Predictable B2B Success

In this episode of Predictable B2B Success, host Vinay Koshy sits down with Frederic Joye, the visionary co-founder of Arcanys, to delve into the intersection of human connection and strategic innovation in outsourcing. From orchestrating personal bonds with fantastic people to his strategic pivot towards meaningful investments, Frederic shares a compelling narrative of how integrating a purpose-driven culture can pave the way for predictable revenue growth and long-term innovation. Discover how Arcanys distinguishes itself in a competitive market by fostering genuine relationships and trust with its mostly Western clientele and why aligning client culture with its own is paramount for project success. Frederic opens up about the pivotal moments that influenced a shift towards investing in high-potential startups, the criteria they use to evaluate investment opportunities, and how their involvement as shareholders can drive mutual growth. Whether you're intrigued by the nuances of outsourcing, fascinated by the mechanics of strategic investments, or keen on understanding the metrics behind a thriving, purpose-driven company, this episode is guaranteed to captivate your interest. Join us for an insightful conversation that promises to elevate your understanding of fostering business success through human-centric approaches and strategic foresight. Tune in now! Some areas we explore in this episode include:

Welcome to another episode of Predictable B2B Success, where we explore the keys to sustaining and scaling your business with expert guidance. In this episode, we have the honor of hosting Jason Kruger, president and founder of Signature Analytics, who brings a wealth of knowledge from his extensive public accounting and financial leadership background. Tune in as Jason delves into exceeding customer expectations, ensuring client satisfaction, and boosting client retention—cornerstones for any thriving business. Learn how consistent contracts impact your accounting, business valuation, and sale potential. Jason shares a fascinating success story from working with a drug and rehabilitation company, where strategic financial improvements led to an acquisition. But that's not all. Gain insights into the critical role of financial education for business owners and teams across departments, shedding light on often overlooked pain points that can hinder growth. Discover why culture fit is paramount at Signature Analytics and how their remote work model fuels their unprecedented success. Get ready to uncover the secrets to maximizing cash flow, navigating post-COVID challenges, and weatherproofing your business for future uncertainties. This episode promises invaluable advice, actionable tips, and a deeper understanding of driving business success through financial mastery. Some areas we explore in this episode include:

In this Predictable B2B Success Podcast episode, host Vinay Koshy engages in a compelling conversation with Will Adams, President at Tarkenton Companies. Will discusses the pressing challenge of preserving the human element in business relationships and innovation processes as AI and technology rapidly advance. The dialogue covers various topics, including Tarkenton's unique business model as a Skunkworks operation, the importance of journey mapping, and the critical role of empathy and effective communication in leadership. Will also shares insights into how companies can integrate AI without compromising the human experience. He particularly stresses the importance of fostering innovation within risk-averse organizations, aiming to inspire the audience and instill a sense of hope in the face of technological changes. We also delve into the delicate balance of maintaining the human element in a fast-paced tech landscape dominated by AI advancements. The discussion underscores why empathy should be at the core of user design and customer experience, highlighting its crucial role in the B2B tech industry. Will Adams shares his wisdom on bridging the gaps between client success and development teams, the importance of journey mapping, and the role of ethical guidelines in the Wild West of technological innovation. Plus, discover why Apple's deliberate approach and Google's cautionary AI tale offer essential lessons for today's businesses. Stay tuned for an episode that promises to challenge your perspectives and spark new ideas for a more empathetic and innovative future in B2B success! Some areas we explore in this episode include: 1. Role and Mission of Tarkenton: - Description of Tarkenton's services and their focus on storytelling for long sales cycles. - The entrepreneurial mindset and mission of making business fun while helping people. 2. Balancing Human Experience and Technology: - Challenges B2B tech companies face in maintaining the human element amidst rapid AI and technology advancements. - Impact of technology on young people's mental health and the ethical responsibilities of tech creators and consumers. 3. Empathy and Client Experience: - Importance of fostering empathy and understanding of the client experience within development teams. - Practices like rotating engineers through client success roles and placing development teams in client success hubs. 4. Value Beyond Technology: - Emphasis on adding value to businesses beyond just technology. - Starting from the point of making a meaningful difference and ensuring sincerity in business practices. 5. Leadership in Rapid Technology Changes: - Essential leadership qualities include communication, team building, and creating a culture of empowerment. - Leaders should ask questions, engage teams, and lead by example to foster empathy and understanding. 6. Personal Touch in Customer Relations: The significance of maintaining a personal touch with customers and within the organization based on Will Adams' early career experience. 7. Ethical Guidelines and Regulatory Guardrails in Technology: - Importance of ethical guidelines, transparency in design, and regulatory guardrails in AI development. - The balance between innovation and ethical responsibility. 8. Blending AI and Human Elements: - Integration of AI with human consultation in their SaaS applications to enhance customer experience. - Understanding the need for a balanced approach with real-life human support alongside AI. 9. Journey Mapping and Research: - Initial steps in Tarkenton's process, emphasizing journey mapping and thorough research and design before project planning. 10. Fostering Innovation in Bureaucratic Organizations: - Strategies to drive innovation in risk-averse settings. - Use of Skunkworks and the role of a bridge builder to connect the organization with an external innovation team. 11. And much, much more...

