Welcome back to The Marketer's Journey! In this episode, Randy sits down with Susan Beermann, CMO at Contentstack. As a three-time CMO and former salesperson, Susan brings years of expertise to the table and has worked to build Contentstack’s marketing team from the ground up. Today the team has over 50 people, and Susan is a leader who wants to keep her team empowered to do their jobs. Susan shares how she does just that, along with what she sees as the role of BDRs in the marketing team, the role of automation, and her predictions for the future. Check out this and other episodes of The Marketer’s Journey on Apple Podcasts, Spotify, and Google Podcasts! Key takeaways from this episode: Look for leads who are qualified and ready. Contentstack is a technology that is disrupting the traditional CMS space, and Susan emphasizes that in addition to being qualified, leads also need to be ready to embrace new technology. Enable your managers to manage. As a CMO, Susan doesn’t have the time to review every single budget and decision. That's why she ensures her managers have the tools and oversight they need to run their teams successfully without having to constantly come to her.You need a system. When Susan first started at Contentstack, there weren’t systems in place to ensure that everyone was on the same page. One of the first things Susan did was create a process of checks and balances to ensure that the right decisions were being made and that the right people were aware of what was going on.  Learn more about Contentstack here: https://explore.contentstack.com/ Learn more about Susan here: https://www.linkedin.com/in/susancbeermann