AI to ROI

Tony Jamous, Founder and CEO Oyster HR share his insights on the global employee strategy imperative and his insights into why global employment is so important to the world's economy. During this episode, Tony and our host, Ray Rike discuss a wide array of global employment topics including: The Sustainable CEO - the what, why and how Why global employment is important to the world economy The re...

Brandon Redlinger, Vice President of Marketing joins our host Ray Rike to discuss his journey to becoming the head of marketing for Chili Piper, a leading B2B SaaS company. The topics they cover include: The path to VP Marketing and beyond The benefit of building a personal LinkedIn brand and following The evolution of the B2B SaaS CMO role How will B2B Marketing evolve in the AI era Brandon's fir...

Henry Mizel, the Senior Vice President of Revenue Operations and Partnerships at Apollo.io has over 8 years of experience as a Revenue Operations professional. During today's episode Henry and our Host, Ray Rike discuss the evolution of Revenue Operations as a function and a profession including the below topics: The evolution of Revenue Operations The primary responsibilities and measurements of...

Private Equity (PE) firms are becoming a larger part of the exit optionality for B2B SaaS Founders and CEOs. Over the past few years, PE firms have gone down the market to evaluate companies in the $5M - $20M ARR range which was traditionally the domain of Venture Capital. In today's episode, we cover several aspects of being an Operating Partner at a Privat...

How does being a World Series of Poker champion influence the entrepreneurial journey? That was one of the surprising insights that David Daneshgar, Co-Founder and CEO of Whippy shared during his appearance on this weeks episode. During David's conversation with our host, Ray Rike he shared his experiences and vision for AI enabled customer communications which including the below topics: How bein...

Nicolas Kopp is the Founder and CEO of Rillet - with the vision to help recurring revenue companies leverage a Financial Management Platform purpose-built for their business model. During our conversation with Nic we covered the following topics: Unique Accounting Challenges in a Recurring Revenue Model The Importance of Revenue Recognition in a Recurring Revenue Business Financial Perfo...

Dave Gerhardt, the founder and CEO of Exit Five, former Chief Marketing Officer at Privy, and Chief Brand Officer at Drift discusses the challenges, opportunities, and success strategies for building a Community for B2B Marketers. In 2021, Dave started Exit Five as a community for B2B Marketers as a side project while at Privy. it started by posting on LinkedIn and launching a podcast buildin...

Becky Lawlor is the founder, of Redpoint Content, which advises and assists technology companies by providing original research services and content marketing services Evolution of Content Marketing Role of Research in a Content Marketing Strategy Original Research Content Challenges Over the past 3-5 years, content marketing has evolved from a "nice to have" versus a "must have". The primary goal...

Jake Stein, Founder and CEO Common Paper is a multiple time founder of B2B SaaS companies including his third with the goal to help standardize Master Service Agreements across the Cloud industry. In today's episode we will be covering three main topics: Vision behind standardizing Cloud Service Agreements Cloud Service Agreement Benchmarks Challenges and Advantages of being a multiple time B2B Sa...

Jamie Davidson is a two-time Chief Technology and after his stint as a first Chief Customer Officer decided that Customer Success technology needed a next-generation platform with over 500 customers and funding by A16Z. As a result, Vitally.io was born! Impact of Catalyst and Totango on the Customer Success Technology Industry The Future of Customer Success The Evolution of Customer Success Metric...

Craig Walker, Founder and CEO of Dialpad has trained their artificial intelligence foundational model using over 6 Billion minutes of customer conversations. If you are interested in how AI is currently and will positively impact the value, efficiency, and effectiveness of customer communications for Sales, Customer Service, and beyond this is a must-listen episode of the Metrics that Measure Up P...

Ecosystem-Led Growth is an evolution of Partner-Led Growth and is the vision of Bob Moore, Founder and CEO of Crossbeam and the author of Ecosystem-Led Growth. Bob started his tech career as an investor at Insight Partners, and then founded RJ Metrics which was acquired by Magento in 2016, now part of Adobe, and then Bob co-founded Stitch Data which was ultimately acquired by Talend and is now par...

Mark Petruzzi, best-selling author of Selling the Cloud has just released his newest book "Data and Diagnosis-Driven Selling" in collaboration with co-authors Bob Scarperi, Paul Melchiorre, and your host of the Metrics that Measure Up Podcast! In this episode, we discuss the primary concepts of the book, and the unique approach to including multiple titans in the B2B technology industry as contrib...

