Selling In The Cloud

Intricately

In this podcast dedicated to the business of cloud sales and marketing, hosts Michael Pollack and Sarah E. Brown talk to innovators, leaders, and practitioners about all things selling in the cloud. Brought to you by Intricately, the authoritative source of cloud product adoption, usage, and spend data for accelerating cloud sales and marketing.

All Episodes

In this episode, our guest is Carol Carpenter, CMO of VMware. She joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a conversation on sales and marketing alignment, the role of data in customer journeys, initiating culture change at large enterprises, and much more.

Dec 1

25 min 43 sec

In this episode of Selling in the Cloud, our guest is Dave Kennett, CEO and Founder of Replayz, which offers on-demand sales tune-ups for Inside Account Executives from the world's best inside sales reps. An expert on all things sales coaching, Dave joins our CEO and VP of Marketing to discuss raising ASP, compensation structure, and much more.

Nov 17

22 min 51 sec

In this episode of Selling in the Cloud, our guest is Palen Schwab, VP of Revenue Ops at Lacework. Tune in as he joins our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a conversation on how marketers can work more strategically with RevOps teams.

Nov 3

21 min 11 sec

In this episode, our guest is Kevin Ward, former Senior Director of RevOps at Electric – an IT service management company that provides IT support, security, network and device management. He joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how today's cloud go-to-market teams can use data to inform strategy and drive revenue.

Oct 13

24 min 14 sec

In this episode, our guest is Gene Villenueve, Chief Revenue Officer (CRO) at Tehama – a DaaS platform that enterprises can leverage to create cloud-based virtual offices, rooms, and desktops anywhere in the world. He joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on the customer revenue lifecycle.

Sep 30

21 min 15 sec

In this episode, our guest is April Dunford, Founder of Ambient Strategy and author of "Obviously Awesome: How to Nail Product Positioning". April is a startup executive with deep expertise around how companies bring new offerings to market. Listen as she joins Intricately CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how cloud leaders can drive revenue through effective product positioning.

Sep 15

26 min 58 sec

In this episode, our guest is Carolina Samsing Pedrals, CEO of Nubox – the leading provider of a cloud-based accounting and payroll platform for small businesses in Latin America. She joins our CEO Mike Pollack and VP of Marketing Sarah E. Brown for a discussion on her transition to CRO to CEO, how Nubox assesses prospect maturity, and much more. 

Aug 26

19 min 22 sec

In this episode, our guest is Michael Kaplan, CMO of CloudCheckr – a comprehensive cloud management solution that helping businesses manage and automate costs, as well as security, for their public cloud environments. Michael is a B2B tech marketing executive with a passion for helping companies grow. His focus areas include demand generation via account-based and inbound marketing, product marketing, go-to-market strategy, awareness/influencer campaigns, and more. 

Aug 12

18 min 44 sec

In this episode, our guest is Susanne Tedrick, Sr. Cloud Infrastructure Specialist at Microsoft and author of "Women of Color in Tech". A titan in cloud sales and strong advocate for diversity in the space, she discusses the intricacies of cloud adoption among professional sports teams, the inspiration behind her book, and much more.

Jul 28

24 min 4 sec

In this episode, our guest is Cate Lochead, CMO at JumpCloud, a full-stack cloud directory platform. Cate shares her approach to engaging cloud buyers and delivering value to them across their marketing lifecycle.

Jul 15

25 min 19 sec

In this episode, our guest is Paige Johnson-Hinckley, Senior Director of Global Alliances and Go-to-Market at Qumulo. She sits down with our own Michael Pollack and Sarah E. Brown for a discussion on how cloud marketers can win with data.

Jul 1

19 min 12 sec

In this episode, our guest is Jessica Fewless, a multi-channel marketer with over twenty years of experience in B2B marketing and sales, with an emphasis on account-based marketing (ABM). She sits down with our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how today's orgs can use ABM to target and engage the right buyers to grow pipeline.

Jun 17

27 min 34 sec

In this episode, our guest is Charlene Wang, Director of Product Marketing at Coupa. She sits down with our CEO Michael Pollack and VP of Marketing Sarah E. Brown for a discussion on how her team operationalizes data, her strategy on nurturing sales partnerships, and more.

Jun 2

19 min 27 sec

In this episode, our guest is Mary Carter, Principal Pre-Sales Solution Engineer at GoCardless. Mary has extensive experience with software implementation at Fortune 500 companies, SMBs, and startups alike. She shares her advice on how today's cloud sales and marketing teams can better work with sales engineers to improve the customer experience.

May 19

22 min 50 sec

In this episode, our guest is Laura Kendall, VP of Marketing at MadKudu. Laura joins us for a discussion on how today's cloud marketing and sales teams can unify around data-driven revenue.

May 12

25 min 9 sec

In this episode, our guest is Gali Arad Kovacs, Director of Cloud Revenue Marketing at NetApp. She shares her tried-and-true revenue-producing insights for today's go-to-market teams experimenting with partner-driven marketing.

