In this episode of Future Fuzz, we dive deep into marketing attribution with Scott Desgrosseilliers, Founder and CEO of Wicked Reports. With over a decade of experience and billions in ad spend analyzed, Scott reveals how most marketers are relying on broken data, and what to do about it. He introduces the Five Forces Framework, explains why ad platforms over-credit themselves, and breaks down his practical “Scale, Chill, or Kill” methodology to guide data-driven decisions that fuel real growth.

If you’ve ever felt uncertain about which channels are actually driving your ROI, this episode is a must-listen.

Guest Bio

Scott Desgrosseilliers is the Founder and CEO of Wicked Reports, a leading first-party marketing attribution platform built for high-growth e-commerce brands. With more than 10 years in the attribution space, Scott has helped marketers track real customer journeys across platforms and channels, enabling smarter decisions and stronger returns. He’s known for making complex data actionable through frameworks like Scale, Chill, Kill and the Five Forces of Attribution. Scott is also a frequent speaker and advocate for measuring what matters, new customer growth.

Takeaways

• Most ad platforms over-inflate their contributions, especially at the bottom of the funnel.
• “Scale, Chill, Kill” helps marketers make fast, confident budget decisions.
• The Five Forces framework aligns strategy, intention, measurement, and optimization.
• Attribution is about people, not just clicks, track real customer journeys with first-party data.
• You can't improve what you can't measure accurately.
• Don’t just trust ROAS dashboards, verify with neutral, consistent data.
• AI is helpful, but attribution still requires human intelligence and context.
• New customer acquisition must be measured differently than repeat sales.

Chapters

00:00 - Intro: Why Attribution Matters

01:46 - What Wicked Reports Actually Does

02:30 - The Problems with Ad Platform Reporting

03:15 - Measuring, Signaling, and Acting on Data

04:10 - “Scale, Chill, Kill” Simplified

05:30 - Attribution vs. Strategy: Why Most Marketers Miss It

07:00 - How Bad Attribution Hurts Real Growth

08:00 - The Patriots vs. Eagles Scoreboard Analogy

09:40 - The Five Forces Framework Overview

11:00 - Why Intention Must Come Before Measurement

12:30 - Setting Expectations with “Zones”

14:00 - Why the Chill Zone Saves Time and Sanity

15:20 - Pride vs. Results: Knowing When to Kill a Campaign

16:00 - From Outcome to Optimization

17:30 - Fishing in the Right Ad Sets

18:30 - Dealing with Platform Changes and AI Shifts

20:00 - First-Party Data is Your Lifeline

21:45 - Building Content and Long-Term Attribution Assets

23:00 - Where to Find Scott and Wicked Reports

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In this episode of Future Fuzz, host Vince Quinn sits down with Rich Kahn, CEO and Co‑Founder of Anura.io — a leading ad‑fraud detection platform. Rich walks us through how ad fraud works (bots, malware, human fraud farms), the sheer scale of the problem (up to ~22% of digital ad spend is fraud), how marketing teams should recognise when they’re under attack, and practical steps to protect campaigns and restore clean data. A crucial listen for any marketer buying digital media who needs to get ahead of invisible waste.

Guest Bio

Rich Kahn is the CEO and Co‑Founder of Anura.io, a specialist ad‑fraud detection solution that emerged from his earlier experience running an ad‑network. After observing the damage fraud was doing in‑house, he built an anti‑fraud platform and spun it out in 2017. eMarketing Association+2ForthRight People+2

Rich boasts nearly three decades in digital advertising and tech, and his mission is to ensure marketers aren’t paying for traffic that isn’t real.

Takeaways

• Ad fraud isn’t niche, across digital marketing, the average loss is ~20‑25% of ad spend (i.e., more than 1 in every 5 dollars) reclaimed by fraudsters. (Rich cites ~$140B stolen from ~$700B spent).
• Fraud takes many forms: bot‑clicking ads, malware on devices chewing data & battery, human fraud farms clicking/ad farming, competitor attacks (clicking your ads to exhaust budget)
• Blocking IP addresses alone no longer works: fraud networks exploit residential proxy networks, large pools of IPs refreshed constantly.
• Channel matters for exposure: search ads ~10‑15% fraud, social ~8‑10%, native/affiliate ~20‑30%, programmatic can hit ~50%.
• If you’re doing paid digital marketing, you have fraud (it’s not optional) , what matters is how much and what you do about it.
• The upside: reducing fraud cleans up your data, improves ROI, clears wasted spend, and gives you more confidence in campaign performance.
• For marketers working on tighter budgets (esp. bootstrapped companies), content marketing and appearing on podcasts (like this one!) are effective channels because you’re reaching new audiences rather than just retargeting the same crowd.

Chapters

00:00 – Welcome & Intro to Rich Kahn

00:21 – What is ad fraud and what does Anura do

01:21 – Who are the fraudsters and how do they operate

02:33 – Case example: malware on phones drawing data & battery

03:35 – Competitor fraud: clicking rivals’ ads to drive them off budget

06:44 – Why IP‑blocking is outdated — discussion of proxy networks

11:00 – How to figure out how much fraud you have (free scans, analytics)

13:06 – From ad‑network to anti‑fraud spin‑out (Rich’s origin story)

18:08 – Safest traffic: organic/earned, but still has some fraud

19:42 – The ROI of cleaning your ad‑traffic: how big the gains can be

21:54 – Fraud rates by channel (search, social, affiliate, programmatic)

24:08 – Why Rich uses podcasting & content marketing for growth

26:06 – How to follow Rich and Anura for more resources

26:35 – Closing remarks

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– Connect with Anura.io → https://www.anura.io/

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In this episode of Future Fuzz, host Vince Quinn welcomes Rachel Truair, CMO at Simpro, a leading field service management software company with over $200M in ARR. With 15+ years of marketing experience from startups to Fortune 100s, Rachel shares how Simpro is transforming the trades, like HVAC, plumbing, and electrical industries, into efficient, tech-enabled businesses. She discusses the impact of AI across operations and marketing, from AI-powered work notes and email agents to chatbots, and dives into Simpro’s flagship live event, Simproseum. Whether optimizing go-to-market strategies, creating a partner ecosystem, or delivering intentional content, Rachel emphasizes how efficiency, customer-centricity, and sustainable growth are reshaping modern marketing.

Guest Bio

Rachel Truair, Chief Marketing Officer at Simpro. She brings over 15 years of experience steering revenue and growth for a range of organizations, from nimble startups to Fortune 100 firms. At Simpro, she oversees global GTM strategy, leading efforts that drive approximately 90% of the company’s annual revenue.

Takeaways

-AI as a multiplier, not a replacement: Simpro uses AI-powered work notes to reduce manual data entry.

