Demand Generation Club Podcast

In this episode, Camille White-Stern, who leads experiential marketing at Splash explains Splash's mission to support enterprise organizations in unlocking event-led growth and simplifying the event marketing process. Camille emphasizes the importance of aligning event strategies with business goals and objectives, particularly in demand generation. She suggests starting with top-of-funnel webinars to engage new audiences and establish thought leadership. Camille also highlights the effectiveness of small, intimate, repeatable events like VIP dinners for building relationships and providing value to attendees. She emphasizes the need for event marketers to track attendee sentiment and measure the success of events. Camille advises aspiring event marketers to be data-driven and use data to make informed decisions and secure budget for their programs. She concludes by inviting listeners to connect with her on LinkedIn for event strategy discussions.

In this episode, Sean Falconer, the head of marketing at Skyflow shares his non-traditional career trajectory, from studying computer science to becoming the head of marketing at Skyflow. He discusses the challenges of marketing a new category of product and the importance of educating the market on data privacy and protection. Sean also emphasizes the need to understand and engage with a technical audience by speaking their language and providing authentic content. He highlights the significance of aligning sales and marketing efforts and targeting the right personas through channels like events, digital ads, and account-based marketing. Sean concludes by sharing two career lessons: knowing when to move on and being open to mentorship and feedback.

Crayton Montei, VP of Marketing at Peach emphasizes the importance of understanding the company's differentiation and conveying it to the market. He also mentions the use of tools like Mailchimp for email marketing and intent data solutions. Crayton discusses the challenges of branding in a technical industry and the need to create great customer experiences. He mentions that feedback from the market and customer referrals are important indicators of brand success. Crayton advises being comfortable with not having all the answers and taking the time to find the right solutions.

Mehul Patel, Head of Marketing and Customer Insights at Prosimo, discusses the innovative go-to-market approach at Prosimo. He emphasizes the importance of understanding buyers and their purchasing behavior, and tailoring the go-to-market strategy accordingly. Patel also mentions the significance of data visualization and tracking success through key performance indicators (KPIs). He advises startups to have a clear story and let the data support it. Additionally, Patel highlights the importance of internal marketing and getting everyone in the company to think like marketers.

In this episode of the Demand Generation Club podcast, Franco Caporale interviews Davis Sarmins, the head of acquisition marketing at Printify. Sarmins discusses his career trajectory and how he became the head of acquisition marketing. He also talks about the tech stack he uses at Printify, including analytics tools, marketing performance tools, and CDPs. Sarmins explains the unique challenges and approaches to B2B2C marketing and how Printify targets individual entrepreneurs. He emphasizes the importance of a growth mindset and experimentation in scaling a business.

Fara Rosenzweig, Head of Content Marketing at WorkRamp, shares her unconventional journey to content marketing. She highlights the need to understand business goals and audience when crafting a content strategy. For quick wins, she recommends repurposing content and focusing on one social media channel. She also discusses using gated content to build trust with the audience. To scale content production, Rosenzweig suggests creating a content backlog and building a team of trusted writers, emphasizing the importance of writing samples and engaging introductions in recruitment. Key lessons she shares include the value of saying no and building strong relationships with the finance team to secure budget for content initiatives.

In this episode of the Demand Generation Club Podcast, Franco Caporale interviews Ketan Pandit, head of marketing at Zuddl, discussing the evolving B2B marketing landscape and the pivotal role of events in lead generation. Ketan shares his journey to his current role, highlighting the dynamic nature of B2B marketing. He recommends a tech stack including G2, SEMrush, Google Analytics, HubSpot, Salesforce, and Zuddl for demand generation. They delve into pandemic-driven changes in event dynamics and offer advice on crafting effective event strategies.

In this episode of the Demand Generation Club Podcast, host Franco Caporale interviews Jonathan Morgan, the VP of Revenue Operation and Head of Marketing at AchieveIt. Morgan discusses his career trajectory and how he ended up in his current role. He also talks about how he manages both marketing and revenue operations responsibilities on a day-to-day basis, emphasizing the importance of prioritization and focusing on high-impact activities. Morgan shares the tech stack used at AchieveIt, including Salesforce, marketing automation tools, and various analytics and enrichment platforms. He also discusses the strong relationship between marketing and sales at AchieveIt, highlighting the regular meetings and collaboration between the two teams. Morgan explains the key metrics used to measure marketing success, including inbound revenue, pipeline contribution, MQLs, and late-stage pipeline.

