Revenue Engine Podcast

Hunter Montgomery is the Chief Marketing Officer at ChurnZero, a leading customer success platform designed to help businesses prevent customer churn. With over 15 years of b2b SaaS marketing experience and 25 years in b2b marketing, Hunter has a rich history in the industry, working as the Vice President of Marketing at Cision and Chief Marketing Officer at Higher Logic, among others. Hunter has been integral in developing marketing strategies that leverage data analytics and customer insights, leading to impactful growth in numerous tech companies. In this episode… In a world where retaining customers is just as crucial as acquiring new ones, understanding how to leverage data can be a game-changer. How can businesses effectively use data to enhance their customer marketing efforts and drive long-term success? According to Hunter Montgomery, a seasoned expert in b2b SaaS marketing with over 25 years of experience, the key lies in harnessing detailed customer data to proactively address their needs and opportunities. He highlights the importance of creating targeted campaigns based on customer usage patterns and engagement levels. By integrating AI to process vast amounts of data, companies can generate actionable insights that inform personalized strategies, resulting in improved customer satisfaction and retention. This approach not only streamlines operations, but also aligns marketing, sales, and customer success teams toward common goals. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Hunter Montgomery, Chief Marketing Officer at ChurnZero, to discuss optimizing customer marketing with data-driven techniques. They talk about how proactive customer success strategies can significantly reduce churn, the role of AI in enhancing customer relationships, and the importance of cross-functional alignment.

Mark McEachran is the Senior Vice President of Product Management at Yieldmo. With a degree in computer science and a career that began in 1997, Mark has grown alongside the evolving digital advertising landscape. Starting at a small company that quickly became the third most-trafficked website at the time, Mark has developed a distinct perspective and expertise in ad tech. His experiences include pioneering work at the Rubicon Project, where he contributed to building the first supply-side platform exchange. In this episode… The digital advertising landscape is undergoing significant transformation, driven by the decline of third-party cookies and the rise of privacy concerns. How will these changes shape the future of advertising, and what strategies should businesses adopt to stay ahead? According to Mark McEachran, a seasoned expert in ad tech and product management, the future lies in leveraging first-party data and contextual targeting to deliver personalized and effective advertising. He highlights that as cookies become obsolete, companies must innovate to maintain user privacy while still achieving performance goals. This shift not only demands new technologies, but also a fundamental change in how advertisers interact with consumers, ensuring engagements are both privacy-compliant and meaningful. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Mark McEachran, Senior Vice President of Product Management at Yieldmo, to discuss the evolving landscape of digital advertising. They explore the importance of first-party data, the role of contextual targeting in a post-cookie world, and future opportunities for privacy-focused startups.

Brian Warrick is the Revenue Leader at Baresquare, a company specializing in AI-powered revenue optimization for e-commerce. He is responsible for go-to-market efforts at Baresquare. With a background in environmental and business economics, a MBA from Rutgers University, and 25 years in digital transformation, Brian's expertise spans startups to established entities in various industries. His career began with early entrepreneurial ventures and progressed through a decade in a content management vendor role before joining Baresquare. In this episode… How can companies craft a successful go-to-market strategy and ensure long-term customer retention in today's competitive landscape? These critical questions often perplex business leaders as they strive to navigate the complexities of the modern market. What are the key elements that drive effective strategies and sustainable growth? According to Brian Warrick, a seasoned revenue leader with extensive experience in digital transformation, the process starts with deeply understanding the customer. He highlights the importance of authenticity and genuine engagement in building trust and driving meaningful connections. By aligning sales and marketing efforts and focusing on high-intent revenue opportunities, companies can create a cohesive strategy that resonates with their target audience. The result? An increase in customer acquisition and a significant reduction in churn. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Brian Warrick, Revenue Leader at Baresquare, to discuss mastering go-to-market strategies and customer retention. They dive into the importance of aligning sales and marketing teams, the role of authenticity in engaging customers, and the latest advancements in AI-powered analytics. Tune in for actionable insights that can transform your approach to market strategy and customer management.

