APAC's B2B Growth Podcast

In this episode, Shahin is in discussion with Eric Wittlake, Senior Analyst at TOPO about how marketing should go about selling account-based marketing to the sales team to get full buy-in from them. Eric Wittlake leads TOPO’s account-based strategy research and works directly with revenue and marketing leaders to drive growth through repeatable best practices that increase customer value, improve...

In this episode, we're joined by Greg Anderson, VP of Sales at TechTarget, Ljubica Radoicic, Marketing Director at Hexagon and Omer Molad, CEO of Vervoe. We're discussing how as a startup, mid-market player or a large multinational, you can land larger organisations with larger budgets as customers. Join the Slack channel:  https://growthcolony.org/slack

Shahin chats with Samantha Stone, Founder & CMO at Marketing Advisory Network about how to measure ABM campaigns, activities and what are some of the usual marketing metrics that markers should stay away from when executing on ABM. Samantha is the author of the popular book Unleash Possible: A Marketing Playbook that Drives Sales, she also eats B2B complex sale high-ticket item marketing strat...

Shahin chats with Daniel Davis, Community Leader & APAC Founder of EOS Worldwide about how B2B companies can prepare themselves for an uncertain year ahead. Many believe that we still haven't experienced the harsh reality of COVID, its impacts on the economy and businesses out there, listen to learn how you can prepare for an uncertain business environment. Join the Slack channel:  https://gro...

Shahin Hoda from xGrowth chats to Liam Smee, Global Head of Demand Gen and Tom Russell, Head of Recruitment at Deputy. They discuss the skills, capabilities and mentality B2B marketers need to land a dream job in this COVID-induced market. Join the Slack channel:  https://growthcolony.org/slack

In this episode, host Shahin Hoda welcomes Craig Rosenberg, Co-Founder of TOPO for a candid chat about the early days and how the team built the organisation from the ground up. Join them for a discussion about starting a B2B business, how they broke through and became a dominant player in B2B. Craig also unveils the secret sauce that made his company what it is today while providing a masterclass...

In this episode, host Shahin Hoda chats with Dale Beaumont, Founder & CEO of Business Blueprint to discuss where companies should start building their tech stack. From CRMs to video editing software, Dale talks us through how to identify the right tools to achieve success. He discusses his experience in helping other entrepreneurs grow and his passion for technology provides a unique clarity a...

In this episode, host Shahin Hoda chats with David Gottlieb from Microsoft Advertising about how COVID-19 has changed user behaviour in search engines. David analyses trends that have emerged during 2020 in Australia and the world. David explains how Microsoft’s initiatives can help marketers get better insights and what’s going on with digital advertising and voice search.

In this episode, host Shahin Hoda speaks with Ansanada’s Global Chief Marketing & Chief Creative Officer, Justin Smith to go deep into how B2B organisations can create a brand personality. Shahin and Justin go through the origins of Ansanada and provide great insights on why brands should focus on distinction, instead of differentiation. This episode is a unique opportunity to get inspiration...

In this episode, host Shahin Hoda welcomes Eric Vardon, CEO and Co-Founder at Morpio.ai and Co-Founder of Arcane. As he talks about his experience and shares what he has learnt as co-founder of Morphio and Arcane, Eric will guide us into the wonderful world of Artificial Intelligence (AI) and how businesses can use it to solve specific challenges. Read the show notes: https://xgrowth.com.au/blogs/...

In this episode, host Shahin Hoda welcomes Mark McInnes, sales trainer, coach and author of Tactical Pipeline Growth. Together, they talk about how to build a sales cadence that adjusts to the particularities of the Australian market. Mark explains the process and provides examples of specific actions to achieve success while engaging in ethical conversations. Read the show notes: https://xgrowth....

In this episode, host Shahin Hoda welcomes Brandon Redlinger from DemandBase, one of the main players in the ABM space. Together, they identify the scenarios where marketers think they are doing Account-Based Marketing but, unfortunately, they are not. Tune in to learn the classic mistakes to avoid and how to identify when you are missing the mark with ABM. Read the show notes: https://xgrowth.com...

Is Public Relations something you’ve dabbled in before but haven’t had a chance to give it the attention it needs? Host Shahin Hoda is joined by Boden Westover, VP of Brand and Communications at Catapult, Samantha Dybac, Founder and Managing Director of the PR Hub and Kate Toon, Founder of the Kate Toon Group of Companies. The dive deep into the topic of PR, what it’s really about and how to use i...

