Sunny Side Up

Episode Summary In this episode of Sunny Side Up, host Chris Moody interviews Paige Marsin, a Marketing Strategy Specialist at Palo Alto Networks and Demandbase Champion on her transition from higher education to the fast-paced tech industry. Paige emphasises the unexpected advantages of imposter syndrome in driving efficiency and innovation. She underscores the value of precise, data-driven targeting over broad campaigns. Drawing from her past, Paige highlights how working with tight budgets has honed her resource optimisation skills, even in a well-funded environment. This episode dives into insights such as the significance of tracking accounts across funnel stages and the importance of critical metrics in campaign evaluation. About the Guest Paige is a seasoned marketing specialist, passionate about data-driven sales and marketing strategies. She started her career in higher education where she learned the importance of using data in her marketing campaigns. She is an expert in ABM/ABX and takes pleasure

Episode Summary In this episode of Sunny Side Up, host Michael Malone interviews Catherine Blades, an award-winning corporate leader with over 30 years of professional experience, including C-suite roles at three Fortune 500 companies. Catherine serves as the SVP of Marketing and Communications at SAIC, a company delivering innovative solutions to the U.S. government. They discuss the intersection of purpose and profit in corporations, highlighting how companies that prioritize communities and humanity often yield better fiscal results. Catherine shares her journey in realizing the connection between purpose and financial success, drawing from her experiences in different roles and companies. She elaborates on three key strategies: leveraging platform-based thought leadership to humanize the brand, pivoting brand icons for purpose-driven solutions, and utilizing unconventional methods for effective CSR initiatives. Catherine emphasizes the importance of authentic values, risk mitigation, and stakeholder engag

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Paul Curto, a pioneering financial advisor with over two decades of experience, to unearth effective strategies for wealth management. The dialogue unwraps a spectrum of financial concepts, delving into the intricacies of mutual funds and the dynamics of investment portfolios. Curto, renowned for his forward-thinking approaches, elaborates on the concept of "financial synergy", emphasizing the importance of amalgamating various financial instruments to optimize wealth growth and security. He illuminates listeners on the nuances of balancing risk and reward, stressing the significance of financial literacy in navigating the complex terrain of investments. About the Guest Paul Curto is passionate about enhancing sales teams and customer experiences, specializing in alleviating retail analytics challenges. His focus lies in empowering brick-and-mortar retailers with e-commerce-style analytics, driving data-driven decisions. W

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Neda Huda, a seasoned sales professional with expertise in data management and strategic leadership. Neda shares insights into his career journey, emphasizing the importance of understanding the "why" behind customer decisions and the evolving role of buyers in today's market. He discusses the challenges of transitioning from individual contributor to a leadership role and highlights the significance of collaboration and aligning with other teams within an organization. Neda also touches on current trends in buyer journeys, emphasizing the need for sellers to deliver value and understand customers' business goals. About the Guest Neda started his sales career right after university, boots on the ground knocking on doors, managing accounts to ultimately selling to enterprise organizations. Throughout his journey, he was truly focused on understanding buyer paths, as well as how to navigate large portfolios to bring

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Ken Lorenz, the VP of Global Sales at Riva International, where he oversees the company's customer-facing sales team members. With a developer background, Ken's passion lies in aiding customers in using technology to address business challenges. Over his extensive 30-year career, Ken has been pivotal in helping countless customers globally to select and implement ERP and CRM solutions. A seasoned member of ITA, Ken has contributed significantly to many content committees and has made numerous presentations at ITA collaboratives. Throughout the episode, Ken delves into the evolution of RevOps, the intersection of generative AI like ChatGPT in sales, and the importance of clean data in CRM. He also sheds light on the potential challenges and implications of integrating AI with customer data, emphasizing the importance of caution and privacy.  About the Guest Ken Lorenz is currently the Vice President of Global Sales at Riva wh

