OnBase: Smashing Sales and Marketing Misalignments

This episode of Sunny Side Up features Suhas Uliyar, a leader in the world of enterprise software and cloud platform technology who has held multiple leadership roles both as a start-up founder and as a key member of executive teams with such companies as Oracle, Motorola, and SAP. As VP for Digital Assistant, AI & Integration at Oracle, he is currently responsible for multiple cores and innovative cloud solutions and has fascinating anecdotes to share about career highlights as well as insights into what he sees ahead as the pace of AI and digital transformation accelerates. Connect Suhas Uliyar | Follow us on LinkedIn

In this episode, Ryan Bearden talks about how the right content strategy can shape today’s B2B buyer journey. He shares the best B2B content strategies he has come across in his marketing career, what role content plays in effective sales enablement, and how B2B buying practices will evolve in 2022 and beyond. Plus, Ryan shares his thoughts on why marketing hasn’t evolved to adapt to the digital landscape as quickly as it should have. Connect Ryan Bearden | Follow us on LinkedIn

This episode of Sunny Side Up features a business leader whose growth mindset is the key to inexhaustible energy and driving long-term business success. Keith Sampson, National Sales Director for North American Bancard, learned early in life that adversity could serve as a block or an invitation to learn. He has chosen the latter at every turn, including when pandemic shut down his bread-and-butter roadshows overnight. Within a matter of hours, he had reimagined his sales outreach program and ramped up virtual conferences that were attracting hundreds of attendees within weeks. Learn how Keith’s 3E’s fuel sales and how purpose-driven businesses are the key to a meaningful – and fulfilling – life. Connect Keith Sampson | Follow us on LinkedIn

In this episode, Sarah Gieringer talks about the future of digital payments and their impact on B2B businesses. Why it’s important for marketers to learn the business they’re marketing, the biggest lessons she’s learned about disruption, the mindset needed for succeeding in a new company division, the types of data or intelligence she’s using to identify the right customers, and what you can expect for the future of B2B financial services. Connect Sarah Gieringer | Follow us on LinkedIn

This episode of Sunny Side Up features Gary Hurry, international marketing director for the global analytics giant IRI. Over the past year, he has instituted cross-department alignment around account-based marketing (ABM), yielding great results. Previously marketing lead at Thomson Reuters, he has a strong track record driving major revenue growth within B2B and B2C brands. Gary is an innovator and visionary who shares his passion for implementing and optimizing commercially successful ABM systems for marketing purposes and equally as a demonstrable engine of growth through the identification of leads, retention, and expansion of business. He also offers up some recommended reading and advice for marketing leaders interested in the step-by-step process entailed in rolling out an ABM initiative. Connect Gary Hurry | Follow us on LinkedIn

This episode of Sunny Side Up features Ash Parikh, chief marketing officer at Druva. As a marketing visionary with deep knowledge of B2B and SaaS, he offers a unique take on the transformational impacts of pandemic and accelerated digital advances over the past two years. No single CMO can juggle the multiple roles required – field marketing, digital, partner marketing, content marketing, demand gen, corporate gen, branding. That’s why Ash urges hiring the best possible team, offering leadership that empowers and promotes strategies like ABM and AI-driven prospecting for optimal results. Personal touch and live engagement will always be important, but a confluence of factors has now also created a parallel hybrid sales and marketing universe that Ash believes is here to stay. Connect Ash Parikh | Follow us on LinkedIn

This episode of Sunny Side Up highlights a company that has made Diversity, Equity, and Inclusion a focal point within the workplace – not just for now but in the future. C Space CEO Jessica DeVlieger and Kisha Payton, head of the company’s DEI Think Tank, walk us through their journey in the wake of the pandemic and Black Lives Matter. Their workplace program no longer checks a box or offers a bandage. Rather, Jessica has taken the trauma of George Floyd’s murder and used it as a springboard to make C Space a model for meaningful change. She and Kisha share their experience in starting difficult conversations and the internal work that had to be done before the company could even start to think about promulgating a DEI agenda among clients. They have put in place systems to advance authentic understanding and programs with actual teeth when it comes to things like hiring. Most of all, Jessica says, there is a firm, bold, ongoing commitment to making space for marginalized voices to be heard. Operating from a place of respect and communication makes good business sense, but at C Space, it’s also personal; something is woven daily into the culture’s core values. Connect Jessica DeVlieger | Connect Kisha Payton | Follow us on LinkedIn

This episode of Sunny Side Up breaks down the biggest challenges – and smartest strategies – for taking mergers and acquisitions from execution to implementation. In his role as director of global sales & service ops at Siemens Digital Industries Software, it’s Jeff’s job to smooth the way when organizations need to come into alignment quickly post M&A. Among other things, he leads Sieman’s integration team, which is responsible for driving the process from alignment to critical systems deployment to continued operating efficiency and seamless user experience. For sales teams, the news of an acquisition or merger often comes as somewhat of a surprise and maybe disturbing or distracting. Not, however, if companies act intentionally and undertake some of the measures that Jeff describes in this conversation, including strategies to leverage technology, communications, and data analytics. Connect Jeff Clish | Follow us on LinkedIn

This episode of Sunny Side Up features someone who has his finger on the pulse of today's television viewing habits – which in this world of streaming, browsing, and multiple devices is a more complicated accomplishment than ever. In his role as EVP at Nielsen and MD Demand Side Media, David Hohman has found new ways to understand and leverage both Nielsen's longtime role as America's source of advertising metrics as well as leading-edge access to viewer behavior as it's quickly evolving today. This conversation touches on an overview of CTV terminology, consumer privacy requirements and constraints, the most effective ways for B2B marketers to leverage ad buy (Hint: Integrating as much as possible with content is a big one) and what advantage Nielsen derives from its unique partnership with Roku, the #1 device in America for enabling TV and movie streaming services. Connect David Hohman | Follow us on LinkedIn

In this episode of Sunny Side Up, the focus is on career success as anything but a straight line. For Utkalika Badu, Managing Vice President for Global Sales Strategy and Operations at Gartner®, the trajectory has been steep and often unexpected. She shares her journey from preconceived notions based on university classes to on-the-ground experiences that have shaped an entirely different conception of what it takes to be a successful leader. Along the way, she has picked up a wide range of skill sets, always prompted by curiosity and a willingness to stretch and take a risk. Utkalika offers advice to would-be leaders on their ascent and uses lessons from sports as a great metaphor for business success through collaboration and team building. You'll also enjoy some evergreen book recommendations! Connect Utkalika Badu | Follow us on LinkedIn