Welcome to another episode of the Predictable B2B Success podcast, where we delve into the often overlooked yet powerful catalysts for sustainable revenue growth in the B2B space: packaging and trust.

Host Vinay Koshy is joined by Nathan Yeung, founder of Find Your Audience, to explore these crucial elements that can differentiate your brand while navigating the complexities of the B2B market. Nathan brings over a decade of experience in marketing, finance, and management consulting to provide a fresh perspective on building effective strategies that align with market needs and internal company culture.

In this episode, Nathan shares his frustration with the subpar advice given to founders and explains how strategic insights from marketing can play a pivotal role in long-term growth. Discover why first impressions, akin to the packaging in B2C, are just as vital in B2B digital branding. Learn how to measure trust within your customer base truly and why creating customer evangelists could be your most underutilized marketing channel. Plus, Nathan unveils actionable insights on maximizing the potential of your current marketing channels and why embracing bold strategies can set you apart in a crowded market. Tune in for a conversation rich with actionable insights and real-world examples that could transform your approach to B2B success.

Some areas we explore in this episode include:

• Packaging and Trust in B2B: The significance of packaging and trust in driving sustainable revenue growth.
• Nathan Yeung's Founding Journey: Insights into why Nathan started Find Your Own Audience based on his diverse professional experiences.
• Role of Marketing Strategy: The importance of marketing strategy in identifying opportunities and positioning through insights.
• Understanding Marketing Tactics: Realizing that all marketing tactics can work, but priorities should be set based on constraints.
• Branding as B2B Packaging: How branding acts as packaging and its effect on first impressions and company perception.
• Assessing Trust with Customers: Potential overconfidence among CEOs regarding customer trust and its implications for customer management.
• Creating Customer Evangelists: Shifting focus to building customer evangelists and long-term relationship investment.
• Building Community via Events: Effective community building through thoughtfully programmed events offering personal, social, and commercial benefits.
• Empathy and Communication Challenges: The critical role of empathy in marketing and the importance of communicating in customer language.
• Advice for New Marketing Teams: Guidance on assembling marketing teams and standing out in competitive environments.
• And much, much more...

Welcome to another insightful episode of the Predictable B2B Success podcast! Join us as Vinay Koshy dives into an engaging conversation with Richard "RJ" Kedziora, the co-founder of Estenda and an innovator in the healthcare technology space. With over three decades of experience in software product design and development, RJ shares his journey from leading university associations to revolutionizing healthcare with data-driven solutions.

In this episode, we explore the evolution of healthcare technology, from paper-based systems to today's data-rich landscapes, and discuss how the industry is harnessing data to enhance patient care. Discover how empathy is not just a buzzword but a fundamental driver for success in building B2B relationships and driving revenue growth.

RJ provides a fascinating look into the unique challenges of healthcare, from balancing regulatory compliance to the complex dynamics of who pays and who benefits. Tune in to learn how his team at Estenda innovates by using a systematic, empathy-driven approach to problem-solving and client engagement, ensuring impactful solutions in a rapidly changing environment. Whether in healthcare or B2B industries, this episode contains insights that can transform your understanding of trust, empathy, and innovation.

Some areas we explore in this episode include:

• Leadership and Early Experiences - RJ's journey and early leadership roles that shaped his career.
• Estenda's Origin - The motivation behind founding Vistenda and how their focus has shifted over time.
• Empathy in Business - The critical role of empathy in building trust in B2B relationships and the software development process.
• Healthcare Data Challenges - Transitioning from data acquisition to using data effectively in healthcare.
• Problem Solving Skills - RJ's strength in problem-solving and its impact on developing empathetic solutions.
• Customer Collaboration - Working with clients who have a general idea of their needs to create practical solutions.
• Regulatory Compliance - Turning compliance requirements into opportunities for revenue growth.
• Approach to Unknowns - Strategies for handling unknown factors in software development projects.
• Team Building with Empathy - Engaging team members to empathize with users and teach the patient journey.
• Building Trust and Partnerships - Methods for maintaining trust and developing long-term client partnerships.
• And much, much more...

In this episode of Predictable B2B Success, host Vinay Koshy welcomes James Brown, the innovative founder of BizTech Guru, to delve into the intricacies of systemization and its pivotal role in transforming businesses. Listen as they unpack the staggering statistics behind businesses with well-documented systems experiencing 280% higher growth and the everyday hurdles companies face when implementing these systems.

James shares insights from his rich background in various industries, shedding light on Systemology's transformative power and his collaboration with David Jenens, which unearthed a game-changing approach to systemizing businesses. Discover the critical client flow concept—a vital component for revenue generation—and explore when a startup should begin to focus on creating systems.

