Leaders of B2B Podcast - Interviews on Business Leadership, B2B Sales, B2B Marketing and Revenue Growth

Creating Human-Centered Workplaces in the Age of AI with Oz Rashid at MSH

support@contentallies.com (Content Allies - B2B Podcast Production) — Tue, 18 Nov 2025 15:05:00 -0500

True leadership isn’t about authority — it’s about connection, empathy and purpose. In this episode, Oz Rashid, Founder and CEO of MSH and Host of the “Hire Learning” podcast, dives into leadership, culture and the evolving expectations of today’s workforce. Drawing from his extensive experience in talent strategy, Oz explores what it takes to build high-performing teams in a rapidly changing business landscape. The discussion centers around people-first leadership, authenticity and the power of intentional hiring.

Key Takeaways:

00:00 Introduction.

01:39 MSH began in 2011 with the intention of making hiring smarter and more data-driven.

05:25 Hiring hasn’t evolved like other industries, driving a need for innovation.

10:12 AI is advancing hiring, but full automation remains a long way off.

15:08 Client success fueled demand for MSH’s tech, Aeon, prompting a broader launch.

19:59 Aeon’s roadmap expands beyond hiring to support people in an AI future.

25:16 The best hires often come from organic, unexpected connections.

30:05 Recent layoffs haven’t been a result of AI, but automation may soon change that.

35:13 Adapting to change is essential. Those who resist new technology risk being left behind.

Resources Mentioned:

Oz Rashid

https://www.linkedin.com/in/ozrashid/

MSH | LinkedIn

https://www.linkedin.com/company/mshtalent/

MSH Talent | Website

https://www.talentmsh.com/

Aeon | LinkedIn

https://www.linkedin.com/company/aeonhire

Aeon | Website

https://www.aeonhire.com/

"Hire Learning" Podcast

https://open.spotify.com/show/7CKt8PyliIOgm4DjcVIkVv

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Modernizing Impact Strategy with Neelima Grover of Q2Impact

support@contentallies.com (Content Allies - B2B Podcast Production) — Wed, 01 Oct 2025 12:39:00 -0400

Losing 85% of her company portfolio became the catalyst for radical reinvention. In this episode, we're joined by Neelima Grover, Founder and CEO of Q2IMPACT. She shares hard-won insights from navigating transformation, crisis and reinvention at the helm of a global consulting firm.

Neelima explores how Q2IMPACT, after losing 85% of its business due to a governmental shift, pivoted to become an AI-first organization while continuing to serve global development and national security needs. She reflects on resilience, leadership and rebuilding from the ground up.

Key Takeaways:

00:00 Introduction.

01:52 Q2IMPACT delivers reliable data that drives efficiency, productivity and ROI.

04:36 The team sustains work in 96 countries through local hiring and partnerships.

10:10 Maverick uses 27 years of data to generate predictive insights with AI.

12:54 A policy shift erased 85% of growth plans, triggering major transformation.

18:47 In crisis, choosing action and community over despair paved the way forward.

22:01 Take a breath, stay clear-headed and move fast to manage financial impact.

24:59 Build resilient teams that adapt and sprint through constant change.

28:13 Closed doors lead to open ones — find the opportunity and act on it.

Resources Mentioned:

Neelima Grover -

https://www.linkedin.com/in/neelima-grover

Q2IMPACT LinkedIn -

https://www.linkedin.com/company/q2impact

Q2IMPACT website -

https://q2impact.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations; we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Making the Invisible Visible: Team Utilization Strategy with Michael Daoud of Visus LLC

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 21 Apr 2025 01:20:00 -0400

Utilization isn’t just a metric — it’s the key to unlocking profitability, clarity and accountability across your entire team. In this episode, Michael Daoud, Founder and CEO of Visus LLC, sits down with us to share how transparency in utilization can transform operational efficiency in professional services firms. He highlights the value of role-based utilization targets and the importance of weekly over monthly KPI tracking for agility.

Key Takeaways:

(00:54) Making utilization transparent directly impacts revenue and profitability.

(01:44) Custom data pipelines using PSA platforms offer richer insights than native reports.

(03:27) Daily time entries are essential for real-time visibility.

(05:44) Color-coded bar charts inspire self-correction without management pressure.

(09:46) Transparency prevents idle bench time and promotes strategic internal initiatives.

(12:17) Weekly tracking allows earlier course correction than monthly reviews.

(14:24) Teams can start with spreadsheets before building advanced data warehouses.

(16:09) Team members can access their utilization data anytime without waiting for reports.

Resources Mentioned:

Michael Daoud

https://www.linkedin.com/in/michaeldaoud/

Visus LLC | LinkedIn

https://www.linkedin.com/company/visus-llc./

Visus LLC | Website

https://visusllc.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Turning Brand Messaging Into a Strategic Advantage with Tamsen Webster of Message Design Institute

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 07 Apr 2025 00:00:00 -0400

Most brands focus on messaging — but is that enough? In today’s episode, Tamsen Webster, Founder and Chief Learning Officer of Message Design Institute, shares insights on the power of message design and its role in shaping effective brand communication. Tamsen explains how businesses can move beyond messaging to establish a core message that aligns with their audience’s beliefs and needs. She also explains why message design is an excavation process rather than an invention, uncovering the true value behind a company’s approach.

Key Takeaways:

(02:30) The difference between messaging and message design and why it matters.

(04:56) A strong message must be built on a foundation that customers already agree with.

(05:11) Brand positioning is different from a company’s core position — knowing the difference is critical.

(12:18) Aspirational messaging often misaligns with reality.

(17:46) Effective messaging is not about convincing but about aligning with audience beliefs.

(19:41) Start with what your audience already wants, not just the problem they have.

(25:48) A well-defined message helps brands create content that resonates and converts.

(28:49) A clear core message saves time and streamlines efforts.

Resources Mentioned:

Tamsen Webster

https://www.linkedin.com/in/tamsenwebster/

Message Design Institute | LinkedIn

https://www.linkedin.com/company/message-design-institute/

Message Design Institute | Website

https://messagedesigninstitute.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Maximizing Profits Through Smarter Pricing with Brian Doyle of Holden Advisors

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 24 Mar 2025 00:10:00 -0400

Most businesses unknowingly leave money on the table — are you one of them? In this episode, we’re joined by Brian Doyle, President and CEO of Holden Advisors, who shares strategies for increasing pricing power to drive revenue and profitability. Brian is an ex-Air Force pilot and recognized expert in leadership and communication. Brian explains how businesses can improve their revenue and profitability through value-based pricing strategy and go-to-market effectiveness.

Key Takeaways:

(01:36) Businesses often leave money on the table by underpricing their offerings.

(03:42) Pricing power depends on value, market position and sales execution.

(06:03) Customer insights reveal pricing opportunities.

(09:46) Use cascading questions to quantify value.

(15:23) Procurement uses standard tactics to lower prices.

(17:07) The “give-get” strategy ties price cuts to value reduction.

(21:23) Understanding procurement motivations preserves pricing integrity.

(22:52) Procurement’s asks are part of the game — expect them and stay strategic.

Resources Mentioned:

Brian Doyle -

https://www.linkedin.com/in/brianadoyle/

Holden Advisors | LinkedIn -

https://www.linkedin.com/company/holden-advisors/

Holden Advisors | Website -

https://holdenadvisors.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Avoiding Private Equity Pitfalls with Mark Gartner of RLH Equity Partners

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 10 Mar 2025 00:00:00 -0400

Not all private equity firms are created equal. Founders need to ask the right questions before accepting investment. In today’s episode, Mark Gartner, Managing Director of RLH Equity Partners, shares how to evaluate potential investors, avoid common pitfalls and ensure alignment on capital, expertise and culture. He also explains what makes a professional services firm attractive to investors and how RLH helps businesses scale strategically.

Key Takeaways:

(01:22) RLH Equity Partners has specialized in professional services for decades, despite early industry skepticism.

(2:44) Aligning with macro trends like tech shifts fuels long-term growth.

(05:37) Generic investor outreach is a red flag — look for personalized engagement.

(06:15) The right investor brings more than money — they offer real strategic value.

(08:08) Always confirm an investor has capital under management, not just access to funding.

(15:30) Culture is critical in professional services, and the wrong investor can disrupt it.

(19:45) Companies with $20M+ revenue, 15-20% organic growth and strong client retention attract premium valuations.

Resources Mentioned:

Mark Gartner -

https://www.linkedin.com/in/mark-gartner-rlh/

RLH Equity Partners | LinkedIn -

https://www.linkedin.com/company/rlhequitypartners/

RLH Equity Partners | Website -

https://www.rlhequity.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Breaking Through the Noise in Marketing with Matt Krebsbach of Acquia

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 24 Feb 2025 00:56:42 -0500

The real difference in marketing lies not in the message, but in how it's told — a concept explored in depth in this episode as we feature Matt Krebsbach, Senior Vice President of Thought Leadership and Brand Awareness at Acquia. Matt shares his thoughts on how marketing is evolving, highlighting why data-driven storytelling and authentic brand voices matter more than ever. He also explores blending brand, demand and customer experience, showing how businesses can stand out in a crowded market.

Key Takeaways:

(03:36) The impact of proper AI training on employee confidence and productivity.

(06:11) The role of data in grounding storytelling and uncovering unique insights.

(09:54) How risk aversion and investor pressures shape brand messages.

(11:19) AI’s impact grows where brand, demand and experience meet.

(13:45) Standing out requires breaking free from the sea of sameness.

(17:15) The need for digital content accessibility for diverse audiences.

(20:16) High-quality, value-driven content resonates more with audiences.

Resources Mentioned:

Matt Krebsbach -

https://www.linkedin.com/in/mattkrebsbach/

Acquia | LinkedIn -

https://www.linkedin.com/company/acquia/

Acquia | Website -

https://www.acquia.com/

Patagonia -

https://www.patagonia.com/home/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Marketing That Moves the Needle with Amy Higgins of Cloudflare

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 10 Feb 2025 00:30:00 -0500

Misaligned teams lead to missed opportunities. In today’s episode, we’re joined by Amy Higgins, Director of Content Strategy at Cloudflare, who explores the power of integrated planning in marketing. Amy highlights the challenges of siloed strategies, the importance of sales-marketing collaboration and the need for creative experimentation within structured marketing frameworks. She also discusses how businesses can measure ROI effectively while balancing long-term and short-term marketing goals.

Key Takeaways:

(01:15) Integrated planning keeps teams aligned from the start.

(02:14) SEO-focused content should target buyers, not just end users, to drive real conversions.

(03:38) A unified company goal, such as increasing ACV, helps align all marketing efforts.

(04:46) Sales must be involved throughout the marketing process.

(05:32) Word choices in marketing materials impact buyer perception.

(08:03) Creativity in marketing should be tested strategically within proven frameworks.

(09:00) ROI should be measured beyond revenue, considering internal and external impact.

(09:38) New marketing initiatives must align with business goals.

(10:23) Long-term marketing efforts, like podcasting, require patience and commitment.

(12:05) The future of marketing lies in building engaged communities.

Resources Mentioned:

Amy Higgins -

https://www.linkedin.com/in/amywhiggins/

Cloudflare | LinkedIn -

https://www.linkedin.com/company/cloudflare/

Cloudflare | Website -

https://www.cloudflare.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Aligning Sales and Marketing Strategies with Amber Naslund of LinkedIn

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 27 Jan 2025 00:00:00 -0500

Amber Naslund, Senior Manager of Marketing Solutions at LinkedIn, explores the challenges and opportunities in aligning sales and marketing teams. Amber sheds light on bridging the communication gap and fostering collaboration to achieve shared business goals. She shares actionable insights into improving sales-marketing alignment, focusing on understanding customer needs, creating cohesive messaging and the importance of metrics that reflect long-term success.

Key Takeaways:

(01:47) Sales and marketing often clash due to misaligned goals.

(02:44) Marketers need closer connections with customers.

(03:35) Fieldwork with sales improves marketing strategies.

(05:11) Smaller teams like HubSpot excel in alignment.

(07:51) Metrics should align with long sales cycles.

(08:39) Trusting the process builds long-term results.

(11:13) Team collaboration sparks optimism for meaningful impact.

Resources Mentioned:

Amber Naslund -

https://www.linkedin.com/in/ambernaslund/

LinkedIn -

https://www.linkedin.com/company/linkedin/

HubSpot -

https://www.hubspot.com

Zapier -

https://www.zapier.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Driving Impactful Storytelling in Regulated Markets with Bria Bell of JPMorgan Chase

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 13 Jan 2025 07:10:17 -0500

Bria Bell, Senior Marketing Strategy Associate at JPMorgan Chase & Co., shares her insights on the role of corporate influencers in marketing and the power of authentic storytelling. Bria highlights the importance of cross-collaboration in regulated industries and creating human-centric content that builds trust and emotional connections. She also emphasizes the value of vulnerability and creativity in content marketing, even in highly regulated environments, and explores future trends in the field.

Key Takeaways:

(01:14) Building trust through industry knowledge and thoughtful storytelling.

(02:30) Sharing expertise on LinkedIn to demonstrate thought leadership.

(02:54) The importance of authenticity in creating genuine connections.

(05:06) Tailoring marketing strategies to meet unique client needs.

(06:25) Leveraging storytelling to connect with audiences and humanize brands.

(07:19) Navigating compliance creatively as a collaborative process.

(09:20) Emotional and human-centric content as a differentiator in B2B marketing.

(09:40) Shifting away from buzzwords to deliver genuine, impactful messages.

Resources Mentioned:

Bria Bell -

https://www.linkedin.com/in/briabell/

JPMorgan Chase & Co. | LinkedIn -

https://www.linkedin.com/company/jpmorganchase/

JPMorgan Chase & Co. | Website -

https://www.jpmorganchase.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

From Content Audits to Sonic Branding: Modern Marketing Tips with Michelle Ngome of AAMA

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 16 Dec 2024 06:27:52 -0500

On today’s episode, we’re joined by Michelle Ngome, Founder and President of the African American Marketing Association (AAMA) and Outreach Director of Entrepreneurship Recruitment at Goldman Sachs. From trends in content creation to strategies for building a community, Michelle brings valuable insights for marketers aiming to deepen their audience connections. She also shares the significance of thought leadership, the role of innovation in marketing and practical ways to implement short-form video in B2B contexts.

Key Takeaways:

(01:38) Shifting to raw, authentic content can engage audiences more effectively.

(03:05) Short-form video clips are essential for social media engagement.

(06:57) Thought leadership requires challenging the status quo.

(07:22) Small, creative initiatives in marketing can lead to big results.

(09:08) Starting a podcast can differentiate a business.

(12:50) Mastering AI prompts can improve tools like ChatGPT.

(15:23) Regular content audits keep websites relevant.

(17:21) Sonic branding helps build a strong podcast identity.

Resources Mentioned:

Michelle Ngome | LinkedIn -

https://www.linkedin.com/in/mngome/

African American Marketing Association (AAMA) | LinkedIn -

https://www.linkedin.com/company/african-american-marketing-association/

African American Marketing Association | Website -

https://www.aa-ma.org/

Goldman Sachs | LinkedIn -

https://www.linkedin.com/company/goldman-sachs/

Goldman Sachs 10,000 Small Businesses | Website -

https://www.goldmansachs.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Driving ROI Through B2B Podcasts with Jake Jorgovan and TJ Bonaventura of Content Allies

support@contentallies.com (Content Allies - B2B Podcast Production) — Mon, 02 Dec 2024 10:24:00 -0500

In this special episode, we’re joined by Jake Jorgovan, Founder of Content Allies, and TJ Bonaventura, Client Strategist of Content Allies, to discuss the podcast's evolution as it transitions from host David (Ledge) Ledgerwood to Jake and TJ.

Jake and TJ talk about how they plan to carry forward the show’s legacy and reflect on lessons from their extensive experience in podcasting and B2B marketing. They discuss creating ROI for clients, building strong teams and aligning marketing with sales while introducing new formats and actionable insights for listeners.

Key Takeaways:

(01:41) The StudioPod and Content Allies merger opens doors for growth.

(07:25) Listen Network enables ethical, effective podcast audience growth.

(12:30) Podcasting is now essential in B2B marketing, requiring measurable ROI.

(17:42) Strong teams and long-term relationships drive entrepreneurial success.

(21:18) Aligning marketing and sales remains a key challenge for B2B leaders.

(25:40) Content Allies is positioned as the agency of record for B2B podcasters, delivering complete solutions.

(28:45) B2B companies need data-driven strategies combined with creative branding.

(30:36) Misconceptions in B2B podcasting underscore the need for accurate insights.

(32:16) Ledge reflects on meaningful conversations and the opportunity for aspiring podcasters to grow their shows.

Resources Mentioned:

Jake Jorgovan -

https://www.linkedin.com/in/jakejorgovan/

TJ Bonaventura -

https://www.linkedin.com/in/tj-bonaventura/

Content Allies | LinkedIn -

https://www.linkedin.com/company/contentallies/

Content Allies | Website -

https://contentallies.com/

Listen Network -

https://listennetwork.co/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

The Future of Work: Fractional Executives with Mike Malloy of Malloy Industries

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 23 Aug 2024 07:43:47 -0400

In today's episode, Mike Malloy, Founder and CEO of Malloy Industries, discusses the growing trend of fractional executives and how they help businesses grow, especially in B2B SaaS technology companies. Mike explains why having part-time experts can be more effective than full-time hires for many companies. He also gives practical tips on how CEOs can focus on big-picture growth while letting seasoned professionals handle daily operations.

Key Takeaways:

(01:20) The rise of fractional executives.

(03:08) The role of emotional and psychological aspects in effective client engagement.

(12:48) CEOs focus on strategic growth by delegating tasks.

(16:05) The importance of building a supportive network.

(25:55) Learning from past business experiences.

(27:52) Managing cash flow for business sustainability.

(34:00) Setting clear goals and metrics for success.

(35:39) Prioritize creative work before reactive tasks.

Resources Mentioned:

Mike Malloy - https://www.linkedin.com/in/mwmalloy/

Malloy Industries - https://www.linkedin.com/company/malloy-industries/

Investopedia - https://www.investopedia.com

Daily Dad - https://www.dailydad.com

CliftonStrengths assessment - https://www.gallup.com/cliftonstrengths/en/home.aspx

Finance cheat sheet - https://malloyindustries.com/resources/finance-cheat-sheet/

Automate unlimited copy-and-paste - https://malloyindustries.com/resources/automate-unlimited-copy-and-paste/

If cash is king then sales is queen - https://malloyindustries.com/resources/if-cash-is-king-then-sales-is-queen-2-0/

Optimizing your schedule - https://malloyindustries.com/resources/optimizing-your-schedule-practical-strategies-for-makers-and-managers/

Podcast links - https://malloyindustries.com/pod

Mike Malloy email address - mike@malloyindustries.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Effective Sales Conversations with Justin Michael

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 07 Aug 2024 09:56:00 -0400

In today’s episode, we’re joined by Justin Michael, Executive Coach. Justin shares his insights into the changing world of sales and marketing, focusing on new techniques and the importance of personal connections.

Key Takeaways:

(01:20) Justin’s method for pattern interrupt in sales.

(02:52) Making business development techniques mobile-friendly.

(05:01) The growth of sales tech and SDR strategies.

(08:13) The importance of hyper-personalization in outreach.

(09:50) Using omni-channel approaches to get noticed.

(12:08) The need for real human-to-human conversations.

(13:47) Tips for getting in touch with decision-makers.

(16:15) The role of persistence and creativity in sales.

(20:58) The impact of calm confidence in sales.

(22:10) Focusing on the prospect’s needs and priorities.

Resources mentioned:

Justin Michael -

https://www.linkedin.com/in/michaeljustin/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Adapting to Technological Changes with Steve Mordue of RapidStart Global

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 24 Jul 2024 13:15:19 -0400

In today’s episode, we’re joined by Steve Mordue, CEO of RapidStart Global, formerly Forceworks. Steve talks about managing a global team and the future of AI and remote work. He discusses his journey from starting Forceworks to adapting to new technologies, highlighting the need to stay ahead in the tech industry.

Key Takeaways:

(00:54) Slowing down and effectively delegating tasks is vital.

(05:25) Transitioning from Salesforce to Microsoft and creating RapidStart apps.

(10:50) The benefits of remote work and its early adoption.

(15:40) How AI is transforming CRM systems and business applications.

(20:15) Embracing machine learning and AI in business early on.

(25:35) Moving to a subscription-based service model.

(34:00) Balancing work and life as an entrepreneur.

(45:00) The evolving role of technology in business.

Resources Mentioned:

Steve Mordue - https://www.linkedin.com/in/stevemordue/

RapidStart Global | LinkedIn - https://www.linkedin.com/company/rapidstartglobal/

RapidStart Global | Website - https://rapidstart.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations; we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Bridging Gig Economy and Traditional Employment with Jason Radisson of Movo

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 10 Jul 2024 01:27:44 -0400

On today’s episode, we talk with Jason Radisson, CEO and Founder of Movo. Jason explains Movo’s use of gig economy ideas to improve how large companies manage their frontline workers with human capital management software.

He also talks about how AI and machine learning improve workforce management, the challenges of automating traditional work processes and the future of work with AI.

Key Takeaways:

(01:13) Movo’s mission is to optimize human capital management for frontline workers.

(02:56) The importance of real-time optimization and scheduling in managing large workforces.

(03:57) Differences between traditional employment and gig economy platforms.

(04:44) The impact of AI and machine learning on workforce productivity and management.

(08:00) Challenges and solutions in automating processes within enterprises.

(10:12) The future of work with AI and the importance of adapting to new technologies.

(20:45) Jason’s insights on the psychology of entrepreneurship and lessons learned from his journey.

Resources Mentioned:

Jason Radisson - https://www.linkedin.com/in/jason-radisson/

Movo | LinkedIn - https://www.linkedin.com/company/movohq/

Movo’s | Website - https://movo.co

Content Allies brought this episode to you.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at https://contentallies.com/.

#B2B #BusinessLeaders #Leadership

Mastering the Job Search in 2024 with Erika Klics, Job Search Strategist

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 26 Jun 2024 12:03:49 -0400

In today’s episode, we're joined by Erika Klics, Job Search Strategist, who discusses the evolving landscape of job searching in 2024. Erika emphasizes the importance of networking, being specific in your job search and understanding how to position yourself effectively in the current market.

Erika shares insights on reflecting on your career goals, articulating your experience from a broader perspective and leveraging your network for referrals. She provides practical advice for job seekers, especially those who last updated their résumés years ago, and highlights the key strategies for standing out in a competitive job market.

Key Takeaways:

(02:18) The challenges of job searching in 2024 and the importance of a strategic approach.

(03:00) The necessity of outreach and networking in the current job market.

(06:45) Reflecting on past experiences to better articulate your career goals.

(11:34) The significance of tailoring your résumé to fit your desired job.

(16:28) The value of taking a bold stance during interviews.

(24:07) The effectiveness of using referrals to reduce hiring risks.

(29:00) Leveraging LinkedIn for job search success.

Resources Mentioned:

Erika Klics - https://www.linkedin.com/in/erikaklics/

Erika Klics Job Search Company - https://erikaklics.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations; we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Enhancing Fleet Management With AI with Sasha Kucharczyk of Preteckt

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 14 Jun 2024 08:35:09 -0400

On today's episode, we're joined by Sasha (Peter) Kucharczyk, Co-Founder and COO of Preteckt. Sasha dives into his journey from academia to entrepreneurship, sharing insights on the transition from technical roles to leadership positions. He highlights the evolution of Preteckt and its impact on the automotive and transit industries.

Key Takeaways:

(01:00) Sasha's transition from academia to business and the challenges faced.

(02:34) The inspiration from Microsoft's Zune failure and its influence on product design and usability.

(04:03) The importance of actionable data in improving vehicle maintenance experiences.

(05:28) The pivot from passenger vehicles to trucking fleets and municipal transit for better market fit.

(08:11) Handling customer feedback and pivoting the business model based on market demands.

(10:59) The significance of having a champion within customer organizations to drive product adoption.

(12:03) Adapting to different customer needs while maintaining a core product vision.

(16:00) Experimenting with vehicle data to improve maintenance predictions and reduce operational costs.

(21:39) The role of AI in enhancing product offerings and creating value for customers.

(26:44) Understanding and leveraging customer KPIs for successful business relationships.

Resources Mentioned:

Sasha (Peter) Kucharczyk - https://www.linkedin.com/in/skucharczyk/?originalSubdomain=ca

Preteckt | LinkedIn - https://www.linkedin.com/company/preteckt/

Preteckt | Website - https://www.preteckt.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Go-to-Market and AI Success with Emin Can Turan from Pebbles Ai

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Tue, 28 May 2024 15:57:03 -0400

In today’s episode, we’re joined by Emin Can Turan, Founder and Researcher at Pebbles Ai. Emin shares his insights on the essentials of go-to-market strategies, the importance of leveraging scientific methods in marketing and how cultural differences can impact sales approaches. He also delves into the challenges and opportunities of building an AI company during times of geopolitical instability.

Key Takeaways:

(00:02) Go-to-market (GTM) encompasses marketing strategy, execution, market intelligence, social media, sales and product rollouts.

(07:00) Maintaining energy and enthusiasm is crucial for effective sales performance.

(12:32) Cultural differences significantly impact sales and marketing strategies.

(18:00) Integration of marketing and sales teams through deep-dive data analysis.

(23:00) Most startup failures are attributed to poor go-to-market strategies.

(29:00) Pebbles Ai offers actionable intelligence, precise marketing content and tailored sales assets.

(41:00) Building a tech company in Ukraine during wartime presents unique challenges but also demonstrates resilience and innovation.

Resources Mentioned:

Emin Can Turan - https://www.linkedin.com/in/emincanturan/

Pebbles Ai - https://www.trypebbles.ai/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations; we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Optimizing IoT Data Transmission with Charles Yeomans of AtomBeam Technologies

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Tue, 14 May 2024 07:37:19 -0400

In today's episode, Charles Yeomans, CEO and Founder of AtomBeam Technologies Inc., discusses the future of data optimization technologies. With a diverse background in finance, biotech and tech innovation, Charles highlights the role of efficient data transmission, especially in the Internet of Things, and the impact of AtomBeam’s data compaction technology.

Key Takeaways:

(04:07) The critical need for efficient data management in IoT, which is expected to produce around 90 zettabytes by 2025.

(06:19) How AtomBeam’s technology reduces data sizes by 75% using machine learning, thus improving transmission efficiency.

(08:16) The dynamic codebook feature of AtomBeam’s technology, which adapts in real-time to changes in data patterns.

(14:50) The application and challenges of implementing this technology in sectors like military and aerospace, including partnerships with Space Force.

(19:34) The global impact of data optimization on data management and environmental practices.

(25:14) Future initiatives to integrate AtomBeam technology into satellite communications and other critical data systems.

(30:13) The importance of security in data optimization and AtomBeam’s advancements in encryption to protect data.

Resources Mentioned:

Charles Yeomans - https://www.linkedin.com/in/charles-yeomans-4507a17/

AtomBeam Technologies - https://www.linkedin.com/company/atombeam/

Atombeam | Website - https://atombeamtech.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Driving Business Growth Through Effective Ads with Sharon Park of Sage Digi

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Tue, 30 Apr 2024 08:20:17 -0400

On today's episode, we're joined by Sharon Park, Founder and CEO of Sage Digi, a performance marketing agency specializing in scaling enterprise ads. Sharon shares her journey from being a music major to becoming a marketing guru at Google and eventually leading her own company.

Key Takeaways:

(04:50) The pitfalls of managing digital ad spending and the advantage of expert help.

(06:53) The significance of integrating CRM and analytics for effective marketing.

(09:43) Personalization in advertising through AI and the importance of tailored messages.

(11:02) The critical role of profitability in evaluating marketing efforts and the agency's responsibility.

(15:24) Effective data analysis requires focusing on statistically significant and meaningful results.

(18:58) Performance marketing involves complex, multi-layered strategies that extend beyond simple metrics to build profitable growth engines for businesses.

(21:54) Sharon's journey from Google to launching her own agency.

(23:30) The entrepreneurial mindset and Sharon's early experiences in leveraging opportunities.

(29:27) Rapid scaling without a solid operational playbook can lead to significant challenges and customer dissatisfaction.

Resources Mentioned:

Sharon Park - https://www.linkedin.com/in/presidentsharon/

Sage Digi | Website - https://sagedigi.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Cultivating a Culture of Continuous Improvement with Mike Smart of Egress Solutions

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 19 Apr 2024 17:42:41 -0400

In today's episode, we dive deep with Michael Smart, Founder and Managing Principal of Egress Solutions, Inc., as he sheds light on accelerating growth in B2B SaaS companies. Michael brings his wealth of experience to the table, discussing the details of product management and the vital role of customer-centric approaches in today's tech-driven market.

Key Takeaways:

(01:10) Michael Smart introduces his role at Egress Solutions and their focus on mid-market B2B software companies.

(03:33) The shift from all-encompassing platforms to specialized systems that integrate into larger ecosystems.

(08:13) The emphasis on product marketing to bridge the gap between user satisfaction and organizational buy-in.

(13:38) Every aspect of a product must add value and reinforce the customer's decision, or it risks harming the vendor relationship.

(17:43) The significance of early-stage consideration of the customer experience in the product development cycle.

(22:01) The need for organizational change management and the impact of executive leadership's attitude on successful transformations.

(29:20) Embracing lifelong learning allows for continuous adaptation and correction based on life's unexpected turns and new data.

(37:57) The ongoing challenge of adapting to rapid changes in the business environment.

Resources Mentioned:

Egress Solutions

GTM Disrupted Podcast

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

The Role of Authenticity in B2B Content with Genesis Capunitan of Initiative

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Thu, 11 Apr 2024 05:00:00 -0400

In this episode, we're joined by Genesis Capunitan, Head of B2B at Initiative, part of The Interpublic Group of Companies. With a rich background spanning global software companies and leading creative agencies, Genesis brings a wealth of experience to the discussion of B2B marketing in the modern landscape.

Key Takeaways:

(00:41) Genesis and his role at Initiative.

(04:01) The impact of an expanding buying committee on B2B sales cycles and decision-making.

(05:49) Implementing OKRs and KPIs to streamline marketing objectives and results.

(07:11) The underrated value of endemic media in targeted industry marketing.

(08:09) Brand architecture and its components as the foundation of strategic marketing.

(10:45) Strategies for effective marketing under budget constraints and resource limitations.

(14:41) Transitioning from service-focused narratives to aspirational brand storytelling.

(17:53) Introducing 'sense-making' in content strategy to aid in the B2B buying process.

Resources Mentioned:

Genesis Capunitan -

https://www.linkedin.com/in/genesiscapunitan/

Initiative | LinkedIn -

https://www.linkedin.com/company/initiative/

Initiative | Website -

https://www.interpublic.com/our-companies/initiative/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Building Lasting Customer Relationships Through Podcasts with Jasmeet Sawhney of Axtria

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Mon, 01 Apr 2024 11:56:58 -0400

On this episode, we're joined by Jasmeet Sawhney, Global Head of Marketing at Axtria, to talk about the transformative power of podcasting in the B2B realm. Jasmeet unveils the strategic thinking behind Axtria's engagement through audio content and describes his journey from being a tech enthusiast to spearheading marketing initiatives in the life sciences sector.

Key Takeaways:

(00:52) Jasmeet’s pivotal role in leveraging cloud software and data analytics in the life sciences industry.

(01:51) The transition from startup founder to marketing leader, emphasizing the value of diverse experiences.

(04:07) Insight into Axtria's customer engagement strategy and the multifaceted nature of B2B transactions.

(07:01) Launching the Life Sciences Leadership podcast to enrich content creation.

(09:38) The dual podcast strategy to cater to both technical and leadership audiences, ensuring content relevance.

(11:42) Partnering with Life Sciences Voice to elevate podcast outreach, and the strategic importance of such collaborations.

(18:20) Evaluating the success of a podcast beyond mere metrics, focusing on content relevance and audience growth.

(20:48) The organic promotion strategy and the impact of influential guests on audience engagement.

Resources Mentioned:

Jasmeet Sawhney -

https://www.linkedin.com/in/jasmeet-sawhney/

Axtria | LinkedIn -

https://www.linkedin.com/company/axtria/

Axtria | Website -

https://www.axtria.com/

Life Sciences Leadership Podcast -

https://podcasts.apple.com/us/podcast/life-sciences-leadership-with-jasmeet-sawhney/id1570585602

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Transforming Patient Care Through AI and Wearables with Colby Ford of Tuple

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Tue, 19 Mar 2024 11:48:12 -0400

On today’s episode, we’re joined by Colby Ford, Founder and Principal Consultant of Tuple and Co-Founder and VP of Technology of Amissa Health. Colby sheds light on the innovative intersections of technology and healthcare, particularly focusing on advancements in Alzheimer's research, genomics and cloud infrastructure in the life sciences sector.

Key Takeaways:

(01:49) Insights into Amissa's innovative approach to Alzheimer's care using smartwatches and the potential of wearable devices in healthcare.

(06:16) The potential of cloud technology to manage and process large-scale genomic data, aiding in drug discovery and personalized medicine.

(15:27) Life sciences consulting and the unique challenges and opportunities this sector offers.

(23:11) AI's impact on drug development and molecule design, with a focus on efficiency and the reduction of the traditional trial-and-error approach.

(33:17) Challenges and strategies for managing partnerships with major tech companies like Microsoft, and the importance of ensuring mutual benefits.

(35:36) The environmental and ethical considerations of large-scale AI models and the importance of sustainable tech practices.

(44:20) The evolving landscape of technology in healthcare, with a focus on the scalability of solutions and the move towards more accessible and efficient models for research and care.

Resources Mentioned:

Colby Ford -

https://www.linkedin.com/in/colbyford/

Tuple | LinkedIn -

https://www.linkedin.com/company/tuplexyz/

Tuple | Website -

https://tuple.xyz/

Amissa Health | LinkedIn -

https://www.linkedin.com/company/amissa/

Amissa | Website -

https://www.amissa.com/

Colby Ford’s Github -

https://github.com/colbyford

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Building a Work Culture of Discipline and Calm with Stephen Callender of Foster Commerce

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 13 Mar 2024 12:03:42 -0400

In today’s episode, Stephen Callender, Owner and CEO of Foster Commerce, sheds light on the significance of a peaceful working environment that contrasts the chaotic nature of the digital agency landscape. Stephen offers project management and client interaction strategies that prioritize well-being and productivity.

Key Takeaways:

(01:35) Foster Commerce has a distinct approach to engineering and project management that sets it apart in the custom development arena.

(03:39) Breaking down large projects into chunks results in better manageability and risk mitigation.

