Sunny Side Up

In this episode of Sunny Side Up, host Isaac Atashkar interviews Ryan Almond on the evolution of Account-Based Marketing and how ABM has changed over the past two decades. From a salesperson’s one-on-one customer relationship to leveraging technology for personalization and a better customer experience, Ryan explains how to scale an ABM strategy enterprise-wide. He suggests piloting it first, setting shared goals between sales and marketing teams, leveraging technology, and building the right strategy. Also discussed is the importance of starting small, scaling deliberately and incrementally, and having a strategy in place before implementing technology. They also introduce the concept of an “account-based enterprise,” which speaks to aligning all functions within an organization to provide customers with a first-class experience throughout their lifetime relationship with the company. Additionally, they discuss Artificial Intelligence, automation, and deflationary technologies that are aiding in this trend,

In this episode of Sunny Side Up, host Joe Delamere interviews David Levy, Vice President of America’s Marketing at Foundever, about the power of growth marketing and the importance of taking a data-driven approach to the customer life cycle, from acquisition to engagement and retention to revenue generation. David discusses how personalization is key and why companies must focus on understanding customer pain points to tailor campaigns that will reach customers with the right offers in the right channels at the right moments. He talks about strategies for account-based marketing and what it takes to create an effective narrative. He also discusses generative AI, marketing strategy, customer experience, and other topics related to understanding consumer psychology. Finally, he addresses why marketers should keep the macro-context in mind while creating messaging that resonates with buyers.  ⁠Connect with David Levy | ⁠⁠⁠⁠⁠⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Lisa Josephson interviews Marcus Lancaster, VP of Strategic Sales for Quad, who shares Quad’s journey from a family-owned printing business to a leading marketing solutions provider. They’ve expanded through organic growth and acquisitions, adding services like photography and content creation workflow solutions to stay relevant. Quad offers consulting and creation services throughout the marketing journey, and its 2023 brand campaign aims to raise awareness and highlight its unique approach. Marcus discusses Quad’s agile approach, focusing on analytics and audience curation to serve customers effectively. He stresses the importance of adapting to stay ahead, providing tailored solutions for success in the direct-to-consumer space. Marcus also advises career starters: to listen more, seek feedback, and embrace continuous learning. ⁠⁠Connect with Marcus Lancaster | ⁠⁠⁠⁠⁠⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Michael Malone interviews Clayton Ruebensaal on the topic of the obsession advantage and its importance in unleashing competitive edge and inspiration. Clayton, an experienced leader in marketing and analytics, shares insights on how obsession fuels the pursuit of extraordinary accomplishments, citing NASA’s success in getting a man to the moon. The conversation explores the challenge of getting different stakeholders on board with a singular mission, emphasizing the power of creating a unified focus on improving customer experience. Clayton shares how a focus on safety at Alcoa Aluminum Company led to better communication and accountability. The conversation also examines successful companies like Apple and Google that have chosen a central thought or identity as their key to success, emphasizing the advantages of a singular focus. Clayton also shares personal experiences at American Express during the pandemic, where focusing on helping businesses led to high ROI. ⁠Co

On this episode of Sunny Side Up, host Rory Costello talks with Benjamin White, VP of Business Development at Ironscales, about his successful career building a sales team in cybersecurity. Ben emphasizes the importance of creating a familial culture, personalization in outbound sales communication, and hiring and training efficient business development representatives (BDRs). He also discusses the challenges of working remotely and provides tips on overcoming isolation through daily standup meetings, continuous learning, and supportive team culture. Ben stresses the significance of asking questions as a leader and embracing continuous learning for personal and professional growth.         ⁠Connect with Benjamin White⁠⁠⁠ | ⁠⁠⁠⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Devan Cohen interviews Amy Vosko, VP of Revenue Marketing at PathFactory, about sales and marketing success in today’s market. She emphasizes the importance of technology to bridge gaps between teams and align resources. Amy also highlights the need for both sales and marketing to target audiences and prove their methods through a methodical BO process. She advocates for a holistic approach to account-based marketing (ABM) and emphasizes the importance of using smart signals for effective decision-making. ABM can be used to retain and expand existing customers by creating bespoke conversations and addressing their needs effectively. Amy encourages having a supportive professional community and giving back by mentoring others. Connect with Amy Vosko⁠⁠ | ⁠⁠⁠Follow us on LinkedIn