This episode doesn't just stop at providing a roadmap for achieving operational efficiency but goes further to explore the potential of leveraging AI in systemization. Whether you're a business owner overwhelmed by daily operations or in the early stages of a startup journey, James Brown provides valuable perspectives on harnessing systems for substantial time freedom, allowing for innovation and explosive growth. Tune in for a riveting discussion that redefines how you think about your business processes.

Some areas we explore in this episode include:

• Systemizing Business Operations: How systemization can drive business growth.
• Common Barriers: Challenges like documentation issues and resistance to change.
• James Brown's Background: His journey and why he founded BizTech Guru.
• Importance of Systems: Key elements in freeing up time and unlocking growth.
• Timing for Systemization: When startups should start implementing processes.
• Critical Client Flow: Understanding the revenue-generating core of a business.
• Change Resistance: Handling resistance from crucial team members.
• Systemology Overview: The essentials of systemology in business.
• Innovation Balance: Maintaining innovation while systemizing.
• Systems Champion Role: The importance and identification of a systems champion.
• And much, much more...

In this episode of the Predictable B2B Success podcast, we're joined by AJ Rounds, a seasoned entrepreneur and co-founder of RevRoad, a unique venture services firm. With a rich background as a two-time CMO and four-time founder and having experienced three successful exits, AJ brings a wealth of knowledge to the conversation.

With host Vinay Koshy, AJ delves into the motivating factors behind starting RevRoad and offers insights into the venture's distinctive approach of combining human capital with financial investments to help startups scale up successfully.

Discover how RevRoad aims to flip the traditional narrative by reducing startups' 90% failure rate to a promising 67% success rate through a focus on expertise, collaboration, and strategic growth. AJ shares strategic insights into identifying ideal customer profiles, the importance of culture in scaling businesses, and the critical elements that make startups investable. Whether you're grappling with building company culture or just curious about how capital can be infused effectively for business growth, this episode offers valuable lessons from AJ's entrepreneurial journey and RevRoad's innovative model. Tune in for an inspiring conversation filled with practical advice and real-world experiences.

Some areas we explore in this episode include:

• AJ Rounds' Background and Experience - This includes his journey as a cofounder and his previous startup experiences.
• The Concept and Origin of RevRoad - How and why RevRoad was started, and its mission to solve the high failure rate of startups.
• RevRoad's Business Model - Infusion of human capital and services before raising financial capital for startups.
• Scaling Startups - Strategies and processes for taking startups from initial stages to being investable by RevRoad Capital.
• Ideal Customer Profiles (ICP) - The importance and process of defining and focusing on target customer profiles.
• The Importance of Customer Feedback - Encouraging startups to engage with customers early to validate and refine products/services.
• Culture and Recruitment - The significance of company culture in startups and AJ's insights on recruitment strategies.
• Evaluating Startups at RevRoad - The use of the "Five H's" (Head, Hands, Heart, Humor, Humility) in assessing potential RevRoad companies.
• Global Impact and Social Responsibility - Examples of how entrepreneurship is used to solve global problems, including RevRoad's involvement in the virtuous cycle.
• Challenges and Myths in Scaling - Common misconceptions about growing a business and the reality of venture success.
• And much, much more...

Welcome to another episode of Predictable B2B Success, where we explore the evolving world of loyalty programs with Len Covello, Chief Technology Officer at EngagePeople. As a pioneer in reshaping how loyalty programs operate, Len shares fascinating insights into EngagePeople's innovative approach, which allows program members to pay with points at checkout. With over 51 million active members and an annual processing of $400 million, EngagePeople is not just changing the game—it's revolutionizing it.

Dive into Len's entrepreneurial journey, starting his first tech company at just 18, and discover how his relentless quest for innovation continues to drive EngagePeople's success. Len opens up about the complexities and challenges of integrating loyalty programs in the B2B space, emphasizing the importance of data-driven decisions, understanding customer aspirations, and the critical role of having a program champion within organizations.

This episode unveils the future of loyalty programs, where personalization, integration, and partnerships are key to creating a sustainable competitive edge. Whether part of a B2B or B2C company, Len's insights will inspire you to rethink how loyalty programs can align with your business objectives to drive unprecedented customer engagement and revenue growth.

Some areas we explore in this episode include:

• Introduction to Len Covello: Len's role as CTO at EngagePeople and an outline of the company's mission.
• B2B Loyalty Market: Opportunities and challenges in the projected growth of B2B loyalty programs.
• Len's Journey into Loyalty: His interest in the space is driven by a passion for innovation and customer experience.
• EngagePeople's Goals: The company's focus on technology to enhance loyalty programs and the challenges faced.
• Personal Strengths and Insights: Len's cerebral approach to decision-making and insights on planning and execution.
• Implementing Effective Loyalty Programs: Aligning loyalty initiatives with business goals and customer aspirations.
• Successful Case Studies: Airline programs are examples of well-integrated loyalty and business strategies.
• Utilizing Customer Data: The importance of data in understanding customer needs for effective loyalty solutions.
• Tech-Innovation in Loyalty: How partnerships and innovation are key to loyalty program success, alongside addressing tech challenges.
• Competitive Loyalty Programs: Strategies for innovation, including personalization and cross-industry inspiration.
• And much, much more...