Jon Morra is the Chief AI Officer at Zefr, a company specializing in ad tech platforms and brand safety in the world of “walled garden” platforms such as TikTok, Facebook, and YouTube. With a background in biomedical engineering and a PhD in biomedical engineering, his academic journey took him from Johns Hopkins to UCLA. Jon then transitioned from academia to founding his own startup, Medical Vision Systems, and subsequently moving into the ad tech industry through roles at eHarmony and Zefr. His expertise lies in machine learning, and he's driven by the need to understand content categorization from a brand's perspective. In this episode… Artificial intelligence is transforming the marketing landscape, enabling brands to connect with their audience in more meaningful ways. How can businesses harness the power of AI and data science to drive marketing success? According to Jon Morra, a leading expert in AI and data science, the key lies in understanding and utilizing the vast amounts of data available. He highlights the importance of developing a representative dataset to train AI models effectively. By ensuring that the dataset accurately reflects the diverse scenarios a business might encounter, companies can build more reliable and effective AI solutions. This approach not only enhances the precision of marketing strategies, but also boosts overall business performance. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Jon Morra, the Chief AI Officer at Zefr, to discuss how AI is revolutionizing marketing. They explore how to validate AI use cases to drive business value, the impact of generative models on creative processes, and the importance of responsible AI practices. Listen in to gain valuable insights on leveraging AI to unlock the full potential of your marketing efforts.

Rob Sadow is the CEO and Co-founder of Scoop, a software company that helps hybrid teams coordinate work and creates the Flex Index, which tracks flexible work approaches globally. He studied at The Wharton School of the University of Pennsylvania and began his career at Bain & Company in strategy consulting. Rob's first startup experience was in Tel Aviv before he caught the entrepreneurial bug and founded Scoop with his brother in 2015. Under his leadership, Scoop pivoted during the pandemic to focus on hybrid work, becoming a leading voice and resource in the evolving future of work. In this episode… Mastering the hybrid work model is a critical challenge for modern organizations. How can companies effectively balance in-person collaboration with the flexibility of remote work while maintaining productivity and culture? According to Rob Sadow, a leading expert in hybrid work solutions, the key to thriving in a hybrid environment is understanding and utilizing comprehensive data. He highlights that companies must compare their office utilization and flexible work policies with peers to make strategic decisions. This approach not only informs better space allocation and policy development, but also enhances employee experience and operational efficiency. Rob's insights emphasize the importance of intentionality and data-driven strategies in navigating the hybrid work landscape. In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Rob Sadow, CEO and Co-founder of Scoop, to discuss the intricacies of hybrid work. They explore the importance of balancing remote and in-person interactions, building a strong remote culture, and utilizing comprehensive data for strategic planning.

Sam Li is the CEO and Founder of Thoropass, a compliance and audit solution with a customer-first approach. He has extensive knowledge of entrepreneurship, technology, and global strategy, and has worked with companies such as Google and Samsung. Sam holds an MBA from Harvard Business School. In this episode… Compliance has grown to be an ever-present issue in modern businesses. The demand for compliance solutions has increased, and numerous competitors have flooded the market. As the space grows more crowded, how do you stand out? Improving marketing to reach new customers is necessary to stay ahead. While the strength of your product and expertise matters, it matters just as much how you demonstrate that value to your prospective clients. Here are the crucial aspects for businesses looking to grow. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Sam Li, the CEO and Founder of Thoropass, to discuss the secrets of marketing. They discuss finding new customers, the future of the compliance space, and how Thoropass has used their funding. They also touch on Sam’s background as an entrepreneur and how he started his company.

Kathleen Booth is the Senior Vice President of Marketing and Growth at Pavilion, a community-powered learning platform for high-growth leaders. She spent the first 10 years of her career as an international development consultant, advising governments and international aid organizations on communications. Kathleen founded Quintain Marketing in 2006 and grew it into a nationally known digital marketing agency, selling the business in 2017 after 11 years as CEO. She is a board-level advisor to several tech startups and in 2023 was named by USA Today as one of 6 Global Marketing Advisors Who Are Rising Stars. In this episode… To get the most out of marketing, it’s crucial to have both perspective and experience. Some marketing teams have one quality but lack the other, causing them to spin their wheels rather than push the business forward. Additionally, it can be difficult to find leaders with both qualities. One solution is to pull from established marketers with diverse backgrounds. This not only offers an outside perspective, but also draws from multiple disciplines of business. Kathleen Booth has led a long and impressive career across several industries, and now offers up some of her greatest lessons. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Kathleen Booth, the Senior Vice President of Marketing and Growth at Pavilion, to discuss some of her greatest insights into digital marketing. The two break down marketing frameworks, communicating across teams, developing robust communities, and how to align sales and marketing teams.