Hayden Stafford is the President and Chief Revenue Officer of Seismic, a leading Sales Enablement Platform. He recently dropped by the Metrics that Measure Up Podcast studio to discuss the state of B2B Sales. We covered a wide-ranging list of topics and insights including: The State of B2B Sales Accelerating Growth in an “efficient capital” environment Growth is more than metrics…but metrics matte...

Speaking to Jacco van der Kooij, Founder and CEO, Winning by Design is like drinking a shot of espresso first thing in the morning. During this episode of the Metrics that Measure Up podcast, our host Ray Rike covers a wide array of topics that essentially asks the question - "Has SaaS lost Go-to-Market Fit?" and if so "What to do about it". Topics covered include: Data that highlights the need to...

Customer Subscription financing is an innovative way to increase cash reserves in a non equity dilutive manner and not incurring the high interest rates associated with revenue credit facilities. Alex Sandkuhl, Founder and CEO of Keystone Growth provides several examples of company use cases and the benefits of the customer subscription financing model. See Privacy Policy at https://art19.com...

Kelly Hopping recently assumed the role of Chief Marketing Officer at Demandbase discusses a wide variety of topics that are critical to the modern B2B SaaS CMO in this wide-ranging, fast-moving discussion: Marketing Focus on Pipeline Generation Account Based + Intent data = Efficient Growth Top CMO Metrics in 2024 Thriving in a corporate career while staying true to yourself Every single dollar m...

Philip Watson, the CFO at Paddle and formerly the head of FP&A at ZoomInfo discusses how the role of FP&A evolved at ZoomInfo from the early days up to and after their IPO. In addition, we cover a wide array of topics with Philip including: The evolution of FP&A at ZoomInfo How the role of FP&A changes at different stages of growth FP&A as a foundation to the path of CFO If you...

Manny Medina, the founder and CEO of Outreach discusses the state of B2B Sales, the future of sales execution software and how AI will impact both. Manny shares the Outreach vision is to unlock the full potential of B2B Sales professionals and to unlock the selling potential of every seller. During this episode, we discuss the following topics: State of B2B Sales and productivity heading into 2024...

You Mon Tsang is the founder and CEO of ChurnZero. During this episode, You Mon and our host, Ray Rike discuss the following topics: How the role of Customer Success has evolved over the past 12 - 24 months How the measurements used to determine CS ROI have evolved The top three metrics that You Mon recommends for Customer Success teams The catalyst for founding ChurnZero began when he was a Marke...

Helen Lin is the founder and CEO of Discern. As a business end-user of business performance data, she discovered that the data required for analysis was locked in the system of records, such as the CRM, ERP, or HCM. This required a dedicated team of analysts to identify the source of the required data, a process to extract the data from the system of records before they could even begin the proces...

Randy Wootton, the CEO of Maxio is a multiple-time B2B SaaS CEO. However, his current role is unique in that within six months of taking on the role, the existing company which was the combination of two well-known companies (SaaS Optics and Chargify) decided to rebrand as Maxio and doing this during the great SaaS market correction started in the 2H-22. During this episode shared his experienced-...

Peter Berg, Managing Partner at M12 - the Microsoft corporate venture capital arm joins our host, Ray Rike to discuss the trends and measurements of success in venture capital inside Microsoft. Topics that Peter provide deep insights into included: The role of Corporate Venture Capital - insight from Visa and Microsoft The evolution of venture investing in 2024 and beyond Mega-trends that will sha...

Kevan Savage, Principal of the Marketing practice at the Alexander Group shares the results of the research and associated report from the Alexander Group - Unveiling Pipeline to Profits with our host, Ray Rike. The report highlights the trends in demand generation and the associated return on investment of those changes. Key topics discussed during this episode include: Marketing expense trends a...

Phil Pergola, CEO at CloudZero shares his unique insights into how to better understand, manage, and reduce the Cost of Goods Sold associated with using Cloud Computing infrastructure for B2B SaaS applications. During this episode Phil and our host, Ray Rike discuss the following topics: Cloud Cost Trends as a percentage of the Cost of Goods Sold (COGS) Reducing Cloud costs techniques beyond vendo...