-AI email agents outperform expectations: A pilot “AI BDR” named “Daniela” qualified two opportunities within two weeks and closed one in 30 days. -This initiative contributed to an estimated $1.8M ARR uplift since June.

-AI chat enhances availability: Their AI chat function lifted meetings booked by 320%, giving teams flexibility and better customer experiences.

-Human + AI = elevated roles: AI freed up BDR time, enabling full-cycle sales careers and deeper account work. Rachel shared a story of a BDR turned AI course creator, AI powered his career leap.

-Intentional events and ecosystems: Simpro’s Simproseum (London in October, Sydney in November) unites customers, partners, and industry experts, highlighting AI, change management, labor challenges, and featuring IDC’s Ali Pinder.

-Customer‑centric content fuels sustainable growth: Simpro’s marketing thrives on deep customer listening, strategic content creation, and doing fewer things, but doing them better and iterating based on feedback.

Chapters

00:00 – Introduction to Future Fuzz & Guest

01:14 – What is Simpro: platform for trades

03:12 – AI in Simpro: work notes & email agents

05:12 – Revenue impact from AI email rollout

06:00 – AI chat & meeting uplift

10:03 – AI creating new BDR career paths

11:12 – Custom GPTs & personal productivity

12:30 – Simproseum: live event overview

14:35 – Symposium themes & featured speaker

16:01 – Building the ecosystem & Marketplace

17:53 – How to determine event content needs

20:25 – Intentional sustainable content strategy

23:16 – Episode wrap-up

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In this episode of Future Fuzz, Justin speaks with Maria Franzoni, a renowned international speaker bureau owner and agent with over 23 years of experience. They dive into her new book The Bookability Formula, breaking down the essential traits and strategies that separate the top 1% of bookable speakers from the rest. From relevance and memorability to ego management and storytelling, Maria shares the science, and math, behind building a thriving speaking career.

Guest Bio

Maria Franzoni is a leading authority in the speaking industry, with a distinguished career spanning more than two decades as an international speaker bureau owner and agent. She has worked with some of the world's most iconic and in-demand speakers, helping them navigate and grow in the competitive world of professional speaking. Maria is also the founder of Speaking Business Academy and author of The Bookability Formula, a practical guide designed to help speakers of all levels understand what makes them bookable, and stay booked.

Takeaways

• The top 1% of speakers deliver 80% of bookings and over 50% of revenue.
• Bookability = Relevance + Known + Memorable + Easy, all multiplied by Value, divided by (e)Ego.
• Relevance means solving a pressing, timely problem for a paying audience.
• Specialists get booked, generalists don’t.
• You don’t have to be famous to be highly bookable.
• Memorable speakers lean into their authentic personality and master storytelling.
• Value is measured not just in impact but in return on time for the audience.
• Ego can kill your bookings, be easy to work with and easy to find.

Chapters

00:00 Welcome and Guest Introduction

01:38 The Origin of The Bookability Formula

02:49 R – Relevance to a Paying Market

05:03 K – Known for One Thing

07:36 M – Memorable to Bookers and Audiences

10:26 Introverts vs Extroverts in Speaking

13:23 The Art and Science of Storytelling

16:00 E – Easy to Find, Work With, and Book

19:45 V – The Value You Bring

20:39 The Danger of Ego in Speaking

22:48 Bad Behavior Story from the Speaking Circuit

23:12 Where to Find the Book and More from Maria

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In this episode of Future Fuzz, Justin speaks with Liz McKeon, renowned salon business expert, bestselling author, and award-winning speaker, about building high-performance service businesses with empowered teams, robust cash flow, and work-life balance. Liz shares her journey from beauty professional to business turnaround expert, why emotional connections are central to customer retention, and how her latest venture, Aura 300, is leveraging AI to revolutionize the professional services industry. This conversation is packed with transformative insights for entrepreneurs aiming to scale sustainably while keeping their sanity.

Guest Bio

Liz McKeon is a globally recognized salon business expert, author of the bestseller 30 Days to Beauty Business Success, and a highly sought-after international speaker. With a career spanning health clubs, spas, skincare centers, and distribution companies, Liz has helped thousands of entrepreneurs grow businesses that are profitable, scalable, and built on strong team dynamics. She now runs a thriving coaching and training consultancy, specializing in turning around struggling service businesses. Her latest innovation, Aura 300, brings AI to the beauty and wellness industries with virtual agents that boost sales, fill scheduling gaps, and generate qualified leads.

Takeaways

• Entrepreneurs often lose sight of why they started; Liz helps them reconnect with their purpose.
• Emotional connection, not just product or service, drives client retention.
• Trust and relationship-building are foundational to impactful consulting.
• Staff motivation and owner mindset are more critical than spreadsheets.
• AI can fill operational gaps without replacing human staff.
• Adaptability is key: Post-COVID, leadership demands new emotional skill sets.
• Freelancing and four-day workweeks are redefining staffing norms.
• AI tools like Aura 300 can handle sales, rebooking, and lead gen automatically.

Chapters

00:00 – Introduction to Liz McKeon

01:02 – From Business School to Beauty Industry

02:47 – Launching Multiple Ventures & Finding Her Calling

03:43 – Liz’s Business Turnaround Philosophy

05:16 – Where Liz Starts with Struggling Businesses

06:44 – Working Beyond the Beauty Industry

07:47 – Retention Challenges in B2C & Liz’s Advice

10:35 – The Power of Emotional Touchpoints in Customer Retention

12:10 – Introducing Aura 300: Emma, Yuki & Nami

15:22 – Filling White Space & Upselling with AI

17:58 – Resistance to Change & How AI Bypasses It

19:35 – AI Adoption & Post-COVID Market Shifts

22:03 – How Liz Predicted a Global Business Reset

24:24 – Liz’s #1 Advice for Business Leaders Today

25:31 – New Skills Leaders Need to Thrive

26:47 – Where to Find Liz & Aura 300

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In this episode of Future Fuzz, host Justin Campbell talks with Tom Telford, Chief Digital Officer at Clarity Global, about bridging the often-neglected gap between reputation-building and performance marketing — what Tom calls “the missing middle.” They dig into how integrating communications, content, public affairs, and SEO leads to more unified brand storytelling, better audience engagement, and overall stronger outcomes for both brand & bottom line. The conversation also explores the evolving role of SEO (including generative engine optimization, or “GEO”), video content in B2B, and how to cut through “content puke” by focusing on high‑quality, purpose‑driven work.

Guest Bio

Tom Telford is the Chief Digital Officer at Clarity Global, a digital marketing communications agency that works across reputation, growth, performance, and public affairs. He leads efforts that bring together content, comms, performance, and reputation strategy to help brands grow and be seen, balancing the top, mid, and bottom of funnel. Tom has deep upstream experience (reputation, digital, communications) as well as downstream (performance, lead generation) and emphasizes integrated, audience‑centric work.

