If you want to drive growth at your organization, you must master lead management. In this episode, David interviews Alan Gonsenhauser, Interim CMO and CMO Advisor. Alan shares advice for how marketers can grow revenue by operationalizing their lead management process. Listen as David and Alan discuss: What happens when sales and marketing finally get aligned. Why marketing teams must operationalize their lead qualification process. Tips for getting your BD’s to respond to leads quicker. Is...

The last six months of 2022 have been a big change for marketers.In this episode, David interviews Director of Advisory at BDO Digital, Demand Generation Group, Ryan Johnson. Ryan has spent his career helping marketing teams build effective, revenue-driving demand generation strategies. Listen as David and Ryan discuss: Why your install base should be prioritized. The strategy to put behind your content development . The benefits of saying goodbye to ‘casting a wide net’. Why marketing...

How can marketers ensure they get credit for all their hard work?In this episode, David continues reading excerpts from chapter 7 of his book, Manufacturing Demand. David shares what it takes to become a revenue marketer, and how marketing analytics can get you there. Listen as David discusses: Tracking content and asset performance. The hardest part of tracking marketing analytics. How to ensure your data carries through to your opportunity in salesforce. The three variables you should...

As marketers, if we want to get the respect we deserve, we must consistently demonstrate how we actively contribute to revenue and profits.In this episode, David reads excerpts from chapter 7 of his book, Manufacturing Demand. David shares why It’s critical to pay attention to the right metrics that show the value of your marketing team. Listen as David discusses: How to determine what metrics to measure. The importance of measuring what you can base decisions on. The four C’s of marketing...

2022 was a transformative year for the BDO Digital marketing team. With new team members, initiatives, services, and many exciting challenges, there were no dull moments this year. In this episode, David looks back at what the team has accomplished and provides tips and action items for anyone looking to form a new marketing department. Listen as David discusses: Making the business case for building your team. How to develop your marketing budget. The key areas to focus on when creating...

In today’s job market, it can be hard to find a true marketing technology expert. In this episode, David interviews Zakk Cica Marketing Operations Manager at ICE Mortgage. Zakk and David discuss how they went from computer geeks to marketing geeks, and why it’s so important to do what you love. Listen as David and Zakk discuss: How to leverage the knowledge of agencies. The importance of becoming involved with the marketing operations (MOPs) community. What it takes from leaders and...

In Gartner’s 2022 Marketing Technology Survey, marketers reported utilizing just 42% of the breadth of capabilities available in their martech stack. So, what’s getting in their way?In this episode, David interviews Ben Bloom, Vice President, Analyst at Gartner. Ben shares the recent survey results and why it’s so important for marketers to prioritize a technology assessment. Listen as David and Ben Discuss: What questions to ask yourself as you are assessing your tech. The gaps that are the...

Coming up with (and sharing) new ideas requires stepping outside of your comfort zone. In this episode, David interviews Kirstie Tiernan, Principal and Co-National Leader of Data & AI at BDO Digital. Kirstie shares how she has learned to take risks and embrace her innovative mindset all while building the confidence needed to bring new ideas to the boardroom. Listen as David and Kirstie Discuss: Leading with a passion for change. How to process failure. The first action item after you...

Customer experience is a main driver for growth. In this episode, David interviews Traci Michel, Chief Operating Officer at Metro Credit Union. In her 14 years at Metro Credit Union, Traci has mastered the art of putting members first. Listen as David and Traci discuss: The importance of meeting your members where they are. How to build personas for banking. What it takes to be prepared for changes in your MarTech Stack. Tips for reducing spend by managing your technology renewals. Check out...

B2B marketers are under more pressure than ever to target and track their audiences. In this episode, David interviews Nirosha Methananda, VP of Marketing at Influ2. Nirosha shares how her team has used the Influ2 platform to humanize their account-based marketing efforts. Listen as David and Nirosha discuss: The importance of quality data. How personalization can help your marketing campaigns. When to leverage content syndication. What sales and marketing must do to create a great customer...

In episode two of our Recession Resilience Miniseries, we talk about the importance of proving marketing’s contribution through the use of analytics. David Lewis dusts off a past episode with D3 Methodology expert, Carlos Hidalgo. Listen as David and Carlos discuss: How to properly communicate marketing’s contribution to the rest of your organization. The definition of GAAP and what it means for marketers. The difference between sourced marketing vs influenced marketing. The number one...

In episode one of our Recession Resilience Miniseries, we explore what it means to ramp up marketing during a downturn. David Lewis dusts off a past episode that was recorded during the height of COVID-19. He interviewed Rob Bois, former Head of Dealer Marketing at CARFAX who shared how his team pivoted during challenging times. Listen as David and Rob discuss: How to deal with inheriting a complex MarTech Stack. Strategies to get out of Batch-and-Blast mode. Must-have weekly meetings that...

