Revenue Engine Podcast

Oleg Shilovitsky is the CEO and Co-founder of OpenBOM, a digital network platform that manages product data and connects manufacturers with supply chain networks. He also runs his social and consulting brand, Beyond PLM, to share information and insights for product, engineering, and manufacturing software.

In the past, Oleg held a host of leadership and technology positions, including a rich background in product lifecycle management. He is passionate about using technology and business to transform the way people work in engineering, manufacturing, and enterprise.

Engineers are a difficult group for marketing. With an analytical and pragmatic mindset, the majority of engineers are focused on tangible solutions. For SaaS companies, directly marketing to these professionals can prove difficult and tedious.

Meanwhile, executives are an entirely different challenge. Their expectations and budgets can prove resistant to subpar marketing. A common factor between both groups is Oleg Shilovitsky, a CEO who has created content for both subsections — he offers invaluable advice on marketing to each.

In this episode of the Revenue Engine Podcast, Alex Gluz invites Oleg Shilovitsky, the CEO and Co-founder of OpenBOM, onto the show to break down how to market complex products to executives and engineers. They go through the basics, how Oleg found his niche, and his advice for marketers on appealing to both mindsets. They also talk about the inherent problems with B2B SaaS marketing and past mistakes that helped Oleg grow.

Nigel Cullington is a marketing leader with 25 years of global experience in sales and marketing. He is the VP of Marketing at Upland Software, an enterprise software that offers project management, workflow automation, and digital engagement.

Previously, Nigel worked in product marketing at Openwave Messaging and Altify before Upland's acquisition.

As businesses rapidly evolve, technology is often the dividing line for success. Having the right software, systems, and methodology can help companies rise past plateaus. Vendors in particular can become true partners with their clients, taking over crucial tasks and management responsibilities.

One such vendor and SaaS company is Upland Software. Their suite of software has granted increased efficiency to many leading companies. Marketing and sales have been key components of their growth, finding unique ways to promote their brand.

In this episode of the Revenue Engine Podcast, Alex Gluz interviews Nigel Cullington, the Vice President of Product Marketing at Upland Software, to discuss the business' marketing strategies. They discuss Nigel's career across sales and product marketing, how they use account-based marketing, and how they stand out from the crowd.

Kris Rudeegraap is the CEO and Co-founder of Sendoso, a direct mail automation platform that helps companies engage with their customers throughout the buyer's journey. He is also an advisor and investor for many leading companies including Alan AI, Sonar Software, LoopGolf, and Tourial.

In addition to his business, Kris is a contributing writer for Forbes Technology Council. He has previously worked as a senior account executive and a regional sales director.

Leading a successful business — especially a B2B business — is a difficult process. Marketing and funnel growth are notoriously elusive prospects that contain a host of variables. While each company is different, there are universal tips and experiences that can always help. Kris Rudeegraap is a CEO who has consistently helped his business grow. He has learned from firsthand experience how to navigate the SaaS and B2B industries. He offers his insight as a Forbes contributor but now offers additional thoughts to you. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Kris Rudeegraap, the CEO and Co-founder of Sendoso, to discuss leading and growing a B2B company. They break down his approach to growing the business, accelerating marketing, and aligning the company's different teams. Kris also touches on AI and his thoughts on the industry as it stands today.

Mario Martinez is the CEO and Founder of Vengreso, a sales training company that simplifies and automates with their SaaS-based technology FlyMSG. He is the host of the popular The Modern Selling Podcast and was featured in Forbes, INC., Entrepreneur, and Huffington Post. He's a highly sought-after keynote speaker with his experience in personal branding and B2B sales.

In addition to these roles, Mario also serves on the advisory boards for National Association of Women Sales Professionals and OneMob.

SaaS companies are already difficult to fund and market, but what about transforming an existing business into a SaaS model?

Vengreso started as a digital sales prospecting training company but has since pivoted with their software FlyMSG. The transformation has been difficult but rewarding in many ways according to founder Mario Martinez, who has applied his extensive knowledge of B2B business to market the new software. It is a unique situation for a company, and now you too can learn the irreplicable lessons that came from it.

In this episode of the Revenue Engine Podcast, Alex Gluz has an insightful conversation with Mario Martinez, the Founder and CEO of Vengreso, to talk about marketing and switching over to the SaaS model. They discuss the challenges of switching business models, customer acquisition, social media, and running a SaaS company. They also go through Mario's background in business and what he learned from his mentors.

Arsen Stepanyan is the Co-founder and CEO of Orders.co, a business offering restaurant industry solutions to streamline the ordering process and increase revenue. In addition to his business, he is a board member at BuildUp Bootcamp. He started his career as a small business owner and has translated that experience into expertise with his new business.

Technology designed for restaurants faces an uphill battle. The unique challenges of the restaurant industry lead to difficulties for third-party software. If marketed correctly, the wide consumer pool can be a great advantage for companies. If marketed poorly, however, prevalent skepticism can halt any forward progress. So how can technology businesses properly market themselves to restaurants? In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Arsen Stepanyan, the Co-founder and CEO of Orders.co, to discuss demand generation for restaurant industry technology businesses. The two break down the unique attributes of restaurants, how to market the specific technology, and making the software accessible.

