show episodes
 
We interview CEOs and CMOs of fast-growing SaaS firms to reveal what they are doing that's working, and lessons learned from things that didn't work as planned. These deep conversations focus on the pragmatic as well as strategic, providing a well-rounded diet for those running SaaS firms today.Moderated by Ken Lempit, Austin Lawrence Group's president and chief business builder. Ken has more than 30 years of experience helping software companies to grow and their founders to achieve their v ...
 
Marketers know it’s the connections we make - between ideas, people, and brands - that make all the difference. Each week, Happy Marketer Connection invites you to connect with Sue Frech, Martech pioneer and unfailing optimist, as she and her fellow passionate marketers explore engaging and inventive marketing strategies and toast brands making impactful consumer connections. Kick back, relax, and join our happy (half) hour of marketing inspiration and positivity and come away a happier and ...
 
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show series
 
Referrals are the lifeblood of every business. The cost of acquisition is the lowest, and they tend to close faster and at higher rates, making the sales process WAY easier. So why do companies spend so much on paid channels where the cost per lead is going up and the quality is going down at such a rapid pace? Referrals have always been hard to sc…
 
Raising capital for your SaaS has one purpose—to amplify and scale the business. It cannot define the business model or product-market fit for you. And once you raise capital, the whole dynamic changes. The pressures are different (you’re now on the clock to deliver return for investors) and so is the go-to-market strategy (the founder relationship…
 
Most companies fail with ABM because of their ad hoc execution. They target accounts as a wish list and continue to do business as usual. The truth is that successful ABM requires an organizational mindset shift, and that doesn’t happen by changing it all at one time. “Marketing usually gets it,” says Jennifer Leaver, senior global ABM Manager at B…
 
Healthcare is one of the most difficult industries to penetrate, even for established brands. They’re risk-averse, have strong defenses against being sold to, sales cycles are long and they significant data protection requirements. So how do you do gain traction as a financial management startup targeting hospitals and healthcare systems? In this e…
 
Business Development Representatives (BDRs) have typically been a sales function, as part of the compartmentalization of sales functions defined in Aaron Ross’ Predictable Revenue (2011). What worked well for a decade has met challenges today. They don’t want the phone calls or emails until they’re ready. In short, buyers have changed their researc…
 
We’re at an inflection point as sales and marketing practitioners. Some of us have heeded early warning signs as marketing and sales KPIs become harder to achieve, and others are just starting to pay attention. Or rather, they’re being forced to—because buyers are taking more control and our outdated methods of prospecting are off putting. They don…
 
In this episode we explore the product-led growth go-to-market motion with Breezy Beaumont, head of growth and marketing at Correlated. It's a SaaS that helps product-led growth companies to find expansion, upsell, cross-sell, and other revenue opportunities based on how people are using their product. If like us, you're trying to distance your mar…
 
Brian Trautschold is not your usual YCombinator alum, though he does credit his success in part to what he learned from the experience and the people he's met. Talking about their recent funding round of $15.5 million, he and his cofounders built the company to be capital efficient, and this has enabled business model and outcome flexibility; they …
 
There are few marketing leaders with the perspective, experience and insights of Jay Gaines. He's also one of the more generous people I've met; he truly enjoys sharing his expertise to help other marketers. In this episode, Jay talks about: Covid and the resulting content tsunami - good content just isn't good enough anymore The value of context a…
 
Finding the right marketing leadership position is difficult (to say the least). You must have alignment with the CEO and executive team from the get-go. And it’s even better when you can follow them from one opportunity to the next. Now in her third opportunity with the same CEO, Helen Baptist from PathFactory discusses not only how to find the ri…
 
It's a pattern we're seeing out there, and some agency friends experience in their careers when they make the mistake of putting themselves in this situation. CEOs at young companies hire a marketing leader, usually a woman with substantial experience, and expect her to singled-handedly transform the fate of the organization. And being the "one wom…
 
