This episode is a deep dive into Chris Rack's blueprint for marketing resilience in a down economy. Chris, the CEO of MRP, connects B2B marketers with revenue-propelling demand solutions across the buyer journey. Chris’s 17+ years in B2B sales and marketing technology include scaling organizations from sub $10M to $80-$100M annual revenue. His journey reflects a commitment to driving success for teams and clients, fueling MRP’s mission of impactful B2B connections via advanced account intelligence.In this insightful episode, Chris shares his expertise on the nuances of marketing strategies in today's fluctuating market. From discussing the balance between demand capture and demand generation to exploring effective budget allocation for SaaS companies, Chris provides valuable insights into maximizing marketing efforts with limited resources. He also touches on the impact of generative AI and product-led growth in the current economic landscape, offering practical advice for CMOs and marketing leaders.Tune in to hear how to get your marketing plans approved by your CEO in a tough economy and more with Chris Rack!--Mentioned Resources:Gong - Revenue intelligence platformSybill.ai - AI personal assistant for SalesLavender.ai - AI sales emails coachRegie.ai - Generative AI platform for Sales teamsClay Labs - Personalized AI email platform--Timestamps:[00:00] Introduction[03:00] MRP's Demand Gen Solutions[03:38] Demand Generation vs. Demand Capture[06:16] Demand Gen is a long game[07:20] Doing more with less and growth expectations[11:07] How to think about budget reallocation in an uncertain economy[15:52] Podcasting as a demand capture & demand gen channel[18:48] How to get your marketing plan approved by your CEO & CFO[26:16] Misconceptions about Product-Led Growth[33:10] Is keeping your Tech Stack worth it in a tough economy?[34:31] The 3 tools a marketer can't live without[37:54] The role of Generative AI in marketing[44:06] Unveiling MRP's secret sauce

Jason Swenk, agency advisor & coach, shares insights on building and scaling marketing agencies. He emphasizes the importance of building an asset, scalability, and having a leadership team. Swenk discusses marketing strategies, the power of podcasting, and providing value to clients. Key takeaways include focusing on scalability, consistency in marketing, and the value of social media for agencies.

In a world where skydiving was his biggest thrill, Rohan Hayes never expected that a new passion would come soaring into his life. As he reminisces about his exhilarating experiences and the burnt-out skydivers he encountered, little did he know that his path would take an unexpected turn. 👉 His professional journey began in the commodities industry before discovering a passion for marketing and winding his way into tech. This approach has made him a firm believer in a more systematic formula for growth. And then, he co-founded Snitcher, a B2B Lead Generation & Sales Acceleration.How did Snitcher change the game for Rohan? Stay tuned to find out.In this episode, you will be able to:Discover actionable insights from the SaaStock conference experienceGain a competitive advantage with Snitcher's visitor identification platform, turning anonymous website visitors into potential leads.Understand how to build a brand in the era of AI content.The key moments in this episode:00:00 - Introduction 03:06 - The SaaStock Experience 07:53 - Where does Snitcher fit into the modern MarTech stack?11:23 - The road to $1 million ARR with 3 people14:50 - Driving qualified traffic to your website16:03 - Account-based approach to growth20:17 - How an upstart brand can compete with entrenched category gorillas23:36 - PLG: guiding not selling in free trials33:14 - CSM role in a SaaS business36:01 - How to build a brand in the era of AI content

Discover the power of outbound marketing as Kien and Alex defy the stigma and overcome the challenges of personalization for higher email response rates and increased sales growth.In this episode, you will learn how to:Boost your lead generation with effective outbound marketing strategies.Maximize your email outreach success with personalized cold email campaigns.Understand the symbiotic relationship between inbound and outbound marketing for exponential growth. 👉 Kien Tran and Alexander Ivanov are the co-founders of HyperGen, an outbound lead gen company that specializes in helping businesses close more deals through intent-based cold emails. With their expertise in digital marketing and a keen focus on personalized outreach, Kien and Alex have successfully scaled their agency by honing in on the power of cold email.Marketers often overlook outbound strategies due to a feared negative stigma, or simply due to a lack of understanding of its potential. Yet, when correctly executed, outbound strategies can introduce your brand to untapped markets, widen your audience pool, and enhance your company's overall growth trajectory. Alex and Kien highlighted the role of outbound marketing as an essential catalyst in creating brand awareness and stimulating growth in sales.  Here are some of the key topics that Alex, Kien and Paris discussed in this episode:02:21 The story of how they started HyperGen05:14 The stigma surrounding Outbound Marketing07:30 The power of email personalization09:25 Targeting the right audience17:14 Nailing the ideal email sequence length23:29 How can Inbound benefit from Outbound and vice-versa? 34:45 What's the future of Outbound and AI? 