Takeaways

• The Missing Middle Is Critical: Many companies are strong on reputation (brand, storytelling) and performance (lead generation), but neglect the mid‑funnel, engagement, content, social, programmatic, that connects them.
• The “Red Thread” Must Be Consistent: Strategy, messaging, and objectives need to flow seamlessly across teams, reputation/comms, performance, content. Misalignment in the middle leads to mixed messages and lost opportunity.
• SEO Isn’t “Dead”, It’s Evolving: SEO remains essential. What’s changing is how we optimize. With the rise of generative models (GEO), brands need to think about prompts, authority, topical coverage, and alignment of your content and comms with search behavior and AI indexing.
• SEO as Framework vs Channel: Rather than treating SEO as a siloed channel, it should be integral to all content, comms, and strategy. SEO‑informed content (and measurement) can power brand awareness, thought leadership, domain authority, and performance.
• Generative Engine Optimization (GEO): GEO is about optimizing for AI‑led search and content discovery: ensuring your content is visible, authoritative, and appropriately indexed in LLMs and AI overviews. It’s part of modern SEO strategy.
• Video in B2B Is Strong, but Must Be High Quality: Video generates more engagement, higher time on site, but it's also easier to rest on mediocre video. The risk is fatigue: many videos are low effort. Good video content still stands out, especially when it’s aligned with audience needs and creative execution.
• Content Volume vs Specificity vs Strategy: Brands want more content, more personalized content for different decision‑makers, but that creates operational burdens. Content strategy is essential to avoid “content puke”, overload of low value content vs focused, well‑executed material.

Chapters

00:00 Introduction: Tom Telford and Clarity Global’s mission

01:30 The “missing middle”, what it is, why it’s overlooked

03:30 Importance of internal alignment & shared objectives (“red thread”)

07:00 SEO’s role & whether “SEO is dead”

09:30 Introducing GEO (Generative Engine Optimization)

16:50 SEO is more than a channel, it’s a framework integrated across content and comms

20:30 Video content in B2B: pros, cons, quality vs fatigue

23:40 Decision‑making in B2B: content before conversations

25:15 Avoiding “content puke”: focus on quality, strategy, not just volume

25:40 Wrap‑up & closing thoughts

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In this episode of Future Fuzz, host Justin brings you a special edition live from DMEXCO in Cologne, Europe’s leading digital marketing and tech conference. Featuring a series of interviews with top voices from across the industry, this episode captures the latest innovations shaping digital experiences, ad tech, data privacy, and retail media.

You’ll hear from leaders at Contentful, Ogury, ZItcha, and a digital out-of-home (VIOOH) advertising company, sharing insights on how brands are adapting to the cookieless world, building scalable digital experiences, and using personalization, AI, and data ethics to drive smarter engagement.

Guest Bios

Kristin Montag Brown from Contentful

1. Kristin has been with Contentful for nearly a decade, growing with the company from startup to global scale-up with over 800 employees and 4,000 enterprise customers. As Director of Partnerships for EMEA, she helps clients such as BMG and Scott Sports create scalable, personalized digital experiences that connect brand and product content for both B2B and D2C audiences.
2. Andrea Wieseke from Ogury - Representing Ogury, a leading ad tech company specializing in privacy-first advertising, this guest discusses how the company helps brands like Ford navigate a cookie-less world. By using surveys and contextual targeting rather than identifiers, Ogury delivers meaningful, data-clean advertising experiences rooted in user consent and affinity insights.
3. Darren Jacobs from Zitcha - Based in London, Darren brings insights from Zitcha, an Australian retail media platform helping retailers build and monetize their media networks. He shares why retail media is booming at DMEXCO, how the focus has shifted from global ad tech giants to a more refined, European-centric marketplace, and what’s next for the industry.
4. Megan Bogatski from Zoom Media and Digital Out-of-Home (VIOOH) - Megan introduces a new partnership with One Rebel, a boutique London gym chain catering to wellness-focused audiences. She explains how advertisers, from supermarkets to airlines, are leveraging VIOOH screens in gyms using first-party data to deliver contextual, timely ads that align with active, health-conscious consumers.

Takeaways

• Contentful’s evolution from headless CMS to digital experience platform empowers marketing teams with flexibility and AI-driven personalization.
• Privacy-first advertising is becoming a non-negotiable, as 60% of users can no longer be identified through cookies.
• The retail media boom continues, with a sharper focus on European networks and local ecosystem partnerships.
• Digital out-of-home advertising is merging physical environments with data-driven targeting to reach consumers where they live, move, and train.
• DMEXCO is regaining its energy post-COVID, smaller in size but higher in quality, fostering genuine, business-driven conversations.

Chapters

00:00 – Welcome to DMEXCO: The Energy in Hall 6

01:00 – Kristin on Contentful’s Growth and Global Scale

02:15 – From Headless CMS to AI-Powered Content Platform

03:00 – Case Studies: BMG & Scott Sports

03:45 – B2B vs D2C: Why Experience Matters in Both

05:00 – Post-COVID DMEXCO: Quality Over Quantity

05:45 – Ogury’s Mission: Privacy-First Advertising

07:00 – The Cookieless Future and Data Ethics

09:00 – How Ogury Uses Surveys for Persona Targeting

10:00 – Darren from Zitcha on Retail Media Growth

11:30 – The Shift from Global Ad Tech to Local Focus

12:15 – Megan on VIOOH and the One Rebel Partnership

13:30 – Why Fitness and Travel Brands Love VIOOH

14:00 – Data Insights from Gym-Based Advertising

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In this episode, James Johnson, founder of Peer Effect, shares the critical mindset shifts founders must make to scale successfully from $1M to $10M and beyond. He unpacks his "Survival to Success Engine" framework and the three toxic rules that drive burnout—“Do more, go faster, self-sacrifice.” James explains how many founders unknowingly stick with survival behaviors that once helped them but now harm their business and well-being. From founder fatigue to team disconnection, James shows how recalibrating mindset, leadership style, and personal habits can unlock sustainable growth and joy.

Guest Bio

James Johnson is the founder of Peer Effect, a coaching practice that helps ambitious founders transition from the survival phase of business to sustainable scale. Specializing in guiding businesses from $1M to $10M+ revenue, James helps leaders navigate the mindset and strategic shifts required for long-term success. Drawing from his own founder experience and extensive coaching work, James focuses on creating high-impact, emotionally intelligent leadership. His client base includes startup founders who’ve scaled, burned out, and come back stronger with the right support, frameworks, and coaching relationships.

