Tech Qualified

During this episode of Tech Qualified Podcast, we talk with Glen Gulyas, the CEO and Co-Founder of Onclave Networks.  A veteran in the tech business, Glen has been in IT work since 1988, working for one of Microsoft's first partners. He's spent some time in consulting, other software companies, and ultimately starting Onclave Networks.  He shares with us the importance of security, building relationships with the C-suite and the greatest challenges for security solutions in the future.

• Glen's background and current role at Onclave.
• Changes within the industry, specifically in IoT and security.
• The smartest decision Glen has made as a professional.
• The story and background of Onclave Networks.
• Defining S.C.I.F (Sensitive Compartmented Information Facility) and its inter functionality with IT.
• Differences between IT and IoT.
• The "ideal" customer profile for Onclave: a horizontal approach.
• How to develop your initial story to address a problem.
• The "buying committee" for a solution such as Onclave.
• The stats to help imagine the need for unique security solutions.
• Who is responsible for approaching these security issues?
• The importance of trust in building security solutions.
• Building the brand of Onclave.
• Key pieces of collateral to convey the message of Onclave.
• Sharing the growth of Onclave and what this technology brings to the market.
• The importance of working with OEM's on security solutions.
• Glen's biggest surprise in starting a company like Onclave.
• Advice for tech marketers looking to communicate their own solutions.

Episode Highlights:

• Tukan Das shares his background and what he is up to at LeadSift. 
• What is the smartest decision Tukan Das has ever made as a professional?
• How did Tukan get started with LeadShift with his other co-founders?
• What does buying intent mean to Tukan Das?
• Tukan talks about where LeadSift’s data comes from and ways they signal intent. 

• What are the three main types of buying intent data? 
• How does LeadSift provide intent signals at the level of the individual? 
• Once companies or sales teams have this data, what are some things they can do with it?   

• Tukan Das talks about their content series called Driving Content with Intent.

• How did they come up with this content series?  
• Case studies, short videos, and publishing an eBook are types of content that have worked well for LeadSift.  
• What is his favorite resource that he relies on?  
• Is there a tool that Tukan has implemented that now he can’t live without? 
• What is his favorite resource that he relies on? 

3 Key Points:

1. LeadSift’s mission is to mine publically unstructured data to identify buying intent. 
2. The three sources of intent in a B2B setting are first-party intent, the data from activities on your own online properties, second-party intent, data from someone else's' first-party intent, and third-party intent, is data from everywhere else.
3. The LeadSift content series called Driving Content with Intent takes someone’s competitive landscape and zooms into what kind of content they are consuming, topics they are engaging with, and what events they are attending.

Resources Mentioned:

• Tukan Das: Linkedin Twitter
• LeadSift: leadsift.com
• SaaS Growth Hacks Facebook Group
• SaaStr: saastr.com
• Make It Happen - B2B Sales with John Barrows Facebook Group

During this episode of Tech Qualified Podcast, we talk with Tyler Gillespie, Thinking Time Chief of Proofreading Pros and Applause Lab. Proofreading Pros is a human-powered editing service in Google Docs and Applause Lab is a done-for-you video testimonial service for B2B SaaS companies. Tyler Gillespie shares how both Proofreading Pros and Applause Lab came about, the benefits they offer to the content marketing space, the power of video testimonials and getting a second pair of eyes on your content, as well some of the contemporary trends in content marketing. 

Episode Highlights:

• Tyler Gillespie shares his background and what he has been up to now. 
• What is the smartest decision Tyler has ever made as a professional?
• Tyler explains the Profit First System.  
• What does the Thinking Time Chief job title mean?
• How did Tyler get involved with Proofreading Pros?
• What was Tyler’s experience like with Google Add-ons marketplace?  
• Tyler Gillespie talks about buying and selling businesses and lessons he learned.   
• How does Proofreading Pros work and what are its benefits?  
• How did Tyler layout the service and product side and pricing of Proofreading Pros? 
• What is Applause Lab and what does it provide? 
• What is the process of creating video testimonials for clients? 
• How does the Done-For-You model work?
• What has been the biggest surprise for getting Applause Lab off the ground? 
• What are some of the current content marketing trends? 
• What are the most important pieces of content a B2B business should have?  
• Is there a tool that Tyler has implemented that now he can’t live without? 
• What is his favorite resource that he relies on? 

