In this episode, Pebble Presents, host Emelia Rallapalli talks with seasoned sales executive, David Humphreys. David details his journey into sales (by way of engineering), the importance of research in effective sales strategies, and the intricacies of value-based sales. 

Together, Emelia and David discuss the intersection of sales and marketing research, the necessity of a structured sales process, and the critical role of market research in product development and risk management. If you are ready to learn tips from one of the best in the biz, this episode is a must! 

Emelia Rallapalli is the founder of Pebble Strategy - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services. 

David Humphreys is a sales executive with a track record of building revenue growth and high-performing teams. He has led strategic initiatives across domestic and international markets, specializing in hardware, software, and services. As GM of Global Sales at Niterra Ventures, David develops and executes strategies across healthcare, energy, and mobility while supporting venture investment initiatives in IoT, AI, and advanced technologies. 

Welcome to Pebble Presents.

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If you liked this episode of Pebble Presents, please share it with colleagues and friends! Find us on Apple Podcasts and Spotify to rate/review/subscribe to the show.

Want more? Visit PebbleStrategy.com. 

You can also find us on LinkedIn (linkedin.com/company/pebble-strategy/) and Instagram(instagram.com/pebblestrategy/). 

Thanks for listening and joining the conversation!

Resources and References 

• David Humphreys on LinkedIn: https://www.linkedin.com/in/david-humphreys-4a31024/ 
• Niterra Ventures: https://www.niterraventures.com/
• Pragmatic Institute: https://www.pragmaticinstitute.com/

Show Notes 

0:23 - Emelia introduces her guest, and what they will be talking about today

1:42 - David dives into what brought him to his current career

6:27 - Emelia and David discuss the excitement and terror of AI in research, and why David doesn’t think researchers can be replaced

13:54 - David shares what it was about the professional services space that lured him away from engineering

20:09 - Emelia inquires as to why there is an aversion to process in many big companies, and David shares why process is important…to a degree

27:33 - David explains why cost-based pricing cannot work in a competitive environment - and why the solution is value-based sales and marketing (defining the terms for the listeners)

31:37 - David shares what happens when you tell a big business owner that their product is not going to work in a market - and what type of process he advocates for

42:06 - Emelia and David recognize and discuss the multifaceted approach to sales that makes David effective today

43:40 - David talks about the role of sales at a company like Niterra Ventures vs other Silicon Valley technology company settings

47:49 - David reveals his core principles for selling effectively

53:34 - Emelia brings the episode to a close

Episode Credits

Executive Produced & Hosted by Emelia Rallapalli

Produced by Stephanie Watanabe 

Editing and Post Produced by Erin Zimmerman

Artwork and Design by Liisa Turan-Walters

In this episode of Pebble Presents, host Emelia Rallapalli is joined by founder of Strategence, Renato Silvestre. They discuss the critical role of pricing research and explore the importance of pricing in determining budgets, go-to-market strategies, and profitability. 

This conversation delves into the best time in product life cycles to conduct pricing research, various methodologies available, and how to select the right study based on development stages and risk tolerance. They also discuss the collaborative nature of pricing research, and the pros and cons of DIY research. Finally, they provide insights on how to effectively sell pricing research internally and what to look for in a research partner.

Emelia Rallapalli is the founder of Pebble - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services. 

Renato Silvestre is a seasoned research and analytics leader with over 30 years of experience delivering actionable insights that drive business growth. As Founder + Chief Insights Innovator at Strategence, Renato combines deep expertise in market research, data science, and AI with a creative, strategic mindset. With a passion for innovation and a hands-on approach to research from exploratory ideation through in-market tracking, Renato is recognized for turning complexity into clarity and impact.

Welcome to Pebble Presents.

- - - - - - - - -

If you liked this episode of Pebble Presents, please share it with colleagues and friends! Find us on Apple Podcasts and Spotify to rate/review/subscribe to the show.

Want more? Visit PebbleStrategy.com. 

You can also find us on LinkedIn (linkedin.com/company/pebble-strategy/) and Instagram(instagram.com/pebblestrategy/). 

Thanks for listening and joining the conversation!

Resources and References 

• Strategence: https://www.strategence-us.com/
• Strategence on LinkedIn: https://www.linkedin.com/company/strategence
• Strategence on Instagram: https://www.instagram.com/strategence_smarts

Show Notes 

0:23 - Emelia introduces today’s topic and special guest: Renato Silvestre

3:14 - Renato shares when someone should consider pricing research 

4:34 - Emelia asks Renato if there is a case for doing pricing research at different stages of development 

7:50 - Renato shares common types of pricing studies that marketing professionals should be familiar with

9:07 - Renato explains how to determine what kind of pricing study is best for the decision being made

13:04 - What Renato means when he refers to “level of risk” a marketer has in pricing research

15:59 - Emelia and Renato discuss the importance of partnership, as well as projects they’ve collaborated on