Takeaways

• The habits that help you survive can kill your ability to scale.
• "Do more, go faster, self-sacrifice" is unsustainable past $1M.
• Founders often confuse symptoms (time management) with root issues (strategic misalignment).
• Emotional consistency from founders directly impacts team energy and success.
• Coaching is vital—founders need a space to offload and reflect.
• Mindset shifts from hustle to strategic calm are essential for sustainable growth.
• Isolation is a common founder challenge, especially for solo entrepreneurs.
• Founder behavior is contagious, teams mirror the emotional energy of the leader.

Chapters

00:00 Welcome and Introduction to James Johnson

00:24 The Three Rules That Can Kill Your Business

02:41 Why Scaling Requires a New Set of Habits

04:07 How Long the Survival Stage Typically Lasts

05:32 Burnout Stories: “Successful But Broken”

07:01 The Role of Isolation in Founder Burnout

08:44 Turnaround Case Study: From Breakdown to Breakthrough

11:42 Why Founder Energy Is Contagious to Teams

14:10 The Real Problem Isn’t Time Management

17:09 Coaching Resistance and Cultural Differences

19:20 What Happens in the First Three Months of Coaching

21:27 From Stress to Strategy: A Twitch That Unlocked a Turnaround

23:01 Where to Find James Johnson Online

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In this episode of Future Fuzz, host Vince Quinn chats with Doug C. Brown, a veteran sales strategist and CEO of CEO Sales Strategies. Doug shares insights from over 40 years of sales experience, exploring the mindset required to achieve predictable revenue growth. Learn how to define truthful goals, track the right metrics, overcome resistance to change, and harness the power of strategic content (like video podcasts) to build trust, credibility, and lasting business relationships.

Guest Bio

Doug C. Brown is the CEO of CEO Sales Strategies and the creator of the "Double Your Sales" methodology. With more than four decades of experience in sales leadership and consultancy, Doug specializes in creating predictable and measurable revenue growth. His customized, math-driven approach has helped companies dramatically boost performance, like increasing sales close rates by 143% and growing product sales by over 4,150% in six months (as recounted in the podcast transcript).

Takeaways

• Set Clear, Truthful Revenue Goals: Define realistic targets based on data, not wishful thinking, avoiding the trap of overly ambitious objectives that nobody truly wants.
• Track the Right KPIs: Measure outbound touches, connection rates, appointment conversion, presentation-to-close metrics, upsells, follow-ups, and referrals, usually 8–11 key indicators.
• Embrace a Growth Mindset Through Change: Leaders must be willing to shift gears, even if it means stepping back before stepping forward. Be open to market shifts and personal adaptation.
• Understand Emotional Triggers in Sales: Buyers evaluate both Business ROI and Personal ROI. Your messaging must address both the rational and emotional motivations.
• Lower Fear, Raise Confidence: Don't try to rush people from fear to sale, first help them reach a neutral mindset where reasoning and trust can emerge.
• Use Media to Build Credibility: Doug’s video podcast opened doors to speaking engagements, investor relationships, and higher-visibility opportunities, showcasing how being visible builds trust and authority.
• Leverage Transfer of Trust: Being featured on respected platforms (like Future Fuzz) transfers credibility to Doug, giving him a competitive advantage.
• Relationships Power Sales: Ultimately, business is about human connections. Content and presence help you surface those relationships.

Chapters

00:00 Vince’s intro & Doug’s welcome

01:38 What is CEO Sales Strategies?

02:51 Key sales metrics to track

04:52 How to begin with the right growth mindset

07:49 Accepting change to grow

08:28 Understanding buyer motivations: Problem, Opportunity, Goal

09:25 Value perception: Business ROI vs Personal ROI

11:05 Moving from fear to neutral for effective persuasion

13:20 Why emotional resistance makes change so hard

14:12 Persuasion lessons from real-life examples

15:12 Building relationships through podcast visibility

17:00 How content and visibility build credibility

22:31 Corporate vs human sales, relationships are everything

25:08 Closing remarks & how to connect with Doug

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You can also reach him via email: doug@ceosalesstrategies.com or his cell at 832‑549‑4836 (no spam, please).

The Stock Strategy Behind 12K Users and Why CEO's must be on camera.

In this episode of Future Fuzz, host Vince Quinn interviews Sean Tepper, founder and CEO of Tykr, about the power of trust-building through content. Sean shares his background in tech and investing, the origins of Tykr, and how a robust content strategy helps the platform drive engagement, confidence, and community. You’ll hear how repurposed video content fuels podcasts and social presence, why genuine tone matters, and how customer feedback informs content creation.

Guest Bio

Sean Tepper is the Founder and CEO of Tykr, an investing education and stock analysis platform. With 20 years in tech and 15 years of investing experience, Sean developed a mathematical model inspired by Warren Buffett, Charlie Munger, and Phil Town to consistently beat the market, earning 15 - 50% annual returns. After validating the model via Excel, he launched Tykr in 2020; today, it serves over 12,000 customers across 50+ countries

Tykr offers simplified analytics and educational content for retail investors, featuring open‑source calculations, AI‑powered tools, a “traffic light” rating system, and resources like blog posts, videos, courses, webinars, and a podcast mkestartup.news.

Takeaways

• Build Trust Through Content Consistency: Sean produced a weekly deep-dive stock review for years, often suggested by customers, fostering trust and community.
• Use a Friendly, Human Tone: A conversational voice, reminiscent of talking to a friend, not corporate language, makes content more relatable and builds rapport.
• Repurpose Content Strategically: Start with video (e.g., YouTube), then convert the audio to podcast episodes, transcripts for written content, and social media posts, amplifying reach with one core piece.
• Front‑Load Production & Track Workflow: By scheduling content creation on Monday, managing progress in Google Sheets (with conditional logic for visual progress), and using Slack to divide tasks, Sean’s team maximizes efficiency.
• Source Ideas from Customer Feedback: Early-stage CEOs should personally handle customer service to collect common pain points. Apply the “10% rule”: feedback from 10% represents the concern of the silent 90%. Content should proactively address these issues.
• Favor Long‑Term Value Over Clickbait: Tykr prioritizes high‑value, evergreen content, even if it's lower in short-term traffic, to build sustained trust and credibility.
• CEO Visibility is Essential: In today’s internet age, leaders need to be front and center online, on YouTube, podcasts, LinkedIn, to humanize the brand and build trust.
• Set a Media Routine (Time‑Boxing): Allocate consistent blocks, for writing, recording, or filming, to reduce decision fatigue and ensure regular output without burnout.

