Predictable B2B Success

In this Predictable B2B Success podcast episode, host Vinay Koshy interviews Frederick Vallaeys, CEO and co-founder of Optmyzr, a leading PPC management platform. Vallaeys, a seasoned Silicon Valley entrepreneur and one of Google's first 500 employees, discusses the challenges of running digital advertising campaigns, including ad fraud and low conversion rates. He explains how Optmyzr's platform and experience can help businesses overcome these challenges and improve their PPC campaigns' performance. Vallaeys also shares insights from his two books on automation and gaining a competitive advantage. Frederick Vallaeys is a seasoned entrepreneur and leading PPC search and marketing influencer. With a background in engineering and communication, he became an evangelist for PPC and has since focused on teaching and automating processes to improve efficiency. He is the CEO of Optmyzr and has extensive experience in bid and budget management, automation, and PPC insurance. He emphasizes the importance of combining human intellect with machines for successful automation and staying up-to-date with the latest trends and challenges in the industry. Some areas we explore in this episode include:  Challenges faced by businesses in PPC marketingThe importance of relevant answers in PPC advertisingThe role of automation in PPC advertisingOptimizing ad campaigns with automationThe importance of target return on ad spend in biddingPersonal strengths and insights on PPCThe importance of understanding the performance of digital campaignsCombining human intellect with automation for better resultsThe role of automation in advertisingThe power of first-party user data in PPC marketingAnd much, much more.

Douglas Squirrel's career took an unexpected turn. Fired repeatedly for building top-performing teams, it was only a short time before he realized his talent for turning around tech organizations that made him a sought-after consultant. His journey led him to discover trust and fear as the root causes of most technology problems.  Coaching CEOs and founders to address these underlying issues fostered a culture of collaboration that led to better business outcomes. With insights into agile conversations, Douglas has become a trusted expert. What did he learn along the way? And how can his experience help you improve team productivity? Douglas Squirrel is a seasoned CEO with an unparalleled perspective on the power of conversation in creating productivity gains across organizations. Having spent 45 years coding and leading software teams in various industries, including fintech, biotech, and music, Douglas has developed a knack for addressing common workplace issues such as trust and fear in conversations. Through extensive experience with over 170 organizations worldwide and coaching numerous leaders, Douglas has gained insightful expertise in aligning business goals and fostering productive conflict. He's also co-authored the book Agile Conversations and runs a highly engaged community, the Squirrel Squadron. Some topics we explore in this episode include: Enhance productivity through engaging conversations.Discover the role of trust and fear reduction in organizational transformation.Learn the power of agile discussions for effective teamwork and business success.Unlock the potential of a trust-based culture to maximize software profitability.Master joint design methods for consensus building and pursuit of common objectives.How to consider outsourcing software development projects to save costs, increase flexibility, speed to market, and access to tools.How to ensure that the software development project is tied to real outcomes by implementing the Mark to Market process, which involves getting software in front of real customers who might buy it or give feedback.Encourage engineers to talk directly to customers to understand their needs and challenges better.How to work backward to set medium-term goals for the tech organization by understanding what the whole company is trying to achieve and identifying the barriers.Repeating a new strategy frequently to create cultural change and help people align.And much, much more.

From managing buildings to revolutionizing communication - the unexpected twist that led to the creation of the world's simplest maintenance platform. Get ready to be inspired by the story of Snapfix and how Paul McCarthy's light bulb moment changed the game. Paul McCarthy is a seasoned professional with a unique IT and facility management experience blend. Paul has spent more than two decades in the software development industry. He has also been involved in managing commercial and residential properties.  Frustrated with the complexity of existing solutions, Paul founded Snapfix. This simple and innovative platform makes facility management a breeze. Paul's commitment to simplicity and his ability to seamlessly integrate technology into the built environment make him a leading voice in the facility management community. In this episode, you will be able to: Discover Snapfix's secret to efficient facility management through simplicity.Learn the essentials of bringing the right people together for victorious project management.Uncover the power of AI and machine learning in elevating Snapfix's user experience.Realize the importance of integrating culture for top-notch results.The secrets to Snapfix's growth journey.Envision Snapfix'sSnapfix's ambition of creating a global maintenance platform.And much, much more.

