OnBase: Smashing Sales and Marketing Misalignments

Sally Winter, Marketing Director at Benefex, discusses scaling marketing with AI and ABM. She emphasizes using existing content and a repeatable model for effective ABM campaigns. Sally talks about the importance of brand building, measuring influence over vanity metrics, and using events for emotional connectivity. Key takeaways include AI's strategic significance in modern marketing and challenges in B2B implementation.

Episode Summary This episode of Sunny Side Up Media discusses fostering professional communities and networking in tech. The speakers share their career journeys in roles like operations, enablement, and sales. They emphasize building relationships through open communication and understanding. Advice includes finding mentors, embracing new opportunities, and focusing on quality connections over quantity. Tips address networking for introverts, dealing with rejection, and giving/receiving balance. The episode stresses authenticity, trust, and collaboration in cultivating meaningful work relationships. About the guests Angela Mueters Angela is a Strategic Account Director at Demandbase, with a decade of experience at the company. She has held several roles on the Sales team at Demandbase and works with some of the most well-known brands in B2B. She has earned multiple President’s Club honors and has become a go-to person for insights and feedback within the organization. Angela constantly seeks ways to grow professionally and stay inspired through networking, mentoring, and different learning paths. Outside of work, Angela finds joy in traveling and spending time with her kids. Fationa Whittinghill Fationa “Yona” Whittinghill is an Advertising Operations Specialist at Demandbase where she has worked for almost 2 years now. From the B2C world of the Automotive industry, she made the switch to B2B with Demandbase. She brings her collaborative spirit in partnering with the campaign management team in the execution, management, and optimization of complex ad campaigns. Yona graduated from the University of South Florida with a Major in Marketing and International Business. In her free time, she enjoys the outdoors, the beach, live music, and quality time with her daughter and friends in Florida. Meghann Del Guercio Meghann is the Senior Revenue Enablement Manager, CX at Demandbase, with nearly 6 years of tenure. Her passion lies in enabling and mentoring others, where she finds fulfillment in empowering peers to reach their full potential. Aside from work, Meghann is a mom of two boys, whose energy and love inspire her every day. Key takeaways- Build relationships through open communication and understanding others - Find mentors to help guide your career growth and development  - Embrace opportunities outside your comfort zone for new experiences and connections - Focus on quality over quantity when networking and building professional connections - Ask questions and seek feedback to learn and strengthen relationships - Balance giving and receiving in professional relationships for mutual benefit - Be authentic and let your voice be heard with confidence in male-dominated fields - Cultivate communities both within and outside your organization for inspiration and support Quotes "I think cultivating trust and showing a genuine interest in other's success. And having a shared knowledge. I think it helps build the relationship."-Van on building new skills and learning for growth. -Fationa Whittinghill "I love when people internally will approach me and say Oh, I know you've been here for a while. I'd love to get time on your calendar. I'd love to kind of Like, learn from you." -Angela Mueters "Moving into the enablement space, I never found a community that was so influential and impactful. In any other field that I've been in, like, these people want you to succeed, regardless as to where they work." -Meghann Del Guercio Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Tom Keefe, a marketing ops expert, discusses the impact of Google's removal of third-party cookies on digital advertising strategies. Topics include the

