If You Market

What's the smallest company ABM can be effective with?

This week on the If You Market podcast we talk with Lokesh Dave about using ABM to target the SMB market and how you can replicate ABM practices you would use to target enterprise companies to target SMBs. More churn, easier close, lower value, Lokesh covers all the plusses and minuses and how to build an ABM approach for SMBs. 

Lokesh Dave is an ex-programmer, he worked at companies such as Microsoft and Zynga for close to 15 years - learning to build large systems that scale to many millions of users. He is now the founder of Enlyft, where he's looking to leverage the power of big data and AI to transform how B2B companies go-to-market .

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Are you wasting time and resources on "Brand"?

Brand is what happens when your busy doing other things. This week on the If You Market podcast we talk with Paul Cowan about Brand, and why it probably isn't something you should worry about. Paul believes most if not all companies should focus on providing a great customer experience and be obsessive about serving their customers. The brand will come naturally, as long as you have a good product and solve a problem you don't need a megaphone to tell people what they should think about you.

Paul Cowan is not your run-of-the-mill marketing guy. Over a 20+ year career, he’s held leadership positions at large corporations, then left them to launch startups from scratch. He’s marketed phones, food, booze, toys, and SaaS products and he’s created award-winning viral ad campaigns. Now as CMO of FreshBooks, he’s using his unique skill set to help over 30 million people save time billing, and collect billions of dollars.

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Brand or Bland?

This week on the If You Market podcast we talk with Dan Nelken about humor in copywriting. We talk about the merits of using humor and Dan gives us 6 specific techniques for using humor in your copywriting. We also discuss Jack in the Box, Progressive Insurance, Laughy Taffy, the Lone Ranger, company personality, and One Flew Over the Cuckoo's Nest. It's a perfect combination of humor and technique, it's peanut butter and . 

Dan Nelken is the "Chief Creative Ding-Dong" at Nelken Creative. He's a freelance copywriter and creative director in Vancouver, Canada. His work has appeared in award shows nationally, internationally, and on his mother’s fridge.  He has worked for some of the most creative ad agencies in Canada, some of the world's largest brands, and for start-ups who have collectively gone on to raise billions. He has an above average sense of humor and he's an expert copywriter.  

P.S. Dan didn't write this, it would have been better if he did. 

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Should you create your own markets or use curated 'Walled Garden' audiences?

This week on the If You Market podcast we talk with Dave Fink about the amazing power of owning your audience vs the advantages of being part of curated Walled Garden channels. Dave and host Sky Cassidy talk about the amazing power of open marketplace marketing where you own your audience, like physical mail, email and phones, and the convenience and speed to market provided by platforms like Facebook (Meta), google ads, and LinkedIn. 

Dave Fink thinks the best kept secret in marketing is hiding where you least expect it — your mailbox. Over a 20-year career he’s generated hundreds of millions of dollars in ad revenue, powered viral sensations like Dollar Shave Club, and helped launch celebrity startups for Jessica Simpson, Mary-Kate and Ashley Olsen, and Kate Bosworth. Now as founder and CEO of Postie, he’s out to reinvent direct mail marketing for a digital world.

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Is your content competing with itself for attention? 

This week on the If You Market podcast we talk with Skyler Reeves about creating marketing content that doesn't compete internally and how to figure out what content to create first. It's about clustering keywords to not bid against yourself in the SEO auction, knowing what content topics are the highest priority, and optimizing the traffic you get from your content. Clustering helps you know what content to focus on first for the best results and what keywords need content vs a paid ad.  

 Meet Skyler Reeves. As a CEO & Founder of Ardent Growth, he helps B2B SaaS brands find a clear path to content marketing ROI through leveraging data, machine learning, and creativity.

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Do you know everything you need to about GDPR? 

This week on the If You Market podcast we talk with Byron Crowell about how to generate leads in the European Union under GDPR data privacy laws. It's not just lead generation though, GDPR may be required whether you're doing lead gen in Europe or not. We discuss the various aspects of compliance and both the positives and negatives of GDPR on business. 

Byron Crowell is the CEO & Founder of Solution Publishing - After growing up in Tampa and playing college football at VMI, Byron ventured West and spent 20 years in the heart of the technology startup scene. In 1999, he built the first internet-based mystery shopping company, co-founded RetailEyes in 2002 which was sold to a UK-based conglomerate in 2011. However, his first business love has always been B2B marketing and technology via Solution Publishing which he founded in 2001. Since moving his family back to Tampa, Byron is on a mission to bring west coast venture startup energy and experience to his hometown. He also loves the Buccaneers and Lightning and is an active youth hockey supporter.

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Are you part of the cultural world your audience lives in? 

This week on the If You Market podcast we talk with Karl Hughes about marketing to software engineers and other audiences that have their own culture. We discuss the marketer as a sociologist, Maslow's hierarchy of marketing needs, Sacagawea, and being immersed or part of a culture enough to communicate your message as one of them.

Karl is a former software engineer and CTO turned writer. He's currently the CEO of Draft.dev where he leads a team of 120+ writers, editors, and content specialists to produce technical content for technology companies who want to reach software developers.

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What are your biggest data issues? Verl is betting it's organization and standardization.

This week on the If You Market podcast we talk with Verl Allen about the importance and impact of having data standards. We discuss the need for a common language in Marketing data, how companies are letting less and less data out to 3rd parties, data privacy, and much more.

Verl brings 20+ years of experience helping brands transform digitally while at Ancestry, Omniture and Adobe. During this time he helped accelerate the emergence and growth of SaaS applications within the enterprise while leading strategy and corp dev at Omniture and Adobe Experience Cloud. In 2018, he joined Claravine to address the emerging opportunity to support these same brands to address the growing challenge of data quality that was inhibiting their ability to derive the promised returns from their software and other digital investments.

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How concerned are you about the effects of data privacy on your marketing?

This week on the If You Market podcast we talk with Quimby Melton about Data Privacy and Planning for Privacy-First Marketing. We touch on GDPR and CCPA, the ethics and philosophy of data privacy, and the direct impact of all of this on your marketing. 

Quimby Melton is the co-founder and CEO of Confection. He's responsible for financing, strategic positioning, business development efforts, and day-to-day operations. 

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How much attention does your Marketing department give to Revenues?

This week on the If You Market podcast we talk with Cody Ward about the need for marketing to focus on Revenues as the most important metric. 

Cody is the Sr. Director, Demand Generation Marketing at Connexiom where he specializes in using marketing to generate pipeline and accelerate revenue for VC and PE backed hypergrowth SaaS companies.

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