Quentin Kasseh is a software engineering executive and the Director of Software Engineering at RelationalAI. He is also the Founder of Nomad Engineers Consulting Group, helping businesses tackle their most complex tech and data challenges. Through his career, Quentin has supervised and grown teams up to 300 employees and budgets up to $28M. He is a solution architect, managing targets while resolving cloud and software reliability, culture, and talent development issues. In this episode… Every entrepreneur and executive is aware of the challenges inherent in business. This is only the surface, however, as every company must tackle a myriad of unique challenges. From startups to established corporations, how do you overcome the problems holding you back? An easy place to start is learning from experienced leaders in your field. Quentin Kasseh has founded startups, grown businesses, and joined existing powerhouses to bring them to new heights. His multi-faceted career gives him the insight to diagnose many issues facing modern companies. In this episode of the Revenue Engine Podcast, Alex Gluz has a conversation with Quentin Kasseh, Founder of Nomad Engineers Consulting Group, about overcoming marketing and business challenges. The two discuss building a potent team, AI’s role in modern business, handling customers, going to market, and launching startups. They also talk about the greatest lessons Quentin learned from his mentors.

Dane Holewinski is a former CEO and venture capital-backed founder with a passion for helping mission-driven entrepreneurs achieve their potential. He is the Founder and CEO Coach at Decode Coaching, working with executives at brands such as Tonal, RealBlocks, and Zendrive. His coaching is grounded in the latest scientific research, best practices, and his experience as a strategy consultant in Silicon Valley. In this episode… Founding a startup is a daunting experience. Not only is there an immense amount of knowledge required, but for many founders, this is their first attempt at starting a business. Hard-won experience is invaluable, but often hard to find; this is where coaches can be helpful. By offering their wisdom from personal ventures and experiences with other clients, coaches can help to avoid common pitfalls and give priceless strategies. The effort of forming a startup is tremendous, so why not do everything you can to see it through? In this episode of the Revenue Engine Podcast, Alex Gluz interviews Dane Holewinski, the Founder and CEO Coach at Decode, to discuss a coach’s tips and strategies for startup founders. They discuss crucial leadership skills, Dane’s approach to working with clients, common blind spots, and how to best utilize funding.

Rich Liu is a biomedical engineer turned executive and investor with experience scaling multi-billion dollar unicorns. He is the CBO for Everlaw, an AI and e-discovery platform valued at more than $2 billion. He has been recognized as a Top 100 Global Sales Leader, shaping enterprise motions for companies across industries including SaaS, fintech, software, IT, media, internet, and financial services. In this episode… Marketing is a constant for businesses of different sizes, but the methodology changes as they scale. Strategies need to be tailored to existing needs and resources. However, a lot can be learned from implementing techniques from companies at different stages. Some experts have had the opportunity to see companies through that evolution. During each step, they can gain new insights on how to keep pushing the company to new heights. This means they have a wealth of knowledge to share with those marketing their own company. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Rich Liu, the Chief Business Officer at Everlaw, to discuss marketing at different stages of growth. The two break down the current marketing landscape with AI, lessons learned from switching to digital marketing, and how to use funding at an early stage.

Usman Sheikh is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. His goal is to humanize B2B sales and marketing by harnessing the power of generative AI and psychology. Prior to xiQ, Usman held multiple positions at SAP, including Vice President of Corporate Development, Product Management, and Sales Enablement. He frequently serves as a guest lecturer at schools such as the University of Texas, University of Wisconsin, University of Alabama, and Clemson University. In this episode… Marketing and sales are numbers-driven fields, filled with data, analysis, and research. The traditional approach can work, but can also potentially alienate existing customers or deter prospective ones. One solution to this is personalizing and humanizing any sales efforts. So how can businesses include this aspect in their marketing? xiQ is a personality-driven, AI-powered technology that helps companies connect with their audience. More than just a product, this approach can yield incredible results in the long-term. Here is what you need to know to apply these principles. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Usman Sheikh, the Founder and CEO of xiQ, to break down the process of personalizing sales. They talk about the power of AI to connect with customers, understanding the behavioral code in people, and making your mark in an oversaturated market. They also explain the way to maximize email marketing and where the field is heading in the future.