Episode Summary In this episode of Sunny Side Up, host Chris Moody interviews Andrew Peters, a seasoned marketing professional with extensive experience in the Internet of Things (IoT) industry. Andrew shares insights into transforming marketing strategies using data-driven approaches and discusses the challenges of targeting complex markets like IoT. He delves into the significance of identifying Ideal Customer Profiles (ICPs) and leveraging in-market intent signals to drive successful account engagement. The conversation also touches on the role of generative AI in accelerating product launches and the potential it holds for expediting complex use cases.  About the Guest Andrew Peters thrives at the nexus of people and processes, building global departments from the ground up, leading impactful revenue strategies, improving developer experience, and ensuring alignment across sales and marketing that’s always focused on the customer. His innovative approaches to marketing operations, customer analytics, and

Episode Summary In this episode of Sunny Side Up, host Tara Quehl interviews Davis Potter, diving deep into the intricate realm of Account-Based Marketing (ABM). Davis, a seasoned ABM practitioner, delineates the nuances between growth ABM and enterprise ABM strategies, spotlighting the crucial considerations of resource limitations and tiered methodologies. The discussion delves into key performance indicators, focusing on escalating contact engagement and burgeoning revenue, essential for gauging ABM effectiveness. As the conversation unfolds, the transformative potential of AI takes center stage, envisioning a future of scalable personalization and automated ad optimization.  About the Guest Davis currently leads the ABM function at Telesign, and the CEO of ForgeX, a B2B market research and advisory think tank specializing in Account-Based Go-To-Market (GTM) strategies and Generative AI. He has experience launching, optimizing, and scaling ABM programs within hyper-growth VC-backed startups, mid-size organ

Episode Summary In this episode of Sunny Side Up, host Michael Malone interviews Kathy Neumann, CMO of Rent., about mastering marketing strategies for success in changing landscapes. Michael welcomes Kathy to the show and delves into her extensive background in retail marketing, discussing how it has shaped her current role as CMO at Rent.. Kathy emphasizes the importance of understanding consumer motivations and solving their problems by marrying consumer insights with technology trends. She talks about the challenges of maintaining consumer-centricity and avoiding personal biases in marketing strategies. The conversation shifts towards the impact of COVID-19 on digital transformation, with Kathy highlighting how the pandemic accelerated the adoption of mobile-first and digital experiences. She shares insights about her approach to building teams, focusing on hiring for attitude and aptitude, and cultivating a culture of curiosity and adaptability. Kathy also discusses the successful rebranding of Rent. and

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Dan Radu, the founder and president of Macro, a digital marketing partner specializing in ABM programs. Dan shares insights into the concept of Account-Based Everything (ABE), emphasizing the importance of aligning marketing, sales, and customer success teams around a common account-focused mindset. He discusses the challenges faced by organizations operating in a resource-constrained landscape and highlights key metrics like account engagement score, opportunity creation probability, and deal size that drive ABM success. Dan underscores the significance of collaboration between teams and the role of agency partners like Macro in operationalizing go-to-market strategies. He provides step-by-step guidance on effectively implementing ABM, from tiering accounts to evaluating channel performance. About the Guest Dan is the founder & president of Macro, a digital marketing partner helping global marketing teams run ABM programs. For

Episode Summary In this episode of Sunny Side Up, host Devan Cohen interviews Kevin Chen, VP of sales development at Pure Facts Financial Solutions. Chen shares his journey from starting as a door-to-door salesperson to becoming a sales leader. He discusses the importance of discovering one's "why" and the mindset of playing to win rather than playing not to lose. Chen emphasizes the evolving role of sales development, where reps may become content creators and thought leaders to engage prospects effectively. He delves into the role of AI and technology, advising reps to embrace them as tools to enhance their efficiency. Kevin also highlights the significance of maintaining a healthy balance to prevent burnout and the impact of mentors and continuous learning. About the Guest Kevin is the VP of Sales Development at Pure Facts Financial Solutions, leading strategic growth initiatives. He drives transformational WealthTech solutions across global markets, leveraging expertise in wealth management,