In this episode of The Demand Generation Club podcast, Franco Caporale interviews Jacob Nikolau, the head of product marketing at NovoEd. Jacob shares his journey into B2B marketing and product marketing, emphasizing the importance of understanding customers' needs and effectively communicating complex technology products to the market. He also discusses the significance of niche positioning in the SaaS industry and how it can differentiate a company from its competitors. Additionally, Jacob explores the role of artificial intelligence (AI) in account-based marketing (ABM) and highlights the potential of AI-powered personalization in cold email campaigns. Finally, he offers career advice, noting that fluency in tools is not as valuable as the ability to evaluate their implementation and identify areas for improvement.

In this episode of The Demand Generation Club Podcast, host Franco Caporale interviews Jennifer Durishin, the head of marketing at Prodigal. Durishin discusses her journey from consumer companies to B2B marketing and her responsibilities at Prodigal. She also shares insights on how Prodigal successfully generates engagement, leads, and pipeline opportunities with a limited budget. Durishin emphasizes the importance of targeting specific industries and segments, and explains how Prodigal manages multiple parallel campaigns with a small team. She also discusses the role of BDRs and SDRs in the marketing process and the need for prioritization.

Isaac Ware, the director of demand generation at UserGems, discusses his background in B2B marketing and his role at UserGems. He explains his preference for B2B marketing over B2C due to the frustration with smaller ticket items in e-commerce. Ware also discusses his responsibilities at UserGems, including paid media, ABM, deal acceleration, and SEO. He emphasizes the importance of targeting the buying committee of specific accounts as part of their ABM strategy and explains how they use UserGems to identify and target the buying committee. Ware also discusses their use of LinkedIn and Facebook/Instagram ads, as well as their focus on retention and decreasing churn. He shares his plans for optimizing their ABM program and offers advice for early-career B2B marketers, including the importance of choosing the right company to work for and gaining diverse experience.