Frederik Hermann is a senior marketing executive focused on driving success through innovative and impactful marketing strategies. He excels in developing and leading global teams, executing campaigns, and delivering measurable results. Frederik is the Vice President of Digital Marketing at Beekeeper, a mobile-first platform designed for deskless employees. Additionally, he serves as a mentor for Swissnex and UpWest Labs. In this episode… Digital marketing is sometimes treated as a single topic, but there are many complex aspects under its umbrella. Lead generation, email marketing, social media, CRO, website development, and much more are all key responsibilities for marketing leadership. How do you unify so many diverse roles to work together? The simplest yet most challenging component is the team itself. Organizing and helping a competent team can make these lofty goals manageable. As a leader, there are essential tips and strategies to support your team and achieve your company’s vision. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Frederik Hermann, the Vice President of Digital Marketing at Beekeeper, to discuss multi-channel campaigns and how to manage teams. They walk through thought leadership, pipeline growth, and leveraging modern marketing technology. They also touch on the newest opportunities for marketers in 2024.

As an experienced entrepreneur and tech advisor, Dylan Serota has found his niche at the intersection of technology and e-commerce. He is the CEO and Co-founder of Terminal.io, a full-stack remote workforce platform for software-driven companies. He currently advises for BoomPop and previously advised for Bus.com. In this episode… While powerful, marketing is only half of the selling process. The first step is the development of the product or platform itself. In the tech world, the product needs to be effective and consistent to appeal to clients. So how does that translate into the marketing? It starts with intimately knowing the product and knowing the ideal client. This ensures that the right technology gets to the customers who can best utilize it. Working in close conjunction with your team and your clients can make all the difference. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Dylan Serota, the CEO and Co-founder of Terminal.io, about marketing and optimizing technology products. They discuss engineering resilience, identifying clients, AI in tech products, and how Dylan would utilize startup funding if he were to do it again.

With over 20 years of experience in business and technology, Michael Krause is a respected leader and growth expert. He currently serves as COO and Chief Growth Officer at Tovuti LMS, a platform that provides extensive tools to craft courses, engage learners, and train teams. In addition, he consults businesses of all sizes and works with them on strategy. Michael started his career as a cryptographer in the U.S. Navy before transitioning to sales and technology. In this episode… Technology companies are fertile for explosive growth, but that doesn’t mean it’s always easy. Marketing and sales need to be top-of-the-line to stand out from an endless ocean of competitors. So how do you drive revenue sustainably? Michael Krause, a proven expert on growth for tech businesses, advises mapping out an audience and potential revenue from the outset. Taking time to strategize and coordinate across teams is also vital. There is an overwhelming amount to consider and a lot to learn, but the essentials are universal. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Michael Krause, the COO and Chief Growth Officer at Tovuti LMS, on the best practices for sustainable growth. They go over the essentials, adapting messaging and outreach, customer experience, and the effect of AI on the industry. They also touch on Michael’s mentors and his greatest lessons throughout the years.

Nitin Kartik is a proven marketing leader and is the Director of Product Marketing at Carbyne, an emergency communication response platform that offers safe and reliable solutions for crises. He has led marketing and partnership programs at leading companies such as TomTom and Amazon. He has a MS degree in computer networks from Stanford University and a MBA from the University of Chicago Booth School of Business. In this episode… When marketing, professionals will often default to strategies that previously worked for them. While this may yield results for a while, marketing requires intensive specification and tailoring to consistently reach the right audiences — this is especially true when transferring from one branch of marketing to another. Marketers are expected to be experts across the entire industry. However, B2B, B2C, and B2G are vastly different sectors with each requiring unique strategies. Learning from others who made the same transition is vital for success. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Nitin Kartik, the Director of Product Marketing at Carbyne, to discuss the differences in marketing B2B, B2C, and B2G. They break down the key distinctions, what each audience expects, and the importance of innovating. The two also touch on Nitin’s background and the greatest lessons he’s learned throughout his career.

Angela Yeh is the CEO, Founder, and Chief Talent Strategist of Yeh IDeology, a firm offering career coaching, talent strategy, and recruitment services. For the last 20 years, she has worked with senior executives and directors of HR, ranging from massive corporations to humble startups. In addition to her company, Angela has served on several advisory boards and has offered her expertise as a speaker and workshop leader. In this episode… Top-tier talent is one of the most potent variables in a business. The right people can not only help your company run smoothly but even take it to new heights. When passion and expertise meet direction and leadership, the result is a team equipped to handle any challenge. However, this kind of talent requires nurturing. Employees need to be prepared and guided to reach their full potential. Finding the right talent is only the first step — it’s what you do afterward that makes the true difference. So what should you know to help your people be at their best? In this episode of the Revenue Engine Podcast, Alex Gluz talks with Angela Yeh, the CEO and Founder of Yeh IDeology, to discuss talent acquisition and development. They discuss the Great Resignation, maintaining great employees, and how to cultivate talent at companies of any size.

