Lead Volume

If driving top-of-funnel lead volume is part of your strategy, guides can help you with:
  • Demand generation strategies to drive inbound leads
  • Sales development strategies to generate outbound leads
  • Account-based marketing strategies to target high-value prospects
  • Leveraging partnerships and channels to generate lead volume
  • Fostering community to drive lead volume
  • Driving lead volume for a new product

Email Marketing Strategy

Jeanne Jennings is a recognized industry expert and an email marketing consultant and trainer with 25+ years of experience working with both B2B and B2C clients ranging from early-stage startups to major corporations like Capital One and Verizon. In this guide she outlines relevant email regulations, best practices for segmentation and campaign management, and tips for driving conversion rates.
Jeanne Jennings
Jeanne Jennings

Jeanne Jennings is a recognized industry expert and an email marketing consultant and trainer with 25+ years of experience working with both B2B and B2C clients ranging from early-stage startups to major corporations like Capital One and Verizon. She blogs about email marketing on the Email Optimization Shop website, is general manager of Only Influencers, the original community of email industry professionals, and programming chair of the annual Email Innovations Summit conference. She also teaches Digital Marketing as an adjunct professor in the graduate program at Georgetown University.

Optimizing Cold Email Outreach

Elyse Savaki is a B2B Direct Response and Cold Email Expert whose persona-based outbound campaigns have booked thousands of meetings with decision makers at startups, SMBs, and international organizations. In this guide, she lays out a sample sequence, explains how outbound sellers can leverage tried-and-true direct response formulas, and walks through the tech that makes automated outreach easier.
Elyse Savaki
Elyse Savaki

Elyse is the founder of OutreachCopy.com, an outbound copywriting agency that helps founders and full-cycle sales orgs tune their cold email messaging to generate more leads. She has over a decade of experience writing outreach, during which her agency partners have provided a platform to validate and test her ideas at scale across a multitude of industries. To date, her persona-based campaigns have booked thousands of meetings with decision makers at startups, SMBs, and international organizations.

Optimizing Email Deliverability

Ed Forteau is an email marketing expert with more than 10 years of experience in email automation and deliverability. In this guide, he explains how email automation works from a technical perspective, what filtering and security measures are at play, and how to ensure that emails are consistently placed in recipient’s inboxes, including subscription emails, cold outreach emails, and transactional emails.
Ed Forteau
Ed Forteau

 Ed is the Founder of Email Open Rate Optimization, a specialist consultancy that helps ensure high deliverability of marketing emails, cold emails, and transactional emails. He has more than 10 years of experience in email automation and deliverability, working with B2B and B2C companies, from early-stage startups to large corporations.

Setting a Content Strategy Across Website, Blog, and Social Media

Michelle Hsu is the Founder of KJMH Digital and previously held marketing roles at B2B SaaS companies including Freshbooks and Vision Critical. In this guide, she demonstrates how B2B SaaS websites can be optimized for the right headers, call to actions, social proof, solution showcasing, and thought leadership. She also explains how organic social media and blogs can be factored into a corporate content strategy.
Michelle Hsu
Michelle Hsu

Michelle Hsu is the Founder of KJMH Digital through which she’s helping B2B SaaS companies build their marketing foundations so they can accelerate their marketing efficiencies and ROI. She covers content marketing, demand generation, integrated marketing, and ABM. Michelle previously held various marketing roles at Freshbooks, an accounting software for SMBs, Vision Critical (now Alida), a CXM and insights platform, and Trapeze Group, a public transit software provider.

Implementing Salesforce

Jen Flanagan is the Director of Sales Operations at Ordergroove, and has built or advised on dozens of Salesforce instances. In this guide, she explains what Salesforce can do natively, with integrations, and with customization and outlines, how Salesforce objects work and how to think about the right setup for your business.
Jen Flanagan
Jen Flanagan

Jen Flanagan is Director of Sales Operations at Ordergroove, a relationship commerce software company. She previously managed Salesforce for Bank of America Merchant Services as a VP of Business Information and at Yodle, an online marketing platform, where she was Operations Director. Jen has experience building Salesforce instances around sales, marketing, and service team processes, from first-time build-outs to high-complexity instrumentations.

Setting Up a Demand Generation Function

Anna Furmanov is the founder of Fumanov Marketing Consulting, through which brings strategy, content, and demand gen expertise to B2B startups. In this guide, she explains what demand gen means in early-stage startups, and how to set a marketing strategy foundation.
Anna Furmanov
Anna Furmanov

Anna Furmanov is the founder of Fumanov Marketing Consulting, through which brings strategy, content, and demand gen expertise to B2B startups. She’s also the host of the host of the Modern Startup Marketing podcast. Anna has previously led growth marketing teams at Elevate K-12, Groupon, and Fooda.

