OC Talk Radio

Host, Laura Patterson interviews Ziggy Shanklin, CEO and Founder of White Cloud Security, Inc. for: Ready, Set, Grow! 

Shanklin grew his company organically with good people, good management and an agressive posture.  

Ready, Set, Grow! provides a venue for CXOs to share their insights on what it takes to successfully achieve organic growth, lessons learned, the role they believe Marketing needs to play in growth and how they measure Marketing’s contribution beyond this “quarters” revenue. 

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Steven "Ziggy" Shanklin, CEO and Founder of White Cloud Security, Inc., is a leader in groundbreaking development for the cyber-security industry. Ziggy was the Director of Software Development for two cyber-security startups acquired by Cisco Systems, Wheelgroup Corp (1998) and Psionic Software (2002). Prior to starting White Cloud Security, where he invented their breakthrough "App Trust-Listing" technology, he was the VP of Engineering at Coretrace, Inc, an application whitelisting company acquired by Lumension Security (2012).

About White Cloud Security

White Cloud Security provides a Trust-Listing cyber-security service that blocks all untrusted Programs and Scripts from running on users’ computer systems.

In 2017, the WannaCry and Petya Ransonware attacks infected hundreds of thousands of computers worldwide. Hacking has became a big business for criminal organization and is now more profitable than the illegal global drug trade in marijuana, cocaine and heroin combined. The cost of Ransomware for 2016, grew from $209 Million in Q1 2016 to $1B, and was expected to reach $5B in 2017. Application Whitelisting/App Control technology is the number one type of breach prevention solution recommended by Dept. of Homeland Security's US-CERT, the NSA, the FBI, Australia’s ASD, Canada, AIG, SANS, ISA, and NACD; but is nearly impossible to deploy and manage on a large scale. App Trust-Listing, the Next Generation of Application Whitelisting/App Control, uses Secure Crowd-Sourcing and Trust-Inheritance to simplify the deployment and management of which Apps are Trusted to run in your network. It's a simple and effective solution to the rapidly expanding array of today’s ransomware and malware threats.

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Ready Set Grow is hosted by Laura Pattersen, CEO of VisionEdge Marketing.

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We were thrilled this week to be able to talk to Weldon Long, author and CEO of Weldon Long.com

He's the author of three amazing books. Quite honestly, I would recommend them all. The first book The Upside of Fear, a little more depth of his story. The Power of Consistency is the second book, and his new book is Consistency Selling.

His is really an incredible story you don't want to miss this! 

If you'd like to check out some of the videos Weldon mentions, text 'videos' to 96000 or go to WeldonLong.com and learn more.

Product marketing sits at the intersection of product, marketing, and sales, making it a critical function in enhancing value creation for the customer and supporting sales enablement. This month, Kristin Roberts, Vice President, Product Marketing at Phreesia, joins the Revenue Rebels podcast to share strategies on how product marketing can and should deliver value internally and externally. Tune in to find out:

How product marketing supports sales enablement

Product marketing’s role in revenue generation

What technologies support product marketing and sales team collaboration

About our guest:

Kristin Roberts is responsible for the positioning and go-to-market strategy for Phreesia’s products and applications. Before joining Phreesia, Kristin was a management consultant at Booz & Company, where she led product launch and growth strategy engagements for its life sciences clients. She also worked as a consultant at ZS Associates, specializing in quantitative physician market research and sales deployment optimization. Kristin earned an MBA from Columbia Business School and holds a BA in Public Health Studies from Johns Hopkins University.

Ask a salesperson what they want from marketing and they will say more leads.  Give them more leads and they will swear you misheard them, they need qualfied leads.  LeadGenius CEO Mark Godley tells you how it is done.  

SalesPipeline Radio's guest, Mark Godley, President of LeadGenius, discusses how lead augmentation drives greater sales pipeline contribution from qualfied leads.

LeadGenius is a sales and marketing intelligence solution that enables B2B companies to identify and connect with their ideal customers. Using a unique combination of machine learning and human researchers, LeadGenius provides B2B marketing and sales teams around the world with highly-accurate lead generation data and go-to-market intelligence.

Trusted by enterprise companies like Google, Square, Box, and eBay for over 3 years, LeadGenius has become the source of truth for contact, account, and custom data.

More about Mark: With more than 25 years of B2B technology industry leadership, prior to joining LeadGenius in July of this year, Godley most recently served as Chief Revenue Officer for HG Data. Prior to that, he was Vice President of Market Development for ConnectAndSell, Inc., a cloud-based sales productivity platform. At healthcare startup Aventura, he managed the alliance, partnership and sales channel efforts. He also holds Advisory roles at a number of leading companies in the salestech and martech space, including Omniquo, ZenIQ, The Big Willow and ZoomInfo.

 Follow Mark on Twitter

WELCOME TO WORKPLACE PERSPECTIVE - Raising The Bar At Workplaces Everywhere!

Workplace Perspective is a regular podcast series for employers and employees focusing on education, training, and the law to help organizations of all sizes develop and maintain successful employer / employee relationships.

 

Today’s guest is Orange County intellectual property attorney Stephanie Pottick of Pottick Law PC. SAFFIRE LEGAL PC’s founder and principal attorney Teresa McQueen will talk with Ms. Pottick about intellectual property ownership and what employers and employees alike should know. By understanding the basics about intellectual property and intellectual property ownership, employers and employees can enter into the employment relationship knowing more of what to expect when it comes to inventions and creations made by that employee. Today's show will also touch upon what employers need to look out for when they hire independent contractors in regards to intellectual property ownersh...

