Sunny Side Up

In this episode of the Sunny Side Up podcast, Michael Stowe of RingCentral introduces us to the concept of developer marketing and how this new form of marketing builds relationships between a company’s software developer and those creating said software has emerged as this new world of developer marketing. A former software engineer himself, Michael shares how he got into developer marketing, why companies should consider developer marketing, and some of the common misconceptions about the field. The episode concludes with Michael sharing his best piece of advice for individuals and companies looking to adopt developer marketing. Contact Michael Stowe | Follow us on LinkedIn

In this episode of the Sunny Side Up podcast, Sam Gong dives into why we should change our ideas about data science to empower marketing, sales, and the growth of your company. Sam explains that, up to this point, data scientists have more or less lived in their bubbles because key people don’t understand just how valuable it is. Sam wants key leaders and thought movers in business development to see that using smart data can help narrow the discrepancies in the sales funnel and create more opportunities for generating revenue. His model based on a grading system uses data science to “rate” prospective leads, which allows sales to take them on more confidently, giving them back time to pursue other leads. During the episode, Sam breaks this down along with some other key reasons the best biz dev people in the world should be using data science. He wraps up with some advice to the young entrepreneur, a solid book recommendation, and a few shout-outs to industry leaders we may one day see here on Sunny Side Up.

This episode of Sunny Side Up reveals tactics that every aspiring executive’s go-to-market toolkit should contain. Philip Moyer, VP of Strategic Industry Teams at Google, understands what it takes to build out an effective sales and marketing team. Over a career that has also seen him in top roles at AWS and Microsoft, he has developed a keen understanding of what works and doesn’t when it comes to ramping up. Great sales teams are built on vision, insight, and honesty – all of which Philip provides along with vivid examples from his own sales journey. Enjoy this lively, informative conversation! Contact Philip Moyer | Follow us on LinkedIn

This episode of Sunny Side Up is all about demystifying data science with Celeste Fralick, Chief Data Scientist at McAfee, as our guide. She outlines some of the basic questions that companies (and particularly Sales and Marketing teams) should be asking their data scientists. The models for Artificial Intelligence (AI) that go out into the field are critical to business success – and constantly at risk of decay and vulnerable to bias. If you want your company’s investment in big data to pay off over time, models out in the field need to be monitored. Celeste provides a detailed breakdown of what that monitoring should look like and what elements those focused on the go-to-market need to ask their data science team about as well as a track for optimal results. Contact Celeste Fralick | Follow us on LinkedIn

This episode of Sunny Side Up offers a cutting-edge approach to sales optimization. Caroline Tarpey, VP of Sales and Customer Success at QuotaPath, deploys data to transform cultures and create a positive peer-to-peer feedback loop. She shares her coaching methodology and some of the sources that have informed it, such as the “Nudge” framework. The goal is to motivate individuals and improve team performance by leveraging data in a positive rather than punitive way. Caroline gives us a step-by-step guide to using this innovative behavioral approach to define trouble spots, accelerate sales and strengthen overall team morale. Contact Caroline Tarpey | Follow us on LinkedIn

This episode of Sunny Side Up is all about the power of marketing – and the unique obstacles associated with it. As Chief Marketing Officer for Veracode, Elana has built her career on some key fundamentals, which she shares with Asher in this engaging conversation. If you’ve ever wondered how to become a CMO and what it takes to excel at the job, this is the podcast for you. Elana reveals tips and tricks for building a powerful marketing platform and making sure that everyone company-wide understands the value it brings. Marketing ROI may be hard to measure, but Elana will equip you with smart strategies for getting the message across, both inside your company and out in the marketplace. Contact Elana Anderson| Follow us on LinkedIn

This episode of Sunny Side Up focuses on Lifelong Learning, a value woven throughout Carolee Gearhart’s fascinating, highly successful career. Vice President of Worldwide Channel Sales and Global SMB Sales, she has taken a path uniquely her own and shares with Asher the elements she believes are critical to leadership success. She offers actionable advice for those looking to optimize their career development, including: Be willing to work with people with whom you disagree. Be willing to admit you don’t know what you don’t know. Make the extra effort to incorporate diversity in all its forms. Contact Carolee Gearhart| Follow us on LinkedIn