Designing a Product-led Go-to-Market Strategy

Myk Pono is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor. In this guide, he explains what a product growth team is, and how to operationalize a product-led go-to-market strategy.
Myk Pono
Myk Pono

Myk is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. 

For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor (read more MykPono.com). He previously held product and marketing growth roles at Google, Barracuda, Aptrinsic, and Appodeal.

Enabling Service / Consulting Partnerships

Zak Pines is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business. In this guide, he lays out the key components of partner enablement, and outlines how to create power-users and advocates at partner agencies and consultancies.
Zak Pines
Zak Pines

Zak is VP of Partnerships at Formstack, a workplace productivity platform, where he’s built a team that manages hundreds of consulting and integration partners, responsible for 30% of the company’s new business and growing. For the past two decades he’s led high growth teams thriving in the top MarTech & CRM ecosystems – including Salesforce, Marketo, HubSpot and many others. Zak takes a cross-functional approach to growth, and is a firm believer that partnerships should be seen as a community, not a channel.

Optimizing Paid Search Advertising

Greg is CMO and a Partner at Cypress North, a digital marketing agency, where he specializes in B2B marketing. In this guide, he highlights how to optimize paid search advertising, including picking the right keywords and match types, matching up good landing pages and tracking, and configuring ads that make the most of Google’s settings.
Greg Finn
Greg Finn

Greg is CMO and a Partner at Cypress North, a digital marketing agency, where he specializes in B2B marketing, including paid search, organic search and content, and social media marketing. He’s a contributor to Search Engine Journal, former contributing editor for Search Engine Land, and has been a featured speaker at some of the largest search engine conferences like Search Marketing Expo, SocialPro & Pubcon.

Designing a Sales Org for a High-velocity Sale

Lori Harmon is currently Vice President of Global Cloud Digital Sales & Customer Success at NetApp. She has built high-velocity sales teams at companies across the growth spectrum, from joining early startups as the first sales hire to helping public companies achieve revenue targets of $1B. In this guide she outlines how high-velocity sales teams should design their sales org, set up their processes and leverage tech tools to drive efficiency and productivity.
Lori Harmon
Lori Harmon

Lori is currently Vice President of Global Digital & Virtual Sales at NetApp, where she leads a team of 140 and a $20M P&L. She has previously built sales teams at companies including VeriSign, BlackBerry, and Contrast Security. Lori has been the first sales hire at early startups, and helped teams at public companies achieve revenue targets of up to $1B. She is the author of the book “42 Rules for Building a High-Velocity Inside Sales Team.”

Planning and Managing Outbound Prospecting

Jason Bay is the Founder and Chief Prospecting Officer of Blissful Prospecting, a company that provides training and coaching for outbound sales teams. In this guide, he lays out how cold-calling teams can zero in on the right prospects to target, develop repeatable outreach sequences, and consistently generate meetings with a “prospect first, me second” mentality.
Jason Bay
Jason Bay

Jason is the Founder and Chief Prospecting Officer of Blissful Prospecting, an agency that provides systems and coaching for outbound sales teams. He’s worked with B2B companies with 12 to 5,000+ employees, and specializes in helping SDRs and AEs breakthrough to decision-makers, nail messaging, and build a consistent scalable pipeline. Jason has previously held sales and marketing roles, building and training a team of 20+ outbound sellers.

Setting a Blog Content Strategy

Maria Waida is a SaaS blog expert and the founder of SaaSy Copywriting, where she specializes in content to help companies develop thought leadership positions in their industries and propel inbound sales. In this guide, she describes the types of content that B2B companies should write for their blogs, how to align blogs with overall strategy, and how to tune content for maximum SEO impact.
Maria Waida
Maria Waida

Maria is the founder of SaaSy Copywriting, where she specializes in B2B blog content to help companies develop thought leadership positions in their industries and propel inbound sales. She’s helped shape the content strategies of SaaS companies like Bizzabo and Wrike, generating more than 700K+ unpromoted blog views across companies, including helping single blog posts get seen over 170K times.

Setting SEO Strategy

Tory Gray is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through digital strategy, with a focus on strategic and technical SEO. In this guide, she outlines how to plan SEO, from identifying the right keywords, to building a sound keyword matrix, to creating ideal content and optimizing page structure.
Tory Gray
Tory Gray

Tory is the Founder of The Gray Dot Company, a consultancy that helps businesses grow ROI through SEO and digital strategy. She’s been working in digital marketing for over a decade, across multiple industries and thousands of websites, with a focus on strategic and technical SEO. Tory has a product management background, and her approach to SEO strategy is cross-functional, coordinating with product, marketing, and engineering teams.

