#11 The State of Marketing Automation with SiriusDecisions

December 22, 2016
Listen in as Jen Horton, Sr. Research Director at SiriusDecisions, joins DemandGen Radio host David Lewis to reveal the 4 themes around marketing automation usage derived from the research SiriusDecisions conducted and presented at the 2016 SiriusDecisions TechExchange in Austin, TX in November. Jen discusses how marketers are less focused on scaling adoption and more on maximizing value from their investments in marketing automation.  A key finding from the research is that organizations that are very satisfied with the value they receive from marketing automation systems are outsourcing a greater number and variety of projects and tasks to vendors due to the lack of internal expertise, best practice knowledge, and resource constraints. Also discussed is the surprising number of firms (50%) that plan to migrate from their current system to another system in 2017. 

#10 Marketing Automation Adoption Trends & Insights

December 3, 2016
Thomas Terry, one of DemandGen’s Solutions Architects joins DemandGen Radio host David Lewis to discuss the trends taking place in the adoption of Marketing Automation across DemandGen’s client base. Thomas serves as the lead architect for many of DemandGen’s enterprise and mid-market clients using Marketo and he discusses the growing popularity in connecting Marketing Automation systems to backend databases as well as using systems like Marketo for transactional email programs. David asks Thomas to shed light on the key insights he’s gained working across DemandGen’s client base in the areas of reporting, database management, MarTech assessments, and how Thomas assists clients who want to migrate from one marketing automation system to another. They also discuss new roles and responsibilities that have emerged across the more sophisticated demand generation teams that DemandGen works with.

#9 Modern Marketing Insights from a Jedi Master

November 7, 2016
For over two decades Doug Sechrist, Vice President of Demand Marketing at Infusionsoft, has setup some of the best Demand Generation and Marketing Operations teams at firms including Zantaz, Taleo, Eloqua/Oracle , Five9, and now Infusionsoft.  He’s won awards for lead nurturing, sales and marketing alignment, and even a 2010 award for most creative marketing campaign. Even more impressive is his track record for driving growth and revenue from within marketing. In short, Doug has the recipes for what works, and what doesn’t, and shares them in this episode.
  • Doug’s 3 core priorities for setting up Demand Generation Teams
  • Should telemarketing be managed by Sales or Marketing?
  • Doug’s approach on investing in MarTech Tools and the importance of failing fast
  • Doug’s blueprint for setting up a modern marketing “Demand Factory”
  • What’s working in demand generation these days and his innovative “Subscriber Model” for content publishing

#8 Keeping it Weird in Austin @ Sirius Tech Exchange

October 24, 2016

I’ve been attending the Sirius Decisions conferences since they began, except last year when my father passed away. I mainly go to catch-up with other passionate marketers, MarTech firms, and to see our clients speak and win awards (so far 60% of them, amazing).  And yes, you can always count on DemandGen to have something fun planned (aka party, dinner, etc.) since we like to work hard and play just as hard.

In addition to the main Sirius Summit conference, SiriusDecisions now has an additional event called Tech Exchange focused on MarTech and the second 2nd annual event is around the corner Nov 15-17. This time the event is in Austin, the city that likes to “Keep it Weird”. Why should we go to yet another conference? To answer that, I decided to invite the keynote of Tech Exchange, Jay Famico, Sirius’ VP of Client Facing Technology, to tell us. Spoiler alert. I’m going and here’s why you should too.