(09:56) The concept of ‘self-reports’ and the impact on team communication and project transparency.

(24:01) Foster Commerce’s unique billing model focuses on buying time instead of deadlines, ensuring flexibility and adaptability.

(37:00) The significance of client training for setting project expectations and fostering a collaborative working environment.

(42:08) How Foster Commerce uses client work to refine internal processes and improve communication and project delivery strategies.

Resources Mentioned:

Stephen Callender -

https://www.linkedin.com/in/sjcallender/

Foster Commerce | LinkedIn -

https://www.linkedin.com/company/fostercommerce/

Foster Commerce | Website -

https://www.fostercommerce.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Empowering Builders Through AI with Meirav Oren of Versatile

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Thu, 07 Mar 2024 09:02:34 -0500

On today’s episode, Meirav Oren, Executive Chairwoman and Co-Founder of Versatile, shares her journey of disrupting the construction industry through innovative technology. Meirav talks about Versatile’s aims to transform construction processes with data-driven insights.

Key Takeaways:

(02:27) How Versatile's creation was inspired by a tragic event.

(03:23) Using data from cranes and other sources for easier decision-making.

(09:21) Belief in your vision is key to overcoming startup challenges.

(14:00) Innovation and persistence in the early phase of a hardware startup.

(19:00) Enhancing software services through the use of hardware.

(23:01) Creating algorithms for better construction site decisions.

(32:00) Meirav reflects on leadership, making tough decisions for company growth and the importance of appreciating your team for a positive culture.

Resources Mentioned:

Meirav Oren -

https://www.linkedin.com/in/meirav-oren

Versatile | LinkedIn -

https://www.linkedin.com/company/versatileai

Versatile | Website -

https://www.versatile.ai/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Predicting Life’s Financial Impacts with Robert Kirk of InterGen Data, Inc.

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Tue, 27 Feb 2024 01:47:50 -0500

In this episode, Robert Kirk, Founder and CEO of InterGen Data, Inc., shares his groundbreaking work on predictive analytics in finance and healthcare. Robert’s story begins with a personal challenge that led him to develop solutions capable of foreseeing life’s significant events and their economic effects.

His expertise sheds light on how data science can enhance financial and health outcomes. Through predictive analytics, Robert and his team offer insights that lead to better decision-making for individuals and companies.

Key Takeaways:

(10:45) InterGen Data’s creation was driven by personal need, aiming to improve financial planning.

(13:24) InterGen focuses on forecasting life events and their financial outcomes, filling a gap in existing planning tools.

(22:26) Robert’s focus on the growth of analytics and its role in personalized financial advice and healthcare solutions.

(32:13) The impact of AI and machine learning in predictive analytics, with a nod to the importance of empathy and ethics.

(37:00) Navigating the B2B2C model’s extended sales cycle, emphasizing the value of financial stability and emotional insight for business leaders.

Resources Mentioned:

Robert Kirk -

https://www.linkedin.com/in/robert-kirk-6b4a23/

InterGen Data, Inc. | LinkedIn -

https://www.linkedin.com/company/intergendata/

InterGen Data, Inc. | Website -

https://www.intergendata.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations; we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Harnessing Machine Learning for Business Growth with Sarah Tamilarasan of Sotaog

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 16 Feb 2024 09:34:24 -0500

In today’s episode, Sarah Tamilarasan, CEO of Sotaog, shares insights into using machine learning to improve operational efficiency in industry. Sarah talks about Sotaog's aim to enhance operational cash flow through advanced analytics and the impact of technology on financial management. Her transition from engineering to leadership showcases the drive for innovation in tech-led industries.

Key Takeaways:

(01:02) Sotaog's approach to improving efficiency with machine learning.

(06:23) The importance of operational cash flow and its impact on financial health.

(09:45) How pattern matching and OCR can boost cash flow significantly.

(19:03) Sarah's team management strategies for productivity.

(21:09) The role of the cloud and artificial intelligence in processing business data for insights.

(31:00) Challenges in the startup world and the value of perseverance.

(35:28) Future demand for AI and ML in business operations for profitability.

Resources Mentioned:

Sarah Tamilarasan -

https://www.linkedin.com/in/sarahchandrasekar/

Sotaog | LinkedIn -

https://www.linkedin.com/company/sotaog/

Sotaog | Website -

https://www.sotaog.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

AI's Potential in B2B Marketing with Usman Sheikh of xiQ, Inc.

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 09 Feb 2024 12:55:50 -0500

In this episode, we're joined by Usman Sheikh, Founder and CEO of xiQ, Inc., who shares his visionary insights on leveraging AI and behavioral science to revolutionize B2B sales and marketing. Usman delves into the journey of xiQ, Inc. from its early days in a garage to becoming a pioneer in integrating generative AI with psychometrics to tailor sales and marketing strategies to individual buyer personalities.

Key Takeaways:

(01:32) The inception of xiQ, Inc., focusing on AI-based solutions to enhance B2B sales and marketing.

(03:23) The inspiration behind xiQ's approach to making B2B solutions engaging and user-friendly.

(10:08) How xiQ aids sellers in spending more time on actual sales activities by streamlining customer communication.

(14:37) Usman discusses the challenge of integrating diverse disciplines like neuroscience and AI into xiQ's solutions.

(21:59) The importance of understanding and adapting to customer behaviors to improve sales efficiency.

(37:10) Future-forward advice on utilizing AI not just for efficiency but for reimagining business processes.

Resources Mentioned:

Usman Sheikh -

https://www.linkedin.com/in/usmanmsheikh/

xiQ, Inc. | LinkedIn -

https://www.linkedin.com/company/xiqinc/

xiQ, Inc. | Website -

https://xiqinc.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Transforming Data Compliance with Dimitri Sirota of BigID

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Wed, 31 Jan 2024 06:52:38 -0500

In today’s discussion, Dimitri Sirota, Co-Founder and CEO of BigID, sheds light on the evolving challenges of data management, privacy and security in our digital era. He highlights the critical role of understanding data in its myriad forms — its sensitivity, regulatory implications and intrinsic value to businesses.

Key Takeaways:

(02:02) Growth in data generation and its enterprise challenges.

(04:31) The importance of data understanding for value, compliance and security.

(10:00) AI and machine learning in data management and interpretation.

(14:36) Entrepreneurial journey and timing in technology ventures.

(22:40) The balance of success and missed opportunities in entrepreneurship.

(31:00) AI’s role and impact in today’s tech landscape.

Resources Mentioned:

Dimitri Sirota -

https://www.linkedin.com/in/dimitrisirota/

BigID | LinkedIn -

https://www.linkedin.com/company/bigid/

BigID | Website -

https://bigid.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

#B2B #BusinessLeaders #Leadership

Redefining the Retail Experience with Will Glaser at Grabango

support@contentallies.com (David Ledgerwood, Leaders of B2B) — Fri, 19 Jan 2024 13:46:47 -0500

In this episode, Will Glaser, Founder and CEO of Grabango and a board member of Blue Shield of California, joins us for a fascinating chat about technology and retail. Will discusses his journey from pioneering music streaming as the Founder of Pandora Media to revolutionizing the retail experience with Grabango's cutting-edge technology.

Key Takeaways:

(05:12) The genesis of Grabango and its mission to transform the retail checkout process.

(11:30) The technical challenges and breakthroughs in implementing computer vision in retail.

(17:45) The accuracy and reliability of Grabango's technology in various retail environments.

(22:50) The importance of privacy in retail technology and how Grabango addresses these concerns.

(31:05) Creating Pandora's Music Genome Project and its influence on current ventures.

(40:15) The future of retail technology and the evolving consumer experience.

(48:20) The balance between innovation and ethical considerations in tech development.

Resources Mentioned:

Will Glaser -

https://www.linkedin.com/in/willglaser/

Grabango | LinkedIn -

https://www.linkedin.com/company/grabango/

Grabango | Website -

https://www.grabango.com/

Blue Shield of California | LinkedIn -

https://www.linkedin.com/company/blue-shield-of-california/

Blue Shield of California | Website -

https://www.blueshieldca.com/en/home

Pandora Media | LinkedIn -

https://www.linkedin.com/company/pandora/

Pandora Media | Website -

https://www.pandora.com/about

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Exploring Generative AI in Business with Jennifer Bittinger of Narrativa

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 08 Jan 2024 10:58:30 -0500

On today’s episode, we're joined by Jennifer Bittinger, President of Narrativa. Jennifer discusses the nuances of storytelling in business and how it shapes brand perception. She highlights the importance of crafting authentic narratives that resonate with audiences and support brand growth.

Key Takeaways:

(04:12) The effectiveness of storytelling in business for conveying brand values.

(08:35) The importance of consistency in storytelling to maintain a strong brand image.

(15:47) Insights on adapting narratives for various platforms while ensuring the core message remains intact.

(22:29) The challenges and strategies involved in narrative-driven marketing.

(29:05) The significance of engaging audiences in storytelling and sharing techniques to enhance interaction.

(34:10) The influence of technological advancements on the landscape of narrative marketing.

Resources Mentioned:

Jennifer Bittinger -

https://www.linkedin.com/in/jenniferbittinger/

Narrativa | LinkedIn -

https://www.linkedin.com/company/narrativaai/

Narrativa | Website -

https://www.narrativa.com/

This episode is brought to you by Content Allies.

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Embracing Diversity and Inclusion with Jorge Quezada of Granite Construction

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 18 Dec 2023 08:41:00 -0500

In today's episode, we're joined by Jorge Quezada, Chief Diversity Officer and VP of People and Culture at Granite Construction. He delves into the multifaceted world of diversity, equity and inclusion (DEI), sharing his journey of understanding and the key figures who influenced his approach. Jorge highlights the importance of individual contributions to organizational change and offers practical strategies to overcome challenges like distance bias in the workplace.

Key Takeaways:

(06:34) Jorge's in-depth learning about DEI, influenced by key figures and literature in the field.

(08:48) The critical role of team diversity in enhancing engagement and productivity.

(09:25) Understanding individual team members' unique talents is a crucial aspect of DEI.

(17:38) Comparing DEI to driving illustrates how our views affect how we implement DEI.

(19:45) The cost of losing employees underscores the importance of an inclusive work culture.

(21:07) 'Inclusive diversity' focuses on embracing all types of diversity, now and in the future.

(32:05) Unconscious bias and the SEEDS model in DEI.

(44:59) The challenge of engaging the right individuals in change management.

Resources Mentioned:

Jorge Quezada -

https://www.linkedin.com/in/jquezada/

Granite Construction -

https://www.linkedin.com/company/granite-construction/

Ted Childs -

https://www.linkedin.com/in/ted-childs-llc-500821132/

Jennifer Brown Consulting -

https://jenniferbrownconsulting.com/

Judith Katz of The Kaleel Jamison Consulting Group -

https://kjcg.com/judith-h-katz

Andres Tapia of Korn Ferry -

https://www.kornferry.com/about-us/consultants/andrestapia

Dr. Roosevelt Thomas on DEI -

https://www.jstor.org/stable/40214558

This episode is brought to you by Content Allies.

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Advancing Cybersecurity in Healthcare with Leon Lerman of Cynerio

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Tue, 05 Dec 2023 07:20:10 -0500

Leon Lerman, CEO and Co-Founder of Cynerio, joins us to discuss cybersecurity in healthcare and his experience of founding Cynerio. Leon’s journey from identifying vulnerabilities in medical devices to navigating the complexities of a cybersecurity startup provides valuable lessons for B2B leaders and aspiring entrepreneurs.

Key Takeaways:

(10:57) Improved accuracy in hospital cybersecurity with reduced false positives.

(16:55) Selecting a market niche where deep technology offers a significant advantage.

(17:21) How leveraging unique data and cloud-based deployment enhances machine learning algorithms in cybersecurity.

(22:24) The journey from technologist to sales leader, and the strategic decision to found a startup.

(28:22) The value of pivoting and validating problems before developing solutions. (33:50) The importance of fundraising deadlines and practical backup plans.

Resources Mentioned:

Leon Lerman -

https://www.linkedin.com/in/leon-lerman-16431b54/

Cynerio | LinkedIn -

https://www.linkedin.com/company/cynerio/

Cynerio | Website -

https://www.cynerio.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

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Sustainable Practices in Marketing with Carolyn Walker of Response Marketing

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 01 Dec 2023 07:54:45 -0500

On this episode, Carolyn Walker, CEO and Managing Partner of Response Marketing, talks about brand building, performance marketing and the evolving landscape of B2B marketing.

The discussion provides valuable insights on optimizing brand portfolios for corporate goals, the interplay between short-term sales and long-term brand growth, and the impact of market dynamics on marketing strategies.

Key Takeaways:

(02:06) - The complexities of brand building and performance marketing, and focusing on optimizing brand portfolios for corporate objectives.

(17:23) - The importance of a robust share of voice and engagement in market-share growth.

(26:03) - The commitment required to effectively explore new mediums like podcasting.

(47:41) - The shift towards brand building and its significance for B2B leaders.

(50:00) - The increasing importance of sustainability in B2B marketing and its impact on branding and talent acquisition.

Resources Mentioned:

Carolyn Walker -

https://www.linkedin.com/in/carolynwalker/

Response Marketing | LinkedIn -

https://www.linkedin.com/company/response-marketing/

Response Marketing website -

https://response.agency/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

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You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Advancing Legal Services With AI Expertise with Kevin Miller of LegalSifter

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 17 Nov 2023 09:00:21 -0500

In today's episode, Kevin Miller, CEO of LegalSifter, talks about the challenges and timing of introducing new AI technology in contract review.

He also discusses bringing a technically advanced product to market, the hesitation to adopt a freemium model and the decision-making processes that have shaped LegalSifter’s strategy. Kevin delves into the essential nature of top-line revenue and how it serves as a health indicator for businesses, advising against an over-reliance on external funding in the absence of real income.

Key Takeaways:

(01:28) The complexities of integrating technology with human-centric services in the legal sector.

(01:55) The influence of previous business experiences on current company strategies.

(03:46) Vertical integration and its relevance to business strategy.

(08:19) The increased interest in AI within the business community and its practical applications.

(34:09) The importance of sales and revenue as fundamental indicators of a company's success.

(36:14) The significance of KPIs for monitoring and driving business performance.

(41:05) Anticipating the profound effects of AI on businesses in the coming years and the need for leaders to monitor this trend closely.

Resources Mentioned:

Kevin Miller -

https://www.linkedin.com/in/kevinlmiller/

LegalSifter Website -

https://www.legalsifter.com/

Dr. Kotter’s 8 Steps for Leading Change -

https://www.kotterinc.com/methodology/8-steps/

This episode is brought to you by Content Allies.

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#B2B #BusinessLeaders #Leadership

Revolutionizing AI-Driven Customer Discovery with Shawn Olds of boodleAI

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 08 Nov 2023 05:03:05 -0500

On this latest episode, Shawn Olds, Co-Founder and CEO of boodleAI, discusses the role of AI in understanding and finding customers. He explores the challenges of the digital era and the importance of anticipating customer needs. Shawn offers insights on various topics, from the enduring appeal of classic games to smart pricing, showing how data can drive business success.

Key Takeaways:

(03:00) Addressing AI misconceptions through daily use examples.

(08:16) How people find creative AI uses, showing that users really define how a platform gets utilized.

(11:00) The importance of making contacts on business trips.

(15:40) How young people often overwork but later find a healthier balance.

(28:25) A new, complete business AI platform is in the testing stages.

(31:52) Early buyer interest helps when selling new products or services.

Resources Mentioned:

Shawn Olds -

https://www.linkedin.com/in/shawnnolds/

boodleAI | LinkedIn -

https://www.linkedin.com/company/boodleai/

boodleAI Website -

https://boodle.ai/

This episode is brought to you by Content Allies.

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Inside Supply Chain Optimization with Inna Kuznetsova of ToolsGroup

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 02 Nov 2023 04:28:43 -0400

On today’s episode of Leaders of B2B, we are joined by Inna Kuznetsova, CEO at ToolsGroup. Inna delves into the dynamics of decision-making within business deals, emphasizing the necessity of balancing immediate gains with long-term sustainability and resilience, particularly in the complex realm of supply chains.

The conversation navigates the challenges faced by businesses in securing deals that appear lucrative but may harbor hidden risks and unfavorable terms. Inna underscores the importance of rigorous assessment and caution, advocating for a deeper understanding of agreements to safeguard against future complications.

Key Takeaways:

(06:03) Addressing deep business challenges in B2B environments.

(10:56) The critical role of AI in supply chains during economic uncertainty.

(19:00) The power of real-time data in supply chain decisions.

(26:30) CEOs' direct role in customer engagement and strategic deal assessment.

(35:07) Preparing supply chains for economic shifts and downturns.

Resources Mentioned:

Inna Kuznetsova -

https://www.linkedin.com/in/ikuznetsova/

ToolsGroup | LinkedIn -

https://www.linkedin.com/company/toolsgroup/

ToolsGroup | Website -

https://www.toolsgroup.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

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Revolutionizing AI-Enhanced Sales Strategies with Meghan Gaffney of Veda

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 26 Oct 2023 01:00:00 -0400

In today’s episode, we’re joined by Meghan Gaffney, Founder and CEO of Veda, who offers an in-depth perspective on the evolving realm of artificial intelligence in healthcare. With her extensive experience, Meghan underscores the transformative impact of implementing AI solutions in medical diagnostics and patient care pathways.

Key Takeaways:

(03:34) COVID-19 accelerated the adoption of AI and machine learning in healthcare, helping manage data and administration.

(10:00) A diagnostic approach is essential for effective data management across industries, identifying and addressing critical issues systematically.

(16:42) Upholding ethical values in business decisions, especially in tech, ensures transparent decision-making and prioritizes genuine societal impact.

(30:13) Transparency in AI use and ethics agreements is key to building trust and meeting growing expectations in healthcare technology.

(36:20) Address bias by appreciating women’s contributions in AI and prioritizing evidence-based decisions over unjustified risk concerns.

Resources Mentioned:

Meghan Gaffney -

https://www.linkedin.com/in/meghan-gaffney-buck/

Veda | LinkedIn -

https://www.linkedin.com/company/veda-data-solutions/

Veda | Website -

https://vedadata.com/

This episode is brought to you by Content Allies.

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You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

#B2B #BusinessLeaders #Leadership

Mastering Content Marketing with Blake Strozyk of Bull Media

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 16 Oct 2023 03:45:55 -0400

In today's episode, we're joined by Blake Strozyk, Founder of Bull Media, who gives an in-depth analysis of the changing landscape of marketing, emphasizing the importance of brands building genuine relationships with their audience.

The conversation revolves around the value of content marketing, how brands can effectively position themselves and the significance of understanding your top customers' needs. Blake offers insightful tips for businesses on creating content that truly resonates with their audience and fosters brand loyalty.

Key Takeaways:

(03:58) Sales teams may misinterpret content downloads as a readiness to buy, leading to misalignment and premature sales pushes.

(07:25) Using available data and tools wisely helps in creating sincere and purposeful conversations in sales and marketing efforts.

(21:28) Knowing where your buyers are, such as using Google search and LinkedIn for B2B marketing, is vital.

(25:14) Regularly talking to customers directly is crucial for adapting marketing strategies.

(35:14) Blake underscores the significant role of content in gaining referrals and building a brand.

(36:00) Blake stresses the growing importance of content in the B2B world for increasing brand affinity and receiving referrals.

Resources Mentioned:

Blake Strozyk -

https://www.linkedin.com/in/blake-strozyk/

Bull Media | LinkedIn -

https://www.linkedin.com/company/bull-media-llc/

Bullmedia | Website -

https://bullmedia.io/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts and build relationships that drive revenue through podcast networking.

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Navigating AI and Entrepreneurship with Susan Sly at RadiusAI, Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 22 Sep 2023 09:02:31 -0400

In this episode, Susan Sly, Co-CEO, President and CCO of RadiusAI, delves into the fascinating world of artificial intelligence and the growing necessity for its responsible and ethical use. With vast experience in this area, Susan shares valuable insights on how AI is shaping our world, and the critical responsibility that founders and developers have in ensuring it's used for the benefit of humanity.

Key Takeaways:

[30:15] The urgency and importance of discussing the ethical use of AI in today's rapidly evolving tech landscape.

[35:10] The immense potential of AI, but also the need to harness its power responsibly to benefit future generations.

[52:45] Susan's belief that CEOs should strive to become obsolete, highlighting the value of hiring up and placing trust in specialized professionals.

[57:35] The significance of connecting with like-minded individuals and resources that resonate with one's mission and vision.

Resources Mentioned:

Susan Sly -

https://www.linkedin.com/in/susansly/

RadiusAI | LinkedIn -

https://www.linkedin.com/company/radius-ai/

RadiusAI | Website -

https://radius.ai/

Raw and Real Entrepreneurship -

https://www.youtube.com/c/susanslylive

This episode is brought to you by Content Allies.

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Exploring the Future of AI in B2B with Deon Nicholas of Forethought

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Tue, 12 Sep 2023 02:49:06 -0400

Deon Nicholas, CEO and Co-Founder of Forethought, joins the show to discuss the details of AI’s application in the B2B realm. His journey from solving complex problems through coding in the initial days to the current challenges in go-to-market strategies provides him with vital experience in the tech domain.

Deon explores the evolution from automation to autonomy. While the world previously saw AI as a tool for streamlining processes and automating redundant tasks, Deon discusses the near future, where AI plays a proactive role. Think of it as an AI sidekick that can perform tasks like booking appointments without human intervention.

He also sheds light on the significance of understanding and addressing the primary constraints businesses face. Every few months, these constraints change, and identifying them becomes pivotal to achieving exponential growth. Deon emphasizes the CEO’s role in understanding these constraints, investing time in assembling the best team and consistently interacting with customers.

He also provides a sneak peek into the offerings of Forethought, such as SupportGPT, which aims to redefine the customer service arena.

Key Takeaways :

[06:20] Deon emphasizes Forethought's core principle of using AI to help individuals to become more productive, especially in areas like customer support.

[23:40] How initially focusing on automating repetitive queries and tasks allows businesses to gradually harness more advanced AI capabilities and solve complex problems.

[27:55] Reflecting on his entrepreneurial journey, Deon underscores the importance of resilience.

[37:56] Previously, AI focused on automation tasks, but the future, according to Deon, is AI taking actions on one's behalf, introducing more autonomous functionalities.

[36:45] Forethought has an eye on the future, and they've open-sourced a library to help others build autonomous agents.

[37:24] Amidst technological advancements, CEOs and leaders should never lose sight of their customers. Spending quality time understanding and engaging with them is crucial for success.

[39:45] Deon foresees a transition from systems of record to systems of intelligence or systems of autonomy, predicting this will be as transformative as the cloud was for businesses.

Resources Mentioned:

Deon Nicholas -

https://www.linkedin.com/in/deon-nicholas/

Forethought | LinkedIn -

https://www.linkedin.com/company/forethought-ai/

Forethought’s Official Website -

https://www.forethought.ai/

SupportGPT by Forethought -

https://www.forethought.ai/supportgpt

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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#B2B #BusinessLeaders #Leadership

Building Trust and Innovation in Healthcare with Sombit Mishra of QMedic

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Tue, 05 Sep 2023 07:32:50 -0400

On this episode, Sombit Mishra, Founder and CEO at QMedic, shares his experiences and lessons learned on gaining and maintaining credibility in the market that #B2B #businessleaders can learn from.

Initially exploring wearable technology applications in healthcare, Sombit and his team transitioned to focus on the senior care market. This shift led to the development of QMedic’s core product — an agnostic medical alert system — which has served around 20,000 members through partnerships with managed care insurance plans over 13 years.

They take a customer-centric approach, involving home visits and collaborations with skilled nursing facilities to align their offerings with both user needs and insurers’ financial incentives.

By positioning QMedic as a solution that supports home care and underpinning its services with Medicaid expansion opportunities, the company established its credibility in the healthcare landscape.

Trust-building and innovative integration into healthcare remain central to QMedic’s ongoing expansion.

Resources mentioned:

Sombit Mishra -

https://www.linkedin.com/in/sombitmishra/

QMedic | LinkedIn -

https://www.linkedin.com/company/qmedic/

QMedic | Website -

https://www.qmedichealth.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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#B2B #BusinessLeaders #Leadership

How Becoming a Better CEO Can Lead to Exponential Growth with Alice Heiman, Founder and Chief Sales Energizer

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 29 May 2023 23:55:00 -0400

On this episode, Alice Heiman, Founder & Chief Sales Energizer, shares fantastic lessons for #B2B #businessleaders, particularly CEOs.

CEOs are vital both in sales and understanding the customer journey. This allows the business to emphasize its value proposition and differentiator, along with the fiscal stability of gaining revenue. She discusses the Entrepreneurial Operating System as a vital tool for business #leadership.

Understanding the customer journey entails the CEO having to listen to sales calls and read emails. Other than this, the CEO should not be tactical on other fronts. They should be comfortable delegating those tasks and holding team members accountable for delivery on those fronts.

This allows the CEO to continue evolving and iterating on the value message as they stay in their “genius zone.”

Resources mentioned:

Alice Heiman | LinkedIn - https://www.linkedin.com/in/aliceheiman/
Sales Energizer | LinkedIn - https://www.linkedin.com/company/alice-heiman-llc/
Podcast - https://aliceheiman.com/podcast
Email - alice@aliceheiman.com
Website - https://aliceheiman.com/

This episode is brought to you by Content Allies.

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Smarter Growth Fueled by Efficiency and Demand Generation with Jack Foster at WorkRamp

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 22 May 2023 09:44:18 -0400

On this episode, Jack Foster, CMO at WorkRamp, shares her insights as a #B2B marketing #businessleader. Jack talks about how companies should consider balancing efficiency during growth rather than going all-in. This mindset can help #leadership make the right decisions as they scale.

Jack also talks about the importance of sales enablement. She thinks having micro-learning sessions for the sales team will allow them to be more effective at selling. She also extols the importance of hiring the right people — balancing multiple strengths spreads out the work and also covers vulnerabilities.

She rounds up the discussion by sharing that companies should focus on demand creation. She says 95% of the market isn’t ready to buy yet, so having brand presence as early as now will transform them into future customers.

Resources:

Jack Foster | LinkedIn - https://www.linkedin.com/in/jacquelinewfoster/
WorkRamp | Website - https://www.workramp.com/

This episode is brought to you by Content Allies.

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Ensuring Long-Term Growth With Demand Generation with Deanna Shimota at GrowthMode Marketing

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Tue, 02 May 2023 12:32:00 -0400

On this episode, Deanna Shimota, CEO at GrowthMode Marketing, provides valuable insight that #B2B #businessleaders can apply toward hacking marketing and growth.

Deanna’s #leadership in marketing is centered on demand generation. This focuses on higher quality and longer-term growth. Companies that plan their marketing strategy over a longer period can tap into the 95% of high-potential customers who aren’t in the market yet. When they are ready to buy, they will have already made the decision, making the sales cycle more effective.

Deanna talks extensively about the importance of a digital footprint, emphasizing strategy, content and distribution as vital pillars. She also reiterates that in tough times, marketing spend shouldn’t be cut because it will be key to growth when economic conditions improve.

Resources:

The Demand Gen Fix Podcast | Website - https://growthmodemarketing.com/podcast/
Deanna Shimota | LinkedIn - https://www.linkedin.com/in/deannashimota/
GrowthMode Marketing | LinkedIn - https://www.linkedin.com/company/growthmode-marketing/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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Transforming Hiring With Empathy and Technology with Oz Rashid of MSH

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 24 Apr 2023 01:00:32 -0400

On this episode of Leaders of B2B, Oz Rashid, CEO and Founder of MSH, talks about how #B2B #businessleaders can significantly scale their business by transforming their approach to hiring.

Oz believes that hiring is a key element that #leadership rushes into. He shares that the impact and investment of the right talent can exponentially lift a business and revenue. He thinks that companies should make better use of technology to help with hiring. He also thinks that empathy needs to be used more liberally. Businesses need to move away from treating hiring as a transaction.

Oz also explains the importance of investing in your employees and treating them right. They will reciprocate by treating your customers phenomenally. Knowing them and their motivations and providing them with purpose can lead to a vast improvement in your business.

Resources Mentioned:

This episode is brought to you by Content Allies.

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#leadership

Improving Lives by Allowing Companies To Give Back with James Layfield of Clearfind

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 20 Mar 2023 00:00:00 -0400

On this episode, James Layfield, Founder of Clearfind and Awesomage, shares how he is helping #B2B companies save on software, while also making a difference in the lives of orphans.

Software costs are always at top of mind for #businessleaders. Many companies accumulate a large amount of technical debt as they subscribe to systems that were imperative in their time. The downside is that #leadership, especially in large corporations, can lose sight of the software’s value or whether its features are now redundant.

James solves this problem with his AI-based system. He uses a performance-based model that takes a percentage of the money saved. And the profits are used to help orphans in developing countries. James and his team are driven by this greater purpose and the desire to make a difference.

Resources mentioned:

Awesomage website - https://awesomage.org/

Awesomage YouTube videos - https://www.youtube.com/@awesomage/featured

Clearfield website - https://www.clearfind.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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#leadership

Building a Healthy Corporate Environment Anchored on Culture with Saira Gangji of hrology

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 13 Mar 2023 05:12:10 -0400

On this episode, Saira Gangji, Principal and Workplace Investigator at hrology, discusses the benefits of a positive workplace culture. Saira urges #B2B #businessleaders to take a proactive approach to building such a culture as a priority.

Saira’s journey began within a toxic work environment, and she describes how such an environment drains people of their motivation and their interdependence. The result is that they are afraid to share and their creativity is stifled. Poor productivity ensues, together with spiraling costs as performance tanks and attrition spikes. Furthermore, toxic companies can suffer from bad marketing that affects their customer-facing brand.

#Leadership should rush to create a positive culture built on a foundation of respect from day one. This will lead to long-term gains and a healthy company.

Saira Gangji - https://www.linkedin.com/in/sairagangji/?originalSubdomain=ca

hrology - https://www.linkedin.com/company/hrology/?originalSubdomain=ca

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Finding Passion in Greater Purpose with Scott Megill at Coriell Life Sciences

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 06 Mar 2023 13:00:00 -0500

Scott Megill, President and CEO at Coriell Life Sciences, shares the exciting #leadership journey that brought him to the helm of one of the most innovative #B2B health-tech companies. Coriell Life Sciences helps healthcare providers find the most efficient and beneficial medical treatment for patients using existing knowledge of genetic technology.

Scott shares how he taps into his love for technology and innovation and combines it with the greater purpose of making an impact on people’s lives. This combination fuels his passion and, through it, he draws inspiration and enjoyment from his work. He urges #businessleaders to combine their passion with a purpose to find the way forward and upward.

Scott also shares how it’s important to be patient in healthcare innovations. It’s essential to hedge towards that longer-term goal or you will find yourself falling short.

Scott Megill - https://www.linkedin.com/in/scottmegill/

Coriell Life Sciences - https://www.linkedin.com/company/corielllife/

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Grow Your Business by Developing Yourself With Experience and Exposure with Jeff Dudan at Homefront Brands

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 20 Feb 2023 16:22:13 -0500

On this episode, Jeff Dudan, Franchise Executive at Dudan Group and Chairman and CEO at Homefront Brands, shares how #B2B #businessleaders can up their game in #leadership by developing themselves.

Jeff establishes a strong link between your capability as a leader and how your company performs. He emphasizes the importance of reflection and self-awareness to know your strengths and your opportunities. Once you’ve established a baseline, you can proceed to more effective ways to develop your full potential.

Jeff recommends looking at your previous experiences to develop yourself as a leader — consider what you can replicate and what you can improve on. He also thinks it’s a great idea to network with like-minded people to gain valuable insights. And he says you should never limit yourself to one field because it’s possible to learn anything.

Jeff Dudan - https://www.linkedin.com/in/jeffdudan/

Dudan Group - https://www.linkedin.com/company/dudan-group/

Homefront Brands - https://www.linkedin.com/company/homefront-brands/

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Hacking Business Growth Through Testing and Iteration with Drew Moffitt at Kumospace

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 06 Feb 2023 00:00:00 -0500

On this episode, Drew Moffitt, Marketing at Kumospace, talks about his startup experiences and the tactics he mastered along the way.

One key tactic #B2B #businessleaders will find interesting is the value of agility and iteration. Drew’s current company, Kumospace, was originally set up to host virtual conferences. When physical conferences started coming back, they noticed an interesting thing with their data: Companies were using Kumospace’s tool as a means to hold a virtual office and collaborate better. They made this shift and gained even more traction.

This approach resonates with Drew’s experience hacking the timeline in coming up with a viable MVP. By leveraging existing technologies and suppliers along with some simple, manual testing, you can iterate efficiently and gain traction with a proof of concept. This time saved is essential for #leadership in the market.

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Grow-Up Your Company by Making Your Customers Happier with Michael Johnson at Metrc

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 16 Jan 2023 07:38:30 -0500

On this episode, Michael Johnson, Chief Executive Officer at Metrc talks about taking #B2B companies from start-up to grown-up.

Michael’s approach centers around finding the right ways to make your customers happy. He believes that #leadership should kick off by paying close attention to employees. Your employees are the ones that really understand the inner workings of your business and can provide direction for your customers. He also believes in going directly to the customer for feedback — to truly know their business problems and be better at delivering solutions.

Michael advocates employing like-cultured people and empowering them to help your business grow. He also encourages new #businessleaders to find their niche and their ‘superpower’.

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Building a Truly Engaging Brand That Starts Conversations with Kenny Nguyen at ThreeSixtyEight

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 09 Jan 2023 00:00:00 -0500

Kenny Nguyen, CEO and Co-Founder at ThreeSixtyEight, shares his iconic journey that led him to help #B2B #businessleaders find their purpose and their brand.

Kenny says that building an engaging brand is the best way for companies to grow their customers. Customers shouldn’t feel they are being marketed to but instead feel like they are part of a community they have a voice in. To achieve this, your company needs to be doing what you say your brand does. And it’s essential that your brand focuses on what matters to your customers.

Kenny shares how his stumbles helped him find his purpose. He also talks about how #leadership should recruit ahead and attract the right people, and that creativity is essential to expand how you think and to see things differently.

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B2B Marketing as a Revenue Generator, a Catalyst for Change and the Glue That Holds the Company Together with Leela Gill of 1health

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 02 Jan 2023 00:00:00 -0500

On this episode, Leela Gill, Chief Marketing Officer at 1health shares how she found her purpose in marketing. She also dishes out some key insights that #b2b #businessleaders will find relevant and educational.

Leela has taken several roles but found her calling in marketing. She feels that marketing’s role is the glue that brings the #leadership of the company together. This helped her realize her “why” in her career. Marketing is a change catalyst, calling customers to change and jump on, it also helps the organization transform through effective communication.

