Podcast Summary In this conversation with Simon Chuang, Director of Digital Marketing at Lacework, he talks about orchestrating and implementing high-quality lead-opportunity handoffs to drive efficiency and growth. Today, you’ll hear about Lacework’s process and execution, their lead opportunity quality feedback loop, how they systematize data collection further down the funnel, the things that Simon would’ve done differently a year ago, and the exciting next frontier. Prior to joining Lacework, Simon served as the Manager of Digital Marketing and Web Strategy at Lam Research, Senior Marketing Manager at Revvo, and as Senior Digital Marketing Manager at Druva. Episode Outline [02:54] Lead opportunity quality feedback at Lacework. [05:00] The process and execution. [09:58] Systematizing data collection. [11:56] What Simon would’ve done differently. [14:20] What’s the next frontier?

In this conversation with Matt Young, CEO at UserVoice, he talks about retention and product. Today, you’ll hear about finding the a-ha moment, the customer journey, Matt’s top of mind thoughts around retention and product, the greater noise-to-signal in the industry today, the main problems Matt sees in companies doing user research, when and how to re-evaluate and recalibrate your value proposition, and the future of UserVoice. As a leader in SaaS, product management, and product management, Matt has been challenging what it means to deliver great SaaS products for over 20 years. Prior to his current role as CEO of UserVoice, he served as VP of Engineering and President of UserVoice, as VP and CTO at Vodori, and as a Senior Analyst at Duke University. Since 2020, Matt has been a Product School Featured Speaker. Matt holds a BSc in Computer Science from Syracuse University and an MSc in Computer Science from the University of North Carolina at Chapel Hill. Episode Outline [01:20] What’s most top of mind for Matt around retention and product? [02:21] The a-ha moment and the customer journey [05:35] Today’s greater noise-to-signal [07:37] Re-evaluating and recalibrating on your value proposition [09:27] Primary problems in companies’ user research [12:13] UserVoice today and in the future [14:48] Matt’s influential people

In this conversation with Will Hicklen, Chief Growth Officer of EasyWorkForce, he talks about growth. Today, you’ll hear about the evolving Chief Growth Officer role, Will’s key principles, things that get Will excited about EasyWorkForce, emerging people marketplaces, and the ways that Will keeps himself sane and energized. Will is a strategic growth specialist, a performance-driven innovator, HR tech expert, leader, and coach. Will holds a BA in Economics from Miami University. Episode Outline [01:00] The Chief Growth Officer role [04:01] Will’s key principles [09:05] Digital people marketplaces [12:06] What has Will excited? [14:16] How does Will keep himself sane? [17:32] Matt’s inspirational people

In this conversation with Andrew Hahn, Advisor at Savor Lining, he talks about growth, marketing, and sales. Hear about Andrew’s thoughts on the marriage of sales and marketing, his sales methodology, the most common cracks in sales, and failures that lead to growth. Episode Outline [01:03] Introducing Andrew [03:50] MQL’s are bullsh*t [05:40] Andrew’s sales methodology [08:10] Cracks in sales [11:19] “People don’t buy from people they like” [14:54] A failure that led to a moment of great growth [17:53] How does Andrew keep his energy levels high? [19:43] Andrew’s mentors

In this conversation with Kevin Marasco, CMO at Zenefits, he talks about growth and marketing. Hear about Zenefits’ pivot into a PLG motion, demand gen and organic channels, how Kevin shows up as his best self, and building a culture of experimentation. Episode Outline [01:39] The Zenefits journey [05:19] The opportunity for a PLG motion [09:29] Demand gen practices [11:57] The shift to organic [15:21] Experimentation [16:46] What Kevin does to stay fresh [20:12] Kevin’s motivational people

In this conversation with Rashmi Gopinath, General Partner at B Capital Group, she talks about enterprise software trends and industry benchmarks. Hear about some of the metrics that are dipping, the companies that are transitioning from traditional sales to a sales-assist motion, and how Rashmi keeps herself engaged in the industry. Episode Outline [00:36] B Capital Group [03:01] Surprises in the last 12 months [06:09] New low metrics [11:12] Traditional enterprises trying to be a PLG [13:02] Transitioning from traditional sales to sales-assist [16:48] What keeps Rashmi energized, interested, and engaged?

In this conversation with Chris Koehler, CMO at Box, he talks about his fascinating career that has made him the person he is today. Hear about how Chris’s background has helped him think through customer journey, the future of events, the idea of shifting to sales-assist and PLG motions, Chris’s tactical tool chest, and how he keeps his head clear outside of work.

In this conversation with Chris Byers, CEO of Formstack, he talks about funding, acquisitions, and growth. Hear about Formstack’s five M&A’s, building a business without venture funding, and the importance of having mentors.