Mike Chuma is the Vice President of Global Marketing, Engagement and Enablement at IDeaS Revenue Solutions, a revenue management software that has served hospitality businesses for over 30 years. He has led global product organizations, redefined product strategies, and helped implement new technologies for SaaS and subscription models.

Before IDeaS, Mike worked for Trinity Springs Inc., SuperValu, and Digital River in a variety of leadership positions. Across his career, he has aimed to provide organizations the tools they need to maintain relevance for commerce and sales channels.

Revenue management is an unwieldy topic. Under the umbrella of marketing, generating and nurturing revenue is fundamental to the health of a business. There are a myriad of factors that can get in the way — so what are some of the most important tips and tricks?

Mike Chuma has earned his experience from a fruitful career and key mentors. He started as a sales and marketing manager, working his way to a place of leadership for a leading technology brand. All of this has allowed him to know what many companies need to excel in their marketing. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Mike Chuma, the Vice President of Global Marketing, Engagement and Enablement at IDeaS Revenue Solutions, to discuss better revenue management. They break down product strategy, revenue management for hotels, and important tips for marketing. The two also talk about the transition from lead-centric to revenue-centric marketing.

Gabe Graham is a marketing and sales executive with deep knowledge of developing and implementing digital-first marketing strategies. He is the Director of Growth and Field Marketing of Accela, a unified suite of cloud solutions for local governments.

Prior to Accela, Gabe spent nearly two decades at H&R Block, starting as a marketing manager and exiting as their Director of Marketing Strategy.

Marketing is a notoriously difficult facet of business. A myriad of factors can determine what works and what doesn't, resulting in trusted marketing models failing. Companies don't only need strong marketing but someone to lead the program — someone able to adapt to changes and find new business. So what are some of the core elements of this marketing approach?

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Gabe Graham, the Director of Growth and Field Marketing at Accela, to discuss his successful marketing program at the company. They touch on the first year of growth, how Gabe approaches field marketing, and leading collaboration among teams. The two also discuss the current state of marketing and how new technology is shaping it.

Collin Mitchell is a sales specialist, investor, and entrepreneur. He is Vice President of Sales at Leadium and currently works with other companies such as Vengresso, Nigel Green, and uCast. He is also the host of the Sales Transformation Podcast, where he offers bite-sized advice on how to transform your sales.

At 25, Collin founded his first company and has since successfully exited three separate endeavors.

AI is a hot-button topic, especially in the world of business. With fierce competition, companies are looking to technology to secure any advantage. Leveraging AI is not enough, however. Knowing how and where to use it is equally as important, not only securing more customers but earning their long-term trust. Collin Mitchell has worked in sales for more than 15 years. Along with starting his own businesses, he has developed a talent for sales and how to access customers. He led the sales for Humantic, an AI and marketing platform, and now explains his insights for others looking to combine the two. In this episode of the Revenue Engine Podcast, Alex Gluz interviews Collin Mitchell, the former Head of Sales at Humantic, to discuss his knowledge and how AI is being used in marketing. They break down Collin's early life, selling directly to the customer, and the work that Humantic does in the AI space. The two also talk about the best advice he received from his mentors.

David Weiss is a sales executive, sales coach, and is the Chief Revenue Officer of The Sales Collective. The company is a partner in accelerating business growth using experience and cutting-edge strategies to optimize sales performance.

David is the author of Your Definitive Sales Career Guide and Sales Success Stories. He also founded the company DealDoc, which spearheads an app that inspects and suggests fixes in business deals.

The only way to drive sales is to have a successful sales team. The challenge then becomes constructing and properly utilizing a team for greater revenue. More than any software, people can go above and beyond, creating incredible improvements. For business leaders and salespeople alike, there is a lot left to know.

David Weiss is an experienced sales leader and author. His current work is through The Sales Collective, helping other businesses and professionals to radically improve their sales and the teams that drive it. So what does he have to offer to improve yours?

Alex Gluz invites David Weiss, the Chief Revenue Officer at The Sales Collective, onto the Revenue Engine Podcast to talk about sales and how to improve a sales team. They talk about the convergence of sales and marketing, the books that influenced David's perspective, and his advice for young professionals. They also go through some common misconceptions in the field and how to treat them.

Deborah Galea is the Director of Product Marketing at Orca Security, a leading cloud security platform. She is a proficient marketing professional with more than 20 years of experience marketing B2B software and SaaS solutions. Her previous positions include marketing work with Ascend Analytics, OPSWAT, and even co-founding Red Earth Software.

Deborah's specialties include product marketing, SEO, content creation, social media, lead generation, and public relations.

Cybersecurity is a difficult field for marketing. Many companies that need the service most are loath to improve their protection, leaving them vulnerable to attacks. Even competent companies can fail to see the need for greater defenses and suffer as a result. This means that some of the best marketers for cybersecurity are the ones that understand the customer's hesitations and needs.

Deborah Galea understands this dynamic, now leading product marketing for cloud security. She founded her own business in the field, learning directly from her own clients and now uses that information for marketing purposes. So what are her most salient recommendations?

Alex Gluz invites Deborah Galea, the Director of Product Marketing at Orca Security, onto the Revenue Engine Podcast to talk about marketing for cybersecurity and cloud services. They break down her early career and some of the key lessons she learned. They also talk about balancing marketing priorities, valuable strategies to stay ahead of the curve, and the impact of AI on marketing.