She shares how sales and marketing need to collaborate more than ever. Having shared metrics can help the company achieve growth and revenue even with differing functions. She also believes in the power of being able to unplug and recharge in order to be more productive.

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Improve Leadership Skills With Better Planning and Decision-Making with Mike Figliuolo of thoughtLEADERS, LLC

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 12 Dec 2022 00:00:00 -0500

On this episode, Mike Figliuolo, Managing Director at thoughtLEADERS, LLC, shares great #leadership lessons that can help #b2b #businessleaders become more successful.

Mike discusses the importance of making decisions quickly but rationally. They also need to be flexible enough to recognize new information that allows them to correct a course of action.

Mike talks about how to maximize your time by building the right team. He thinks leaders shouldn’t sweat over the small stuff. They need to identify people’s strengths and have them run with tasks that require those skills. It’s equally important to know when someone on your team isn’t in the right place and help them find the right role.

Freeing up time is vital because it allows you to focus more on strategy and development. Mike recommends at least two solid hours per week for this.

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Fostering Innovation by Improving Manufacturing with Jason Ray at Paperless Parts

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 05 Dec 2022 00:00:00 -0500

Jason Ray, Co-Founder & CEO at Paperless Parts, Inc. shares how his passion for manufacturing physical parts led him to start a #B2B company.

During Jason’s path to purchasing a machine shop, he unraveled how the front office was outdated. Processes like costing, supply chain management and customer interaction were underserved.

One major challenge was downloading decades of experience into working software models. Jason decided to have his software complement the human brain and provide enhancements to effective decision-making.

Jason urges #businessleaders to set their prioritization because life is an equation that always equals 24. Maximizing these hours is key to success. He thinks growth is extremely hard. It’s vital to emphasize your team’s social aspect to lift one another. His #leadership highlights being together in one space for teammates to be there for each other.

Founders looking to innovate and find their next great idea will love Jason’s story and insight.

#Leadership

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Scaling Your Startup With Credibility and Dependability with Sean Spector at Dropoff

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 24 Oct 2022 00:00:00 -0400

On this episode, Sean Spector, Chief Executive Officer and Founder of Dropoff, Inc., shares key leadership takeaways from his startups. Sean uses technology to optimize same-day delivery services. His #B2B business model caters to the healthcare, manufacturing and retail sectors.

Sean thinks that technology is a key differentiator, even in traditional companies like logistics and delivery. Even if the sector is highly dependent on the human factor, a lot of pain points can be solved by technology. #Businessleaders need to map out and anticipate failure points and leverage technology to solve for these instances.

After founding a B2C company, Sean considers that B2B is much more complex but the returns are much better. You need to be extremely reliable and agile to cater to your customers’ needs. You need to be proactive in communicating and managing expectations. From a sales standpoint, your sales #leadership will need to be very consultative and strategic to enable growth.

Business leaders looking to scale and grow their startups will find Sean’s outlook on client success and reliability very helpful.

LinkedIn - https://www.linkedin.com/in/seanspector/
Twitter - https://twitter.com/seanspectors

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Awakening Your Mental Wellness To Make a Difference in Your Life with Jay H. Tepley of New Era Superhero

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 17 Oct 2022 16:00:09 -0400

On this episode, Jay H. Tepley, Founder and Mentor at New Era Superhero, shares her outlook on the important balance of mental, spiritual and physical well-being.

An unbalanced mental state can result in depression. Jay focuses her research on male leaders because males have much higher instances of depression that lead to suicide. She argues that support for males is lacking and that society assumes they are capable of handling the stress by themselves. The result is that they aren’t living the life they want, instead they follow someone else’s blueprint.

Jay believes that the balance between the spiritual, mental and physical is vital. The mental and spiritual take the lead. Jay suggests that leaders can unleash their full potential by finding people who align with their values. Having aligned values with your team can ensure outcomes consistent with your vision.

Leaders looking to unlock their full potential and achieve greatness by keeping their minds healthy will find Jay’s perspective both insightful and refreshing.

Website - https://newerasuperhero.com/
LinkedIn - https://www.linkedin.com/in/jhtepley/
Telegram Group - https://t.me/NewEraSuperHero
Instagram - https://www.instagram.com/newerasuperhero/
YouTube - https://www.youtube.com/c/NewEraSuperhero

This episode is brought to you by Content Allies.

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#B2B #BusinessLeaders #Leadership

Building a Startup Based on User Problems and Feedback with Richard White at Fathom

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 10 Oct 2022 04:00:05 -0400

Richard White, Founder and CEO at Fathom (YC W21) shares his startup journey centered around fantastic products that solve business problems. Richard’s strategic approach could benefit a lot of startup founders.

Richard agrees that listening to user feedback is vital for improving a product. He urges founders to go beyond just applying the feedback and actually dig deeper. Find out why customers are asking for the feature and build on that. Startups need to be strategic in finding an area of focus. With limited time and resources, the right timing and approach are essential.

Richard advises founders not to bank only on experience. He stresses that it’s important to have a “beginner mindset”. Surrounding yourself with people who hold different perspectives can help you achieve that. This opens you up to different approaches and innovative methods.

Founders seeking to draw inspiration, especially in product creation, will find Richard’s insights educational.

LinkedIn - https://www.linkedin.com/in/rrwhite/
Website - https://fathom.video/

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#B2B #BusinessLeaders #Leadership

Growing a Long-Term Startup by Navigating Through Challenges with Rohit Arora of Biz2Credit

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 03 Oct 2022 03:54:30 -0400

Rohit Arora, CEO & Co-Founder at Biz2Credit, shares his incredible startup journey and how it flourished despite a global recession and a pandemic.

Rohit explains that an innovative product isn’t enough to bank on in your go-to-market strategy. It’s essential to understand the needs of your target customers in order to customize your message and enact change. Founders can do this by having a long-term vision that aligns with their product, customers and mission.

Like other leaders, Rohit stresses the importance of hiring and retaining the right talent to achieve success. As a startup, it can be difficult to compete in the area of monetary remuneration, but one important motivator is your mission. If you are passionate about what you are doing it shows a firm commitment to your mission, which will gain the loyalty of your people.

Startup founders looking to steer their businesses towards the long haul will find Rohit’s experience motivational.

Email - info@biz2credit.com
Website - https://www.biz2credit.com/

#B2B #BusinessLeaders #Leadership

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Enabling Retailer Success Through Excellent Logistical Support with Harry Drajpuch of Amware Fulfillment

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 26 Sep 2022 10:24:05 -0400

Harry Drajpuch, Chief Executive Officer at Amware Fulfillment, shares his outlook on the retail landscape today. The emergence of increased competition brought on by e-commerce means retailers need to think differently.

Harry thinks that retailers must become more agile in all aspects from operations and marketing to customer experience. The retail space has to deal with swings in demand with delivery times expected to remain short. Outsourcing your fulfillment operations to an expert can help speed up agility. Sharing infrastructure, personnel, and technology will provide the advantages of scale without requiring high capital expenditure. This will lead to happier customers and growth for your business.

Harry also talks about the importance of employee retention. For him, his company is anchored around his people. Keeping them challenged and investing in them makes them feel valued and appreciated. This will cause them to stay longer and perform better.

Business leaders can increase their capacity to scale and grow by outsourcing tasks from their core competence to experts.

Website - https://www.amwarelogistics.com/

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#B2B #BusinessLeaders #Leadership

Thinking Differently and Bringing It to Execution with Rob Whalen at PTO Exchange

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 19 Sep 2022 08:14:34 -0400

Rob Whalen, CEO & Co-Founder at PTO Exchange, talks about his startup journey that began with an idea that turned into an industry differentiator. Key takeaways include:

Getting a new idea off the ground and convincing people to think differently are what use the most energy in a startup.
Being consistent and maintaining persistence are the key elements of successful startups.
When fundraising, focus on gaining trust and delivering on that by returning what investors expect.
Implementing a flexible PTO plan is more beneficial to employees than unlimited PTO that doesn’t accrue.
Customers are core to your revenue. Finding what is valuable to them and delivering that is integral to growth.
B2B leaders should think about the Web3 tech stack as it integrates more into businesses.

Resources:

Website - https://www.ptoexchange.com/
Email - info@ptoexchange.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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#B2B #BusinessLeaders #Leadership

Managing Change by Adapting Quickly with Mark Grilli at CommerceHub

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 12 Sep 2022 15:19:25 -0400

Mark Grilli, Chief Marketing Officer at CommerceHub shares his thoughts on the changing world of retail and gives insight on how to adapt from a marketing standpoint. Some key takeaways include:

Marketers have to make it clear to customers why they should adapt to change
Marketers need to gain executive support in order to help drive the change.
It’s essential to move fast and continuously question where you are.
Marketers shouldn’t rely on data alone; they need to know their customers, be creative and use their gut instincts.
Marketers need to find the best way to gain insight into their customers’ companies and to help sales communicate with them on a personal level.
The future of marketing lies in a hybrid model with both remote and in-person events.

Marketing leaders in the retail space will find Mark’s experience invaluable. Understanding the changes in retail can help them adapt and gain a competitive advantage in the business.

Website - https://www.commercehub.com/
LinkedIn - https://www.linkedin.com/in/mark-grilli-7b5743/

This episode is brought to you by Content Allies.

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Growing Your Company With the Right Culture and a Sense of Ownership with Giora Engel at neosec.com

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 07 Sep 2022 04:00:02 -0400

We’re joined by Giora Engel, Co-Founder and CEO at neosec.com. Giora shares his startup journey centered on cybersecurity. The discussion provides insight on the following:

How to adjust activities that involve face-to-face relationship building to remote work.
How digital transformation has evolved into a “digital first” initiative and how that affects the global economy.
How the value of communication becomes more important when working across remote teams.
The 3 key elements to growing your company.
How a focus on culture and ownership can help draw committed talent.
Why it is essential to check your cybersecurity infrastructure.
Understanding the mindset of the attacker.
Advice for those looking to start a new company.

Business leaders looking for startup inspiration and advice about protecting their companies from cyber attacks will find this show extremely helpful.

This episode is brought to you by Content Allies.

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#B2B #BusinessLeaders #Leadership

Enabling Successful Entrepreneurs by Strengthening the Community with Sanjay Puri at Autonebula, Wellisen & ACEL360

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 31 Aug 2022 10:17:51 -0400

Sanjay Puri, Founder and Investor at Autonebula, Wellisen & ACEL360 shares his diverse experience on today’s episode. Sanjay discusses these topics:

How passion for entrepreneurship can be developed, with successful founders becoming investors and accelerators.
A society that most closely resembles a meritocracy can attract the best talent, rewarding their resilience with success.
A balance of confidence and humility enables founders to rally their teams yet remain open to ideas.
Having someone you can trust and be candid with to share challenges and insecurities can help your mental health at the same time as finding solutions.
How technology will accelerate in the fields of space, mobility, and healthcare.
The valuable actions startup founders with great ideas can take to leverage incubators and accelerators to get their product to market faster.
Great ways founders can get up from a failed startup and use relationships and advisors to help spin it towards success.

Startup founders looking to accelerate their ideas on a foundation of experience will find Sanjay’s experience insightful and inspirational.

This episode is brought to you by Content Allies.

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Achieving Success in Sales by Focusing on Being Human with Andy Paul, Author of “Sell Without Selling Out”

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 29 Aug 2022 04:42:05 -0400

On today’s podcast, we have Andy Paul, author of Sell Without Selling Out. Andy is an experienced sales coach, mentor, podcast host, and accomplished author. He shares valuable insight on sales and discusses:

How selling out uses persuasion to close a sale without understanding the buyer’s concern.
The importance of focusing on selling at the human level, through connection, curiosity, understanding, and generosity with your prospect.
Gaining the trust of your potential customers by understanding their business and their concerns, and truly helping them with a solution.
As products and services become more equal, the experience with the seller will be the key differentiator for customers.
Buyers are constrained by time, information, and understanding. The seller who targets these will have more success in closing sales.
Achieving product-market fit and selling at a human level are the two key ingredients to a successful selling strategy.

Business leaders looking to boost their sales capabilities will find Andy’s perspectives enlightening. Following his approach can lead to exponential revenue growth for your company.

Website - https://www.andypaul.com/
LinkedIn - https://www.linkedin.com/in/realandypaul/
Podcast - https://podcasts.apple.com/ca/podcast/sales-enablement-podcast-with-andy-paul/id1046045197

This episode is brought to you by Content Allies.

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Optimizing Your Sales Team's Time and Making Them More Effective with Mike O'Kelly at Rithm AI

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 26 Aug 2022 11:39:22 -0400

We’re talking to Mike O'Kelly, Co-Founder & VP of Sales at Rithm AI on the show today. Mike’s company helps optimize a salesperson’s time through intelligent planning and preparation. We discuss:

How to provide value when reaching out and reconnecting with your prospects.
The importance of finding ways to reduce the time that your salespeople spend outside of meetings.
How avoiding prospect meetings on Monday mornings and Friday afternoons will allow for more successful engagement.
How to recognize learning opportunities so as not to commit the same mistake in the future.
How to use technology to make your life easier.

Sales leaders will find Mike’s experience in sales and technology both insightful and educational. Listeners can also gain a great deal from what Mike reveals at the end of the show.

LinkedIn - https://www.linkedin.com/in/mike-o-kelly-44ba352b/
Website - https://www.rithmai.com/
Email - mike@rithmai.com
Email - mike@survivingoutsidesales.com

This episode is brought to you by Content Allies.

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Improving The Procurement Process With AI and Diversity with Pam Kline Smith of Globality

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 22 Aug 2022 20:58:29 -0400

Pam Kline Smith, Chief Marketing Officer at Globality, shares great insights for marketing leaders in tech. Globality is an AI company that aims to transform the procurement process for businesses.

Pam is a firm believer in understanding the customer’s problem before selling a solution. As such, she emphasizes the importance of communicating with prospects; she believes marketing should spearhead this communication. It’s imperative that you use everything in the marketing channel to lay down how your solution can solve that business problem.

Plunging into transformation and investing in a B2B solution can be risky for a prospect. Pam thinks that the best way to tackle this hesitation is by educating the customer. It’s essential to show the effect of not moving, alongside the benefits of subscribing, to get customers moving.

From a personal development standpoint, Pam shares that the best kind of work is doing something you love. Something that helps you get to what you love is also good when at the crossroads of a career decision. Pam thinks agility is vital, especially considering that today’s generation can have at least seven different careers in their working life.

Marketing leaders looking for inspiration, especially in tech, will find Pam’s advice insightful. Women business leaders will find Pam’s rise in tech an inspiration.

LinkedIn - https://www.linkedin.com/in/pamelaismith/
Email - pam.smith@globality.com
Website - https://www.globality.com/

This episode is brought to you by Content Allies.

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Communicating the Relevance of Your Product to the Customer with Avi Bhagtani at Digitate

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 17 Aug 2022 00:07:00 -0400

Avi Bhagtani, Chief Marketing Officer at Digitate, provides valuable insight on marketing leadership, honed by his technical background. Avi gained important experience on the technical product side of the business before transitioning to his role as CMO. He talks about how advantageous this kind of exposure has been to his career as a marketer and how his technical capability allowed him to deliver value to the customer in a much clearer way.

Avi goes into more detail as he paints the current market landscape. Today’s customers already know what they want. They are informed. They are experts in their field. They know the competitive lay of the land and have already been offered similar SaaS solutions. This market-crowding phenomenon makes it imperative for businesses to communicate the value of their offering. This value has to align with what matters to customers.

Avi explains that companies need to be quick to adapt and show extreme flexibility. This applies both to their product and communication strategy. The SaaS customer base is extremely impressionable when it comes to features that can solve their business problems. The recent pandemic has shown that an agile culture will determine who wins in the market.

Business leaders looking at enhancing their competitive advantage in SaaS will gain valuable insight from Avi and his experience as both a marketer and a product lead.

LinkedIn - https://www.linkedin.com/in/avibhagtani/
Website - https://digitate.com/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Building a Brand That Turns Customers Into Heroes with Kevin Alansky of Jedox

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 15 Aug 2022 00:05:00 -0400

Kevin Alansky, Chief Marketing Officer at Jedox shares a treasure trove of marketing experience on today’s show. Kevin started his career in marketing at the tail-end of the advertising era. This allowed him to witness the transformation of digital marketing.

Kevin’s guiding star is focused on customers and target customers. At Jedox, they focus on how they can turn the CFO or Finance Manager into the heroes of the company. Kevin thinks that this is the key to connecting and engaging with your customer base.

The prerequisite is being able to identify your customer persona. Every aspect of your brand, your strategy, and your messaging, revolves around this. Identifying your target persona is key to also turning your customer into a hero.

Kevin believes that while data is extremely important, it should not be the central focus of your marketing strategy. Data has to be guided by customer engagement and not the other way around. This allows you to maximize time and connect with your customer. In turn, this will also enhance your brand.

Business leaders looking to deepen their expertise in the field of marketing will find Kevin’s vision and strategy extremely insightful. This unlocks the potential for growth in their business.

LinkedIn - https://www.linkedin.com/in/alansky/details/experience/
Website - https://www.jedox.com/en/

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Building a Future-Proof Marketing Team with Lindsay Boyajian Hagan at Conductor

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 10 Aug 2022 00:05:00 -0400

Lindsay Boyajian Hagan, Vice President, Marketing at Conductor, shares valuable marketing information. Particularly in the digital space, marketing has changed; planning ahead is essential for success.

An example is SEO. In the 2000s and early 2010s, companies could show up on the first page with keywords and strategic baits. Today, the Google algorithm is much more intelligent and places the best content up top. According to Lindsay, this is vital since about 93% of searchers click on the first two links that show up.

This focus on valuable content has placed product marketing in the limelight. Product marketing is an essential component of product-led growth. It highlights and communicates what is vital to the customers and prospects. Product marketers sit at the nexus of functions, having a connection with every vital area in the business.

Lindsay shares useful leadership insights on assembling the right marketing team. She says it’s vital to get a diversity of perspectives and approaches. She also thinks the right hire is someone who is hungry and cares for their work. They also need to be humble enough to receive feedback and adjust to the team’s culture.

Business leaders looking to up their marketing game, especially in product marketing, will find Lindsay’s experience a source of inspiration. Founders looking to build a solid team will benefit from the conversation, too.

LinkedIn - https://www.linkedin.com/in/lindsayboyajian/
Website - https://www.conductor.com/

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Mitigating the Risks of Digital Transformation With Democratized Cybersecurity with Nick Lumsden of Tenacity Cloud

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 08 Aug 2022 00:05:00 -0400

Nick Lumsden, Co-Founder and CTO at Tenacity Cloud shares great insight on the industry landscape and on personal development for business leaders. Nick’s company democratizes cybersecurity. They accomplish this by providing much-needed tools to businesses that don’t have the enterprise scale for a dedicated security team.

Despite being a decade in, Nick thinks that the age of the cloud continues to be a boon to certain businesses. It provides a level playing field, accelerates speed to market, and makes tech easier and more affordable. These come at some risk with companies needing to navigate quick changes to avoid technical debt.

Nick thinks businesses in the tech space need to adapt and embrace a product-led growth strategy. Customers are more action-oriented and want to evaluate the product by trying it. Making this experience seamless can give you a competitive advantage.

Nick thinks business leaders and founders need to be their authentic selves—this allows them to attract the right circle of people. He also shares the value of deeply thinking about the context of any decision you make. Taking some time, or even refreshing your mind with a break, can deliver a better decision with more beneficial results.

Business leaders who want to gain a great understanding of the SaaS landscape will find Nick’s insights very helpful. The nuggets he shares on personal development will also help leaders grow.

LinkedIn - https://www.linkedin.com/in/nicklumsden/
Website - https://www.tenacitycloud.com/
Merchandise - https://www.tenacitycloud.com/merch

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Understanding and Learning From the Cheat Codes of Marketing with Ed Breault of Aprimo

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 01 Aug 2022 00:05:00 -0400

Ed Breault, Chief Marketing Officer at Aprimo, talks about his profession as a marketer and its relevance to his company. Aprimo is responsible for digital asset management, focused on content. Ed is very familiar with this, being a podcaster himself.

Ed thinks that whether you’re B2B or B2C, the marketing fundamentals remain the same; marketers should focus on H2H (human to human) buying. People flock to your brand and your messaging based on their need and their trust in the seller.

Ed talks about how marketing content has shifted due to easier accessibility. The ease of entry as a content creator along with affordable media has expanded a creator’s reach. The caveat though is that creators now have to compete for attention. This contrasts with traditional media which was about competing for time with a captive audience. Ed advises creators to know their audience well. Value isn’t always about learning—it’s also about entertaining.

Expanding on this, Ed says that businesses need to really know their customers. This allows them to deliver the best customer experience. Being customer zero helps a business understand its customer's journey and improve CX.

Business leaders looking to improve their customer experience and their marketing effectiveness will find this episode helpful.

LinkedIn - https://www.linkedin.com/in/edmundbreault/
Marketing Cheat Codes Podcast - https://podcasts.apple.com/us/podcast/marketing-cheat-codes/id1599129734
Website - https://www.aprimo.com/

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Generating More Revenue Through Customer-Centric Sales and Marketing Integration with Tracy Kraft of Demandbase

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 25 Jul 2022 00:00:00 -0400

Tracy Kraft, Vice President, Global Revenue Marketing at Demandbase shares valuable marketing leadership insights on today’s show. Tracy’s role at Demandbase focuses on revenue marketing, a function that works closely with sales. She is also familiar with the company’s thrust to use software to help marketers succeed in account-based marketing.

Tracy talks about the importance of sales and marketing integration in the B2B environment. Potential customers make their decisions before the sales call. They research the product using reviews, videos, podcasts, and other media. The sales meeting becomes a validation of all this. This is where marketing can make that successful. The involvement goes even beyond the purchase and into the entire customer life cycle.

Tracy has an impressive marketing career. Her advice to young marketers is to focus on their development and well-being. If a career is not providing that and is sucking your soul, it’s ok to run away from it. The relationship must go both ways.

Tracy thinks that the future of marketing strategy is about how data is used, over just acquiring it. Getting more insight allows sales and marketing teams to integrate better. It also provides more value to customers by getting them what they want.

Business leaders can benefit from using the latest sales and marketing integration strategies to help build their customer base and grow their revenue.

LinkedIn - https://www.linkedin.com/in/tracykraft/
Email - tkraft@demandbase.com
Website - https://www.demandbase.com/

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Digital Marketing Leadership and Providing Value to Customers with Amanda Elam of Bloomreach

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 18 Jul 2022 09:42:51 -0400

On today’s show, Amanda Elam, Chief Marketing Officer at Bloomreach, shares valuable insights into digital marketing leadership. Amanda is a seasoned marketer and supports ecommerce customers.

Amanda’s customers come from companies looking to move into ecommerce. The pandemic has forced businesses to adapt in order to survive. Amanda advises that businesses new to ecommerce should look at their data strategy before choosing their tech stack. She suggests that picking only relevant tools that are easy to implement will save a lot of time and money.

Amanda explains how marketing has changed over the decades. It used to be about people recognizing your brand. But as we moved into the digital era it evolved to become more about data gathering and automation. Today, digital marketing is much more targeted to provide valuable content to customers.

Amanda also shares how the CMO role has changed over the years. This is especially evident where technology is concerned. The CMO role that she oversees dabbles in product development and customer conversations. They also work with sales and are skillful in data analytics. It’s an integrated role that can no longer work in a silo.

Marketing leaders and C-suite executives in the B2B and SaaS space will find Amanda’s input both valuable and inspirational. She provides new perspectives that can improve your company’s marketing game tenfold.

LinkedIn - https://www.linkedin.com/in/aelam/
Website - https://www.bloomreach.com/en

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Successfully Leading a Services Business and Retaining Talent with Steve Baines of Apps Associates

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 14 Jul 2022 00:00:00 -0400

Steve Baines, Vice President at Apps Associates, shares valuable leadership lessons. He brings a holistic leadership perspective to B2B. His insights come from moving up the corporate ladder, jumping into a founder role, and switching back to a corporate executive role after an acquisition.

Like many leaders, Steve recognizes the value of hiring and retaining the best talent. His approach to retention is revolutionary. He acknowledges that working with him isn’t going to be a permanent thing and focuses on making the experience valuable to the employee. He invests in their development, for example through mentorship and training. Employees who experience this are motivated to stay longer.

Steve thinks that the most important benefit a leader can give isn’t monetary. He believes that giving his employees time is more important. Providing facetime with them allows them to discuss their ideas. In return, they work more efficiently and improve their work-life balance.

Steve also talks about the successful acquisition of his company. He says that shifting from a large corporation to being a startup founder to an employee again gives great exposure to B2B leaders. Every step in the journey provides learning that can be applied to leadership and growth.

Business leaders looking to expand their leadership, especially in terms of employee retention through inspiration, will love the tidbits gained from the show.

LinkedIn - https://www.linkedin.com/in/stevebaines/
Twitter - @stevebainz

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Leveraging Marketing Expertise To Build a Great Company Culture Around People with Raj Sarkar of 1Password

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 13 Jul 2022 10:24:22 -0400

Raj Sarkar, Chief Marketing Officer at 1Password, shares key leadership insights and marketing expertise. He brings a wealth of perspective coming from very successful startups like 1Password and Atlassian.

Raj believes that the most important thing for the leader of a startup is to set the company’s foundation. This starts with the functional area. A strong foundation will poise people for success as the company grows. As CMO for 1Password, Raj prioritized setting up the organizational structure, the brand strategy, and the data infrastructure, and he spearheaded the formulation of the company’s culture.

As a leader, Raj’s ethos consists of four pillars: 1) Servant leadership: ensuring you treat employees like customers and ensuring they are successful. 2) Radical candor: ensuring team members who care about the success of the organization can deliver candid feedback to improve the company. 3) Work-life harmony: being empathic and considerate of your employees’ lives and well-being. 4) Being equitable: everyone has a seat at the table to help contribute their insight to the company.

Raj believes that even if you have the right strategy and a great product, people are the key. It’s people who will execute and contribute their expertise. Leadership is about paving the way for your team to succeed and bringing out the best in them.

Startup founders embroiled in the whirlwind of getting off the ground will find Raj’s insights inspirational. He helps them to focus and identify a baseline for delivering success.

LinkedIn - https://www.linkedin.com/in/rajsarkar/
Website - https://1password.com/

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Growing a SaaS That Helps SaaS Companies Sell with John Street of Pax8

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 30 Jun 2022 05:50:51 -0400

John Street, CEO, Chairman, and Founder at Pax8, shares his startup journey on the show. Pax8 provides smaller SaaS companies with great products which have much-needed marketing reach. Providing a marketplace for them gives them the advantages of a collective platform that can attract potential customers.

When Pax8 started 11 years ago, the environment was completely different. This visionary idea had to tackle several roadblocks and obstacles. SaaS was not the dominant and efficient platform it is today. A lot of businesses gravitated toward premise-based systems. Street shares how he worked around these roadblocks. Maintaining grit and working closely with the industry to project his vision were critical success factors. Today, his platform is a dominant and essential market force that enables SaaS companies to succeed.

John also shares useful information about leading a team. In today’s ultra-competitive employee market, it’s imperative to retain great talent. John lives by the creed of prioritizing employees above all else. He thinks that leading a company is about getting personal and engaged with employees. John says that keeping employees motivated will ensure they take care of the customers—and that leads to better profitability.

Business leaders who have a revolutionary idea will pick up important lessons from John’s experience of navigating a market that wasn’t quite ready for his startup. Some great insights on employee engagement can also be picked up from the podcast.

LinkedIn - https://www.linkedin.com/in/john-street-13b01514/
Website - https://www.pax8.com/en-us/

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Communicating With Your Audience and Success Factors in Marketing with Moni Oloyede of Fidelis Cybersecurity

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Tue, 21 Jun 2022 16:28:30 -0400

Moni Oloyede, Director, Marketing Infrastructure at Fidelis Cybersecurity, shares her simple yet valuable expertise on marketing success factors. It all boils down to communicating with your audience.

Communicating with your audience is all about listening to your customers. This involves finding out what business problems they have. It also involves knowing what they are willing to do to solve these issues. Once you know these things, you need to engage with your customer. Delivering a message about your product that is relevant to them can generate revenue much more effectively.

Many marketing departments concentrate too much on metrics that are focused on the business. They focus on how many leads they’ve passed on to sales. This focus on lead quantity over customer-focused quality can be detrimental to generating revenue. Not only does it disengage from your core revenue source but it also wastes the time of your salespeople. One lead that leads to millions of dollars’ worth of revenue outperforms 1,000 leads that don’t convert and waste time.

Moni thinks that any channel can work and be effective. It’s not really a matter of the channel's reach; it’s a matter of the investment you put in to create engagements that create a connection with your audience, your customers. This all rolls back into Moni’s message that communication is key.

Business leaders can expand their revenue strategies by applying the audience-centric and communications-based approach Moni discusses in this episode.

LinkedIn - https://www.linkedin.com/in/moni-oloyede/
Website - https://momartech.com/
Twitter - @Moni Oloyede

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Remote working is now becoming the standard of great employment in today’s world.

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Efficient and Intelligent Knowledge Management by Connecting to the Right People with Peggy Choi of LYNK

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 13 Jun 2022 10:54:35 -0400

Peggy Choi, Founder & CEO at LYNK shares how knowledge transfer and management greatly impact companies. Peggy is using AI to solve the business problem of efficient knowledge management.

The framework involves gathering data, interpreting that data, converting it to knowledge, which then becomes wisdom. Wisdom is when knowledge is applied to critical decision-making. The knowledge management process is a critical component of a company’s success. Despite this, many companies don’t make the most of it.

Peggy thinks that knowledge is equally as powerful on the personal level. It provides chances and opens opportunities. She believes that companies need to expand from their traditional documented processes. She argues that people are the key holders of knowledge and that documenting doesn’t capture the entire application of such knowledge. This is why companies have to step up and use other means to capture this knowledge, such as connecting with key stakeholders.

Peggy has scaled her company extremely well. She has done so using the same solutions to problems she solved for other businesses. She also believes that a team should be composed of people who are motivated by the company’s vision. People who are capable and can learn will fall short when faced with the challenges of startups. It is imperative to find people who adhere to the culture and the vision.

Business leaders looking to enhance their scalability and decision-making process will find Peggy’s approach and solution extremely insightful.

LinkedIn - https://www.linkedin.com/in/peggychoi/
Twitter - @PeggyChoi_
Website - lynk.global

This episode is brought to you by Content Allies.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.

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Success Stories in Entrepreneurship Start With Setbacks with Marion Mariathasan of Simplifya

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 06 Jun 2022 12:35:47 -0400

Marion Mariathasan, CEO & Co-Founder at Simplifya and Chairman & Founder at Ceylon Solutions, shares his serial entrepreneurship journey. Behind the success, Marion has had his fair share of stumbles. He shares a few of these along with the lessons that came from them to help share and build the entrepreneurship community.

Marion explains the importance of recognizing business problems, especially in new and upcoming sectors. Simplifya helps support the tedious registration process for cannabis business owners. Instead of actively participating in an upcoming and thriving industry, he chose to find ways to support the industry’s pain points. Entrepreneurs can pick up on this and find upcoming industries and solve their problems.

Marion shares his recipe for success that every business leader should keep in mind. He calls it the 3Ps - Patience, Passion, and Perseverance. While every startup founder may have the passion and the perseverance to follow through, Marion thinks patience is the hardest to master. He gives an example of when he almost gave up on his startup but held on and won. Jokingly comparing this to gambling, he thinks that luck can be replicated with the right amount of perseverance and opportunities.

Marion also shares some great strategies that startups need to master; It’s important to listen to your potential customers and be flexible in creating a product. You need to find the right balance, though, so as not to get stuck in development hell. It’s imperative to determine what’s important first and get to a level of stickiness and value so that customers need you for their business.

Business leaders looking to expand their outlook and strategic thinking will benefit from Marion’s wealth of experience. And his perspective on entrepreneurship will benefit leaders of all experience levels.

LinkedIn - https://www.linkedin.com/in/marionmariathasan/
Website - https://www.simplifya.com/
Website - https://ceylonsolutions.com/

This episode is brought to you by Content Allies.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

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Improving Sales Through Intrapersonal and Interpersonal Skills with Phillip K. Naithram of DC Local Leaders

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 01 Jun 2022 10:27:42 -0400

Phillip K. Naithram, Founder, DC Local Leaders shares his views on the power of connection and networking. He differentiates his podcast by connecting people in technology, government and military. This corridor is an extremely important one. It has always been a consistent contributor to growth and economic activity.

An advantage of establishing a network of people with common interests is mentorship. Phillip shares how you can gain valuable insight from other people’s experiences. Having a mentor doesn’t need to be a formal thing. You can achieve it just by reaching out to the people you trust and asking for their expert opinion.

Phillip talks about the value of not only helping others to develop but also of our own self-development. He talks about the power of self-awareness and how effective that can be. Being aware of your own areas of opportunity allows you to improve. It starts by recognizing your capability to improve and therefore not viewing yourself as a helpless victim.

Phillip also discusses the importance of podcasting in building branding and community. Podcasting allows for a great exchange of ideas through networking. It also provides a forum for targeted audiences to learn about your expertise. It opens the opportunity for a third party to showcase your brand over an internal marketing team.

Business leaders looking to enhance their brand can take a page out of Phillip’s playbook as he developed connections between businesses, government, and the military. His insights on personal development are truly inspiring.

LinkedIn - https://www.linkedin.com/in/phillipnaithram/
Website - https://www.dclocalleaders.com/
Email - phillip.naithram@shiftmediastudios.com
Instagram - @dclocalleaders
Instagram - @philledwithlife

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.

Get 50% off Remote’s full suite of global business solutions for your first employee for 3 months. Visit remote.com/leaders and use the promo code LEADERS.

Growing Your Company Smartly Through Customer Success with Firaas Rashid at Hook

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 19 May 2022 11:03:59 -0400

Firaas Rashid, Founder and CEO at Hook shares his insight on the value of customer success in B2B software. Customer success is a function that works directly with active customers after they’ve signed on. The role of customer success varies across different companies and according to their strategies. Rashid simplifies his outlook on customer success, he sees it as continuing to provide customers with the value of their purchase. This can come in the form of onboarding, service delivery, or being a consultant to the customer so they maximize the software features for their business.

