Stay ConnectedIf you want to nail your strategy, build a revenue machine and take your sales to the next level — it’s time to look at your tech stack.
Each week host Dan McGaw, CEO and founder of McGaw.io takes us to the bleeding edge of the modern tech stack. He speaks with people who are killing it in product, ops, sales, marketing and beyond to uncover the tech stack that’s making their wildly ambitious revenue goals a reality.
Copyright: © © 2022 Dan McGaw
In this episode, Brandon Healey, VP of Sales & Marketing at SumoQuote, tells the story of SumoQuote's agile journey from a functional solution within a roofing company to a standalone SaaS success acquired by Job Nimbus.
Brandon dives deep into how SumoQuote, leveraging industry insights and strategic sales approaches, achieved an impressive 33% conversion rate from free trial to new customer. He sheds light on using the free trial model. He emphasizes the importance of critical metrics such as MQL input, demo attendance, and net revenue retention to assess growth and customer satisfaction.
Focusing on these quantitative indicators has allowed SumoQuote to perfect its market positioning and enhance product love, as evidenced by a high net promoter score.
Main Takeaways
Tools Mentioned in this Episode
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Understanding B2B attribution can feel overwhelming with the array of tools, platforms, and models. While attribution isn't a cure-all for marketing issues, it's a crucial optimization tool. Approaching it with realistic goals can effectively steer marketing investments.
Industry experts Andy Caron, President of Revenue Pulse, Drew Smith, Co-founder and CEO of Attributa, and Steffen Hedebrandt, Co-founder and CMO of Dreamdata, share strategies and what to watch out for in 2024.
Main Takeaways
Tools Mentioned in this Episode:
On this Panel:
Andy Caron, President of Revenue Pulse
Andy Caron has been an influential figure in the Marketo community since 2012, passionate about marketing operations, attribution, and system integrations. She values mentoring the next generation of marketers and is dedicated to training and coaching her teams.
Drew Smith, Co-Founder and CEO of Attributa
Drew is currently the Founder and CEO of Attribute, a consulting firm specializing in attribution and marketing analytics. Before Attributa, Drew worked in consulting and in-house marketing roles, including time with LeadMD.
Steffen Hedebrandt, Co-Founder and CMO of Dreamdata
Steffen has an exceptional growth mindset, is data-driven by heart, and loves all parts of scaling businesses. He’s a notorious growth hacker. With his successful track record of scaling businesses and building teams at Upwork and Airtame, Steffen truly knows firsthand the pain points of rapidly scaling marketing and growth. Today, Steffen serves as the co-founder and Chief Marketing Officer
Nylas has sidelined Product Qualified Leads (PQLs) in their strategies. But what does this mean?
In this episode, Mallory Lee, VP of Revenue Operations at Nylas, shares her insights on how Nylas challenges the traditional concept of Product Qualified Leads (PQLs).
Instead, it focuses on user engagement and identifying high-return users to drive enterprise-level adoption. A growth strategy that revolves around product usage.
Mallory emphasizes the importance of users trying the product before making a purchase.
This approach is particularly relevant for developers who prefer to experience the product firsthand rather than talk to sales.
Main Takeaways:
Tools Mentioned in this Episode:
Step into the dynamic world of smart home devices and discover Daan's expert insights on striking the perfect balance between strategic marketing, consumer experience, and technical adoption.
In this episode, Daan Goossens, VP of Growth at Mysa, shows us how his calculated approach to SMS strategy and discounting has significantly contributed to Mysa's bottom line.
By understanding and leveraging its unique position within the smart thermostat market, Mysa navigated the challenges of traditional compatibility issues, crafted a distinct brand identity, and expanded DTC and B2B omnichannel reach.
Main Takeaways:
Tools Mentioned in this Episode:
Traditional paradigms in the rapidly changing landscape of B2B enterprises are being challenged by the emergence of a potent growth model – Product-Led Growth (PLG).
So, what is PLG, and how can B2B companies harness its power to stay afloat, thrive, and drive customer-centricity in an increasingly competitive market?
