Growth Driver

Everyone is talking about how the Old B2B Growth Playbook isn’t working any more and it’s time to learn a smarter, more efficient New B2B Growth Playbook. We see and feel it. We’re living it. But What are the real differences? And how do you make that shift? 

We’re going to bring some structure and rigor to this conversation and do a point-by-point analysis that compares and contrasts the old playbook and the new playbook. At each step, you’ll get insights and advice for how and where to focus YOUR growth improvement efforts as you rewrite the growth playbook with your team at your company.

Our guest, Jon Miller, is a real deal marketing technology entrepreneur, executive, and thought Leader. He’s played a pivotal role in category creation in this sector, and as the CMO of Demandbase, Jon revolutionized B2B go-to-market strategies. He also co-founded Marketo, a leading marketing automation platform, and was integral in its IPO success. Jon was also the CEO and founder of Engagio, which merged with Demandbase.

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There’s a lot of confusion around the role of the chief revenue officer (CRO). What’s clear, though, is that the right CRO in the right situation can be a powerful force for aligned GTM and for integrated growth.

In this episode, host John Common takes a fresh, honest look at the role of a modern B2B CRO with one of the best in the business, Lane Brannan, Executive Vice President and General Manager (Americas) at Pax8, a cloud commerce marketplace. They discuss the role of the modern CRO and how it differs from Head of Sales, CMO, and other roles; what defines CRO success; what the pivot to efficient growth means for CROs, and much more.

Lane Brannan started as a bag carrying Sales rep, grew to a sales manager, then head of sales, and now, a multi-time, successful CRO in technology companies across SMB mm and enterprise indifferent industries. Currently the SVP and GM, Americas, for Pax8, Lane is piloting a certified growth rocket. Pax8 is a cloud commerce marketplace focused on the delivery of cloud-based solutions to a global network of channel partners and their customers. So, how does a kid from Odessa Texas end up with a career like Lane's? Tune in to find out.

Growth Driver is powered by Intelligent Demand. Visit intelligentdemand.com to see how we help B2B companies grow revenue. 

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The GTM game is changing quickly, and if you’re focusing your efforts on outdated plays, you run the risk of being left behind. That’s why we’re talking through the most important trends in GTM as we head into 2024. It’s time to step back, review the GTM landscape, and make sure you’re not stepping over dollars to pick up nickels. 

In this episode we explore 5 strategically important trends with the perfect guest: Craig Rosenberg, a veteran of B2B sales, marketing, and technology and Chief Platform Officer at Scale Venture, where he helps portfolio companies build go-to-market machines. We walk through each of the trends in depth, discussing the risk you need to manage and the opportunities you can unlock.

Craig Rosenberg is a veteran of B2B sales, marketing, and technology, with a data lake’s worth of experience and pattern recognition about B2B growth. He’s been a senior market analyst and growth consultant. He was a co-founder of TOPO which got acquired by Gartner. He’s now Chief Platform Officer at Scale Venture Partners - where he helps portfolio companies build go-to-market machines.

Growth Driver is powered by Intelligent Demand. Visit intelligentdemand.com to see how we help B2B companies grow revenue. 

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Meet Anne-Marie Coughlin, co-host of Growth Driver!

Director of People Operations at Intelligent Demand, Anne-Marie has years of experience in talent management, talent acquisition, and organizational development across a wide range of industries and companies.

In her episodes, Anne-Marie speaks with an exciting variety of people ops experts about many of the most important and interesting topics of the day: finding purpose in work, leadership training, DEI practices, and aligning business goals with culture and values. 

Growth Driver is powered by Intelligent Demand. Visit intelligentdemand.com to see how we help B2B companies grow revenue. 

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Meet John Common, one of the hosts of Growth Driver! 

A career-long B2B growth and GTM executive, over the past 25 years John has worked with 100s of B2B GTM teams across a range of industries. Today, John is the founder and CEO of Intelligent Demand, an expert B2B growth partner. He started Intelligent Demand 15 years ago because while there were plenty of single point agencies and consulting firms, John wanted to create a company that helps GTM executives drive measurable growth with an integrated strategy that gets executed with expertise and passion. 

A self-described “B2B growth geek,” John lives and breathes B2B growth. In fact, Growth Driver was born from John’s passion for sharing notes and talking shop with other B2B growth experts. In each episode he hosts, John dives into the intersection of B2B growth theory and practice with an impressive lineup of some of the best minds in the industry. They share war stories, examine case studies, discuss the latest B2B growth trends and insights, dig into various GTM motions (ABM, demand gen, PLG, etc.) and much more.

Growth Driver is powered by Intelligent Demand. Visit intelligentdemand.com to see how we help B2B companies grow revenue. 

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Welcome to Growth Driver, a podcast about redefining B2B growth! 

We started Growth Driver because B2B growth needs an intervention. The old playbook and tactical approaches aren’t working as well as they used to. Many companies are failing to meet pipeline targets and experiencing slowing growth rates and rising inefficiency. 

What’s more, the B2B landscape has become so complex that no one person, no matter how smart or experienced, can ever know enough to be a world-class B2B growth leader. It takes a trusted community to reach your growth targets.

Learning to update the B2B GTM playbook is difficult, though, in no small part because most B2B GTM content isn’t very helpful! It’s either too basic for growth executives, comes from an overly narrow set of experiences (Saas/tech startups), is too wordy and academic, or is hidden behind expensive paywalls.

We created Growth Driver to address these problems. This is a show for B2B CMOs, heads of sales, and leaders of any GTM function who are feeling the pressure to rethink and re-write how their companies go to market and drive efficient growth. In each episode, our hosts talk with expert B2B GTM practitioners from a wide variety of industries about how to design, build, and run a smarter, more efficient, and more effective growth engine. We cover a broad range of topics, including GTM trends, how to align GTM strategy and execute integrated growth plays that drive ROI, emerging approaches for smarter brand awareness, leadership and culture, and much more.

We strive to make each episode fun and engaging, featuring in-depth discussions that yield insights and innovations you can actually execute. If you’re a B2B growth professional bent in re-writing the GTM playbook and leading your company towards a more prosperous future, Growth Driver is the show for you!

Growth Driver is powered by Intelligent Demand. Visit intelligentdemand.com to see how we help B2B companies grow revenue. 

Hosted on Acast. See acast.com/privacy for more information.