The customer success team can minimize customer attrition and upsell additional features or services that are a strategic match for the customer. Rashid identifies the following three models for customer success in generating revenue:

1) Customer success owns the renewal and upsell

2) Customer success owns the value but not the renewal

3) Customer success takes care of everything up to the commercials

Rashid thinks that CS teams need to be viewed as revenue teams as this highlights their importance in the business. This also comes behind the increased significance of net retention as a business metric. Companies that have a higher net retention score have higher valuations. With tight competition and increased CAC, keeping and growing customers is gold.

Rashid also shares a key lesson from his startup journey. One of the first exercises a startup goes through is branding. This is usually centered around the company vision and its customers. Rashid added something unique. He created the brand to also align with the type of talent he wanted to attract.

Business leaders looking to enhance their growth and revenue strategies can take a page out of Rashid’s customer success playbook and learn how to push up the net retention metric.

LinkedIn - https://www.linkedin.com/in/firaasrashid/
Website - https://hook.co/
Sasstr Europa 2022 - https://www.saastreuropa2022.com/

This episode is brought to you by Content Allies.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.

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Using AI to Improve Employee Engagement Without Disrupting Their Work with Samir Diwan of Polly

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 09 May 2022 13:11:13 -0400

Samir Diwan, Co-Founder and CPO at Polly talks about throwing in technology to improve engagement. Technology and AI are often construed to be at odds with human resources. Diwan changes this up by using AI to help gain insights and not be intrusive to workflows.

Diwan shares how engagement can be accomplished with technology in three ways. Firstly by expanding and gathering the voice of the employee. Having a solution work in the background ensures employees have an effective channel to deliver feedback. Secondly, having the solution work in the background, workflows and patterns can be studied and optimized better. Finally, it’s essential for a platform to take action and share it. This builds the credibility of the company and expands employee engagement.

Diwan’s solution is extremely relevant during these times. A migration to remote work and an exodus of talent from companies have really increased his solution’s value proposition. The technology has been around but really only took off during the pandemic. One lesson Diwan shares with founders is how being able to time your solution is a key element to success. Even if your solution is brilliant, it can’t be a solution if the problem it’s solving isn’t prevalent enough.

Diwan thinks that even with the return to office work, a solution like his remains relevant. Businesses will now be more agile and flexible. This comes as a response to how volatile things can be. It’s also more evident that retaining and attracting talent is now a contributor to a company’s competitive advantage.

Business leaders looking for ideas to boost their employee engagement will love the insight Diwan shares. His solution and approach can make the difference in protecting your company from the repercussions of the Great Resignation.

LinkedIn - https://www.linkedin.com/in/sdiwan/
Website - https://www.polly.ai/

This episode is brought to you by Content Allies.

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Developing Business Communities Using Cloud Software with Eric Schmidt of Glue Up

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 04 May 2022 10:57:35 -0400

Eric Schmidt, Co-Founder and CEO at Glue Up, thinks entrepreneurs can improve their success through communities and interactions. A move to China made him realize the need for technology to grow communities with other business leaders. The pandemic transformed his product from a nice-to-have to a must-have for business associations and chambers of commerce.

Setting up a business in a different country throws out all you’ve learned in the US market. Schmidt shares that in Asia, it was very fast-paced, with businesses relying on day-to-day decisions. This required massive familiarity with the environment as well as flexibility to adapt. One key differentiator was that purchases leaned heavily towards trust over product. This was how business communities were vital, as they built lasting relationships.

Schmidt believes a great product can sell itself, but it has to be developed with customers at its core. He believes that, for founders of B2B software companies, trying to solve problems by their experiences is more likely to be successful.

Schmidt thinks that B2B cloud software and mobile apps will continue to be significant, even as the pandemic wanes. The product will need to focus on continuing the relationship even after that face-to-face meeting.

Business leaders looking to gain an edge in gaining experience and building relationships through communities will find this interaction extremely beneficial.

LinkedIn - https://www.linkedin.com/in/ericschmidtglueup/
Website - https://www.glueup.com/

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Creating Open Source Software Along With a Viable Commercial Design with Tim Hinrichs of Styra

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 02 May 2022 04:01:11 -0400

Tim Hinrichs, Co-Founder and CTO at Styra, talks about his startup journey and growth strategy. Hinrichs and his co-founders created an open source language that powers authorization and policies. This is significant for cloud software, back-end systems, applications, and almost everything digital.

Hinrichs describes his cavalier approach when he decided to become a founder. He left his comfort zone at VMware with an idea that would solve a major business problem. He believes that showing a strong sense of commitment can accelerate funding.

With no product to bootstrap, Styra had to juggle fundraising, product creation, and customer acquisition.

To fundraise for a product that doesn’t exist, it’s essential to have your problem space, vision, and team at the core of your pitch. The last component is especially important. The reputation and capability of the people behind the company are the key differentiators.

Hinrichs shares their business strategy, which is centered around open source software. They decided to attack a major gap in the market by creating OPA. With a customer base composed of developers, it was imperative to have them try the offering. Styra offers mastery of this open source software and creates customized solutions centered around OPA.

It’s essential to create your product alongside your commercial offerings from the very start.

Tech founders will find Hinrichs’ experience and strategic approach truly awe-inspiring. You will gain a greater understanding of creating your product in line with commercial offerings.

Website - https://www.styra.com/
LinkedIn - https://www.linkedin.com/in/timhinrichs/
Twitter - https://twitter.com/tlhinrichs

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Getting Ahead in Marketing Through Research and Innovation with Chris Cheatham of Bold Penguin

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 27 Apr 2022 17:04:18 -0400

Chris Cheatham, Product Evangelist at Bold Penguin, shares clever insights on his journey from startup to acquisition. He founded RiskGenius as a means to revolutionize insurance policy reviews through AI. The company made big waves attracting the attention of Bold Penguin who then acquired it. Exits like these are considered success stories by many business leaders.

Cheatham attributes his success to his ability to communicate with customers. In his view, It is vital to first identify your prospects and customers. Then you can identify their problems and what they like about your product, next you can innovate it. Then close the loop by translating all this feedback and executing it during product updates. The concept seems simple enough, but a lot of companies struggle with the execution.

Among the factors that have led to Cheatham's success are his constant passion for research and his continued enthusiasm for studying new ways to innovate. He is driven by an insatiable thirst to become more efficient, which involves improving the use of technology. In an area like software and artificial intelligence, this kind of mindset is a big advantage.

Cheatham attributes this tenacious passion to his devotion to research. This helps him to identify areas in which he can improve his superpower. He thinks every founder should realize their superpower and tap into it. He recommends that every founder should also have the metaphorical “kryptonite” that a superpower brings. It’s imperative to identify this “kryptonite” and set up guardrails for it. This can come in the form of technology, a process, or more importantly, team members who can offset it.

Startup founders looking for ideas to drive success into the ideal exit strategy will love Cheatham’s insights and his experience.

Book - Linchpin by Seth Goden
Software - Omnifocus
LinkedIn - https://www.linkedin.com/in/chrischeatham/
Website - https://www.boldpenguin.com/

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Acquiring Profitable Clients Through Personalized Marketing with Patrick Ward of Rootstrap

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 25 Apr 2022 15:57:37 -0400

Patrick Ward, Vice President of Marketing at Rootstrap, delivers a mini-masterclass on marketing in this episode.

Ward talks about the transformation of marketing in three stages. Marketing has evolved over the years through their channels and objectives. First was the period where marketing campaigns were about creative ideas and casting a wide net. The second stage was a period where technology was used to track marketing spend. The stage we are in is about personalization and setting the stage for acquiring the right customer.

Ward ties marketing very closely to human psychology. A successful marketer would be able to target the right customer based on their profile. Tools like Crystal Knows, DISC, and Enneagram Institute are some great starting points. He emphasizes that marketing is not about hacking technology or tools like SEO. It’s about truly connecting to people and establishing trust and credibility, so they can be long-term clients.

In terms of organizational leadership, Ward talks about the importance of getting your people to care about the business. The right communications and setting the culture are vital to accomplishing this. Don’t be afraid to hire more experienced, smarter people because they will expand the business more exponentially than you could.

Business leaders looking to grow their businesses sustainably through a solid marketing strategy will find this episode extremely educational.

Crystal Knows - https://www.crystalknows.com/
DISC Assessment - https://www.tonyrobbins.com/disc/
Enneagram Institute - https://www.enneagraminstitute.com/
Website - https://www.rootstrap.com/
LinkedIn - https://www.linkedin.com/in/patrickjamesward/

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Scaling Companies Effectively Using Interim Revenue Executives with Tom Glason of Scalewise

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 20 Apr 2022 00:00:00 -0400

Tom Glason, Co-Founder & CEO at Scalewise, dishes out a different perspective on scaling for startup founders. Glason thinks the biggest challenge in scaling comes when you need to expand your commercial team. Whether it’s called sales, business development, revenue, or growth—they all funnel to building your commercials.

The problem is twofold. Firstly, startups don’t have the experience yet to know what kind of commercial executive they need. And secondly, the most experienced talent will heavily impact the exchequer. The result is a tug-of-war between raising inexperienced internal talent or hiring expensive senior leaders you aren’t ready for.

Glason thinks the best way to solve this is by hiring interim commercial leaders. This provides talent that has the necessary experience and proven capability. The interim nature also allows the person to expedite the speed of readiness of raw talent. When the time comes, they will be ready to take on the role while the interim leader moves to their next assignment. Since the position is interim, the expectation of locking-in the talent is diminished. This can provide relief to the bottom line.

Glason also shares insight on those working with multiple companies or projects. He thinks it’s important to focus on one project or company at a time. It’s also imperative that you realize what you can’t or shouldn’t be doing. This can prompt action to hire someone who can fulfill these functions.

Founders faced with the pressure of successfully scaling their startup will find Glason’s ideas insightful and helpful. Glason also shares great ideas on juggling multiple tasks and roles; something founders often struggle with.

Email - tom@scalewise.com
LinkedIn - https://www.linkedin.com/in/tomglason/
Website - scalewise.com

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Marketing Strategies and Communication for Data Security Solutions with Orlee Berlove of PreVeil

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 18 Apr 2022 11:15:54 -0400

Orlee Berlove, Growth Marketing Manager at PreVeil, shares how to leverage different marketing strategies to drive customer growth. PreVeil is a company that deals with data security and privacy. Companies like PreVeil were once focused on enterprises and government. Increased digital presence in business has expanded the focus to consumers, startups, and mid-sized businesses.

Berlove recommends using multiple strategies for effective growth marketing. The approach can be determined by two factors: what your customers are looking for and where they hang out. This allows you to create a message and paves the way to where to broadcast it. For her industry, Berlove uses heavy content marketing. This draws business leaders to explore the website and realize the importance of data security.

Berlove sees data security as an essential component of businesses in the future. Full encryption of data transmission is the best protection against attacks. Companies need to innovate a competitive advantage in their offerings. In the case of PreVeil, this is end-to-end encryption and zero trust solutioning.

Business leaders looking to expand their marketing strategy knowledge will find Berlove’s expertise insightful. The show also offers great information on data security and its significance in our times.

LinkedIn - https://www.linkedin.com/in/orleeberlove/
Website - https://www.preveil.com/
Dave Gerhardt Marketing Group - https://davegerhardt.com/

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Gaining Valuable Customer Insight Through Field-Focused Marketing with Steve Garrison of Stellar Cyber

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 14 Apr 2022 12:21:58 -0400

Steve Garrison, VP of Marketing at Stellar Cyber, shares the exponential value that customer insight brings to marketing. Garrison is a proponent of field-focused marketing as a strategy. This calls for tailoring your product messaging after your customers’ needs.

Garrison promotes working very closely with the sales teams to gain an upper hand. Being able to witness and understand the customer profile, their apprehensions about the product, and what their business problems are, helps create the ideal messaging. Garrison also thinks it’s imperative to connect with existing customers to know what they love about the product. This message can be amplified towards future customers that match the same profile.

Garrison also shares that marketing in the B2B SaaS space is wildly different from traditional marketing methods. He believes in delivering value by providing future customers with a platform to learn. Holding events where you provide value ensures you filter the right customers who have the business problem your product can solve. It’s also important to gain the prospect’s trust, so he also believes in hosting fun activities that encourage socializing.

Marketing involves the delivery of vast swathes of information. Garrison believes in the value of telling the right story. Simplifying your message will ensure prospects absorb it. They’ll learn the details during that sales call or by accessing your product’s resources.

Business leaders looking to improve their marketing and the message they deliver to prospective clients will love this discussion. With marketing tied in to revenue, it’s essential to get your heads wrapped around this important aspect of your startup.

LinkedIn - https://www.linkedin.com/in/stephen-garrison/
Website - https://stellarcyber.ai/

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Helping Deskless Workers With No-Code Customizable Software with Prateek Chakravarty of Zinier

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 11 Apr 2022 08:59:06 -0400

Prateek Chakravarty, CEO at Zinier, provides a fresh perspective for SaaS startups in this episode. His vision focuses on designing software for field workers. This sector is often overlooked when it comes to software. It includes workers in essential industries like trades, blue-collar roles, and others that power our society.

Chakravarty experienced the business problems as a field worker when working on isolated oil rigs for months on end. Challenges included having to submit status reports, requests for parts and supplies, and organizing schedules. He feels that software companies have focused too much on the back office but not directly on these field workers. Experiencing this problem first-hand prompted him to think of a no-code solution for these field services.

Chakravarty believes these problems have caused a decline in this sector. Younger people no longer find this sector appealing and are opting for white-collar roles. He believes that this disparity will cause problems in the future. Field worker costs will be driven up, the quality of their output may decline, and it will affect every commodity on the planet.

Chakravarty insists that a great software product is one that revolves around its user. This is why every developer needs to be immersed in the experience of the field worker. Details like the software being able to work when the user is wearing thick gloves or in locations with extreme noise must be factored in. He thinks having a no-code approach would be the best way to cater to a wide variety of field services.

Startup founders and business leaders looking for inspiration and innovation will find Chakravarty’s views insightful. His approach to the user experience, especially for field workers, can enhance the vision of any product-focused business leader.

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Scaling Your Startup Effectively by Using Data and Investing in Culture with Eric Futoran of Embrace

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 30 Mar 2022 13:28:23 -0400

Eric Futoran, Co-Founder and CEO of Embrace, joins host Noah to talk about his startup journey and mission. Not having enough data to improve his mobile games was at the core of that mission. Embrace provides unified data on every metric that can improve the user experience on mobile applications.

Futoran thinks that mobile will continue to be a disruptor. People need to be connected. Mobile applications, for gaming and social media, provide that connection at your fingertips. Futoran believes that companies should have visibility on data so they can realize a problem that they can deliver a solution on. He emphasizes that this data shouldn’t be personal data.

Futoran thinks it’s vital to scale in a smart way, now that they are in Series B. A lot of great startups with fantastic products falter when they need to scale. He points out that you have to continually keep the problem you need to solve as your central focus. Hiring people who share this same passion to deliver the solution is the key factor to success.

Futoran thinks founders and hiring managers need to spend more time recruiting. While it may seem tedious at the start, investing in the right people will get you to your goal faster.

Founders looking to take their startup to the next level in terms of scalability will find Futoran’s insight extremely valuable. His visionary approach to tech and managing people provides the perfect outlook on how to succeed.

Website - embrace.io
Blogs - blog.embrace.io
LinkedIn - https://www.linkedin.com/in/futoran/details/education/
Email - eric@embrace.io

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Autonomous AI Drives Efficiency in Finance and Accounting with Alexander Hagerup of Vic.ai

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 28 Mar 2022 14:31:18 -0400

Alexander Hagerup, Co-Founder & CEO at Vic.ai, is using artificial intelligence to enhance a function that every business uses. His company’s platform helps finance and accounting professionals by providing them with autonomous help.

Hagerup had his epiphany when he saw several common trends in accounting. Anywhere in the world, no matter what accounting system is used, it’s governed by rules or templates and humans. With the industry revolving around these rules, it was ripe for applying machine learning.

Hagerup took this a step further. He believes that software shouldn’t be designed for humans to work on. Instead, he believes that software should work for humans. Software should automatically work on set rules and templates. This approach can be replicated in any industry as a standard in building AI systems.

Hagerup loves the challenge of innovation. He thinks that making things that don’t exist is way harder than improving things. He advises innovators to balance and focus on operational aspects. A company has to operate on strong foundations to allow forward-thinking product creation. He adds that transformation isn’t just about a change in UI/UX; it’s about delivering a new approach and educating people to adopt it.

Startup founders, innovators, and AI geeks will love the nuggets of experience and expertise Hagerup shares on the show.

LinkedIn - https://www.linkedin.com/in/alexanderhagerup/
Website - vic.ai

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Using Data and Tech to Democratize Wealth Management with Abby Salameh of CAIS

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 23 Mar 2022 00:00:00 -0400

Abby Salameh, Chief Marketing Officer at CAIS, shares with us her incredible career journey. She spearheads the marketing at a company that opens more financial instrument options to portfolio managers.

Salameh shares how an opportunity can present itself when you ask. After an exhausting stint in corporate, Salameh thought it was time to retire. But when the pandemic hit and then eased off, she found herself in need of a challenge. Seeing the value of innovation at CAIS, she reached out and presented to them what a CMO can bring.

Salameh has an impressive content marketing strategy and compliments this with a massive data collection and analytics approach. The combination paints a very useful picture of what a customer wants and needs. It’s valuable information that can help pivot your product and know who to target.

Salameh thinks that agility and flexibility are what make startups capable of accelerating faster. While the startup is still in that state of making quick decisions, founders need to use this to make impactful decisions. The moment a company grows, gets more investors, goes public, acquires customers, that agility diminishes.

Looking to the future, Salameh thinks the landscape will be dominated by hyper-personalization. Customer experience, marketing, sales, product features—all will center around this concept. This is why it is essential to take data we have today and use it to gain your full potential.

Startup founders needing a spark in their marketing game will find Salameh’s outlook insightful and full of learning. Her methodical approach to data is an accelerator to any startup looking for a competitive advantage.

LinkedIn - https://www.linkedin.com/in/abbysalameh/
Website - https://www.caisgroup.com/

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Overcoming Reluctance in Traditional Industries by Slowly Introducing Innovation with Joe Hipsky of IRALOGIX

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 18 Mar 2022 00:00:00 -0400

Joe Hipsky, Co-Founder/CSO of IRALOGIX, joins the show to talk about pushing innovation to traditional industries, like those that deal with individual retirement accounts, or IRAs.

The IRA industry has evolved slowly in terms of technology, very similar to banking and finance. The conservative approach is essential to take because of the impact on people’s retirement savings. The downside is that this has made innovation extremely inefficient. This affects customers as the markups are passed on to them.

Hipsky talks about the importance of knowing the concerns before bringing in innovation. In the case of the IRA industry, the key motivator was to offer a solution that is secure and stable—and the advent and rapid shift from premise to cloud technology has allowed this to happen. The economics of going to the cloud, along with the global pandemic, really helped push the need to overcome concern.

Hipsky never dreamed he would be a startup founder, yet a career-ending sports injury prompted him to adjust. Taking the same approach and determination to win is what prompted him to shift to innovation and entrepreneurship. He shares the same advice to innovators in the episode. As long as you have a plausible idea and a way to get there, you can do it.

Business leaders are disruptors and innovators, always on the prowl for change. This episode helps you understand how to bring forth innovation even in the most conservative industries.

Website - https://iralogix.com/
LinkedIn - https://www.linkedin.com/in/joe-hipsky-2750391/

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Being a Trusted Advisor in the IT Space in the Age of SaaS with David M. Wright of Disruptive Innovations

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 14 Mar 2022 00:00:00 -0400

David M. Wright, Founder & CEO at Disruptive Innovations, shares his insights on digital transformation and strategy. His firm helps enterprises, especially non-technical ones, navigate through this stage.

‘Digital transformation’ has been thrown around a lot. Its meaning is often misinterpreted. Wright defines it as supporting your business strategy with an IT solution; a strategy that supports key business functions like interdepartmental collaboration, reaching your customers, or enhancing your product.

Wright feels that services like his are especially relevant now. With so many self-service solutions and SaaS options, non-tech businesses can dig themselves into a hole. Trying to take on a digital strategy without a set plan will do more harm than good—having overlapping solutions that cost too much or going through more processes instead of streamlining them.

Wright also shares that this digital strategy has grown even more relevant during the pandemic. Customer experience dictates if you sink or swim. On the back end, security threats are even more dangerous to your brand and to your customers.

Business leaders keen on optimizing their IT strategy will find the discussion eye-opening. This holds especially true for companies that have taken on a digital strategy by themselves without a technical pedigree.

Book - Gap Selling
Website - disruptiveinnovations.net
LinkedIn - https://www.linkedin.com/in/davidmfwright/
Twitter - @WrightDavidM

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Preventing Cybersecurity Attacks Through Innovation and Democratization with Aimei Wei of Stellar Cyber

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 11 Mar 2022 00:00:00 -0500

Aimei Wei, Founder and CTO of Stellar Cyber, talks about the importance of cybersecurity in today’s world.

Cyberattacks were once viewed as an issue that plagued governments or megacorporations. As a response, they would hire expensive security experts, both to detect threats and establish responses. Today though, small businesses and startups have access to digital infrastructure through SaaS. While this has democratized digital transformation, it also has expanded the reach of hackers. Stellar Cyber aims to curb this by allowing a shared security platform to work even for small businesses.

Wei hails from a background in Computer Science, but she thinks the most valuable contributor to her success isn’t necessarily in her education. Instead, it lies in the discipline of problem-solving honed by her course. She views this as one of the most essential skills to drive startup leaders.

Security normally isn’t associated with innovation, yet Wei states that this is imperative in cybersecurity. With hackers being one of the most innovative people on the planet, it’s essential to stay several steps ahead of them. She explains the best way to do this is to improve detection and vigilance. It’s also important to have security ecosystems in the hands of everyone to complement and strengthen the system.

Business leaders with a high digital presence can learn about protecting their business from the threats of cyberattacks. In this episode of Leaders of B2B, discover the latest trends in security and why it’s important to invest in these.

Website - https://stellarcyber.ai/
LinkedIn - https://www.linkedin.com/in/aimei-wei-3857331b/

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Improving Data and Decision-Making Using Intelligent User Interactions with Scott Britton of Troops

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 02 Mar 2022 00:00:00 -0500

Scott Britton, Co-Founder of Troops, talks about his startup and his approach to B2B software use. Instead of us conforming to the software, it should work for us. His startup brings this to fruition by working with collaboration and messaging applications.

Applications like Slack or Teams are widely used, especially by sales professionals. On the other end of the spectrum, these professionals struggle with CRMs. Britton uses software to bring them together, saving time and creating valuable data streams.

Britton also talks about how people need to be data stewards to avoid alert fatigue. Too much data bombarding you all at once isn’t helpful. The tools need to be designed around what makes sense to the end-user.

Britton thinks that embarking on your startup should be a balance. It’s best to go into it prepared, so starting off with corporate experience helps. But set a timeline or you could never lift off and leave that comfort zone. When you’re ready, don’t be frustrated by multiple iterations of your product. Tailor it to your market size and it’s imperative to keep a pulse on your go-to-market strategy.

Britton shares the mindset and methodology that enabled the creation of human-led software. Startup founders looking for inspiration on their product journey and their go-to-market strategy will find the discussion extremely valuable.

Podcast - Built By Humans - https://troops.podbean.com/
LinkedIn - https://www.linkedin.com/in/jscottbritton/
Email - scott@troops.ai

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Changing the Game on Reducing Carbon With Technology with Norman Crowley of CoolPlanet and AVA

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 23 Feb 2022 00:00:00 -0500

Norman Crowley, Founder of CoolPlanet and AVA shares some great insights on running an innovative company set on saving the planet. CoolPlanet aims to reduce carbon emissions by helping companies calculate and account for carbon expenses.

Crowley’s approach is straightforward — his platform quantifies and translates carbon into expenses. With governments now putting a price on carbon, it is now in the best interests of businesses to cut this cost. The software connects cost with carbon and motivates businesses to act.

Climate change is oftentimes a heated topic that results in blame and negativity. Crowley wants to focus on the positives instead, as he thinks pointing fingers doesn’t really inspire change. One of the approaches he has is to make the brand and concept cool. Using marketing, great presentations, and most importantly, a great team, they are making this happen.

When it comes to working on the team, he talks about identifying the right fit immediately. If it isn’t right both ways, it’s best to part ways early on. He also talks about developing his people technically, and spiritually. The latter is aimed at better mental wellbeing and an emphasis on work-life balance.

Crowley says that every founder is different in their ways, though he continues to be the top sales guy and visionary. He envisions a not-so-distant future with almost free energy, efficient and cheap transportation, and affordable food — all of which do not affect the planet.

If you are fascinated with technology and innovation enabling amazing accomplishments, this discussion will surely inspire you. Find out how to build a startup into something that can make a positive impact.

This episode is brought to you by Content Allies.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

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Ensuring Reliability With A Startup That Uses Chaos Engineering with Matthew Fornaciari of Gremlin

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 21 Feb 2022 00:00:00 -0500

Matthew Fornaciari, Co-Founder and CTO at Gremlin Inc., shares his startup journey along with nuggets of information he picked up along the way. Forni has built a company that proactively improves reliability through chaos engineering.

Chaos engineering injects controlled chaos into an environment to test it. It looks at the four signals of uptime to keep it going: latency, error rate, availability, and saturation. It’s the practical, software version of failing fast and learning from mistakes — only before it happens.

Forni thinks that tech founders shouldn’t focus just on the product. There are so many various aspects in the business that need to be tight for it to succeed. Sales, marketing, and operations are other functions that need focus for the entire company to succeed. He also recommends that founders find high-caliber executives and leaders as soon as possible. He acknowledges that nothing can replace experience, and a founder can save so much time when they have top-notch talent.

Forni talks about the importance of establishing culture from the start. Their foremost core culture is customer focus, and the entire Gremlin team lives and breathes this. Forni thinks you should align your product after the customer’s experience. It’s essential not to stop until the customer is feeling great about your product and their experience with it.

Forni shares every phase of his tech startup and dishes out some amazing lessons. Founders who take heed can accelerate their startup with what they learn in this episode.

Website - https://www.gremlin.com
LinkedIn - https://www.linkedin.com/in/mattforni/
Github - https://github.com/mattforni
Hiring Page - https://www.gremlin.com/careers

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The Value of Freelancing and Fractional Roles with Amanda Rabideau of Arch Collective, Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 17 Feb 2022 00:00:00 -0500

Amanda Rabideau, CEO and Founder, Arch Collective, Inc. shares insights on freelancing and using fractional executive positions to help startups.

Rabideau shares how freelancing is now more relevant than ever. With acquiring great talent becoming increasingly difficult companies need to consider the contractor model. Hiring freelancers provide the flexibility to handle functions your business may not be ready to fully invest in. Startups, for instance, will need a CMO to strategize early on but will need more tactical doers to execute.

With remote work it has become easier for talent to explore freelancing. Being able to work for yourself and doing what you love are among the advantages. However, a freelancer will soon turn into an entrepreneur with the need to close deals, manage finances, and set up their brand. This is where a collective can bring them value. They get to do what they love, have work autonomy, and still maintain stability.

Rabideau thinks that for marketers it is essential to listen to the voice of the client. She argues that this is the most powerful weapon in their arsenal. Doing so allows marketers to know the market, tweak their messaging, and what to focus on with their product.

Business leaders looking to maximize their funding and runway will find this model to be extremely appealing. Getting valuable output at a fraction of the cost can go a long way for a startup.

Website - https://www.arch-collective.com/
LinkedIn - https://www.linkedin.com/in/amandarabideau/
Twitter - @ProMandaRabs

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Knowing Your Market Is as Important as Your Product with Daniel Cunningham of Leonardo247

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 14 Feb 2022 00:00:00 -0500

Daniel Cunningham, Founder and CEO at Leonardo247, talks about his startup journey: Bringing a software platform to a traditional market. Leonardo247 simplifies property management and maintenance for multi-family residences.

Cunningham talks about the challenges he’s had in using lean bootstrap methodology. It would have been much easier if he’d had a technical cofounder. He was able to overcome those challenges by starting with a smaller circle of customers before scaling up.

Bootstrapping carries a lot of risks as you cut things close. Cunningham thinks it was worth the pressure as he grew. Strategically, businesses will have to raise funding at a certain point. This comes when your product reaches maturity and you’ve made waves in the market. You have a limited time to sell quickly before competition or other factors change. He argues that keeping funding to a later time will allow you to keep more value for yourself as a founder later on.

Another great takeaway is the importance of your go-to-market strategy. Even the most innovative product will not succeed if you approach your market in the wrong way. In Cunningham’s case, the residential property management market is quite traditional. So he used trade shows and hired a salesperson with deep roots in the industry. This enabled them to make inroads and leverage personal relationships to sell and grow.

Startup founders looking for the right funding option will find this show educational. Cunningham also shares great insight on finding the right go-to-market strategy.

Apartment Academy Podcast - https://apartmentacademy.com/podcasts/
Website - https://leonardo247.com/

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User Research and Software Product Design with Jonathan Aizen of Amitree

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 10 Feb 2022 00:00:00 -0500

Jonathan Aizen, Founder and CEO of Amitree, joins the show to talk about entrepreneurship and user-researched product design.

Aizen’s solution aims at enhancing an antiquated technology we have relied on for so long: electronic mail. He talks about the product cycle he took with Folio. In its current iteration, Folio intelligently goes into emails and helps identify project milestones, events, and sorts through attachments. This saves a ton of time for professionals, especially those in the heavily-documented real estate sector.

Aizen initially embarked on an intelligent product that would take over functions from real estate agents. Instead, he pivoted and focused on the human side. His epiphany was to place his customers as the heroes and have a tool that would make their abilities come through. He focused the AI to look at the barriers that got in the way of professionals instead of replacing the professionals.

Aizen attributes this shift to accommodating customer feedback. Most of us have wondered how to take valid, valuable feedback and filter out the noise. User research, a methodology that veers away from leading questions or focus groups, is what he used to help navigate this route. Taking the approach of design-based thinking, he was able to gain the flexibility to deliver the product that Amitree features today.

Product-focused business leaders looking for guidance and insight on development will love Aizen’s approach to user research and design-based thinking.

Website - amitree.com
LinkedIn - https://www.linkedin.com/in/jonaizen/

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Monetization Strategy and Design for B2B Software with Chris Mele of Software Pricing Partners

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 09 Feb 2022 00:00:00 -0500

Chris Mele, Managing Partner of Software Pricing Partners, shares his insight and expertise on monetization for software companies. Monetization is an entire discipline that includes pricing, packaging, and licensing.

Mele shares how challenging it can be to think about monetization at the last moment before selling a product. Software companies need to develop the discipline of monetization as early as the product design. This allows the inclusion of features, customization, and an overall valuation on each part of the product. This is essential as customers, especially in B2B, tend to have different demands or needs from a product.

Mele argues that pricing should be transparent. Software companies should be ready to share the methodology behind their pricing when customers ask. It’s also essential to have competitive intelligence — and being aware of how your competitors are pricing in the marketplace can serve as a baseline for yourself. It’s not good practice to offer drastically different discounts to customers who have not purchased a different product or volume.

Having a structured monetization strategy that includes disciplined pricing is beneficial on many levels. Your salespeople will have autonomy when pricing customers who want different options. This allows for deal velocity and not having to step away from the meeting thus diminishing the likelihood of closing. This also allows clearer transparency that translates into better long-term relationships with customers.

Every business leader in software knows the importance of monetization, yet not all of us have fully wrapped ourselves around it. This podcast with a monetization expert such as Mele helps frame things into perspective and maximize your growth and revenue.

Website - softwarepricing.com
LinkedIn - https://www.linkedin.com/in/christophermele/
Book - Different: Escaping the Competitive Herd

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Founding and Scaling Sustainable Consultancy Firms with Prof. Joe O'Mahoney of Cardiff University

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 07 Feb 2022 00:00:00 -0500

Prof. Joe O'Mahoney, Professor of Consulting at Cardiff University, shares his expertise in the consulting industry. O’Mahoney goes in-depth to talk about setting up consultancy firms in a sustainable manner.

He has done research on how many great consultants have decided to start their own firm and fail at it. He’s observed that the reason for this is that, most of the time, great consultants don’t make great startup founders. He has noticed that these struggles often come from selling their services, pricing correctly, and developing systems and processes.

O’Mahoney advises consultancy founders to outsource their marketing strategy while keeping the content organic. For sales, he suggests that founders train this internally and in scale. This relieves the burden of selling from the founder to across the team. This also allows the founder to focus on what they love and are good at, and to target niches they can specialize in.

Pricing is a real struggle for consultancy founders. They should do their research, he says, including asking clients what they would pay for particular services. Consultants tend to default to value-based pricing, but O’Mahoney sees opportunity in this. He thinks that if the proper change control process is established and deliverables are defined, a fixed price could benefit the business.

Finally, he talks about the proper way to build your processes and systems. He thinks that this has to be thought of early on so consultancy founders can exit properly. These would be considered as assets and this would increase the valuation of their firm exponentially. It can also mean having the firm continue post-retirement, ensuring a steady stream even afterward.

Prof. O’Mahoney’s in-depth research and educational approach will benefit not only consultancy founders but business owners, too. His approach and outlook on founding, scaling, and exiting in a sustainable manner are fantastic pieces of information for business leaders.

Website - https://joeomahoney.com/
LinkedIn - https://www.linkedin.com/in/joeomahoney/

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Shifting Your Mindset Towards Success In Sales with Brandon Fluharty of LivePerson

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 04 Feb 2022 04:26:24 -0500

Brandon Fluharty, VP of Strategic Account Solutions at LivePerson, shares a treasure of insight on the show. Fluharty talks about personal development revolving around mindset transformation.

Fluharty has brought enormous success in B2B sales to LivePerson, bringing in 7-figure revenue. He admits that he once thought that being an introvert would be a disadvantage for him as a salesperson. Instead, with the right environment, aligning target accounts, a shift in mindset, and the ability to execute, he has transformed that into an advantage.

Fluharty believes the current model of using playbooks and a standardized approach doesn’t help your salespeople become successful. Sales leaders should focus on providing them with mental models to establish a framework, rather than a playbook. These equip them with the tools to succeed but allow them to still be human and sell naturally.

Fluharty talks about achieving more without having to subscribe to “hustle culture.” He believes success can be achieved through a combination of better rest, focus on high-value tasks or deep work, and ensuring you end your workday at a certain hard stop. All this improves your mood, your capacity to think better, and your ability to succeed. He follows the Pomodoro technique to accomplish this time management.

Business leaders looking for transformation that will develop both themselves and their team will find Fluharty’s insight extremely helpful.

