OnBase: Smashing Sales and Marketing Misalignments

In this episode of Sunny Side Up, host Ryan Schimmel talks to Jordan Rost about how streaming is revolutionizing the entertainment and media landscape. Jordan, who leads marketing for Roku's advertising business, explains how streaming has combined the best of traditional television with digital precision and accountability. They delve into topics such as how streaming services are giving viewers more control over what they watch, sports viewership in the streaming world, and shifting from acquisition to retention and lifetime value for marketers. Jordan also shares insights on new ad experiences being explored in streaming services, such as brands being part of the content discovery experience and allowing ads to be shoppable on the TV screen. As well, he dives into how marketers can leverage data to deliver more relevant advertising in light of a current economic downturn and provides resources to better understand the relationship between technology and its impact on focus and attention spans. Connect with Jordan Rost | Follow us on LinkedIn

In this episode of the Sunny Side Up podcast, host Tyler Gambardella interviews Jorge Quant, Vice President of Strategy and Marketing for the Americas of Carestream Health, a worldwide provider of medical and industrial imaging systems. They discuss how Carestream adapted to the pandemic by creating virtual spaces to showcase their solutions, and the future of B2B marketing in the current economic climate, stressing the importance of solving customers' problems in a better and more efficient way than competitors to create significant and relevant value and differentiate themselves to maximize profitability. Jorge also discussed the importance of understanding the customer's needs and how it is key for companies to be able to create value and differentiate themselves. He also talked about how companies need to be continuously listening to their customers to stay relevant and adapt to the changing market conditions. Ultimately, Jorge emphasizes the importance of a customer-centric approach in B2B marketing, even in a downturn, to be able to create value and maximize profitability. Connect with Jorge Quant | Follow us on LinkedIn

On this episode of Sunny Side Up, host Eric McIntyre is joined by Dave Woolwine, Vice President of Sales for Americas at HackerOne. Dave has extensive experience in sales with mini high-growth companies and provides insights on the importance of building a high-performance team. Dave shares his journey from AE to leadership positions in the SaaS space and how companies should define their ideal employee profile (IEP) when hiring for high-growth positions. They discuss the difficulty and complexity of the hiring process for salespeople, as resumes often lack the information needed to determine if a candidate is suitable for the position. Additionally, Dave shares tips on creating an environment where employees can continually better themselves through training and leadership – even in a remote work environment. Connect with Dave Woolwine | Follow us on LinkedIn

In this episode of Sunny Side Up, host Chris Moody interviews Julia McClatchy, a partner at McKinsey's Philadelphia office. Julia sheds light on the findings from McKinsey's new B2B growth equation report, which surveyed 3,500 B2B decision makers across 12 markets globally. Shel discusses how sales are increasingly becoming digital and how sales operating models are becoming more hybrid. Additionally, she explores the importance of using analytics and personalization to engage customers more effectively and to ensure sales teams are upskilled and trained properly. They also discuss the challenge of retaining top talent in the market and how companies need to get creative with their training approaches along with the disconnect between sales reps and managers in terms of understanding the key skills for customer growth as well as strategies for creating successful transformations. This conversation highlights the importance of hybrid selling in today's world as well as why it is expected to be the most dominant sales strategy by 2024. Join us as we learn best practices for building and designing world-class sales teams that emphasize collaboration, purpose, competitive compensation and incentive structures, lifelong learning, and a strong culture. Connect with Julia McClatchy | Follow us on LinkedIn

In this episode of Sunny Side Up, host Eric McInturff interviews accomplished marketing leader Prachi Gore on building an agile go-to-market strategy. Prachi has nearly 15 years of experience in marketing, consulting, and driving demand generation, brand adoption, and operational efficiency. The guest shares her background in marketing, starting with consumer tech and digital marketing, and transitioning into B2B and large enterprise markets. The conversation also includes a discussion of Checkr’s strategic intent behind their acquisitions of ModoHR and GoodHire in 2020, and how they were directly tied to the company’s growth strategy, as well as potential changes and pivots in the go-to-market strategy that may be needed in the future. Connect with Prachi Gore | Follow us on LinkedIn

In this Sunny Side Up episode, Join Chris Allen and Jon Miller as they discuss building a content marketing organization that focuses on revenue marketing and meaningful content. Chris outlines four key players: governance, strategy, execution, and analysis. He discusses roles and responsibilities and the importance of a corporate narrative, leveraging technology to measure results, and staying up to date on trends. Chris also shares tips for maximizing reach and engagement on social media platforms and becoming a revenue center. Tune in for this insightful conversation about building a successful content marketing organization! Connect with Chris Allen | Follow us on LinkedIn

Scott Brinker, VP of platform ecosystem at HubSpot shares his insights on the future of marketing technology. Scott discusses the concept of Martec’s Law and why organizations are not keeping up with technology’s advances. He discusses how change management is anxiety-provoking for many people, how marketers need to be strategic about which changes they embrace and talk about prioritization, and how marketers should think about using data to optimize their execution rather than just their technology. Connect with Scott Brinker | Follow us on LinkedIn

In this Sunny Side Up episode, host Jason Goldenberg interviews Jay Suggs, the Senior Director of New Business Development for Strategic Accounts and former Global Director of Diversity and Inclusion for Johnson Controls. They discuss how the concept of business leadership has evolved from managing to actual leadership over the past decade. Jay talks about his work in building and deploying diversity and inclusion initiatives within Johnson Controls, and his belief that inclusivity is essential for effective leadership. They also discuss Jay's role in cultivating new opportunities and clients as the director of business development for strategic accounts, and the exciting trajectory of Johnson Controls' digital platform and new platform solution, Open Blue. Connect with Jay Suggs | Follow us on LinkedIn

This episode of Sunnyside Up explores the importance of engaging with an audience on an emotional level in B2B marketing. Matt Quirk, Head of Digital Marketing for Insight Enterprises, joins us to discuss how understanding customer pain points and using emotional triggers can lead to successful campaigns. He shares his experience in applying psychology to marketing for Fortune 100 companies and small businesses alike and explains how organizations can pivot quickly to remain client-centric. Matt also provides insight into marketing and sales collaborations, multi-touch attribution, feedback sessions, optimization meetings, and other tactics that can drive digital transformation projects. He dives into an incredible project of his own which began with a single idea from marketing and resulted in vision work, machine learning, AI, data storage, cloud security, and more. Connect with  Matt Quirk | Follow us on LinkedIn

Today’s guest is Jason Wilman, Head of Education Sales and GTM at Canva. Jason talks about how to sell to educators and make your products more user-friendly and intuitive. Jason discusses how the market depends on understanding the needs of educators and motivating them to use your products. That means focusing on impact rather than features, and providing training so that users can get the most out of EdTech applications. Connect with  Jason Wilman | Follow us on LinkedIn