Pipeline with Dave Gerhardt
Dave Gerhardt doesn't do small talk. Sales and marketing leaders are busy — so when they come on Pipeline, we're skipping the fluff and going right into the tried and true tactics they’re using to build pipeline and drive revenue. Join us for weekly conversations with CROs, CMOs, and other leaders across B2B sales and marketing.
Introducing Pipeline with Dave Gerhardt
Sales and marketing leaders, we get it. You're busier than ever, and your job is getting harder and harder. That's why we're launching Pipeline, a weekly podcast hosted by Dave Gerhardt. Tune in every Monday for no-fluff conversations with CROs, CMOs, and other leaders across B2B sales and marketing.
How To Actually Boost Email Open Rates
In this short episode I'm talking about why I don't like when subject lines turn into gimmicks and how to *actually* improve your email open rates.
Get more marketing knowledge at davegerhardt.com or submit future questions to questions@davegerhardt.com
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
If you're looking for your next role, check out DGMG Jobs https://dgmgjobs.com/ the place to g...
A Quick Update From DG
A quick update from me if you're looking for new episodes.
Listener Questions: What To Do As The First Marketing Hire, Creating Content For Multiple Personas, How To Get Content From Experts
Hey it's me with a mailbag episode, taking some questions from DGMG Community members and answering on the podcast this week on creating content for multiple personas, working with subject matter experts and how to get content out of them, what to do as the first marketing hire.
Get more marketing knowledge at davegerhardt.com or submit future questions to questions@davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG...
Is Clubhouse Dead? Ranking Our Social Media Channels, & Why You Need To Replay The Hits (with Ross Simmonds, CEO, Foundation)
Ross Simmonds (@thecoolestcool) is the Founder & CEO of Foundation, a B2B content marketing agency. On this episode we talk about Venmo, Jack Dorsey & Jay-Z, Marc Benioff, the power of staying top of mind, why you need to replay the hits, PGA Tour advertising, commenting as a strategy, is Clubhouse dead? ranking our top social media channels, why Building an audience on social media is a cheat code for business, and more.
Get more marketing knowledge at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to...
First 100 Customers, Five Stages of Awareness, & Generating Sales Ready Leads (with Asia Orangio, CEO of DemandMaven)
Asia Orangio (@asiaorangio) is the CEO of DemandMaven & helps founders of early-stage startups get their first 100 customers. We talk about the role of demand gen, the difference between lead generation and demand generation, the five stages of awareness, how to be more strategic, how to generate sales ready leads, and why you need to stay curious if you want to get ahead.
Get more marketing knowledge at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io...
From 0 to $100 Million & Building A Strong Analytics Foundation (with ThoughtSpot CMO Scott Holden)
Scott Holden is CMO at ThoughtSpot and previously VP Marketing at Salesforce. Scott joined ThoughtSpot when the team was just three marketers and helped grow the team to 36 marketers today and from 0 to $100M in ARR. We talk about that journey, how the team has changed and evolved, guerilla marketing in the early days, why you need to build an analytics foundation, why he doesn't believe in having a demand gen team, his team structure, direct reports, weekly meetings, how his CEO thinks about marketing, and why marketing should always be proving it's worth.
Get more good...
The 2021 B2B SaaS Playbook (with Guillaume Cabane)
Guillaume Cabane (@guillaumecabane) is Co-Founder and GP @ HyperGrowth Partners & Ex VP Growth at Segment and VP Growth at Drift. We talk about what the B2B SaaS playbook looks like for 2021, what investors are expecting out of SaaS companies today, product-led growth, spending $150,000/month on B2B lead gen, how to manage skyrocketing CAC, how to generate free leads to your sales people, and more.
Get more good stuff at davegerhardt.com
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial...
Branding, Reputation, & Expertise (Live From The Car)
On this quick episode of the DGMG podcast I'm sharing a few thoughts on the power of branding, how to build yours, why reputation matters, and why it pays to be an expert.
Get more content at davegerhardt.com
Growth Team vs. Marketing Team & Marketing To Developers (with Martin Gontovnikas, Former SVP Marketing & Growth, Auth0)
Martin Gontovnikas (@mgonto) is Co-Founder and GP @ HyperGrowth Partners & Ex SVP, Marketing & Growth at Auth0.
Autho0 was acquired by Okta for $6.5B in March 2021.
We talk about the differences between a growth team vs. marketing team (he managed both at Auth0), when to bring on growth, why buyer personas matter for your marketing strategy, how to market to developers, why he hired engineers to write for the Auth0 blog, product-led growth, why demand gen. is just about tapping into habits, where brand and PR fit in the puzzle, why his first two hires where a...