In this episode, Dan invites a lineup of product experts, including Aaron Bird, CEO at Inflection, Francis Brero, Chief Product Officer at MadKudu, and Laura Schaffer, VP of Growth at Amplitude. They will explore the PLG paradigm in-depth, uncovering the strategies and insights shared by industry leaders to illuminate its significance and unravel the enigma that is PLG.
Main Takeaways
Tools Mentioned in this Episode:
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
The right data analysis tools can significantly increase decision-making agility and accessibility for all business stakeholders. Centralizing sales channel data is crucial for a seamless omnichannel experience. By using reverse ETL activation, companies can revolutionize data utilization to enhance customer engagement proactively.
Maxime Lagresle is the Head of Data at Veronica Beard, a contemporary fashion brand known for trailblazing in the direct-to-consumer (DTC) space. Maxime evolved from building the initial tools as the company's first data hire to growing the data team and liaising with business stakeholders on their requirements.
Max emphasizes the value of creating omnichannel customers who engage with online and offline channels. His work includes powerful ETL and reverse ETL processes, enabling the brand to manage advertising audiences and create personalized omnichannel experiences.
He also provides insights into his data stack, including integrating Segment, setting up a cloud data warehouse with BigQuery, leveraging DBT for transformation, and using Sigma Computing for BI. As the brand eyes international expansion, the push for sophisticated data usage continues, with initiatives like reverse ETL and media mix modeling at the forefront.
Main Takeaways
Tools Mentioned in this Episode:
Quontic has made a remarkable shift towards embracing qualitative insights, recognizing the importance of humanizing the brand. It's not about abandoning data or experimentation; instead, it's about finding a balance.
Aaron Wollner, the CMO of Quontic Bank, shares insights on leveraging technology to create a seamless customer experience. He talks about the power of social proof and the role of testing in driving D2C growth. He emphasizes humanizing the brand, utilizing data analytics, and collecting customer feedback. Aaron also discusses how data analytics can drive performance and impact and how Quontic Bank sets itself apart in digital banking.
Main Takeaways
Tools Mentioned in this Episode
The B2B SaaS landscape is always shifting, and it's crucial to have a comprehensive strategy in place. When everyone is cutting tech costs, you need a new way to appeal to buyers. One approach that has proven to be highly effective is multithreading, a method that involves engaging multiple stakeholders within an organization to drive sales and revenue.
In this episode, Trinity Nguyen, VP of Marketing at User Gems, successfully implements a multithreading strategy and achieves impressive results. She’s overcome the challenges of inconsistent messaging, customer confusion, and potential over-communication.
These issues can harm customer relationships and brand reputation, especially when engaging multiple decision-makers in a client's organization. Trinity discusses these challenges and how she brings her multithreaded approach to life.
Main Takeaways
Tools Mentioned in this Episode
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
On Today’s Show:
Early-stage companies face numerous challenges, including a need for more resources and tools and uncertainty about the viability of their solution. Even worse, you may be building a product that customers don’t want.
In this episode, Jamie Bell, VP of Marketing at Workshop, shares the company's journey to find product-market fit and their focus on early growth. Once essentially a company intranet builder, Workshop now focuses on being more than just an internal email solution.
They position themselves as a broad internal marketing solution, actively listening to customer feedback and investing in their product roadmap to provide a comprehensive solution for internal communicators. This feedback loop has been critical to evolving their product.
Main Takeaways
Tools Mentioned in this Episode
Additional Video: TK Kader - Finding Product Market Fit for Saas Startups
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Subscribe to The Stack Podcast
Intent data has become a pivotal tool for understanding and engaging with prospects. But how can marketers effectively harness its potential? Airmeet’s Chief Marketing Officer, Mark Kilens, has gone all in to understand and leverage intent data to get more prospects down the funnel.
But it's not just about data. Mark emphasizes the foundational importance of understanding your Ideal Customer Profile (ICP). This deep knowledge forms the bedrock of all marketing endeavors, ensuring that every campaign and every message resonates with the target audience.
Mark also touches on the art of proactive planning. In a world where misalignment can spell disaster for marketing campaigns, he underscores the need for consistent messaging and a unified vision. It's about foreseeing challenges, planning for them, and ensuring the entire team is on track.
