While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans.   On today's show, Andrew Urteaga, SBI Managing Director, joins us to share what market leaders in Business Services are doing differently to accelerate in 2021.

SBI Sales and Marketing Podcast

How Business Services CEOs Are Responding to Industry Disruption

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020 — sales and marketing alignment. Getting this correct is more imperative now than ever before and can make or break your growth strategy. Ultimately, companies that create strong alignment win 38% more deals and retain 36% more customers than those who are not aligned.  On today's show, Lori Christiansen, VP of Marketing at Motus, joins SBI Managing Director Tony Erickson to discuss how market-leading companies drive alignment between sales and marketing to accelerate revenue growth.

How a Marketing Leader Relentlessly Drives Alignment With Sales

With the global shift to working from home, UC&C companies have witnessed a record amount of demand for their tools and services to carry on productivity away from the office. However, how are market leaders positioning themselves to be set up for success in 2021? On today's show, Gregg Blatt, SBI Managing Director, joins us to share what UC&C market leaders are doing differently to outpace competitors.

The Winning Strategies of UC&C Market Leaders

For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment. On today’s show, Doug Winter, Founder and CEO of Seismic Software, joins SBI Managing Director Marc Odenweller to discuss how an accelerating software company could pivot to meet market demands and make pragmatic decisions every step of the way.

How a Software CEO Recharged the 2020 Strategy

Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50 years by merely surviving difficult circumstances. Through the adversity, they have made their mark by quickly pivoting to market demands in any disruptive climate. On today’s show, Hexagon PPM CRO, Steve King, joins SBI Managing Director Tony Erickson to discuss how PPM has responded to shifts in the market to thrive while maintaining their growth trajectory.

Leading a Legacy Company to Accelerate in Any Market Condition

The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers flawlessly, even with imperfect data. On today's show, Marc Odenweller, Managing Director at SBI, joins us to discuss how the top 9% of software leaders have been relentlessly agile in their planning process to outpace competitors.

How Software Leaders Pragmatically Prepare for 2021

Over the last 6 months, there have only been an elite few known as "Accelerators" — those companies that have thrived in a recessionary environment.   One such company is CAS, a division of the American Chemical Society. By expediting the growth strategies they already had in motion, CAS gained a first mover advantage in their market and continues to widen the gap ahead of competitors.   On today's show, CAS' CEO, Manuel Guzman, joins SBI Managing Director Andrew Urteaga to discuss the fundamentals that an organization must have in place to be able to seize unexpected opportunities.

How a Business Services CEO Seizes Market Opportunities

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? On today's show, John deLorimier, EVP at Concentra, joins us to discuss how to bring more value to the customer journey and deliver on the brand promise.

Customer Experience as an Engagement Strategy

As part of our advisory program, SBI recently held a virtual meeting comprised of an intimate group of market-leading B2B CEOs (public and private with market caps from $1B to 10B) to discuss current market challenges and opportunities for achieving strategic revenue growth. On today's show, Scott Gruher, Senior Partner, and Chethan Sharma, Senior Managing Director and CEO Practice Leader, share insights from the powerful peer group including: The CEO's role in revenue growth strategy Managing board expectations Driving digital and customer experience strategy 

SBI Advisory Board Learnings From Market-Leading CEOs

Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their full potential. On today’s show, Kevin Boyce, CEO of Higher Logic, joins us to discuss new ways of building and leveraging your internal and external communities to drive engagement in a virtual world. Kevin shares how the company pivoted its strategy to meet today's demands and new ways they have been able to enable and communicate to the organization amid their digital evolution.

How a CEO Drives CX Clarity Amid the Chaos

It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally? On today’s show, Tim Brackey, President and COO of RGP, joins us to discuss how to translate culture from on-prem to a virtual world: Understanding “indie-ployment” and how it may define the future of talent Fostering a growth culture and how to measure it Developing digital capabilities to meet buyer expectations 

Evolving Your Culture for the Digital Revolution

For many services companies who achieve exponential growth within narrow timeframes, they often find themselves lagging in critical operational areas, including go-to-market. Jarrod Johnson, Chief Customer Officer at TaskUs, found himself in a similar situation but was able to remain as agile as he was during the company’s startup years. Jarrod joins Scott Gruher, Senior Partner, SBI, on today's show to discuss how executing SaaS best practices allowed TaskUs to achieve manageable growth by: Creating a scalable sales system Implementing a high-growth marketing engine Building a data-driven customer experience 

How a Chief Customer Officer Applied SaaS Best Practices to Drive Exponential Growth

 With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today's world, you will fall behind your peers and the market significantly.   On today's show, Alan Rudolph, SVP of Apttus, joins Tony Erickson, Managing Director, SBI, to share best practices for Customer Success and strategic deals in today's world. Alan shares how he achieves a 360-degree view of the customer and buyer journey and how to leverage CS to drive business outcomes seamlessly.

How a Software Leader Leverages Customer Success to Drive Strategic Business Outcomes

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (Public and Private, $240M to $8B in Revenue) as part of their advisory board program. These global CRO's gathered to collectively share and learn from one another in an intimate, confidential setting. In this video, Matt Sharrers, CEO of SBI, and Scott Gruher, Senior Partner, share insights from the powerful peer-group reflecting the sentiment of what is top of mind of global CROs. They discuss emerging best practices such as, what are the applications of digital? You first have to find your strategy.

Market-Leading CRO Insights—The Next Normal

The evolution of the Marketing leader role has transformed drastically over the years. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will bring for CMOs. On today's show, Jim Kruger, CMO at Veeam, joins us for a glimpse into how a market-leading software company has been adjusting to the current market conditions and how they are preparing for the back-half of 2020.

How a Software CMO Has Led COVID Recovery Efforts

The SBI Sales and Marketing Podcast is a weekly dive into the latest insights and business strategies in the world of sales and marketing. Every week Matt Sharrers, CEO of SBI, invites the top CEOs and Marketing and Sales leaders from a variety of industries to discuss how they make their number year after year, so you can do the same. Subscribe for your weekly dose of business news, management & marketing, and sales insights to keep you at the top of your game.

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SBI Sales and Marketing Podcast

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