On this episode of Sunny Side Up, host Rory Costello speaks with marketing expert Sherry Grote about supercharging your marketing organization. Sherry shares her experience building high-performing teams and emphasizes the importance of collaboration between sales and marketing teams. They discuss tactics for facilitating this collaboration and highlight the need for nimble, results-driven approaches. Sherry also shares her playbook for achieving growth through effective marketing strategies, including building a demand gen engine, partnering with the right companies, and creating hyper-personalized account-based approaches. Connect with Sherry Grote⁠ | ⁠⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Katherine Noonan interviews VP of Product Jeff Freeman on hybrid engagement models. Jeff shares his career journey from small tech companies to Fortune 100 firms and startups, and his current role at Postal, where he focuses on offline engagement through corporate gifting and B2B connections. They discuss Postal's latest offering - Postal ABM - for account-based marketing (ABM), and the importance of offline engagement in today's saturated digital channels. Jeff emphasizes the need for a combination of B2B ads, email outreach, and offline engagement, and mentions that the new investment in Postal's product will lead to deeper ROI reporting. The conversation also covers virtual events and activities, the use of Postal's ABM product for marketing and sales alignment, and the importance of measuring engagement and ROI. Connect with Jeff Freeman | ⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Rory Costello interviews Mishaal Murawala, VP of Marketing at MacroFab. Mishaal discusses how marketing can enhance business growth and customer relationships in the manufacturing industry. He highlights the importance of quality products and manufacturing, and how marketing starts before clicking on an ad. B2B manufacturing marketers face unique challenges due to a lack of marketing and measurement products. Mishaal stresses the need for agile marketers who can handle chaos and have expertise across different marketing functions. They also discuss how technology has changed manufacturing processes, providing valuable insights into marketing challenges and opportunities in the manufacturing industry. Connect with Mishaal Murawala | ⁠Follow us on LinkedIn

In this episode of Sunny Side Up, host Andrew Smith talks with Andrea Winkle, a leader in the IT channel space and a 16-year veteran of Insight Enterprises. Andrea shares her journey of helping Insight transform from a reseller to a bold solutions integrator, as well as how their core values of Hunger, Heart, and Harmony have enabled them to become the leading solutions integrator for their customers. She dives into the e-commerce transformation led by Amazon alum Rob Green, which enabled customers to have a consumer experience when purchasing for B2B. She also explains how Insight is adapting to the current economic climate to provide products and solutions that help simplify complex processes, cut costs, and remain innovative. Connect with Andrea Winkle | Follow us on LinkedIn

In this episode of Sunny Side Up, host Tara Quehl talks with Preethi Janardhanan, the Lead Product Manager at Rapid Finance. Preethi has worked at startups, Fidelity Investments, and American Express and is now focused on launching Rapid's Lending as a Service solution. Tune in to hear about her journey and how Rapid Finance was able to quickly implement a loan origination platform to help the Small Business Administration (SBA) launch the Disaster Recovery Program for Covid Idle in April 2020. Hear about how she was able to accept 700,000 applications on day one and how their experience opened up a new product journey for Rapid. Learn more about what banks and FinTech need to do to stay ahead of the competition, including providing tailored and scalable solutions that meet customer expectations such as speed, efficiency, and transparency. Discover what trends are driving lending as a service today, such as shrinking availability of capital to small businesses, understanding data analytics and trends to minim

In this episode of Sunny Side Up, host Lisa Josephson talks to Waseem Kawaf, about how unlocking the power of real-time insights and customized flows can transform the customer experience. Waseem has an inspiring career path that started in investment banking and moved on to working with big-name brands such as Bowes, Dell, and Rite Aid on their digital innovation. He'll explain how Stanley Security transformed their site experiences to become more focused and journey driven through the implementation of a chat feature that revealed hundreds of customers with real needs. He will also be sharing his story and how Stanley Security transformed its website to be more focused and the journey is driven by using chat. They will also discuss how to create a connected, frictionless customer experience by leveraging chat and marketing automation, gaining C-level buy-in, measuring conversion metrics, tracking customer intents, and building machine learning operations teams. Connect with Waseem Kawaf | Follow us on Linke

In this episode of Sunny Side Up, host Ryan Schimmel talks to Jordan Rost about how streaming is revolutionizing the entertainment and media landscape. Jordan, who leads marketing for Roku's advertising business, explains how streaming has combined the best of traditional television with digital precision and accountability. They delve into topics such as how streaming services are giving viewers more control over what they watch, sports viewership in the streaming world, and shifting from acquisition to retention and lifetime value for marketers. Jordan also shares insights on new ad experiences being explored in streaming services, such as brands being part of the content discovery experience and allowing ads to be shoppable on the TV screen. As well, he dives into how marketers can leverage data to deliver more relevant advertising in light of a current economic downturn and provides resources to better understand the relationship between technology and its impact on focus and attention spans. Connect wit