3 Key Points:

1. Develop a system around solving problems because businesses never run out of problems. 
2. Tyler was able to work out a business acquisition deal with a small portion of capital upfront with owner financing on the backend. 
3. Google's algorithms are pushing content to be of a higher quality by measuring how long people are on the website and does it engage people?

Tweetable Quotes:

•  “Implementing the profit-first system in our business, it is kind of a financial system for the business to operate on.” – Tyler Gillespie
• “The motivated sellers side, those are going to be typically off-market deals. Maybe those aren’t listed yet. The buyer doesn’t have any plans to sell. If that is something they are interested in, it’s really just networking.” – Tyler Gillespie
• (Applause Lab) “Our goal is how can we capture the raw, authentic, genuine experience? That content is often more powerful and also relateable. Sometimes when stuff is overproduced there is some disconnect.” – Tyler Gillespie

Resources Mentioned:

• Tyler Gillespie: Linkedin
• Proofreading Pros: proofreadingpros.io
• Applause Lab: applauselab.com
• Productized Startups Facebook Group
• Book: Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz
• Book: The Road Less Stupid by Keith J. Cunningham
• Book: Traction: Get a Grip on Your Business by Gino Wickman
• Book: What the Heck Is EOS?: A Complete Guide for Employees in Companies Running on EOS by Gino Wickman
• Flippa (Brokerage Site): Flippa.com
• Quiet Light Brokerage (Brokerage Site): quietlightbrokerage.com
• Empire Flippers (Brokerage Site): empireflippers.com
• FE International (Brokerage Site): feinternational.com

● Motion: MotionAgency.io/ultimate

During this episode of Tech Qualified Podcast, we talk with Justin Gutwein, Content Marketing Manager at 6sense, a marketing firm in Indianapolis, Indiana. Justin Gutwein shares his extensive background in video production and content creation, how 6sense approaches client engagement with the ‘dark funnel,’ executing layers of engagement, and how the B2B buyer’s journey is changing. 

Episode Highlights:

• Justin Gutwein shares his background in video production.  
• What is the smartest decision Justin has ever made as a professional?
• Who is the ideal 6sense customer and what types of solutions does the company provide?  
• What role does content play at 6ense? 
• How does he determine what types of content formats to execute? 
• What is 6sense’s ‘Talking Sense’ and what were some of the logistics behind it?
• Justin Gutwein talks about building an event experience with 6sense.  
• What are some ways 6sense has built up their brand leadership? 
• What is today’s B2B’s buyer journey?
• Justin examines the habits of the buying cycle. 
• What does his editorial execution calendar look like?  
• What is a resource that Justin Gutwein gets a lot of value from?  

3 Key Points:

1. The ‘dark funnel’ is all of the activity that happens before anyone asks for help, gets more information, or takes action. 
2. The ‘dark funnel’ is broken down into four stages: the awareness stage, the consideration stage, the decision stage. and the purchase stage. 
3. Justin Gutwein says that about 78% of buyers will buy from the first person or company who they actually have an interaction with. 

Tweetable Quotes:

• (6sense) “What we are able to do is look into anonymous intent data and inform your marketing and sales teams. Who is in market for your product?” – Justin Gutwein
• “Think about your own habits. You are researching online. So when you finally have basically answered your own questions. You finally reach out to someone and say, ‘Hey, I would like to talk and or buy this thing.’” – Justin Gutwein
• (B2B buyer journey) “People are spending more and more time anonymous before they raise their hand and say, ‘Hey, I’m interested in your product,’ and most of them have pretty much made their decision.” – Justin Gutwein

Resources Mentioned:

• Justin Gutwein: Linkedin | Twitter
• 6sense
• Motion

Host Tristan of the Tech Qualified Podcast talks with Steve Richard, Chief Evangelist and Co-Founder of ExecVision. Steve Richard discusses the vision behind ExecVision, the solutions that it provides, the concept of conversation intelligence, and becoming a professional authority in his area of expertise. 