Episode Summary In this episode of Sunny Side Up, host Tyler Gambardella interviews Tyler Haney, a marketing and operations expert, about the innovative intersection of data science, automation, and creative problem-solving. Tyler Haney shares his journey from building websites in college to becoming a pivotal force in driving data-driven decisions at his current organization. Exploring the synergy between his interest in smart home automation and his professional pursuits, Haney discusses how leveraging technology to create efficiencies in one's daily life can inspire similar creative approaches in business operations. Drawing parallels between his passion for home automation and the world of marketing, he emphasizes the importance of finding practical solutions that enhance quality of life while applying a similar mindset to solve business challenges. Haney delves into the role of predictive modeling and data-driven dashboards in optimizing sales processes, shedding light on his team's recent endeav

Episode Summary In this episode of Sunny Side Up, Devan Cohen interviews Vikas Kalra, a marketing professional with 15+ years of experience. With an MBA, Lean Six Sigma certification and a background in economics, Vikas discusses his journey from managing large accounts in paid search to his current role as a marketing leader at Equisoft. Based in Toronto, Canada, Vikas balances his professional life with his role as a father of two and his interests in spirituality, travel, and tea. He is a certified tea sommelier and a travel advisor in Ontario. Vikas sheds light on Equisoft's transformational journey, strategies for success, and the pivotal role of face-to-face interactions and events in their ABM space. He also discusses the synergy between sales and marketing enablement, and how they work together to nurture target accounts through effective CRM management and data-driven approaches. About the Guest Vikas is a seasoned marketing professional with over 15 years of expertise across diverse functions in

Episode Summary In this episode of Sunny Side Up, host Ryan Schimmel engages in an enlightening conversation with Zari Venhaus, Vice President of Corporate Marketing Communications at Eaton. Zari, a seasoned professional in product marketing, brand management, and audience-focused marketing, delves into the intricate landscape of a marketer's content strategy. The discussion centers around the crucial aspects of understanding target audiences, setting clear objectives, and integrating generative AI into marketing efforts. Zari underscores the significance of balancing creativity and process, noting that a strategic foundation is essential for successful execution. The dialogue delves into leveraging AI tools for enhanced efficiency, while Zari also acknowledges the need for cautious optimism as AI's legal implications are navigated.  About the Guest As Vice President of Corporate Marketing Communications at Eaton, Zari is responsible for driving enterprise brand positioning, content strategy, and mark

Episode Summary In this episode of Sunny Side Up, host Ryan Schimmel interviews Greg Graham, a seasoned marketing operations expert, on the critical role of end-to-end testing, the value of adopting a macro view in marketing strategies, and how leaders can tap into their team's collective intelligence. The conversation delves into the importance of thorough testing, highlighting real-world examples and emphasizing the need to trust nothing and test everything. Greg's insights shed light on bridging the gap between individual tasks and broader perspectives within marketing teams, suggesting collaboration across functions and mapping out processes to drive value. Moreover, he explores effective ways for leaders to harness their team's experience before seeking external consultants, from reorganizing teams for improved collaboration to fostering controlled changes for fresh insights About the Guest Greg Graham is an expert in diagnosing, simplifying, and resolving demand generation problems to improv

Episode Summary In this episode of Sunny Side Up, host Brian Hopper interviews Minnie Dimesa, Executive Vice President of Advanced Media & Marketing at ICON Media Direct, discussing the future of connected TV and the exciting concept of "clean rooms". Minnie provides her expert insights on how big publishers like Roku, Disney, and Samsung leverage secure data-sharing environments to offer advertisers more accurate consumer targeting capabilities. The discussion extends to the infancy stage of clean rooms, their potential applications in future planning, measurement, and attribution, as well as the role of beta programs in figuring out the best use cases for this technology. Minnie also discusses her favored industry resources and the professionals who inspire her in the B2B space. About the Guest Minnie is EVP of Advanced Media & Marketing at Icon Media Direct, an independent Performance Media agency in Los Angeles California. As EVP of Advanced Media, she drives the Advanced TV practice for