In this episode, Mark discusses how he tracks over 75 engagement points and uses this data to grow the pipeline, increase revenue, and build customer loyalty. Airmeet is aggressively ramping up its go-to-market strategy and raising the bar using integrated campaigns to amplify brand awareness and engagement. Mark also explains why it's crucial to have a strategy before selecting the right tools.
Main Takeaways
Dan’s Top Tools
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Subscribe to The Stack Podcast
LinkSquares takes a personal approach to B2B marketing. Their intense and memorable event strategy doesn't just stop at the top of the funnel. Instead, they're pushing boundaries by maximizing the value of each touchpoint, ensuring a seamless journey for potential clients.
In this episode, Dan McGaw talks with Juliette Kopecky, CMO at LinkSquares, about her comprehensive event strategy. Juliette's strategy is based on the Mere-Exposure effect, and involves taking over events with intense visibility marketing, such as sponsoring the cocktail hour, sponsoring the lanyards, and having a big giveaway. After an event, LinkSquares follows up with leads using traditional methods, email marketing, ABM strategies, and nurture campaigns.
What is LinkSquares? LinkSquares is a company that specializes in contract lifecycle management (CLM) software. Their platform helps businesses automate and streamline the management of contracts, providing features such as contract creation, tracking, and analytics to improve efficiency and compliance using AI.
Main Takeaways:
LinkSquares’s Stack
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Field marketing isn't about hosting numerous events; it's about fostering a community. Ronen's perspective is refreshingly different. He believes in the transformative power of field marketing, not only as an event-driven strategy but as a tool for community-building.
In this episode, Ronen breaks down why traditional SaaS marketing methods aren't as effective in cybersecurity, emphasizing the need for personalized strategies. Ronen has cracked the code generating a robust pipeline in this industry.
From leveraging virtual events to understanding user behavior, Ronen shares actionable insights that have proven successful in his career. Since recording this episode, Ronen has moved on to Senior VP of Marketing at Cycode.
Main Takeaways
Dan's Top Tools
Want more Ronen? Join his email newsletter: Thoughts by Ronen Shetelboim
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Subscribe to The Stack Podcast
In this episode, Mariana Cogan, CMO of People.ai, shares her unique tactics for tracking conversions, understanding digital journeys, and using tools like Hotjar and UserTesting.com to create a highly personalized, multithreaded experience.
She emphasizes that multithreading deals involving engaging multiple organizational stakeholders can significantly increase the win rate by 34%. Mariana argues that understanding the relationship between these business units and creating personalized connections is critical to the success of these multithreaded deals.
The discussion also offers valuable insights into creating snackable content, aligning sales and marketing efforts, and the crucial role of technology and diversity in the workplace.
Main Takeaways:
People.ai's Stack and Tools:
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
On Today’s Show:
In today's digital landscape, personalized user experiences are desirable and necessary.
Mario D'Agostino, VP of Product and Product Analytics at FanDuel, is a seasoned veteran in the tech industry who understands the value of leveraging real-time data and probability algorithms to create personalized user experiences.
FanDuel is the biggest online real money gaming company and the leading sports booking app in the US. It commands over 40% market share and has 14 million active customers. This massive customer base presents unique challenges in terms of customer engagement and retention.
In this episode, Mario discusses the strategy that aims to see FanDuel grow its business by 4x by 2025. He also shares insights from his data playbook, the tech stack behind it, and how he’s effectively scaled his stack during periods of rapid expansion.
Main Takeaways:
Dan’s Top Tools:
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
Subscribe to The Stack Podcast
RevOps has been getting a lot of hype recently. The 2023 LinkedIn Jobs on the Rise Report, even called RevOps, is the fastest-growing career opportunity in the US. But what’s with the traction for a seemingly unexplored and mysterious role? Is it just another fad? Or is the speed of the bandwagon warranted?
We invited Ahmed Chowdhury, Sr. Director of Global Revenue Operations at Data.ai, Darrell Alfonso, Director of Marketing Strategy and Operations at Indeed.com, and Deven Pearson, Director of Revenue Operations at McGaw, to debate the legitimacy of RevOps as a position.