Do you want your SaaS company to experience business growth through customer-led strategies? Look no further because I have the solution. Discover how Georgiana Laudi can help you implement customer-centric growth tactics that drive revenue and success. Another way to say that Implementing customer-led growth drives business growth could be that Prioritizing customer needs and preferences leads to increased profitability and success for businesses. Georgiana Laudi is a seasoned SaaS marketing and growth advisor with over 20 years of experience in the industry. She has successfully helped multiple companies, including Sprout Social, Appcues, Unbounce, and SparkToro, to scale and grow their businesses. As the co-founder and CEO of Forget The Funnel, Georgiana and her partner have developed a customer-led growth framework that has proven effective in helping companies to understand their best customers and how to attract, resonate with, and retain more of them. In addition, her expertise in customer experience mapping has played a crucial role in generating phenomenal revenue growth for the companies she has worked with. Some areas we explore in this episode include: Discover the significance of customer-led growth phases and KPIs in catapulting your SaaS company to success.Uncover the impact of cultivating a deep understanding of customers on achieving long-term, scalable growth.Master the art of jobs-to-be-done interviews to reveal valuable psychological customer insights.Unlock the potential of segmenting your customer base to create profitable and contented groups.Tap into the power of focusing on expansion and high-value customers for exponential revenue growth.Pull together a cross-functional marketing, customer success, and product personnel team to evaluate your customer experience.Determine if you bring the right customer to your business and evaluate their engagement.Measure your customer's engagement in a meaningful way.Focus on building a customer-led growth strategy appropriate for your best customers.Recognize the need for improvement and identify any shifts or changes in your customer base.Use customer experience mapping to identify success milestones and potential growth opportunities.Operationalize the process of helping customers reach their goals and align your team with a deep understanding of your customers.Utilize a content series like Forget the Funnel to help in-house marketers think more strategically and holistically about marketing.Start by deeply understanding your customers, their needs, and the value your solution provides to them.Build a scalable, effective, and highly converting product-led experience by being customer-led first.And much, much more.

Traditional sales and marketing processes often overlook a significant portion of prospective clients. Businesses can see a dramatic improvement in their conversion rates by effectively identifying and targeting the high-intent ideal customer profiles (ICPs) among these overlooked segments. Companies must focus on the remaining 95% of their potential clients, whom conventional sales techniques have often been overlooked, if they want to stop leaving money on the table.  From product analytics to marketing analytics, Srikrishna Swaminathan and his team embarked on a mission to bridge the gap in the B2B market. But they discovered an unexpected twist that led to a solution. Keep reading to find out what it was. Srikrishna Swaminathan brings extensive experience in digital marketing, analytics, ad networks, and mobile UA. With a six-year stint on the leadership team at InMobi and a strategic advisory role in India and the APAC region at Global Media, he has a unique perspective on the industry. Srikrishna is also the co-founder and CEO of Factors.AI, a platform designed to help B2B marketing and growth teams to get the most out of their marketing activities by measuring, analyzing, and optimizing their impact on revenue growth and minimizing wasted marketing spend. As the co-founder and CEO of Factors.AI, Srikrishna is dedicated to helping B2B marketing and growth teams improve their marketing efforts by measuring, analyzing, and optimizing marketing activities to drive revenue growth and minimize wasted marketing spend. In this episode, you will be able to: Discern the essential contribution of B2B marketing analytics in maximizing revenue.Identify the challenges B2B marketers experience with legacy analytics tools.Investigate Factors AI's distinct platform is designed for all-inclusive data acquisition and assessment.Fuse data-driven revelations with qualitative analysis to cultivate profound engagement.Bring together third-party intent data and first-party data to elevate conversion rates.And much, much more.

Are you a B2B marketer who wants to improve conversion rates? Have you heard these myths about improving conversion rates and relationships with your prospects? Let's debunk them!  Myth #1: It's too complicated.  Myth #2: It only works for certain industries.  Myth #3: It's too time-consuming.  Anna Harrison is here to reveal the truth about the ADORE Process Model and how it can help boost your conversion rates. So take advantage of this essential information! Anna Harrison is a top-ranked digital technology advisor who has made it her mission to help businesses thrive in the digital age. With experience working with startups and Fortune 500 companies across Australia, Europe, and the United States, Anna's expertise in the patented ADORE Process Model has made her a go-to consultant for B2B marketers. In addition, as CEO and founder of RAMMP, she's developed a platform to help businesses remove their reliance on luck and generate reliable revenue regardless of market conditions. In this episode, you will be able to: Unlock the secret to prospering in business through relationship building.Comprehend the ADORE Process Model's potential to transform conversion rates.Navigate the world of marketing analytics to drive success.Learn about the movement towards accessible marketing analytics.Stay ahead of the curve by exploring AI's ever-growing role in marketing.And much, much more.

Are you a B2B marketer looking to attract high-quality leads and establish your brand as a thought leader in your industry? Look no further! Katrina Klier has the solution to help you create compelling content to drive leads and establish your brand as a trusted authority. Meet Katrina Klier, a Senior Managing Partner at Sage Strategy Group, passionate about driving growth and creating value through marketing. With a background in finance, Katrina discovered her love for marketing early in her career and has since become a powerhouse in the field. She's held positions as Chief Marketing Officer at Pros and led global digital channel marketing and e-commerce organizations for Microsoft's OEM Business. As a thought leader in B2B marketing, Katrina's expertise is crafting effective strategies for generating leads through thought leadership content. In this episode, you will be able to: Hone cutting-edge approaches for developing compelling thought leadership content that supercharges lead generation.Understand how to create genuinely stirring thought leadership content that strikes a chord with your audience.Identify the sweet spot between captivating stories and delivering actionable solutions through thought leadership.Harness the power of effective partnerships and event marketing to bolster your thought leadership footprint.Comprehend the essentiality of defining precise, measurable targets for your thought leadership content.And we cover a whole bunch more.