Brian Lillie is the President of Private Cloud at Rackspace Technology, a cloud computing services pioneer and multi-cloud solutions provider. He is a recognized global leader with a focus on business strategy, product innovation, customer centricity, and enterprise digital experience. In addition, he is also a member of the board of directors for Lumentum and Storj Labs. In this episode… Cloud technology is a crucial component to any company’s tech. No software or design can save your data without some form of comprehensive cloud solution. As the competition increases, adopting better services or providers is a necessity. Rackspace Technology has found its edge in the crowded space through AI. They use the burgeoning tech to empower data, give companies effective tools, and maintain maximum security. Its combination of these two growing fields — AI and cloud tech — might be a solution for many businesses. In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Brian Lillie, the President of Private Cloud at Rackspace Technology, about the intersection of AI and cloud resources. They touch on the company’s work, how AI is evolving rapidly in the space, and what companies need to know about private cloud services.

Robert Kulewicz is a proven sales leader and the Chief Growth Officer of MarketSpark, a SaaS platform offering analog to 4G LTE and 5G for enterprises. He has worked in the US and Europe, including Fortune 1000 companies and start-ups in technology, media, automotive, and construction industries. His experience encompasses growing startups up to 10x within 24 months and expertise as a brand director, generating over $400 million in annual sales. In this episode… Marketing is always a question of wants and needs. Businesses are often slow to adopt anything other than the necessities, which can hurt them in the long run. Industry disruptors can appear frivolous at first, until it’s too late to get on board. Robert Kulewicz is a marketer and growth expert who has worked across several industries. The common thread is a talent for marketing invaluable solutions to an oversaturated market. He has developed his own methodology and answers to help companies buy in and mutually succeed. In this episode of the Revenue Engine Podcast, Alex Gluz talks with Robert Kulewicz, the Chief Growth Officer at MarketSpark, to discuss marketing industry disruptors and SaaS solutions effectively. They touch on the landscape of data infrastructure, how Robert performs at his position, and his involvement with the sales team. He also breaks down the realities of scaling and rapid growth as a company.

Oleg Shilovitsky is the CEO and Co-founder of OpenBOM, a digital network platform that manages product data and connects manufacturers with supply chain networks. He also runs his social and consulting brand, Beyond PLM, to share information and insights for product, engineering, and manufacturing software. In the past, Oleg held a host of leadership and technology positions, including a rich background in product lifecycle management. He is passionate about using technology and business to transform the way people work in engineering, manufacturing, and enterprise. In this episode… Engineers are a difficult group for marketing. With an analytical and pragmatic mindset, the majority of engineers are focused on tangible solutions. For SaaS companies, directly marketing to these professionals can prove difficult and tedious. Meanwhile, executives are an entirely different challenge. Their expectations and budgets can prove resistant to subpar marketing. A common factor between both groups is Oleg Shilovitsky, a CEO who has created content for both subsections — he offers invaluable advice on marketing to each. In this episode of the Revenue Engine Podcast, Alex Gluz invites Oleg Shilovitsky, the CEO and Co-founder of OpenBOM, onto the show to break down how to market complex products to executives and engineers. They go through the basics, how Oleg found his niche, and his advice for marketers on appealing to both mindsets. They also talk about the inherent problems with B2B SaaS marketing and past mistakes that helped Oleg grow.

Nigel Cullington is a marketing leader with 25 years of global experience in sales and marketing. He is the VP of Marketing at Upland Software, an enterprise software that offers project management, workflow automation, and digital engagement. Previously, Nigel worked in product marketing at Openwave Messaging and Altify before Upland’s acquisition. In this episode… As businesses rapidly evolve, technology is often the dividing line for success. Having the right software, systems, and methodology can help companies rise past plateaus. Vendors in particular can become true partners with their clients, taking over crucial tasks and management responsibilities. One such vendor and SaaS company is Upland Software. Their suite of software has granted increased efficiency to many leading companies. Marketing and sales have been key components of their growth, finding unique ways to promote their brand. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Nigel Cullington, the Vice President of Product Marketing at Upland Software, to discuss the business’ marketing strategies. They discuss Nigel’s career across sales and product marketing, how they use account-based marketing, and how they stand out from the crowd.