Cheryl Chavez had built an impressive career in enterprise marketing software even before graduating from Stanford Business School in 2016. She spent the early years of her career as a Product Manager for enterprise software giant Oracle, customer support management software maker Blue Pumpkin, online infrastructure provider Verisign, and client relationship management software maker Nextance. She helped take Marketo, a marketing software provider, private during the lead up to a planned IPO in 2017 and has been leading the product division at marketing software tool Engagio since September 2018.
Enterprise Times: Can you share a tip for new (start-up) CEO’s? Jon Miller: “There are two concepts related to a single tip. The headline is that things are never are never as good they seem when times seem good and they are never as bad when time seems bad. That’s the motto. “The tip is therefore you, as a CEO, have to manage your own mind and keep going. Do not fall prey to the euphoria and make decisions that are overly aggressive because things seem good. Don’t despair and just think the world is about to end when times seem bad. That’s so important because the rest of the employees are looking to you, to see how you act and how you feel for signals as to how they should behave.”
Demand Gen Report
In 2007 it took a little more than three-and-a-half cold calls to reach a prospect. These days it takes eight. Each year it will take more. The trend is rapid and clear. What is to be done?
Three years ago, Miller took the bold step of starting a new marketing technology company, Engagio, based on the recognition that one approach can't solve all challenges. Specifically, Miller became obsessed with reaching executive decision makers and tracking these activities. And once again, he is "drinking his own champagne," using Engagio's software to sell the service. In our interview below, you'll soon discover why Miller's continued success is no fluke and why it is probably time for your company to consider "spearfishing" via account-based marketing.
Heidi Bullock has spent the past 6 years building marketing teams at Marketo and now Engagio. In this episode of DemandGen Radio with Dave Lewis, Heidi discusses her approach to defining roles and responsibilities and what it takes to create a high-performance marketing team. Heidi talks about how she shifted the traditional structure of a marketing organization and created a “hub of customer engagement.”