In this episode, David Wakeman talks about the journey to leadership, detailing his candid thoughts on having a growth mindset, the role of a sales leader, and how to drive change as a sales executive. David speaks on the challenges and opportunities that come with adapting to change, especially during the digital transformation of the pandemic, along with how he inspires and shapes his team as a sales leader. Contact David Wakeman| Follow us on LinkedIn

In this episode, Zarina Lam Stanford shares her perspective on marketing and the many ways in which branding equates with a substantial return on investment. She explains why inclusion and diversity transcend the realm of HR, offering corporate leaders a way in which to unify messaging across the enterprise and out into the marketplace. Over a career that has spanned different corporate cultures and geographies, Zarina has seen the power of distinguishing between a local “go-to-market” approach and a carefully cultivated corporate brand identity – and shares thoughts on how to leverage both. Contact Zarina Lam Stanford| Follow us on LinkedIn

In this episode, Rik Walters discusses data science for executives. We learn a new take on data science that talks about projecting and not predicting data. Rik dives deeper into the nuances of anonymous ID tagging, explaining how it’s being used by companies and brands today to provide a better customer experience and to skyrocket sales! Contact Rik Walters| Follow us on LinkedIn

In this episode, Bryan Urioste discusses rebuilding a brand and the intricacies that go into that process, beyond coming up with a new color palette or logo. He shares the process behind rebranding and offers his perspective on what is most important when starting -  including his definition of rebranding vs. refresh. Contact Bryan Urioste| Follow us on LinkedIn.

In this episode, Heather Adkins discusses account-based marketing, sharing the tips that she's accumulated around planning and execution. She discusses what ABM is, how to practice joint-account planning and what are ABM KPIs, and how to measure them? Contact Heather Adkins| Follow us on LinkedIn.

In this episode, Matthew Sell defines what CMI is and goes on to discuss how the function of competitive and market intelligence has evolved and how CMI teams have had to adapt to the shifts. He also shares his observations on how he sees CMI evolving in the future as markets become more dynamic. Contact Matthew Sell| Follow us on LinkedIn.

In this episode, Patrick Moorhead discusses brand story innovation using Martech. He explains Rishad Tobaccowala’s concept of water vs. plumbing and how it draws a parallel to sales vs. marketing channels. He dives into the process of brand story innovation, novel ways for marketing and sales to work hand-in-hand, and strategies to implement buyer-friendly and sales-focussed marketing. Listen in! Contact Patrick Moorhead| Follow us on LinkedIn.

In this episode, Matt Sickler discusses the authenticity of the content. He talks about the importance of creating authentic content. He further mentions what the role of the subject matter expert is in verifying the authenticity of the content published. Contact Matt Sickler| Follow us on LinkedIn.

In this episode, Kerry Ok discusses how to scale your marketing content strategy. She mentions why it is important for B2B marketing organizations should consider scalable marketing content. She also talks about how to leverage using an artist approach while creating content and the hidden secrets of content writing. Contact Kerry OK | Follow us on LinkedIn.

In this episode, Tim Downs discusses his shift from IT to sales leadership and the lessons learned along the journey. He discusses: What are the three Cs to achieving success in any position? What Mamba Mentality means? He also shares amazing tips for new leaders to become successful in their careers and life. Contact Tim Downs | Follow us on LinkedIn.

In this episode, Sandeep Kumar talks about what commercial effectiveness is, why it’s important for B2B tech companies in 2021, and how to improve your organization’s commercial effectiveness. He details challenges you might encounter in your journey to improving commercial effectiveness and the key role of customer success in commercial effectiveness. Contact Sandeep Kumar  | Follow us on LinkedIn.

In this episode, Ashton Moran talks about the evolution of executive search, detailing the biggest changes that have happened in the executive search industry over the last decade. He speaks on what it’s like to lead teams through challenges as a general manager of executive search, how Invenias is making an innovative impact on the executive search industry, and what the next big innovation in hiring will be. Contact Ashton Moran  | Follow us on LinkedIn.

In this episode, Michelle Huff talks about testing at scale, highlighting her framework for testing as an in-house initiative. She shares insight into what testing is, why it’s an important process for marketers, and what it’s like to work with UserTesting for all your testing needs. Michelle also shares some of the top lessons she’s learned as an expert in testing the market. Contact Michelle Huff  | Follow us on LinkedIn.