In this episode, you'll learn about the need for clear objectives and team alignment to optimize customer interactions and minimize friction.
Key Discussion Points:
We'll also touch on the potential pitfalls of overemphasizing revenue and the crucial role of CMOs and CROs in reducing friction in customer and selling journeys. This is where RevOps can shine.
To wrap things up, we'll delve into the essential skills required for successful Revenue Operations and the impact of a well-structured team on top-line revenue.
Top Tools
Join us next time as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
2023 will be a fascinating time for marketing and tech, and you may be wondering how to build and optimize your stack.
In this episode, Join Dan McGaw and industry leaders Jon Miller, CMO of Demandbase, and Adam Greco, Product evangelist for Amplitude, as they discuss the most important tech stack trends you must consider to win big and boost revenues in 2023.
It’s no secret that the marketing technology landscape is constantly evolving. Driving growth in a tumultuous economy with your marketing technology investments will be critical. With consolidation happening all over the place, and major innovations in AI and first-party data, are you wondering what’s next?
Main Takeaways:
Dan’s Top Tools for 2023:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
See all the ways to subscribe to “The Stack”
The Stack team is taking a break to spend time with our friends and family over the holiday season. We’ll be back in late January with more episodes all about killer marketing strategies and the tools making them possible.
In the meantime, check out the details for our upcoming live recording! Webinar: How to Build Your Marketing Stack in 2023.
“Building an ecosystem is hard,” says Scott, VP of Platform and Ecosystem at HubSpot, “You got to think bigger than just the marketplace.”
In this episode, Scott and Dan dive deep into the inner workings of HubSpot’s partner strategies, how they have led them to create a dominant MarTech platform, and the tech stack they use to achieve their goals.
Key Takeaways
Top Tools:
Join us as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine, and take your sales to the next level.
B2B communities are hot right now and for a good reason. Having a loyal group of people rallied around your business is a crazy useful resource for growth. Investing in community and learning is how Jack Foster, VP of Marketing at WorkRamp, is driving next-level growth. Being a part of an LMS platform means that Jack understands the value of both community and learning, which is why she’s so committed to investing in both avenues.
While LMS and community naturally complement each other, connecting and utilizing those strategies together with the rest of the business leaves no room for error in her tech stack. That’s why Jack runs everything through RevOps and relies on HubSpot as much as possible.
Main Takeaways:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Despite being over 100 years old, Perdue Farms is still a beacon for the future of B2B and D2C business. Their e-commerce game is insanely impressive. From building out partner integrations that allow customers browsing recipes on their site to export the ingredients list into a cart at their local partner outlets, to partnering with Samsung to sell Perdue products from smart fridges, Perdue is already living in the future.
But getting to that future comes with smart strategies and successful partnerships. David Zucker is the CMO at Perdue Farms, and he knows how to do it right. For example, he’s taking advantage of the company's smaller D2C business to test out new products before launching to their B2B business in order to reduce risk.
Main Takeaways:
Links:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Efficiency, effort, and details. Those are the three things that Dan Waldschmidt has focused on to drive Panzura to over 480% growth in just the past year. Dan is rocketing Panzura to insane heights by making careful decisions and getting the most from his team and tools.
One way he’s doing that is by creating seamless connectivity with an all-in-one suite model for his tech stack. He’s also gone all in on Google products and training his team to get the most out of them.
Main Takeaways:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Why would you spend more when you can spend less for better results? That’s the question Manbir Sodhia is constantly asking himself. As the VP of Growth Marketing at Ōura, his goal is never to stop improving his ROAS, which he does by treating every campaign like an experiment. Manbir is constantly running various forms of tests. He’s got standard A/B, multivariate, canary, and a lot more, but his big focus is incrementality.
And when it comes to getting customers down the funnel, Manbir has also got a keen eye on the customer journey. He’s pushing conversions by optimizing the customer experience via qualitative data from tools like Fullstory.
Main Takeaways:
Links:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Generating meaningful prospects for your pipeline doesn’t come through shotgun marketing. It comes through smart strategies and full-team alignment. That’s why Grant Johnson is so big on quarterly themes.