Episode Summary In this episode of Sunny Side Up, host Erik Blaze interviews Mary Gilbert, CMO at Folloze, who shares her expertise on navigating the new marketing landscape and ABM-driven strategies. The conversation covers the concept of agility as a prominent factor for CMOs, the importance of customer engagement as a valuable asset, and the need for a holistic and personalized approach. Mary emphasizes the shift from traditional demand generation to ABM on steroids, combining insights, targeting, and measurement. They also discuss the integration of third-party and first-party intent signals, the transition from outreach emails to a value-added engagement approach, and the significance of ABM-driven demand gen.  About the Guest Mary, CMO at Folloze, has over 20 years of experience in leading integrated B2B marketing organizations. She led digital transformation for Microsoft, HP, and Cisco, introducing B2B buyer journey alignment. Mary launched early ABM programs for companies like Centrify, Microsoft, an

Episode Summary In this episode of Sunny Side Up, host Jon Miller interviews Heidi Bullock, Chief Marketing Officer at Tealium, to gain insights into navigating tough economic times in the realm of B2B marketing. The conversation delves into four crucial areas of focus: efficiency, driving meetings in customer accounts, delivering bad news, and managing team growth during downturns. Heidi stresses the importance of understanding customer pain points by regularly engaging with them to identify their needs and concerns. Transparent communication is highlighted as a cornerstone for building trust and credibility, especially when delivering unfavorable news. Keeping messaging simple, focused, and repetitive emerges as a powerful approach to ensure information retention and audience engagement. Additionally, Heidi offers valuable advice on optimizing team productivity, certifying members for specific tools, and utilizing project management platforms like Asana to enhance collaboration in global teams. As a leader,

Episode Summary In this episode of Sunny Side Up, host Jordan Saucedo interviews Marshall Hamilton, an expert in go-to-market strategy and customer profiling with over 10 years of experience. They discuss his current projects and initiatives at Sprout Social, how AI is impacting business execution, program management, internal tech stack, data governance policies, and creating operational effectiveness. Marshall shares strategies for scaling the business by looking at factors such as sales territories, customer density, segmentation, and resource reallocation. He also provides insights into having clarity around the direction of the business and how to provide it, as well as strategies for effective territory planning and understanding customer profiles. They also cover key metrics to prioritize when targeting customers such as firmographic data. Additionally, they discuss methods for maintaining data quality in a CRM system such as data governance policies and reaching out to thought leaders. Finally, they o

Episode Summary  In a world where businesses are constantly seeking effective strategies to connect with their audience and drive revenue, it is crucial to learn how to effectively leverage contextual keywords, collaborate for success, and make incremental changes for remarkable results. This episode explores the power of analyzing keyword intent and classifying them based on customer journeys, embracing collaboration between marketing and sales teams to maximize lead potential and revenue. About the Guest Branden Welch is the Director of Revenue Operations at Nerdery. He has over 16 years of experience in Revenue Operations, Sales, and Demand Generation. Throughout his career, Branden has gained valuable insights by holding both sales and marketing roles, which gave him a comprehensive perspective on the challenges and opportunities each discipline presents. Beyond his professional endeavors, he finds great joy in various outdoor activities such as fishing, hunting, and dog training. Connect with Branden Wel

Episode Summary In this episode of Sunny Side Up, host Ryan Schimmel and Diana Morante discuss the marketing metamorphosis at Intelsat, exploring the transition from centralized to regional marketing and the key drivers behind this strategic shift. Diana highlights the significance of localization in connecting with specific audiences and emphasizes the importance of staying close to customers to adapt marketing strategies accordingly. They also delve into the dynamic focus markets of Intelsat, with a focus on Brazil and Mexico, driven by unique growth opportunities and cultural diversity. Diana shares valuable advice for B2B marketers, advocating for a customer-centric mindset, fostering a culture of innovation, and leveraging technology and automation to streamline processes. Throughout the conversation, Diana offers insights into successful regional marketing strategies and the role of partnerships in enhancing credibility and reach. About the Guest Diana Morante is the Senior Principal Marketing Manager a