How To Build a Revenue-First Marketing Org (with Kyle Lacy, CMO, Lessonly)
Kyle Lacy (@kyleplacy) is CMO at Lessonly. Prior to this he served as VP of Marketing at OpenView Venture Partners, Director, Global Content Marketing at Salesforce, and Senior Manager, Content Marketing at ExactTarget. We talk about his 40 person team at Lessonly, breakdown of inbound and outbound marketing strategy, SDR vs BDR, career paths in marketing or sales, the role of customer marketing, why community always wins, splitting the budget 70/30 demand and brand, lessons growing the team from 8 to 40, hiring for product marketing, what great product marketing looks like, the importance of finding business outcomes, and more.
Get...
How ClickFunnels Bootstrapped To $137M ARR (ClickFunnels CEO Dave Woodward)
Dave Woodward is CEO of ClickFunnels. Since 2014 ClickFunnels has grown to $137M in ARR with 100,000 customers using their marketing automation products. I wanted to have Dave on because ClickFunnels bootstrapped their way to the $100M+ ARR mark and they don't do marketing like typical B2B companies. Instead of spending to acquire customers, they have thousands of customers spending money to get in their funnel. We talk about customer acquisition, creating sales funnels, creating a break-even funnel, the power of being an expert in marketing and more.
Get more good stuff at davegerhardt.com
This...
How To Hire Marketers & Why Product Marketing Isn't Just Sales Enablement (Sara-Beth Anders, VP Marketing, Guild Education)
Sara-Beth Anders is VP of B2B Marketing at Guild Education and was previously Director of Product Marketing at LinkedIn and Director of Product Marketing at Greenhouse. We talked about goal setting, OKRs, how to get better at hiring marketers with the case-study method, why marketing needs QBRs like sales, the modern ABM playbook, making full-time hires for engagement and community, presenting to the board, and how she's spent her first three months at a new company as VP of Marketing.
Get more good stuff at davegerhardt.com
This episode is brought to you by...
The Best Source of B2B Revenue, How To Drive More Inbound Demand, and Where B2B Marketing Budget Is Wasted (with Chris Walker, CEO, Refine Labs)
Chris Walker is CEO at Refine Labs and host of Demand Gen Live. We talk about wasting B2B marketing budget, understanding how people buy, how to think about the ROI of your podcast, short term vs long term marketing, why not all MQLs are created equal, and how to drive more inbound demand.
Learn more at davegerhardt.com
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20...
The Founder Whisperer: Calendly CRO Patrick Moran (Former CMO at Quip, CMO at New Relic)
Patrick Moran (@patrickmoran) is CRO at Calendly and previously CMO and Chief Customer Officer at Quip (acquired by Salesforce) and CMO at New Relic. We talk about his path to Calendly, building a relationship with the CEO, build a remote-first team, marketing lessons from Marc Benioff and more.
Join the DGMG community: https://dgmg.davegerhardt.com/offers/gQBScr7j/checkout
Learn more at davegerhardt.com
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io...
Strategic Narrative, GTM Strategy, & Product Launches (with Marcus Andrews, Director, Product Marketing at Pendo)
Marcus Andrews (@marcus_andrews) is Director of Product Marketing at Pendo.io. Before Pendo he was at HubSpot and Google. We talk about design narratives, go-to-market strategy, and product launches.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at w...
Account Based Marketing, BDRs, & Marketing Ops (with Dave Rigotti, Bizible, Marketo, Adobe)
Dave Rigotti (@drigotti) is CEO of a new product-led growth (PLG) startup in the marketing technology space. He was VP of Marketing at Bizible, Head of Enterprise Demand Generation & ABM at Marketo, and Director of Acccount-Based Marketing at Adobe. This was a live Q&A we did for DGMG U. members on ABM and marketing ops.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
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Revenue Focused Positioning & Marketing Strategy (with Ursula Ayrout, CEO at Measure; Former Pantheon, Salesforce, SAP)
Ursula Ayrout is CEO at Measure and Former marketing leader at Pantheon, Salesforce, and SAP. We talked about how to create a marketing plan for the year, what a revenue-focused positioning rollout looks like, managing up, working with the CEO.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch...
What The CEO Wants From Marketing (with Iris Shoor, CEO at Oribi)
Iris Shoor (@IrisShoor) is Founder & CEO at Oribi. She's a marketer turned CEO, and after two successful startups started Oribi (backed by Sequoia & TLV partners) to try and solve the marketing attribution and analytics problem for good.