Grant is the CMO at Emburse. He’s all about meaningfully speeding up his pipeline velocity, and making smart choices to leave time for the best prospects. His themes are helping his team make focused decisions to get those prospects in the pipeline. From there, he’s tracking and pushing only the best for maximum efficiency.
Main Takeaways:
Links:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
How do you build a reputation as a new company if what you’re offering has never been done before? This is a feat Peep Laja, CEO and Founder of Wynter had to overcome when he brought Wynter to market.
For him, a lot of it comes down to messaging and tracking where that messaging is working. In the early stages of tracking that data, Peep says “qualitative is king”. Peep is also focused on keeping things lean, and putting his efforts toward big clients that will drive their recognition.
Main Takeaways:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
When Tony Hsieh led Zappos to game-changing online success, he did it by putting the customer experience first. The story of the retailer is a marketing legend, and Aaron Magness was part of that.
Aaron is the CMO at Thistle. He also spent 3 and half years with Zappos, where he learned the advantages and skills involved in making the customer experience a top priority. Now he’s bringing that approach to Thistle to drive growth. He joins us to tell us all that he learned and how he’s applying that today.
Main Takeaways:
Links:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
If you had one tactic that would drive 3X more results would you do it? Of course. But what if the caveat was an increased risk of losing those deals? Norullah Sharifi has found the answer on how to drive those 3X results without upping your risk factor. Multi-threading.
For successful multi-threading, Norullah, VP of Sales Development at Sendoso, pushes value, not hacks. Given that Sendoso is a gift-giving platform, that value factor comes naturally to Norullah. As a result, his SDR and BDR teams are killing it. Today he tells us all about his go-to strategies and the tools at the top of his tech stack that makes it all happen.
Main Takeaways:
Links:
Dan’s Top Tools:
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
The tech stack is essential to any business in our modern age, but just introducing tools to your workflow isn’t going to immediately solve problems. Your tech stack is only as good as the strategy to implement it.
Chris Walker is the CEO of Refine Labs, a go-to market strategy firm that works with B2B SaaS companies to drive their demand engine. Chris thinks that too often people assume their tools are broken when really their strategy just sucks.
Main Takeaways:
Dan’s Top Tools:
Building a modern data stack is a must-have for fast-growing companies that care about the customer experience. And you can’t build a modern data stack without having a good RevOps team to support it.
Scott Edmonds, Chief Revenue Officer at Syncari, a data automation platform all about getting your tools in sync, joins us for this episode. Scott is a martech legend and was the first sales hire at Marketo and pushed global growth for the company.
Main Takeaways:
Links:
Dan's Top Tools:
In 2016, Datadog was in the top ten of Deloitte’s Fast 500 List which ranks the fastest-growing companies in North America. The cloud monitoring and analytics platform exploded onto the market and has continued to make its presence known. Aygun Suleymanova joined the team in January 2022 as the VP of Product Marketing to expand on that growth. She’s been flexing her expertise in product marketing for over a decade for various companies including five years at Salesforce. In this episode, she shares some of her significant strategies and the stack she uses to make it happen. One of the things we’ll learn about is her focus on the percentage of penetration. This is a huge part of product marketing. Not only do you want to put forward a convincing product, but you also need the customers to love it and utilize as many bells and whistles as possible. That’s what’s going to drive expansions and renewals. She’ll also tell us about the tools she’s using to make meetings more efficient, and about how she utilizes a product wiki.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Links: Battlecards in 60 Seconds by Crayon Competitive Intelligence
Alessandra Colaci joined Mailshake as VP of Marketing in 2020. For two years now, she’s been leading with an approach to keep things simple and smart. For Mailshake, keeping things simple is important. As a sales outreach tool, they’re in a crowded market, so their strategy is to rise to the top with effective simplicity. They also have the advantage of being a marketing forward company with Sujan Patel as CEO. That’s something Alessandra really values about her workplace. She tells us about that in the interview. She also shares what she’s looking to next, dark social. Dark social a big buzzword right now, but Alessandra is already focusing on how leadership is going to need to change their approach to marketing as it continues to evolve and become more prevalent.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Amplitude is a product intelligence, a.k.a product analytics platform. Founded in 2012, the company has grown to be one of the leading platforms of its kind. That’s largely in part because of their product-led growth strategy. A strategy that works uniquely well given what its platform is.