17:47 - Renato shares where pricing research goes wrong

19:48 - Emelia and Renato discuss the pros and cons of DIY pricing research 

25:26 - Renato and Emelia cover how executives can make the case for pricing research in their organization

26:40 - Renato shares advice for what kind of questions marketers should ask when talking to a potential partner re: pricing research 

28:45 - Episode wrap-up

Episode Credits

Executive Produced & Hosted by Emelia Rallapalli

Produced by Stephanie Watanabe 

Editing and Post Produced by Erin Zimmerman

Artwork and Design by Liisa Turan-Walters

In this episode, Pebble Presents Saf Elmansour, a global marketing expert with over 20 years of experience. Emelia and Saf talk about his journey in marketing and his work in the music and audio technology industries, particularly with AutoTune. Together, they explore the importance of brand protection, strategies for reclaiming brand identity, and nuances of global marketing management, emphasizing the need for cultural fluency. Their discussion highlights the importance of integrity and humility in marketing practices, especially when engaging with younger generations. Finally, they touch on the evolving role of AI in global marketing and discuss the possibilities surrounding AI’s integration into business and beyond.

Emelia Rallapalli is the founder of Pebble Strategy - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services. 

Saf Elmansour founded his first start-up at age 24 with clients including Georgetown, Oxford, and Cambridge Universities. He then went on to launch and grow over 35 products and services, lead multinational and multicultural teams, and manage integrated campaigns with top creative, media, and PR agencies. Most recently, he’s helped grow marketing teams for SaaS platforms like SMULE and recently as CMO for the iconic Auto-Tune® / Antares Audio. In addition to marketing, Saf is a published photographer and semi-pro DJ & producer.

Welcome to Pebble Presents.

- - - - - - - - -

If you liked this episode of Pebble Presents, please share it with colleagues and friends! Apple Podcasts and Spotify to rate/review/subscribe to the show.

Want more? Visit PebbleStrategy.com. 

You can also find us at linkedin.com/company/pebble-strategy/ and instagram.com/pebblestrategy/

Thanks for listening and joining the conversation!

Resources and References 

• Saf’s Website: https://www.safouane.com
• Saf Elmansour on LinkedIn: https://www.linkedin.com/in/safouane/

Show Notes 

0:23 - Emelia introduces our guest, and what we will be talking about today

1:49 - Emelia prompts Saf to share how he got to where he is in his career

6:46 - Saf and Emelia tell the story of how they met and first collaborated

8:06 - Saf recalls how his upbringing has influenced his work

11:19 - Saf shares what drew him to his current work in music technology spaces, as well as some of the technological advances going on at this time

15:32 - Saf dives into the Autotune technology and how the company has grown

20:16 - Saf discusses how he shepherded the marketing process for Autotune, ultimately winning a Grammy®

28:26 - Saf breaks down core principles that he has developed re: global marketing management 

32:21 - Emelia and Saf reflect on what they love about global research

35:48 - Saf expands on the idea of integrity as an operating principle for global marketing

40:19 - Saf summarizes how humility and respect show up in his principles

42:12 - Saf shares what he’s excited about with this next generation of business and marketing leaders

44:47 - Saf divulges his perspective on the role of AI as it relates to global marketing and creativity

49:41 - Emelia brings the episode to a close

Episode Credits

Executive Produced by Emelia Rallapalli

Produced by Stephanie Watanabe 

Editing and Post Production by Erin Zimmerman

Artwork and Design by Liisa Turan-Walters

In this episode, Pebble Presents Stevie Wong, an award-winning journalist and founder of Asian A.V. Club. Emelia and Stevie discuss how his career evolved from advertising student to an internationally recognized entertainment journalist of 30+ years. They dive into Stevie’s specialized approach to interviewing as a self-proclaimed conversationalist, including his uncanny ability to build rapid rapport with celebrities for interviews. Emelia unearths similarities between Stevie's interviewing approach and qualitative research methods, which they dig into.

Emelia Rallapalli is the founder of Pebble Strategy - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services. 

Stevie Wong is an internationally recognized journalist who has worked for Sky News, Star Movies Asia, Deadline, HBO Asia, just to name a few. He recently launched Asian A.V. Club — celebrating Asian creatives working in film/tv behind the scenes, and also in front of the camera.

Welcome to Pebble Presents.

- - - - - - - - -

If you liked this episode of Pebble Presents, please share it with colleagues and friends! Find us on Apple Podcasts and Spotify to rate/review/subscribe to the show.

Want more? Visit PebbleStrategy.com. 

You can also find us on LinkedIn (linkedin.com/company/pebble-strategy/) and Instagram(instagram.com/pebblestrategy/). 

Thanks for listening and joining the conversation!

