Selling In The Cloud
38 episodes - English - Latest episode: over 2 years ago - ★★★★★ - 14 ratingsIn this podcast dedicated to the business of cloud sales and marketing, hosts Michael Pollack and Sarah E. Brown talk to innovators, leaders, and practitioners about all things selling in the cloud. Brought to you by Intricately, the authoritative source of cloud product adoption, usage, and spend data for accelerating cloud sales and marketing.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Kristen Cardinalli, CMO at DoiT International, on Embracing the Science Side of Marketing to Build an Inbound Funnel
December 16, 2021 16:00 - 22 minutes - 20.7 MBIn this episode, our guest is Kristen Cardinalli, CMO at DoiT International – a provider of cloud expertise and governance software, as well as a preferred partner of Google Cloud and AWS. Kristen joined the Intricately team for a conversation on how she uses data to inform DoiT's go-to-market strategy and drive revenue, as well as her approach to disqualification and the importance of transparency and communication when working with sales.
Carol Carpenter, CMO of VMware, on Aligning Cloud Marketing and Sales Teams to Operationalize Data
December 01, 2021 20:48 - 25 minutes - 23.6 MBIn this episode, our guest is Carol Carpenter, CMO of VMware. She joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a conversation on sales and marketing alignment, the role of data in customer journeys, initiating culture change at large enterprises, and much more.
Dave Kennett, CEO of Replayz, Dave Kennett, CEO of Replayz, on How Cloud Sales Teams Can Increase Their Average Selling Price During Calls
November 17, 2021 14:43 - 22 minutes - 21 MBIn this episode of Selling in the Cloud, our guest is Dave Kennett, CEO and Founder of Replayz, which offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. An expert on all things sales coaching, Dave joins our CEO and VP of Marketing to discuss raising ASP, compensation structure, and much more.
Dave Kennett, CEO of Replayz, on How Cloud Sales Teams Can Increase Their Average Selling Price During Calls
November 17, 2021 14:43 - 22 minutes - 21 MBIn this episode of Selling in the Cloud, our guest is Dave Kennett, CEO and Founder of Replayz, which offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. An expert on all things sales coaching, Dave joins our CEO and VP of Marketing to discuss raising ASP, compensation structure, and much more.
Palen Schwab, VP of Revenue Ops at Lacework, on Building a Data-Driven ICP that Fuels Revenue and Sales Pipeline
November 03, 2021 14:29 - 21 minutes - 19.5 MBIn this episode of Selling in the Cloud, our guest is Palen Schwab, VP of Revenue Ops at Lacework. Tune in as he joins our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a conversation on how marketers can work more strategically with RevOps teams.
Kevin Ward, [former] Senior Director of Revenue Operations at Electric, on Using Data to Inform Go-to-Market Strategy and Drive Revenue
October 13, 2021 13:45 - 24 minutes - 22.3 MBIn this episode, our guest is Kevin Ward, former Senior Director of RevOps at Electric – an IT service management company that provides IT support, security, network and device management. He joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how today's cloud go-to-market teams can use data to inform strategy and drive revenue.
Gene Villenueve, Chief Revenue Officer at Tehama, on Prospect Prioritization and Using Data to its Full Advantage
September 30, 2021 15:58 - 21 minutes - 19.5 MBIn this episode, our guest is Gene Villenueve, Chief Revenue Officer (CRO) at Tehama – a DaaS platform that enterprises can leverage to create cloud-based virtual offices, rooms, and desktops anywhere in the world. He joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on the customer revenue lifecycle.
April Dunford, Founder of Ambient Strategy and Author of "Obviously Awesome" on How to Drive Revenue Through Effective Product Positioning
September 15, 2021 19:21 - 26 minutes - 24.8 MBIn this episode, our guest is April Dunford, Founder of Ambient Strategy and author of "Obviously Awesome: How to Nail Product Positioning". April is a startup executive with deep expertise around how companies bring new offerings to market. Listen as she joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how cloud leaders can drive revenue through effective product positioning.
Carolina Samsing Pedrals, CEO of Nubox, on Leveraging Data to Successfully Define Your Ideal Customer
August 26, 2021 15:33 - 19 minutes - 17.8 MBIn this episode, our guest is Carolina Samsing Pedrals, CEO of Nubox – the leading provider of a cloud-based accounting and payroll platform for small businesses in Latin America. She joins our CEO Mike Pollack and VP of Marketing Sarah E. Brown for a discussion on her transition to CRO to CEO, how Nubox assesses prospect maturity, and much more.