Austin Beveridge, Head of Marketing at Arc, discusses his background and how he ended up in his current role. He talks about his experience working at Bolt, where he saw demand generation at scale with a large budget, and now at Arc, a seed and Series A startup. He shares his favorite tech stack, including Salesforce for CRM, Marketo for marketing automation, Outreach for sales outreach, Semrush for SEO, and 6Sense for ABM. Austin explains the different demand generation strategies he used at Bolt and Arc, focusing on MQLs and SQLs at Bolt and revenue at Arc. He discusses the importance of attribution and how they track revenue and analyze the effectiveness of different channels and tactics. Austin highlights the success of hosting events, such as dinners, at Arc and the challenges of sponsoring conferences. Finally, Austin shares advice for junior marketers, emphasizing the importance of not spreading themselves too thin and prioritizing their personal lives.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Brandi Eppolito, Vice President of Marketing at SchoolAdmin (now Finalsite).SchoolAdmin is a strategic enrollment management system designed to help schools thrive, and it’s trusted by over 500 of the world's most successful institutions.Brandi excels at building marketing organizations and engines from scratch. She is constantly learning and she enjoys being part of a fast-paced, driven team. She believes marketing is as much about driving measurable performanc,e as it is about creativity and storytelling.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Elizabeth Irvine, Vice President of Marketing at MarketMuse. Elizabeth’s focus is driving demand generation through a multi-channel approach and a sophisticated content strategy. MarketMuse is a content intelligence platform that sets the standard for content quality. The AI-powered platform increases traffic and engagement, improves productivity, and drives revenue. Their customers include Monday.com, TentCraft, Cortex, and many more.Elizabeth’s 15-year marketing career has focused on driving growth for organizations in B2B SaaS and technology media. She’s built three marketing departments from the ground up and thrives in building impactful, revenue-generating marketing organizations for startups.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Tom Flierl, Vice President of Sales and Marketing at Amla Commerce. Amla Commerce is a global software company that has grown out of the belief that ecommerce software should enable sustainable growth. The company offers its ecommerce customers insights into what works and what doesn’t through a suite of innovative products.In his role, Tom leads cross-functional marketing, sales and account management teams; he directs brand development, product positioning, and go-to-market strategy; he also manages Amla Commerce’s technology partnerships, analyst and channel relationships.Armed with a deep sales and marketing experience and a history of performance in business development, Tom offers leading teams and organizations leadership expertise across both B2B and B2C companies including professional services, technology, manufacturing, distribution, healthcare, financial services, and consumer packaged goods.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Kirti Dewan, Vice President of Marketing at Bugsnag.Bugsnag is the platform that helps developers take full ownership of the code they ship, while at the same time creating an enjoyable experience when fixing errors. Their customers include Lyft, Gusto, 99designs, Dropbox, HotelTonight and many more.Kirti brings a combination of industry best practices, creativity, and scrappiness to the job through her rich experiences at early stage and venture-backed startups, publicly traded enterprise companies, as well as her experience as a former Gartner analyst. Kirti is Passionate about helping companies build a marketing foundation or scale an existing marketing engine.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Erik Wagner, Head of Growth at Onclusive. Wagner built the marketing and sales development teams at Onclusive prior to their acquisition in 2021. Onclusive’s technology, insights and expertise makes sense of the fractured, fast-moving media world we work in. The company is a trusted partner for PR and Communications success, helping clients to elevate their performance and prove their value. Erik has 14 years experience building marketing strategies and leading marketing and sales teams for growth-oriented technology companies. He is a seasoned marketer who has proven success directing marketing campaigns, building demand generation programs, managing product launches, defining brand voice and message, managing marketing & sales operations and leading transformational projects.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Herb Wong, Senior Vice President of Product and Strategy at Rfxcel. Founded in 2003, rfxcel is the first company to focus on the safety of the pharmaceutical supply chain and bring advanced traceability technology to manufacturers, repackagers, wholesalers, and distributors.After three heads of marketing departed within four years, , Herb In his current role rebooted the marketing organization generating an increase in marketing qualified leads of over 500% through improved SEO and public relations efforts. A versatile and highly creative leader with more than 20 years experience, Herb brings skills in strategic planning, solution architecture, and relationship building to leading organizations. His teams deliver elegant products and programs that enable sustainable and predictable growth.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Jean Cameron, Head of Growth Marketing at Flosum. Flosum is the leading end-to-end DevOps and Data Backup platform, built 100% natively to Salesforce. The company helps enterprises around the world accelerate digital transformation by making the release process fast and easy, increase developer productivity and remain secure and compliant. In her current role at Flosum, Jean is moving the organization forward with her extensive knowledge of traditional marketing principles, and innovative approaches to building an audience. A proven marketing leader with 15+ years of experience, Jean is dedicated to making data-driven decisions and focused on lead generation and pipeline development. In her previous roles, Jean’s responsibilities ranged from managing a diverse and talented team of marketing professionals, developing go-to-market strategies, overseeing product launches and executing regional and global programs.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Devang Sachdev, Vice President of Marketing at Snorkel AI. Before Snorkel , Devang was leading the product and partner marketing teams for emerging products at Twilio. Originally a developer, Devang has previously led engineering teams at NVIDIA focused on HPC and AI.Snorkel AI’s mission is to empower everyone to solve their most impactful problems through data-centric AI. Snorkel AI empowers Fortune 500 enterprises such as Chubb and BNY Mellon, and several government agencies to accelerate AI application development by 10-100x.Devang has extensive marketing experience including in strategic and tactical marketing planning, new product introduction and launches, competitive positioning, strategic alliances, customer engagement and lead generation.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Clarissa Horowitz Vice President of Marketing at Treasury Prime.Treasury Prime was founded in 2017 and is building the future of finance. Leveraging its award-winning APIs and versatile Banking as a Service (BaaS) products, Treasury Prime enables fintechs, banks and corporate partners to innovate, adapt, grow and scale to stay competitive in a rapidly changing marketplace. Clarissa is a strategic and forward-thinking marketer who has extensive experience in fintech. She previously served as the VP of Marketing at BitGo and MobileIron turning startups into category leaders.