Are you an early or growth-stage tech company looking to improve your go-to-market efficiency by identifying friction points along the buyer journey for better outcomes? Have you heard these three myths about identifying these points of friction?  Myth #1: It's too time-consuming.  Myth #2: It's too expensive.  Myth #3: It's not worth the effort.  Don't believe these myths! Scott Stouffer will share the truth about identifying these points and the immense benefits they can bring to your company. In this episode, you will be able to: Uncover the impact of leveraging data in marketing for rapid expansion.Delve into the importance of understanding your ICP for optimal resource utilization.Pinpoint friction in the buyer's journey that may hinder your success.Gain insights into the vital role of data-driven sales processes for overall growth.Realize the essentiality of testing marketing messages in creating an effective go-to-market machine. Scott Stouffer, a seasoned CEO with over 30 years of experience, is passionate about using data to drive growth and efficiency in early and growth-stage tech companies. As the CEO and founder of Scale Matters, Scott focuses on helping businesses optimize their go-to-market operations by identifying friction points along the buyer journey. With his background in engineering and experience as a five-time CEO and three-time founder, Scott brings a deep understanding of product strategy and vision to his work. He also co-hosts the Data Room podcast, sharing his insights on using data to drive business success. Some areas we explore in this episode include: Check out Scale Matters to help optimize your go-to-market strategy and drive capital-efficient growth.Consider using HubSpot as your marketing automation platform or Salesforce as your CRM.Use sales loft as a cadence tool or gong as a call recording tool to analyze your sales process and identify areas for improvement.Focus on reducing your acquisition cost to improve your LTV to CAC ratio.Align your entire sales and marketing function around inefficiency and friction in your go-to-market motion.Invest in channels like paid search, paid LinkedIn, events, and listing services to generate leads and pipelines.Understand which offers to get the best response from people in your ICP and which channels are the drinking holes for people in your ICP where they hang out.Prioritize brand awarenessAnd much, much more.

When Itai Amoza thought he had revolutionized sales presentations, an unexpected twist changed everything. Listen to the episode to discover the surprising events that left Itai scrambling for a solution. Itai Amoza is the Co-founder and CEO of Storydoc, a platform that helps businesses create personalized sales decks. Meet Itai Amoza, a seasoned entrepreneur passionate about storytelling and data analytics. With more than 15 years of experience, Itai has been involved in various international tech startups, focusing on sales, marketing, strategy, and data.  As the Co-founder and CEO of Storydoc, he's on a mission to help businesses craft personalized sales decks that address their buyer's needs. Itai's keen understanding of the importance of storytelling and data-driven insights make him an invaluable resource for B2B sales teams.  In this episode, you will be able to: Uncover the secret to B2B sales success through interactive sales decks.Develop personalized sales decks that tackle buyers' needs head-on.Harness the potential of storytelling and case studies to elevate B2B sales performance.Explore the innovative merging of AI with sales deck creation for a more efficient approach.Embrace the shift towards product-led growth, offering alternatives to conventional sales techniques. Some areas we explore in this episode include: The challenge of creating interactive presentations that engage your prospects.The challenge of gaining real-time insights into prospects' engagement with your content via traditional proposals and sales decks.Incorporate data and analytics into your sales and marketing strategies to make informed decisions on improving your messaging and content.Take advantage of technology to meet your customers where they are, whether on their mobile devices or laptops and provide them with a more engaging and personalized experience.How to best utilize Storydoc's platform to track your customer's journey from the initial pitch to the final sale.How to identify areas where you can improve your messaging and content.Experiment with different types of content, including videos, animations, and other interactive elements, to capture your customer's attention and keep them engaged throughout the sales process.Use Storydoc's insights to personalize your follow-up communications with prospects and tailor your messaging to their needs and interests.Keep refining and improving your content and messaging based on the platform analytics' feedback and insights.And much, much more.

Architect of influence Colt Briner seeks to accelerate the world's transition to purpose-driven business but faces the challenge of shifting the profit-focused mentality in this thought-provoking podcast episode. Colt Briner is a seasoned marketing and business development executive passionate about purpose-driven businesses. With over two decades of experience, Colt has helped early-stage startups and successful unicorn companies thrive. While serving as the Chief Communications Officer at Ensemble Health Partners, he recognized the incredible potential of purpose in business and created the Purpose Five framework. Today, he shares this transformative approach with leadership teams seeking to create purpose-driven organizations. Colt's mission is to help businesses forge deeper connections with their customers while making a positive social impact. In this episode, you will be able to: Embrace the value of shifting to a purpose-driven mentality for successful businesses.Discover hidden champions in your organization that embody a purpose-driven mindset.Learn the relationship between company culture and purpose in becoming a purpose-driven organization.Implement actionable tips that enhance your company's transition to a purpose-driven approach.Gain insights into why a blend of innovators, early adopters, and institutionalists can benefit your company. Some areas we explore in this episode include: Consider the impact your company is seeking to create in the world.Identify and articulate your company's values.Engage your executive team in a discussion to arrive at an agreed alignment on your purpose.Shift your mentality to focus on adding value and customer impact.Identify purpose-driven individuals through interviewing to find those naturally predisposed to thinking about purpose.And much, much more.