Michael Kaplan, CMO of CloudCheckr, on Leveraging Data to Inform Go-to-Market Strategy and Drive Revenue
August 12, 2021 14:07 - 18 minutes - 17.2 MBIn this episode, our guest is Michael Kaplan, CMO of CloudCheckr – a comprehensive cloud management solution that helping businesses manage and automate costs, as well as security, for their public cloud environments. Michael is a B2B tech marketing executive with a passion for helping companies grow. His focus areas include demand generation via account-based and inbound marketing, product marketing, go-to-market strategy, awareness/influencer campaigns, and more.
Susanne Tedrick, Sr. Cloud Infrastructure Specialist at Microsoft, on How Today's Go-to-Market Teams Can Advance Their Cloud Marketing Journey
July 28, 2021 14:38 - 24 minutes - 22.1 MBIn this episode, our guest is Susanne Tedrick, Sr. Cloud Infrastructure Specialist at Microsoft and author of "Women of Color in Tech". A titan in cloud sales and strong advocate for diversity in the space, she discusses the intricacies of cloud adoption among professional sports teams, the inspiration behind her book, and much more.
Cate Lochead, CMO at JumpCloud, on Delivering Value to Cloud Buyers
July 15, 2021 11:57 - 25 minutes - 23.2 MBIn this episode, our guest is Cate Lochead, CMO at JumpCloud, a full-stack cloud directory platform. Cate shares her approach to engaging cloud buyers and delivering value to them across their marketing lifecycle.
Paige Johnson-Hinckley, Senior Director of Global Alliances and GTM at Qumulo
July 01, 2021 11:40 - 19 minutes - 17.6 MBIn this episode, our guest is Paige Johnson-Hinckley, Senior Director of Global Alliances and Go-to-Market at Qumulo. She sits down with our own Michael Pollack and Sarah E. Brown for a discussion on how cloud marketers can win with data.
Paige Johnson-Hinckley, Senior Director of Global Alliances and GTM at Qumulo, on How Cloud Marketers Can Win with Data
July 01, 2021 11:40 - 19 minutes - 17.6 MBIn this episode, our guest is Paige Johnson-Hinckley, Senior Director of Global Alliances and Go-to-Market at Qumulo. She sits down with our own Michael Pollack and Sarah E. Brown for a discussion on how cloud marketers can win with data.
Jessica Fewless, Author and ABM Leader at Inverta, on How to Build Winning Revenue-Generating Strategies
June 17, 2021 14:57 - 27 minutes - 25.3 MBIn this episode, our guest is Jessica Fewless, a multi-channel marketer with over twenty years of experience in B2B marketing and sales, with an emphasis on account-based marketing (ABM). She sits down with our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how today's orgs can use ABM to target and engage the right buyers to grow pipeline.
Charlene Wang, Director of Product Marketing at Coupa, on Aligning with Sales Teams to Drive Revenue Success
June 02, 2021 17:20 - 19 minutes - 17.9 MBIn this episode, our guest is Charlene Wang, Director of Product Marketing at Coupa. She sits down with our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how her team operationalizes data, her strategy on nurturing sales partnerships, and more.
Mary Carter, Principal Pre-Sales Solution Engineer at GoCardless, on How Cloud Sales and Marketing Teams Can Forge Powerful Partnerships wWith Sales Engineers
May 19, 2021 16:56 - 22 minutes - 21 MBIn this episode, our guest is Mary Carter, Principal Pre-Sales Solution Engineer at GoCardless. Mary has extensive experience with software implementation at Fortune 500 companies, SMBs, and startups alike. She shares her advice on how today's cloud sales and marketing teams can better work with sales engineers to improve the customer experience.
Laura Kendall, VP of Marketing At MadKudu, On How Cloud Go-To-Market Teams Can Unify Around Revenue Generation
May 12, 2021 18:00 - 25 minutes - 23.1 MBIn this episode, our guest is Laura Kendall, VP of Marketing at MadKudu. Laura joins us for a discussion on how today's cloud marketing and sales teams can unify around data-driven revenue.
Gali Arad Kovacs, Director of Cloud Revenue Marketing at NetApp, on How Cloud Marketers Can Increase Revenue By Leveraging Data
May 05, 2021 11:37 - 23 minutes - 22 MBIn this episode, our guest is Gali Arad Kovacs, Director of Cloud Revenue Marketing at NetApp. She shares her tried-and-true revenue-producing insights for today's go-to-market teams experimenting with partner-driven marketing.
