SBI, The Growth Advisory

Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their full potential. On today’s show, Kevin Boyce, CEO of Higher Logic, joins us to discuss new ways of building and leveraging your internal and external communit...

It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally? On today’s show, Tim Brackey, President and COO of RGP, joins us to discuss how to translate culture from on-prem to a virtual world:...

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today's world, you will fall behind your peers and the market significantly. On today's show, Alan Rudolph, SVP of Apttus, joins Tony Erickson, Managing Director, SBI, to share best practices...

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today's world, you will fall behind your peers and the market significantly. On today's show, Alan Rudolph, SVP of Apttus, joins Tony Erickson, Managing Director, SBI, to share best practices...

To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (Public and Private, $240M to $8B in Revenue) as part of their advisory board program. These global CRO's gathered to collectively share and learn from one another in an intimate, confidential setting. In this video, Matt Sharrers, CEO of SBI, and Scott Gruher, Senior...

The evolution of the Marketing leader role has transformed drastically over the years. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will bring for CMOs. On today's show, Jim Kruger, CMO at Veeam, joins us for a glimpse into how a market-leading software company has been adjusting...

Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order to thrive. On today’s show, Ryan Hollenbeck, CMO of Verint, joins us to discuss what market-leading companies do differently to prioritize CX programs. In Ryan’s first segm...

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees and has learned a thing or two along the way. Vince shares valuable lessons learned from his tenure at Heartland that not only relate to the post-COVID recover...

Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in a virtual environment. Joining us today is Tish Falco, veteran CX strategist and thought leader in tech and subscription-based ser...

Although many sales leaders have had to adjust to this new world since March, global companies have had to acclimate since January. With every challenge that came with reorganizing a regional market, also provided the chance to accelerate a very crucial digital transformation. As an early adapter to this new normal, Deb Walton, Chief Revenue Officer at Refinitv, saw the opportunity to interact wit...

At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the future and aftermath of the pandemic, continuing to invest time and resources into their communities remains an integral part of making their number...

Over the last couple of months, CEOs across all industries have faced unique challenges. However, during this time, they have exhibited a common trait — they have proven it is imperative to uphold their brand promise and continue to serve customers the best they know how. On today's show, Mary McDowell, CEO of Mitel, shares valuable insights for fellow chief executives: Lessons learned from pr...

Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will fundamentally change how customers engage with vendors. Veteran and market leader Chris Perry, President – Broadridge Financial Solutions, has a broad view of his organi...

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes and opportunities in the market. Market leaders know that these actions were important even prior to the last 30 days and are critical now....

that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the GTM strategy forward. Today, Scott Peterson, SVP Americas at Mitel and veteran UCaaS executive, shares what is working for him in adjusting to COVID-19 market implications with his partner ecosystem: Packaging and pricin...

We have seen first hand how the pandemic has devastated businesses around the world. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive. For a CRO in the SaaS cyber security industry, market opportunity has increased. On today's show, Bob Layton, CRO of Digital Defense, joins us to discuss the effect of the pandemic...

It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers on the front lines of the pandemic? On today's show, Milton Silva-Craig, CEO of Q-Centrix, joins Doug Bain, SBI's Healthcare Practi...

For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people's innate desire to connect with one another. As a Customer Success leader, the actions of your teams now will undoubtedly leave lasting impressions for years to come. Bernie Kassar, Chief Customer Officer at Xactly, join...

While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While T&L companies have the potential to increase revenue and enter new verticals, this is not without added risks. On today’s show, we are joined by i...

There’s no denying it – unity, connection, and community are the marquee themes in the COVID-19 business world. Navigating these current challenges has also presented the opportunity to reimagine what is possible from product offerings and new revenue streams to internal and external communication. On today’s podcast, Jeff Ray, CEO of Brightcove, a video powerhouse company, joins us to discuss how...

Sales leaders around the world have been adjusting to working from home while attempting to maintain a team-oriented environment. However, leading a virtual workforce eliminates the face-to-face interactions that so many businesses have relied on. How do you sustain personal connections and community, especially in large, global organizations? On today's show, we are joined by Steve Blum, SVP...

Although the global pandemic is creating challenges that businesses have never dealt with before, many leaders had already felt imminent market changes prior to the outbreak. Executives are in the process of reimagining their go-to-market strategies and seeking to minimize disruption, given the circumstances. On today’s show, Tony Erickson, Managing Director at SBI, joins us to share what market-l...

As we near the end of the first quarter of 2020, sales leaders anticipated a much different outcome for their Q1 goals. In the face of a global crisis, how can you not just keep the lights on but also take care of your team? Joining us on today’s show is Chris Gosline, an Engagement Manager at SBI, to discuss best practices for providing quota relief and adapting compensation plans. Chris outlines...

Over the last week, we have seen the effects of the COVID-19 pandemic on the market, businesses, and communities. During these unpredictable times, one thing is certain; we cannot control these events, but we can control how we react. In today’s interview, we are joined by Josh Horstmann, Senior Partner at SBI, to discuss how to adapt to the new normal. Josh shares a 7-step action plan and timelin...

Entering a role as a new sales leader can be challenging enough. Entering a new role within a legacy company during tumultuous market conditions might then seem impossible. Having overcome these challenges, Steve King, CRO of Hexagon PPM, joins us to discuss his experience leading a full go-to-market transformation.