Success at Account Based Marketing is not (necessarily) about the tech stack, maybe not even at all about it. According to Kristina Jaramillo, president at Personal ABM, it's doing the fundamentals correctly from both a sales and marketing perspective. Kristina makes a strong case for doing the strategy ahead of the implementation (I know, I know) …
 
Craig Fuller and his early-stage firm FreightWaves are living proof that media as a business is not dead. In fact, he's created a powerful new media company and with it a SaaS-like data subscription business to monetize the information coming out of the shipping industry. Moving physical goods is an enormous business that most Americans haven't tho…
 
Every once in a while you have a conversation that truly changes how you think about the world. This episode was that kind of experience for me. Latane Conant is a thoughtful and thought-provoking proponent of a new way to think about marketing for B2B marketing leaders. In one of the densest 30 minutes you'll invest in your marketing career, Latan…
 
Casey Carey is CMO at HR tech platform Kazoo, an all-in-one solution for SMBs. In a wide-ranging discussion Casey illuminates how he approaches the role of marketing leadership, how he's taken the focus off lead generation (he's in the camp that believes that lead gen is dead or nearly so) and how he aligns with sales to drive revenue for his compa…
 
Refersion was founded in 2014. Prior to that, CEO Alex Markov was in digital marketing and dabbled in programming since he was a kid. Alex credits his career experience in affiliate / influencer marketing to help him to reimagine affiliate marketing and innovate on the model. Important innovations included simplifying the onboarding process for mer…
 
Here's another episode that is just incredibly valuable for CEOs and CMOs at early stage SaaS firms. Whether you're a services firm moving to SaaS, bootstrapping, or pre-launch, there's a wealth of insight shared by Amit Bivas, VP of Global Marketing at Optimove. Optimove is a marketing SaaS that helps companies to communicate right message to righ…
 
Terry Sydoryk is the CEO of Chaordix, a SaaS that helps brands to build communities with their end users. This sounds quotidian at a surface level, but it's remarkably impactful. Effective growth and nurturing of a community can drive product innovation, enable feedback for consumer / CPG brands where it's hard to generate contact with end users an…
 
This episode features an enlightening conversation with business transformation change agent Michael Richardson , founder and managing director of Tech Azur, a consultancy providing support for digital business transformation initiatives, scale-up operations and c-suite advisory. His advice? You don't have to learn everything the hard way. What doe…
 
Guillaume Moubeche is a fascinating SaaS founder. He recently gained fame for a PR stunt in which he publicly mounted a VC fundraising campaign only to turn down $30 million. But he is so much more than that. He's a real deal entrepreneur who cracked the code on bootstrapping his startup and he did so through a modern approach and old-fashioned foc…
 
Gaurav Harode is the founder and CEO of Enablix, a sales enablement platform that makes it easier for marketing and sales to manage, collaborate on and share content with prospects. According to Harode, "organizations create content on a daily basis, but there's no simple solution to get it in the hands of salespeople." He's got the mission sorted …
 
Neil Becker is a soft spoken yet hard driving CMO. His approach to marketing is that it must serve the organization's purpose, which is to sell its products. This puts marketing in a service provider role to sales, where the two teams share the same KPIs. Interestingly, Neil is the second SoftBank-funded CMO to appear on the podcast (the other was …
 
Accelerating SaaS growth is a multifaceted challenge. For the right kinds of SaaS applications there might be nothing that accelerates growth faster than a strong integration or "platform" ecosystem. Fraser Davidson, CEO of iPaaS Cyclr goes deep in this episode on the value and strategy for building integrations. Davidson puts forward the idea that…
 
Erez Yerselove is a serial marketing leader whose company, Globality, is changing the way professional services are sourced. By applying AI to the process, the company creates efficiency in specifying requirements, finding the right partner (starting with incumbents) and negotiating a clearer scope and fairer deal for all. Erez talks about innovati…
 
Jim Sharpe was a man with a strategic plan just a few weeks into his tenure as CEO of Aventri, an enterprise-class SaaS for live events, when the pandemic hit. While many SaaS weren't impacted, his firm's life blood, trade shows and private in-person events, came to a halt. Using his strategic plan as a starting point, Jim, his team and their board…
 