In this episode of the Predictable B2B Success podcast, we're diving deep into the often misunderstood world of human-centric sales with our extraordinary guest, Karl Becker. Karl Becker has founded and run numerous companies over the last thirty years and now runs Improving Sales Performance, a consultancy that supports sales organizations to build high-performing teams and achieve their revenue goals. He is the author of Set up to Win: Three Frameworks to a High-Performing Sales Organization and Sales & Marketing Alignment. Have you ever wondered how transforming just one employee's outlook can lead to a 30% increase in sales? Karl shares his compelling journey of rescuing a company from firing a 'negative' employee to turning her concerns into actionable changes that revamped the entire sales process. Host Vinay Koshy unpacks the essence of Karl's revolutionary 'Iceberg Selling' approach. Discover how focusing on the hidden 90% beneath the surface can unlock significant sales potential, moving beyond the transactional to the relational. Karl outlines four potent mindsets—lifetime value, being of service, ownership, and drivership—that elevates sales results and foster personal growth, motivating any salesperson to strive for excellence. Tune in as Karl navigates the intricate balance between leveraging technology and automation while maintaining genuine human connections. From effective empathy to redefining sales processes, this episode is a treasure trove of actionable insights. Stay with us to learn how slowing down, deeply understanding your customers, and embracing foundational work can lead to sustainable growth and exceptional success. Don't miss out! Some areas we explore in this episode include:

Welcome to another episode of Predictable B2B Success, where we delve into the secrets behind driving consistent and monumental growth in the business-to-business landscape. In today's episode, host Vinay Koshy engages with the dynamic Kurt Uhlir, a visionary in marketing and leadership strategies. Ever wonder how healthy conflict can catalyze breakthrough innovations or why early communication in team dynamics can be the magic ingredient for sustained success? Kurt Uhlir expertly demystifies these essential components, sharing decades of experience and insights from his unexpected mentor, Judson Green. We dive deep into the transformational journey of hypergrowth, relying on documented processes and scalable strategies. Are you curious about how aligning sales, marketing, and engineering can reshape customer perceptions and skyrocket your efficiency? Kurt has firsthand answers. From dissecting HubSpot's marketing challenges to unleashing the power of unified customer views and impact-driven storytelling, we leave no stone unturned. Kurt's strategic approach to fostering a supportive culture is a game-changer for leaders navigating the murky waters of risk, control, and business outcomes. This episode is a treasure trove of insights, from semantic SEO experiments to the visionary use of AI in marketing. Ready to revolutionize your B2B success? Tune in and transform how you approach growth, leadership, and innovation. Some areas we explore in this episode include:

In this episode of the Predictable B2B Success Podcast, host Vinay Koshy speaks with Avetis Ghazaryan, tech entrepreneur and CEO of Growth Hunter, about strategies early-stage startups can employ to drive exponential growth. ATI discusses the concept of momentum marketing and how it can help early-stage startups achieve reliable and repeatable pipeline growth. Key areas covered include: Avetis also shares insights from his journey in creating Growth Hunter, a central hub for integrating high-impact marketing strategies into startup operations. The episode highlights startups' challenges with customer acquisition, lifetime value calculations, and staying updated with buyer needs. But that's not all; Avetis shares invaluable tools and insights on bridging the communication gap between businesses and their customers, ensuring your messaging hits the mark every time. Whether you're a seasoned marketer or just starting, this episode is packed with actionable strategies and insider tips to elevate your B2B success. So, grab your notepad and get ready to transform your marketing game with Avetis Ghazaryan on Predictable B2B Success! Some topics we explore in this episode include:

In this episode of the Predictable B2B Success podcast, host Vinay Koshy talks with seasoned online marketing expert Astrid Kramer. Astrid delves into the crucial intersection of SEO and Customer Experience (CX), emphasizing the importance of interdisciplinary collaboration. She discusses the significance of integrating SEO from the planning stages of product development, the evolving nature of SEO and its misconceptions, and the role of effective communication within and outside the organization. Astrid also touches on leveraging tools, data analysis, and AI to refine SEO strategies. Key takeaways include: But that's just the tip of the iceberg. Discover why integrating SEO into your entire organization—from editorial teams to web developers—can revolutionize your brand's visibility. Learn how emerging platforms like TikTok are morphing into significant search engines and why customer stories are golden for your website content. With Astrid's pragmatic advice on making images smaller for faster load times and insights into leveraging AI tools like ChatGPT, this episode is packed with actionable wisdom. Astrid also delves into the untapped power of interdisciplinary collaboration, weaving together SEO, social media, public relations, and customer service into a cohesive strategy. Tune in to learn how optimizing your business for search engines can become an integral part of your product strategy and customer experience. This is an episode you won't want to miss! Some areas we explore in this episode include:

In this Predictable B2B Success Podcast episode, host Vinay Koshy speaks with Julie Brown, VP of Industry and Customer Experience at Johnson Controls. Julie shares insights from her 24 years of experience in general management, product development, and marketing across various industries. The discussion delves into strategies for achieving profitable revenue growth in the B2B sector, focusing on customer needs, accurate data, and the importance of aligning business operations with value disciplines. Julie also highlights the challenges of traditional market segmentation, the role of leadership in fostering a customer-centric culture, and the significance of storytelling in communicating business value. Some areas we explore in this episode include:

In this episode of the Predictable B2B Success Podcast, Vinay Koshy interviews Andrew Kahl, CEO of Backbox, on the vital role of customer success in business growth. Andrew shares insights from his extensive experience in customer service and success, emphasizing the significance of understanding customer needs, problem-solving, and the strategic balance between people and processes in delivering exceptional customer service. The conversation highlights Backbox's approach to network and security automation, the impact of customer retention on business success, and the evolving role of technology, including AI, in enhancing customer experiences. Tune in to learn how understanding the "why" in customer stories can be a game-changer for your B2B success. Some areas we explore in this episode include:

In this episode, we delve into the intricacies of stalled sales deals, the critical role of translating technology features into compelling business cases, and practical strategies for coaching sales teams toward success. Special guest Mark Phinick, an award-winning enterprise software deal coach and master storyteller, shares his extensive experience in deal coaching and provides actionable advice for B2B tech companies aiming for revenue growth. Imagine a world where 72% of your new sales opportunities don't stall midway through the pipeline, and complex internal policies and procedures don't bog down your sales reps. What if you could shift from talking in vendor terms to speaking directly to the C-suite, captivating them with compelling business cases? Mark Phinick shares his insights and provides practical steps to transform stalled sales processes into successful, profit-boosting deals. He delves into the art of executive storytelling, the importance of strategic diagnostic questions, and how to bridge the skills gap in relationship building. We'll explore real-world examples, including how Mark empowered a technical evaluator to win a major deal by integrating diverse systems, saving a client millions of dollars globally. Prepare to equip your sales team with invaluable, hands-on strategies, gain insights on personal branding through LinkedIn, and unlock the keys to becoming a charismatic 'rainmaker'. Join us for an enlightening conversation that's guaranteed to elevate your sales game and drive your business forward. So, get ready for an exciting ride, and let's dive in! Some areas we explore in this episode include:

Welcome to another captivating episode of Predictable B2B Success, where we delve into the dynamic world of femtech with our distinguished guest, Capucine Cogne. Capucine, a seasoned freelance writer and copywriter, brings a unique perspective as a fervent advocate for women's health through her platform "Understand Your Cycle." Today, we uncover the critical gaps and stark disparities within women's health, which have led to a lack of research, underfunding, and insufficient solutions, particularly in conditions like endometriosis that affect a staggering 10% of women worldwide. Despite its enormous market potential, femtech is often overlooked, struggling with VC funding and public dialogue due to prevailing biases and taboos. Join us as Capucine takes us on her personal journey into femtech, a path paved with challenges and triumphs. Her efforts in raising period poverty awareness, from local communities to national headlines, have left an indelible mark. From mastering SEO to establish brand credibility to navigating the complexities of MedTech marketing, Capucine's journey provides a wealth of insights into building a femtech brand that educates, connects, and empowers. Tune in to discover how the intersection of branding, strategic content, and heartfelt storytelling can revolutionize perceptions and lay the groundwork for a healthier future in women's health. Some areas we explore in this episode include:

This episode of Predictable B2B Success delves into practical strategies for engaging potential clients on LinkedIn, highlighting the value of personalization and industry insights in communication. Jason Tan, the founder of Engage AI, shares how his platform assists users in augmenting conversations across multiple channels by leveraging generative AI and large language models, enhancing B2B interactions and prospecting efforts. Jason discusses the inception of Engage AI, inspired by his challenges in B2B sales and the realization of the importance of initiating meaningful conversations. He emphasizes Engage AI's approach of using AI to suggest but not replace human interaction in the comment drafting process, aiming to maintain authenticity. Are you finding traditional prospecting methods like cold calls and emails to be less effective? Jason shares eye-opening insights on how incorporating AI, particularly through platforms like LinkedIn, can significantly boost client acquisition and engage passive candidates. With an impressive 11% increase in client acquisition and an 8% rise in securing top talents, the results are hard to ignore. It's not just about the numbers; it's about the story. Jason underscores the pivotal role of customer narratives in fostering trust and demonstrates how AI should enhance, not replace, human efforts in crafting these narratives. Whether you're a small business owner or part of a larger enterprise, this conversation will shed light on the practical benefits of AI in business processes and how to use technology to foster authentic connections. Tune in to discover how you can revolutionize your B2B strategies with AI and create more meaningful, productive business relationships. The podcast covers practical advice on leveraging AI responsibly and effectively in B2B sales and customer service, underscoring the potential of AI in enriching customer engagement and driving revenue growth. Some areas we explore in this episode include: Check out the LinkedIn events being run by Engage AI here - https://www.linkedin.com/events/7185801973495967745/comments/

In this episode of the Predictable B2B Success podcast, hosted by Vinay Koshy and brought to you by Sproutworth.com, guest Vikram Chalana, CEO of Pictory and a pioneer in AI-driven content creation, discusses the transformative potential of video content in B2B marketing. With an impressive background, from a research scientist to co-founding Winshuttle and now leading Pictory, Chalana shares insights into the shift towards video marketing, stressing its critical role in enhancing user understanding, increasing sales, and improving ROI. The conversation delves into the challenges and opportunities of creating short-form videos, leveraging AI for content creation, and the importance of companies becoming media entities to drive growth and thought leadership. Chalana also highlights user-generated content, repurposing existing content, and the power of democratizing technology to enable non-experts to create impactful videos. The episode concludes with the importance of incorporating videos into the core content marketing strategy and leveraging platforms like Pictory to overcome production barriers and enhance content engagement. Some of the areas we explore in this episode include:

Welcome to Predictable B2B Success, where we explore the strategies that fuel thriving B2B businesses. In today's episode, we're thrilled to introduce Joshua Lisec, the go-to ghostwriter for the Internet's favorite experts and a maestro of persuasive nonfiction that turns readers into leads. Imagine having a silent ambassador that works tirelessly, convincing your ideal clients of your superiority without you having to say a word. Joshua is here to unveil how a well-crafted book can act as your 24/7 salesperson, outperforming any business card or digital ad with its sublime persuasive power. Get ready to discover what 68% of B2B businesses are missing in lead generation and why 53% of marketers might be investing their budgets in strategies that could fall short. Joshua doesn't just share tactics; he shares a revolution in B2B thought leadership and lead conversion. From the emotional resonance of risk handling to the granular details that make each story pop, this episode is a treasure trove for leaders looking to create a lasting impact. Tune in and let Joshua Lisec guide you through the intricacies of harnessing the written word to redefine success in your business. Stay with us, and let's transform your expertise into a compelling, lead-generating powerhouse! Some areas we explore in this episode include:

Welcome to Predictable B2B Success, where we empower you to achieve consistent growth in your B2B ventures through insightful conversations with industry experts. In this episode, we speak to special guest Vitalii Romanchenko, whose innovative ideas transform how businesses educate and develop their workforce. In this episode, Vitalii, the CEO of a trailblazing generative AI startup, unveils the secret behind its groundbreaking approach to personalized video content creation. Eli, their platform, is another tool and a game-changer that has revolutionized corporate learning. It generates video training content programmatically, slashing production times and costs and scaling up engagement like never before. Imagine the possibilities of slashing your content creation budget by thousands and boosting learning efficiency. Listen in as Vitalii reveals how their North Star metric – render minutes per paid account – is changing the face of corporate training. He also shares the obstacles they've conquered in the AI landscape and their vision for a community-driven ecosystem in the video education market. Stay with us as we explore the journey of prioritizing speed and customer feedback, the value of actionable advice for aspiring tech entrepreneurs, and the pivotal role of AI in shaping the future of corporate learning. Get ready to dive into a world where technology, strategy, and human learning collide only on Predictable B2B Success. Some areas we explore in this episode include:

Welcome to another episode of Predictable B2B Success, where we explore the insights and stories that propel B2B ventures to predictable growth. I'm Vinay Koshy, your host. In this episode, we're joined by an exceptional guest: Ryan Janssen, CEO of Zenlytic, a groundbreaking business intelligence tool at the cutting edge of self-serve BI technology. Get ready to explore the rapidly evolving data landscape as Ryan unveils the transformative power of modern data tools and how they're shaping the future of business intelligence. We'll delve into why understanding changes in business metrics prevents potential pitfalls and opens up opportunities for exponential growth through nuanced insights. Discover with us how small increments in data efficiency can lead to colossal impacts on a company's success and why the roles of data teams are shifting from mundane requests to strategic, high-leverage activities. Ryan also shares his journey from establishing a start-up to navigating the waters of venture capital and how staying technical with a passion for data helped him steer his company toward innovation. So tighten your seatbelts as we chart a path through the "decade of data," and prepare to be enlightened about the power and challenges of BI tools that are reshaping how companies leverage data for predictable success. This is not just an episode for the data-savvy; it's a vital listen for any B2B operator looking to harness the full potential of their data analytics. Some areas we explore in this episode include:

In this episode of "Predictable B2B Success," we explore the confluence of emotional intelligence and strategic marketing in the B2B landscape. Our special guest, Sophia Dagnon, a renowned strategist at GetUplift, brings a fresh perspective on decoding customer behaviors and aligning them with business goals. Have you ever wondered why some strategies fall flat while others resonate and drive incredible growth? Sophia unravels this mystery by emphasizing the often-overlooked emotional drivers that influence decision-making in the tech sector. She explains the intricate dance between tactics and overarching strategies and how leadership buy-in shapes the trajectory of successful messaging and marketing. Discover how to elicit powerful emotional responses without directly asking about them, the nuances of aligning emotional insights with hard KPIs, and the secret sauce behind improving conversion rates by tapping into customer emotions. Sophia offers a treasure trove of practical approaches using case studies, including how one client achieved a remarkable boost in conversions and views by understanding and catering to distinct customer personas. Tune in for an episode that will transform your approach to B2B marketing and equip you with the tools to forge deeper customer connections and drive predictable business success. Some areas we explore in this episode include:

Welcome to another episode of "Predictable B2B Success," the podcast designed to empower B2B entrepreneurs and leaders with insights and strategies for predictable growth. Today, we're thrilled to have the remarkable Gregory Shepard with us, a seasoned startup savant whose vision has reshaped the entrepreneurial landscape. In his two decades of navigating the startup ecosystem, Gregory has orchestrated a staggering 14 liquidity events and co-founded Boss Capital Partners and BOSS Startup Science. His story is not just one of financial success but of overcoming personal challenges, including dyslexia and autism, which propelled him to master the art of pattern recognition—a skill that has profoundly influenced his unique approach to business. As you dive into this episode, prepare to uncover Gregory's groundbreaking strategies, prioritizing the endgame right from the start. He'll unravel the intricate tapestry of startup success, pinpointing why 9 out of 10 startups face failure and how his methodologies aim to turn those odds around. From the nuances of altruistic capitalism to the power of leading KPIs over lagging indicators, we're about to embark on a journey that promises to equip you with the knowledge to steer your company towards predictable, sustainable growth. Hold onto your seats and get ready for a mind-expanding conversation with the master of startup science, Gregory Shepard, right here on "Predictable B2B Success." Some areas we explore in this episode include:

Welcome back to Predictable B2B Success, the podcast that dives deep into the strategies behind successful business-to-business ventures. In today's highly anticipated episode, we're joined by Riaz Kanani, a trailblazer in advertising and marketing technology with over 20 years of experience. Get ready to discover cutting-edge insights as Riaz unravels the intricacies of account-based advertising and its pivotal role in today's noisy marketplace. Have you ever considered why your traditional marketing efforts may falter in an era of rapidly evolving buyer behavior? Riaz discusses how personalized experiences and a shift in marketing strategies can counteract these challenges. He also sheds light on the potential of AI agents to revolutionize how businesses engage their audience. Host Vinay Koshy questions the validity of conventional B2B approaches and explores the creative guerrilla tactics necessary to thrive in modern marketing environments. Prepare to rethink everything you thought you knew about B2B success as Riaz predicts the future of marketing and provides actionable steps to navigate these changes. Are you leveraging your data effectively? Is your personal branding geared for consultative success? Do you know how to connect with potential clients? Tune in to find out and elevate your marketing game. Some areas we explore in this podcast include:

Welcome to another transformative episode of Predictable B2B Success! I'm your host, Vinay Koshy, and in this captivating conversation, we have the strategic mastermind Varag Gharibjanian with us. Prepare to dive deep into the future of computing, spatial platforms, and the genuine impact of AI on our world. Varag doesn't just theorize; he brings experience and a treasure trove of actionable insights to reduce partnership risks and drive revenue in the tech landscape. Today, you'll get an insider's look at achieving synergy between business models and technology partners and how the timing, location, security, scalability, and cultural alignment can make or break your strategic alliances. But that's not all; Varag will challenge your thinking by emphasizing the cultural dynamics within startups and the need to codify them. Could startups be dangerously neglecting market needs over perfecting their tech? Varag argues that understanding market fit is as crucial as the innovation itself. We'll explore his approach to building a go-to-market strategy that works and unpack the essence of customer stories in driving growth. This episode is packed with gems to reshape your view on partnerships, revenue growth, and the critical balance of technology and market realities. Tune in for a thought-provoking journey with Varag Gharibjanian that's bound to leave you itching for more. Let's get set for a ride into the future of B2B success! Some areas we explore in this episode include: