Sunny Side Up

Sales and marketing need to be aligned at a high level but also be aligned on the specific tactics or campaigns or accounts targeted to maximize impact and success. Tracking sales growth is critical in making the most informed decisions about where to allocate your resources. It's important for both sides to feel supported and work together as a team, not just go their separate ways. The key is to align strategy with execution and navigate the complex challenges of running a successful business. Connect with Saber Sherrard | Follow us on LinkedIn

Scaling Go-To-Market requires strategy and further consideration of the variances in regulations and compliance measures. In this episode, our guest, Bas Paumen, discusses the tactics and shares horror stories in dealing with this transition. He emphasizes the importance of due diligence and contingency plans in the process. Ultimately, the goal is to elevate the consumer experience. By being closely involved with the customers, defining the rate of satisfaction, expectations, and call-to-action become easier. Connect with Bas Paumen | Follow us on LinkedIn

Robbie is Movable Ink's Associate Director of Financial Services Strategy, supporting Financial Service clients to leverage Movable Ink technology to reach their business objectives.  Prior to joining Movable ink, he spent 8 years at American Express driving customer lifecycle strategies for the Small Business, Consumer, and Foreign Exchange business units with a focus on increasing share of wallet, driving the best customer behavior, and optimizing production efficiency.  His ten years of customer marketing experience include omnichannel experiences across email, mobile, direct mail, web, and social media. Connect Robbie Freeman | Follow us on LinkedIn

In her career spanning over ten years, Lubaina has been an Animator, Business Analyst, Project Manager, Product Marketer and now an Account-Based Marketer. She has helped both product and business teams create a strong brand presence, powerful positioning and a focused go-to-market strategy. Lubaina currently leads the Account-Based Marketing practice at Thoughtworks for its high priority accounts. She has helped set up the ABM process for the organization and piloted its global ABM program, scaling it from 9 to 30+ accounts. Connect with Lubaina through LinkedIn

Dillon Nugent is the VP of Demand Generation at Khoros. She started her career in the advertising industry, specializing in highly scalable campaigns for mass-marketed consumer brands fueled by cultural drivers and innovation across packaged goods, athletics, fashion, and auto, just to name a few. She then branched into the B2B world, focusing on product innovation with transformation teams that were responsible for experimentation and finding new growth opportunities at their companies. Today, she continues to innovate in the tech industry with both programmatic and account-based strategies. Connect with Dillon on Linkedin | Follow us on LinkedIn

Join me in this episode and learn how to leverage advanced analytics for your business! The reason Viswanath Srikanth pursued a career in analytics. What is “cross channel diligence,” and why is it important? Connect with Viswanath Srikanth  | Follow us on LinkedIn

This episode of Sunny Side Up provides a definitive rundown on the magic behind MEDDPICC. David Weiss, Regional Vice President of Sales at Seismic, breaks down the acronym and explains its applications. He is passionate both about helping sellers reach their full potential and hitting their goals. With his focus on creating a lasting impact on clients and forming partnerships at all levels, David uses targeted gap analyses to create effective, groundbreaking solutions (about which you can learn more from his Psych & Sales Podcast). In addition to explaining the MEDDPICC sales qualification methodology, he also shares speedbumps that can bog down the process and foundational MEDDPICC elements essential to a successful implementation. Hint: Knowing your pain points and decision criteria are the critical first step. Our guest also offers up some resources for further reading. Connect with David Weiss  | Follow us on LinkedIn

Karl Van den Bergh is Chief Marketing Officer of Gigamon and is responsible for global awareness and demand for the Gigamon solution portfolio. Throughout his 20+ plus-year career, Karl has held go-to-market and product leadership roles in $1B+ tech companies as well as working as part of the executive team at early-stage startups. Connect Karl Van den Bergh | Follow us on LinkedIn

In this episode, Jeremy Foster talks about cross-functional collaboration’s do’s and don’ts. He breaks down what cross-functional collaboration is, his framework for it, and how he prepared himself to become a cross-functional leader. Jeremy also shares the challenges and opportunities he’s come across during cross-functional collaboration and how to leverage a project management organization (PMO) for success. Connect Jeremy Foster | Follow us on LinkedIn

In this episode, Timothy Humphrey talks about driving data adoption. He breaks down what a data platform and data services are, how to help your customers adopt your data platforms and services, the top “land mines to data adoption” you should be aware of, and more. Connect Timothy Humphrey | Follow us on LinkedIn

In this episode, Nielsen’s Tina Wilson talks about the shifting sands of consumer behavior and measuring ROI as power shifts to consumers. She shares her perspective on how consumer behavior and marketing tactics have changed since 2000, avoiding overwhelming consumers, the differences and commonalities between B2B and B2C buyers’ journeys, what technologies marketers are using right now to help them make decisions, and much more. Connect Tina Wilson | Follow us on LinkedIn

This episode of Sunny Side Up features Suhas Uliyar, a leader in the world of enterprise software and cloud platform technology who has held multiple leadership roles both as a start-up founder and as a key member of executive teams with such companies as Oracle, Motorola, and SAP. As VP for Digital Assistant, AI & Integration at Oracle, he is currently responsible for multiple cores and innovative cloud solutions and has fascinating anecdotes to share about career highlights as well as insights into what he sees ahead as the pace of AI and digital transformation accelerates. Connect Suhas Uliyar | Follow us on LinkedIn

