Be Informed. Be Innovative. Be Inspired.

Welcome to InsideView Open Lounge, a virtual place to accelerate your lead-to-revenue journey. It’s designed to help sales, marketing, and operations professionals be informed, innovative, and inspired, all at once. Content ranges from thought leadership to deep-dive panels full of how-to advice. Be sure to check out our bonus material for even more expert advice on these topics. Enjoy!

Gender diversity in the tech industry remains a trending topic, but the conversation is mostly about technical roles. What about careers in sales, marketing and ops? There are terrific opportunities for women and it's time to discuss it. We're ecstatic to have a panel of emerging talent – across sales, marketing, and operations – who will share their stories and advice on their fast track of career growth. Join these "up and comers" for a lively discussion and get your juices flowing about your own career.
Moderator:
Tracy Eiler, CMO, InsideView
Panelists:
Brooke Julicher, Regional Sales VP, MongoDB (formerly Zuora)
Ashley McIntyre, Manager Sales Engineering, Enterprise, Infer
Courtney Boyajian, Senior Strategic Sales Executive, Salesforce
Dayna Rothman, Vice President Marketing, BrightFunnel (formerly Everstring)
Kristi Kucharski, Business Development – Uber for Business, Uber
Lauren Olerich, Director of International Marketing, Gainsight
Nikki Nixon, Director of #FlipMyFunnel, Terminus

LENGTH: 24 min
#FlipMyFunnel with Account Based Marketing

Presenter: Sangram Vajre, CMO & Co-Founder, Terminus and author, Account Based Marketing for Dummies

Account Based Marketing challenges the status quo of B2B marketing and sales by flipping the funnel on traditional lead gen. Learn the stages of The ABM Framework which go beyond the typical B2B buyer's journey to a comprehensive customer marketing experience.

LENGTH: 30 min
Tune Your Salesforce to Enable the Perfect Pitch

Presenter: Mary Shea, Forrester Principal Analyst, Forrester Research

Join Forrester Principal Analyst and leading sales and marketing expert, Mary Shea, as she discusses critical changes needed to better address The Age of the Customer. This session includes changes in buyer and seller dynamics, the importance of data and insights, and how "better together" helps companies succeed. The changing market is shifting B2B buyer and seller dynamics. Companies have to change, and that means assessing sales' abilities, aligning teams towards the customer, and enabling sales to win.

BONUS MATERIAL
Download the Forrester Report “The B2B Sales Force Digital Reboot” Learn More >

Account Based Marketing (ABM) has quickly become a top priority for companies and it works — over 80% of marketers say the ROI of ABM vastly outperforms other marketing investments. During this session, panelists will discuss how targeted company and contact data, when used together with insights, can maximize the precision of campaigns, helping them break through and get results. They'll also dive into real case studies and explain how to start an ABM program in your company.
Moderator:
Adam Perry, Director of Product Management, InsideView
Panelists:
Cari Baldwin, President, BlueBird Strategies
Kevin O'Malley, VP Demand Generation, SalesLoft
Jennifer Sprague, Director of Marketing, Harvard Business Publishing
Colleen Rombach, Senior Manager Demand Generation, InsideView
Melissa Matlins, VP Demand Generation and Global Marketing, Spigit

BONUS MATERIAL
View the On-Demand Webinar “4 Steps to Operationalize a Stellar ABM Program” Learn More >
LENGTH: 28 min
Building the Ideal Account Based Marketing Tech Stack

Presenter: J.J. Kardwell, President and Co-Founder, Everstring

While 90% of B2B marketers recognize the value of Account Based Marketing, more than half struggle to get started with ABM. Marketing departments often dive headfirst into ABM, buying technology products that help address one aspect of an account based strategy, rather than thinking holistically about how to build the ideal ABM tech stack.

This session will reveal a framework for thinking about how to invest in new technology to support your organization's ABM initiative. You'll get a detailed look into EverString's sophisticated ABM tech stack, and discuss the role that each product plays in driving account based success for EverString's marketing, sales, sales development, and customer success teams.