In this engaging podcast episode, we plunge headfirst into the complex and intriguing universe of product analytics, with none other than Justin Bauer, the esteemed Chief Product Officer at Amplitude, as our guide. Justin reveals the often-overlooked intricacies involved in comprehending customer journeys and behaviors and the role of North Start Metrics.
The challenge lies not just in mapping out these journeys but in identifying the key patterns, understanding the drivers behind the behaviors, and then translating these insights into effective strategies for business growth. He emphasizes that revenue generation should not be the ultimate goal but a natural consequence of delivering superior value to customers.
Main takeaways:
Top Tools
Join us as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts how to nail your strategy, build a revenue machine, and take your sales to the next level.
Secret Double Octopus was founded in 2015. The company jumped onto the growing demand for enterprise-level passwordless authentication. In 2020 they raised $15 million in the Series B funding round, and by 2021, they were named best in class for their category by the AITE Group. Their growth has been fast, so in 2021 they also brought on Horacio Zambrano as CMO to help scale the business accordingly. Horacio has launched multiple cybersecurity start-ups and has led marketing teams up to Series C. One of Horacio’s big strategies is to collect and utilize intent data. His team then ties that data into a coordinated outreach strategy from SDRs and nurtures those leads for the long game. He tells us all about the stack he’s built to collect and use that data, and he also shares the different strategies he uses to keep a functional stack in times of growth.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Mighty Networks is home to over one million online communities. That means their tool is helping nearly one million brands and companies utilize community marketing to grow and drive revenue. At the heart of Mighty’s growth is their own tool. They’ve focused on speed to learning to grow their client success. It also means building a stack that works for their internal team that doesn’t sacrifice client or user experience. That’s what Jane Stecyk balances every day as the SVP of Marketing. Jane’s initial education was in library science, but after dipping her toes into content marketing, she fully dived into marketing as a career. She joins the show to share her stack and strategies for community building and engagement and how they utilize speed to learning. She’ll also tell us why they use the OODA loop to inform their experimentation framework and the stack they're using to in the process.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts how to nail your strategy, build a revenue machine and take your sales to the next level.
Paddle’s work to offload tax agony from SaaS companies hasn’t gone unnoticed. They’ve earned over 3000 clients globally and have stacked up some impressive revenue processed numbers. Their CMO Andrew Davies is looking to continue building their brand up as a must-have payment solution. Andrew loves tools, but he also knows he’s not always the best person for the job when it comes to using them and deciding which ones to use. That falls on the users themselves. His style is to listen to his team and consistently learn from them and everyone else around him to build a stack that works effectively and efficiently for everyone. He also likes to keep things fun and creative, for instance, producing a documentary about how to build a SaaS company. In this episode, he joins to share his team-leading and RevOps strategies, how and why he’s using so much qualitative data and a lot more.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
In August of 2021, Seismic made a big move and acquired Lessonly for $170 million dollars. Lessonly was and continues to be a teaching and enablement service, now operating under the Seismic umbrella. One of the big gains Seismic got from that acquisition was perhaps Kyle Lacy himself, who had formerly been the CMO of Lessonly. Kyle believes strongly in the power of enablement. He explained that if you’re not enabling your team, you’re not utilizing all of your tools and resources to the best of your abilities. He tells us more about how he’s utilizing his stack to create a fully optimized stack. His other big belief is putting the customer experience first. No matter how good a tool is, if it doesn’t provide the best experience possible for the customer, you may need to rethink having it in your stack. He shares all that and more.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
ClickBank has been around since 1998 and serves over 6 million clients worldwide. In its nearly 25 years existence, they’ve honed in on what tools and strategies make its platform a success. Spud Rule is overseeing these strategies. He’s spent over a decade in marketing, founding his own company and working with major brands such as Cabela’s. Now he’s the Director of Marketing at ClickBank. ClickBank’s marketplace provides brands with affiliates to market their products. On the reverse of that, this also means they provide affiliates with brands. To keep up with the demand on both sides, the company has developed a unique strategy to move clients through a pipeline, internally developing high-quality affiliates for brands. They do this through their own platform, and by developing courses on Thinkific. Spud joins the show to explain more about how that works, the tools they use to make it work, and more.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Jon Miller doesn’t believe in the marketing-generated pipeline. He says every sale, no matter the origin, has been touched by marketing. Jon brings that philosophy to his role as CMO of Demandbase. Demandbase is a martech giant that offers a suite of account-based marketing tools. Jon’s emphasis on the marketing strategy demands an impressive stack, and today he joins to share what that stack is and how it works.