The irrepressible Dan Tyre is our guest for this episode, and he makes a compelling case that the Inbound methodology can and must be applied far beyond lead generation to make your company as successful as it can be. If you want to be jazzed up for 2021, this is the episode for you. Dan talks about how the flywheel, a model that HubSpot introduced…
 
Ken Lempit, President of Austin Lawrence Group, joins the final Happy Marketer Connection to discuss Business Manifestation. Hear how to manifest success in your business and life, lower your churn rate, the most common mistakes CEOs make, how to grow as a SaaS company, and Ken’s transition from the corporate world to his family business. Connect w…
 
Michael Neuendorff, Executive Coach, Trainer, and President of Build and Balance, joins Happy Marketer Connection to discuss Connection. Hear how to connect with your audience, tips for optimizing your LinkedIn profile, how businesspeople connected before LinkedIn, how to stay dedicated to your work, and how Michael has kept his entrepreneurial spi…
 
Jay Wong, Founder of Podcast Your Brand, joins Happy Marketer Connection to discuss Progress over Perfection. Hear how to decide the theme of your podcast, whether a podcast is right for your brand, how to build a community with your podcast, the triangle effect from a strong podcast, email list, and private group, and how Jay takes an agency appro…
 
Gregg Bienstock and his parter Tim Stevens follow a path we've come to recognize; subject matter experts who decide to get into the software business. Gregg provides a nuanced and "open book" look at how the company was formed, learned from its missteps and capitalized on its opportunities. Gregg reveals another side of success we also are noticing…
 
Erica Solomon, Beauty Director, Customer Experience Partnerships at Brandshare, joins Happy Marketer Connection to discuss Beauty Trends. Hear the top beauty trends and how changing consumer habits are impacting development, the vital role product sampling has in driving trial and loyalty, alternatives to in-store sampling, and some growing beauty …
 
April Martini, Co-Founder of Forthright People, joins Happy Marketer Connection to discuss Personal Branding. Hear the key essentials for building your personal brand and steps to get started, ways to balance the focus on your personal brand vs. the company brand, how to approach finding the right business partner, moving projects forward without d…
 
Vytas Kisielius, CEO of ReferWell, is one of the smartest, most perceptive, successful and approachable CEOs I know. He's the kind of leader you just innately want to help achieve his goals, right after meeting him. In this episode, Vytas and I talk about what's working for his SaaS, how he needed to dramatically pivot sales strategy and product po…
 
Jessica Lauria, a skilled Marketing Consultant with experience on the client- and agency-side, joins Happy Marketer Connection to discuss Relationships. Hear how to build strong relationships with your agency partners, how the client-agency dynamic has changed, what to look for in a marketing agency, how to give helpful feedback, and Jessica’s less…
 
Emma Isaacs, Founder and Global CEO of Business Chicks, joins Happy Marketer Connection to discuss Winging It. Hear the importance of becoming an expert at failing, the why and ways to avoid overplanning, how to pivot and pivot again, create an organization that inspires, and how Emma has grown her business while raising a “half dozen” kids. Connec…
 
Chalva is a wonderfully thoughtful CMO with a great background in advertising and consulting before he became a client-side marketing leader and multiple time SaaS CMO. In this episode we talk about the new CMO's imperatives including alignment with the CEO and board, the need for a CMO to be a tech-savvy leader as well as a marketing leader, and h…
 
Craig Dubitsky, Founder of hello products and Chief Innovation Strategist at Colgate, joins Happy Marketer Connection for an epically positive episode about the benefits of being friendly. Hear how to make friendliness your business game-changer, why FOMO is changing the retail landscape, how to create a brand that makes people smile and a company …
 
Julie Levi, President and Founder of Progressive Promotions, joins Happy Marketer Connection to discuss Passion, Patience, and Persistence. Hear what it takes to succeed as a Salesperson and Entrepreneur, what true persistence looks like and why it's worth it, the ways Sales has changed over the years, how to hire and support your business developm…
 