#7 Now the ‘M’ in “ABM” stands for Marketo

October 10, 2016

When Marketing Automation systems originally came on the scene, they were architected to be essentially a database of individual records comprising of contact data and their associated online behavior (often called digital body language). But now, Marketo has reengineered their marketing database model to support the introduction of a full-fledged account based marketing solution that’s an optional upgrade to the Marketo platform. Join Mike Telem, Vice President of Product Marketing and DemandGen Radio host David Lewis as they discuss:


  • What’s different about Marketo ABM
  • What it takes for Marketer’s to be successful with ABM
  • How complimentary solutions can enhance Marketo ABM
  • The advantages of having your Marketing Automation system include native ABM capabilities

#6 The Role and Responsibility of a Marketing Operations Leader

September 27, 2016

Tom Svec, DemandGen’s Director of Marketing Technology Services joins DemandGen Radio host David Lewis to discuss how the roles within marketing operations have evolved over the recent years. Tom Svec leads DemandGen’s world-class team of solution architects who assist mid-size and enterprise-class marketing operations teams with their deployment and adoption of marketing technology. Prior to DemandGen, Tom was head of marketing operations at Taleo (acquired by Oracle) and shares his perspectives on the ever-changing landscape and roles within modern marketing and what it takes to be successful as head of this critical business function.

#5: Are Today’s Marketers Tomorrow’s CEO?

September 6, 2016

Over the past 30 years, the role of marketers has changed tremendously. In the past decade alone, marketers have evolved from focusing on brand, reach, ad impressions, lead gen, and communications to a far broader set of responsibilities including ecommerce, data analysis, MarTech, and the customer experience. Essentially, CMOs are now Chief Transformation Officers. Right-brained marketers used to rule the world, but today both sides of the brain are needed to lead marketing. Omni-channel real-time marketing masters who fully leverage MarTech are rising to the top of the “must recruit” list – and as John and David discuss, more and more of them are ascending to lead the firm as Presidents and CEOs.  John and David also discuss how marketers rising in the ranks are fostering tight alignment with sales, and collaborating on adoption and use of a myriad of new technologies.

#4: Direct Mail Innovations for Eloqua and Marketo

August 29, 2016

We discuss how you can leverage innovations taking place in direct mail with Daniel Gaugler, Chief Marketing Officer at PFL, a marketing technology company that provides sales enablement and marketing automation solutions for tactile marketing. You'll learn about some of the incredibly engaging new types of direct mail and how you can leverage print on demand technology and integration capabilities with marketing automation systems like Marketo and Eloqua to send affordable, high-touch direct mail items to your prospects and customers

Topics Discussed Include:


  • Why Direct Mail is Back in Vogue for B2B Marketing
  • Innovations in Direct Mail Printing and Production
  • What is Tactile Marketing and Why You Should Be Using It
  • Ways You Can Integrate Direct Mail to Your CRM and Marketing Automation Systems

#3: The Rise of Marketing Operations as a Critical Business Function

August 15, 2016
DemandGen Radio host David Lewis is joined by Isaac Wyatt, Director of Marketing Strategy and Operations at New Relic. As a self-proclaimed “business-nerd and lover of the Silicon Valley tech scene,” Isaac has tremendous experience building and leading marketing operations teams at New Relic, Blue Jeans Network, and Citrix Online. No doubt, Isaac has a passion for MarTech, but what ultimately drives him is a personal mission of “helping companies achieve their goals by optimizing workflow through the entire value-chain.”

Isaac and David discuss the evolution of Marketing Operations and Isaac shares his perspective on the roles and responsibilities of this critical business function.

Topics Discussed Include:


  • Evolution of Marketing Operations
  • Role of Marketing Operations Today
  • Structure and Key Roles of Isaac’s Marketing Operations Department
  • Tips for MarTech Selection, Adoption, and Removal


#2: The Value of Aligning Sales and Marketing

August 2, 2016

DemandGen Radio host David Lewis is joined by Kate Federhar, Manager of Marketing Operations at CenturyLink and 2016 Marketo Revvie winner for her leadership and orchestration of a massive marketing automation migration to two instances Marketo with over 5 Million contact records and thousands of assets and programs.

Kate and David discuss the importance of both aligning marketing with sales as well as the importance of sales enablement with tools and technologies.

Topics Discussed Include:

  • Why sales alignment is so important and why it’s critical for success
  • Kate’s techniques for winning over sales and becoming a true business partner
  • The difference between sales alignment and enablement
  • How sales enablement tools at CenturyLink are being used like Marketo Sales Insight