Milestone has been around for almost 25 years now, but their age hasn’t slowed them down at all. They’ve been consecutively recognized as one of the fastest-growing companies in Silicon Valley. Like Milestone, VP of Marketing Erik Newton also has a deep history in the industry. In this episode, he joins to share his SEO and marketing strategies along with the tools that help him implement them.
Erik’s career began at Netscape. He moved on to work for companies such as mp3.com, Netflix and BrightEdge. He’s stayed current with the trends for over two decades and now he uses his expertise to push Milestone ahead of the curve. One of the strategies he uses with his team is unique UTMs for individual sales rep emails. That way, he can get more specific data when analyzing direct traffic to his site and parse out what works and what doesn’t during the outreach phase. Outside of strategies and his stack, Erik also has a wealth of marketing jokes. Like this one: Why do white hat SEOs like farmers’ markets? Lots of organic content. He’s got more of those to share.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
This week we turn to a martech powerhouse to learn the best strategies for building a stack from the best. Collibra is a data intelligence leader with a multi-use platform that’s used around the globe. Justin Sharaf is their VP of Marketing Operations. He’s brought his rich experience to Collibra to help build a killer stack to drive revenue and now he joins us to share his tips and tricks.
Justin has spent over 15 years working with martech at industry giants like LogMeIn and Jahia, so he’s had a lot of time to hone his craft. When working on a stack, his starting point is always best-in-breed. While it may seem like an easy route to go with a suite system, he says by doing so, you’re limiting your stack’s potential. He also explains why he builds in 25% overlap between everyone on his team, why he’s such a proponent of dry-runs, and a whole lot more.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Plannuh is a marketing performance planning platform. It's a system for building, managing and optimizing marketing plans and it’s another SaaS tool that’s killing the spreadsheet. We catch up with CEO and Founder Peter Mahoney; he’s an absolute powerhouse marketer with incredible experience and knowledge on all things martech. He got his start at IBM and spent over a decade at Nuance Communications before founding Plannuh.
Peter has amazing insights into the stack’s security vulnerabilities. Every company should be aware that the biggest threat to the security of your organization is the marketer. You should consider only buying tools for your stack that are ISO or Soc 2 certified; but as we’ll discuss even these certifications have their limitations. We’ll talk about the importance of specialists for complex implementations and why so many companies end up using only 10% of the capacity of a given tool. We’ll also hear how AI can enrich the predictive power of your stack, and why Peter thinks this will be one of the biggest technology trends we’ll see in coming years.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
FlowHub is a cannabis retail management platform, offering point of sale software, compliance management and inventory tracking software. FlowHub has profited off record-breaking weed sales in recent years—hitting 25 billion in 2021. VP of Marketing Anne Fleshman is all about leveraging a content marketing strategy for FlowHub to drive organic growth. Anne joins FlowHub with some amazing experience, having previously been the director of marketing at AutoPilot.
Anne’s doing brilliant personal touches like luring dispensaries in with cookies. Who would have thought giving cookies to stoners would be such a simple and effective marketing strategy? She’s also sending out swag to her customers and working on generating personal relationships with budtenders. Some of Anne’s favorite tools in her stack are Craft as her CMS, Autopilot for marketing automation, Looker for BI, Salesforce for her CRM, and Google Optimize to run tests. We’ll uncover how Anne’s using these tools to drive revenue for FlowHub.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Monster Lead Group is a data-driven direct mail company and developer of marketing & sales technology. They work with clients in financial services and the mortgage industry. Mail is likely not the first thing you think of as martech—but it can be extremely effective when combined with a killer tech stack. As VP of Sales and Marketing, Martin is focused on building a lean and efficient stack to drive revenue. He’s a big believer in always clearly identifying a problem before finding a martech solution to avoid building a bloated and cumbersome stack.