LinkedIn - https://www.linkedin.com/in/brandonfluharty/
Website and E-Book in February - https://brandonfluharty.com

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Using Technology and Automation to Drive Customer Success with Sonciary Pérez of Quala

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 02 Feb 2022 00:00:00 -0500

Sonciary Pérez, Co-Founder of Quala.io, shares her startup journey on this show. Her startup journey is a mixture of building a product and solving problems in an area she is passionate about.

Pérez talks about customer success for B2B SaaS companies. In a highly competitive environment, it all boils down to cost and features. Customer success is the lifeline that ensures the SaaS company is in touch with its customers. They use this opportunity to help them make the most of features to justify their clients’ spending. These interactions are human-centered and have a lot of variation among them. Pérez uses her experience to find out which areas to automate and use tech in.

The experience that led to the use of technology for customer success was actually a stressful one. In her previous role at Promoboxx, they churned their largest customer. With reflection and retrospect, Pérez identified this as not having the right warning signals ahead of time — something the solution she has since built could have helped avoid.

Pérez wraps up the discussion on an encouraging note. As a veteran startup founder, she knows the rigors and difficulties of the journey. Choose something you are passionate about to embark on. Focus on your grit and intensity, and the rewards will be well worth it at the end of that journey.

Listeners who love technology and are looking to boost their value with customers can gain a lot of inspiration and insight from this episode.

LinkedIn - https://www.linkedin.com/in/sonciary/
Website - quala.io
Email - sonciary@quala.io

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Increasing Employee Engagement With Data and Transparency with David Kindlon of Eppione

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 31 Jan 2022 00:00:00 -0500

David Kindlon, CEO and Co-Founder of Eppione, joins the show to talk about an extremely relevant topic in business today: human resource management.

Several companies have adapted to the pandemic through a remote work setup. Once something only tech companies did, it has now become the rule rather than the exception. This trend has also opened up the resource pool for companies. They now hire workers who are fit for the role yet based in different countries. This gain comes with the complication of managing different benefits and legal rules — roadblocks companies must navigate.

With 2020’s Great Reshuffle, companies need to step up their game as far as engagement is concerned. Companies spend heavily on benefits, but Kindlon feels like they aren’t communicating this enough. Having the value of transparency and communication both ways will benefit in deepening the trust between employer and employee.

Kindlon also believes that as companies scale and grow, the importance of data-driven decisions becomes imperative. This is even more relevant in human resources, where companies are heavily invested in and need to leverage technology as much as possible.

Business leaders know that the formula for success lies in people. This podcast will help you understand and enhance your human capital management approach.

Website - eppione.com
LinkedIn - https://www.linkedin.com/in/davidkindlon/

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Leadership in Marketing at Large Organizations with Oliver Nutt of General Dynamics Information Technology

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 26 Jan 2022 19:00:00 -0500

Oliver Nutt, Vice President, Marketing and External Communications at General Dynamics Information Technology (GDIT), shares insights about the importance of branding, leading large organizations, and navigating change.

Most of our guests here on Leaders of B2B are usually startup founders overseeing smaller teams. So hearing from a leader of a large organization is extremely insightful.

Nutt talks about the importance of branding in enterprise organizations. This marketing responsibility is critical, serving both internal and external purposes. In the case of GDIT, it was essential, following a merger. It was a means of projecting unity, rallying behind a new culture, and placing them on the map.

Nutt talks about the dynamics of leadership as it scales. The approach shifts when you’re leading a team, multiple teams, and an entire organization. With a constant number of hours in a day, it’s essential to build a culture of trust and empowerment.

Nutt explains how the spirit of entrepreneurship can also work in a corporate environment. The same feeling of embracing change, even if it is uncomfortable, also holds true. The move from General Dynamics in the UK to the US was a huge step. Nutt thought he’d never be ready to take on this daunting task but found that it was great for his career.

Business leaders can gain great lessons from large organization leaders like Oliver Nutt. See how you can take some of these and apply them to your own startups.

LinkedIn - https://www.linkedin.com/in/oliver-nutt/

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Using Product-Led Growth to Scale Your Startup with Esben Friis-Jensen of Userflow

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 26 Jan 2022 17:40:57 -0500

Esben Friis-Jensen, Co-Founder and Chief Growth Officer of Userflow, joins Noah on the show to talk about the value of product-led growth to fuel your startup. He also talks about how he was able to improve his startup journey on the next round as a founder.

Friis-Jensen shares how essential onboarding is for every SaaS company. It sets the tone and trend for customer retention by promoting use of any SaaS solution. Providing a self-service option reduces cost and is a great fit for B2B, where customers want to learn and customize the solution on their own.

Friis-Jensen took the plunge from an established startup because, as an entrepreneur, he believed in the value of building his own destiny. In Userflow, he follows a bootstrap model that provides more capability to map their own destiny without the pressure of a VC dictating growth trajectories.

Friiis-Jensen is a proponent of product-led growth. A strong product with constantly updated features will sell itself and attract customers. This can be combined with automated onboarding and campaigns to dramatically reduce CAC. He calls for balance and thinks people still fuel the growth — it cannot rely on full automation or you will risk detaching from your customers.

Business leaders looking to implement a product-led growth strategy will love the ideas Friis-Jensen throws out there. His take on keeping customers connected while automating smartly provides great outlook for any SaaS company.

Twitter - @esbenfj
Website - userflow.com
LinkedIn - https://www.linkedin.com/in/esbenfriisjensen/

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Starting Up an Unstructured Data AI Company with Slater Victoroff of Indico Data

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 24 Jan 2022 00:00:00 -0500

Slater Victoroff, Founder and CTO of Indico, joins Noah to talk about his startup journey and the next level of AI. His company Indico Data works on unstructured data. They use analytics with AI to create tools that arm the users and subject matter experts.

One of the values Victoroff learned early on and abides by through his journey is humility and self-realization. After being proven wrong on his outlook that deep learning has reached its peak, he pivoted and founded Indico. This value is important towards constant improvement — both for yourself and for your business.

Being in an industry that is often misunderstood, Victoroff sees the value in engaging in valuable conversations. He makes it a point to use this value to help educate prospects, clients, and peers. The end result is not only being able to sell his solution better but also spread a better perspective on AI.

Victoroff thinks we are still at the cusp of AI’s potential. A lot of AI is centered around structured data, so many companies are still using manual processes in unstructured data. There is still much room for improvement in the entire industry and Victoroff takes pride at leading the charge with his company.

Business leaders looking to upgrade their outlook and skills on the latest AI trends will love this discussion.

Twitter - @sl8rv
Website - slater.website
Quora - https://www.quora.com/profile/Slater-Ryan-Victoroff
Company Website - indicodata.ai

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Taking Demand Generation Further with Customer Generation with Garrett Mehrguth of Directive

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 17 Jan 2022 00:00:00 -0500

Garrett Mehrguth, CEO of Directive, joins Ledge to share his expertise in marketing and his insights as a successful business leader. Directive Consulting has been providing customer generation for software companies for the last eight years.

Mehrguth shares that account-based marketing isn’t the right way to go. Citing limited market potential and disjointed KPIs, the spend on impressions and MQL doesn’t translate into deals. He thinks the focus should be geared more towards sales qualified leads.

He also shares that targeting users is more effective than focusing on decision-makers. So many marketers have made the mistake of targeting the C-level, who don’t necessarily understand the full value of your product.

Mehrguth goes on to discuss his approach to personal development that’s also applicable to organizations. Be humble enough to realize you aren’t good at something, strive to learn it, then develop consistent actions to practice and improve. Mehrguth doesn’t target perfection but expertise, which allows him to take on more skills to develop and learn.

Mehrguth also shares that as a business leader, we should hire for talent over experience. Being able to communicate and share forward-looking ideas and a path to execution will attract great talent — people who want to execute and make a difference to your vision.

Business leaders looking to up their game in developing themselves and their organizations will love this discussion. They’ll find ways to generate more customer demand through Mehrguth’s approach.

Website - directiveconsulting.com
Community - https://directiveconsulting.com/join-society/

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The Importance of Demand Generation in Driving Sales with Eric Stockton of Constant Contact

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 12 Jan 2022 20:03:17 -0500

Eric Stockton, VP of Demand Generation at Constant Contact, shares his career journey that has led to his expertise in revenue generation.

He also talks about the timeless tug-of-war between sales and marketing. It’s essential for any business leader to steer both toward revenue for the company. Marketing should be solid in determining the ideal customer profiles and driving meetings toward sales. It’s also essential that sales is given materials and support that relate and speak the target customer language.

Stockton also shares that the best marketing ideas come from conversations had directly with customers. It’s vital to listen to those conversations and interact with customers to know about the market — it will help you know what messaging to put together.

Stockton is a huge advocate of sales and marketing working symbiotically toward success. He thinks that sales teams shouldn’t be pressured to be too pushy and force a close. Finding a customer with the right problems to solve with your solution is imperative. He thinks marketing should be able to provide a large enough pool and the right messaging to find this.

Listen to this 40-minute episode, which feels like a full postgraduate crash course in marketing. The insights from this conversation are simply amazing.

LinkedIn - https://www.linkedin.com/in/ericstockton/

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Accounting to Maximize People, Performance, and Profits with Stephen King of GrowthForce

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 05 Jan 2022 08:02:53 -0500

Stephen King, Founder and CEO of GrowthForce, joins today’s podcast with some great insight for business leaders. Accounting is a key business function, providing data to help you manage your strategy. Smaller businesses and startups need to deal with the added cost of this function, which often comes even before they have the revenue to cover it.

King explains that outsourcing this function is the solution to this conundrum. Outsourcing gives businesses the expertise at a fraction of the cost. Companies that provide this service have developed efficient processes that match the scale. He states this approach can be replicated in other business functions that are outside your core expertise, too.

King expounds on efficiency further with his view on automation. He talks about how several business functions can be repeated and replicated by software. Breaking them down into processes can allow more efficient operations. He also argues against the notion that automation takes away jobs. Automation will increase the quality of the workforce and give them better jobs as the business shifts upward.

Another key discussion is around business finances. King talks about how businesses seem to be obsessed with the amount of money they raise or sell. He argues that what matters is what is kept, and businesses need to focus on profits first. By setting profit goals, a company can plot their cost and determine how much they need to sell. This results in a healthier, sustainable business that benefits owners, investors, employees, and customers.

Business leaders looking to enhance their perspective into business fundamentals like finance will find this episode full of insight.

Email - stephen@growthforce.com
Website - growthforce.com
LinkedIn - https://www.linkedin.com/in/stephenkingcpa/
Twitter - skinggforce

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Marketing Communication in the IT Space with Alexis Chiagouris of Ensono

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 20 Dec 2021 04:26:19 -0500

Alexis Chiagouris, director of global marketing communications and brand at Ensono, shares insights in marketing specific to the IT space. As the IT industry has grown, so has the saturation of providers in the space. Creating brand awareness through a marketing communications plan is essential to success.

Chiagouris talks about her take on content strategy. She disagrees with the approach to gate content in exchange for gathering people’s information or forcing them to opt-in. She sees so many different ways to get this information. Having a meaningful message will attract potential customers.

Chiagouris also thinks that having thought leaders, case studies, and customer testimonials are huge in terms of building brand awareness. Marketers need to work with sales reps or account managers to leverage their relationship with the customer and get testimonials. Clashing with sales over control is pointless because both sides have the same goal, which is to increase revenue.

Wearing her futurist hat, she thinks the basics will still prevail as far as MarCom is concerned. Videos and podcasts are effective, especially with people constantly crunched for time. She thinks they can be done effectively even without spending a lot on a full production. Focusing on the message and the brand in the medium is what matters.

Leaders looking to expand their sales through brand awareness in the digital space will find this discussion educational and helpful.

LinkedIn - https://www.linkedin.com/in/alexischiagouris/

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Telling Your Company's Story By Using Presentations with James Ontra of Shufflrr

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 15 Dec 2021 00:00:00 -0500

James Ontra, CEO of Shufflrr, shares how powerful the story of your business can be in closing deals. He argues that presentations, an integral part of any business, are often done inefficiently and ineffectively. Experiencing this business problem first-hand inspired Ontra to found Shufflrr, a presentation management solution.

Ontra thinks presentations are powerful because they drive the sales conversation. If a sales meeting were a movie, the presentation would be the set and effects. A product’s value can be highlighted more effectively with proof, case studies, metrics, and graphics — items a presentation can deliver.

Ontra talks about how he was able to steer a concept through changing technologies. Starting off from CD-ROMs and a heavy consulting model, he was able to iterate and transform it into an enterprise product. The key takeaway is that a solid concept is constant even if the technology changes.

Ontra discusses the advantages of working with enterprise customers. Enterprise deals may take longer to close but once they do, they bring high value deals. Volatility is lessened as enterprise customers work with their suppliers when problems arise. One key aspect is to have a solution that can be scaled effectively and enterprise applications.

Business leaders seeking to refine or adjust their products will find several takeaways from Ontra’s experience and vision.

Website - shufflrr.com

- - - -

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Introducing Noah Tetzner, Our New Co-host on Leaders of B2B

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 09 Dec 2021 09:23:05 -0500

This special episode of Leaders of B2B features Noah Tetzner. Noah will be the show’s new co-host along with Ledge and Jake.

Noah works with Content Allies on the sourcing, engagement, and scheduling of guests for the company’s impressive roster of podcasts. He brings an impressive background in organizing and hosting podcasts. In 2018, he started a historical podcast called The History of Vikings which got 50,000 downloads per month.

Noah chats with Ledge about the significance of podcasts in today’s business world and in marketing. Podcasts can forge lasting relationships. Podcasts allow the interaction and exchange of ideas between the subject matter experts. They also generate a lot of great exposure and publicity on account of the shared information and expertise.

Noah looks toward the learning experience in the Leaders of B2B podcasts. He likens every session to attending a masterclass—a benefit not only reaped by the host but the audience as well. Noah also aims to pick the brains of guests about future trends in the current and post-pandemic business world.

Get a glimpse of the show’s newest co-host and his approach to making an already robust learning experience even more enriching.

- - - -

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The Importance of Raising Capital Correctly with Asher Ismail of Uncapped

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 06 Dec 2021 00:00:00 -0500

Asher Ismail, co-founder at Uncapped, discusses a very important topic for founders and business leaders: raising capital.

Ismail shares how his experience with two prior startups made him realize a vital business problem. With bootstrapping or funding your own business, there are only two ways to raise capital: debt or equity. The former can be risky and expensive. The latter can dilute your ownership and leave founders at the short end after so many sacrifices.

Ismail urges founders to think about their motivation, strategy, and approach when raising capital. Some founders seek to raise at all costs, considering this the metric of success. Ismail argues that the true measure of success is driving profitability in the business, with raising capital only the first step in a long journey. The use of capital should be maximized towards growth and having a runway.

Ismail thinks that the evolution of new capital-raising products is the way of the future. The British Business Bank conducted a study that showed 73% of entrepreneurs chose to forego growth because they felt they would be unable to repay borrowing for capital. He also thinks e-commerce will continue on its trend, with 40% of all commercial activities except groceries now on the internet.

Gain some great insight on raising capital and maximizing your efforts so you can focus on business growth. Listeners can also unlock a special promotion from Uncapped that Ismail shares at the end of the episode.

LinkedIn - https://www.linkedin.com/in/asherismail/
Email - asher@weareuncapped.com

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Automation and Innovation in the Supply Chain Industry with Pieter Krynauw of ThruWave Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 01 Dec 2021 00:00:00 -0500

Pieter Krynauw, CEO at ThruWave Inc., shares valuable insight on innovation, as well as preparing yourself for a journey in entrepreneurship. Krynauw’s startup helps improve supply chain efficiency by enhancing millimeter wave technology with software.

Krynauw talks more in-depth about automation. He sees automation as the execution of the concept of simplification. A company should have the capability to break down complex problems into repetitive tasks and real problem solving. The former can be automated with process and technology while the latter will use the human resources allocated to it.

Krynauw imparts his belief on what can make a company wildly successful. They can accomplish this by doing more than the core value proposition. It’s always about what can be done better. Being 10 steps ahead after achieving a milestone. He believes that the adoption of automation will be key to this.

This outlook is also applicable on a personal level. Krynauw shares how taking roles abroad while he was in corporate helped him become an entrepreneur. Being thrust out of your comfort zone, away from core resources, plus the need to immerse in a new work culture, all developed him. One mustn’t be afraid to expand, move sideways or diagonally, even out of your specialization — especially if it leads to learning more.

Business leaders finding ways to expand their innovation and delve into automation will find Krynauw’s outlook especially beneficial.

Website - thruwave.com

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Insights on Marketing and Communication with Mackenzie Farone of Carmeuse Americas

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 29 Nov 2021 00:00:00 -0500

Mackenzie Farone, manager of marketing communications at Carmeuse Americas, shares her expertise and insights on marketing, particularly in marcom.

Farone shares how marcom is essential in helping sales teams close the deal. They provide the right messaging to the ideal customer profile, which helps close the sale even before the appointment happens.

Farone also expounds on this to share her outlook on selling a product in the marketplace. She believes that lowering price or brute force selling doesn’t fully maximize your resources. Having a more surgically targeted message of a product’s features hits the very core of why you sell. It’s about offering a solution to a business problem.

Farone shares her leadership insights as far as employee recruitment and retention are concerned. She thinks companies need to treat hiring like finding a customer. Paint a persona of the people in the position you are looking to fill. Then get creative to perform actions that appeal to that demographic. An example she shares would be towards maximizing your company’s appeal to attracting more women professionals. Offering childcare support, onsite daycare, or flexible working schedules to accommodate children staying at home due to Covid would make a company get top talent and retain the ones they have engaged.

The episode provides a full, well-rounded insight on marketing as marcom becomes even more significant in the digital age. Farone has thought-provoking ideas that will tickle the intelligence of business leaders.

LinkedIn - https://www.linkedin.com/in/mackenziefaronemba/

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Insights on Podcasting and Its Impact on Business Marketing with Laura Hoffman of ThruWave, Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 22 Nov 2021 00:00:00 -0500

Laura Hoffman, head of marketing and communications at ThruWave Inc, has a great exchange of ideas with host Ledge about podcasting. She shares her outlook on its importance to marketing, current trends, and its future.

Hoffman, who built a strong career working at large companies’ marketing departments, felt burnt out and broken. She took a sabbatical and listened to podcasts. Aside from developing her acumen, she also discovered their potential in marketing.

Podcasting draws a captured and engaged audience. Hoffman has studied how several companies use the platform as a digital broadcast channel. Marketing departments are willing to pay significant money per episode to feature their leaders or products on the podcasts.

Ledge and Hoffman also discuss how podcasting promotes thought leadership. Podcasting can deliver content that’s not only consistent but truly engaging. Highlighting other people’s expertise allows the promotion of both parties in a mutually beneficial arrangement.

Hoffman believes that podcasting is already close to surpassing early adoption and is ripe for mainstream. Some aspects include multiple applications supporting the medium. Technologies that comb through audio and display searchable content on podcasts have also helped bolster its popularity.

In the marketing realm and looking at ways to bolster your campaigns? Tune in to an expert marketer who discusses the validity of podcasting and why podcasting matters in the coming years.

LinkedIn - https://www.linkedin.com/in/laurahoffman/

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Strategic CFO Support for Startups with Scott Sehon of Mod 4 Finance

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 18 Nov 2021 00:00:00 -0500

Scott Sehon, owner of Mod 4 Finance, talks about his leap into entrepreneurship along with the importance of his business model. In 2017, Sehon took on his experience as capital and embarked on providing fractional CFO work for startups.

Sehon shares how he had to cast away his comfort zone to become an entrepreneur. He decided to go for it after seeing a dominant business problem in startups. Companies needed the strategic direction of a CFO but couldn’t afford to take one on full-time yet. His model is analogous to how SaaS works, but it uses expertise instead of software.

Sehon shares some of the top concerns when he takes on a startup client. Not being aware of the company’s cash position in the present or future is one of them. The other is the absence of a tighter rigor around the formulation or adherence to a budget.

Budgets are not just spreadsheets that contain financial numbers — they are a roadmap for the business direction. Sehon explains that the budget should involve every leader in the business. It should also include flexibility to pivot towards an expense, but will have to be adjusted so it remains in balance.

Business leaders who tune into this episode will gain key insight into startup financials and how to plan their business roadmap with Sohen’s expertise.

Website - mod4.finance
Email - Scott@mod4.finance

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Perspectives on Marketing and Being a Female Business Leader with Filippa Noghani of Virtusa

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 17 Nov 2021 00:00:00 -0500

Filippa Noghani, Head of Marketing BFS and Strategic Accounts at Virtusa, shares her insights on working at both startups and large companies. She also shares her experience sitting on the Board and being Marketing Chair of NYC Fintech for Women, an organization that helps level the playing field for female business leaders in Fintech. She threshes out comparisons from her marketing experience. In addition, she lends her perspective as a female business leader in the workplace.

Noghani takes a deep dive into the differences between startup marketing and traditional marketing. In startups, the marketing team needs to be involved with every department: Product, R&D, Sales, Customer Experience. All are heavily involved in helping make the company successful. More traditional marketing is about creating the copy and continuing with brand promotion.

It’s important to make sure that marketing is seen as a partner in generating revenue, rather than being the role of the sales team alone. Running market research and understanding your customer base are essentials for successfully selling your product and growing your company.

Noghani talks about striking a balance at the workplace. As a woman, she has experience of having to continually work on messaging while standing her ground on ideas. She advises a firm but diplomatic path. And working for someone who values your insight—that’s more precious than pay and should be cherished.

Senior business leaders must be mindful of taking care of their employees. Demonstrating to employees that you are emotionally invested in them goes a long way. They spend a lot of their time at work, so investment beyond the financial level is crucial.

Business leaders wanting to expand their marketing reach will find this educational. There’s also some great insight on diversity and workplace culture that can be picked up on this episode.

LinkedIn: https://www.linkedin.com/in/fnoghani/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere in the globe.

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Founding a Startup That Helps Startups with Yin Wu of Pulley

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 15 Nov 2021 00:00:00 -0500

Yin Wu, the founder of Pulley, discusses how her solution tackles the core of every startup: equity capitalization. The cap table is vital to a startup because it reflects the company’s value. This means that every performance indicator leads to this.

Wu states that equity is the single asset that can multiply 1,000 times. This makes it a very powerful asset. Despite this, she has seen many founders not utilizing this to its full potential. Some issues include not planning the equity distribution correctly. This includes releasing too many stocks early on while still diluted. Wu emphasizes that knowing your value at various points is essential for success in leveraging equity.

Equity is also a great way to draw immense talent to a startup. Startups don’t have deep pockets. But they make up for this by affording employees the chance of entering a future skyscraper on the ground floor. Having full command of your equity situation can allow you to build your company with the best people.

Wu also talks about taking risks and balancing family life with founding a startup. She stresses the importance of opportunity cost as a risk-mitigating factor. Take risks but realize when to pivot when it isn’t working. Staying too long is more damaging as you lose other opportunities you could jump on.

Get captivating insight on leveraging and maximizing your cap table. Learn when to use this for funding, hiring, or bootstrapping, by listening in to one of the brightest startup stars.

Y Combinator - https://www.ycomb
Cooley - https://www.cooley.com/
Clerkie - https://www.clerkie.io/
Stripe Atlas - https://stripe.com/atlas
Twitter - @YinYinWu
Website - https://pulley.com/

This episode is brought to you by Content Allies.

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Building a Marketplace Platform with Solid Strategy and Happy Participants with David Ciccarelli of Voices.com

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 18 Oct 2021 00:00:00 -0400

David Ciccarelli, co-founder and CEO of Voices.com, shares how his startup in 2005 has ended up being the largest marketplace for voice talent. With over one million members spanning 160 countries, the platform generates 5,000 jobs a month.

He shares the four pillars to the success of a marketplace: 1) having a healthy number of participants, balanced on the supply and demand side, 2) making sure high-quality information is shared, 3) the exchange of products needs to be encouraged to stay within the marketplace, and 4) there has to be an established and reliable currency for the exchange.

Ciccarelli’s strategy of focusing on voice talent has been a key part of the company’s success. With a global annual spend of four to five billion dollars, this niche was definitely worth concentrating on. He explains that discipline on the vision is essential. However, if you see patterns and consistent demands from customers, you need to think of iterating your product.

Keeping all participants happy via a transparent, shared success culture is essential. The company uses Gross Services Value as its indicator of marketplace health. This means that clients and suppliers are not going off-platform. They are returning based on Voices.com’s value, trust, price, and quality of talent.

Email - david@voices.com
Website - voices.com

This episode is brought to you by Remote.

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Valuable Startup Lessons from an Innovative FinTech Company with Jeffrey Hull of Savvy Financial

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 07 Oct 2021 00:00:00 -0400

Jeffrey Hull, Founder of Savvy Financial, shares his startup journey with Ledge. As most startup founders can relate to, the path he has taken is laden with adjustments and iterations. SavvyFi empowers families to save for college and pay off student debt with the help of gifts from friends and family and cashback rewards.

Hull talks about the importance of being flexible with your product. It’s important to be able to adapt to how the market responds. It’s always best practice to pre-solve on paper. But no matter how good it looks, you will never be able to solve everything ahead of time. Be prepared to solve the challenges that come up.

His next key learning is especially valuable: No matter how tempting it is to solve the problem yourself, get someone in who has solved that problem before. The amount of money you pay for the experience and time saved is a worthwhile investment. Find people who are motivated to solve problems; they are the best culture fit for it.

Hull wraps up the podcast by reiterating the importance of looking after your mental health as a founder. He opts to choose his attitude and gain strength from his family. Burning off energy at the gym or finding a way to accomplish a win early in the day will prepare you for the challenges that lay ahead.

Founders will find they are not alone in dealing with the rigors of a startup. Listening to successful journeys like Hull’s can deliver that much-needed motivational kick.

LinkedIn - https://www.linkedin.com/company/savvyfi/
Website - savvyfi.co
Email - jhull@savvyfi.co

This episode is brought to you by Content Allies.

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This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere in the globe.

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Disclosure:

Savvy Financial, Inc. (“SavvyFi”) is an investment adviser registered with the Securities and Exchange Commission.

Nothing in this presentation should be construed as investment, legal, tax, regulatory or accounting advice. Prospective investors should consult with their own legal, regulatory, tax, business, investment, financial and accounting advisers.

All investing involves risk, including the possible loss of money you invest, and past performance does not guarantee future performance. Any historical returns, expected returns, or probability projections discussed are provided for informational and illustrative purposes, and may not reflect actual future performance.

For more information, visit https://savvyfi.co.

Customer Engagement and Product: A Case Study from Podcasting with Dave Zohrob of Chartable

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 06 Oct 2021 00:00:00 -0400

Dave Zohrob, co-founder & CEO of Chartable, joins Jake Jorgovan to talk about his startup journey. Chartable helps podcast producers and advertisers with analytics and attribution which provide valuable insight on views, campaign results, and reach.

Zohrob shares that the company’s value lies with the product. Zohrob started podcasting after leaving his job. This allowed him to understand the business problems faced by podcasters. His pedigree in engineering, along with his co-founder, made it possible to make an efficient and effective product. He was able to make Chartable agnostic for any industry and audience.

Being customers of their own product allowed them to remain engaged with their customer base. Customer feedback has been a contributor to some of their most valuable features. One of their best features, the lead feeder which shows which companies listened to the podcast, was actually brought up by customer feedback.

Zohrob’s outlook on podcasting as a marketing tool is extremely bullish. Even though this channel has been around for about 15 years, he sees it peaking more than ever now. This prompts him to talk about the right timing even for the best of ideas. The environment, technology, and people’s outlook all play into its success.

Having a great product that is aligned with customer needs has made the product their best salesperson.

Founders interested in podcasting as a channel will find the discussion extremely interesting. Startups that have a great idea but want to see traction on it will also draw inspiration from this episode.

Website - chartable.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.

Get 50% off Remote’s full suite of global business solutions for your first employee for 3 months. Visit remote.com/leaders

and use the promo code LEADERS.

Using Transformation, Teamwork, and Timing to Ensure Success with François Boissel and Fred Cogny of Novadiscovery

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 04 Oct 2021 00:00:00 -0400

François Boissel, CEO and Co-Founder at Novadiscovery & Frederic Cogny, CTO, join Ledge in today’s podcast which is filled with double the learning. This co-founding duo established a company that enables simulations of clinical trials. Their approach ensures better accuracy, quicker approval, and more affordable trials.

The pair talk about their startup journey, one which involves pivoting from a consulting to a professional services approach. Both approaches carry value to clients, but consulting tends to be costly and impractical in the long-run. Professional services like setting up a SaaS platform can provide sustainable solutions to business problems. Boissel attributes their successful transformation to hiring a COO who went through the same exercise.

Cogny talks about bringing in varied experts to work together. On one hand there are the developers who build the models and platform; on the other, biotech experts who provide the content. There are challenges as far as making them communicate and work together, but this can be overcome by hiring the right people and keeping them aligned to the same vision.

Both guests share how the company would not have come about if not for a period of crisis. Boissel and Cogny both came from Lehman Brothers, where they experienced the turbulent financial crisis and opted to found the company based on Boissel’s father’s vision. They emphasize that moments of setbacks can actually become the catalyst for change and trigger the right timing.

Founders and business leaders will find this discussion very enriching.

Linkedin - François Boissel - https://www.linkedin.com/in/fran%C3%A7ois-henri-boissel-54785717/
LinkedIn - https://www.linkedin.com/in/fred-cogny-4200aa1/

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

This episode is brought to you by Remote.

Remote working is now becoming the standard of great employment in today’s world.

If you want to embark on this transformation but don’t know how, Remote can help you. Remote offers the best HR solutions like benefits and payroll anywhere on the globe.

Get 50% off Remote’s full suite of global business solutions for your first employee for 3 months. Visit remote.com/leaders and use the promo code LEADERS.

Improving the Fund Industry Using Technology with Kevin Walkup of Harmonate

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 23 Sep 2021 00:00:00 -0400

Kevin Walkup, CEO at Harmonate talks about bringing technology and change to a very traditional industry. His company works with the funding industry. It is an industry that is very risk-averse and extremely careful about handling the finances of its investors.

Regulatory pressure and the demand for transparency are factors on the horizon that are fueling the changes in the industry. Walkup says that this makes it the right time to implement technology and automation. Their initial client was able to reduce process times from two weeks to 24 hours. In an industry where 99% accuracy still isn’t enough, this greatly relieves financial pressures.

Walkup shares his startup journey and is a big proponent of working as a team. He attributes their success to hiring the right people. On the other end, he also insists that maintaining the right relationships is crucial to success. He cites an example where a previous client became the company that helped get his startup off the ground.

Walkup also shares that as long as you have the fundamental business principles right, then you can succeed in any industry. These principles are doing things in the right order; hiring the right team; having discipline and rigor around corporate mechanisms; and having values such as transparency.

Startup founders looking to change traditional industries will find this discussion very inspiring.

Email - kwalkup@harmonate.com
Website - https://harmonate.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Perspectives in Marketing Principles and Careers from a Unicorn CMO with Paul Cowan of FreshBooks

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 22 Sep 2021 04:16:29 -0400

Paul Cowan, Chief Marketing Officer at FreshBooks joins the podcast. The startup recently achieved unicorn status after obtaining $130 million in funding.

Cowan shares that the product must be aligned with the customer experience. He thinks marketing should be more actively involved in this. Being able to connect the customer insights with the product ensures a better experience. It also allows you to stay the course to develop raving fans.

On a personal note, Cowan shares his career journey. Moving from employee to founder and exploring startups and enterprises was the path he took. Whilst not setting out to do so, he has expanded his skills by going through this cycle. He recommends that you choose a company that you feel passionate about because that can fuel you to go further. It makes it seem less like work and more like doing what you love.

Cowan believes that sales and marketing should work together on telling the story of the company and the product. Sales delivers the story while marketing helps create that story. He talks about the case study of the Dollar Shave Club in a market where product innovation is practically absent. With tight pricing, the differentiator was ads that spoke to the audience in a way they could identify with.

Gain a clearer understanding of the importance of marketing and a marketing career from a unicorn marketing leader’s perspective.

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Customer-Focused Revenue Growth with Sri Ayyeppen of Argano

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 20 Sep 2021 12:10:00 -0400

Sri Ayyeppen, CRO at Argano shares his vision of facilitating the age of digital customization for customers across multiple industries on today’s podcast.

Ayyeppen describes today’s business landscape as customers wanting the simplest solution on the side facing them. This necessitates a complex back-end that contains infinite loops of customer journeys. His company helps provide the expertise to solve the complexities behind that.

Several elements are needed for this. Hiring the right people is the first thing that comes to mind for Ayyeppen. Reflecting culture-fit as much as skill-fit, he hires people who enjoy solving complicated problems.

The next element is being able to understand the customer’s products and their business. Understanding their business problems more than they do is vital. This positions you as a trusted advisor, which brings immense value to your customer.

Ayyeppen views revenue growth holistically. Keeping the focus on customers sustains the revenue through long-term relationships and expanded value. This allows you to expand your capabilities and sell to more customers as well.

Ayyeppen also shares his vision of a future post-pandemic business world. He thinks that flexibility is now a business necessity. Companies will need to prepare agile systems and processes. Helping provide expertise to accomplish this will be imperative.

Business leaders looking at maximizing their revenue and focusing on their customers will gain a lot from Ayyeppen’s insightful comments.

LinkedIn - https://www.linkedin.com/in/sriayyeppen/
Twitter - https://twitter.com/SriAyyeppen

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Building a Digital Front Door Healthcare Solution by Bootstrapping with Keith Algozzine of UCM Digital Health

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 16 Sep 2021 12:10:52 -0400

Keith Algozzine, Founder and CEO at UCM Digital Health joins co-host Ledge for an insightful discussion on starting your business. UCM Digital Health is a revolutionary player in transforming healthcare. It does this by taking the burden off the ER and into the digital space.

Healthcare is a complex sector. Regulatory, legal, and technological issues all contribute to this, as well as the stress of impacting actual human lives. Algozzine sees the business problems from these complexities as great opportunities. This is what inspired him, as a healthcare professional, to proactively find a solution.

He shares the importance of leveraging your expertise and experience when founding your company. In the case of UCM, Algozzine saw that his team’s strength was in their expertise in ER and patient care, so they focused heavily on these areas. This allowed them to create a minimum viable product that was technologically bare-boned but carried a lot of value in terms of patient value.

One very important lesson from UCM’s startup journey was its heavy focus on bootstrap methodology. The company took an extremely conservative approach, using revenue as its capital. Founders who use this method place immense value on their customers and their products. Algozzine thinks this is a key differentiator for them; He only devoted his full-time energy after hitting the $1 million run rate milestone in year three.

Startup founders can gain an immense understanding of the importance of bootstrapping and how to pull it off from this episode.