In this episode, host Shahin Hoda welcomes Justin Keller, Vice President of Marketing at Terminus, one of the big players in ABM technology. Justin clarifies some common misconceptions about Account-Based Marketing and dives deep into what MarTech in ABM is really about. Join Justin and Shahin to learn why you should focus on creating experiences and building relationships when implementing Accoun...

In this episode, host Shahin Hoda and Andrea Dixon from DocuSign analyse how the COVID-19 pandemic has placed lead scoring under the spotlight. Andrea goes through some examples of how her team has improved their own processes and about the new industries reaching out to DocuSign. Her unique perspective is a priceless insight to understanding the importance of lead scoring, today and in the future...

In this episode, host Shahin Hoda speaks with Kate Toon, an expert on SEO and digital marketing, to unveil how the future will look like for B2B marketers. Kate shares her valuable insight into some of SEO and marketing’s hottest topics. Join Shahin and Kate to discuss the importance of building a personal brand and nurturing relationships as key elements in marketing. Read the show notes: https:/...

In this episode, Shahin talks with Danny Beck, Head of Marketing at Citrix, Rita Arrigo, Industry Digital Strategist at Microsoft and Dan Peters, Chief Revenue Officer at Limepay. The panel discusses the current challenges B2B sales and marketing teams are facing in Australia, and how we can re-group and reset for the remainder of 2020 and the future. Join the Slack channel:  https://growthcolony....

In this episode, Shahin chats with Mitchell Mackey, the Marketing Director at Ansell Healthcare about marketing representation at the board level. They go deep into why it’s important to have marketing represented in the board room, and how can marketing get there in the first place. We’ll learn how marketing can interact with the C & B level people, and how marketers can learn to speak their...

In this episode Shahin chats to David Mason, Director of Marketing Services at Experian about why you shouldn't try to sell everyone and how it can be counter-productive for your organisation and team. They go deep into why it's unwise to try to sell to everyone, how to find your prospects problems to qualify them, when to let go of a deal, how to use the 'strong man' qualification method and more...

In this episode, Shahin speaks with David Nicholls, the Commercial Director from PPG Industries. They discuss how B2B companies perceive brand and why B2B organisations need to focus more on their brand particularly during the COVID-19 pandemic. Read the show notes: https://xgrowth.com.au/blogs/b2b-pay-attention-brand/ Join the Slack channel:  https://growthcolony.org/slack

Shahin is joined by Natalie Mendes, Head of Account-Based Marketing at SAS. They discuss how Natalie and the SAS team's account-based marketing strategy has changed and transformed due to the COVID-19 pandemic over the past few months. With a background as a data science consultant (read her blogs), Natalie has been working in a sales and marketing pursuit role advising large strategic accounts fo...

Pauline Grech, Head of Digital Strategy from Intermedia Group joins host Shahin Hoda to talk about how COVID-19 has impacted B2B advertising. They review the wins and misses of the industries that have been deeply affected, and how the lessons learned under a pandemic scenario can help reinvent the digital marketing strategies in B2B moving forward. Read the show notes: https://xgrowth.com.au/blog...

Shahin chats to Steve Watt the VP of Marketing at Grapevine6 about Account-Based Marketing and about how to go about planning your first campaign. Steve Watt is VP Marketing at Grapevine6, the enterprise social engagement platform trusted by many of North America’s largest banks, wealth management firms, insurance companies, and technology providers. Steve believes that many sales and marketing mi...

Shahin chats with Danny Beck, Head of Marketing ANZ at Citrix . Messaging is always a challenging marketing topic, especially in the B2B technology world Sometimes, even while looking at the website of a company, the general consumer can't figure out what the company does. Sure, we might say that they are not the intended target market and persona. But more and more, technology companies and techn...

Shahin speaks with Ljubica Radoicic the Marketing Director (APAC) from Hexagon PPM. They go in-depth on how to build a sales development team and the role of Sales Development Representatives (SDR). They discuss what sales development is, why B2B organisations need it and how to go about setting up the process. Read the show notes: https://xgrowth.com.au/blogs/sales-development-team/ Join the Slac...