The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Box CMO, Chris Koehler, on generalists vs specialists, and the transition to hybrid marketing

Episode Outline

[01:26] Chris’s background

[03:23] Thinking through customer journey

[05:19] Chris’s tactical tool chest

[07:35] What’s happening to events?

[12:32] Shifting to sales-assist and PLG

[15:56] Chris’s influential people

[18:45] How does Chris keep his head clear?


Connect with Chris

LinkedIn

Website


Connect with Matter Made 

Website

LinkedIn (Matter Made)

LinkedIn (Elias Rubel, CEO, Matter Made)


The Demand Efficiency Podcast

Podcast

Audio

Demand Generation

Growth

Episode Outline

[04:39] Richard’s background

[07:16] Understand that early customers are buying that CEO's passion, that founder's passion

[10:13] Importance of getting a quote from the decision maker of the deployment

[11:18] Realize that your customers aren't fortune companies with big legal team

[12:04] “If you're a one to 10 million and you're going after a new customer, what's the first thing your potential customer is probably going to ask you about?”

[14:34] So everybody wants a discount, know that's going to happen and get your leverage

[16:35] Situation that they have a legal department they're just red lining for the sake of red line, they just know to eliminate everything. They don't really stop and read that.

[17:04] Success depends on how, how strong the marketing leader is in understanding sales.

[19:22] Importance to relearn and unlearn that process. Those who've taken that stronger leadership position accelerate faster.

[20:19] Why it is crucial to redefine product market fit and to re-onboard our entire organization to work from home.


Richard's inspirations:

Blake Hudson

Dickie Walsh

Lori Richardson


Connect with Richard:

LinkedIn

Twitter

The Harrison Consulting Group

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