Episode SummaryThis episode of the Sunny Side Up podcast features Carol Holly discussing building a brand through customer relationships. As CMO of Exclaimer, Carol shares her background and interest in marketing. She emphasizes prioritizing customer experiences and aligning business processes to meet customer needs. Carol also highlights the challenges of collaboration across departments and measuring the impact of brand-building efforts. Overall, she provides valuable insights on balancing brand awareness and demand generation investments for business growth. About the guest Carol is the CMO at Exclaimer, an email signature software platform. She is a senior leader backed by over 15 years in the digital and technology space for established businesses and start-ups. Coming from a background in product marketing, brand development, and demand generation. Carol is hugely passionate about building strategy, storytelling, bringing products to life for consumers, and driving growth. From building the first intelligent customer journeys at a global hotel brand to scaling the business marketing function from zero to hero for a Skyscanner, managing global demand for a leading pre-IPO software giant, Carol has a proven track record in engaging with the business, developing key stakeholder relationships, managing budgets and leading teams to realize their potential. Connect with Carol Howley Key takeaways - Prioritize customer experiences and align business processes to meet customer needs - Cross-departmental alignment is key to achieving customer-centric growth - Balance investments in brand awareness and demand generation for business growth - Measure brand awareness impact through metrics like NPS, engagement, sentiment - Personalization, AI, ABM, and video are areas of focus for future marketing strategy - Building trust through the brand is important for long-term visibility and sales opportunities Quotes“How do we focus on what's in the market, tailor our message to those particular verticals, or those types of or groups of people, and start to be really intelligent about where we spend our money? Because if we did spend on every possible industry vertical and company size would be very, very poor very quickly. -Carol Howley ⁠Connect with Carol Howley⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠| ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Episode Summary This episode of Sunny Side Up features a discussion about women's careers in tech with Debbie Saskin and Van Hsieh from Demandbase. The speakers share their non-traditional paths into tech from fields like education and biochemistry. They discuss challenges like adapting to new skills and industries, as well as strategies for career advancement through self-advocacy, mentorship, and asking questions. The importance of flexibility, adaptability, and supportive work environments for women in tech are also highlighted. About the guests Van Hsieh Van is a dynamic Sr. Software Engineer at Demandbase. With a career that’s taken her from sales to solutions engineering and finally to software development, Van's love for crafting and delivering tangible projects shines through in her work. Her path, marked by continuous learning and adaptability, showcases a deep-seated passion for exploring new horizons and mastering diverse skills.Outside of the digital realm, Van finds solace and creativity in pottery, an art form that mirrors their professional approach—meticulous, thoughtful, and uniquely personal. Residing in San Francisco, they draw inspiration from the city's vibrant energy, blending the artistry of their hobbies with the innovation of their tech career to create a fulfilling, balanced life. Connect with Van Debbie Saskin Meet Debbie, a seasoned professional in digital marketing and campaign strategy, currently serving as a Manager, Campaign Strategy at Demandbase. Her journey began in a small tech company, evolving through roles in sales assistance and publisher-side Ad Operations before thriving as a Senior Optimization Manager at PebblePost. With a background in education, Debbie seamlessly integrates learning principles into her work, fostering innovative strategies. Her diverse experience equips her for client-facing roles, consistently delivering exceptional results. Beyond work, Debbie enjoys cooking, live music, and travel, finding inspiration in diverse cuisines and cultures. Connect with Debbie Key takeaways - Career paths in tech can start from non-technical backgrounds through opportunities and absorbing new skills - Self-advocacy, asking questions and finding mentors are important for career growth - Negotiating salary and promotions requires understanding your own worth and industry standards - Flexibility and adaptability are valued traits for navigating an ever-changing industry - Supportive work environments and connections help retain women in tech careers Quotes“You start rising up, learning a lot, facing a lot of challenges when you're first picking up the skill, everything is new, everything is challenging. So for me, the learning part is pretty much always the biggest challenge. But once you're able to adapt it for yourself, it's going to be with you forever.” -Van on building new skills and learning for growth. "I think it's really important to have someone that you can look up to and that's advocating for you, as well as doing it for yourself." -Debbie on having a mentor.

Explore how professional services firms can leverage account-based growth strategies, scale thought leadership, personalize content, and use AI technologies. Learn about aligning marketing and sales through change management, focusing on customer success and adoption for long-term success. Discover how intent data and personalized targeting can uncover new opportunities and optimize content strategy for targeted personas.

Discussion on revenue alignment at UserGems, challenges of sales & marketing alignment, champion tracking, setting OKRs, importance of transparency in goals, and strategic approach to aligning resources for shared success. Guest suggestions for the podcast show and book recommendations for revenue alignment strategies.

