In this episode, Breezy Beaumont, the Head of Growth at Correlated, discusses product-led revenue. It's a topic that raises many questions, differences in understanding, and debates between functions such as product, sales, marketing, and more. Through this episode, Breezy throws light on: 1. Why product-led doesn't mean zero outbound sales or marketing 2. What does product-led revenue really mean? Does it include only net new revenue, or does it also include expansion revenue? 3. What are the touchpoints in the product-led sales cycle? When and where should you insert a sales-assisted layer? 4. How marketing and growth teams can leverage product usage data to improve the buyer experience? 5. How to make a judgment call on which of your PQLs need sales assistance? What are the parameters to consider? 6. When should you involve CS teams in the whole PLG lifecycle and more...

In this episode, Ugi Djuric, the CEO and founder at Contenthorse, joins us to discuss ROI-led content, i.e., how you get a decent return on investment from your content. Ugi has worked on some of the most exciting SaaS projects and has delivered exceptional results. For instance, he and his team have helped Lemlist go from $50k to $3m ARR in 1 year. In this episode, he talks about: 1. What is ROI-led content marketing? Why should you focus on it? 2. What type of content should a company create for the best performance at specific stages? And how can they derive it strategically? 3. What are some common mistakes you see founders making with content, and what’s the alternative? 4. What is a $500k ARR article, and what is its anatomy? 5. How to achieve content market fit? 6. What are some sensible non-vanity metrics that one should measure to ensure their content marketing efforts are on the right path, and a lot more...

In this episode, Victor Eduoh, the founder of VEC Consulting, joins us from Nigeria to discuss product-led storytelling, the framework, and how it fits into the different buying cycle stages. He talks about: 1. What is product-led storytelling? 2. How product-led storytelling differs from conventional content marketing? 3. Deep-dive on the 9-step product-led storytelling framework 4. How product-led storytelling fits into the different stages of the buying cycle 5. Writing for a person vs. a persona 6. The no.1 or most important content marketing metric, and a lot more...

In this episode, Jeff Breunscbach, the Director of Customer Experience at Higherlogic and the co-founder and host of the Gain Grow Retain Podcast, joins us to share his expertise on setting up a customer success organization. He talks about: --> As a first CS hire, what should the focus for the first 90 days be? --> What processes to build during the first 90 days? --> What to do when customers use your customer success team as support? --> How does the role of a CSM look in a 50 member organization vs a 200 member org? --> The qualities to look for when hiring a CSM --> Whom should a customer marketer report to? And what does the CSM & customer marketer collaboration look like, and a lot more...

In this episode, Nelson Gilliat, the founder of Buyer Centric Revenue and the author of "The Death of the SDR", joins us to discuss 'how to build a buyer-centric revenue model' Through the episode, Nelson shares his insights on: --> Why the predictable revenue model doesn't work anymore? --> What is the Buyer Centric Revenue model, and how does it compare or contrast with the Predictable Revenue Model? --> Steps for organizations to test the Buyer Centric Revenue model --> The levels of transition in an organization when people adopt the buyer-centric model --> Top 2-3 challenges while transitioning into the buyer-centric model --> Why commission and quota are outdated, and a lot more...

In this episode, Scott D Clary, the seasoned sales and marketing executive & the host of Success Story Podcast, joins us to discuss 'Business storytelling and how to build a media company.' Through the episode, Scott shares his insights on: --> What inspired him to create the Success story podcast and the ROI Overload newsletter --> What it means to build a media company? And how you can do it yourself? --> What did the earliest versions of his newsletter/podcast look/sound like? How have they changed over time? --> Scott's storytelling framework --> His go-to method for growing his podcast and the newsletter, and a lot more..

In this episode, Benjamin Shapiro, the veteran growth marketing consultant, host of the MarTech Podcast, and a fellow podcaster from the Hubspot Podcast Network, joins us to discuss podcast monetization. Ben has dabbled a lot with podcast monetization and runs his podcast network, called “I hear everything,” a collection of daily interview-based podcasts. In this episode, he shares his expertise on: --> Common mistakes that first-time podcasters make when it comes to monetization? --> When should a podcaster start thinking about monetizing their content? What’s the inflection point? --> Signs to look out for before you get to monetize your podcast --> The different ways in which you can monetize your show --> How to grow your podcast? --> Metrics/signals that advertisers look for when they invest their ad dollars on a podcast? --> The ROI of podcast advertising, and a lot more...

In this episode, Mark Donnigan, the virtual CMO & Business Development Leader at Growth Stage Marketing, joins us to discuss the process of engineering go-to-market motions. Through this episode, Mark talks about: --> As a founder, how to take your new product to the market --> Why should the CMO you hire need to be a business strategist and domain expert? --> What can founders do to ‘prepare the market’ before their new product is ready to go? -->Why do some companies fail to scale to the mass market - assuming there is a mass market for their product? --> Does a category define a brand, or does a brand define the category? and a lot more...

In this episode, Brandon Fluharty, the VP of Strategic Account Solutions at LivePerson, joins us to discuss the anti-hustle guide to SaaS sales. Through this episode, he talks about: --> The difference in approach for a fortune 50 account vs. other enterprise accounts --> Why do you need to get into a better environment to closer bigger deals? --> Brandon's process to build a strategic target accounts list --> The collaboration with sales-enablement -- how to make it work --> How you become a better seller by becoming a buyer of something complex, and a lot more...

In this episode, Ross Simmonds, the founder and CEO of Foundation, joins us to discuss 'how to do content distribution the right way'. Through this episode, Ross throws light on: --> How should a SaaS startup with a small team of 2-3 marketers approach content creation and distribution? --> How to make content distribution a strategic play than just using it as a tactic --> Baking content distribution into the content creation process --> How to use permissionless co-marketing as a content distribution play? --> Should you work on intent-driven content for each buying stage (or) should we blur the lines across the funnel stages? --> How to repurpose content and distribute it in a useful manner (and not lazy work)? --> Distributing content in communities and social media without losing trust, and a lot more...