Matt's guest is Author of Top of Mind and he is the Co-founder and CEO of Influence & Company. Business is never “just” business. It’s always about relationships. It’s always about a human connection. When you’re viewed as a valuable, trustworthy partner, the opportunities are endless. Position yourself for success by establishing and developing content-driven relationships that keep you and your brand Top of Mind.

This will be a great conversation for you to walk away with tips and nuggets. Join us.

John Hall is the co-founder and CEO of Influence & Co., a company focused on helping brands and individuals extract and leverage their expertise to create, publish, and distribute content to gain influence, visibility, and credibility with their key audiences. In less than three years, John has grown Influence & Co. into one of the largest providers of high-quality expert content to the world’s top publications, ranking No. 72 on Forbes’ “Most Promising Companies in America” list and named Empact’s “Best Marketing and Advertising Company of 2014” at the United Nations.

John has a weekly column for Forbes and Inc. and has contributed to more than 50 publications, including Business Insider, The Washington Post, and Harvard Business Review. He is the author of the best-selling book, 'Top of Mind'.

Host Jim Obermayer interviewed Debra da Costa, president of Direct Marketing Partners ands they tackled the difficult subject of choosing a "Contact Center" that is as measurable as your own staff.  They discuss how to access a company, pricing, and  pricing models:

Trial Programs

By the FTE (bundled)

Hourly by task

PFP/Cost per lead

By the job (bundled)

Ms. Da Costa demystifies the complex contact center business of finding the right company to partner with for sales and marketing lead generation/qualification/sales programs.

 

About Debra da Costa

 

Debra da Costa founded Direct Marketing Partners in 1991 with the goal of creating a company truly responsive to the individual needs of clients. To this end, she structured DMP so that the company would be large enough to have the depth of expertise required by corporations with worldwide interests, but of a size that would permit close project participation by all the firm's senior staff, as well as flexibility and agility.

 

In her career, Debra has held several design and technical positions with public agencies in both Canada and the U.S. and was responsible for the marketing efforts of Lawrence Moss and Associates. Before creating DMP, Debra was the President of Debra da Costa Consulting, where she was responsible for high-tech industry marketing campaigns.

For the past several years, Debra was named one of the "50 Most Influential People in Sales Lead Management," by the Sales Lead Management Association (SLMA). In 2011, she was one of SLMA's "20 Women to Watch" winners

 

A native of Los Angeles, Debra holds a B.S. and M.L.A. from University of California, Berkeley.

 

About Direct Marketing Partners

 

For more than 20 years, DMP has blended the human touch with marketing automation and sophisticated analytics to help its clients go to market and connect with their target audience. Their embedded call center is the hub of its marketing wheel, as B2B telemarketing converts more prospects to sales-ready leads over any other communication vehicle. Email, webinars and seminars all have their place and deliver those services, but NOTHING captures information better than a one-on-one conversation.

 

DMP's U.S. based workforce is experienced in selling hard-to-explain, high-priced products. Reps are thoroughly trained in each client's business model and product or service. They speak from knowledge, not from a canned script.

 

DMP serves B2B companies that have complex sales processes, typically in the technology, healthcare or public sector industries. They fill pipelines with BANT-quality leads to client specifications.

 

The company augments its clients' in-house and channel sales teams with the full scope of lead generation services. Plus, DMP can also solve problems such as poor conversion rates by reverse-engineering the sales process to find out what's working and what isn't.

 

DMP's recommendations are analytics-driven and our reports and dashboards add value to data by bringing transparency to sales pipelines and identifying areas of crisis and opportunity that demand immediate action.

Learn how modern sales teams operate effectively using tools, automation, and critical thinking to build pipeline and get deals across the line.

Diane Updyke works with some of the top names in tech helping them streamline sales and revenue attainment in the B2B landscape. She comes from a history of engaging marketers with the right solutions to automate and acquire customers. At Eloqua and Crowd Factory/Marketo, as the VP Sales, she successfully led a sales team through significant growth year-over-year. For over 15 years, Diane has managed sales teams for startup and established companies; including business intelligence (Oracle) and infrastructure (early days of WebLogic).

Diane is currently an Advisor and Consultant for several startups in Martech and Salestech. After building and contributing to over 6 sales teams, she has documented her experience & insights, plus received contributions from CEOs, VPS, CMOs, and VCs.

About the Host Mari Anne Vanella

Mari Anne Vanella has 25+ years of sales and business management experience. As Founder/CEO of sales development firms in the Silicon Valley, her organizations have consistently delivered long-term, successful sales development programs to high tech and services industries across the United States.

Mari Anne's background includes successful performance as Vice President and Director at companies such as The EC Company (now ADX), PictureTalk, a subsidiary of Drake International (one of the world's largest IT solution and staffing firms), Global Knowledge, and at Skyline Computer Corporation, where she led the Cisco Training Products organization to a #5 position in the country within one year. Prior to these she founded Procom, a sales development firm based in the Silicon Valley serving customers such as State Farm Insurance, Waddell & Reed, and many others.

Her executive leadership roles in enterprise technology sales organizations with field reps, sales engineers and customer service teams contribute to in-depth knowledge and hands-on experience which results in a solution that has unmatched results.

Overcoming Impostor Syndrome, Getting the most out of Peer Groups, Setting Right Number of Priorities, EOS/Traction Starts (40:31)

Guest Sue Hawkes Websites: SueHawkes.com & SayYess.com

Host: Alex Vorobieff