For most companies, the focus is all about finding new logos. But as the old saying goes: “It’s cheaper to keep ‘em.” In this episode, David interviews, Senior Strategic Advisor, Randy Latimer. Randy shares best practices for achieving your fullest revenue potential using Demand Expansion. Listen as David and Randy discuss: How to uncover opportunities with your current customer. The importance of understanding the customer journey. How data orchestration can impact your customer...

Sometimes the technology you purchase just doesn’t cut it. Today’s guest learned that lesson the hard way, which inspired him to create the review based, software buying guide, TrustRadius. In this episode, David interviews Vinay Bhaget, Founder and CEO at TrustRadius. Vinay shares how modern marketers can leverage review platforms both as a seller and a buyer. Listen as David and Vinay discuss: How marketers can build a review presence for their brands. The importance of providing your...

Marketers focused on e-commerce have a lot more to worry about than just what’s in their customer’s shopping cart. In this episode, David interviews Kate Federhar, Director of Digital Operations and Technology at Lumen. Kate shares how jumping into marketing operations can be challenging and fun! Listen as David and Kate discuss: Why sales and marketing should meet the customer where they want to be. How e-commerce technologies have transformed. Why being open to change in your marketing...

Approximately 85 percent of customers are willing to pay more for a better customer experience, and that experience doesn’t end once a prospect becomes a customer. In this episode, David interviews Alan Gonsenhauser, Principal and Founder of Demand Revenue. Alan has coached over 100 CMOs and VPs on marketing organization design, customer marketing, campaign functions, and customer experience. Listen as David and Alan discuss: Why CFOs and CMOs should pay attention to their...

If you want to advance your career, find out what it takes and then do it. In this episode, David interviews one of the original members of the DemandGen team, Rob Meo. Rob now serves as the Senior Director of Marketing Operations at Splunk. He shares the steps he has taken to become an effective leader for his team. Listen as David and Rob discuss: How candid feedback is critical to growth. The importance of building trust. How to have hard conversations as a manager. Why taking chances...

Let’s face it, the key to being successful in any organization is the people. In this episode, David interviews Danielle Balestra, Director of Marketing Technology and Operations at Goodwin. Danielle shares how she has approached the ever-evolving challenges of building successful marketing teams. Listen as David and Danielle discuss: How to identify gaps within the team. Overcoming the competitive job market. The importance of creating a proactive environment. How to assess your...

In the third and final episode of this re-released series, Carlos Hidalgo and David discuss the importance of customer expansion and maintaining a strong customer experience. Listen as David and Carlos discuss: What B2B and B2C companies can learn from each other. How you can evaluate and redesign your buyer's journey. The importance of a Chief Experience Officer role. Why you need to focus on customer retention and upselling.  Check out the resources mentioned: David Lewis'...

Brand identity goes beyond a logo and a name. It’s a promise of the value you are going to deliver to your customer. In this episode, David interviews Triniti Burton, Co-Creator at Doorway Creative. Triniti shares the art and science behind personal and professional branding. Listen as David and Triniti discuss: The importance of carrying the brand experience throughout your organization. How emotions tied to your brand can impact buying behaviors. How personal branding can make your...

In the second episode of this re-released series, Carlos Hidalgo and David discuss 10 initiatives required for successful Demand Management. Listen as David and Carlos discuss: What to consider when figuring out what areas to focus on first. How to implement a demand funnel and roll out lead scoring and nurturing programs. The importance of developing a strategy first. Why you need to align with your sales team. Check out the resources mentioned: David Lewis' LinkedIn The D3...

In this re-released episode, Carlos Hidalgo and David take you through all areas of The D3 Methodology - a model for redefining demand generation and better positioning marketing as a critical revenue-driving function. Listen as David and Carlos discuss: The essential elements of creating demand. How to develop buyer personas. The importance of creating content that aligns with the needs of your customers. How to discover and solve the pain points of your buyers. Check out the resources...

In the early 2000s marketing operations was a new term in the marketing community. Fast forward to today as marketing operations has become a vital function, responsible for delivering the CMO’s strategy. In this episode, David interviews Michael McKinnon, author of The Marketing Operations Handbook and award winning B2B marketer. Michael shares how his book provides a blueprint for successful marketing operations teams. Listen as David and Michael discuss: How to establish a marketing...

Marketers are natural agents of change, but for Gary McRae he started his career as another kind of agent. By serving as a homicide detective in London, Gary learned transferable skills that make him an exceptional marketer. In this episode, David interviews Gary McRae, Senior Marketing Manager of Brand & Channels at Baker McKenzie. Gary shares what it takes to be a great marketer, and how leaders can create environments that allow teams to thrive. Listen as David and Gary...