The Stack

Efficiency, effort, and details. Those are the three things that Dan Waldschmidt has focused on to drive Panzura to over 480% growth in just the past year. Dan is rocketing Panzura to insane heights by making careful decisions and getting the most from his team and tools. 

One way he’s doing that is by creating seamless connectivity with an all-in-one suite model for his tech stack. He’s also gone all in on Google products and training his team to get the most out of them.

Main Takeaways:

• How Dan drove 480% growth
• Lessons learned from Dan's tech stack
• Creating the ultimate customer experience by paying attention to small details

Dan’s Top Tools:

• Harvest
• Zoominfo
• Google Workspace

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.

Why would you spend more when you can spend less for better results? That’s the question Manbir Sodhia is constantly asking himself. As the VP of Growth Marketing at Ōura, his goal is never to stop improving his ROAS, which he does by treating every campaign like an experiment. Manbir is constantly running various forms of tests. He’s got standard A/B, multivariate, canary, and a lot more, but his big focus is incrementality. 

And when it comes to getting customers down the funnel, Manbir has also got a keen eye on the customer journey. He’s pushing conversions by optimizing the customer experience via qualitative data from tools like Fullstory.

Main Takeaways:

• How Manbir is utilizing incrementality to increase his ROAS
• Why a variety of tests is optimal and which types you should know about
• How to optimize the user experience to improve your funnel

Links:

• VICE A/B Testing Framework
• Become a podcast advisor!

Dan’s Top Tools:

• FullStory
• Rockerbox
• Google Optimize

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level. 

Generating meaningful prospects for your pipeline doesn’t come through shotgun marketing. It comes through smart strategies and full-team alignment. That’s why Grant Johnson is so big on quarterly themes.

Grant is the CMO at Emburse. He’s all about meaningfully speeding up his pipeline velocity, and making smart choices to leave time for the best prospects. His themes are helping his team make focused decisions to get those prospects in the pipeline. From there, he’s tracking and pushing only the best for maximum efficiency. 

Main Takeaways:

• How quarterly themes help align your teams and connect with your audience
• How he’s measuring meaningful pipeline velocity
• The free tool Grant’s using to mature prospects into customers

Links:

• Stackbuilder.com

Dan’s Top Tools:

• Tableau
• Pendo
• Highspot

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.

How do you build a reputation as a new company if what you’re offering has never been done before? This is a feat Peep Laja, CEO and Founder of Wynter had to overcome when he brought Wynter to market. 

For him, a lot of it comes down to messaging and tracking where that messaging is working. In the early stages of tracking that data, Peep says “qualitative is king”. Peep is also focused on keeping things lean, and putting his efforts toward big clients that will drive their recognition. 

Main Takeaways:

• Why Peep calls qualitative data “king”
• Why and how he’s turning prospects away that don’t meet his ideal profile
• How he’s using strategy to keep a lean stack

Dan’s Top Tools:

• Wynter
• ProfitWell
• Intercom

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.

When Tony Hsieh led Zappos to game-changing online success, he did it by putting the customer experience first. The story of the retailer is a marketing legend, and Aaron Magness was part of that.

Aaron is the CMO at Thistle. He also spent 3 and half years with Zappos, where he learned the advantages and skills involved in making the customer experience a top priority. Now he’s bringing that approach to Thistle to drive growth. He joins us to tell us all that he learned and how he’s applying that today.

Main Takeaways:

• Aaron’s takeaways from his time at Zappos
• How he creates the ultimate value for Thistle users
• How to best use and collect customer feedback

Links:

• Tony Hsieh: Happiness Leads to Profits
• Delivering Happiness by Tony Hseih

Dan’s Top Tools:

• Survicate
• PopSQL
• Segment

Join us every week as we journey to the bleeding edge of the modern tech stack. You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.

If you had one tactic that would drive 3X more results would you do it? Of course. But what if the caveat was an increased risk of losing those deals? Norullah Sharifi has found the answer on how to drive those 3X results without upping your risk factor. Multi-threading.

