment: Trust Tree*(09:27) - Segment: The Playbook*(12:46) - Offering a value exchange with your customers*(17:37) - The first rule of marketing *(19:39) - Inspiring customers with your website *(21:23) - Segment: The Dust Up*(25:56) - Segment: Quick Hits---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 Jamie on LinkedInConnect with Ian on LinkedInLearn more about Ceroswww.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 Meagen Eisenberg, CMO of TripActions. TripActions is the only modern, all-in-one travel, corporate card, and expense solution. Meagen is a transformational leader, advisor and marketer, managing global businesses ranging from startups to mid-market and Fortune 500 companies. She was recently named Top 50 most retweeted by mid-sized marketers according to AdWeek and Top 25 for B2B Marketing Influencers.In this episode, Meagen shares her insights on how to increase revenue with sales and marketing alignment, the power of the sales marketing road warrior, and how to shift from reactive to proactive marketing.---“I see demand as aligning with sales teams. What are the goals? What do we have to hit? How does that break down? What are we going to be sourcing? Managing the SDR team, a large part of their pipeline and funnel is going to be coming from the demand, go-to-market organization of marketing, and sales development. Really that’s a key part of success, sales alignment.” - Meagen Eisenberg, CMO of TripActions---Episode Timestamps:*(02:48) - Meagen’s Role at TripActions*(03:28) - Segment: Trust Tree*(07:32) - Why sales alignment is a key part of success*(08:06) - Segment: The Playbook*(14:38) - Building rapport for future business success*(21:43) - Getting your marketing team close to the customer*(26:31) - Investing in your website *(34:11) - Segment: The Dust Up*(37:48) - Segment: Quick Hits---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 Meagen on LinkedInConnect with Ian on LinkedInLearn more about TripActionswww.caspianstudios.comTripActions Stands with Ukraine  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 Maura McCormick Rivera, CMO at Qualified. Qualified is the #1 conversational sales and marketing platform for revenue teams that use Salesforce. Maura leads the growth and expansion of the business’s marketing and demand generation efforts. Since joining in 2019, Maura launched three major products, led the development of their brand, and created the Demand Gen Visionaries Podcast. Under her leadership, Qualified has seen record levels of web traffic, follower growth, and pipeline generation.  In this episode, Maura shares her insights into Qualified’s pipeline revolution, creating thought leadership content to build awareness, and how to keep a pulse on conversations to engage buyers.---“Everybody wants to interact with one click, chat, voice, video. As companies, we need to shift how we meet with buyers and shift how we generate pipeline." -Maura McCormick Rivera, CMO at Qualified---Episode Timestamps:*(04:36) - Maura’s Role at Qualified*(06:25) - Segment: Trust Tree*(11:49) - What drives Qualified’s Pipeline*(15:35) - Segment: The Playbook*(17:05) - Why content is king*(21:23) - How to keep the pulse on conversations to engage buyers*(27:56) - The Pipeline Cloud Campaign*(35:15) - Segment: The Dust Up*(37:10) - Segment: Quick Hits---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 Maura on LinkedInConnect with Ian on LinkedInLearn more about Qualifiedwww.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 Daniel Incandela, CMO at Reachdesk.  Reachdesk enables companies to deliver moments that matter at scale, globally, throughout the entire customer lifecycle. Incandela is a creative, strategic thinker, who has more than 20 years of digital and marketing industry leadership experience.In this episode, Daniel shares his insights on the role of authenticity in marketing, moments that matter at scale, and how company values tie into marketing.---“Ultimately B2B is about connecting with humans, and so it works. It works on the prospecting side, it works on the customer side. We want people associated with us to feel special and gifting does that." -Daniel Icandela, CMO, Reachdesk ---Episode Timestamps:*(02:15) - Daniel’s Role at Reachdesk*(03:23) - Segment: Trust Tree*(07:28) - Segment: The Playbook*(12:06) - Driving traffic to the key parts of your website *(17:59) - Gifting with personalization to gain customer loyalty*(20:39) - Bringing human connection to prospects*(27:22) - Segment: The Dust Up*(33:22) - Segment: Quick Hits---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 Daniel on LinkedInConnect with Ian on LinkedInLearn more about Reachdesk 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 Randy Frisch, Co-Founder and Chief Evangelist for Content Experience at Uberflip, a content experience platform & software that enables marketers to create digital experiences with content for every stage of the buyer journey. Randy has led the content experience movement, prompting marketers to think beyond content creation and focus on the overall destination, The Content Experience. In this episode, Randy shares his insights into why demand gen marketers are leading content curation, how personalization is being used to drive business and gain customer trust, and the power of marketing content to reflect what people care about.---“What we need to be thinking more about in marketing is what do people actually care about? That’s the content we should create. That’s the content you should package.” - Randy Frisch, Co-Founder and Chief Evangelist for Content Experience, Uberflip---Episode Timestamps:*(03:12) - Randy’s Role at Uberflip*(03:19) - Segment: Trust Tree*(11:31) - Personalization and putting the right content in front of people *(16:39) - Uberflips overall marketing strategy*(20:39) - Organizing and updating assets for maximum value*(25:26) - Gathering data and gaining customer trust *(29:56) - Why demand gen marketers are content curators*(31:48) - Segment: The Playbook*(40:23) - Segment: Quick Hits---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 Randy on LinkedInConnect with Ian on LinkedInLearn more about Uberflipwww.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 Suzanne Kounkel, CMO of Deloitte, an industry leader in audit, consulting, tax, and advisory services to many of the world's most admired brands. Suzanne’s trifecta of business, technology, and marketing experience provides the essential foundation for spearheading marketing and sales in an era of rapid change and ground-breaking innovation. In this episode Suzanne discusses the mechanics of engendering customer loyalty, innovating marketing within long standing companies and elevating the human experience within B2B marketing.---“It’s really about thinking through the lens of your business strategy. Which are the channels that you should be investing in? At what levels? We should be constantly evolving.“ -Suzanne Kounkel---Episode Timestamps:*(03:50) - Suzanne's role at Deloitte*(04:55) - Segment: Trust Tree*(06:59) - Balancing the market set of activities and the marketing portfilio*(09:20) - Deloitte's overall marketing strategy*(13:20) - Segment: The Playbook,*(14:34) - What channels you should be investing in*(22:05) - Investing into the functionality of your website *(31:18) - Campaigns that drive customer engagement *(35:41) - Segment: The Dust-Up*(39:08) - Segment: Quick Hits---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 Suzanne on LinkedInConnect with Ian on LinkedInLearn more about Deloittewww.caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Part Six of this special mini-series features 10 CMOs and marketing leaders from some of the world’s fastest-growing companies, including:*(3:17) - Anthony Kennada, CMO, Hopin *(7:30) - Nikhil Behl, CMO, FICO*(9:50) - Heidi Bullock, CMO, Tealium*(11:41) - Alon Alroy, CMO, Bizzabo*(14:02) - Tyler Lessard, VP of Marketing, Vidyard*(15:50) - Kevin Tate, CMO, Clearbit*(17:53) - Karen Steele, SVP of Marketing, Near*(20:31) - Ritu Kapoor & Julie Ginn, CMO, Lob*(21:35) - Mark Josephson, Co-Founder and CEO, Castiron *(23:32) - Eugene Levin, Chief Strategy and Corporate Development Officer, SemrushSponsorDemand 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.LinksFollow Ian on TwitterConnect with Ian on LinkedInwww.caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.