LinkedIn - https://www.linkedin.com/in/keith-algozzine-4a5996a7/
LinkedIn - https://www.linkedin.com/company/ucmdigitalhealth/

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Achieving More with What You Have through Strategy, with Khalil Stultz

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 13 Sep 2021 00:00:00 -0400

Khalil Stultz, Growth Strategist, joins Ledge to share his insights around using strategy to accomplish more. He also talks about development and mindset to take your business to the next level.

Stultz is an advocate of finding the simplest changes and improving on them. This allows businesses to improve without the need to invest more. This approach can emanate from any area, such as the sales process, operations, or customer success.

One example of this strategic focus is in business growth. It can be done through getting more customers, increasing the transaction size, or increasing what the client currently buys from you. Most businesses go for the first option. This requires additional investment not only on the sales side but also on post-sales. Stultz argues that focusing on maximizing current clients or increasing transaction sizes can be more efficient while achieving the same results.

This strategic approach also depends heavily on development. Focus on habits that compound into rewards over time. This covers both personal and business-wide development.

Stultz also recommends that you provide value and help others first before seeking something in return. This establishes your capability and your authority. It can be the foundation for future customers as those you help will seek you out.

Stultz shares an extremely insightful approach that business leaders may overlook as they get busy with execution. Gaining this perspective can allow you to earn a significant gain without the need to spend much.

LinkedIn - https://www.linkedin.com/in/khalilstultz/
Email - khalil@iknowaguy.network

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Doing More in Less Time with the Right Team and Tech, with Cindy Jordan of Pyx Health

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 25 Aug 2021 00:00:00 -0400

Cindy Jordan, CEO at Pyx Health, shows us how passion and purpose are equally as important as funding when starting up a company. She founded Pyx Health to help identify and intervene for loneliness. Loneliness is an indicator of depression, an illness that has led to the loss of many young lives.

Jordan shares her thought process on building the product. The application, while built on technology, has built its foundation on human interaction. The technology part is powered by algorithms built to detect patterns or application behaviors that signify loneliness. Human specialists then swoop in to intervene and check on the user. This shows that even if your end-result requires high human interactions, technology can amplify your effectiveness.

Jordan emphasizes her passion towards helping people with loneliness with her people hiring and leadership style. Pyx Health prioritizes hiring based on culture fit and objectives. They find it important to be transparent with their beliefs and vision, and this leads to behaviors that are consistent with the company’s values.

Another of this episode’s key takeaways is the use of assessment tools to determine your work style and approach. Jordan is a big fan of the Hermann Brain Dominance Instrument, or HBDI. It helps colleagues know team members’ approach to stress, thinking style, and motivational keys. Knowing the strengths and opportunities of your team can help you strategize how to best allocate resources towards the goal.

Gain great insight on working together as a team and with technology to solve insurmountable goals.

Email - cindy@pyxhealth.com
Personality Assessment Tool - Hermann Brain Dominance Instrument

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Scaling Your Startup Sustainably Through More Deliberate Steps with Justin Nassiri of Captivate.ai

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 23 Aug 2021 00:00:00 -0400

Justin Nassiri, Founder & CEO at Captivate.ai, joins co-host Ledge for a great discussion on startups. Nassiri, a veteran, podcaster, and serial entrepreneur, has founded several startups and shares valuable lessons he has picked up along the way.

Startups don’t need to be an instant unicorn. Many founders have become enamored with the concept of raising millions based on a great idea. In reality, taking more deliberate steps can lead to more sustainable gains.

This more deliberate approach begins even before your startup. Nassiri talks about the importance of learning corporate organization and processes during your career. While employed, absorb and reflect on processes like human resources, technology, operations, and others. Learning these areas will save you time and money in your future startup.

Nassiri is also a proponent of bootstrapping. Product acceleration through customer discovery is one thing a founder should focus on. It takes the same amount of energy as raising capital but has more advantages. Aside from not owing investors, it permits more independence for your company to align with your vision.

Another key benefit of a sustainable approach is with scaling people, and Nassiri shares the benefit of hiring contractors. Documenting processes allows you to onboard people who can wear some of the hats you are wearing. And if managed well by a project management tool like Monday.com or hired on a platform like Upwork, contractors will bring expertise without sucking up too much of your time.

Existing and aspiring founders will find this episode inspiring. Taking a different, deliberate but sustainable approach will guarantee your startup’s long-term success.

Website - captivate.ai
Email - justin@captivate.ai
LinkedIn - https://www.linkedin.com/in/justinnassiri/
Book - Jarvis, P. (2020). Company of One: Why staying small is the next big thing for business. Mariner Books, Houghton Mifflin Harcourt.

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Making an Impact in Curing Cancer through People Leadership and Technology with Marie E Lamont of Inteliquet

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 19 Aug 2021 00:00:00 -0400

Marie E Lamont, President / COO at Inteliquet shares how leading people and leveraging technology can help cure cancer. Inteliquet drastically cuts the extra cost and time for cancer centers looking to use clinical trials on their patients. It does this by using AI and NLP to accelerate the application of trials.

Lamont gives several valuable insights on leadership. Leadership is recognizing your capabilities and gaps. Then quickly fill these gaps with capable, skilled people who can help you. Aside from their skills, the use of assessment tools to gauge their communication and work styles is a great best practice. It helps team members work more effectively by understanding each other better.

Lamont also talks about the importance of documenting proof to accelerate your startup. A great idea or product isn’t enough to gain adoption. It’s essential to get case studies underway. Startups should consider getting customers to be part of this early on, either through favorable pricing or leveraging relationships.

A key personal learning for her is being selective. This can also apply to your startup as well as an individual. Being selective with the opportunities gives you more time to focus on them. They have to fit into your roadmap and your specialization. It’s equally important to outline what you don’t want to do as well as what you want to do. This ensures that the time spent on an endeavor is quality time that makes you happy.

Tune in to expand your leadership style. Learn about how you can make different team members work together more effectively. Accelerate your startup’s market adoption by learning how to leverage your gains.

Email - mlamont@inteliquet.com
Website - https://inteliquet.com/

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Solving Multiple Business Problems with Data and Innovation with Alec Zopf of Wellth Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 18 Aug 2021 00:00:00 -0400

Alec Zopf, CTO and Cofounder of Wellth Inc. shares lessons in his startup journey. His company helps drive better and cost-effective outcomes in healthcare. It does this by motivating patients to develop healthier choices and habits.

The company’s approach to driving behavioral habit formation can be applied in any area. This is relevant in change management or personal development. When the reward is only visible after some time, Wellth finds ways to bring the reward forward. Following healthy options results in real-world rewards with a gamified tracking system. It’s something companies can also emulate for employee engagement or customer experience.

Zopf chose healthcare as his startup area because it is such a large sector. The potential for growth is really astounding in several categories. Despite the sector’s large footprint, there are still large areas for improvement on digital transformation. These business problems of inefficiencies have motivated Zopf to innovate using data and technology.

Zopf also talks about how founders and business leaders need to recharge and prioritize their mental state. Founders usually find themselves bearing the brunt of stressful situations. This can come in the form of not making payroll or the near-death of their company. He reminds us to do what we love in between the stressful situations. And not to worry about failure because there is always the capacity to start again with better learning.

Gain insights on motivation, mental well-being, and technology in healthcare. Founders can apply these to their company and watch it progress further.

Email - alec@wellthapp.com
Twitter - @aleczopf

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Transforming Ideas into Innovation with Harshit Jain of Doceree

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 16 Aug 2021 00:00:00 -0400

Harshit Jain, Founder and CEO at Doceree, joins Ledge to share his experience starting up a digital business in unproven territory. Doceree provides a programmatic marketing platform targeted specifically for physicians. It allows pharmaceutical companies and medical services providers to market their products directly to physicians through a digital platform.

Jain’s background helped inspire the creation of his product. Being both a physician and an advertiser allowed him to see a business problem, which was engaging with physicians on digital transparently and measurably.

Jain believes a key takeaway for startup founders is finding opportunity in every problem. Problems should not be seen as obstacles that stop your momentum. Instead, they exhibit a product need that visionary founders can fill. He shares the latest pandemic and being stuck in India as another problem with an opportunity. Using the time there, he was able to consolidate his team and gather enough data points to remotely bring to other markets.

His startup strategy combines a balance of risk and calculation. He launched the platform across two international markets, which were two representations of the global pharma markets. By working smartly even with stretched resources, he was able to gather enough data to further innovate the product.

Jain closes off by emphasizing the importance of empowering your people. Hire the right people and get out of their way so they can succeed. He also believes in the power of building your network. Having different perspectives on the same idea can help progress it further into a solution.

Startup founders looking to take their idea to the next level can up their game by listening to Jain’s startup journey.

Website - https://doceree.com/
LinkedIn - https://www.linkedin.com/in/harshitjain/

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Turning Data Into Effective Cancer-Fighting Actions Using AI with Gerry Hogue of VieCure

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 12 Aug 2021 00:00:00 -0400

Gerry Hogue, President & Founder at VieCure, is joining the fight against cancer. His company is doing it by providing a unified AI-based platform that supports cancer treatment centers. VieCure takes all the data, treatments, and operational logistics involved and puts them together into a single platform. This macro approach ensures treatments are targeted, efficient, and also more economical by saving a lot of time.

Creating a product that helps cure cancer is not an easy task. Hogue says that their approach was not just targeted towards aiding physicians. The platform helps every aspect of the cancer treatment center. The platform supports tracking treatments and medicine, nursing care, physicians, and even operations management of the center. Focusing on every aspect has helped bolster the value of the platform.

More on product development, Hogue shares some key takeaways on this. Founders need to be humble enough to know that their original product isn’t the final one to go for. It’s essential to perform a lot of customer discovery.

AI needs a lot of organized data input to get it off the ground. With cancer treatment centers extremely busy, every second counts. Hogue shares how part of their solution was to create ways for data points to be gathered discreetly. They were able to do this by spending time on the ground to understand the entire workflow process as it unfolds.

A key part of every startup is refining an idea and turning it into a product. Following Hogue’s approach to building a product that helps cure cancer can be a great application to your startup.

Email - gerry.hogue@viecure.com

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Using Lean Startup to Be Flexible with the Market’s Needs with Ted Gutierrez of SecurityGate.io

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 11 Aug 2021 00:00:00 -0400

Ted Gutierrez, CEO at SecurityGate.io, joins the show on a great discussion about product creation and pricing strategies that match the market. Gutierrez carries extensive experience in securing critical infrastructure. His startup takes security audits and compliance measures to the next level through a SaaS platform.

Sharing key points from his startup journey, Gutierrez and Ledge talk about the importance of pricing in market strategy. It’s essential to study the market and ensure the perfect timing is in place. You can’t raise prices too high, even with a premium product, or you won’t be competitive. You can’t price too low either as it will affect fundraising later in the game.

Gutierrez also shares the importance of customer discovery consistently through the life cycle of your startup. Having a thorough discussion with your customers can help determine the roadmap for your product features. One hack he shares is getting customers who really need particular features to sponsor the update. This can come in the form of a price increase or contract extension.

Another key insight from the podcast is the approach to raising capital. Gutierrez, an advocate of lean startup, emphasizes the need to bootstrap and rely on revenue. Raising capital on an idea can be risky, but relying on revenue keeps you committed. He stresses the importance of flexibility to adjust to changing scenarios and environments.

Resources

Email - ted@securitygate.io
Phone - 1.713.344.6351

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Transforming Ideas into Innovation through Empowerment and Belief, with Gareth Genner of Trust Stamp

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 09 Aug 2021 00:00:00 -0400

Gareth Genner, Co-founder and CEO at Trust Stamp, joins this episode to discuss how empowering people to run with ideas leads to innovation. He also talks about how he was able to find amazing talent by giving opportunities and training to people from various geographies.

Trust Stamp is a company that has found significance in today’s digital world. They provide a secure means of identifying individuals. Their differentiator is how they use various means to identify without keeping any biometric information on their end.

Genner, who is also an educator, talks about the power of letting an idea run independently across brilliant minds. His initial idea has gone through brilliant minds with doctorates and engineering degrees to evolve into their innovative product. A great lesson when so many founders are tempted to take control of every detail. Allowing a highly talented workforce to create the product following a vision produces the best results.

One startup lesson he shares is taking a chance on people and geographies. He utilizes proper education and training to bring out their potential. This strategy has worked well for Trust Stamp as he has built teams in Poland, Malta, and Rwanda. This has given him access to some very talented people, given an opportunity to the community, and has kept his costs in check.

Learn about successfully bringing an innovative idea to market using a talented workforce across multiple geographies. Expand your startup insight with the lessons from this episode.

Website - truststamp.com

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Enabling More Makers with No-Code Enterprise Software with Sagi Eliyahu of Tonkean

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 05 Aug 2021 00:00:00 -0400

Sagi Eliyahu, Co-Founder and CEO at Tonkean, joins Ledge to talk about his startup epiphany, particularly on the product side. His successful career in engineering and R&D opened his eyes to the business problems that various operational departments are burdened with. This holds especially true when they work with each other.

Eliyahu observes that the problem with software procurement is that they are siloed. Especially true in enterprises, departments purchase software based on their needs, and the moment different departments have to work together, the communication link breaks down.

This fuels reactions that are inefficient. The company may end up buying more software that solves that particular communication problem. They may also allocate their technology department’s resources to building their own solution from the ground up. Or they may end up doing things manually.

These reactions cost a lot, and result in change management, training, additional man-hours, and lost opportunities. Eliyahu stresses the importance of gauging personal ROI in business, and all of these things run counter to that.

Eliyahu foresees the evolution toward composable software, an optimal medium between cumbersome built-to-spec enterprise solutions and one-size fits-all SaaS that are usually purchased just for one feature. Tonkean’s no-code customization approach follows this cadence, and their success affirms Eliyahu’s vision.

Website - https://tonkean.com/
Maker Community - https://tonkean.com/adaptivops/

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Balancing Your Resources Is the Key to Startup Success with Bob Bickel of GiveSignup and RunSignup

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 04 Aug 2021 00:00:00 -0400

Bob Bickel, Founder at GiveSignup and RunSignup joins co-host Ledge to share how he converted his passion into a great startup company. Bickel has been a passionate runner since his collegiate athletic days. He built RunSignup to help race organizers like nonprofits efficiently raise the supporter experience.

Bickel cautions new founders who go all-in with their vision, convinced that their product is the new unicorn. Bickel urges founders to be cautious but not in a paralyzing way. Ensure that the product is a fit for the market before getting too ambitious. Constant testing and data-driven decisions are needed before huge capital decisions.

Bickel’s approach is consistent with how he grew RunSignup and the incubation of GiveSignup. He methodically studies the market share and determines the right customer profile. He found a need for a solution—race organizers didn’t get what they needed from various software platforms. He then studied the feasibility of it in the market. With limited growth and the market capping at about a billion dollars annually, it was still worth it as he saw the capacity to capture a big chunk of this market share.

This same limited growth is what has fueled Bickel’s companies to be hyper-focused on customer success. The average revenue per customer is $300 in the first year, but that grows exponentially to $3000 in the tenth year. Great customer experience tied into their success has enabled them to have great relationships with customers.

Startup founders will benefit from the wealth of experience Bickel brings to the table and shares on this episode. His deliberate, analytical approach combined with his passion for customer success will provide great insight for your business.

Website - bobbickel.com
Email - bob.bickel@givesignup.org

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Startup Leadership Fundamentals with Erik Kostelnik of Postal.io

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 02 Aug 2021 00:00:00 -0400

Erik Kostelnik, Founder/CEO at Postal.io, talks about the impact and effect of offline marketing campaigns. Offline marketing campaigns refer to direct mail, handwritten notes, gifts, or corporate swag. With marketing efforts pivoting to digital due to its reach and convenience, Kostelnik argues that offline is now even more significant. His case studies have shown a 20% increase in conversion through effective use of offline campaigns.

He identifies this opportunity and solves the business problem of logistical inefficiencies when mounting these campaigns. With corporate offline spend amounting to about $125B a year, his platform gives corporations bang for their marketing buck through automations and seamless communication across channels.

Kostelnik goes on to share key learnings from his startup journeys. A major learning point is to find people who aren’t like you. It’s important to find people who bring different skills and ideas to the table. Kostelnik reinforces setting up the right vision, so even with different backgrounds you are all still aligned.

Another important point is to trust the people you hire and not micromanage them. Allow them to fail with little fires, but support them and direct the right resources to fight the bigger fires. If fires continue to erupt around the same areas, then it’s not a people problem, but rather a process issue that may be related to the core product of the business.

Finally, Kostelnik emphasizes the need to commit and stake your claim to your startup idea. A founder needs to think long and hard about what they will be doing in the next five to ten years, bounce their ideas off their network or mentors, then invest into it.

Startup founders and business leaders will learn a ton of leadership insights from this episode. From product strategy to people leadership to growth hacking, the episode is full of great lessons.

https://www.linkedin.com/in/erikkostelnik/

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Simplifying Alignment of Goals and People, with Michael Cheng of Lumen5

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 29 Jul 2021 00:00:00 -0400

In this episode of Leaders of B2B podcast, Michael Cheng, CEO and Co-Founder of Lumen5, shares what he learned on his entrepreneurial journey leading to the development of Lumen5. He emphasizes simplifying the alignment of people with the small company’s vision, mission, and unique differentiating proposition. The company now has 40+ staff on the books.

Lumen5 is a SaaS business; a video creation platform that’s helped 1000s of people who have never created videos before to be able to create their own professional-looking videos for marketing and communications purposes.

In this discussion, you can expect to hear about:

The transition from running an agency to starting a tech company, and the lessons learned.
Lumen5’s journey, and building the first minimum viable product.
The financial approach taken.
Hiring a marketing team and what they look for in candidates. Since Michael’s background is marketing, he knows there must be a good balance between logic and magic; if the team is too far on the logic end, you end up with projects that are more targeted at revenue or engagement or funnel optimizations. If it's too far on the magic side, you’ll get crazy creative campaigns.
The company’s hiring process, and how they use a “skill and will” model: do they have the skill to do the work? And do they have the will to do the work? Both are necessary.
The framework they use to align team members to the company’s vision and mission.
What Michael would do differently if he could go back to the start of his entrepreneurial journey, and how he would practice discipline, patience, and focus.

Resources Mentioned:

Woody Cookie
Sniply
Wix
Squarespace
Reddit
Adobe Premiere
After Effects
PowerPoint
Canva
Instagram
Design Pickle
EOS framework from the book Traction by Gino Wickman.
People Analyzer

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Enhancing Your Digital Marketing Strategy with Micro-influencers with Vinod Varma of Creator.co

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 28 Jul 2021 00:00:00 -0400

Vinod Varma, Co-Founder & CEO at Creator.co, joins us to talk about how he is making digital marketing much easier for brands and content providers to meet and collaborate.

Influencer marketing using creator influencers is a great way to build a company’s digital marketing footprint. First, it provides an organic way to firm up content that features your products. Second, it provides endorsements to your brand from an online authority figure. And third, it creates a lasting impression of your brand in a creative way.

Creator influencers consider working with brands a win, too. First, there’s the sponsorship and monetization from the engagement. Second, it boosts their portfolio with an additional client that trusts them. Third, it expands their followers with the brand’s natural audience also tuning in to them.

Varma’s ecosystem provides a solution to the inefficient way of finding each other. The ecosystem allows creators to find the brands they want to work with. Finding brands that fit into an influencer’s strategy is very important, and this ensures that brands get creators who really want to work with them.

Creator.co also provides valuable data through their dashboard and automation features. This allows companies to see how the creators they are working with are reaching the intended audience. This is extremely useful for AB testing campaigns using the user-generated content.

One other differentiator that Creator.co brings to the table is leveraging micro-influencers on their ecosystem. Micro-influencers with upwards of 1,000 followers provide brands with a higher chance of success as they reach a varied audience. A brand is more likely to find a perfect match for their campaigns instead of competing head-on against celebrity influencers.

Finally Varma shares an exclusive insight on the launch of an exciting new affiliate program for brands to join. They are launching this next month and it will be a great opportunity to use their ecosystem and earn money promoting it.

Learn more about the startup journey of this fantastic ecosystem and using influencers in digital marketing by tuning in to this episode.

Linkedin - https://www.linkedin.com/in/vinod-varma/
vinod@creator.co

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Bridging Innovation with Compliance in the Financial Sector with Jim Brusstar of Treasury Prime

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 26 Jul 2021 00:00:00 -0400

Jim Brusstar, President and Co-Founder at Treasury Prime joins Ledge in a podcast about innovation in a traditional institution. Treasury Prime aims to connect visionary FinTechs with innovative banks. It plans to do this by taking legacy technology and making it easier for developers to integrate through APIs.

Banking and finance are always at the top of any list of the most traditional industries. Their stricter regulatory policies, audit scrutiny, and sensitivity to the impact of financial transactions mean that modernization is a challenge. These waters are what Treasury Prime looks at navigating, by using the right technology with banks that are open to some form of innovation.

Brusstar aims to solve this larger business problem by helping developers connect and integrate with banks through the use of Treasury Prime´s solutions. He plans to take advantage of cloud-based platforms. Moving to the cloud presents multiple advantages since it allows FinTech to become more cost-effective. This allows smaller banks to invest in it. It also provides a better experience for customers through a product standard.

Brusstar talks about the challenges he faces regarding the difference in the culture of banks as opposed to startups. He says that being on both sides of the fence as a differentiator has given him an advantage in understanding each side. He also stresses the importance of business leaders tailoring their product to every aspect of their customers´ spectrum.

Startup founders can learn how to push innovation when faced with traditional resistance in this episode. Find great ways to understand your market and your partners to create that innovative product.

Resources mentioned:

Email - jim@treasuryprime.com

This episode is brought to you by Content Allies.

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Building Successful Teams is the Key to Startup Success with Arman Eshraghi of Qrvey

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 22 Jul 2021 00:00:00 -0400

Arman Eshraghi, Founder and CEO at Qrvey joins co-host Ledge on the podcast. He shares a wealth of knowledge on software, analytics, and how they fit into the SaaS market. Eshraghi also emphasizes the importance of selecting and empowering your team.

Eshraghi starts by explaining how he decided on offering analytics for SaaS companies. Businesses use analytics to fuel data-driven decisions and sift through gargantuan amounts of data. He targeted SaaS companies because they need analytics for themselves and their customers. Plus they would rather subscribe to a service rather than build a data analytics infrastructure.

Qrvey is a prime example of studying the market to develop the right vision and strategy. Eshraghi reflects on the previous software companies he founded. In the past, the software was at the mercy of the dominant operating system and the hardware infrastructure. Today, systems are serverless and agnostic on operating systems. As a result, Eshraghi now prioritizes the market over product perfection. He cautions against getting too caught up in trying to make the product better, only to deviate from the path of what the market actually wants.

Eshraghi's continued emphasis on the right team is the pillar of his startup success. He summarizes the key success factors for a business as having the right product fit for the market, discipline to execute, capital, and most importantly the right team. Without the latter, none of the rest will happen.

This podcast provides business leaders with a great approach to product-market fit. Get key insight on leading your team so they are fully engaged towards your objectives.

Resources:

Linkedin - https://www.linkedin.com/in/aeshraghi/
Twitter - @Arman123
Website - qrvey.com
Email - arman@qrvey.com

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Jumping from Software into Healthcare, with Edmundo Gonzalez of Marpai Health

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 21 Jul 2021 00:00:00 -0400

In this episode of Leaders of B2B, we bring you Edmundo Gonzalez, Co-Founder and CEO of Marpai Health.

A fascinating startup journey, Edmundo’s background is in technology, and the business began as a software company and then jumped into a totally different niche. Now it’s a healthcare company that uses technology to bring clients the SMART Health Plan Services System, a system that transforms their clients’ health plan into a health empowerment tool. The system is powered by very advanced artificial intelligence, so clients can be proactive with guidance that leads to improved health and savings.

The conversation centers on how the business adds value in the healthcare industry. The following topics are covered:

How they made the jump from being a software company to a healthcare administrator.
What the company does and how they use technology to predict healthcare scenarios.
Their rules of hiring people and the kind of people they look for.
The hardest parts of their greatest challenges.
How their team goes about prioritizing running things.
How Edmundo deems something a success or failure.
Measuring and tracking outcomes.
Edmundo’s thoughts about the future of healthcare.
The advice our guest would give his younger self, and what we can all learn from it.

Resources Mentioned:

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Scaling a Startup Fast, with Andrew Butt of Enable

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 19 Jul 2021 00:00:00 -0400

In this episode of Leaders of B2B podcast, Andrew Butt, Co-Founder and CEO at Enable—a cloud-based B2B software solution for rebate management—shares the journey of the business that was only launched in 2017, but today employs a team of 150+.

The company was ranked in the Sunday Times as the 50th fastest growing private technology company in Britain, and it’s also the largest in the UK.

In the discussion, hear the following:

Andrew’s personal entrepreneurial journey, and how it began as a teenager when he started building websites and registering domain names for people.
Why Enable was founded and the value it adds.
Key lessons learned from the startup’s journey.
Team building as they employed more people, and growing the leadership team.
Escaping velocity, and the need to get to it quickly.
Key areas that need to grow to increase revenue and scaling to the next phase.
The key metrics to track, and how they vary depending on company growth.
Future plans for Enable.

Resources Mentioned:

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Hiring Right, Using an Objective Process with Josh Millet of Criteria Corp

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 15 Jul 2021 00:00:00 -0400

Josh Millet, Founder and CEO of Criteria joins Ledge in a great discussion on the value of hiring the right people. Millet, a Ph.D. from Harvard, has founded two companies that focus on screening tools to make the right hire. His first company, Number2.com, was acquired by XAP in 2002. He founded Criteria in 2006 to take things to the next level.

Hiring the best talent that fits your organization is a tried and tested formula for a company’s success. It’s easier said than done, however. Predicting the right hire has been left to resume screening and interviewing. The former is too reliant on experience—and in today’s evolving business world, that may not be a relevant factor. The latter risks too much subjectivity and bias— never ideal for a right profile fit.

Millet talks about using an algorithm to intake large amounts of data points in order to determine the right hire. These points are used to come up with assessments focusing on cognitive ability, behavioral personality, and emotional intelligence.

The platform allows assessment tools to be deployed quickly and easily to applicants at home or on the move. Now all applicants can be screened with objective tests. The importance of this versus the old approach of only assessing a shortlist is significant. You get a larger data set to choose from and improve. You also have a higher likelihood of not missing out on the right hire.

The cost of a hire that doesn’t fit the role you envision can be high. Aside from rework and the time needed to correct a wrong hire, you also run the risk of eroding relationships and not fully maximizing your business.

Business leaders looking to hire the best people for their team will find some great ideas in this episode. Hiring the right people is vital to every business’s success.

Resources:

Website - criteriacorp.com

This episode is brought to you by Content Allies.

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Turning Crisis into Accomplishment with Maciej Gałkiewicz of Ragnarson

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 14 Jul 2021 00:00:00 -0400

Maciej Gałkiewicz, CEO at Ragnarson, joins host Jake Jorgovan on today’s Leaders of B2B podcast. His startup journey at the company has been hit by crisis and tragedy, but he explains how and why he continues to persevere.

Ragnarson is more than a traditional web development agency, and they employ innovative and revolutionary approaches to run the business.

One is not only focusing on development, but on investing in impact-driven startups. They’re particularly interested in investing in startups that look to make a difference in climate change, sustainability, and socio-economic inequalities.

Ragnarson also empowers employees to set their own increases and rates. They ensure employees are aware of the company’s financial standings, how the market pays, and how much each other receives. Then they have a transparent performance evaluation system that provides a clear understanding of where they stand. This approach targets transparency, involvement, and a sense of commitment among team members.

Gałkiewicz also shares the adversity he had to exhibit and overcome through various crises. From their founding CEO passing away to unexpected losses of clients, there have been plenty of reasons for them to call it quits. But by leaning on his team, practicing grit and determination, and learning from these events, they have emerged stronger than ever. He summarizes his startup learnings in two words: speed and courage. Act quickly and take the leap because yes, you can solve the risks associated with it.

Business leaders always find themselves in valleys in between peaks. This podcast helps inspire how you approach and overcome this.

Website - ragnarson.com

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Leveraging a Great Product to Enhance Your Growth Strategy with Abel Grunfeld of Riverside

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 12 Jul 2021 00:00:00 -0400

Abel Grunfeld, Head of Growth at Riverside, joins host Jake Jorgovan today. Riverside is a startup that helps creators like podcasters achieve their ‘why’ through user-friendly technology. The platform offers several advantages such as better audio and video capture quality, instant upload to the cloud to prevent loss of the material, and great editing tools.

Grunfeld shares that this great UX was accomplished through their product strategy approach. They patterned the product with their target user base in mind. Seeing a lot of creators using video conferencing tools like Zoom to record podcasts was an indicator that the market needed Riverside. So the product was built exactly to that specification, on both the front end and the back end.

Grunfeld talks about continuing the product roadmap of providing the right user experience for their creator customers. Improving the editing process and the core flow for creators is a key feature they are working on, which will allow creators to save a lot of time. Riverside equates this time savings as a competitive advantage that would make their platform a preferred one for their target ICP.

Grunfeld believes the biggest driver for their growth is the product. The product, initially used for political debates, has iterated and improved. He stresses the importance of listening to your users, their pain points, and putting yourself in their shoes. Once these align, you will have a valuable product to share with them.

Are you a business leader seeking to crack the strategy of aligning your product to customer needs? Then this episode is the right one for you.

Resources:

Website - Riverside.fm
Twitter - Riverside.fm
Twitter - AbelGrunfeld
LinkedIn - https://www.linkedin.com/in/abelgrunfeld/

This episode is brought to you by Content Allies.

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PR Tips For Startups, With Josh Inglis of Propllr

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 08 Jul 2021 00:00:00 -0400

This episode of Leaders of B2B brings exceptional value to B2B startups as we talk with Josh Inglis, Founder and CEO of Propllr, a company that does public relations and content marketing for startups.

Our discussion is full of exceptional tips as to how to get PR opportunities for your B2B startup.

Here’s some of what to expect:

The reasons why most of their clients hire them.
How to get seen by your target audience in publications.
Measuring the results of marketing and how to know the origins of where sales are coming from. For example, is it from your sales reps, or from SEO?
At what stage of a startup is it the right time to pay for PR?
Recommendations for companies that want to start getting some PR traction.
Some really good tips on how to become known in your local area.
How to use Google Alerts to create opportunities.
The mistakes people make with PR.
How to prepare for a PR interview. (Here are some notes by Propllr you can download: https://drive.google.com/file/d/16hbZSOqYTerv_7HV_f2R4N3dn11iS0wa/view)

Resources Mentioned:

Bonus gift for listeners! Email Josh at info@propllr.com, and he'll schedule a time to sit down with you and see how he can best help your startup. Or check out their blog for resources: https://blog.propllr.com.

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Almost Zero Churn Rate, with Patrick Chopson of Cove.tool

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 07 Jul 2021 00:00:00 -0400

In this episode of Leaders of B2B, Patrick Chopson, Co-Founder of Cove Tool, shares the journey of the company since it started in 2017.

Cove Tool is a web-based application that helps architects, engineers, contractors, and building owners make decisions around anything that affects green building. It covers the whole arc of the project from start to finish.

Last year 12,000 projects were run through the software; the equivalent of 5.3 million tonnes of CO2 emissions.

Business-wise, they boast some pretty amazing numbers, like a less than 0.01% churn rate, and a growth rate of 500% in one year.

How did they do it? We discuss:

How the company was started.
The business model structure, and how they tried a lot of different things first before they landed on the model that actually worked.
How the end goal forms the basis of everything they do—from features included, to how the subscription model works, to how they’ve structured their marketing.
How they get the word out (hint: good old email marketing is the best way to reach people in the industry).
What they tried and what failed.
How they’ve handled the integration process, because the software works with whatever software the client is already using.
How they gather and make decisions about data.
How they’ve leveraged their investors to get where they want to go.
How they raised capital to start.
How customer satisfaction keeps their churn rate at just about zero.
What advice they would give to others starting a business.

Resources Mentioned:

This episode is brought to you by Content Allies.

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We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

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Driving Transformation in Traditional Small and Medium Businesses with Jinesh Patel of UptimeHealth

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 05 Jul 2021 00:00:00 -0400

Jinesh Patel, Co-Founder and CEO at UptimeHealth, joins Ledge on this podcast episode of Leaders of B2B. UptimeHealth provides a SaaS platform that digitizes and automates medical device compliance and management. Their key customer profiles are small and medium providers that previously used manpower and a paper checklist for this business need.

Patel had to overcome hurdles usually faced in small to medium businesses with a more traditional pedigree. One of these hurdles was finding room in these businesses’ budgets. With the previous solution being a paper checklist, it was hard to gauge the return on investment on his offering.

Patel approached this by introducing a Minimum Viable Product to his early adopters. Allowing them to experience the value and benefits of digital transformation makes all the difference, particularly in efficiency and reducing costly mistakes in compliance. Once he got his core customer base, he was able to both improve the product and gather more interest that led to conversions.

Patel also talks about the value of finding co-founders who complement your skills. He says that having co-founders delivers a message that your vision is stronger. Having others believe in your vision is vital. They also help you in areas you are not an expert in. Patel served as his startup’s technical SME, which helped product and sales; his co-founder was his CTO and took care of the technical aspects.

Startup founders focused on markets that haven’t entirely adopted your product vision will find this episode extremely helpful.

jinesh@uptimehealth.com

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Starting a Technical Company When You’re Not Technical, With Chris Jordan of Omnidek

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 01 Jul 2021 00:00:00 -0400

In this episode of Leaders of B2B, Chris Jordan, CEO and Founder of Omnidek, a digital workplace, provides lessons and insights about starting the company as a non-technical person with a capital of $500.

Omnidek was founded in 2017 and in less than five years, has grown to about 20 staff members. Hear from Chris about:

How they raised capital
Timing and concept
Lessons learned

“It wasn’t as if we got some kind of huge slug of cash. Instead, we created the opportunity, and were very focused on what we were building, why, and the need for scale”. - Chris Jordan

Resources Mentioned:

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Thriving One-Year-Old Company, with Mark Colgan of Speak On Podcasts

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 30 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B Mark Colgan, Co-founder & CRO of Speak On Podcasts, a podcast guest booking service, shares the globally remote company’s journey to success—despite it not even being in existence a year ago! Today the business already boasts 16 employees.

