Starting Stage

Amyra Rand
Amyra is the Senior Vice President of Sales at Zipline. She previously led teams of 5-50+ salespeople at Zipflow, Criteria Corp, Kareo, HireRight, and Sage. Across roles, she’s emphasized talent development (tripling or quadrupling sales headcount) and process improvement (increasing win rates 30-50%). Amyra is also Vice President of her chapter of the American Association...
Anna Furmanov
Anna FurmaAnna Furmanov is the founder of Fumanov Marketing Consulting, helping VC backed B2B startups with their marketing foundation, strategy, content, and demand generation. She’s also the host of the Modern Startup Marketing podcast. Anna has previously led growth marketing teams at Elevate K-12 and Fooda and was on the growth marketing team at Groupon.
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...
Anthony Louis
Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. As a recruiter himself and leader of recruiting teams, he’s served over 100 companies from Seed Stage to Series C+, and interviewed thousands of candidates across dozens of functions.
Audrey Crane
Audrey is a Partner at DesignMap. She’s had the great fortune to provide strategic, design, and research support and services over the years to clients like Salesforce, Docker, Electrify America, RSA, A3Ventures, NetApp, Aetna, and eBay, among many others over her 25 years in high tech. She’s also the author of the book “What CEOs...
Building a Developer Relations Function
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.
Building a Sales Development (SDR) Function
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.
Building a Sales Ops Function
Building a Sales Ops Function
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Building an Inclusive Mindset and Culture
Building an Inclusive Mindset and Culture
Noa Gafni is the Executive Director at Rutgers Institute for Corporate Social Innovation, where she educates business leaders on corporate social responsibility, including diversity and inclusion. In this guide, she explains how to create diverse teams, ensure supportive work environments, and reap the innovation benefits that come from a broader perspective.
Building and Optimizing a Digital Growth Engine
Building and Optimizing a Digital Growth Engine
Stacey Grotz is a digital marketing expert with experience leading marketing teams at Google, Ingenio, Polycom, and ClearSlide. In this guide, she lays out the pros and cons of different digital channels, describes the campaign planning process, and outlines who should manage digital marketing based on a company’s stage.
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.
Conducting Product Discovery
Conducting Product Discovery
Jim Morris is the founder of the Product Discovery Group, through which he coaches product teams on idea development, user research, and testing with rapid prototypes. In this guide he explains how to use product discovery to test for value, viability, feasibility, and usability continuously, to minimize waste of precious development resources.
Conducting Technical Discovery
Conducting Technical Discovery
Joe Casson is the Director of Solutions Engineering at Qualified.com and previously managed solutions engineering at Optimizely. In this guide, he explains that good technical discovery prevents customer dissatisfaction and services inefficiency once it comes time to implement customers. He outlines what to ask prospects and how to weave technical discovery into the sales process.
Crafting a Go-to-Market Story
Crafting a Go-to-Market Story
Ken Rutsky helps B2B growth company executives in sales, marketing, and the C-Suite to breakthrough and achieve and grow market leadership in new and existing markets. Before he launched his consulting practice, he spent 20+ years in B2B marketing operational roles. In this guide, he explains why a “hero’s journey” type story is a powerful tool for tech companies to create urgency and gain market share, and how to create one.
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+...
Defining an Ideal Customer Profile
Defining an Ideal Customer Profile
Kirby is the Chief Marketing Officer at Elevate Security, and has served as CMO at enterprise software and networking companies including Ionir, Illusive Networks, Bayshore Networks, and Limelight Networks. In this guide, he explains how to identify prospect characteristics that predict strong fit, to help sales and marketing automate prioritization.
Designing a Category
Designing a Category
John is the VP of Marketing at BlockSpaces, a B2B integration platform, and the Founder and Category Design Consultant for B2B Tech at Flag and Frontier.  He also co-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.
Designing a Sales Org for a High-velocity Sale
Designing a Sales Org for a High-velocity Sale
Lori is currently the Global Head of Business Development at Cloudflare. 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.
Designing an Outcome-based Hiring Process
Designing an Outcome-based Hiring Process
Anthony Louis is Recruitment Lead at Beacon, a talent consultancy that helps growing organizations level up their internal hiring programs. In this guide he lays out a roadmap for an outcome-based hiring process, from writing a spec to identifying candidates to running an interview process to making the hire, all with better targeting and less bias.