Hello and welcome to a new episode of the Demand Generation Club Podcast. I'm your host Franco Caporale. Our guest today is Lynn Morton, Vice President of Demand and Growth at Traitify. Traitify found growth applying visual-based personality assessments during the hiring process for high-volume workforces. Now the company is expanding product offerings focusing on helping companies engage and grow employees once they are onboard.In her role, Lynn sets the strategic direction for marketing initiatives. Her efforts resulted in 130% growth in 2020 during the height of the pandemic. Lynn has extensive experience leading SaaS companies in their marketing efforts to accelerate growth. In her career, she has successfully built brands while driving pipeline growth, and establishing companies’ products and services as solution of choice. Her experience also includes building out the strategy and customer experience offerings across B2B, healthcare, nonprofit, and consumer verticals in her 9 years at a top Baltimore agency, R2integrated.

The guest of this episode is Lorena Morales, VP of Marketing at Go Nimbly. She will share her views on how to better approach your prospects and customers from the very first interaction.

The guest of this episode is Neda Talyai, Head of Demand Generation at Heap. She will discuss about using data to drive better demand generation results.

Our guest today is Sheel Gupta, VP of Marketing at Verse. Verse is the leading AI-powered lead conversion platform that helps companies engage and convert inbound leads into qualified sales-ready opportunities. The company has raised over $70 million of venture capital fundings and it's headquartered in San Diego, California. Sheel is a result-driven marketing leader with a background in building revenue-generating infrastructures and teams from the ground up. She's passionate about sales and marketing alignment and in transforming the marketing organization into a revenue-generating machine. Prior to Verse, Sheel was the Chief Growth Officer at HumbleDot, where she joined as their first marketing hire. And before that, she led marketing and demand generation at CrowdFlower and Quantcast.

Our guest today is Jack Foster, Senior Director of Demand Generation and Marketing Operations at SurveyMonkey. SurveyMonkey is the leading survey platform that enables companies around the globe to turn feedback into action. Jack has been at SurveyMonkey for two and a half years, and she's responsible for building out the demand generation and marketing operations functions for the enterprise part of the business. Prior to SurveyMonkey, Jack led the demand generation teams at high-growth tech companies like Lever and Arcserve.

Our guest today is Ajit Deshpande, Vice President of Demand Generation at Marqeta. Marqeta is the leader in modern card issuing and a fast growing unicorn FinTech startup. At Marqeta, Ajit is responsible for channels ranging from events, Account-Based Marketing to paid advertising, SEO, blog content and marketing operations. Prior to Marqeta, Ajit had stints at Stripe, where he was a growth strategy leader, at Salesforce, where he was the VP of Marketing Operations, as well as in venture capital. Prior to this roles. Ajit is an engineer by training and has been a Bay Area native for 20 years.

Our guest today is Sesame Mish, Head of Growth Marketing and Intellimize. Intellimize is the intelligent website optimization that uses machine learning to help marketers accelerate website testing and personalization at scale. On average, Intellimize customers have achieved a 46% lifting web conversion at 25 times the speed of A/B testing. Intellimize is trusted by brands like Drift, Snowflake, SomaLogic, Tableau, Dermalogica, Looker, and many more. Sesame, has been leading demand generation Intellimize for the past two years. She works very closely with the sales team to have them engage with target accounts, run ABM programs and drive qualified leads and pipeline. Before Intellimize, Sesame worked in other famous SaaS companies such as Kahuna, Greenhouse Software, and Marketo where she focused on demand generation, digital marketing, marketing operation, and content marketing.

Our guest today is Krystal Guerra, Director of Demand Generation at Instructure. Instructure is the company that helps people grow from the first day of school to the last day of work. More than 30 million people use this Canvas and Bridges platforms for learning management and employee development. Krystal has over 10 years of experience in event programming, media relations, digital marketing and demand generation.She thrives on marketing solutions that drive results and has worked with hundreds of clients ranging from mid-size to large enterprise fortune 500 companies, and has been involved in raising over $8 million in venture capital. Krystal is also the CEO and founder of Guerra Media and agency dedicated to advocating for inclusivity women in leadership and preparing young adults for career success. In 2019, Krystal was recognized as one of the Utah's 30 women to watch by Utah Business Magazine.

