B2B Revenue Acceleration – Details, episodes & analysis

Is acquisition the end of the road, or just the beginning?

In this episode, Aurelien Mottier (CEO of Operatix & memoryBlue) interviews Chris Doggett (CRO at Acquiato) to uncover the challenges and opportunities that come with company acquisitions.

From overcoming the misconception that acquisition is the final chapter to the critical role people and culture play in success, Chris shares his experiences and key learnings gathered from years of navigating the post-acquisition process.

They dive deep into harmonizing teams, blending specialists and generalists, and reconciling the differing objectives between acquirers and sellers. Whether you're leading through acquisition or simply curious about its dynamics, this conversation is full of practical insights on how to build a cohesive, successful organization after the deal is done.

How can SaaS companies scale globally while managing risks and maintaining sustainable growth?

In this episode of B2B Revenue Acceleration, Aurelien Mottier sits down with Mike Malloy, CEO of Malloy Industries, to dive deep into the strategies that help SaaS companies scale effectively.

Mike kicks off the discussion by sharing his journey and the mission behind Malloy Industries. He then sheds light on the key methods for penetrating new markets and reaching customers across different regions. These strategies are crucial for any SaaS company expanding its footprint internationally.

But scaling isn't just about growth—it's about overcoming the challenges that come with it. Mike and Aurelien discuss common hurdles B2B SaaS companies face, from managing cash flow to aligning sales strategies with international markets. They also emphasize the importance of building and managing sales teams that can operate efficiently across multiple regions.

Innovation is at the heart of successful scaling. Mike explores how SaaS companies can tailor their value propositions to resonate with diverse customers and industries. He also delves into the critical aspect of risk management and contingency planning, offering creative approaches to mitigate risks as companies scale globally.

Whether you're a startup or an established player in the SaaS space, this episode is packed with actionable insights to help you navigate the complexities of scaling.

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership.

Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success.

Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry.

Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams.

Even if remote work was an option for your teams, chances are you weren’t 100% work from home before the COVID-19 pandemic.

Morale can be low and motivation even lower unless we purposefully stay connected with each other day by day.

In this episode, I interview Marianella Mace, CEO of Email Meter, about how she nurtures her team during the pandemic.

We talked about: the importance of individually checking in with team members for 10 minutes or so, when productivity is down, offer help, not criticism, and be agile by shifting industries or — as Marianella did — creating a new product.

Marianella also shared she has drawn on her Sandler training during the crisis

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

We’re perpetually marketing in an era of constant change.

Nothing in marketing ever stays the same because nothing in life ever stays the same, does it?

(All of us are thinking about ramifications of the COVID-19 pandemic right now.)

On a recent episode of the B2B Revenue Acceleration podcast, I talked with Mark Johnston, VP of Product Marketing at Domo, about how to hit a marketing target that’s always moving.

Check out these resources we mentioned during the podcast: Domo’s Coronavirus Tracker Daily Pulse, Measure What Matters by John Doerr

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast

We're all getting a little fed up with COVID-19 by now, but we need to adapt to the new realities the pandemic has imposed on us. 

No one knows when things will go back to normal, and in the marketing business we can't wait for that to happen, anyway. We have to go the extra mile now and help businesses keep pressing forward in the face of these challenges.

In this episode, I interview Robin Emiliani, one of the co-founders and partners at Catalyst Marketing Agency, about how to do B2B marketing in the midst of COVID-19. 

We talked about: how companies are adapting to the changes brought on by COVID-19, the overnight shift from in-person events to virtual events, the Harvard Business Review study that proves that you shouldn't stop marketing, how sales has changed and what marketing can do to support the sales team now, and the #1 thing you can build during this time.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

The coronavirus certainly makes the #1 spot on everyone’s list of challenges.

Given that, however, B2B technology marketers tend to share the same 3 non-viral challenges year-round. Those challenges, if anything, are even more formidable in 2020.

In this episode, I interview Yotam Gutman, Director of Marketing at SentinelOne, about the top 3 challenges that marketers are facing… as well as the challenge that everyone is facing now — coronavirus.

We talked about: 3 evergreen challenges for B2B marketers, tactical tips for scaling globally, entering a new territory means understanding the local culture, and coronavirus challenges and changes.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or our website.

It’s not just marketing that is embracing an account-based approach. It’s everything.

ABX (account-based everything) will soon cease to be a buzzword because it’s just become the norm.

In this episode, we interview Emma Acton, Vice President Global Field Marketing at TIBCO, about implementing an ABX approach.

We talked about what ABX means, the 3 elements of an ABX approach, how to measure ABX, and how the goal of ABX is keeping a customer focus.

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

No business is succeeding in a viable way unless its sales department is achieving.

Sales is the core driver of any business. That being the case, why are sales professions viewed with negative perceptions?

I recently interviewed James Ski, Founder and CEO at Sales Confidence, about how to elevate the sales profession.

On today's episode we discussed: the source of negative perceptions of sales professionals, how to recognize the strategic function of sales, why sales compensation should be shared with support roles, and the importance of focusing on mental health for sales leaders.

(Use the discount code Operatix50 for £50 off when registering for the Sales Confidence’s SaaSGrowth 2020 conference.)

To hear this interview and many more like it, subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.

It’s a confusing world for tech companies. Especially for new tech startups looking for venture capital.

How do you set yourself apart from the rest of the tech companies out there? How do you make your company stand apart so that you ensure that you get that crucial injection of venture capital? 

Thankfully it’s not quite as much of a mystery as it may seem. 

On a recent episode of the B2B Revenue Acceleration podcast, we sat down with Anoushka Vaswani, a partner at Lightspeed Venture Partners for a discussion all around:

• What her firm looks for
• How tech companies can set themselves apart
• The hot technologies that are set to disrupt the market

To hear this interview, and many more like it, you can subscribe to The B2B Revenue Acceleration Podcast on Apple Podcasts, on Spotify, or on our website.