This episode features an interview with Narine Galstian, CMO at SADA, an IT Services and Consulting company that helps customers move to the cloud and then innovate and explore what is possible on the cloud.
In this episode, Narine discusses fostering ongoing conversations with customers and focusing on getting customers for life. She also dives into the importance of providing value at each stage of the customer journey and meeting customers where they are.
Key Takeaways:
Quote:
“ I think you have to kind of go where the customer is. While travel budgets are being cut everywhere right now, right? Everybody's very budget-conscious. You have to be mindful of everyone's time and make sure that you're bringing value to them. When we go on these roadshows, we're really investing time into putting these together and making sure that when the customer is coming to sit with us for 2, 3, 4 hours, that we're bringing value to them at every stage. And they appreciate that. They appreciate the fact that we're coming to them and they're not having to take time out of their schedule to fly across the country to sit in sessions that may not be relevant for them because they're too general at some of the big conferences, right?”
Episode Timestamps:
*(03:38) The Trust Tree: Ensure the marketing strategy is in sync with sales
*(10:24) The Playbook: Investing in events and digital tools
*(25:23) The Dust-Up: Being accountable and taking ownership of failures
*(26:48) Quick Hits: Narine’s Quick Hits
Sponsor:
Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for pipeline pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.
Links:
Utilizing AI Systems with Juniper Networks CMO, Mike Marcellin
The New School Demand Gen Mindset at G2 with CMO Ryan Bonnici
Why Global Sales and Marketing Alignment are Key to IBM’s Success with Corinne Sklar, CMO of IBM iX
Driving the Next Phase of Growth at a $150 Billion Software Giant with Nate Skinner, SVP of Marketing at Oracle
The Magic Behind Twilio’s Meteoric Growth with Sara Varni, CMO
How ThoughtSpot Became a $2B Unicorn in 5 years with Scott Holden, CMO
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