In this episode of the Predictable B2B Success podcast, host Vinay Koshy sits down with seasoned marketer Martin Pietrzak of Pinch Marketing to unravel the intricacies of business growth in the complex B2B landscape. Imagine a business world where the power doesn't lie merely in expansive reach but in pinpointing precision—where scaling isn't about casting the widest net but understanding and empathizing with the customer's journey. Martin shares his unique journey from a budding artist to a decisive leader in tech and SaaS, revealing how a pinch led to the birth of his marketing firm.

Dive into challenges most companies face today: the illusion of universal appeal, the dangers of optimism bias, and organizational silos that stifle true customer-centric growth. Martin highlights how focusing on truly understanding the market and challenging orthodox perceptions can uncover hidden high-value client profiles. With real-world success stories, he illustrates the strategies businesses can implement to evolve their messaging, storytelling, and customer engagement tactics.

Join us to explore how businesses can differentiate themselves in saturated markets, become truly empathetic, and harness the evolving landscape of communication for sustainable growth. This engaging conversation promises to leave you thinking differently about marketing and growth strategies.

Some areas we explore in this episode include:

• The importance of narrowing market focus and adopting a customer centric approach for scalable revenue growth.
• The complexity of B2B customer journeys and the need to maintain a narrow focus.
• Organizational silos and their impact on data sharing and customer-centricity.
• Challenges faced by organizations due to outdated technology and processes.
• Martin Pietrzak's journey into marketing and the creation of Pinch Marketing.
• The common perception among C-suite executives that their product is for everyone and the implications on marketing and revenue.
• The role of proxies within organizations to better understand customer experiences.
• Strategies for identifying ideal customer profiles and differentiating messaging for various stakeholders.
• The introduction of empathy and customer-centricity in the discovery process and its impact on strategy.
• The significance of storytelling in overcoming market inertia and engaging potential customers.
• And much, much more...

In this episode of Predictable B2B Success, host Vinay Koshy welcomes Daniel Kushner, CEO and co-founder of Oktopost, a sophisticated social media management and employee advocacy platform. With his rich background as a serial entrepreneur, Kushner dives deep into the intricacies of measuring and monetizing B2B social media to demonstrate its tangible impact on business success. Discover the fascinating story behind Oktopost's inception in 2013, born out of a personal need for better measurement tools in the social media space.

As the discussion unfolds, Kushner reveals the profound differences between B2B and B2C social media, advocating for a holistic approach where social engagement is a cross-organizational effort rather than a marketing silo. The episode explores the importance of integrating social media into the overall fabric of a company—underscoring the need for businesses to embrace social at a cultural level to maximize opportunities.

Additionally, Kushner unpacks the role of employee advocacy, offers insights for startups with smaller teams, and shares valuable advice on nurturing thought leadership within technical teams. Please tune in to explore how AI, data trends, and authentic engagement are reshaping the landscape of B2B social media and why measuring its impact should be at the forefront of any forward-thinking organization.

Some areas we explore in this episode include:

• Origin of Oktopost: Founding of Oktopost in 2013 and the market opportunity identified.
• Measuring Social Media Impact: Importance of measuring social media's influence on B2B success.
• Platform Integration: Need for tools like Oktopost to integrate with other marketing platforms.
• Cross-Organizational Social Engagement: Social media's role across different organizational functions.
• Organizational Culture: Impact of culture and leadership on social media effectiveness.
• Challenges for Startups: Strategies for smaller companies to leverage social media.
• Employee Advocacy: Role of employees in brand promotion and thought leadership.
• Personal Branding: Supporting employees in building personal brands through social media.
• B2B vs. B2C Social Media: Differences in approach between B2B and B2C social media.
• AI's Role: How AI can enhance social media strategies and trend analysis.
• And much, much more...

In this Predictable B2B Success podcast episode, host Vinay Koshy welcomes George Storm, the innovative CEO of Break the Box. With a rich tapestry of experience spanning industries like real estate, SaaS, and insurance, George's journey is one of curiosity and relentless pursuit of authentic connections.

As someone who's transitioned from the upper echelons of corporate sales to spearheading his venture, George is no stranger to breaking conventional molds. This episode dives into the burning questions of traditional sales versus customer retention and why fostering genuine relationships rather than just chasing numbers is key to sustainable revenue growth.

