Latest Episodes
62: How Sales & Marketing Teams Can Use Persona-Based Marketing w/ Sri Sundaralingam
Often, messaging is focused on a product and its features — but it shouldn’t be. Messaging should be focused on a persona, and how...
61: Making Channel Sales Work w/ Dave Davies
Your job title shouldn’t be Partner Account Management — it should be Partner Development. Giving your partners leads isn’t the reason you built the...
60: It’s Time to Value Sales Development and its Role in B2B Marketing Success w/ Garrett Mehrguth
The reality of an Amazon and Yelp world is that people are going to do informational searches before they visit your website. If you’re...
59: Marketing an Open Source Company w/ Freek Hemminga
“Open source” means more than just the software. It’s more of a business model, mindset, and culture — especially when it comes to growing...
58: Acquisition: How to Adapt w/ Varun Kohli
Acquisitions: You don’t have to tell everyone. You shouldn’t tell everyone. But what should you do? On this episode, I sat down with Varun...
57: Getting your Channel Marketing Right w/ Graham Smith
In the highly competitive landscape of cybersecurity, channel marketing should focus on facilitating conversations and building relationships--not pushing agendas. Raising awareness among channel partners...