Episode Summary This episode of Sunny Side Up discusses finding balance in work and life for women in tech. The speakers share their career journeys and experiences maintaining boundaries while prioritizing demanding work. They discuss challenges like burnout and pressures to overwork without children or partnerships. The speakers appreciate Demandbase's supportive culture that values employees' well-being and personal lives. Flexibility, leading by example, and connecting with other women in the industry are suggested as helpful for work-life balance. About the guests Jennie McCormick Jennie is a Senior Customer Success Manager at Demandbase serving the east coast region. She has been passionate about the customer experience and setting her customers up for success for over 15 years in various client-facing roles. From the worlds of customer service to B2C, to agency, to B2B, she has focused on being as well-rounded as she is being an expert in her fields. She took an unconventional route in life starting her career at 19 years old, beginning university at age 25, living abroad, then moving across the country by herself to NYC in her 30’s. Jennie is proud to mentor women navigating their careers and loves squashing biases around child-free and neurodiverse women in the workplace. Connect with Jennie Moira Van den Akker Moira van den Akker is a seasoned revenue marketer with a passion for MarTech. Working for organizations big and small, she has over a decade of experience driving growth and building high-performance marketing teams. In her current role as Director of Enterprise and Customer Marketing at Demandbase, she enjoys partnering with Sales to build and accelerate pipeline across the entire customer lifecycle. Moira lives in sunny Denver with her partner, two toddlers, and two pugs. Connect with Moira Lea Brown Lea is an Employee Communications and DE&I Specialist at Demandbase. Before transitioning into the tech industry, she spent over five years in health care, higher education, and non-profit spaces. Although Lea’s professional background is in communications, her passion is building equitable workplaces where employees of all identities are respected, valued, and empowered. She is proud to have the opportunity to cultivate such an environment at Demandbase. In her spare time, Lea enjoys travelling, reading, and sewing. She also serves on the board of directors for HEARTH, a Pittsburgh-based non-profit offering transitional housing for women. Connect with Lea Key takeaways - Finding balance is an ongoing challenge, especially for ambitious career-driven women without children. - Setting boundaries like calendar blocks and ending workdays is important to prevent burnout. - Companies should support work-life balance through flexibility, mental health resources, and leadership that prioritizes personal well-being. - Leading by example and respecting others' time and boundaries helps set expectations for a balanced culture. - Connecting with other women in similar roles provides valuable perspectives on navigating work and life.

B2B technology marketing expert Jodi Lebow discusses the evolution of ABM strategies with data and technology, emphasizing customer-centricity and collaboration between sales and marketing teams. Key topics include tailoring content, measuring metrics, testing and learning, and continuous optimization for success in ABX. Lebow highlights the value of data-driven decision-making and ensuring collaboration among all team members.

Episode Summary Don McGuire, the CMO of Qualcomm, discusses marketing strategies and AI-powered growth. Some key topics covered included McGuire's career advice on staying true to oneself and being open to opportunities. He also discussed how Qualcomm has evolved its marketing structure and is adopting AI tools like Writer and Firefly to accelerate content development. McGuire emphasized the potential of generative AI to improve work-life balance by freeing up time. He also talked about building the Snapdragon brand through visual and sonic elements. Overall, the episode provided valuable insights from McGuire on marketing, AI adoption, and career leadership. About the guest Don McGuire is the CMO of Qualcomm. In this role, Don leads global marketing across all Qualcomm’s businesses, as the company continues to diversify beyond mobile into new growth areas. Don joined Qualcomm in 2016 to lead the Global Product Marketing organization, where he redefined Qualcomm’s strategic approach to product marketing.  A seasoned marketing leader with 25 years of experience, Don has worked across mobile providers, device OEM, content/developer, and semiconductor industries. Before joining Qualcomm, he was a senior leader at Intel, where he led global marketing strategy, campaigns, and messaging for their Client Computing Business. Connect with Don McGuire Key takeaways - Stay true to yourself and be open to opportunities in career development - Tie marketing objectives to business objectives to drive success  - Build brand awareness and affinity through storytelling and partnerships - Use sonic branding to create instant brand recognition - Adopt AI tools like Writer and Firefly to accelerate content development - Generative AI can improve work-life balance by freeing up time for creativity - Experiment with AI tools in a controlled way before deploying enterprise-wide Quotes "It's not meant to replace people in jobs, it's meant to replace tasks."  - Don responding to the fears about job loss due to AI. "Sonic branding can be a very, very important and effective tool in building out an affinity for your brand." Recommended Resource -Young China: How the Restless Generation Will Change Their Country and the World Shout-outs -Carla Zakhem-Hassan, CMO at JP Morgan Chase & Co. -Drew Panayiotou, Global CMO at Pfizer Connect with Don McGuire⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