We talk about her path from marketing leader to CEO, what the CEO wants from marketing, why Oribi doesn't have a blog, why the marketing analyst is one of the most important early hires, how to manage a freemium funnel and an enterprise sales motion, and why their best marketing channels have been Facebook, YouTube, and Instagram and why yes...
Josh Allen, CRO, Owl Labs (Former Drift CRO, SVP CarGurus, VP LogMeIn)
Josh Allen (@joshmallen) is CRO at Owl Labs. He was CRO at Drift, SVP of Sales at CarGurus, VP of Sales at LogMeIn. We talk about the relationship between sales and marketing, life in a product-led growth world, who should own SDRs and BDRs (and the differences between the two), who should own the sales deck (what it should be), and whether or not the CRO should own marketing.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io...
Tara Robertson, CMO at Teamwork
Tara Robertson (@taraerobertson) is CMO at Teamwork. Before that she was Head of Customer Marketing at Sprout Social, VP of Marketing at Hotjar, and VP Marketing & Creative Services at TSL Marketing.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out...
Robin Daniels, CMO at Matterport; Former WeWork CMO, Salesforce, LinkedIn
Robin Daniels (@robin_daniels) is CMO at Matterport. Prior to this he was CMO at WeWork and held marketing leadership roles at Box, Salesforce, and LinkedIn.
Some highlights from this episode:
The 3 things marketing has to deliver on How to improve the relationship between marketing & sales Building a team as a remote CMO last year Why you need to goals to quantify the marketing team***
This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use...
April Dunford: Obviously Awesome, Market Strategy, & Positioning
April Dunford (@aprildunford) is a globally recognized leader in positioning and author of the book Obviously Awesome.
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This episode is brought to you by Oribi, an all-in-one marketing analytics tool. Say goodbye to Google Analytics. To start your free trial, visit oribi.io/dgmg. Use the coupon code DGMG and get 20% off any plan.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell them I sent you.
PS. h...
Animalz CEO Devin Bramhall on The Brand & Bottom Line Benefits of Content Marketing
Devin Bramhall (@devinemily) is CEO at Animalz. Animalz is the content marketing agency behind some of the best B2B SaaS brands today. Their clients include Google, Amazon, Clearbit, Intercom, GoDaddy, Privy, Zendesk, Appcues, Airtable, Profitwell, Wistia, Zuora.
We talk about content marketing, how to measure content, B2B content strategy, how to grow your career in content, and more.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends...
Ross Simmonds on B2B Content, Influencer Marketing, & Social Media Strategy
Ross Simmonds (@thecoolestcool) is the Founder & CEO of Foundation, a B2B content marketing agency. On this episode we talk about B2B content marketing, influencer marketing, social media strategy, re-thinking the role of social media manager, content promotion, and more.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell t...
Chris Walker, CEO Refine Labs: Modern PR, What It Means To Build A Media Company, & What To Do When The CEO Doesn't Get Marketing
This episode is from an interview I did with Chris Walker from Refine Labs for Demand Gen Live. Chris hosted it and we had 300 people on a Zoom call and he was nice enough to let me share the audio with you all here.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.l...
What To Do When People Aren't Buying
So often in B2B you are selling a chance - a transformation. Getting people to go from an old way way of doing things to a new way of doing things. And not only does one person have to believe this - but often times a whole company does (welcome to B2B marketing).
Marketing is about getting people to change. Forget the tools and technology for a minute -- because this might be the *real* reason your funnel isn't converting. Here's how to get people to change.
PS. here's a secret offer...
The Fundamentals of Modern B2B Marketing
A quick rant (out for a walk) on what I think are the fundamentals in marketing. Do you know them? Does your team know them? This is a quick one but should be one that you write down and print out.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for your brand, check them out at www.lemonpie.fm and tell t...
How To Do B2B Creative That Doesn't Suck
Hey. We're back :) On this episode I break down how I think about B2B creative (ads, videos, landing pages, design, you name it). And I'm sharing five tips to help you break through the noise and -- most importantly -- do B2B creative that doesn't look like B2B creative.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
This podcast is produced for me by my friends at Lemonpie. If you want to launch a podcast strategy for...
