The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Andrew Ettinger took Pivotal from $0-$500M+ and now is the CRO at BigID

In this episode, Elias Rubel is joined by Andrew Ettinger, an entrepreneurial and truly elite level sales executive helping best of breed technology companies scale, grow and succeed in the marketplace.

Andrew is a true, born and bred modern executive sales leader who leverages an astute business mind to deliver systems to organizations such that significant business outcomes are realized by the customer. He implements and firmly believes in the modern approach of measuring the Key Moments. They are pain, conversations (not pitch!), diagnose, trade, orchestrate, impact, and grow. A 10% improvement in this simple process over these 7 moments can deliver a 2x increase in ARR and a 10x increase in realized impact for the customer.

Episode Outline

[02:39] Andrew’s background

[04:16] Flexibility in mindset and not getting stuck in your ways

[08:13] Understanding that there's no problem with making mistakes. Learn and apply the lessons learned as you go forward.

[10:22] List of regulations from California

[11:18] On developing self awareness, self reflection, and deep introspection

[12:04] Technical evangelism and doing deep workshops that benefit the organization

[14:34] Privacy as a first class citizen and why that matters

[16:35] What works to instrument the workflows into production processes

[17:04] Navigating the turbulent waters of the enterprise

Andrew's Inspirations

Scott Yara

Jo Otto

Jill Rowley

Mark Roberge


Connect with Andrew

LinkedIn

Twitter

The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Episode Outline

[04:39] Meagen’s background

[07:16] How leaders gravitate more towards fear to motivate and others gravitate towards love

[10:13] A good frame is the carrot and stick. Meagen is more of a carrot because that's how she responds. If she’s praised or rewarded, she wants more of that. So she works even harder.

[11:18] How COVID changes things. We have to go online. We have to log in. We have to have security. We're remote. We have to collaborate on all these different tools.

[12:04] Having success means assessing people, their process and their technology. Bring in a lot of technology because it gives the data needed and the visibility into what's working and what's not working and what we can do to be more efficient as a marketing organization.

[14:34] How to be effective and efficient and target the audience that you're going after. The future is full of technology.

[16:35] Tips in cutting costs and moving into a recession, we've got to be very careful on what technology becomes critical and not.

[17:04] Realize how many independent pieces of tech do you have in your stack right now,

[19:22] On gifting, you send someone a plant, they set it on their desk naturally. So one, it's hard to throw it away, but also it sits on their desk and they look at it and your brand sits there and others in the company see it, and then people will take pictures and they'll share it.

[20:19] You always have to improve the funnel. You always have to improve your messaging. You always have to, you know, get PR and respond.


Meagen's inspirations

Ben Horowitz


Connect with Meagen

LinkedIn

Trip Actions

Ready to drive efficient demand?

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