While lead generation focuses on the 5% of companies currently in the market, demand generation aims to capture the other 95% that are not actively looking to buy.In this episode, Deanna Shimota discusses the three legs of a successful demand generation strategy: the website, managed channels, and third-party channels. She emphasizes creating targeted content for your ideal customer profile. Deanna highlights the importance of balancing short-term lead generation with long-term demand generation. By focusing on both, companies can drive revenue now while also building a strong foundation for future growth. 👉 Deanna Shimota is the CEO of GrowthMode Marketing. She has made it her mission to know everything about B2B marketing and demand generation. She’s on top of every tech trend and social media modulation. She’s used her skills and expertise to catapult multiple technology companies into high-growth mode. Here are some of the key topics that Deanna and Paris discussed in this episode:• 00:00 Intro• 02:14 Demand Gen vs. Lead Gen• 06:00 The 3 content distribution channels for demand gen• 10:50 Tapping into existing audiences when you are a niche SaaS business• 13:41 How to allocate your marketing budget to the right channels• 14:05 Zero-cost marketing: brand ambassadors• 16:13 The power of omni-channel marketing• 17:33 What is your most profitable client?• 20:03 Developing your demand gen engine• 21:10 Documented strategy vs. Random Acts of Marketing• 24:41 Is LinkedIn the new Blog?Listen to the episode to discover why "Marketing should become your best sales rep."---🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the Marketing Strategy theme of our podcast!

Pricing can make or break your SaaS business. "Most executives think that what you charge determines your success. In fact, who and how you charge determines your success."Finding the perfect pricing strategy in a landscape filled with changing variables and diverse revenue streams can feel like searching for treasure in a vast sea. Surprisingly, pricing is often an overlooked aspect of the business process despite its profound impact.Our guest, Dan, is here to answer the question, "How do you put a price on your innovation?"👉 Dan Balcauski ("Bell Cow Ski") is Product Tranquility's founder and Chief Pricing Officer, based in Austin, TX. He focuses on helping high-volume B2B SaaS CEOs define pricing and packaging for new products. Over his career, he has worked in both B2C and B2B companies, ranging from startups to publicly traded enterprises.Pricing isn't just about numbers; It's about creating, understanding, and effectively communicating the unique value you offer to your customers.In this episode, we emphasize the importance of engaging with your customers when determining your pricing strategy.We also explore the 3 main methods for finding the right price for your SaaS product: Use value (utility of the product)Exchange (reference) valuePerceived value, anchored by the concept of willingness to payDemystify how to price your SaaS product in this episode with Dan!Here are some of the key topics that Dan and Paris discussed in this episode:• 00:00 Intro• 02:47 The 4 elements of SaaS packaging• 06:39 Use value• 09:37 Exchange (reference) value• 10:54 The concept of exchange value with Elon Musk• 12:20 How to price your new category product• 18:50 Perceived value• 20:54 Willingness to pay (WTP)• 24:20 WTP: Direct & indirect questioning• 28:43 Why, before pricing, you need to talk to your customers• 30:21 Pricing your SaaS: Free trials vs. Freemium• 33:41 Why Freemium is a no-no• 41:28 Should a B2B SaaS company display pricing on its website?• 45:11 When is it time to raise your prices?---Resources Mentioned:The Strategy and Tactics of Pricing, a book by Thomas T. Nagle and Georg MüllerThe Van Westendorp Price Sensitivity Meter (also known as the Price Sensitivity Analysis), a market research technique---🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the Marketing Strategy theme of our podcast!

It's time to break free from the endless chase of shiny tactics and growth hacks that lead to burning money without results.There's a smarter path to market domination: scalable systems and processes firmly rooted in the marketing basics. Mark Osborne shares the keys to predictable growth - setting up systems in your organization that could have your revenue and pipeline doubling in just 90 days.No more throwing money at ads or frustrating over low-quality leads. With B2B Growth Systems, you're in control. Having systems is the key to scaling your business.Tune in now to hear about Mark's B2B SaaS Growth Systems bridging the gap between Marketing, Sales, and Customer Success teams!👉 Recognized by AdAge Magazine as a “Marketing Technology Trailblazer” in 2017 and a #1 Best-Selling Selling Author on B2B Marketing and Sales, Mark Osborne brings decades of experience integrating Sales, Marketing, and Customer Success for Early-Stage SaaS, Tech, and B2B / Professional Services Firms. Mark has delivered tens of millions of dollars in revenue for his clients, often doubling revenues and pipeline in 90 days through his focus on building revenue systems that emphasize strategic building blocks of Competitive Advantage.He is the founder of Modern Revenue Strategies, which offers a "10X ROI B2B Growth Guarantee" - if you don't see a 10X return on your investment with them within 6 months, they'll give you your money back.Here are some of the key topics that Mark and Paris discussed in this episode:• 00:00 Intro• 02:45 How mark guarantees a 10 X ROI B2B growth• 05:33 Why you should focus on these 3 systems for B2B growth• 07:02 Why you must have systems in your organization • 08:05 Example of a revenue system Mark has helped a company build• 12:41 How to get marketers to focus more on lead quality instead of volume• 16:42 How Google's value-based bidding shifted the focus from volume to conversion value• 20:30 Demand gen & lead capture: Create demand as you capture demand• 22:29 Grow at all costs is in the past; now is the time to do more with less• 23:24 How to identify competitive white space opportunities• 29:34 Are you shifting as the market changes?• 31:14 The state of the SaaS industry• 35:00 How to build a system in your organization and why it removes silos• 37:24 How can you document your systems and make people follow themResources Mentioned:Mark Osborne, Are Your Leads Killing Your Business?Mark gives the first 50 people who click on the link below a copy of the book for free:http://modernrevenuestrategies.com/freedownload2. Seth Godin, The Dip3. David Jenyns, SYSTEMology: Create Time, Reduce Errors and Scale Your Profits with Proven Business Systems4. Michael E. Gerber, The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the Marketing Strategy theme of our podcast!