Chapters

00:00 Intro & Guest Welcome

00:45 Sean’s Background & Origin of Tykr

03:08 The Role of Education in Tykr’s Value

05:19 Weekly Stock Reviews & Building Trust

07:58 Repurposing Content Across Formats

10:35 Front‑Loading Production & Workflow Tools

11:46 Using Customer Feedback to Guide Content

14:02 Trust and Access: Role of Authenticity

17:31 Long‑Game Content Strategy vs Clickbait

19:24 Why CEOs Should Appear in Media

21:05 Personal Trust vs Brand‑Only Communication

23:45 Production Value Has Evolved

25:25 Time‑Boxing Content Creation

26:28 Closing: Where to Find Sean & Tykr

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In this episode, Vince Quinn chats with Berkley Egenes, Chief Marketing Growth Officer at Xsola, about marketing lessons from the ever-evolving gaming industry. Berkley breaks down how Xsola simplifies global video game commerce through localized payment solutions, seamless in-game purchasing, and white-label integration. He shares insights on scaling indie games, reacting to regulatory shifts, enabling user acquisition, building community, and bridging brands into gaming culture.

Guest Bio

Berkley Egenes is the Chief Marketing Growth Officer at Xsola, a video game commerce company enabling monetization, distribution, and payments across 200+ geographies for over 4,000 games. With 23+ years in marketing and eSports, he previously built the Ghost Gaming brand and now focuses on forging partnerships, launching campaigns, and creating global marketing growth strategies.

Takeaways

• Localizing global payments: Xsola allows developers to accept region-specific payments, like Brazil’s PIX or local wallets, via customizable, branded in-game interfaces.
• B2B2C marketing model: Xsola markets first to game developers (B2B), then enables those developers to better market to players (B2C), using events, social, content syndication, and email campaigns.
• Rapid regulatory response: Following a U.S. court ruling on April 30, 2025, Xsola quickly implemented compliant direct in-app payment links, illustrating the importance of responsiveness and agile marketing.
• Scalable processes & AI-powered content: Quick execution relies on repetitive frameworks, clear ownership, iterative post-mortems, process discipline, and AI tools (like refining LinkedIn posts via ChatGPT).
• Indie game ecosystem support: Xsola’s “funding club” connects garage developers with VCs, publishers, and showcases to help them produce and monetize games.
• Community-led outreach: Events like dinner meetups and spaces at Gamescom foster genuine connection, collaboration, and idea exchange across platforms and genres.
• Cross-industry brand opportunities: From in-game branded experiences (e.g. Fortnite collabs) to IP licensing, brands are increasingly activating within games for engagement and longevity.
• Safety & education for families: Xsola promotes parental controls, gift card solutions, and content to keep children safe and avoid accidental high spending.
• Future-facing mindset: Gaming is the dominant entertainment medium for Gen Z and Gen Alpha, this diverse, immersive cultural shift offers unprecedented opportunity for developers, brands, and platforms alike.

Chapters

00:00 Intro to Future Fuzz + Guest Introductions

01:10 What is Xsola and How It Works

03:34 Marketing Xsola’s B2B2C Approach

06:21 Tactics to Grow Game Audiences

08:06 Regulatory Shift: Direct In‑App Payments

09:26 Rapid Go‑to‑Market: Team & Process

12:49 Gaming Industry Evolution & Indies Rising

14:36 Xsola's Funding Club & Indie Support

16:20 Data‑Driven Relationship Building

17:52 Building Community at Trade Shows

19:06 Cross‑Industry Brand Integration in Gaming

23:31 Gaming as Cultural Mainstay & Future of Media

28:29 Parental Controls + Safe Monetization Advice

30:21 Podcast & Multi‑Channel Marketing Strategy

31:07 Guest Wrap‑Up + Where to Connect

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In this episode of Future Fuzz, Vince Quinn sits down with Casey Bright, Senior Director and Head of Marketing at Passport, to discuss the art of strategic brand evolution and why sustainable growth often outperforms short-term virality.

Casey shares her experience repositioning Passport from a shipping provider to a full-service global e-commerce partner, detailing the rebrand, website transformation, and alignment between sales and marketing that made it possible. She explains how to create momentum through integrated campaigns, content that adds value, and customer-led storytelling — and why building a challenger brand requires both patience and precision.

Guest Bio

Casey Bright is a marketing leader with over 15 years of experience driving revenue growth for B2B, B2C, and global companies. She has led go-to-market, inbound, and demand generation strategies for startups and Fortune 500 firms, working closely with sales, product, and revenue operations to deliver measurable results.

As Senior Director and Head of Marketing at Passport, Casey has spearheaded the company’s transition from a niche shipping provider to a holistic global e-commerce solution. Her approach blends data-driven decision-making with a strong emphasis on sales enablement, brand storytelling, and long-term momentum over quick wins.

Takeaways

• Repositioning a brand requires both external rebranding and internal alignment.
• Sales and marketing should operate as one revenue team with shared goals.
• Sustainable growth comes from momentum, not isolated viral moments.
• Content marketing builds authority, drives organic traffic, and provides ongoing value.
• Customer success stories are powerful sales and marketing tools across the funnel.
• ABM (Account-Based Marketing) is essential for winning enterprise-level deals.
• Video case studies can serve as multi-funnel assets for awareness, nurturing, and closing.

Chapters

00:00 Welcome & Intro to Casey Bright

01:59 What Passport Does & Who They Serve

03:30 Rebranding from Shipping Provider to Global E-Commerce Partner

04:51 Changing the Website, Brand Identity & Domain

06:18 Aligning Sales & Marketing Around the New Story

08:35 Holistic Campaigns & Sales Enablement in Action

10:56 The Value of Sustainable Growth Over Virality

12:51 Content Marketing as a Long-Term Growth Engine

14:49 What’s Next for Passport’s Marketing Strategy

16:34 Leveraging ABM for Enterprise Outreach

17:16 Why Video Case Studies Are the Next Big Focus

18:59 How to Follow Passport’s Journey

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Fixing Healthcare’s Forgotten Data ProblemIn this episode of Future Fuzz, host Justin Campbell is joined by co-host Vince Quinn for a deep dive into healthcare data innovation with guest Sudhakar Mohanraj, an award-winning entrepreneur and healthcare IT executive. Sudhika shares how he identified a blue ocean opportunity in healthcare data archival, scaled Triyam into an Inc. 5000 company, and eventually exited successfully. The conversation covers how to create new market categories, the unique challenges of healthcare sales, the impact of generative AI in healthcare, and the power of building a committed, adaptable team.

Guest Bio

Sudhakar Mohanraj is the founder and former CEO of Triyam, a leading healthcare data management company. Under his leadership, Triyam pioneered SaaS-based solutions for healthcare data archival and decommissioning legacy systems, earning a Best-in-Class award and recognition on the Inc. 5000 list. With a career rooted in product development and platform thinking, Sudhika brings over 30 years of tech experience and a relentless drive to simplify complexity in healthcare IT. He has since exited Triyam and continues to innovate as an engineer at heart, building scalable products that address provider burnout and data challenges in the healthcare industry.

Takeaways

• Founding a company starts with spotting real, unmet needs—Triyam was born from a single client project.