Episode Highlights:

• Steve Richard expresses his mission statement.   
• What is the smartest decision Steve has ever made as a professional? 
• What is the ideal customer for ExecVision and the types of solutions it provides? 
• How did ExecVision originate? 
• How was the ExecVision title of Chief Evangelist decided for Steve Richard and what does that mean for a tech company? 
• What is the backstory of ‘conversation intelligence?’
• How has Steve Richard become an authority in his space?  
• How has Steve’s high profile helped to increase revenue with ExecVision?
• How does he fit in his own content generation with everything else he is doing?
• Steve Richard shares what he means by ‘always put the buyer in the center’ from the perspective of a B2B company.  

3 Key Points:

1. Steve Richard identifies the four different demand types as being: even angelical, same old same old, better mousetrap, and government regulation.  
2. Conversation intelligence stems from the question of, ‘Imagine the amount of information, insight, and intelligence that exists in your conversations with your customers and prospects?’
3. Most of the time, when you pick up some information, your brain will purge it or forget it when you are sleeping.  

Tweetable Quotes:

• “My mission in life has been to help as many sales teams as possible become widely successful. I really do believe in that.” – Steve Richard
• (ExecVision’s ideal customer) “Anybody that has a lot of people that live and die by the phone, where they need to increase performance. They tend to be inside sales organizations.” – Steve Richard
• “ExecVison leverages artificial intelligence and surfaces coachable moments so people don’t have to dig through the big pile of call recordings.” – Steve Richard

Resources Mentioned:

• Steve Richard: Linkedin
• ExecVision.io
• MotionAgency.io/ultimate

In this episode of the Tech Qualified podcast, host Tristan Pelligrino interviews Moni Oloyede, a Marketing Operations Manager at Fidelis Cybersecurity. Moni has a strong background in Marketing Technology Software such as Eloqua and Marketo, as well as the majority of other current marketing automation tools. 

Episode Highlights: 

• Introduction to Moni and her background
• What is the smartest decision you’ve ever made as a professional?
• Moni’s role in the cyber security company and who they target
• Going after B2B companies - how do you target them? 
• What does a typical sales cycle look like
• How do you develop a strategy for your ideal customer
• How do you line up content
• Qualifying leads between marketing and sales
• How does your team determine what content to produce
• Do you predetermine the format of content?
• Video and events - event marketing
• How do ideas come about?
• Why is thought leadership important in cybersecurity?
• Do you have a process to get information from experts
• What is your repurposing process?
• How has the B2B customer evolved?
• What are your thoughts on Marketo?
• If your marketing team had to just pick one technology, what would it be?
• What has been the single most valuable piece of content in your customer journey so far?
• 2 minute demo piece - how is it put together?
• What’s your favorite resource?

3 Key Points:

• Create content that is valuable and not gated, more lower funnel content
• Change your marketing strategy if it’s not working
• Use experts preferences to create content that they’re suited to

Tweetable Quotes:

• “The director or the business owner on the ground understands the pain points of someone that is using the platform… from a marketing standpoint, they’re our sweet spot” - Moni
• “We found that when we go to tradeshows and show people what our software can do, that’s when people are hooked” - Moni Oloyede
• “If you do have that valuable information up front, you’re building that rapport, and folks will come and check you out when they’re ready” - Interviewer
• “If the definitions that you have aren’t working from a marketing standpoint, change them” - Moni Oloyede
• “We have a list of our executives and what they’re willing to do… they have preferences of what they’d like to do in terms of content- we let them choose their poison and go from there” - Moni Oloyede
• “The B2B customer is savvier now than ever… they know all the tricks” - Moni Oloyede

Resources Mentioned:

• Fidelis Cybersecurity
• Eloqua
• Marketo
• Funnel - What funnel? Linkedin article
• Wordpress
• Meetup - DC marketing tech talks (Nov 5th)
• Tristan Pellegrino Linkedin | Twitter