It’s a conversation filled with valuable information for any entrepreneur; topics include:

How the company came about.
Types of companies that most benefit from podcasting as a growth strategy.
Advice for those who appear on podcasts.
Is there such a thing as sharing too much? What about if someone wants to copy your “secret sauce”?
What works best to acquire new clients in this particular area?
Time management when you’re doing a lot.
Recruiting, skill sets, and the processes that weed out the wrong types of candidates.
Suggested podcast guest process to maintain quality.
Expanding service offerings.
Building a network of connections.

Colgan says, “Relevancy, timing, and personalization is what's key to keeping marketing outreach volumes low, with a high response rate.”

Resources Mentioned:

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Building A Business For Self-Serve Technology With Tom Elliott of Left Hook

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 28 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B, we speak with Tom Elliott, Co-Founder of Lefthook.com, a company that launches integration apps and connectors for SaaS companies via Zapier, HubSpot, Quickbooks, Microsoft, Zoom, and other marketplaces.

They’re an interesting business because they’ve taken a different approach to app development: their work is to ensure other people don’t need developers.

Says Tom: “Over time, different technologists started to see common use patterns and different ways that technology could be more of a self serve, or self-manageable. And the idea is that a smart person who understands software and who understands automation for what they need should be able to consume an API or set up a data flow without ever touching a line of code. But what that does is shifts a lot of effort and responsibility onto developers who provide those different user experiences. And so that's where you see the rise of tools. There are so many different competitors coming into the space that are starting to figure that out, and so we really would like to be one of the first and help kind of create a standard for it.”

Listen to the conversation to learn more about how Left Hook innovates development, as well as

why they've chosen not to get too technical, but instead deliberately use software languages and tools that are the most adopted in the world.

In addition, Tom discusses:

How they are balancing the launch of a new project as a small team
What they are doing to get their innovative framework out into the world
What he would tell his younger self if he could go back in time, and how that helps startups today.

Resources Mentioned:

This episode is brought to you by Content Allies.

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We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Using Personalization to Deliver Better Response Rates in Lead Generation with Jack Reamer of SalesBread

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 24 Jun 2021 06:36:13 -0400

On this episode hosted by Ledge, we are joined by Jack Reamer, Chief Lead Gen Officer of SalesBread. Reamer shares his expertise on building sales funnels for B2B by using a more personalized approach to connect with prospects. He focuses his discussion on LinkedIn. The platform is powerful, and has the capability to directly connect SDRs with top-level decision makers.

Reamer disagrees with the numbers game approach done by other SDRs to generate prospects, and attributes this approach to laziness. Spam protection and algorithms on the platform and on email make this a costly option too. People and company domains can be blacklisted, meaning that this approach can also lead to losing a ton of opportunities.

Reamer emphasizes that personalization is a differentiator that shows you genuinely want to solve your prospect’s concern. Taking the effort to get to know them also signals that you have taken steps to know their situation and business problem when initiating your solution.

Finding ways to personalize doesn’t need to feel forced or even creepy. Prospects that are active on digital platforms will leave bread crumbs all over the Internet. Finding news about their company, groups, or advocacy also helps get attention. Reamer calls it “super sleuth work” which essentially pays for itself through better response rates. These don’t automatically guarantee a closed sale, but it does put you in a much better position to generate more qualified and repeatable leads.

Business leaders looking at growing their company through revenue will find this approach at widening the funnel exciting. Being able to take away the lessons from the podcast can be extremely valuable to your business, and as a person too.

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

From Nothing To Something, With Kalpana Krishnamurthi, CEO of BitsIO

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 23 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B, we talk to Kalpana Krishnamurthi, CEO of BitsIO Inc, a data platform voted Partner of the Year by Splunk in 2020. The interesting thing here is that Krishnamurthi and her partner Suman Gajavelly built the entire business solely to provide services around a third-party platform.

BitsIO has been in operation since 2001, when Krishnamurthi ventured out of her safe full-time job to become an entrepreneur. Today this company, based on the courage of two first-time founders, boasts more than 120 customers situated across four countries. This fascinating discussion revolves around her journey from nothing to something, and includes:

Why she and her partner made the decision to build their entire business on a third-party platform
The journey from nothing to something
Learning as she went and all the hats she needed to wear as a new entrepreneur
Building trust with potential customers
How the different roles between her and her partner helped the business to grow
Building a team to help the business scale, and what functions were kept in-house and which were outsourced
The process for choosing third-party vendors
Her learning regime and how to prioritise learning when you don’t have time for it
Time management when time is pressed
Future plans

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Navigating Entrepreneurship with the Right DNA, with Robert Stephen of RSC

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 21 Jun 2021 00:00:00 -0400

Today’s show with co-host Ledge features Robert Stephen, CEO of RSC. RSC is a consulting firm that has developed a SaaS integrated workforce management system. This helps medium to large companies track assets, serving a vital function in operational efficiencies and planning.

RSC, like most companies in 2020, was heavily affected by the global pandemic. Stephen viewed this more of a delay rather than a collapse or failure. His response was to put resources into a dormant state rather than executing deeper cuts. With projects now coming back online following the return to work, this strategy has paid off.

Personal development is a key attribute to which Stephen adheres, and he shares this value across his company by encouraging reading. His leadership team selects a book once a month to go over and discuss. This opens new ideas and perspectives that both improve the business and create a stronger social interaction. The recent pandemic has also encouraged them to expand their book horizons towards reflective and books for well-being.

Stephen wraps up his discussion by reinforcing his stance on wellness by treating people right. During the pandemic, he provided employees with the option to be furloughed or to be laid off. They can opt to stay on and be activated later, be entitled to continuity of benefits; they could also opt to collect on unemployment if they chose the latter. This treatment was appreciated by a lot and comes back following the reopening of businesses.

Listeners can collect wisdom by tuning in to the podcast. Gain insight and inspiration from Stephen's continuing journey as an entrepreneur.

Website - https://www.rsc2lc.com/
Email - bobs@rsc2lc.com

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Rebooting Technology Startup After Acquisition With Andrew Guldman, CEO of ConfigureID

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 17 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B, Andrew Guldman shares his journey to becoming CEO of ConfigureID, which was acquired a year ago by Astound and offers commerce personalization experiences.

“Things are kind of ramping up, like the number of leads is increasing as our ability to handle the leads is increasing,” says Guldman. But the business had a complete reboot after the acquisition, and Guldman was specifically brought in to revamp the engineering organization which was at that stage, “in a bit of the doldrums”.

Guldman’s mission was to grow the organization and give it purpose.

Marketing started at ground zero, kicking off with a completely new name and rebranding. It was necessary to make fundamental decisions, like identifying their target audience. The process was neither quick, nor was it simple.

This frank and open discussion includes:

The journey and the lessons learned
Getting the inputs to what’s needed to make the technology
Managing creative stuff in production while also managing engineering and development

So what's in the pipeline? Technology advancements such as accessibility to AR and VR, customizing products while people are virtually wearing them, commerce that ties closely to social media, and one-click checkouts.

Resources Mentioned:

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

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Differentiated Customer Value For Company Growth with Reda Bensaid of Xavo

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 16 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B hosted by Content Allies, Reda Bensaid, President and CEO of Xavo discusses how they provide differentiated value to customers by building on a customer-focused strategic foundation, a strong machine, and employee empowerment.

Bensaid says, “We want our customers to know that we are not only there to make money, but rather to show them we know what we are talking about and that we can be relied upon to resolve their issues. And that gives us credibility, and it strengthens the brand.”

The following points are covered in this value-packed conversation:

Pivoting from a service to product company.
Pressing the reset button.
Getting buy-in for transformation.
Laying a strong foundation by understanding the problem you are solving.
Investing in learning and using LMS to empower people with knowledge in order to meet the company’s objectives.
Managing creative conflict.
Driving alignment through a focused objective.
The importance of a strategy, structure, and vision.
How to know if we really transformed.
Speed bumps and lessons learned.
Not relying on superhero staff to accomplish goals, but rather normal people, in order to deliver differentiated service.

Resources Mentioned:

E-myth

This episode is brought to you by Content Allies.

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Building a Throbbing Business at 21 with Xenia Muntean of Planable

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 14 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B, your host Jake Jorgovan from Content Allies interviews Xenia Muntean of Planable, a social media platform that was started by Xenia and Nicolae Gudumac five years ago. At the time, Xenia was 21 and Nicolae, 19.

Although they had their challenges and some things may have taken longer to accomplish due to their inexperience, both founders had a background in advertising and graphic design. Ultimately, their young ages turned out to be a major benefit because they understood the social media space, and Planable was built to solve a problem in it.

Topics discussed:

How the company was started, and why
Cashflow, profits, and investments
The hardest parts of starting the business
Challenges of starting a business when you’re under 25
Lessons learned and learning curves
Building an app that thousands use today
What advice Xenia would give to herself if she could go back to when she first started her entrepreneurial journey

Resources Mentioned:

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Relationship-based Selling Starts with Personalization, with Ankesh Kumar of Sharetivity

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 10 Jun 2021 00:00:00 -0400

In this episode of the Leaders of B2B, Ankesh Kumar, Founder & CEO of Sharetivity as well as Slide.buzz, sits down with us to talk about sales and relationships, and the reasons why his two startups focus on these. Sharetivity is a sales and lead generation enhancer. It compiles and intelligently delivers key icebreakers to get the conversation started with your prospect. Slide, on the other hand, is a social experience application meant to boost relationships through activities.

Kumar firmly believes in the power of relationships to enable sales. Relationships are essential to differentiate and show you truly care about the prospect. And the best way to achieve this, according to Kumar, is to truly believe that your product is a true solution to your customer. Every salesperson who grounds himself to this tenet is bound to succeed. It creates a milieu of trust that manifests into the relationship.

Kumar also talks about his mentorship advocacy. His means of paying-it-forward is by providing an advisory platform for CEOs and startup founders. He believes that startup CEOs are particularly vulnerable to mental stress, as they’re often unable to vent to peers, investors, or employees. His advisory role provides a much-needed outlet for CEOs.

Startup founders and CEOs looking to find their footing will enjoy this valuable discussion. Learn about the core purpose of selling your product and what it’s all about.

This episode is brought to you by Content Allies. Content Allies helps B2B tech companies launch revenue-generating podcasts.

Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

The Right Timing Matters with Tom Murphy of Scilicet

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 09 Jun 2021 00:00:00 -0400

In this episode of Leaders of B2B, Tom Murphy, the CEO and Founder of Scilicet, joins us for an in-depth discussion on implementing innovative products before their time. Scilicet is a platform designed to enable sales decisions in the automotive industry. The industry is a prime example where supplier and distributor information is disjointed. As a result, opportunities on deals, such as incentives, are not strategically placed. Scilicet mediates this information chasm through its SaaS platform. The platform takes data and spews them out into usable information.

Murphy talks about how this concept was ready to roll 20 years ago. However, the market and regulations, particularly in patents, were an obstacle. Fortunately, today the idea remains very relevant, especially because of tighter margins for automobile manufacturers and increased competition. Dealers know when they can apply more of the manufacturer incentives they received or scale them back. They can choose to work on this per segment, demographic, and geography. The platform makes the entire sales process more efficient through better information sharing.

Murphy shares an interesting discussion relevant to business leaders - the value of launching when the market is right. He also talks about the difficulty of integrating with various systems and his approach to this. His system, whilst it provides for a lot of the key features, needs to work with various other platforms. He has to continue with his product platform while allowing it to work with other applications to ensure his product’s relevance.

Startup founders with amazing ideas will learn a great deal from the 20-year startup. Learn how a great product needs the right market and regulations to get ahead.

Resources:

https://scilicet.com/
tmurphy@scilicet.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

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Innovating and Improving the Direct Mail Channel with Martin Twellmeyer of optilyz

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 07 Jun 2021 00:00:00 -0400

In this episode of the Leaders of B2B, Martin Twellmeyer, Founder of optilyz, talks about the continued relevance of direct mail in marketing. Optilyz provides a digital solution for sending out physical mail to customers all over Europe.

Twellmeyer argues that direct mail is still the preferred means of communicating with customers. Direct mail has the personalized touch, is more likely to reach customer mailboxes instead of spam folders, and can deliver a strong brand image.

Direct mail is not for every business. Businesses that keep tabs on customer addresses can run this most effectively. E-commerce businesses and loyalty programs are among the most significant users of direct mail campaigns.

Although direct mail uses a traditional delivery method, there are opportunities to innovate and use automation. Formulating campaigns, collaborating on designs, and delivering to the printers are among the areas that are being upgraded to be more efficient. The significant spend of industries that use direct mail can be lessened or used on other campaigns to optimize solutions.

Twellmeyer also talks about how he raised capital with this startup idea. With a less-than-attractive product, he had to consider iterating the product model. This ensured the company stayed alive while building its customer base. He also highlights the importance of partnerships when starting out, until direct selling is possible.

Startup founders looking to innovate tried and tested methods will find inspiration from optilyz’s story. Twellmeyer’s account of navigating hurdles to raise capital, acquiring partners willing to work with his model, and building his customer base contains some great insights.

Resources:

This episode is brought to you by Content Allies. Content Allies helps B2B tech companies launch revenue-generating podcasts.

Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Scaling Your Product Through Delegation and Empowerment with Shaina Weisinger of Repurpose House

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 03 Jun 2021 11:02:05 -0400

On this episode of the Leaders of B2B, Shaina Weisinger, Founder and CEO of Repurpose House, discusses her startup journey. She talks about how she pivoted her initial product offering, which was producing videos. Realizing the effort and time to produce long content only for it to be used once, she saw an opportunity. Today, her company Repurpose House cuts your content in so many different ways to reach different audiences.

Weisinger’s discussion dives into the product creation process and its essentials. In her example, she looked at the areas where a bottleneck existed. Dependency on limited resources at any stage of your production cycle will hinder your capability to scale. In her case, being able to apply delegation and empowerment to her new product allowed her to scale massively. Your business product offering may have these choke points too, which may need freeing up.

Weisinger also shares how she leveraged outsource resources along with her internal team. Her approach was to place vital functions where they were needed. In her case, the sales and marketing along with the design were housed internally. Then she went ahead and outsourced other tasks that can be replicated. This mix allowed quick ramping up along with managing costs. It took advantage of each aspect.

Startup leaders looking to iterate on their product offerings will learn tremendously from this show. Knowing how to empower and manage people is also a great theme you can take with you from Shaina’s journey.

Repurposehouse.com
Shaina Weisinger on FB, IG, Twitter

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Navigating New Markets and New Products with Pablo Calabuig, CEO North America at GoAigua

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 02 Jun 2021 09:32:30 -0400

Our guest today is Pablo Calabuig, CEO North America at GoAigua.

GoAigua is an analytics company providing water and wastewater utility companies with tools to change how they look at data to improve daily operations, resiliency, and decision-making to provide better service to their customers.

Pablo's family started GoAigua as a water utility operation in Spain 130 years ago. Pablo heads up helping cities like Mexico City, MX, Houston, TX, and cities in California solve critical water supply and management problems.

His journey started with him getting an MBA and working with McKinsey and Company before joining the family business to expand into North America.

Pablo shares the differences between working in the family business versus his previous consulting gigs, including the unique way they look at future planning.

We discuss...

building a team
transitioning from service to product sales
where he invests time as CEO
the marketing method he favors most
the learning curve of the pandemic
addressing client problems that aren't your fault
third-party relationships for company growth
the easier way to get government contracts, and more

Pablo ends the episode by sharing insights about boundaries in his personal life that help him be a better CEO.

Listen in to learn more about global expansion and offering new products from Pablo. Find other great content at LeadersofB2B.com

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com.

Building a Sales-Focused SaaS Company with Bob Laurenzo of DecuSoft

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 31 May 2021 00:00:00 -0400

Bob Laurenzo, CEO of DecuSoft, joins Ledge for a great discussion on sales and software. Laurenzo has had a solid career mastering sales, and his revenue-generation skills are the lifeblood of the businesses he has led.

Laurenzo talks about the value of compensation management, and how some large companies still use spreadsheets to manage compensation. Laurenzo sees that as an enormous business opportunity. DecuSoft aims to solve this by providing spreadsheet familiarity, but with functions that match the scalability.

Laurenzo shares some insight on how startups can balance roles in their early days. The founder needs to recognize their specialty and hire people who can boost that with other functions.

The podcast wraps up with an insightful discussion on B2B sales. Getting everything prepared and having the right delivery is essential to closing.

Business leaders looking to expand their sales horizons will find this episode insightful. Become a better CEO by listening in to this discussion.

www.decusoft.com
201-803-9801

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Being a Serial Entrepreneur in Software Startups with Chuck Myers of Cogniac

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 27 May 2021 00:00:00 -0400

Chuck Myers, CEO of Cogniac Corporation, joins Ledge on today’s Leaders of B2B podcast. The podcast talks about Myers’ journey as a serial entrepreneur and serial CEO. The discussion is full of great leadership lessons from his various career iterations and experiences.

Cogniac is a platform that powers visual AI for various companies and industries. The applications are varied and valuable, with examples ranging from visual safety checks in trains to very particular quality assurance in manufacturing.

Myers talks about various business cases in terms of startups. He also imparts advice on career. These include who to work with or invest your time in—just some of the great leadership principles in this discussion.

Business leaders and founders will find the discussion full of sage advice, with relevant learning on business cases for startups. It also includes key people leadership learning.

chuck@cogniac.ai

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Innovative Marketing with Chris Walker of Refine Labs

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 26 May 2021 00:00:00 -0400

Chris Walker, CEO of Refine Labs, joins Jake on this podcast of Leaders of B2B. Walker is a seasoned product manager and marketer who is passionate about innovation and challenging the status quo.

This discussion with Walker is like a mini-Masterclass in marketing for SaaS companies. He walks us through his steps toward innovation and talks about approaching the lead funnel in a smarter way, focusing on higher probability conversions. This is especially true for startups in their mid to later stages.

Walker discusses different marketing channels, and goes through the pros and cons of various social media platforms for marketing.

Walker also talks about people leadership. He explores the value of stringent hiring, and how knowing the specific roles and their outcomes is the element to unlocking this.

The podcast is filled with great learning, and marketers looking to boost demand growth will find it engaging.

This episode is brought to you by Content Allies.

Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking.

We schedule interviews with your ideal prospects and strategic partners so that you can build relationships and grow your business.

You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

Providing Valuable Software in Telematics with Dale Hanna of Foresight Intelligence

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 24 May 2021 00:00:00 -0400

Dale Hanna, CEO of Foresight Intelligence, joins Ledge on the Leaders of B2B today for a great discussion on how Hanna has used his software expertise in leading his business endeavors.

Hanna discusses the evolution of software into the telematics subfield. Foresight Intelligence uses this service particularly for fleet intelligence, enabling companies to better manage their vehicles, equipment, and logistics. The enormous amount of data crunched rapidly over a network provides enormous value.

Hanna also talks about the user experience. Software packed with high tech features won’t provide value if it isn’t used, so it’s important to ensure its adoption through proper onboarding and an intuitive UX.

The discussion also talks about balancing technical skills with people leadership. Highly technical leaders need to empower people and align them to goals to be effective—this is especially true as their companies scale.

Business leaders will find valuable insight on managing a highly technical company. Learn about telematics and how the IoT enables amazing operational efficiencies.

Find other great content at our website, LeadersofB2B.com.

Making An Emotional Connection With Your Customers and Your People with Brett Barlow of Everee

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 20 May 2021 00:00:00 -0400

Brett Barlow, CEO of Everee, talks about his journey from marketer to CEO. Everee provides solutions for company payroll, easing the payroll process for both employers and employees.

Barlow talks about his work experience and pivot from consumer electronics to SaaS. He shares how his varied experience has helped him navigate the startup waters.

Treat Your People Right

His expertise in creating a brand with value is one of his measures of success. Providing value to customers is essential to building that emotional connection. Barlow also talks deeply about treating people right. After all, people fuel your success.

Startup founders and business leaders looking to build their company and brand will find the discussion insightful. This holds especially true for innovative product leaders in the SaaS space.

Everee.com
Brett.Barlow@everee.com

Watch the podcast and learn. Then check out other great content at the LeadersofB2B.com.

Using Computer Simulations to Make Medical Devices Better with Arlen Ward of System Insight Engineering

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 19 May 2021 00:00:00 -0400

Our guest on today’s podcast is Arlen Ward, Principal and CEO at System Insight Engineering. His discussion with Ledge covers his fantastic startup journey, the science behind his product, and how he built his sales strategy for it.

Ward talks about how his experience in the medical device industry revealed the business problem to him. Advances in computing power made simulations, and modeling paved the way to the creation of his company. The result: An advanced product that makes a difference in saving lives.

Ward expounds further on navigating the waters to sell this product, and wraps up the discussion with keeping the idea alive in how he manages the company.

Anyone who would like to see their ideas come to fruition will love this podcast, which reveals how a new company can build and sell their brilliant ideas.

Siesimulation.com
Twitter - @arlenward

Come say hello and find insightful content at the LeadersofB2B.com.

Designing a Flexible Product with Customer Feedback with Matt Doyle of Array

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 17 May 2021 00:00:00 -0400

Matt Doyle, CEO of Array, joins host Ledge on today’s Leaders of B2B podcast. Array provides a software as a service solution aimed at operational and process experts. It allows them to create an application to help the process flow without involving the IT department, and it does this through a no-code interface.

Doyle discusses the importance of product development, and this podcast features a deep understanding of the product formulation. This includes design-based thinking and lean methodologies.

Doyle talks about the global trend on no-code solutions, and the importance of focusing on the true experts: the end-users. He also reveals how he has expanded into a community, building an accelerator program that helps startups interested in no-code solutions into this community.

Formulating the right product that appeals to the right audience is critical to success. This episode features a great individual in product design, and insightful content for anyone looking to emulate the thought process.

Buildarray.com
Nocoding.co

Listen to today’s podcast and check out other great content on the LeadersofB2B.com.

Making A Great Product in the Data Security Space by Using Customer Input, with Rajesh Parthasarathy of MENTIS

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 13 May 2021 01:00:00 -0400

Rajesh Parthasarathy, CEO of MENTIS, joins us for a fun and insightful discussion on his approach to business. Rajesh has led his startup company to success in the data security industry.

The discussion covers Rajesh’s approach to taking on the big names. In an industry where trust is the core issue, this can be challenging. Rajesh takes a customer-centric approach to designing his product features, resulting in a product that is both nimble and feature-studded. This gives him the differentiator as a David among Goliaths.

Rajesh also shares his revolutionary approach to managing a global, remote team, and stresses the importance of establishing culture early on in the hiring process. He wraps up with his take on establishing relationships as a key success factor for him.

Learn how to be successful even in a field dominated by larger players. Taking a revolutionary approach that delights your customers can be a key differentiator, and this podcast reveals some great ideas on how to get there.

https://www.linkedin.com/in/mentisceo/
mentisinc.com

Tune in to our podcast. Find other great episodes and content at our website, the LeadersofB2B.com.

Making Traditional Industrial Plants Better Through Software, with John Antanies of Envoy Development

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 12 May 2021 00:00:00 -0400

Today, Ledge hosts an episode featuring John Antanies, Principal and Founder of Envoy Development. Antanies has built his company serving a segment not usually associated with software—Envoy Development focuses on manufacturing plants like paper mills and chemical refineries.

Antanies talks about how he came up with the idea, and discusses how key it was to hire people who used to work at the plants as engineers. This allows his team to think like customers.

Antanies also argues that Artificial Intelligence is still far from replacing solid processes. He goes over an interesting statistical approach to this point, and for him, a solid understanding of process is imperative. This is how your software will ultimately deliver value.

Expand your understanding of software applications from this episode. Being able to apply it to traditional industry and make it work well is a truly amazing process.

Say hello and take in other great content at the LeadersofB2B.com.

Innovating the Medium of Reading Through Your People with Poet De’Medici of Tomestic

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 10 May 2021 00:00:00 -0400

Today’s podcast features an insightful and meditative discussion with Poet De’Medici, CEO of Tomestic. De’Medici envisions a revolution in learning and knowledge absorption. He aims to do this by enhancing the current medium with augmented reality.

De’Medici is a voracious learner who has learned music, writing, architecture, and business. He drew inspiration for his startup when he was about to publish his book Above You, A Black Sun.

He talks about how our system of learning needs an upgrade by, for example, adding augmented reality to older media like books. He also sparks inspiration by talking about celebrating successes and following your startup dreams. Finally, he emphasizes that having the right people and treating them right is the key to success.

Startup founders seeking inspiration for their wildly revolutionary ideas will find this podcast worthwhile. Find some key nuggets from De’Medici’s startup journey by listening in to this episode.

p.lemar@tomestic.com
Instagram - a_brilliant_thought
LinkedIn - https://www.linkedin.com/in/poetlemar/

Check out our other amazing content at the LeadersofB2B.com.

Developing a Product for the Life Science Niche Market with Dave Gulezian of Alucio

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 06 May 2021 00:00:00 -0400

Dave Gulezian, Co-Founder and CEO of Alucio, joins today’s podcast to talk about creating a tech platform for a niche industry. His platform, Alucio, brings a multitude of features to life science firms, including pharmaceutical, biotechnology, and medical device firms, among others.

The life science industry, while categorized as niche, carries a large amount of revenue. It also covers a huge amount of market presence.

Gulezian talks about how he started up Alucio with its core product, Beacon. He walks us through how he aims to help Medical Science Liaisons become trusted advisors to their clients, encouraging involved customers to help design their system. He explains how, for now, the software ecosystem provides content management and validation, video conferencing, and onsite presentations.

In today’s discussion, you’ll gain some key insights on hiring and keeping the right people. You’ll also learn about maintaining the best credibility and reputation in your industry.

Business leaders can gain a better understanding of how a product in a highly specialized, high revenue market behaves, learning points that can be applied in other areas, too.

Alucio.io

Listen and learn about product strategy from this podcast, and check out other great content on the LeadersofB2B.com.

Leveraging the Right Market Strategy to Your Advantage with Sean Leonard of JumpDEMAND

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 05 May 2021 00:00:00 -0400

Sean Leonard, CEO and Co-Founder of JumpDEMAND, joins us on today’s show. He shares his ideas and insights on working smarter in sales and marketing. His company provides technological tools to help automate these processes, resulting in more efficient use of resources— particularly your employees’ time.

Leonard has built his platform around a strategy of integration. By playing well with CRMs, he has expanded his customer base. This helped open up the door for a second product, which became another company.

Leonard talks about growing his customer base through integrating and working with other companies. He also talks about the advantages of spreading his two products across two companies to unlock the different customer profiles.

Gain some key learning on business strategy, leveraging partnerships through integrations, and simply working smarter. This episode is full of great ideas for any business leader.

Activedemand.com
Funnelflare.io
LinkedIn - https://www.linkedin.com/in/leonardsean/

Listen to this episode of the Leaders of B2B podcast to expand your learning as a business leader. Check out our other great content here at the LeadersofB2B.com.

Marketing Across Various Audiences with Tiffaney Fox Quintana of Stampli

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 03 May 2021 00:00:00 -0400

Tiffaney Fox Quintana, Vice President of Marketing at Stampli, joins us on our podcast to talk about her extensive experience and expertise in marketing.

Quintana discusses how her academic background in psychology has helped her career. She has enhanced it further by learning business through experience and research to transform her into a super marketer.

Quintana shares some great tips and nuggets that can improve your marketing strategy—this 40-minute session is like a Masters in Marketing crash course. It is filed with great perspectives, insights, and hacks for today’s marketer.

Experience is the best teacher and expertise can’t be gained in theory. This is why listening to this podcast is vital for any marketer today. Tap into Quintana’s insights here.

LinkedIn - https://www.linkedin.com/in/foxquintana/

Tune in to our podcast for some very meaningful learning opportunities. Check out our other content on the LeadersofB2B.com.

Strengthening the Sales Process with Podcasts with Jake Jorgovan of Content Allies and Ledge Ledgewood of Add1Zero

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 29 Apr 2021 00:00:00 -0400

In this episode, they talk about how you can use a podcast to drive revenue for your business, and how you can turn podcast interviews into revenue-relationships.

Ledge and Jake discuss multiple approaches and how they each approach podcast interviews.

Ready to start your B2B podcast? Reach out to us today at ContentAllies.com.

Customer Experience as a Differentiator in the Digital Era with Asbed Kassis of Alena Solutions

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 28 Apr 2021 00:00:00 -0400

Asbed Kassis, CEO and Founder of Alena Solutions, joins us on the podcast to talk about digital solutions and the user experience. Kassis runs a company that can develop the entire backbone of a company’s digital transformation. His key differentiator belief is the approach they take.

The discussion digs deeper from Kassis’ startup journey to his core beliefs practiced in his company.

Kassis believes in the value of being a partner with his company’s customers, and the user experience is central to his development principle. This emanates from the initial user, his direct client, all the way to the client’s end-user.

Kassis shares his product development approach down to what he envisions as the future of digital in a post-pandemic world.

Gain a thorough understanding of the digital transformation the world is currently experiencing. Also, learn how to make your business gain a key differentiator—whether you’re running an agency or looking for one, there are many key insights to understand.

Listen to the Leaders of B2B podcast for a great discussion. Check out our other great content on the LeadersofB2B.com.

Supercharging Your Sales Strategy with Channels, with Cory Snyder of Maropost

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 22 Apr 2021 00:00:00 -0400

His role oversees channels and partnerships at Maropost, and he says utilizing channels can increase your presence and expand your sales team in a short amount of time with minimal investment.

Snyder talks about the importance of thinking through a channel strategy thoroughly. Key elements such as identifying the right customer profile, onboarding your partners, and making it worthwhile for them are essential to success.

Expand your revenue more quickly with a well-thought out channel strategy. Today’s episode provides some key learning points to get this done.

cory@maropost.com
Linekdin - https://www.linkedin.com/in/corysnyder/

Today’s business leader needs all the information they can get on the latest trends and innovations in technology, startups, and business. Check out our website LeaderofB2B.com to access a rich repository of content.

Bringing the Future Closer through AI and Quantum, with Greg McGregor of BrightApps LLC

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 21 Apr 2021 00:00:00 -0400

BrightApps works with both private companies and the US military. Threats to the nation now also come from cyberspace, so BrightApps is determined to thwart hackers and cyber-attacks. They do this through cutting-edge artificial intelligence and quantum computing.

McGregor is a brilliant mind who began his consulting career at age 12. Since then, he’s learned to balance his duties as CEO with his natural calling to oversee the technology. Being an engineer, he has always been more comfortable in that space.

Managing and growing an innovative company is no easy feat. Despite this, McGregor still has a handle on the vital balance between work and life. Gain insight on how, you too, can pull off this balance. In this podcast, you’ll also learn about the latest trends in software development, artificial intelligence, and quantum computing.

great@brightappsllc.com

Tune in to the podcast to learn more about McGregor and BrightApps LLC. Visit the LeadersofB2B.com for more great content.

Building and Selling an Enterprise-Level Product with Adi Ekshtain of Amaryllis

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 19 Apr 2021 00:00:00 -0400

Ekshtain is one of the pioneers of FinTech, beginning his career in electronic payments back in 1999, a full ten years before the iPhone was rolled out. He has worked in the payment industry and knows every nook and cranny that makes it tick, every cog and gear that makes it turn. With this information, he created a solution. Now, enterprise-level companies can become payment facilitators, allowing savings on development time and transforming it into a revenue-generating platform for them.

This podcast explores Ekshtain’s journey and thought process, how he interacts with enterprise-level customers, and how he takes care of his team.

Innovators and business leaders looking to find great ideas to solutions at all levels will learn a ton from Ekshtain and his journey.

Website - Amaryllispay.com
LinkedIn - Adi Ekshtain - Boynton Beach, Florida | Professional Profile
Twitter - @adiepay

Gain some great insight on FinTech and enterprise-level solutions by listening to this podcast. Check out the LeadersofB2B.com.

Solution Selling in Software is About Knowing Your Customer's Problems, with Chris Vandersluis of HMS Software

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 15 Apr 2021 00:00:00 -0400

Vandersluis runs a company that builds and customizes timesheet software. Businesses that look at maximizing efficiency and project management are their major customers, and include mostly enterprise-level corporations that have a lot of employees and projects.

Vandersluis discusses his approach to solution selling. His emphasis lies in understanding the customers’ problems first before pitching his solution. This approach has made Vandersluis a bulwark in the software solution selling industry.

Learn from Chris Vandersluis’ experience and expertise in B2B sales by listening in to the podcast. Business leaders looking to enhance their solution-selling capabilities will greatly benefit from today’s episode.

Timecontrol.com
Epmguidance.com

Discover success as a business leader by gaining more knowledge and insight. Check out our website the LeadersofB2B.com for more podcasts and content.

Building an Innovative Product Idea Into a Company Without Fundraising, with Sundeep Patel of iorad.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 14 Apr 2021 00:00:00 -0400

Patel spent many years working on the product during his stint consulting with big pharmaceutical companies. He talks about how a great product idea can sell itself, even if you hate sales, and how that product approach evolves into empowering people and relationships as you scale your startup.

Startup founders who have brilliant ideas but don’t want to take the fundraising route can draw inspiration from the bootstrapping approach Patel took for iorad.

Iorad.com
spatel@iorad.com

Listen in to this podcast to deepen your insight on startups and business. Check out our other great content on the LeadersofB2B.com.

Building a Highly Engaged Community through Email Newsletters with Chris Sopher of Letterhead

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 12 Apr 2021 00:00:00 -0400

Sopher adopts the successful strategy of traditional newsletters of yore, when they were distributed to deeply passionate members of a particular community that they were relevant to. Bringing value by informing the concerned community members was pivotal in making sure the newsletters were not only read but had people looking forward to them.

This strategy is what he views as the key for companies to get more effective penetration in their email marketing campaigns. People are always looking for value and are also looking for a deeper sense of community. An evolution that translates into loyal customers and raving fans.

Any business leader knows that expanding their brand reach through marketing is pivotal in acquiring customers. Learn about effective ways to get more engagement and responses with a tool as traditional as email marketing with the ideas Sopher throws out in this episode.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Stopping Gun Violence Through AI and Military-Grade Work Habits with Mike Lahiff of ZeroEyes

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 08 Apr 2021 09:09:10 -0400

His company uses existing security camera infrastructure coupled with AI to flag potential shooters and the weapons they are carrying. This smart solution can dispatch emergency services and the police, providing them with vital information that literally saves lives.

This key step in using AI and data points is an example that modern technology is there to make lives better—and even save them. The journey to building a final product, though, was not an easy one. In fact, Lahiff admits that getting the startup and product up and running was even harder than being in combat.

Find out how Lahiff pulled off a revolutionary company with a life-saving product by listening to this podcast.

zeroeyes.com

Tune in to the podcast and visit us at the LeadersofB2B.com to say hello, and view our other insightful and inspirational episodes.