• Educating the market is essential in category creation—webinars, case studies, and repeated messaging helped Triyam define the healthcare archival space.

• Selling to smaller healthcare providers enabled faster growth and innovation adoption.

• AI has massive potential in healthcare, particularly in easing provider burnout and processing legacy data.

• Bootstrapping can be a strength—Sudhika scaled Triyam without outside funding.

01:09 The Origins of Triyam & Platform Thinking

03:10 Finding Product-Market Fit through Projects

04:35 Educating the Market on Healthcare Data Archival 06:55 Creating the Language for a New Category

08:07 Breaking Through in a Hard-to-Reach Market

10:22 Content Strategy: Webinars, Case Studies, ROI

12:27 Land and Expand: Going from Small to Large Providers

14:07 AI's Role in Healthcare and Data Archival

17:38 Regulatory Drivers: The 10-Year Data Rule

19:38 Marketing in a Crowded Space: Full-Funnel Strategy

21:35 The Opportunity for Video Content in Healthcare

23:24 Entrepreneurial Lessons: Team, Fundraising, and Focus

25:24 How Sudhika Built His Team & Core Values

28:14 Team Loyalty, Attitude over Aptitude

29:30 Wrap-Up and Final Thoughts

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Building the Shopify of Digital Health - Farnaz Behroozi, Ph.D.

In this episode, Farnaz Behroozi, Head of Pharma at Huma, shares her journey from scientist to startup co-founder, global consultant, and digital health leader. Farnaz discusses how Huma’s AI-first health platform is transforming patient care through real-time monitoring, configurable apps, and regulatory-approved tools that accelerate go-to-market for healthcare and pharma solutions.

She reveals lessons learned from McKinsey, Deloitte, and BCG, why building trust is more powerful than selling, and how champions inside pharma drive adoption. Farnaz also shares her vision for AI in healthcare, balancing optimism with regulatory realities, and gives a sneak peek into Huma’s upcoming work with national governments.

Guest Bio

Farnaz Behroozi is Head of Pharma at Huma Health, a leading digital health company providing remote patient monitoring, companion apps, and AI-powered solutions to healthcare providers, pharma, and now national governments.

One of Huma’s earliest team members (back when it was Medopad), Farnaz landed the company’s first ever hospital contract before pursuing a PhD in Biomedical Engineering. She later worked with McKinsey, Deloitte, and Boston Consulting Group, advising top pharma and biotech companies on strategy, operations, and go-to-market planning.

Returning “home” to Huma, she now leads global partnerships with major pharma, navigates complex stakeholder networks, and ensures long-term value creation for patients and clients alike.

Takeaways

• AI in healthcare will enhance—not replace—human care when implemented responsibly.

• Trust and relationship-building outweigh aggressive selling in long-term partnerships.
• Champions inside pharma can be the most effective marketing asset.
• Regulatory approvals slow innovation, but platforms like Huma can drastically cut time-to-market.
• Real-world data and continuous monitoring can lead to faster, more accurate diagnoses.

Consultancy skills like problem-solving, stakeholder mapping, and champion building translate powerfully into startup leadership.

Chapters

00:00 Welcome and Farnaz’s Unique Title – “Head of Pharma”

02:08 Navigating Stakeholders Across Pharma & Healthcare

03:34 From Scientist to Startup Co-Founder

04:28 Landing Huma’s First Ever Contract

05:44 Lessons from McKinsey, Deloitte & BCG

08:51 The Pressure and Rewards of Startup Life

09:54 “The Palantir of Healthcare” – Huma’s Mission Explained

11:22 Patient Disease Management & Remote Monitoring

13:10 AI’s Potential to Transform Healthcare

14:48 Real-World Case: Asthma Misdiagnosis & Monitoring Impact

17:29 Speed of Change in Healthcare & Regulatory Challenges

21:39 Marketing Through Success Stories & Advocates

23:29 Building Champions Inside Pharma

25:40 Trust Over Transactions – The Human Element

28:16 What’s Next: The “Shopify” of Digital Health & Government Partnerships

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In this episode of Future Fuzz, Justin sits down with Charles Tenot, CEO of Lemlist, to unpack the state of outbound sales in an era of automation overload. Charles shares how Lemlist is helping sales teams break through inbox fatigue with personalized, intent-driven outreach, while steering clear of the “spray and pray” approach damaging the industry.

From dissecting cold email spam to revealing why quality beats quantity every time, Charles also dives into the right way to combine LinkedIn and email, the importance of authentic engagement, and Lemlist’s own content playbook that fuels long-term trust. He also previews his upcoming Sassiest talk on breaking through revenue plateaus, doubling Lemlist’s ARR from $15M to $32M in just 18 months.

Guest Bio

Charles Tenot is the CEO of Lemlist, a next-generation sales engagement platform enabling teams to scale personalized outreach without sacrificing quality. Before stepping into the CEO role, Charles served as Lemlist’s COO and, prior to that, as Chief Revenue Officer at Skello, where he scaled the revenue team from 20 to 150 people.

Known for his candid take on outbound sales best practices, Charles actively shares insights on LinkedIn, speaks at leading SaaS events, and champions a “give value first” approach to marketing and sales. Under his leadership, Lemlist has doubled ARR in just 18 months by focusing on quality, authenticity, and strategic growth execution.

Takeaways

• The outbound industry is flooded with high-volume, low-quality outreach, hurting everyone.
• Quality beats quantity: personalized, relevant outreach drives better results.
• LinkedIn + email together outperform either channel alone.
• Authentic, human engagement is the antidote to automation fatigue.
• Content should be high-quality and trust-building, avoid “fluff” downloads.
• Growth plateaus can be broken with focused strategy and market-driven narratives.

Chapters

00:00 Welcome & Introduction to Charles Tenot

01:07 How the Outreach Landscape Has Evolved

03:27 The Rise of High-Volume Spam Tactics

04:55 Why “Spray and Pray” Damages the Industry

06:50 Quality Outreach: Lessons from a Top BDR

08:35 LinkedIn’s Strengths & Limitations for Sales

12:32 Boosting Acceptance & Reply Rates on LinkedIn

15:17 Balancing Automation with Human Touch

17:20 Lemlist’s Content Playbook for Customer Value

20:09 Running Webinars that People Actually Attend

21:36 Thought Leadership vs. Overly Commercial Pitches

22:54 Why Bad Content Erodes Brand Trust

24:09 Sassiest 2024: Breaking the $15M ARR Plateau

25:12 Closing & Where to Follow Charles

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In this episode, Daniel and Thomas, co-founders of SaaSiest, share how a side project born out of curiosity became one of Europe’s largest B2B SaaS communities and events. They reveal how nearly 200 podcast episodes, an engaged Slack community, and high-impact conferences in the Nordics and Benelux have shaped a platform dedicated to scaling European SaaS businesses.