Jon Miller, CMO at Demandbase, on How Cloud Leaders Can Use ABM to Increase Post-Sale Revenue
April 21, 2021 19:36 - 25 minutes - 23.2 MBOn this week's episode, our guest is Jon Miller, CMO at Demandbase and co-founder of Marketo. Alongside our CEO Michael Pollack and VP of Marketing Sarah E. Brown, Jon discusses the evolving role of lead disqualification, the importance of thought leadership content, and how Demandbase approaches its target market.
Aaron Ross, Author of Predictable Revenue, on How Cloud Sellers Can Build High-Performing Outbound Teams
April 14, 2021 19:14 - 26 minutes - 23.9 MBIn this episode, we're joined by Aaron Ross, author of Predictable Revenue. Listen as he joins our own Michael Pollack and Sarah E. Brown for a discussion on how cloud sellers can drive high-performance outbound prospecting.
Marjorie Abdelkrime, Head of Multi-Cloud at VMWare, on How to Lead Technical Sellers and Drive a Successful Multi-Cloud Strategy
April 08, 2021 13:04 - 28 minutes - 26 MBIn this episode, Marjorie Abdelkrime, VMWare's Head of Multi-Cloud, discussing problem-solving for customers, how VMWare is leading through app and cloud modernization, SaaS-first, Customer Success-driven cloud, and enabling the anywhere-workforce. She also discusses empowering technical sellers and how VMWare drives customer success across the sales cycle.
Matt Heinz, President of Heinz Marketing, on How Marketers Can Increase Pipeline With Better Buyer Enablement
April 01, 2021 12:21 - 26 minutes - 24.2 MBIn this episode, Matt Heinz, B2B marketing leader and President of Heinz Marketing, shares advice for cloud marketing and sales leaders on how to increase revenue by building buyer-centric campaigns.
Christy Marble, CMO at Pantheon, on Increasing Revenue Through Data-Driven Growth Marketing
March 24, 2021 16:09 - 34 minutes - 31.5 MBIn this episode, we're joined by Christy Marble, CMO at Pantheon! She sits down with Michael Pollack and Sarah E. Brown for a discussion on prospecting, digital transformation, and how COVID-19 has changed how she thinks about data.
Daniel Day, VP of Marketing at Rollbar, on Accelerating Revenue Generation with Data-Driven ABM
March 17, 2021 15:19 - 34 minutes - 31.7 MBIn this episode, we're joined by Daniel Day, VP of Marketing at Rollbar – a software company that provides real-time error tracking and debugging tools for developers. Today, he joins Sarah and Michael for a discussion on how cloud revenue leaders can deliver value through a data-driven account-based marketing (ABM) strategy.
Mikey Renan, Head of Sales at Sense360 by Medallia, on Making Data Actionable for Customers and Prospects
March 10, 2021 19:53 - 26 minutes - 24.5 MBIn this episode, we're joined by Mikey Renan, Head of Sales at Sense 360 by Medallia. Mikey shares Sense 360's approach to messaging maturity, what it was like selling to restaurants during a pandemic, and how to answer the question of "so what?" when it comes to data.
Jared Elder, VP of Marketing at build.security, on Increasing Revenue Through Better Target Account Planning
March 03, 2021 14:03 - 33 minutes - 30.9 MBIn this episode, we're joined by Jared Elder, VP of Marketing at build.security. Jared shares his insights on lead scoring and disqualification, the right approach to target account planning, his pet peeves regarding MQLs, and much more.
Emilia D'Anzica, Founder of Growth Molecules, on Scaling Enterprise Cloud Customer Success
February 24, 2021 16:56 - 26 minutes - 24.6 MBIn this episode, we're joined by Emilia D'Anzica, customer success expert and founder of Growth Molecules. Emilia shares her thoughts on the evolution of customer success, its role in the modern cloud market, and how cloud revenue leaders can become more closely aligned with their CS orgs.
Sangram Vajre, Co-Founder Of Terminus, On Accelerating Cloud Revenue Generation Through ABM
February 17, 2021 15:31 - 28 minutes - 26.6 MBSangram Vajre, Co-Founder Of Terminus, joins the podcast to discuss accelerating cloud revenue generation through ABM.