Resources and References 

• Asian A.V. Club - https://asianavclub.substack.com
• Asian A.V. Club on Instagram - https://instagram.com/asianavclub
• Stevie Wong on LinkedIn - https://www.linkedin.com/in/stevie-wong-2331a3/

Show Notes 

0:23 - Emelia introduces today’s topic: the art of entertainment journalism

1:24 - Emelia introduces today’s special guest: Stevie Wong

2:44 - Stevie shares a short history of how he got to where he is today, professionally

11:56 - Emelia and Stevie discuss their professional AND personal fulfillment in their chosen areas of work

15:28 - Stevie shares how he learned the art of working a room for the best interview possible

18:14 - Stevie and Emelia discuss a dependent interview model vs a psychodynamic model, and Stevie describes how there is only room for ONE in his work

23:06 - Emelia and Stevie discuss how they handle vulnerability and emotion in professional interview setting

28:31 - Stevie chronicles some of the seismic shifts he’s witnessed in the journalism and media industries with technological advances

32:49 - Stevie addresses his need to pivot in his career

35:09 - Stevie shares some of the ways he’s taken initiative over the years to become an effective correspondent with deep enjoyment of film (industry and art)

41:33 - Stevie chronicles what prompted him to launch his recent undertaking: Asian A.V. Club

46:03 - Stevie explains his curiosity-based approach to conversational interviewing

48:23 - Stevie shares some of his ideas and plans for the Asian A.V. Club

50:06 - Emelia and Stevie divulge more about their shared background as…choir nerds

51:32 - Episode wrap up

Episode Credits

Executive Produced by Emelia Rallapalli

Produced by Stephanie Watanabe 

Editing and Post Production by Erin Zimmerman

Artwork and Design by Liisa Turan-Walters

Pebble Presents Marilena D’Amone, a seasoned insights professional, to chat with Emelia about the evolving landscape of strategy and insights in research. They discuss Marlena's journey from research agency to client-side roles, the importance of understanding business needs, four key principles that drive business impact in insights work, and her advice for existing and aspiring qualitative researchers. They also discuss the shocking fact that a very small percentage of insights lead to business outcomes, why, and how that number could improve.

Emelia Rallapalli is the founder of Pebble Strategy - a brand strategy and marketing research consultancy. Pebble provides custom-made research programs, marketing strategy consulting, and account planning services. 

Marilena D’Amone is an NYC-based dynamic strategy and insights professional with a sharp commercial edge and a proven track record of driving success for multinational organizations and iconic brands across the globe, including serving in insights and analytics leadership positions at companies like Reckitt, Nestle, and PepsiCo. She has lived and worked across multiple countries, including Italy, the UK, Brazil, Canada, Russia, Poland, and currently the U.S. (New York City).

Welcome to Pebble Presents.

- - - - - - - - -

If you liked this episode of Pebble Presents, please share it with colleagues and friends! Find us on Apple Podcasts and Spotify to rate/review/subscribe to the show.

Want more? Visit PebbleStrategy.com. 

You can also find us on LinkedIn (linkedin.com/company/pebble-strategy/) and Instagram(instagram.com/pebblestrategy/). 

Thanks for listening and joining the conversation!

Resources and References 

• Marilena D’Amone on LinkedIn: https://www.linkedin.com/in/marilenadamone

Show Notes 

0:23 - Emelia introduces today's special guest and subject

2:06 - Marilena shares more of her professional background and how she got to where she is

8:57 - Marilena discusses the types of challenges she has seen from all of the different seats she has sat in professionally

12:50 - Marilena details additional themes she has seen in her work, as well as the 4 principles she stands by

20:08 - Emelia and Marilena discuss a study stating that only 20% of insights deliver business outcomes, and what that means for the insights community

22:17 - Marilena talks how sophisticated large organizations are in understanding research 

24:50 - Emelia and Marilena break down the fact that, while we need to work at the speed of business, there is a significant loss when we treat insights, data, and intelligence as something that can be acquired quickly and cheaply

30:37 - Emelia asks: How can we open our minds and opportunity spaces to do this work in other contexts?

34:28 - Marilena and Emelia discuss what happens when an organization is solely focused on short-term goals

37:07 - Marilena shares advice on how qualitative researchers can serve their clients better in today's business climate

41:31 - Emelia recalls her memories of watching Marilena moderate, and inquires about her training

42:50 - Marilena and Emelia reflect on the art and science of moderation

44:31 - Emelia and Marilena detail their very first memories moderating focus groups

47:28 - Emelia brings the episode to a close

Episode Credits

Executive Producer: Emelia Rallapalli

Producer: Stephanie Watanabe 

Editing & Post Producer: Erin Zimmerman

Artwork & Design: Liisa Turan-Walters

Hi, there! I'm your host, Emelia Rallapalli, founder of Pebble - a brand strategy and marketing research consultancy.

Pebble Presents is where we talk about creativity, marketing, innovation, and all the "AHA!"s in between. I'm glad you're here.

Welcome to Pebble Presents!