From their early days of interviewing peers to launching large-scale digital and in-person events, Daniel and Thomas discuss the unique dynamics of the European market, why US growth tactics don’t always apply, and why founders should aim for global leadership rather than just regional dominance. They also break down what makes their events stand out — a mix of world-class “how-to” content, curated networking, and unforgettable social activities.

Guest Bio

Daniel Nackovski and Thomas Sjöberg are the co-founders of SaaSiest, a pan-European B2B SaaS community known for its actionable content, curated networking, and high-energy events in the Nordics and Benelux. With over 20 years each in B2B SaaS, they bring deep experience from both the pre-cloud and cloud-native eras.

What started as a podcast to satisfy their own curiosity about scaling SaaS in Europe has evolved into a thriving ecosystem, complete with a Slack community, top-tier guests, and live events attracting thousands of executives. Known for their “always in pairs” approach, Daniel and Thomas have become key voices in shaping the European SaaS conversation.

Takeaways

• Consistency is king — most podcasts die after 7 episodes; SaaSiest has nearly 200.
• European SaaS growth playbooks must adapt to fragmented markets, languages, and regulations.
• Rockstar status for young talent now lies in tech entrepreneurship, not corporate leadership.
• Community building works even without immediate two-way interaction — trust the long game.
• Actionable “how-to” content resonates more than big names or vague success stories.
• Successful events mix learning with social connection to build deeper relationships.

Chapters

00:00 – When tech fails, roll with it

00:23 – Nearly 200 podcast episodes and counting

01:18 – Evergreen content and the hidden power of podcasting

02:00 – Podfade vs. staying consistent

02:41 – Why they always come in pairs

03:18 – The real (unplanned) origin story of SaaSiest

04:43 – Why US SaaS tactics don’t always fit Europe

05:21 – From curiosity to community demand

06:03 – The European SaaS market’s unique challenges

06:50 – Clubhouse, COVID, and explosive growth

07:25 – First in-person Nordic event — a risky bet that paid off

09:20 – Why a European SaaS focus was overdue

10:41 – Where European SaaS opportunities lie now

12:23 – Lessons from US ambition and risk tolerance

13:37 – Why Sweden produces so many successful startups

15:20 – Sweden’s “third generation” of founders

16:42 – Recycling capital and knowledge fuels ecosystems

19:44 – Rockstar status in tech vs. corporate

20:08 – Inside the SaaSiest Amsterdam event

22:37 – Who attends and what they learn

24:34 – The “how-to” rule for every speaker

25:51 – Shortcuts for accelerating growth and efficiency

26:16 – Community, events, and taking time to disconnect

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Saasiest Website

The Stock Strategy Behind 12K Users

In this episode of Future Fuzz, host Vince Quinn interviews Sean Tepper, founder and CEO of Tykr, about the power of trust-building through content. Sean shares his background in tech and investing, the origins of Tykr, and how a robust content strategy helps the platform drive engagement, confidence, and community. You’ll hear how repurposed video content fuels podcasts and social presence, why genuine tone matters, and how customer feedback informs content creation.

Guest Bio

Sean Tepper is the Founder and CEO of Tykr, an investing education and stock analysis platform. With 20 years in tech and 15 years of investing experience, Sean developed a mathematical model inspired by Warren Buffett, Charlie Munger, and Phil Town to consistently beat the market—earning 15–50% annual returns. After validating the model via Excel, he launched Tykr in 2020; today, it serves over 12,000 customers across 50+ countries

Tykr offers simplified analytics and educational content for retail investors, featuring open‑source calculations, AI‑powered tools, a “traffic light” rating system, and resources like blog posts, videos, courses, webinars, and a podcast mkestartup.news.

Takeaways

• Build Trust Through Content Consistency: Sean produced a weekly deep-dive stock review for years, often suggested by customers, fostering trust and community.
• Use a Friendly, Human Tone: A conversational voice, reminiscent of talking to a friend, not corporate language, makes content more relatable and builds rapport.
• Repurpose Content Strategically: Start with video (e.g., YouTube), then convert the audio to podcast episodes, transcripts for written content, and social media posts—amplifying reach with one core piece.
• Front‑Load Production & Track Workflow: By scheduling content creation on Monday, managing progress in Google Sheets (with conditional logic for visual progress), and using Slack to divide tasks, Sean’s team maximizes efficiency.
• Source Ideas from Customer Feedback: Early-stage CEOs should personally handle customer service to collect common pain points. Apply the “10% rule”: feedback from 10% represents the concern of the silent 90%. Content should proactively address these issues.
• Favor Long‑Term Value Over Clickbait: Tykr prioritizes high‑value, evergreen content, even if it's lower in short-term traffic, to build sustained trust and credibility.
• CEO Visibility is Essential: In today’s internet age, leaders need to be front and center online, on YouTube, podcasts, LinkedIn, to humanize the brand and build trust.
• Set a Media Routine (Time‑Boxing): Allocate consistent blocks, for writing, recording, or filming, to reduce decision fatigue and ensure regular output without burnout.

Chapters

00:00 Intro & Guest Welcome

00:45 Sean’s Background & Origin of Tykr

03:08 The Role of Education in Tykr’s Value

05:19 Weekly Stock Reviews & Building Trust

07:58 Repurposing Content Across Formats

10:35 Front‑Loading Production & Workflow Tools

11:46 Using Customer Feedback to Guide Content

14:02 Trust and Access: Role of Authenticity

17:31 Long‑Game Content Strategy vs Clickbait

19:24 Why CEOs Should Appear in Media

21:05 Personal Trust vs Brand‑Only Communication

23:45 Production Value Has Evolved

25:25 Time‑Boxing Content Creation

26:28 Closing: Where to Find Sean & Tykr

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In this episode of Future Fuzz, Justin sits down with Alex Melen, award-winning entrepreneur, best-selling author, and co-founder of SmartSites - America’s top-rated digital marketing agency. Alex shares how he and his brother scaled the business from a small team into a 400+ person global agency, landing a spot on the Inc. 5000 list nine years in a row.

From navigating rapid technological shifts to staying ahead in a generative AI–driven world, Alex offers candid insights on sustaining growth, working with family, and helping SMBs thrive in changing markets. He also unpacks his views on the future of search, the rise of authentic video content, and why change is the biggest opportunity for agencies today.

Guest Bio

Alex Melen is the co-founder of SmartSites, a digital marketing agency consistently ranked among America’s fastest-growing companies by Adweek and the Inc. 5000. Under Alex’s leadership, SmartSites has expanded to over 400 employees across six offices worldwide, earning a reputation for its data-driven, customer-centric approach.