LinkedIn Advertising and Prospecting

Anthony Blatner is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in B2B LinkedIn advertising. In this guide, he advises on when to use LinkedIn advertising, when to use Sales Navigator prospecting, and how to make marketing dollars go the furthest given the expense of LinkedIn as a channel.
Anthony Blatner
Anthony Blatner

Anthony is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in LinkedIn advertising. Over 5 years focused on LinkedIn, he’s worked with B2B companies from brand new startups to established companies with $250K+ per month in advertising spend. Anthony started his career as a software developer at IBM, and previously founded a company that built and marketed mobile apps.

Positioning and Launching a New Product

Dan Murphy has led product marketing at Privy and Drift, where he’s overseen over 70 product launches and more than a dozen large, new product launches. In this guide, he walks through how to position and launch major new offerings, including new products, products introduced to new verticals, acquired products, and important partnerships.
Daniel Murphy
Daniel Murphy

Dan currently leads brand and product marketing at Privy, the #1 reviewed sales app in the Shopify App Store. He started his marketing career at HubSpot and was previously Director of Product Marketing at Drift, a conversational marketing platform, where he grew with the company from 45 to 400 employees. Across companies, he’s managed 70+ product launches, including a dozen major launches. Dan has developed a Product Launch Masterclass video course and co-authored the book “This Won’t Scale” with Drift CMO Dave Gerhardt, on the company’s marketing plays.

Managing Scalable ABM Campaigns

Heidi Vandermeer has led account-based marketing at Security Compass and Uberflip, and has won an ABMie award for best ABM campaign at scale. In this guide, she shares how to select an ABM account list, and how marketing and sales should work together to execute ABM campaigns.
Heidi Vandermeer
Heidi Vandermeer

Heidi currently leads the team for account-based marketing (ABM), campaigns, and events at Security Compass, a SaaS cybersecurity company. She previously built the ABM function at Uberflip, a content experience platform. Heidi has run strategic, one-to-one “bespoke” ABM programs on lists as small as 5 accounts, and one-to-many “programmatic” ABM campaigns on lists as large as 10,000 accounts. Heidi is the managing director of ABM Toronto, an account-based marketing meetup, has won an ABMie award for best ABM campaign at scale, and spoken about ABM at multiple conferences including the SiriusDecisions Summit (Forrester).

Planning a SaaS Partnership Strategy

Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In this guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Sunir Shah
Sunir Shah

Sunir is the founder and CEO of AppBind, a software company making it possible for partner resellers to buy SaaS and bill it to their clients. He’s also the President of the Cloud Software Association, an industry association for SaaS partnership professionals. Sunir was previously Head of Platform at FreshBooks, where he managed all business around the API and grew the FreshBooks ecosystem to over 70 integration partners.

Designing a Category

John Rougeux is VP of Marketing Strategy at BombBomb and hosts the #CategoryCreation series on the B2B Growth Show podcast. In this guide, he explains how to use category design to capitalize on unclaimed market territory and to help prospects evaluate your product using advantageous criteria.
John Rougeux
John Rougeux

John is currently VP of Marketing Strategy at BombBomb, a video email marketing platform, where he leads category design and messaging, positioning and content strategy. He also co-hosts the #CategoryCreation series on the B2B Growth Show podcast, through which he’s drawn insights from category designers at Hubspot, Salesforce, and Drift. John was previously a VP Marketing at Skyfii, a publicly-traded SaaS company that helps physical venues measure, predict, and influence visitor behavior.

Building a Sales Development (SDR) Function

Chris Flores leads sales development at Bennie, and was previously head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this guide, he describes best practices for designing the SDR role, establishing processes, and building the team.
Chris Flores
Chris Flores

Chris is currently a Director of Marketing who leads the sales development function at Bennie, an employee benefits tool software company. Previously, he was Namely’s first SDR, going on to lead the team and support the growth of the company from 4 to 600 employees and $0 to $65M in ARR.

Building a Developer Relations Function

Mary Thengvall leads developer relations at Camunda, and has long been a thought leader in the guide, authoring the book, "The Business Value of Developer Relations" and publishing DevRel Weekly. In this guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement.
Mary Thengvall
Mary Thengvall

Mary is the Director of Developer relations at Camunda, an open source automation platform. She’s previously led developer community programs at SparkPost, Chef, and O’Reilly Media. She is also the author of the book “The Business Value of Developer Relations”, and the founder of Persea, a developer relations consultancy, and DevRel Weekly, a newsletter on the function.

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