In this episode, Ryan Bearden talks about how the right content strategy can shape today’s B2B buyer journey. He shares the best B2B content strategies he has come across in his marketing career, what role content plays in effective sales enablement, and how B2B buying practices will evolve in 2022 and beyond. Plus, Ryan shares his thoughts on why marketing hasn’t evolved to adapt to the digital landscape as quickly as it should have. Connect Ryan Bearden | Follow us on LinkedIn

This episode of Sunny Side Up features a business leader whose growth mindset is the key to inexhaustible energy and driving long-term business success. Keith Sampson, National Sales Director for North American Bancard, learned early in life that adversity could serve as a block or an invitation to learn. He has chosen the latter at every turn, including when pandemic shut down his bread-and-butter roadshows overnight. Within a matter of hours, he had reimagined his sales outreach program and ramped up virtual conferences that were attracting hundreds of attendees within weeks. Learn how Keith’s 3E’s fuel sales and how purpose-driven businesses are the key to a meaningful – and fulfilling – life. Connect Keith Sampson | Follow us on LinkedIn

In this episode, Sarah Gieringer talks about the future of digital payments and their impact on B2B businesses. Why it’s important for marketers to learn the business they’re marketing, the biggest lessons she’s learned about disruption, the mindset needed for succeeding in a new company division, the types of data or intelligence she’s using to identify the right customers, and what you can expect for the future of B2B financial services. Connect Sarah Gieringer | Follow us on LinkedIn

This episode of Sunny Side Up features Gary Hurry, international marketing director for the global analytics giant IRI. Over the past year, he has instituted cross-department alignment around account-based marketing (ABM), yielding great results. Previously marketing lead at Thomson Reuters, he has a strong track record driving major revenue growth within B2B and B2C brands. Gary is an innovator and visionary who shares his passion for implementing and optimizing commercially successful ABM systems for marketing purposes and equally as a demonstrable engine of growth through the identification of leads, retention, and expansion of business. He also offers up some recommended reading and advice for marketing leaders interested in the step-by-step process entailed in rolling out an ABM initiative. Connect Gary Hurry | Follow us on LinkedIn

This episode of Sunny Side Up features Ash Parikh, chief marketing officer at Druva. As a marketing visionary with deep knowledge of B2B and SaaS, he offers a unique take on the transformational impacts of pandemic and accelerated digital advances over the past two years. No single CMO can juggle the multiple roles required – field marketing, digital, partner marketing, content marketing, demand gen, corporate gen, branding. That’s why Ash urges hiring the best possible team, offering leadership that empowers and promotes strategies like ABM and AI-driven prospecting for optimal results. Personal touch and live engagement will always be important, but a confluence of factors has now also created a parallel hybrid sales and marketing universe that Ash believes is here to stay. Connect Ash Parikh | Follow us on LinkedIn

This episode of Sunny Side Up highlights a company that has made Diversity, Equity, and Inclusion a focal point within the workplace – not just for now but in the future. C Space CEO Jessica DeVlieger and Kisha Payton, head of the company’s DEI Think Tank, walk us through their journey in the wake of the pandemic and Black Lives Matter. Their workplace program no longer checks a box or offers a bandage. Rather, Jessica has taken the trauma of George Floyd’s murder and used it as a springboard to make C Space a model for meaningful change. She and Kisha share their experience in starting difficult conversations and the internal work that had to be done before the company could even start to think about promulgating a DEI agenda among clients. They have put in place systems to advance authentic understanding and programs with actual teeth when it comes to things like hiring. Most of all, Jessica says, there is a firm, bold, ongoing commitment to making space for marginalized voices to be heard. Operating from a

This episode of Sunny Side Up breaks down the biggest challenges – and smartest strategies – for taking mergers and acquisitions from execution to implementation. In his role as director of global sales & service ops at Siemens Digital Industries Software, it’s Jeff’s job to smooth the way when organizations need to come into alignment quickly post M&A. Among other things, he leads Sieman’s integration team, which is responsible for driving the process from alignment to critical systems deployment to continued operating efficiency and seamless user experience. For sales teams, the news of an acquisition or merger often comes as somewhat of a surprise and maybe disturbing or distracting. Not, however, if companies act intentionally and undertake some of the measures that Jeff describes in this conversation, including strategies to leverage technology, communications, and data analytics. Connect Jeff Clish | Follow us on LinkedIn

This episode of Sunny Side Up features someone who has his finger on the pulse of today's television viewing habits – which in this world of streaming, browsing, and multiple devices is a more complicated accomplishment than ever. In his role as EVP at Nielsen and MD Demand Side Media, David Hohman has found new ways to understand and leverage both Nielsen's longtime role as America's source of advertising metrics as well as leading-edge access to viewer behavior as it's quickly evolving today. This conversation touches on an overview of CTV terminology, consumer privacy requirements and constraints, the most effective ways for B2B marketers to leverage ad buy (Hint: Integrating as much as possible with content is a big one) and what advantage Nielsen derives from its unique partnership with Roku, the #1 device in America for enabling TV and movie streaming services. Connect David Hohman | Follow us on LinkedIn