Our guest today is Anadelia Fadeev. Director of Demand Generation at Gravitational. Gravitational empowers engineers to access and distribute computing resources anywhere on the planet. At Gravitational Anadelia is in charge of scaling the leads and pipeline for the growing sales team. She's extremely process-oriented and has strong experience building high-performing marketing teams at B2B tech startups. Before Gravitational, she was The Director of Demand Generation at LightStep, and before then, Senior Demand Generation Manager at InfluxData.

Our guest on the show today is Priyank Savla, Senior Director of Global Demand Generation at NetBrain. NetBrain is the leader in transforming network operations through automation. Today, more than 2,300 of the world's largest enterprises and manage service providers use NetBrain to automate network documentation, accelerate troubleshooting, and strengthen network security. During his seven plus years in NetBrain, Priyank was able to grow site traffic by 30x, built a community of over 100,000 engineers, and contributed to a 7.5x revenue growth for the company.

Our guest today is Chad Egelhoff, Director of Demand Generation at OneNeck IT Solutions. OneNeck is an expert provider of hybrid IT solutions tailored for the market and enterprise companies. Chad is responsible for the demand generation activities of the company while also leading the transition from traditionally centric marketing to an account-based approach.

The guest of this episode is Kathy Dunlay. Kathy is the Founder and President of New England Sales & Marketing, which is celebrating its 10th anniversary this year. She started the company to meet the demand generation needs of B2B technology firms. Kathy works with companies of various sizes that may be privately funded or publicly traded. Before starting New England Sales & Marketing, she was Director of Marketing at CCSI and SimpleTuition.com.

Today on the show we have Zach Diamond, the demand generation manager at Social Solutions. Zach has a background in neuroscience, so he has a very scientific approach to demand generation which is also reflecting the way he executes on the marketing programs. At Social Solutions, he is in charge of planning and executing multichannel campaigns, nurturing leads down the funnel, and tracking KPIs and metrics.

Our guest today is Eugene Nilus, Director of Demand Generation at Shippo. Eugene is responsible for all the marketing automation aspects and for launching and managing the programs that drive engagement and opportunities for Shippo. Eugene started his career in web development, then transitioned to demand generation, working with companies like SmugMug, Townsquared and Atlona.

Nani Shaffer is the Vice president of Account-Based Marketing at Demandbase. In her role, Nani and her team are responsible for ABM strategy, education, and empowering B2B marketers to become highly successful ABM leaders. Nani is a proven marketing professional with over a decade of expertise in B2B marketing. Since joining Demandbase over six years ago, Nani has held several critical marketing positions, including demand generation, product marketing, and marketing operations.

The guest on this episode is Abhishek GP, Head of Demand Generation at Freshworks. Freshworks is the platform that helps sales, marketing, support, IT and HR teams deliver the best customer experiences. They have all their 3,000 employees and have raised over $480 million in venture funding. GP has 10 years of experience across demand generation, grab marketing, digital marketing and sales. Before Freshworks, GP was Head of Digital Marketing at American Express and Philips Lighting.

Cyrus Sussman is the director of demand generation at Quorum. The software that helps public affair professionals track, change, and report on the policy landscape. Since joining Quorum in 2017, Cyrus has built the marketing department from the ground up and helped the company more than triple net new ARR from inbound leads. His ABM strategy has nearly doubled outbound meeting schedule rate from 9% to 15%. Before Quorum, Cyrus was digital marketing manager at 1776 and Uber. He has seven years of experience in revenue driven multichannel marketing and analytics.

Aaron Ballew is vice president of demand generation at Ping Identity, where he leads integrated campaigns, event marketing, digital operations and pipeline analytics. Aaron is an engineer turned marketer, having started his career in telecommunications before jumping into identity security.

Welcome to a new episode of the DemandGen Club Podcast. Our guest today is Be'Anka Ashaolu, Director of demand generation at Propel, the platform that helps companies build better products and offers a single source of truth for product success. Be'Anka is in charge of all demand generation and marketing operation activities at Propel. Prior to Propel, she was Director of Marketing at Dor, and before then, she was in charge of demand generation at RetailNext, where she managed a cross functional team of seven people for ABM program execution. She's an experienced demand generation professional with demonstrated success building lead engagement engines that convert through the funnel.

This is the intro episode for the new DemandGen Club Podcast. In this episode, Franco Caporale, Founder & CEO of SaaSMQL, will share 10 lessons learned during his 10+ years in B2B demand generation.