Developing a Customer Onboarding Process
Developing a Customer Onboarding Process
Donna Weber is a recognized Customer Success thought leader and strategist. She’s currently a consultant specializing in customer onboarding, implementation, enablement, and education for high-growth companies. She previously built out customer success and customer enablement organizations at SugarCRM and Jaspersoft. In this guide, she dispels the notion that onboarding is just implementation and shows how education, enablement, and support should be woven into onboarding to help new customers see value and succeed quickly.
Developing a Strong Demo Practice
Developing a Strong Demo Practice
Amyra Rand is the Senior Vice President of Sales at Zipline, and has previously held sales leadership roles at Zipflow, Criteria Corp, Kareo, HireRight, and Sage. In this guide, she discusses how she’s seen close rates improve 30% with a demo certification process, and lays out how teams can build strong demo practices at any deal size.
Donna Weber
Donna Weber is a recognized Customer Success thought leader and strategist. She’s currently a consultant specializing in customer onboarding, implementation, enablement, and education for high-growth companies. Donna is also the author of the book “Onboarding Matters: How Successful Companies Transform New Customers Into Loyal Champions”. Her clients range from startups to well-established enterprise companies. Donna...
Driving Sales Velocity in Complex Enterprise Deals
Driving Sales Velocity in Complex Enterprise Deals
Mark Vashon has led sales at major enterprise software providers including AgilOne, SuccessFactors and ServiceMax. In this guide, he describes how startups should navigate the varied stakeholders, established processes, and long sales cycle that comes with enterprise selling.
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.
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...
Email Marketing Strategy
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.
Emilia D'Anzica
Emilia D’Anzica, MBA, PMP, is the founder of GrowthMolecules, a management consulting firm focused on custoEmilia D’Anzica, MBA, PMP, is the founder of GrowthMolecules, a management consulting firm focused on customer success and customer marketing. She was previously Chief Customer Officer at Copper and Vice President of Customer Engagement at WalkMe, leading customer success, support,...
Enabling Service / Consulting Partnerships
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.
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...
Greg Myers
Greg is the creator and host of the Monetize your Payments podcast and the Leaders in Payments Podcast. He is also the Founder of Actio Insights, a payments marketing strategy firm. Greg was previously CEO of PaymentFacilitator.com, a media platform dedicated to the payment facilitator ecosystem, and held marketing leadership roles at First Data and...
Hiring a Product Marketer
Hiring a Product Marketer
Ryan Goldman is the Global VP of Marketing at Moloco, and has led marketing or product marketing at Soundcloud, Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Hiring Customer Success Managers
Hiring Customer Success Managers
Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.
Identifying and Multiplying Your Best Customers with Customer Segmentation
Identifying and Multiplying Your Best Customers with Customer Segmentation
Tamara Grominsky is the Chief Strategy Officer at Unbounce, and has previously led product marketing at other SMB-focused companies including FreshBooks and Yellow Pages. In this guide, she explains why customer segmentation is a powerful tool for improving conversion, acquisition cost, churn, and lifetime value. She outlines how to take on a segmentation project - from analysis to product packaging.
Implementing Salesforce
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.
Improving Your Company’s Online Brand
Improving Your Company's Online Brand
Ryan Erskine is a Brand Strategist with experience at the intersection of digital marketing, brand development, online reputation, and SEO. In this guide, he hones in on two main ways companies can improve their online brand: through better presence on review sites, and through better-branded search results. For both areas, he explains how companies can make sure positive results are the most visible.
Increasing Prices Intelligently
Increasing Prices Intelligently
Mark Stiving is Chief Pricing Educator at Impact Pricing, an advisory firm specializing in value-based pricing for B2B technology companies. In this guide, he describes how to manage a price increase (which probably shouldn’t be an across-the-board increase) including deciding how much more to charge, which customers should see a price increase, and how to manage the roll-out.
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...
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,...
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,...
Jenny Jongejan
Jenny Jongejan is a Recruiting Consultant working with fast-growing tech companies. She also currently leads recruiting for CoderPad, a technical interview platform for engineering teams. Previously, as Head of Recruiting at Atrium, Jenny built the recruiting organization and helped the company scale from 10 to over 200 employees. Before that, she managed technical recruiting at...