Doing Digital Transformation the Right Way Without a CIO with David Jitendranath of Modestack

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 07 Apr 2021 00:00:00 -0400

David J passionately educates us on how cloud software technology has enabled small-to-medium sized businesses to take advantage of digital transformation once reserved for the Fortune 100. In great detail, he explains how important a digital roadmap needs to be planned and laid out so businesses can get the most of their tech spending.

David J has uses these business problems as an opportunity to present valid solutions. His company, Modestack, delivers answers for the everyday business person who’s not too familiar with technology, and those who can’t afford to get a CIO, yet still need to take advantage of digital transformation.

Anyone who loves technology—or who doesn’t but needs to adapt to it— will find this discussion very educational and idea-awakening.

themodestack.com
YouTube Channel - https://www.youtube.com/channel/UCaw2GLVfj_vEwdJIYR7Ro0g/about

Visit us at LeadersofB2B.com for more podcasts for today’s business leaders and founders.

Helping Startups Get Funded and Enriching the Community with Lloyed Lobo of Boast.ai and Tractionconf.io

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 05 Apr 2021 00:00:00 -0400

His latest company Boast.ai focuses on both. It helps innovative companies maximize government funding options and grants by helping out with the red tape and audits, plus it fronts the cash on what would normally be a painstaking wait for these companies.

This great idea fosters innovation and develops the community to move forward with innovation, all with one less thing to worry about.

Lobo sticks to his principles of relationship and community-building with this company, and has worked constantly to grow it with a recent round of fundraising. He throws caution to the wind though, and asks passionate startup founders to balance their time and prioritize things that matter, like family.

Startup founders who know the struggles of cash flow and funding will draw inspiration from Lobo’s story, and can also get ideas on how companies like his can help grow their own startup.

Boast.ai
boast.ai/events
tractionconf.io
LinkedIn - https://www.linkedin.com/in/lloyedlobo/

Catch the most insightful and innovative discussions with startup founders and business leaders at the LeadersofB2B.com.

Learning About Startups from a Startup About Learning with Robert Feeney, Co-Founder of Knowledge As A Service

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 01 Apr 2021 00:00:00 -0400

His company, KAAS, helps organizations and companies make their learning delivery effective, efficient, and sustainable. In today’s world with a lot of competing attention spans and a multitude of emerging and upgrading skills, it is essential to keep your human capital in tip-top shape.

Feeney also talks about his journey in a startup that focused on pursuing every opportunity but instead moved to streamline their product offerings into something more digestible and attainable for them. This iterative approach brings inspiration to any startup founder or entrepreneur seeking to grow their unicorn.

Listeners will gain a deeper learning of how to get their startups going. From choosing the right partner with complementing attributes, to seeking the right advisors, to streamlining the product, the podcast will really get you into understanding the startup world across different product lines.

kaas.guru

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Using Influencers to Grow Your Business with Tree McGlown of Sideqik

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 31 Mar 2021 00:00:00 -0400

His company Sideqik aims to enhance a company’s marketing and brand presence by leveraging influencers and content creators and integrating them into the brand strategy. This business need is necessitated by the sub-30-year-old demographic dubbed as the Gen Z and Millennials. These younger groups are more likely to lean on highly-engaged content versus traditional broadcast media.

Tree shares some key insight on how they grew their platform, how they developed a culture of performance and perfection without resorting to toxicity, and how they arrived at their SaaS platform as it evolved throughout the years.

Learn more about the revolution in digital marketing that involves influencers and content creators, and how technology and software can transform your brand into a recognizable one with the ideas Tree talks about.

Sideqik.com

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Artificial Intelligence Helps Make Data Science More Accurate with David Wolfe of Inguo.io

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 29 Mar 2021 00:00:00 -0400

David talks about how he started on his startup journey coming from a completely unrelated field in foreign policy to IT consulting – and then to startup founder.

David talks about how major decisions and outcomes can be anticipated by way of data analysis of causal discovery by looking at massive amounts of variables.

He touches on a topic that has been feared since the start of the Industrial Revolution, with machines taking a more active role in improving society. His approach is optimistic and he believes that having AI in the world improves our lot in general and that instead of thinking it will replace people, we should instead focus on upskilling. He takes a page from his own personal experience in learning something that he now excels in.

Deepen your knowledge of the exciting world of data analytics and artificial intelligence by listening in on this expert discussion. This podcast is filled with insight and inspiration.

David.Wolf@inguo.io
inguo.io

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Using AI to Streamline Your Software Ecosystem and Save Dollars with James Layfield of Clearfind

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 25 Mar 2021 00:00:00 -0400

Layfield has uncovered a huge opportunity that many businesses may not yet be aware of, particularly with software as a service, which has become part of almost every company’s operations. His AI combs through the data to tell you if you have multiple software overlapping, and which one best benefits your business.

In this episode, take a look into Layfield’s brilliant thinking and learn some insightful lessons from his startup journey.

Business leaders who rely heavily on software as a service will certainly relate to the discussion here. You’ll also learn a great deal about reducing operating expenses, and explore some out-of-the-box ideas.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Blocking Bad Ads with Matt Gillis of clean.io

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 24 Mar 2021 00:00:00 -0400

Most online advertisements are considered good or acceptable. They're permitted to be there, and that website is making revenue off the ad space. Clean.io works to protect against malicious advertising, aka malvertising.

Almost anyone can buy ads on websites. It’s the small percentage of malvertising that can ruin a website’s user experience. Matt talks about what the culprits behind the malvertising seek to gain.

It has become an evolving cat and mouse game - bad ads and protecting against the bad ads. Both sides are seeking more sophisticated and strategic means to their objectives.

Matt tells his story of becoming CEO, having joined in after the five founders. He provides more insight into the company and its future and finishes with sage advice for young entrepreneurs.

If you're a publisher or e-commerce merchant wanting to safeguard your online user experience, reach out to Matt through email: matt@clean.io.

Learn more and say hello at LeadersOfB2B.com

Future of Sales Development with David Dulany of Tenbound

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 22 Mar 2021 00:00:00 -0400

David shares how Tenbound came to be, seizing the insatiable demand for sales development. David transitioned from a 20-year corporate background and now talks about his lessons learned while venturing into entrepreneurship.

Are outbound sales for every business? When is it best to outsource sales? What considerations should be factored into this decision? David is an expert in the field and gives essential insights on the matter.

Where do you see AI and machine-based applications taking the sales space? David hypothesizes advancements in tech, what to keep an eye out for, and its usage in sales. He grounds the present situation with AI and doesn't believe AI will replace relationship development or human creativity anytime soon. It could, however, be used to enhance it.

Listen in now to hear more from David, including the advice he would have given to his younger self.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Scaling With the Right People with Vivek Kartha of WorkSpace

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 18 Mar 2021 00:00:00 -0400

Kartha talks about how he laid out the groundwork for scaling through transparency and culture-setting from the get-go. He also shares how a great product with customized features needs to transform into a more scalable product to make a deeper impact on the market and reach more customers.

Kartha’s approach from due diligence in finding the right investors and partners, down to setting expectations with his employees, and even to his own self-realization of mistakes and course correction, all boils down to honesty and transparency. His success is highly attributed to this tenet and he has scaled up the company in a very successful way through this approach.

Any founder who has an amazing product can learn a lot from Kartha with his approach to scaling growth from delegating work, finding the right investment partners, and gearing up your workforce to have the right culture and mindset.

Goworkspace.com
Vivek Kartha on Linkedin

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Process and Vision in Startup Growth feat. Vincent Serpico, Founders Workshop

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 17 Mar 2021 02:15:53 -0400

In this episode, Vincent explains how his company has been able to achieve success among a very niche group of prospects and clients. Rather than funding or resources, Founders Workshop clients all share a specific mindset. They are eager to take a process-oriented approach to app development.

Vincent also shares the sales process Founders Workshop uses to help identify the right clients. He discusses the challenges of turning down clients that are a poor fit and how Founders Workshop is tweaking its marketing strategy to focus on relationships and referrals.

Founders and business leaders will be particularly interested in Vincent’s discussion of proactively evaluating and adjusting the company’s reputation and mission. Leaders must be open to acknowledging when things are not working and work collaboratively to improve.

Connect with Vincent Serpico on LinkedIn or Twitter @SerpicoDEV and visit FoundersWorkshop.com.

The Reality of Impostor Syndrome and Overcoming It with Kris Kelso, Author

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 15 Mar 2021 00:00:00 -0400

Kris Kelso, keynote speaker, executive coach, and author of the book “Overcoming the Impostor” talks about his inspirational journey that started off in the halls of the corporate world.

Seeking to make a difference after experiencing the difficulties of working with a dysfunctional organization, Kris sought to make a difference by moving up the corporate hierarchy so he could positively affect culture by influencing the top-level.

His success enabled him to pivot his career as an executive coach and establish his authority in his field by writing a book.

He talks about Impostor Syndrome, a phenomenon that erodes people’s confidence and belief in themselves by discrediting their achievements and comparing themselves to others. He opens up about how he works to overcome this and how he seeks to share this through his book.

All of us have some form of doubt about our capabilities brought on by our failures. This insightful conversation tackles this head on and imparts a positive learning on how to move things positively.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

A World Without Credit Scores with Shmulik Fishman of Argyle

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 11 Mar 2021 00:00:00 -0500

Have you applied for a credit card, submitted a job application, rented an apartment, or tried to buy or rent a car? Yes? Then you’ve had a business that ran an evaluation on you. This evaluation is the gatekeeper to a yes or no, but how does it work?

In this new episode of Leaders of B2B, Jake Jorgovan interviews Shmulik Fishman, CEO and Founder of Argyle. Shmulik began Argyle from an idea he’d had while working at his previous company. He was sifting through thousands of job applications with high turnover. The cumbersome process of evaluating employment eligibility struck a chord, which gave him the idea to seek out and streamline this process.

Shmulik shares the behind-the-scenes of Argyle, like sales challenges and the process of running a credit score. He posits how a world could work without a credit score, admitting that that is the ultimate aim of his vision.

Listen in now to learn all this and more.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at

LeadersOfB2B.com.

Business Continuity in an Ever-changing World with Frank Shultz of Infinite Blue

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 10 Mar 2021 04:00:00 -0500

Frank Shultz, CEO and Founder of Infinite Blue, joins Ledge in this episode for a productive discussion on business continuity.

“We think of it in terms of loss of staff, loss of facilities, loss of technology, loss of a critical third-party vendor.”

Frank and his team plan for the maximum impact to best prepare and respond to disaster scenarios. He shares that the tenacity to be very fluid in responding has been instrumental in his company’s success.

On cyber defense, Frank outlines the challenge of adapting remote working. It’s thinking about casting a net for risk protection. Does the net extend to your home?

For companies concerned with budget, Frank responds to find the optimal solution. Is that an acceptable risk? Where is the problem that needs to be solved?

Listen in now to learn all this and more.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Using Artificial Intelligence to Increase Sales with Anne Cheng

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 08 Mar 2021 07:06:26 -0500

The world as we know it is gearing up for more artificial intelligence offerings and automation. From customer experience interactions to order management, AI has already taken a foothold and newer trends are emerging with smarter features.

Anne Cheng, Founder of Supercharge Labs, is taking on the AI challenge head-on. She is building her tech company in the sales space, particularly in lead generation.

Many sales experts know that lead generation is vital to the lifeblood of any organization’s sales process. It is also the most labor intensive, taking up teams who spray and pray their way into brute force prospecting. Cheng’s solution uses AI combing through psychological profiles based on numerous Internet footprints to create the highest hitting lead list for businesses.

Anyone with a hankering for learning the latest and most innovative in the world of AI will find this video about the related, ever-evolving tech a delightful treat.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Processes & Project Management with Vinay Patankar of Process Street

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 03 Mar 2021 12:11:00 -0500

This episode features the journey of a startup visionary and goes into the inner workings of a platform many startups and companies are familiar with.

Vinay Patankar, Co-founder and CEO of Process Street, a process and workflow SaaS platform that has grown and received generous funding to grow, guests in this podcast. Process Street has contributed to the transformation of the world’s working economy towards a remote model.

Vinay talks about how his personality has taken him to many cities and many companies. He also elaborates how his nomadic lifestyle prompted the idea for Process Street.

The conversation goes deeper into how processes, projects and their management can exponentiate your business’ growth when you know how to empower people using technology.

Any startup founder or company working with multiple teams, especially remote ones, on processes will find this video very insightful and educational.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Helping Startups Through Community with Sunir Shah, CEO of AppBind

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 01 Mar 2021 00:00:00 -0500

AppBind is a cloud-based billing system that allows agencies and customers to have a better, more trustworthy relationship by solving the issue of who pays for software subscriptions while the service is being developed. The solution is simple yet badly needed, as it solves problems of customer onboarding and who pays for what.

Sunir also goes on to talk about how his journey as an entrepreneur and startup guru has expanded beyond business and into the human realm. A firm believer in helping others and paying it forward, he has built a network of entrepreneurs in the Cloud Software Association to help startups and people who need advice and experience.

Learn more about trends in software and technology with Sunir Shah. His approach to helping others in the field and staying calm as you grow your business is great advice for any entrepreneur or startup founder.

CloudSoftwareAssociation.com
AppBind.com

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Passing the Test of Time in Technology with Sherif Kozman of Extreme Solution

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 25 Feb 2021 07:37:58 -0500

This episode goes down memory lane to the 90s, when IT was both exclusive and expensive, with data centers and colocation facilities. He talks about evolving technology then moves onto apps and cloud computing. Kozman’s formula to counter the ever-changing ebbs and flows: focus on the people you have rather than the technology.

This formula has worked. They have consistently grown and been successful for the last 20 years - and they’re still going strong. They continue to take the lead with their emphasis on Agile methodologies and a Lean approach to their IT-managed services.

Any startup founder or business leader will find this episode inspiring, especially as they take on ideas to sustain their business over the long-term. Kozman is very focused and his people-centric approach is a best practice worth learning about.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Resources:

Sherifkozman.com
Extremesolution.com

Leadership and Decision Making Principles with John Milburn of Clear Skye Inc.

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 24 Feb 2021 07:00:00 -0500

Twenty+ years of working with the leadership of large-scale enterprises carries benefits, yet the question still exists: What is the industry’s security space?

In this episode of Leaders of B2B, Ledge interviews the CEO of Clear Skye, John Milburn. Clear Skye is a software company that optimizes identity governance and administration.

Paraphrasing John, the average enterprise has over 300 different applications, each with its own set of passwords, often differing by state or region. Then you multiply that by tens of thousands of employees. The picture becomes more evident of the need for this industry security software.

John shares challenges he has faced in his career and continues to meet today. He emphasizes the difficulty of leadership agreeing on how differing departments manage accessibility.

John gives insights into how he and his company define success. Listen in now to hear more from John and his unique principles and recommendations. Expect valuable takeaways from this episode.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

On Being Customer-Centric and Workflow Focused with Derek Gerber of Explainify

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 22 Feb 2021 00:00:00 -0500

Derek’s love for computers and software stuck with him. Naturally, he began working in sales, marketing, and accounting within the technology space.

Explainify is now able to produce videos in a few weeks that used to take nine months just five years ago.

“I’d say the true value in what we do is we build brand awareness and brand legitimacy, through high-quality videos that drive action.”

Derek shares fascinating insight into their customer-centric approach. He accredits this mentality to the success Explainify has seen through the pandemic.

Listen in now to hear Derek's tips on creating optimal workflows, and how he creates his own luck.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

This episode is brought to you by Content Allies.

We help B2B tech companies build and run revenue-generating podcasts. We set you up with weekly interviews with your ideal prospects and strategic partners. You show up and have engaging conversations, we handle everything else.

DNA Computing Capabilities with Dave Turek of CATALOG

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 18 Feb 2021 00:00:00 -0500

“It’s about a million times more dense than conventional electronic media, in terms of storing data.” With tech, it’s always smaller, cheaper, better, faster. Exploring DNA storage could redefine how we think about storing data.

Dave dives deeper into DNA applications in the tech space. He posits discussions on AI, quantum computing, and more. Before closing, Dave invites others in related fields to reach out and discuss.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Resiliency and Flexibility as a Marketer with Chantelle Marcelle

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 17 Feb 2021 12:29:50 -0500

Her role at the company, which takes pride in being an expert at transforming organizational performance and teamwork through its platforms that maximize cognitive diversity, is directly linked to the Brand and Customer Acquisition aspect.

Her storied career and her capability to wear multiple hats across different industries and verticals have made her a well-rounded and diverse marketer herself. Marcelle discusses her journey to her current role in a deep manner for any aspiring marketers or even for any veteran in the industry for that matter.

For anyone looking to take a peek at the brains of a marketing veteran and make a career out of this vital business function, this podcast will definitely provide you with the needed insight to ignite the light bulbs in your head.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Resources:

Founding on shared philosophies with Di Di Chan of FutureProof Retail

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 15 Feb 2021 00:13:00 -0500

Multiple factors contribute to the success of a company. You need a revolutionary idea, the right team and available funds, but sometimes these aren’t enough.

The right go-to-market strategy is also required and for that, you need perfect timing to get out there.

In the case of Di Di Chan and FutureProof Retail, the first run of their innovative touch-free technology in brick and mortar retail stores was met by factors that cooled what could’ve been a red-hot launch.

When Covid-19 and the ensuing lockdowns hit, however, their product went from a convenience into a necessity. FutureProof Retail was quick to react by helping the community in any way it could, and the returns for both community safety and corporate citizenship have never been higher.

Di Di and her company’s story are an inspiration to any startup founder, and to anyone thinking of starting a business. It’s a story of how a great idea can be put together, about hanging in there even when the results aren’t what you expect them to be. It’s a story about how profits aren’t the sole motivation you should have for your business.

Listen to this episode to get insight and inspiration on how proper timing, and persevering when it isn’t there yet, shouldn’t derail your ambitions and goals when starting a business.

For more business ideas that carry enlightening inspiration, visit us at LeadersofB2B.

Marketing Measurement with Madan Bharadwaj of Measured

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 04 Feb 2021 06:34:08 -0500

His company focuses on providing cost-effective ways for companies to compete in the market using essential data like buying trends and spending patterns by looking at the digital space. He then adds value to this through their managed services arm to empower businesses with limited exchequer to maximize their precious resources in making decisions.

Decisions like product direction, go-to market, marketing spend, and consumer targets are normally drawn from millions of dollars of marketing investment. Resources out of reach to the valuable direct to consumer business. But Measured makes these accessible through their technology and approach through experimentation.

Startups and direct to consumer brands from small to large can learn a lot from Measured’s culture and business model. They can replicate big business resources through innovation and can grow their business following the learning from this podcast.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

This episode is brought to you by Content Allies.

Zero to 12 customers in year 1 with Nick Foy of Silverdale Tech

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 03 Feb 2021 07:38:18 -0500

This transition from a side gig to a freelance-heavy company to a full company with a solid group of their own employees all in one year is a testament in commitment and going all-in to pursue your dream.

He also talks about how nurturing his employment relationships and transitioning the right way can lead to more fruitful returns. This comes as his first client was his former employer that allowed him the luxury of starting off with a customer to build a foundation on.

Nick’s story is far from over even as his startup is taking off like a rocket going from his 1 client to 12 clients now. Nick talks about how he uses his expertise in process and technology to his own business as he thinks of scaling up his products to service even more clients in the future.

Aspiring startup founders can learn from the experience of others who have shifted from salaried work into their own startup. This insightful video with Nick Foy of Silverdale provides a wealth of learning in that exercise.

For business process improvement and expertise visit silverdaletech.com
Reach out directly to Nick through email nick@silverdaletech.com for more information on how they can help your business improve and automate.

Learn more and say hello at LeadersOfB2B.com

This episode is brought to you by Content Allies.

Understanding cybersecurity with Justin Shelley of Master Computing

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 01 Feb 2021 10:33:29 -0500

In this episode of Leaders of B2B, we chat with Justin Shelley of Master Computing. Justin is Lord Protector of the computer domains by virtue of delivering both preventive and reactive cybersecurity measures. Justin talks about his journey from salaried aviator to IT entrepreneur fueled by his desire to steer his own destiny the way he chooses. His step into entrepreneurship met initial success but as the IT started to crowd, he had to pivot and innovate towards preventing the threat of cybercrime. Cybercrime always seems like a crime that never happens to you until it does. Justin stresses how seriously this has to be taken, especially to small and medium businesses. He provides further insight that awareness and vigilance on the human aspect trumps any form of technological protection. Justin delivers a perspective on a sometimes boring topic with a heads-on approach that makes this podcast as entertaining as it is educational. The takeaways on how to protect your business whether it’s a single person shop or a 50 seat office are enormous. Want to arm your business better and learn more? Drop by and say hello at LeadersOfB2B.com

On Using Wealth for Impact with Jim Coleman of xFusion

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 28 Jan 2021 00:00:00 -0500

A career spanning from a sex crime against children detective, to investment fund advisor, to building his own SaaS company, Co-Founder of xFusion, Jim Coleman offers a diverse background in this enlightening episode of Leaders of B2B.

Jim shares how he and his team built training methods, vetting new personnel through layered teachings, and resulting in an output of employees upon which leadership bestows complete trust. A reason Jeff accredits to the success of xFusion, and has led to providing a better customer experience allowing to charge higher rates for better quality service as well as the ability to pay their employees higher than average wages.

Dropping numerous bits of wisdom that are applicable in our daily lives. Jim points out how acquiring wealth is a sad goal by itself and offers up that wealth can be used to create a positive impact in others’ lives, which in turn creates more happiness than the act of attaining wealth itself.

Listen in as Jim and Ledge dig deeper into the intertwining of business and personal life and how they can complement each other, thus resulting in a better overall life.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

On Building a Successful Saas Startup with Trent Whatcott of AlarmHive

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 27 Jan 2021 00:00:00 -0500

Self-declared as unemployable, Trent seized his differences and utilized it to surround himself with the right team to develop the idea of AlarmHive. With over 5000 alarm installations a month, the team noticed the tremendous opportunity in the market.

Working only for a potential equity share, they tirelessly worked to create the 'MVP' product to put out on the market. Trent himself worked the first two years without earning a cent.

"Use your own money first, and get it to a point where you've got your MVP. Outsource your development, but with a group that you trust."

Trent discusses their decisions on not seeking capital in the early stages while involving early customers in its progression and development.

Give this episode a listen to hear Trent continue with brilliant marketing advice and also recap the pricing debacle they faced while reiterating their focus on building their product around the customer experience.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com.

Vacation Rental Management and Experiences Done in a Breeze with Ben Firn of Breezeway

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 25 Jan 2021 00:00:00 -0500

This episode of the Leaders of B2B Podcast guests Ben Firn, Director of Marketing at Breezeway. He talks about 3 key areas that would interest anyone in the B2B, technology, and startup space, particularly in marketing. First, we take a look at Breezeway, a Property Operations and Servicing platform equipped for the vacation management space. The SaaS platform aims to provide a seamless guest experience by bringing the stability and process-orientation that hotels are known for to the vacation rental space. The application focuses on integrating with front-end heavy property management systems to carry its advantage and value proposition. Second, Ben talks about his career epiphany as he pivoted from a life of a cubicle dweller focused on quantitative finance to that of a digital marketing jockey over at startup Breezeway. A valuable lesson to those finding their way and making that key decision on what to do with their careers. Ben talks about hedging the risks by going with an established founder like Jeremy Gall, Founder of Breezeway. And finally, Ben talks about their marketing strategies, particularly how they make a decision on prioritization and use that as a guiding star but still remaining flexible and open to adjust and adapt to the changing environment. A key trait in this world ravaged by a pandemic. In his marketing expertise, he talks particularly about how the affiliate marketing space has worked out for Breezeway. By leveraging their integrations with their property management systems partners and navigate the fine line between partnership and potential competition. Breezeway’s story and Ben’s story are both highlighted as a great example of how different approaches come for different companies with different products and go-to market strategies. Learn more about ways to bring your product to market effectively from thought leaders in marketing and startups. This episode talks about leveraging affiliate partners to jumpstart your go-to market strategy. Learn more and say hello at LeadersOfB2B.com -- This episode is brought to you by Content Allies. We help B2B tech companies build and run revenue-generating podcasts. We set you up with weekly interviews with your ideal prospects and strategic partners. You show up and have engaging conversations, we handle everything else. Contact us to learn more at ContentAllies.com

The 3 roles of a CEO with Nicolas Vandenberghe

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 21 Jan 2021 05:48:10 -0500

Today’s episode takes a look at a business leader who is passionately driven about starting up, perfecting his product, driving growth, and doing this again until perfection is reached.

Nicolas Vanderberghe, CEO and co-founder of automated meeting scheduler and boon to sales people the world over, Chili Piper imparts some key learnings for the CEO and entrepreneur. He talks in detail about how he grew Chili Piper and how he is applying a refined and perfected formula to his newer company, KosmoTime.

The viewer will be treated to very important and meaningful nuggets of learning from the seasoned CEO and startup founder. His entire experience in founding Chili Piper, along with the growth pains and the continuous struggle to grow and iterate the product is a journey anyone and everyone about to embark on a startup journey can benefit from.

Vanderbergh’s formula seems simple in theory, however, the mastery of the role and taking a startup from bootstrap to millions of users is a path laced with many obstacles. He stresses the importance of a CEO in the conceptualization, architecture, design, and implementation of the product.

He concludes that the CEO role transforms and evolves along with the growth trajectory of the company. When a company grows in a massively rapid manner, it is easy to get lost in doing too much as you try to hold off additional overhead for as long as possible to maximize funding. He throws caution to the wind on this spiral of doom.

“A CEO needs to think where they can be most impactful within the limited time of the day.”

The answer to this thought is to focus on what is important at certain stages of growth.

He dubs this “The Entrepreneurial Triangle”.

Firstly, the CEO is not only instrumental but has to take almost full control of seeking the product-market fit. Finding the balance of seeking the target consumer, gaining insight on what they need, designing a product that they want. It is of absolute essence that the product achieves an impact on the market or the company will drown in its infancy.

Secondly, after the prerequisite level has been unlocked, the CEO is the conductor of the go-to market orchestra. A symphony composed of continually touching base with customers, managing costs, and continually increasing revenues.

Thirdly, the CEO must initiate the organizational design and operational growth. Venderbergh suggests hiring the right people to implement the organizational design lest the CEO get sucked into the day-to-day operations. It is imperative to be involved in the people selection process to keep your incoming team aligned with your vision.

The insightful lessons imparted by Nicolas Vanderberghe in this episode strike key points in every startup founder who wishes to see their ideas turn into realizable dreams. For those who don’t know how to get things started this video brings a wealth of ideas to the table to help you found, grow, and expand your business.

Learn more and say hello at LeadersOfB2B.com

This episode is brought to you by Content Allies. We help B2B tech companies build and run revenue-generating podcasts. We set you up with weekly interviews with your ideal prospects and strategic partners. You show up and have engaging conversations, we handle everything else.

Building a Sales Partner Network Intelligently with Chris Lipowicz of Building Intelligence

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 20 Jan 2021 03:42:00 -0500

Establishing, growing, and overseeing a startup in an industry traditionally reserved for heavy capitalization can be extremely challenging. Investing in the product creation process already draws so much capital, then there’s getting to your target market to sell your newly-perfected product.

Chris Lipowicz, Chief Operating Officer of Building Intelligence, shares some insight from 17 years of experience in sales and business development. When Chris co-founded Business Intelligence, they were looking at creating an integrated solution for access, security, and facility management for building spaces and events venues. An industry that is hard to penetrate and is certainly as B2B as it can get.

Chris shares a key hack that can be used by anyone thinking of accelerating their startup and getting it to stand on its own through customer revenue. They decided to tap into a Partner Network that specializes in integrating products related to facilities and to security. A bold decision considering how much most startups went their own way to retain control of their product.

Chris explains that one of the drawbacks of such a model is losing control of the sales process and aspects like discounting and the initial customer-facing transparency may seem lost. However, that slight haze in transparency with the end customer is made up for by what he calls the sales multiplier effect.

Aside from not having a sales team on payroll, his partner sales team has the capability to face multiple customers due to the suite of products they sell and carry. This drastically increases the footprint they touch upon and increases the likelihood of closing deals for them.

Chris also banks on the uniqueness and innovation of their product to be a major differentiator. As a product that can integrate into work-orders, scheduling, mobility, big data, and biometrics, it is a highly promising product of the future to watch out for.

Their way of building a customer base truly is intelligent!

Looking for ways to increase your go-to market strategy away from the traditional, saturated ways? This interview with Chris Lipowicz of Building Intelligence will open your mind to hacks that can dramatically make it easier to reach new customers for your business or your startup.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Rethinking the legal industry with Raj Goyle of Bodhala

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Thu, 14 Jan 2021 10:51:27 -0500

Raj Goyle, CEO of Bodhala has taken on the Herculean task of using technology and data to the conservative and deliberate legal industry with the hope of reducing legal fees for everyone. We talk about Bodhala, what inspired him to start this up, and what challenges await him.

Goyle talks about how the legal industry, in all its years of existence, still remains slow to innovate particularly in the standardization of its pricing structure. This approach has had lasting repercussions not only to the legal industry but especially to corporate and entrepreneurial America.

The development of his company, Bodhala, empowers the buyer’s side by arming them with the capability to transparently view prevailing legal rates across different firms for a multitude of services. This has never been seen before in the industry and establishes equilibrium in the legal marketplace.

Whether you’re a small business or a part of a large corporation, you’ll need to avail of the legal system at one point or another, for contract enforcement, agreements, or anything similar. Learn more about Bodhala, their journey, and how this revolutionary product can benefit you.

Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com

Impacting climate change through technology with Michael Jansen

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Wed, 06 Jan 2021 04:38:00 -0500

Remember when you played those city building games back in the day and wished your city would come to life? Well, Michael Jansen of Cityzenith has led a team that has turned that into reality. They’ve developed and designed cutting-edge technologies that allow the astonishingly accurate simulation of design and construction from houses, buildings, and to entire cities.

While this sandbox may make every creator swoon with delight, it has a deeper and more meaningful impact to our planet than just better construction. Cityzenith’s models allow more efficient construction and allow better predictions that cut waste, predict outcomes, and ultimately reduce the carbon footprint that cities produce one building at a time.

During a period of consistently increasing global temperatures and rapid urbanization across the world’s countries, this comes as a double-edged boon to the cause of our planet’s sustainability.

Learn more and say hello at LeadersOfB2B.com

Scaling a tech company in the midwest with Marc Bernstein of Balto

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Mon, 04 Jan 2021 04:19:00 -0500

Marc Bernstein shares his story of fulfilling his dreams by turning a vision into a software reality. In this episode of Leaders of B2B, Marc talks about how he began his career and how he faced immense hurdles to co-found Balto Software.

Anchored by the gravitational pull of the comfort zone that was his blossoming career, he scaled that crag only to be faced by even steeper challenges, scaling a startup with minimal resources.

Marc talks about how he was able to balance the limitations of the early startup’s exchequer with developing a product that would deliver value and a competitive advantage in terms of providing instantaneous information to sales center leaders and agents.

Marc talks about the essential aspect of proper timing and fostering the right conditions before seeking funding and why that’s a very important strategy that shouldn’t be overlooked in every tech startup. Marc outlines the CEO’s main functions, including the capability to Attract, Connect, and Deliver, and talks about how essential it is to work backward and deliver a winning product before scaling up the resources for it and aggressively going out to attract customers and funding for it.

This approach is manifested in Marc’s Barbell Selling Strategy in which he zeroes in on showing a great product that satisfies the needs of the organization across multiple functions that hold their own respective areas of prioritization.

Any follower of the industry and scholar of the trends and methodologies in establishing a startup will find this podcast extremely insightful and inspiring. Marc provides an excellent background of his entire startup journey and teaches us about the Barbell Sales Strategy that focuses on product development that is impactful in the organization.

Learn more and say hello at LeadersOfB2B.com

Kirk Harnack - The Telos Alliance

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 13:10:17 -0500

In this episode, our host Jake Jorgovan, speaks with Kirk Harnack, Director of Multimedia Marketing at The Telos Alliance. Telos is a company that manufactures and distributes broadcast equipment used in television and radio stations. In this episode, Kirk shares how he went about marketing these B2B products in an innovative way.

Jeremy Boudinet - Ambition

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 13:06:43 -0500

In this episode of the Leaders of Marketing, I had the great pleasure of talking with Jeremy Boudinet, Director of Marketing for Ambition. Over the years, Ambition has put out some great content that has been key to their growth, and Jeremy and I go into detail on some of the things they have done, as well as what they are planning to work on next.

William Wickey - LeadGenius

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 13:05:19 -0500

Rob Engg - Freshbooks

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 13:02:30 -0500

On this episode of the Leaders of Marketing Podcast, I had the pleasure of talking with Freshbooks Senior Marketing Manager Rob Engg. Rob has been with Freshbooks for about 3 years and has an extensive career as a marketer in different industries and different roles. In this interview, we look at the unique story that landed Rob in his current gig and we talk a lot about what Freshbooks is currently doing to make sure they communicate effectively with their audience. I hope you get a ton of value from this podcast and take away some ideas for being targeted in how you deliver relevant messages to your existing and potential audience.

Coral Edwards- Harvest

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 13:01:02 -0500

On this week’s Leaders of Marketing Podcast, I got to talk to Coral Edwards who is the marketing lead at Harvest. Harvest is an awesome company that has the goal of enabling companies to work smarter through their time tracking and project scheduling tools Harvest and Forecast. Coral and I talk through what makes Harvest special, things they are working on to grow their company, and advice for other aspiring marketers.

Gaemer Gutierrez - CVS Pharmacy

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 12:59:26 -0500

I had the pleasure of talking with Gaemer Gutierrez, Creative Director of CVS Pharmacy. Gaemer has a ton of experience working in large companies, and he has a lot of advice for creatives finding success in the corporate world. One of the things I loved about this interview was hearing how Gaemer views corporations as a network of conversations and talking through some of the ways to navigate that network. In this interview, we talk about how Gaemer found his way to his current position, adapting to the change from designer to manager, and some of the ways creatives can thrive in a big corporation.

Vanessa Dewey

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 12:55:48 -0500

In this episode of the Leaders of B2B podcast, I got to sit down with Vanessa Dewey, Lead of Development and Creative Experiences at Matell Inc. Vanessa is a creative with tons of experience who is working to help educate and facilitate culture at Matell. As a true creative, Vanessa has had roles ranging from being an intern for April Greiman, working in general communications roles, to packaging, and now she is in a brand new position that doesn’t even have an official title yet. I had a great time sitting down to hear her story and advice for others.

Introductions

support@contentallies.com (Jake Jorgovan, David Ledgerwood, Leaders of B2B) — Fri, 06 Nov 2020 12:52:36 -0500