May 15, 2019
This episode of Data Dump Podcast spotlight’s a different kind of data buyer - a buyer of data companies. Mark Godley, Data Dump Host & CEO of LeadGenius, chats with Jason Mironov, Principal TA Associates, about the role that private equity investments play in the data world.
Jason eloquently explains how private equity and VC funding companies differ in focus and how TA Associates helps companies maintain self-sufficiency, grow profits strategically and how best to set up companies for success. Tune in to get a different look at the B2B data world as well as some future predictions that just might help your investments.
About our guest: Jason Mironov
Jason joined TA in 2012 and has more than 11 years of experience in private equity and financial services. His current investments span information services, integrated payments, consumer and travel. With domain experience across industries, Jason looks to partner with management teams and founders with a customized approach and a clear strategy for growth and transformation.
May 14, 2019
Mark Godley puts Jim Gearhart, Senior Director, Enterprise Business Applications & Development at Zendesk, in the hot seat to discuss all things Martech. Jim has an abundance of knowledge, insight and strong opinions about how to build a tech stack that will actually improve ROI and the data you need to fuel it.
Jim will also share his experience as a buyer, handling endless pitches from a dizzying array of vendors claiming nirvana just a PO away. Join September’s Data Dump podcast to get the inside scoop on the future of data and Martech tools.
About our guest: Jim Gearhart, Senior Director, Enterprise Business Applications & Development @ Zendesk
With two decades of experience building and leading technology teams, Gearhart has worked in a technical and strategic leadership capacity for a number of notable tech companies including HP, Agilent Technologies, Unify, Turn, Omniture, & Adobe. Currently serving as Sr. Director of Enterprise Business Applications & Development for Zendesk, Gearhart provides executive leadership and vision to ensure Zendesk’s objectives are realized through a modern, cloud-first technology stack. Gearhart is at the intersection of pricing & packaging decisions for Zendesk’s SaaS products, enterprise platform & process governance, and represents Zendesk in MGI's Monetization Leadership Council, a Silicon Valley group dedicated to identifying and sharing market trends and best practices for SaaS companies. Outside of his day to day executive functions, Jim’s interests include family, world travel, science, winter sports, and scuba-diving.
May 12, 2019
Mark Godley sits down with Karan Singh, COO at SalesSource, and Lars Nilsson, CEO of SalesSource, to discuss why data can make or break B2B GTM strategy. Between the three of these data dogs, they know a thing or two about data and most of it has been learned through trial by fire in their early years. Join the podcast to hear what pitfalls to avoid when choosing a data provider and what defines success.
Karan Singh, COO, SalesSource
With over ten years of experience managing and growing Sales Operations functions at hyper-growth companies, Karan has been at the forefront of Enterprise Sales Operations for B2B technology companies in Silicon Valley.
Most recently, Karan led the global Sales Strategy, Programs & Analytics role within Cloudera, where he was responsible for driving the Go-To-Market Strategy, which was instrumental in the overall IPO readiness and execution effort within the company. Karan has also held leadership roles within Corporate Operations (Deal Desk, Order Management), Sales Systems and Compensation Design.
Prior to serving as the co-founder and COO of SalesSource, Karan held leadership roles at ArcSight and Cloudera, both of which were propelled to an IPO through strong operational infrastructure and sales strategy.
Lars Nilsson, CEO, SalesSource
With over twenty-five years of sales and operations experience in the technology sector, Lars is a global leader in enterprise software and selling solutions.
Prior to serving as the CEO of SalesSource, Lars was VP of Global Inside Sales for Cloudera, the company that revolutionized enterprise data management by offering the first unified platform for machine learning and advanced analytics optimized for the cloud.
Lars and his team at Cloudera developed the sales methodology Account-Based Sales Development (ABSD), which has transformed how businesses approach high-value targets. Lars also led the sales enablement and field readiness teams at Cloudera. These two functions are becoming increasingly important to fast-growth companies looking to rapidly scale sales organizations by shortening onboarding and ramp time for sales reps.
Lars has served in sales executive roles at ArcSight/Hewlett Packard, Riverbed Technology and Portal Software – all three of which achieved IPOs, in addition to Cloudera (2017).
May 10, 2019
During our interview with Don Wynns, VP of OEM and Partnerships at HG Data, host Mark Godley will cover buying trends and the quality of data throughout the past two decades and what the future holds. Other topics we will touch on are: ABM, GDPR, third-party data and the ethics of B2B data build processes. We promise this will not be as dry as it sounds! Join us or listen later, but either way, if you are a data wonk you don't want to miss this.
May 6, 2019
This week on LeadGenius Radio, host Zeb Couch, Sr. Enterprise Account Executive at LeadGenius, sits down with Erik Taylor, Business Development Manager at FinancialForce, to discuss how Erik has improved efficiency within his BDR team throughout the entire sales process. At one point Erik had calculated that his team was spending only 25% of their day on actual sales outreach activities, the rest of their time was being spent on researching, adding, cleansing contacts and then creating lists and reports so they could track these folks when they finally had the time reach. This process was not scalable either financially or administratively, so FinancialForce partnered with LeadGenius to solve various issues and ultimately increase outbound selling activity by 50% within a very short time. Listen to hear about real problems and solutions all B2B sales organizations and how to fix them.
About our guest, Erik Taylor:
He started his sales career unknowingly when he was 11 years old, trading Pokemon cards and collecting holographics. The stakes are higher now, but to Erik, the game is still the same. With a natural curiosity, desire to help others, and drive to succeed - he's hustled and grinded as a sales professional, and consistently over-performed both as an individual contributor and a team leader. Currently, he works for one of the fastest growing Cloud ERP and PSA providers in North America.