Jim Morris
Jim is a coach for Product Management leaders and teams in early stage startups, tech companies and Fortune 100 corporations. He helps companies achieve product-market fit and accelerate growth. Previously, he co-founded PowerReviews which grew to 1,200+ clients and sold for $168 million. He product-managed and architected one of the first ecommerce systems at Fogdog.com which...
Joe Casson
Joe is the Director of Solutions Engineering at Qualified.com, a conversational marketing tool that integrates with Salesforce. He previously managed solutions engineering at Optimizely, where he built and led a team of 6 solutions engineers.
John Rougeux
John is the VP of Marketing at BlockSpaces, a B2B integration platform, and the Founder and Category Design Consultant for B2B Tech at Flag and Frontier.  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. Previously, he served as...
Ken Rutsky
Ken Rutsky helps B2B growth company executives in sales, marketing, and the C-Suite to breakthrough and achieve and grow market leadership in new and existing markets. Before he launched his consulting practice, KJR Associates, Ken spent 20+ years in B2B marketing operational roles; launching the Intel Inside broadcast co-op program and the Internet’s first affiliate...
Kirby Wadsworth
Kirby is the Chief Marketing Officer at Elevate Security, and previously served as a marketing advisor, fractional CMO, and Adjunct Professor of Marketing at Babson College. He’s also acted as CMO at enterprise software and networking companies including Illusive Networks, a cybersecurity provider, Bayshore Networks, an ICS security platform, and Limelight Networks, a digital content...
Lianne Gong
Lianne specializes in sales, G&A and executive recruiting, and she’s currently leading a team of Recruiters at Gong. She previously served as the pioneer recruiter (recruiter #1 or 2) at high-growth B2B tech companies including Pluralsight, Zscaler, Anaplan, and SuccessFactors. In over a decade of sales recruiting across companies, Lianne has hired hundreds of sales...
Linda Fang
Linda Fang is the Principal Attorney at Banyan Legal Counsel, a law firm that supports businesses with employment law and business startup and expansion. She’s been practicing law for 16 years, covering all aspects of employment law, HR advice, entity formation and governance, and business contracts. Linda has been admitted to the bar in California...
LinkedIn Advertising and Prospecting
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.
Lori Harmon
Lori is currently Global Head of Business Development at Cloudflare. She previously was the Vice President of Global Digital & Virtual Sales at NetApp, where she led a team of 140 and a $20M P&L as well as built sales teams at companies including VeriSign, BlackBerry, and Contrast Security. Lori has been the first sales...
Managing B2B Product Launches and Releases
Managing B2B Product Launches and Releases
Mary Sheehan has help product marketing leadership roles at Adobe and SocialChorus. In this guide, she describes how to prepare for, coordinate, and measure product launches of all types, from routine releases to major new offerings.
Maranda Dziekonski
Maranda is currently Chief Customer Officer at Swiftly, a provider of enterprise software for transit agencies. She’s previously built customer success from scratch four times, growing teams of up to 15-20 CSMs. Maranda has worked at companies like Lending Club, HelloSign, Castlight Health, and Pared. Maranda is also a customer success advisor for organizations including...
Marc McDougall
Mark is a designer specializing in helping SaaS companies book more demos & trials by optimizing their site for conversions. He started his career as a UI/UX generalist, but gravitated toward conversion as one of the most valuable focus areas for design, and on SaaS as a field where high conversion rates yield the greatest...
Mark Stiving
Mark is Chief Pricing Educator at Impact Pricing, an advisory firm specializing value-based pricing for B2B technology companies. He holds a Ph.D in Marketing and is the author of two pricing books (“Impact Pricing” and “Win, Keep, Grow”). Mark was previously a Pricing and Product Management Instructor with the Pragmatic Institute and has coached hundreds...
Mary Sheehan
Mary is a marketing leader at Adobe, where she currently leads engagement and retention marketing for Acrobat SMB and student, and previously led product marketing at the Advertising Cloud. She’s also held product marketing roles at SocialChorus, AdRoll, and Google. Mary is the host of the Women in Product Marketing podcast.
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...