George shares compelling insights on how modern sales strategies can integrate AI effectively without losing the human touch. Plus, he reveals why adaptation, emotional intelligence, and curiosity are the untapped superpowers that can set B2B leaders apart in today's competitive marketplace. This episode is a must-listen if you're eager to discover how to reshape your business strategies by infusing creativity and authentic engagement. Tune in to uncover the secrets of accelerating revenue by thinking outside the box—literally!

Some areas we explore in this episode include:

• George Storm's career background and transition to founding Break the Box.
• The main issue Break the Box aims to solve: revenue acceleration.
• The emphasis on customer acquisition versus nurturing existing relationships in sales.
• George Storm's personal areas of strength, such as curiosity and adaptability.
• The importance of soft skills like emotional intelligence in sales.
• The role of data in creating customer experiences and being data-driven versus creative.
• The potential of podcasts as lead magnets and their role in personal branding.
• Integrating AI in sales for data enrichment and improving sales conversations.
• The significance of being authentic and maintaining a conversational tone in sales communication.
• Building a sales and revenue strategy focused on customer success and retention.
• And much, much more...

In this episode of Predictable B2B Success, we delve into the fascinating intersection of psychology, automation, and technology with Maxwell Nee, the Chief Revenue Officer of ScoreApp. With a clientele boasting over 6,000 paying clients, including influential names like Chris Do, Jay Shetty, and Ali Abdaal, ScoreApp is revolutionizing lead generation and customer engagement. Maxwell shares his transition from a digital marketing agency owner to a key player in ScoreApp's rapid growth and how his passion for being an evangelist fuels his success.

Join Vinay Koshy as he unpacks Maxwell's powerful insights on developing streamlined customer journeys, leveraging AI in quiz marketing, and the essence of focusing on solving problems before product creation. Explore the art of asking the right questions and crafting engaging marketing strategies that lead to outsized wins. Discover the vital elements that set leading brands apart and the quintessential role of value exchange in lead generation.

Whether you're looking to amplify your business's impact or explore innovative approaches to customer engagement, Maxwell's experiences and strategies will provide a wealth of inspiration and actionable insights to implement in your entrepreneurial journey. Tune in for a transformative conversation!

Some areas we explore in this episode include:

• Maxwell Nee's Role and ScoreApp: His background and role as Chief Revenue Officer.
• B2B Marketing Challenges: Issues with achieving scalable success and the role of automation and AI.
• Psychology and Automation for Growth: Using these tools to drive revenue.
• Distribution vs. Product Development: Building sales channels before products.
• Effective Market Research: Approaches like quizzes for product-market fit.
• Designing Quizzes: Role of AI in crafting impactful questions.
• Lead Generation via Marketing: Strategies for targeted and clear communication.
• Pricing Strategy Insights: Overcoming pricing challenges and recognizing product value.
• Business Scaling Tactics: Utilizing partnerships and marketing strategies effectively.
• Client Retention Focus: Importance and strategies for ongoing client success.
• And much, much more...

In this episode of "Predictable B2B Success," we dive into creative entrepreneurship with Lindsay Scherr Burgess, the founder and Moss Boss of Green Wallscapes. Discover how Lindsay turned an accidental venture into a thriving business that has graced spaces in over 35 states, Canada, and the Caribbean. With a unique fusion of preserved moss, art, and commercial-grade applications, Lindsay has carved a niche in the marketplace, creating lavish expressions of botanical joy. Despite her background in diverse industries such as organic produce and real estate, Lindsay's passion for innovation has driven her company to work with leading brands like Amazon and Starbucks.

Join host Vinay Koshy as they explore the challenges and triumphs of scaling operations while maintaining artistic integrity. From overcoming revenue unpredictability to navigating the pandemic's impact, Lindsay's journey offers invaluable insights into the intersection of creativity and business growth. Discover the secrets behind her sales prowess, her approach to team management, and her vision for the future of Green Wallscapes.

Whether you're a budding entrepreneur or a seasoned professional, this episode promises to spark your curiosity and inspire your success journey in the business world.

Some areas we explore in this episode include:

• Creative Business Challenges: Scaling operations while maintaining artistic integrity and addressing revenue unpredictability.
• Lindsay's Business Journey: The accidental start and organic growth of Green Wall Wallscapes.
• Advantages of Preserved Moss Art: Using preserved moss in commercial spaces for aesthetics and low maintenance.
• Sales and Business Strengths: Lindsay's strengths in sales and marketing and their impact on business success.
• Importance of Customer Service: Being responsive and maintaining strong client relationships.
• Balancing Art and Commerce: Collaborating with clients to maintain artistic integrity in custom projects.
• Client Education and Market Growth: Strategies for educating clients and expanding the market.
• Delegation and Team Building: Evolution of delegation and team dynamics, especially during COVID.
• Navigating COVID-19 Challenges: Supply chain and workforce issues during the pandemic.
• Networking and Partnerships: Building and leveraging professional networks for growth.
• And much, much more...