For successful multi-threading, Norullah, VP of Sales Development at Sendoso, pushes value, not hacks. Given that Sendoso is a gift-giving platform, that value factor comes naturally to Norullah. As a result, his SDR and BDR teams are killing it. Today he tells us all about his go-to strategies and the tools at the top of his tech stack that makes it all happen.

Main Takeaways:

• Why multi-threading works and how you should use it
• How and why value matters most, and hacks die every time
• How attribution is triangulation, not always science

Links:

• What's the difference between SDR and BDR? by Dave Gerhardt
• The Challenger Customer Book Recommendation by Victor Antonio
• The Challenger Customer

Dan’s Top Tools:

• Sendoso
• Chili Piper
• UTM.io

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.

The tech stack is essential to any business in our modern age, but just introducing tools to your workflow isn’t going to immediately solve problems. Your tech stack is only as good as the strategy to implement it.

Chris Walker is the CEO of Refine Labs, a go-to market strategy firm that works with B2B SaaS companies to drive their demand engine. Chris thinks that too often people assume their tools are broken when really their strategy just sucks. 

Main Takeaways:

• Why strategy is key and how to improve yours
• How to avoid the common failure of gathering biased data from your customers
• How to use dashboards to track success

Dan’s Top Tools:

• Amplitude
• McGaw.io Keyword & Phrase Parser
• Segment

Building a modern data stack is a must-have for fast-growing companies that care about the customer experience. And you can’t build a modern data stack without having a good RevOps team to support it.

Scott Edmonds, Chief Revenue Officer at Syncari, a data automation platform all about getting your tools in sync, joins us for this episode. Scott is a martech legend and was the first sales hire at Marketo and pushed global growth for the company. 

Main Takeaways:

• Why every company should be jumping on RevOps
• Scott’s modern and cohesive approach to the data stack
• How Syncari is using technographic data to stay on top

Links:

• Is The Modern Data Stack Overhyped? by nullQueries
• Use Technographic Data To Build Powerful Audiences and Crush Lead Generation by Logan Kelly

Dan's Top Tools:

• Snowflake
• Fivetran
• Metadata

In 2016, Datadog was in the top ten of Deloitte’s Fast 500 List which ranks the fastest-growing companies in North America. The cloud monitoring and analytics platform exploded onto the market and has continued to make its presence known. Aygun Suleymanova joined the team in January 2022 as the VP of Product Marketing to expand on that growth. She’s been flexing her expertise in product marketing for over a decade for various companies including five years at Salesforce.  In this episode, she shares some of her significant strategies and the stack she uses to make it happen. One of the things we’ll learn about is her focus on the percentage of penetration. This is a huge part of product marketing. Not only do you want to put forward a convincing product, but you also need the customers to love it and utilize as many bells and whistles as possible. That’s what’s going to drive expansions and renewals. She’ll also tell us about the tools she’s using to make meetings more efficient, and about how she utilizes a product wiki.

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level. 

Links: Battlecards in 60 Seconds by Crayon Competitive Intelligence

Alessandra Colaci joined Mailshake as VP of Marketing in 2020. For two years now, she’s been leading with an approach to keep things simple and smart. For Mailshake, keeping things simple is important. As a sales outreach tool, they’re in a crowded market, so their strategy is to rise to the top with effective simplicity. They also have the advantage of being a marketing forward company with Sujan Patel as CEO. That’s something Alessandra really values about her workplace. She tells us about that in the interview. She also shares what she’s looking to next, dark social. Dark social a big buzzword right now, but Alessandra is already focusing on how leadership is going to need to change their approach to marketing as it continues to evolve and become more prevalent.

Join us every week as we journey to the bleeding edge of the modern tech stack.  You’ll hear from real experts on how to nail your strategy, build a revenue machine and take your sales to the next level.