Robbie Baxter, Author of The Membership Economy and The Forever Transaction
February 10, 2021 20:45 - 23 minutes - 21.5 MBIn this episode, we sit down with Robbie Baxter, consultant, speaker, and bestselling author of The Membership Economy and The Forever Transaction. Robbie has more than twenty years of experience providing strategic business advice to major organizations like Netflix, Consumer Reports, and LinkedIn. She offers up her insights on the evolution of subscription-based pricing, membership trends that drive recurring revenue, and how sales and customer success can work together to be less...
Mark Petruzzi, Author of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales
February 03, 2021 22:05 - 34 minutes - 31.9 MBIn this episode, we're joined by Mark Petruzzi, author of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. Mark is a strategy consultant who has been selling and leading large cloud sales organizations during his career. Mark sat down with Intricately CEO and co-founder Michael Pollack and VP of Marketing Sarah E. Brown to discuss the power of customer success, why diversity in sales is so important, the emerging role of the President CRO, and more...
Dave Derington, Head of Customer Education At Outreach, On Training High-Performing Sales Teams
January 26, 2021 23:43 - 36 minutes - 33.5 MBIn this episode, we’re joined by Dave Derington, Outreach’s Head of Education. At Outreach, Dave helps guide customers on their journey. Dave's multi-disciplined career has spanned roles within laboratory science, game development, higher education, and SaaS – all of which he combines to drive product adoption and customer education.
Billy Bosworth, CEO of Dremio, On Building The Industry-Leading Cloud Data Lake Engine For Big Data Queries
January 20, 2021 15:51 - 32 minutes - 29.4 MBIn this episode, Michael and Sarah talk with Billy Bosworth, CEO of Dremio – a cloud data lake engine that operationalizes data lake storage and speeds up analytics processes. Billy discusses the state of modern data infrastructure, what led to the founding of Dremio, how they’re approaching selling in the cloud data lake market, and the one thing he wishes prospects knew.
Nicole Wojno Smith, VP Of Marketing At Tackle, On Competing to Win In Cloud Marketplaces
January 06, 2021 17:35 - 29 minutes - 27.4 MBNicole Wojno Smith, VP of Marketing for Tackle, a platform that makes buying and selling software through the cloud marketplaces easier and more efficient than selling and buying directly, joins the podcast to discuss how cloud sellers and marketers can target key data points to identify top prospects, and some of the innovative tactics she’s using to create dialogue with prospects and customers.
Fima Leshinsky, CTO And Co-Founder Of Intricately, On What It Takes To Map The Cloud
December 16, 2020 12:53 - 34 minutes - 31.8 MBIntricately's CTO and co-founder Fima Leshinsky joins us to share how he built the authoritative source of cloud product adoption, usage, and spend insights--and what it really takes to map the cloud. Leshinsky shares some history on the origins of Intricately, why cloud footprint data is so powerful, and how it empowers cloud sellers to accelerate their sales programs. He also discusses the history of cloud infrastructure, 2021 cloud market trends, and how today's cloud sellers can...
Carly Brantz, CMO of DigitalOcean, On Building Data-Driven Marketing Programs To Reach Developers
December 07, 2020 03:23 - 30 minutes - 27.8 MBDigitalOcean's CMO Carly Brantz joins the show to discuss how her team at DigitalOcean builds data-driven marketing programs to reach developers at different stages of their digital transformation. Brought to you by Intricately, the authoritative source of digital product adoption, usage, and spend data for cloud sales and marketing teams.
Geoffrey Moore, Author of Crossing the Chasm, On How Cloud Sellers Can Compete In An Age of Disruption
December 07, 2020 03:14 - 35 minutes - 32.7 MBIn this episode, Michael and Sarah welcome Geoffrey Moore, an author, speaker, advisor and legendary cloud marketer whose life's work has focused on the dynamics surrounding disruptive innovations. They discuss his seminal book, Crossing the Chasm, which unpacked the challenges startup companies face transitioning from early adopters to mainstream customers.
Introducing Selling In The Cloud
December 07, 2020 03:06 - 4 minutes - 4.44 MBWelcome to selling in the cloud, a new podcast about the business of cloud sales and marketing, brought to you by Intricately, the authoritative source of product adoption, usage, and spend data for sales and marketing teams. Co-hosted by Intricately CEO and co-founder Michael Pollack and Intricately Head of Marketing Sarah E. Brown.