BONUS MATERIAL
Download the Whitepaper “How to Optimize Your Tech Stack for Growth” Learn More >

Sales and Marketing Operations are a central resource for empowering the data-driven enterprise. A critical element of alignment is shared data throughout the Lead-to-Revenue process. Sales and Marketing teams have typically worked in their own siloed systems and it's been difficult to align on a single source of truth. We'll share prescriptive guidance for how to solve this through an integrated and consistent view of data throughout the marketing and sales processes.
Moderator:
Kristine Webb, Owner, K Webb Consulting (formerly InsideView)
Panelists:
Pam Hudadoff, Principal, Opine Consulting
Trevor Poapst, VP Marketing and Sales, RIVA CRM Integration
Kevin Downing, Senior Manager, Marketing Operations, InsideView
Tom Grubb, Chief Strategy Officer, Digital Pi

BONUS MATERIAL
Download the Ebook “5 Steps to Improving Data Integrity” Learn More >
LENGTH: 26 min
Powering Account Based Marketing Through Technology

Presenter: Charm Bianchini, Senior Director of Marketing, Marketo

Account Based Marketing (ABM) is more than a marketing buzzword—it's a strategy that savvy marketers are incorporating into their marketing mix to drive revenue across their business. As more organizations shift toward account-centricity, it is essential to have the right tool in place to easily target, engage and measure accounts. Attend this session to learn why ABM is valuable for businesses of all sizes, what critical components any ABM solution must have, and how Marketo is executing ABM programs to generate pipeline.

Marketing and sales leaders are frustrated with each other. Alignment is an age-old problem and it's high time we got our collective act together. It's the only way to survive and thrive against today's changing buyer dynamic. This session is based on original research, content, and contributions included in "Aligned to Achieve" (Wiley, October 2016). The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We'll discuss real-world actions for improving your culture, processes, and technology and you'll learn the financial and strategic impact of getting
alignment right.

BONUS MATERIAL
View the On-Demand Webinar “Using Account-Based Strategies to Unite Sales & Marketing” Learn More >

Millennials make up nearly 40% of today's US workforce, and that will grow to nearly 50% by 2020. As workers born after 1980 fill customer-facing sales and marketing roles, the approach and technology dependencies of those roles will also change. To address this shift, current B2B marketing and sales leaders must adapt their management and enablement approaches to effectively engage, motivate, and retain these resources. In this session, panelists will look at management best practices, innovative training methods, and new sales enablement tools suited for Millennials in B2B sales and marketing.
Moderator:
Jeff Day, VP Marketing, Highspot
Panelists:
Eric Quanstrom, CMO, KiteDesk
Mary Shea, Principal Analyst, Forrester Research

In the deep sea of B2B selling, you can't wait around for the right people from the right accounts to swim into your demand generation net – you need to hunt "big fish" with a targeted and strategic approach. Relying on Inbound is no longer enough. You must to align your entire organization for success. In this presentation, Jon Miller will reveal the new secret sauce for combining Account Based Marketing with Account Based Sales Development to predictably generate pipeline. He will expand on the core ideas from his new book "The Clear and Complete Guide to Account Based Sales Development" so you can break down the silos, get organizational alignment, and close larger accounts faster.

BONUS MATERIAL
View “4 Ways to Improve Account Based Marketing with Sales & Marketing Alignment” Learn More >
LENGTH: 7 min
How to Be Data-Ready for High Performance Marketing & Sales

Presenter: Kristine Webb, Owner, K Webb Consulting (formerly InsideView)

Getting your data in shape is critical to the success of your go to market teams. Accurate and complete data is a major frustration for most operations teams. And many companies are swimming in technology. Learn how InsideView approached their marketing and sales systems to decrease their marketing database by two-thirds and cut their tech stack in half.

BONUS MATERIAL
Download “The Data Cleanse Ebook” Learn More >

Sales and Marketing Operations are fast becoming critical roles in today's successful companies. They're also becoming exciting new career paths for those with the right set of skills. But there's a lot to learn across systems, processes, data and technologies, and the ability to translate it all into sales and marketing speak-and success-is what separates the best from the rest.

This panel of Sales and Marketing Operations leaders will discuss the changing scope of the role due to the shifts in the B2B buyer-seller dynamic, and challenges and key learnings from their own experiences.
Moderator:
Matt Amundson, VP Sales Development and Field Marketing, Everstring
Panelists:
Jason Seeba, Head of Marketing, Bloomreach
Jason Paquette, Director of Sales Operations, MongoDB
Ben Kwon, VP Business Operations, Sumo Logic
Ahmed Chowdhury, Senior Sales Operations Manager, Anaplan
Swen Kolterman, Director B2B Marketing Operations & Automation, Glassdoor
David Cowings, Chief Marketing Data Scientist, RingCentral