Lauren Vaccarrello (CMO, Talend)
Lauren Vaccarrello is CMO at Talend and previously VP Marketing at Box and Sr. Director and Head of Digital Marketing at Salesforce. On this episode we talk about:
Her routines and rhythm's running 100+ person marketing org at Talend Running digital marketing at Salesforce The difference between Demand Gen. and Digital (and why she has VP of Demand and VP Digital) The two funnel approach to marketing -- generating demand in SMB and Enterprise segments Why marketing should own pipelinePS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community...
Twilio CMO Sara Varni
Sara Varni (@saravarnibright) is CMO at Twilio. On this episode we talk about:
Managing a 250+ person marketing team The key metrics Twilio marketing reports on (and why you should simplify your metrics) The 4 Horseman of Pipeline The marketing team planning process Her path to CMO as a product marketer (and the different ways to come up as CMO) Working with the CEO as CMO and how to get on the same pagePS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
<...
Managing Up, Presenting To The Board, And 2021 Planning (With Peter Mahoney, CEO, Plannuh)
Peter Mahoney is CEO at Plannuh and the former CMO at Nuance Communications where he spent 12+ years. Follow him on Twitter @nerdCMO. In this episode we cover:
Managing up to the CEO, the board, and Peter's 5 keys for doing it right How to work with CEO's/investors/board members who don't entirely understand what marketing does What to present in a board meeting How to get the CEO involved in marketing And more, of course :)PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in...
Leela Srinivasan (CMO, SurveyMonkey)
Leela Srinivasan is CMO at SurveyMonkey. Before that she was CMO at Lever, VP Marketing at OpenTable, and Director of Marketing at LinkedIn. Follow her on Twitter @leelasrin.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with guests like Leela.
Thanks to our friends at Hatch for producing this episode -- you can get...
A Quick Message From Me!
DGMG.co
Heidi Bullock, CMO, Tealium (CMO, Engagio, VP, Marketo)
Heidi Bullock is CMO at Tealium. Before that she was CMO at Engagio, and VP of Marketing at Marketo where she led demand gen for the SMB and Enterprise business units, content, and events globally.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with guests like Heidi.
Thanks to our friends at Hatch for...
Bill Macaitis (Former Slack CMO, Zendesk CMO, SVP at Salesforce)
Bill Macaitis is the former CMO at Slack, CMO at Zendesk, and SVP of Marketing at Salesforce.
PS. here's a secret offer to join DGMG for just $1. Join 2,300+ B2B marketers in the DGMG community today. See you in there.
Thanks to our friends at Hatch for producing this episode -- you can get unlimited podcast editing at www.usehatch.fm.
Christopher Lochhead, 3x CMO, Author of Play Bigger
Christopher Lochhead is a #1 charting Apple podcaster and #1 bestselling Amazon author. His books two books “Play Bigger” and “Niche Down” and two podcast “Follow Your Different” and “Lochhead on Marketing” have won countless awards and become cult classics for entrepreneurs and marketers in Silicon Valley and beyond.
Join The DGMG Community
Want more marketing content like this? Join 1,600 other marketers in the DGMG community today: https://www.patreon.com/davegerhardt
There you can discuss this episode with the group, get the full show notes & transcript, and hop in on an exclusive AMA with Christopher.
...Tom Wentworth, CMO, Recorded Future
Tom Wentworth is the CMO at Recorded Future. We discuss:
What is your role? What does your company do? What is the company’s marketing strategy? What is the handoff between marketing and sales? What are the marketing channels you’re using today? What metrics do you report on? How many people are on your team? Who are your direct reports? What regular “rhythms” do you have as a marketing leader? What is your marketing budget? Do you have marketing goals? What are the biggest marketing challenges you have? Do you work with any agencies? If so who? What tool...Udi Ledergor, CMO, Gong
Udi Ledergor is CMO at Gong. We discuss:
What is your role? What does your company do? What is the company’s marketing strategy? What is the handoff between marketing and sales? What are the marketing channels you’re using today? What metrics do you report on? How many people are on your team? Who are your direct reports? What regular “rhythms” do you have as a marketing leader? What is your marketing budget? Do you have marketing goals? What are the biggest marketing challenges you have? Do you work with any agencies? If so who? What tools are you u...Allison MacLeod, EVP Global Marketing, Flywire
Allison MacLeod is EVP of Global Marketing at Flywire. We discuss:
What is your role? What does your company do? What is the company’s marketing strategy? What is the handoff between marketing and sales? What are the marketing channels you’re using today? What metrics do you report on? How many people are on your team? Who are your direct reports? What regular “rhythms” do you have as a marketing leader? What is your marketing budget? Do you have marketing goals? What are the biggest marketing challenges you have? Do you work with any agencies? If so who? What...
