Sophia Agustina, Founder & Marketing Advisor of Gain Relationship, shares her insights on expanding ICP account reach through website visitor intelligence. In this episode, Sophia discusses the evolution of ICP targeting from traditional demographic methods to the integration of intent data and account-based marketing. She reveals how utilizing tools like SalesIntel boosted IBM's account reach by 5x through targeted engagement strategies. Tune in to learn how combining data, customer insights, and strategic partnerships can enhance your pipeline and optimize go-to-market efforts in today’s competitive B2B landscape.

Sophia Agustina is a Global Marketing Leader with expertise in full-funnel, customer-centric, and ROI-driven marketing strategies. She is also the co-creator of a GTM 9 Cs framework (with Margaret Safford) that focuses on customer value and business outcomes.

Jen Igartua, CEO of Go Nimbly, shares how her team redefined their ICP from start-ups to midsized and enterprise level SaaS companies. By making this shift Go Nimbly is able to focus on more established organizations with operational challenges where they could deliver the most value. This change allowed Go Nimbly to better tailor their messaging, educate the market on their unique offerings, and create sustainable revenue by focusing on the right audience.

• About the Pioneer > 00:41
• How Did You Define It > 02:40
• What Did You Learn > 06:37
• 100 Pennies > 15:34
• Final Thoughts > 20:56

By day I’m the CEO of Go Nimbly–working with high-growth companies to create a frictionless, human buying experience with RevOps.

By night, I’m creating sweet games with my friends at Pillbox Games, making crafts, and taking improv classes (which is how “Yes, and” became a key part of how we work and innovate at Go Nimbly).

Pipeline pioneer Stephanie Neale, CEO of Blind Zebra, shares insights on how her team refined their Ideal Customer Profile, offering a fit for smaller startups to larger enterprises. Blind Zebra’s pivot from coaching to scalable sales tools led to new learning opportunities, including the importance of effective messaging and market education.

• About the Pioneer > 00:45
• How Did You Define It > 03:49
• What Did You Learn > 07:12
• 100 Pennies > 10:34
• Final Thoughts > 16:02

Stephanie “Steph” Neale is motivated by helping others achieve more than they think they can. She is a scoreboard-obsessed, tenured sales leader who currently serves as CEO of Blind Zebra. Before stepping into her CEO role, Steph was VP of Client Success at SaaS company – PERQ and Sales Director at Gannett, in addition to being an award-winning salesperson for a decade before leading teams.

Steph is a longtime student of business scaling, EOS Integrator and a Certified Blind Zebra Sales Operating System™ (BZSOS) Operations Coach. Blind Zebra makes selling simple by installing BZSOS with B2B sales teams nationwide. Steph is an Indiana native, graduated from Purdue University and resides in Indianapolis with her hubby (& business partner), their (combined) 5 kids and a Doodle they only claim some of the time.

Partnerships are no longer the domain of “partner people” schmoozing at conferences. Instead, they can unlock vast amounts of data, new relationships, and scalable growth plays. In this roundtable, you will learn how to gather and verify data from potential partners to ensure your partnership strategies are built on a solid foundation. Our expert speakers will delve into the challenges of integrating data from various sources and provide practical tips on overcoming these hurdles to make your partnerships work.

Bob Moore is Co-Founder and CEO of Crossbeam, an Ecosystem-Led Growth (ELG) platform that helps companies use their partner ecosystems to generate leads, close deals, and grow faster.

Moore previously co-founded Stitch (Acquired by Talend in 2018) and RJMetrics (acquired by Adobe by way of Magento Commerce in 2016). He is the National Bestselling author of Ecosystem-Led Growth.

Ariana Shannon hosts a roundtable with experts Jesse Shipman, Adam Pasch, and Sam Yarborough to discuss how B2B companies can identify and partner with the best-fit organizations to drive maximum ROI. They explore real-world strategies for evaluating potential partners, aligning goals, and creating mutual value beyond revenue generation. Learn how to leverage co-marketing, co-selling, and resource sharing to build strong, scalable partnerships that contribute to long-term business success.

Is your GTM stuck in a rut? Traditional lead gen methods falling flat? Listen into this round table on the exploding trend of partnership-driven growth. We’ll unpack exclusive research on why partnerships are the #1 investment area for B2B leaders in 2024, and unveil the secrets to building successful alliances that close deals faster, increase ACV, and lower CAC.

Curtis Ropp, Founder & CEO of Outbound Funnel, reflects on his key takeaway from 2023: the importance of not confining your business to a narrow niche. Curtis learned that expanding their focus to include a wider range of customer sizes could have significantly improved their results. Looking ahead, Curtis and his team plan to leverage their strong partner ecosystem by being an active, visible, and vocal partner to drive pipeline.

• About the Pioneer > 00:44
• Biggest Challenge > 01:28
• Looking Forward > 04:29
• 100 Pennies > 05:08
• Final Thoughts > 08:50

As the founder and CEO of Outbound Funnel, I am passionate about helping disruptive companies in various industries achieve fast and sustainable growth with sales engagement strategy and technology. Outbound Funnel is the leader in Sales Engagement Platforms, offering custom solutions and ongoing support for our clients, powered by a team of military veterans and multi-platform certified professionals.

As a top implementation and pro-service partner for Outreach, SalesLoft, Gong, Intercom, Drift, and many others, I have gained extensive knowledge and expertise in sales engagement and enablement tools that change the landscape of sales daily. Leveraging my network and insights to make an impact wherever possible, I am always open to sharing my experiences, successes, failures, and learning from others in this dynamic and exciting world.

Natalie Taylor, Head of Marketing at Capsule, shares her journey with defining a clear ICP and sales process. By focusing on pain points and creating highly personalized demos, Natalie and her team saw a significant increase in conversion rates. Additionally, Capsule is shifting towards a product-led growth strategy, supported by organic content to attract and engage users.

• About the Pioneer > 00:37
• Biggest Challenge > 02:53
• Looking Forward > 06:04
• 100 Pennies > 09:57
• Final Thoughts > 18:44

Cesar Viana Teague, Growth Advisor at Nextlevel Consulting, shares a key lesson from 2023. His primary focus on a specific target audience didn’t deliver the expected results, prompting him to reevaluate his Ideal Customer Profile. This led to a diversified client base, ultimately creating a more stable and reliable pipeline.

• About the Pioneer > 00:38
• Biggest Challenge > 01:58
• Looking Forward > 05:10
• 100 Pennies > 06:25
• Final Thoughts > 13:05

Kyle Smith, Managing Partner at The Bridge Group, learned first-hand the need to maintain momentum in revenue pipeline creation even during prosperous times. His budget allocation for the year reflects a focus on customer-led growth, marketing-led growth, and sales-led growth, with a strong emphasis on renewal and content-driven strategies.

• About the Pioneer > 00:40
• Biggest Challenge > 02:23
• Looking Forward > 04:20
• 100 Pennies > 07:50
• Final Thoughts > 13:37

I work with B2B companies (mostly technology/SaaS) and have a singular goal, improve the results of the sales team. It could be Sales Development (SDRs), new business closers (AEs), Account Management, Customer Success, Enablement or Operations. If the team impacts revenue, they become part of our projects which most often fall into 3 buckets: strategic assessments, sales playbooks and interim management. Between my time with The Bridge Group and my outsourcing days, I have worked with over 100 different B2B companies and use that expertise to help all my clients improve revenue generating efforts.