In this episode of the Sunny Side Up podcast, host Tyler Gambardella interviews Jorge Quant, Vice President of Strategy and Marketing for the Americas of Carestream Health, a worldwide provider of medical and industrial imaging systems. They discuss how Carestream adapted to the pandemic by creating virtual spaces to showcase their solutions, and the future of B2B marketing in the current economic climate, stressing the importance of solving customers' problems in a better and more efficient way than competitors to create significant and relevant value and differentiate themselves to maximize profitability. Jorge also discussed the importance of understanding the customer's needs and how it is key for companies to be able to create value and differentiate themselves. He also talked about how companies need to be continuously listening to their customers to stay relevant and adapt to the changing market conditions. Ultimately, Jorge emphasizes the importance of a customer-centric approach in B2B marketing, eve

On this episode of Sunny Side Up, host Eric McIntyre is joined by Dave Woolwine, Vice President of Sales for Americas at HackerOne. Dave has extensive experience in sales with mini high-growth companies and provides insights on the importance of building a high-performance team. Dave shares his journey from AE to leadership positions in the SaaS space and how companies should define their ideal employee profile (IEP) when hiring for high-growth positions. They discuss the difficulty and complexity of the hiring process for salespeople, as resumes often lack the information needed to determine if a candidate is suitable for the position. Additionally, Dave shares tips on creating an environment where employees can continually better themselves through training and leadership – even in a remote work environment. Connect with Dave Woolwine | Follow us on LinkedIn

In this episode of Sunny Side Up, host Chris Moody interviews Julia McClatchy, a partner at McKinsey's Philadelphia office. Julia sheds light on the findings from McKinsey's new B2B growth equation report, which surveyed 3,500 B2B decision makers across 12 markets globally. Shel discusses how sales are increasingly becoming digital and how sales operating models are becoming more hybrid. Additionally, she explores the importance of using analytics and personalization to engage customers more effectively and to ensure sales teams are upskilled and trained properly. They also discuss the challenge of retaining top talent in the market and how companies need to get creative with their training approaches along with the disconnect between sales reps and managers in terms of understanding the key skills for customer growth as well as strategies for creating successful transformations. This conversation highlights the importance of hybrid selling in today's world as well as why it is expected to be the most dominan

In this episode of Sunny Side Up, host Eric McInturff interviews accomplished marketing leader Prachi Gore on building an agile go-to-market strategy. Prachi has nearly 15 years of experience in marketing, consulting, and driving demand generation, brand adoption, and operational efficiency. The guest shares her background in marketing, starting with consumer tech and digital marketing, and transitioning into B2B and large enterprise markets. The conversation also includes a discussion of Checkr’s strategic intent behind their acquisitions of ModoHR and GoodHire in 2020, and how they were directly tied to the company’s growth strategy, as well as potential changes and pivots in the go-to-market strategy that may be needed in the future. Connect with Prachi Gore | Follow us on LinkedIn

In this Sunny Side Up episode, Join Chris Allen and Jon Miller as they discuss building a content marketing organization that focuses on revenue marketing and meaningful content. Chris outlines four key players: governance, strategy, execution, and analysis. He discusses roles and responsibilities and the importance of a corporate narrative, leveraging technology to measure results, and staying up to date on trends. Chris also shares tips for maximizing reach and engagement on social media platforms and becoming a revenue center. Tune in for this insightful conversation about building a successful content marketing organization! Connect with Chris Allen | Follow us on LinkedIn

Scott Brinker, VP of platform ecosystem at HubSpot shares his insights on the future of marketing technology. Scott discusses the concept of Martec’s Law and why organizations are not keeping up with technology’s advances. He discusses how change management is anxiety-provoking for many people, how marketers need to be strategic about which changes they embrace and talk about prioritization, and how marketers should think about using data to optimize their execution rather than just their technology. Connect with Scott Brinker | Follow us on LinkedIn

In this Sunny Side Up episode, host Jason Goldenberg interviews Jay Suggs, the Senior Director of New Business Development for Strategic Accounts and former Global Director of Diversity and Inclusion for Johnson Controls. They discuss how the concept of business leadership has evolved from managing to actual leadership over the past decade. Jay talks about his work in building and deploying diversity and inclusion initiatives within Johnson Controls, and his belief that inclusivity is essential for effective leadership. They also discuss Jay's role in cultivating new opportunities and clients as the director of business development for strategic accounts, and the exciting trajectory of Johnson Controls' digital platform and new platform solution, Open Blue. Connect with Jay Suggs | Follow us on LinkedIn