A wake-up call for businesses everywhere: either adapt to the First-Party Data (1PD) era or risk falling behind!In this episode, we explore the dynamic intersection of artificial intelligence, marketing technology, personalized customer experiences, and 1PD.Though not a marketing world newcomer, AI is experiencing a renaissance. From harnessing generative AI to automate repetitive tasks to predicting consumer behavior, AI has become indispensable for leading brands and their marketing teams.But the landscape is shifting. "AI doesn't work without good data."Customers now demand personalized experiences while growing increasingly cautious about data privacy. With evolving consumer preferences and stricter data regulations, brands are at a crossroads.The solution? Crafting a robust first-party data strategy. This strategy empowers the level of personalization customers crave while protecting their data.Learn how to thrive in the post-cookie world with Greg Kihlström, Principal & Chief Strategist at GK5A and author of House of the Customer!Here are some of the key topics that Greg and Paris discussed in this episode:• 00:00 Intro• 02:17 What a personalized customer journey looks like• 03:42 Example of a well-orchestrated personalized customer journey for SaaS• 06:59 Generative AI & the future of marketing• 07:22 How AI impacts smaller organizations• 11:02 How Gen AI tools fit into the modern MarTech stack• 11:59 The "people, process, platform & data" part of implementing MarTech• 13:37 Get a First-Party Data strategy or fall behind• 15:11 Are you doing enough with your 1PD?• 15:58 Why companies aren't preparing for the Post-Cookie world• 21:27 The best First-Party Data strategy• 25:18 CDP vs. Data Warehouse• 30:05 Do all companies need a First-Party Data strategyMentioned Resources:Mutinity, a no-code AI platform. AI and the Future of Marketing 🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the AI & Marketing Strategy theme of our podcast!

In this episode, Joana shares the basic principles of Account-Based Marketing (ABM) and why ABM is the only marketing choice for B2B companies targeting mid- to enterprise-level accounts.👉 Joana Inch is the founder of HAT Media, a B2B and Account-Based Marketing (ABM) Agency.She is a best-selling author of Go To Market, a regular educator at the Sydney Microsoft Reactor, and a constant learner of ABM & B2B marketing strategies with a particular interest in consumer psychology.Tune in to explore the evolution of B2B marketing and how to do ABM, from the basics to the strategic tactics.Here are some of the key topics that Joana and Paris discussed in this episode:• 00:00 Intro• 02:10 The changing B2B buyer• 03:55 Millennials in B2B roles (as decision-makers)• 05:05 PLG, Demos & Sales Process and where it all goes wrong• 11:14 Why ABM should be the only marketing choice for B2B• 12:35 All things ABM - what is account-based marketing?• 15:44 Tools to use to map decision-makers for your ABM strategy• 17:18 The 3 levels of personalization with ABM • 20:12 The role of outbound marketing within an ABM strategy• 22:12 The types of content you need to personalize your ABM strategy• 25:28 What are good marketing KPIs or metrics for ABM?• 29:18 When should companies use an Employee Advocacy Program• 34:18 Recap: How to get started with ABM🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the Marketing Strategy theme of our podcast!

Are you tired of being seen as just another player in the market? Raul will teach you how to shatter the glass ceiling in your industry, making clients come to you and positioning your agency as a unique powerhouse rather than a commodity.In this episode, Raul shares his Productive Profits® strategies that will revolutionize how you operate your agency. Learn how to productize your services, strategically increase your pricing while attracting high-value clients, and what is Raul's 80/20 Day for digital teams and remote work.👉 Raul Hernandez Ochoa is the founder of Do Good Work, a digital growth consulting practice that helps bootstrapped digital businesses achieve profitable growth. With extensive experience as a digital growth operator and strategist, Raul has helped double to 5x digital agencies, generating millions of dollars in revenue using his Productive Profits® strategies. Tune in to discover how you can transform your agency into a scalable powerhouse!Here are some of the key topics that Raul and Paris discussed in this episode:• 00:00 Intro• 02:47 The biggest challenge for agencies now• 03:56 Agency positioning & how can agencies differentiate• 06:06 How to productize your services • 13:20 How agencies should think about pricing• 21:09 Org structure: from a functional Org into a pod• 27:59 The 80/20 day for digital teams• 35:27 How to modernize your agency with AI🔥 With different themes, each PTM podcast episode provides a well-rounded perspective that includes our host's own insights. Don't miss out on the Marketing Strategy theme of our podcast!