Martin’s goal with Monster Lead Group is to help a billion customers make better informed financial decisions. His stack includes tools like ZoomInfo for lead generation, Gong.io for AI-driven insights and Lucky Orange for heat maps and replays. We’ll dive into the outbound strategy Martin references that helped Aaron Ross secure 100 million in revenue for Salesforce. This involves breaking down leads into the categories; spears, nets and seeds. We’ll dissect the power of language and communication in sales and how incorporating human error into automated interactions can help increase believability.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
Robokiller is a mobile app that blocks annoying spam calls and telemarketers. As VP of Marketing, Giulia Porter is all about creating an efficient mobile tech stack that drives revenue. Prior to Robokiller she was a customer success manager at HubSpot. She wants the martech world to give mobile more love. She advocates for tools like AppsFlyer, Leanplum and her personal favorite Looker to optimize the mobile tech stack.
In this episode, she shares her insights on mobile attribution; how it’s actually easier than web attribution because a mobile app typically has only a couple touches before someone installs the app. She also shares how Robokiller has been finding direct mail to be effective and why depending on your ICP, this might be a great route to consider. She also shares how Robokiller learned the hard way why load testing is so crucial when their app crashed due to a flood of customers after a nightly news spot.
If you want to learn more about Giulia’s perspectives on mobile tech stacks, we highly recommend her 2019 article “Stacking Your Tech Stack for Mobile App Growth”.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
This week, we uncover the tech stack that’s driving revenue for unified customer experience management platform Sprinklr. They use AI to create insight-driven strategies. They’re crushing it with revenues of over $400 million and growth of 10, 20, and even 30 percent in recent years. We caught up with Jared Gardner, VP of Demand to learn what tools are driving success for Sprinklr.
Jared has a unique perspective honed from working in SEO and demand gen roles at Red Door Interactive, Qualtrics and Service Titan before joining Sprinklr. The thing that Jared’s getting jazzed about at the moment in his stack is unification. He’s pumped about how routing data to a centralized location to be analyzed is helping to deliver highly personalized content to customers. We’ll also talk about how to avoid silos and messy CRMs across your company's stack and how in Jared’s opinion the so-called “death of the cookie” may be a bit overblown.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
This week we uncover the tech stack that’s driving the growth of Product School. They’re the global leader in product management training and secured $25 million in investment in 2021. In our conversation with CMO Roland Smart, we learn that Product School is forecasting significant growth in the next few years.
Roland’s currently focused on building a solid foundation with his stack. He’s all about making sure that his tools will not only support the company now but will continue to work as the company grows. He shares insights into building communities with your stack and the importance of community in growing your brand. He’s also got some unique perspectives on personalization and how a personal touch can help drive revenue.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
In this week’s episode we take a deep dive into the tech stack that’s behind the success of ShipBob, a global shipping fulfillment solution for Ecommerce, Direct To Consumer and B2B brands. We catch up with CMO Casey Armstrong to uncover what tools are driving the success of the company, currently valued at a billion dollars.
Casey's advice for the stack is simple — literally. A bloated and cumbersome tech stack explodes under the weight of useless, dead or unusable tools that cause a ripple effect through your entire stack. Our host, Dan McGaw of McGaw.io shares insights into what this might look like in a scenario known as the stackpocalypse. We learn how Casey drives growth by getting alignment across his teams. We’ll hear why it's important to build the stack you’ll still want in the future to avoid swapping tools out amidst growth.
Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.
If you want to nail your strategy, build a revenue machine and take your sales to the next level — it’s time to look at your tech stack.
Each week host Dan McGaw, CEO and founder of McGaw.io takes us to the bleeding edge of the modern tech stack. He speaks with people who are killing it in product, ops, sales, marketing and beyond to uncover the tech stack that’s making their wildly ambitious revenue goals a reality.
Coming Spring 2022.
Our TOPPODCAST Picks 