Pia Marquez, Digital Marketing Sr. Manager at Del Monte, joins Happy Marketer Connection to discuss building your Personal Brand. Hear why it's important to develop your personal brand, the benefits of working for small and large companies, why marketers should take a page from designers by building their own websites, how to add skills at each sto…
 
Joey Knecht, CEO of Proteus talks about how he manages his SaaS to success. He measures a lot but is unusually focused on the value of relationships. In this wide-ranging conversation we cover buyer enablement, the role of the CEO as the company scales up and what's working for his BDRs today. Resources for SaaS CMOs and CEOs: Recently closed a fun…
 
Dustin Finkel, Founder and CEO of Ancient inGRAINed Snack Co, joins Happy Marketer Connection to discuss Relationships. Hear how to grow your network, create beneficial relationships across industries, how Dustin created Ka-Pop!, his experiences on Shark Tank and QVC, and how to have a solid financial understanding of your company. Connect with Dus…
 
Zachary Weinberg, Director of Amazon Advisory at Gartner, joins Happy Marketer Connection to discuss eCommerce trends. Hear how eCommerce has changed in recent years, how to dominate your category on Amazon, what the top brands are learning from challenger and D2C brands, what new e-tailing trends are here to stay, and what you can learn from a fai…
 
Chris Teigland, Executive Chef and Co-Owner of Community and Birdhouse, joins Happy Marketer Connection to discuss Creativity. Hear how to come up with creative products and services, find creative inspiration, the challenges and marketing opportunities with running a restaurant, what to do with negative consumer feedback, and the parallels between…
 
Tim Hayden, Chief Executive Officer of Brain+Trust and an expert in data collection and protection, joins Happy Marketer Connection to discuss Privacy and Profits. Hear how companies use your consumer data, the paradox between privacy and personalization, how you can leverage data as a business, the impact of the CCPA, and why Tim believes marketer…
 
Lewis Schiff, Chairman of Birthing of Giants and Moonshots and Moneymakers, joins Happy Marketer Connection to discuss Entrepreneurism. Hear how to disrupt your industry, harness your passion to create a thriving business, stay inspired with your work, the key to building lasting value in your business, how Lewis’s program partners with Oxford and …
 
Lindsay Stein, Chief Executive Officer of the nonprofit Today, I'm Brave, joins Happy Marketer Connection to discuss Bravery. Hear how to market a nonprofit, determine your core mission, develop strategic partnerships, what it means to be brave, and Lindsay’s pivot from journalist and Editor-in-Chief to CEO of a nonprofit. Connect with Lindsay at L…
 
Max Branstetter, Founder and Podcast Producer at MaxPodcasting, joins Happy Marketer Connection to discuss Growth. Hear how to start a professional-sounding podcast, use your podcast as a marketing tool, find guests for your podcast, tips for hosting and producing a podcast, and Max’s personal favorite episodes of the Wild Business Growth Podcast. …
 
Shonda Brown, Senior Associate Brand Manager at Church and Dwight, joins Happy Marketer Connection to discuss Pivoting. Hear how to pivot your career and marketing strategies, the game-changing insights that come from online brand communities, what Shonda has learned about cats and cat owners from her online community, how to market organically, an…
 
Rachel Braun Scherl, Co-Founder and Managing Partner of SPARK Solutions for Growth, joins Happy Marketer Connection to discuss being a Pioneer. Hear how to pioneer a new industry, how Rachel became the Vagipreneur, the difference in working for small and large companies, the top three skills every businessperson needs, and how to create a creative …
 
Cathy Murphy, Co-Founder and Chief Executive Officer of Venus Media Group, joins Happy Marketer Connection to discuss Balance. Hear how to connect your brand with women and stay true to your company purpose, why it's helpful for your business to be platform-agnostic, the reason Cathy took the entrepreneurial leap, and how to achieve work-life balan…
 
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