A serial entrepreneur since 1997, Alex has founded multiple tech ventures, authored best-selling books, and become a recognized thought leader in SEO, paid media, and digital transformation. Known for his industry candor, he’s spoken at leading conferences on topics ranging from AI in marketing to SMB growth strategies.

Takeaways

• Sustaining growth requires discipline — SmartSites has achieved 35%+ year-over-year growth for over a decade.
• Partnering with family can work if roles and strengths are clearly divided.
• Generative AI poses the first real existential threat to the search model since its inception.
• Click volumes from search may decrease, but their value will rise.
• Authentic, unpolished short-form video outperforms big-budget productions for engagement.
• SMBs are agile but vulnerable in crises — diversification is key.
• Change creates opportunities for agencies willing to adapt quickly.

Chapters

00:00 Welcome to Future Fuzz & Guest Intro

01:04 SmartSites’ 9-Year Streak on the Inc. 5000

03:05 Building a Business with a Sibling

06:14 The Existential Threat to Search Marketing

08:50 Generative AI vs. Traditional Search

13:37 Why Click Value Will Rise Despite Lower Volume

14:36 Lessons from TikTok’s Early Ad Days

16:09 The Future of Video Content in Marketing

18:15 Authenticity Over Production in Video Strategy

20:25 Embracing Change as a Competitive Advantage

22:30 Microsoft, AI, and Shifting Industry Perceptions

26:13 Serving SMBs — Opportunities and Risks

28:36 Staying Industry-Agnostic & Performance-Focused

29:20 Closing Thoughts & Future Outlook

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In this episode of Future Fuzz, we sit down with Darius Meadon, Chief Marketing Officer at OWKIN, one of Forbes and Sequoia Capital’s top 50 AI companies. OWKIN is pioneering the use of agentic AI and multimodal data in healthcare to accelerate diagnostics and drug discovery. Darius shares how his team communicates complex science to biotech and pharma clients, why video content and personalization are crucial in modern B2B marketing, and what it takes to build long-term trust in the highly regulated world of healthcare innovation.

From live demos that stop traffic at global conferences to AI-powered personalization strategies, Darius reveals the mindset and tools that drive engagement and growth in a challenging sector. This episode is a must-listen for marketers, healthcare innovators, and tech leaders aiming to scale with science.

Guest Bio

Darius Meadon is the Chief Marketing Officer at OWKIN, an agentic AI company on a mission to decode complex biology and accelerate the development of life-saving treatments and diagnostics. OWKIN's work spans cutting-edge areas such as spatialomics, proteomics, and multimodal data fusion. Prior to OWKIN, Darius built a robust career in marketing, brand strategy, and innovation with global giants like GSK, Bayer, Unilever, and Coca-Cola.

With a Master’s in Science from Oxford and further studies at Harvard, Darius blends scientific depth with marketing expertise. He’s a passionate advocate for science communication, video-led storytelling, and smart segmentation strategies to cut through in a complex, regulated B2B space.

Takeaways

• Personalization must align message, format, and channel to buyer pain points
• Video is essential: explainer content, product sizzles, and authentic team videos all build engagement
• In-person events demand standout visuals, live demos, and smart giveaways
• Founder-led content can drive authenticity and start bold conversations
• AI-powered tools like LLMs enable real-time product demos that resonate deeply with users
• Long sales cycles in pharma require a robust, multi-touch, 360-degree marketing approach
• LinkedIn newsletters outperform email for engagement in saturated inboxes

Chapters

00:00 Welcome and Intro to Darius Meadon

01:00 The Origin Story of OWKIN

02:10 Using AI to Diagnose and Predict Cancer Outcomes

03:45 Breaking Down Biology Complexity for Drug Discovery

05:20 How to Simplify Science for Sophisticated Buyers

06:40 The Power of Video in B2B Healthcare Marketing

07:50 Smart Segmentation and Multi-Touch Engagement Strategy

09:00 Navigating Long Sales Cycles in Pharma

10:10 Creating Demand Before Product Launches

11:00 Founder-led Content and Balancing Authenticity with Brand

12:20 How OWKIN Uses LinkedIn to Scale Thought Leadership

15:00 Thoughts on Personalization and Agentic AI

20:00 Matching Buyer Pain Points with the Right Channel and Format

24:00 How OWKIN Stands Out at Large Conferences

26:00 From Plushies to Illustrated Booklets: Smart Giveaways that Stick

28:30 Closing Thoughts and Where to Connect with Darius

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In this episode of Future Fuzz, Justin is joined by Katie Desmond, Chief Revenue Officer and Partner at iMarc, a full-service digital agency with a 27-year legacy and one of the highest client retention rates in the industry. Katie shares how her agency leverages AI not for novelty but for real operational impact - from streamlining translation and content optimization to accelerating B2B research cycles. She also dives into the evolving expectations of B2B buyers, the importance of authenticity in digital marketing, and why relationships and strategic insights remain irreplaceable - even in an AI-driven age.

Guest Bio

Katie Desmond is the Chief Revenue Officer and Partner at iMarc, a premier digital agency with over 35 employees and clients ranging from Marriott to JetBlue. With a background in business development, account leadership, and project management, Katie is focused on helping brands achieve measurable results through strategic custom marketing solutions. She is a vocal advocate for using AI to enhance, not replace - human creativity and decision-making. Under her leadership, iMarc has sustained a 27-year reputation for client loyalty, innovation, and exceptional outcomes.

Takeaways

• AI should solve real problems, not be used for its own sake.
• Authenticity in B2B is more vital than ever, especially on platforms like LinkedIn.
• Buyers often make decisions before ever contacting a business.
• Entry-level marketing roles are shifting toward prompting and data analysis.
• Client retention depends on trust, results, and being the voice of the client.
• Cross-functional team collaboration builds long-term agency success.
• B2B is catching up to B2C in leveraging video and authenticity.

Chapters

00:00 Welcome and Introduction to Katie Desmond

01:11 The Evolving CRO Role in the Age of AI

03:00 Real-World AI Use Cases at iMarc

04:38 Using AI to Optimize Internal Applications

06:08 QA and Human Oversight in AI Workflows

07:05 Budget Pressures and Efficiency in Client Work

08:37 Paid Media Trends and AI Optimization

09:36 B2B Buyer Behavior Has Changed Drastically

10:40 Using ZoomInfo to Detect Early Interest

12:03 Is the Traditional Sales Call Dead?

13:42 Future of Entry-Level Roles in AI Marketing

14:18 Voice Search and Longer Prompts

15:15 Authenticity and the Role of Video in B2B

17:51 B2C vs. B2B: Speed vs. Depth

20:05 Tips for High Client Retention

21:45 Polite Push-Pull with Clients Builds Trust

23:26 What Makes the iMarc Team DNA Special

25:30 Where to Find Katie

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