May 5

23 min 57 sec

On this week's episode, our guest is Jon Miller, CMO at Demandbase and co-founder of Marketo. Alongside our CEO Michael Pollack and VP of Marketing Sarah E. Brown, Jon discusses the evolving role of lead disqualification, the importance of thought leadership content, and how Demandbase approaches its target market.

Apr 21

25 min 17 sec

In this episode, we're joined by Aaron Ross, author of Predictable Revenue. Listen as he joins our own Michael Pollack and Sarah E. Brown for a discussion on how cloud sellers can drive high-performance outbound prospecting.

Apr 14

26 min 1 sec

In this episode, Marjorie Abdelkrime, VMWare's Head of Multi-Cloud, discussing problem-solving for customers, how VMWare is leading through app and cloud modernization, SaaS-first, Customer Success-driven cloud, and enabling the anywhere-workforce. She also discusses empowering technical sellers and how VMWare drives customer success across the sales cycle.

Apr 8

28 min 17 sec

In this episode, Matt Heinz, B2B marketing leader and President of Heinz Marketing, shares advice for cloud marketing and sales leaders on how to increase revenue by building buyer-centric campaigns. 

Apr 1

26 min 25 sec

In this episode, we're joined by Christy Marble, CMO at Pantheon! She sits down with Michael Pollack and Sarah E. Brown for a discussion on prospecting, digital transformation, and how COVID-19 has changed how she thinks about data.

Mar 24

34 min 22 sec

In this episode, we're joined by Daniel Day, VP of Marketing at Rollbar – a software company that provides real-time error tracking and debugging tools for developers. Today, he joins Sarah and Michael for a discussion on how cloud revenue leaders can deliver value through a data-driven account-based marketing (ABM) strategy.

Mar 17

34 min 36 sec

In this episode, we're joined by Mikey Renan, Head of Sales at Sense 360 by Medallia. Mikey shares Sense 360's approach to messaging maturity, what it was like selling to restaurants during a pandemic, and how to answer the question of "so what?" when it comes to data.

Mar 10

26 min 42 sec

In this episode, we're joined by Jared Elder, VP of Marketing at build.security. Jared shares his insights on lead scoring and disqualification, the right approach to target account planning, his pet peeves regarding MQLs, and much more.

Mar 3

33 min 41 sec

In this episode, we're joined by Emilia D'Anzica, customer success expert and founder of Growth Molecules. Emilia shares her thoughts on the evolution of customer success, its role in the modern cloud market, and how cloud revenue leaders can become more closely aligned with their CS orgs.

Feb 24

26 min 47 sec

Sangram Vajre, Co-Founder Of Terminus, joins the podcast to discuss accelerating cloud revenue generation through ABM.

Feb 17

28 min 56 sec

In this episode, we sit down with Robbie Baxter, consultant, speaker, and bestselling author of The Membership Economy and The Forever Transaction. Robbie has more than twenty years of experience providing strategic business advice to major organizations like Netflix, Consumer Reports, and LinkedIn. She offers up her insights on the evolution of subscription-based pricing, membership trends that drive recurring revenue, and how sales and customer success can work together to be less siloed.

Feb 10

23 min 22 sec

In this episode, we're joined by Mark Petruzzi, author of Selling The Cloud: A Playbook for Success in Cloud Software and Enterprise Sales. Mark is a strategy consultant who has been selling and leading large cloud sales organizations during his career. Mark sat down with Intricately CEO and co-founder Michael Pollack and VP of Marketing Sarah E. Brown to discuss the power of customer success, why diversity in sales is so important, the emerging role of the President CRO, and more.

Feb 3

34 min 48 sec

In this episode, we’re joined by Dave Derington, Outreach’s Head of Education. At Outreach, Dave helps guide customers on their journey. Dave's multi-disciplined career has spanned roles within laboratory science, game development, higher education, and SaaS – all of which he combines to drive product adoption and customer education.

Jan 26

36 min 32 sec

In this episode, Michael and Sarah talk with Billy Bosworth, CEO of Dremio – a cloud data lake engine that operationalizes data lake storage and speeds up analytics processes. Billy discusses the state of modern data infrastructure, what led to the founding of Dremio, how they’re approaching selling in the cloud data lake market, and the one thing he wishes prospects knew.

Jan 20

32 min 6 sec

Nicole Wojno Smith, VP of Marketing for Tackle, a platform that makes buying and selling software through the cloud marketplaces easier and more efficient than selling and buying directly, joins the podcast to discuss how cloud sellers and marketers can target key data points to identify top prospects, and some of the innovative tactics she’s using to create dialogue with prospects and customers.

Jan 6

29 min 52 sec

Intricately's CTO and co-founder Fima Leshinsky joins us to share how he built the authoritative source of cloud product adoption, usage, and spend insights--and what it really takes to map the cloud. Leshinsky shares some history on the origins of Intricately, why cloud footprint data is so powerful, and how it empowers cloud sellers to accelerate their sales programs. He also discusses the history of cloud infrastructure, 2021 cloud market trends, and how today's cloud sellers can capitalize on where the cloud is headed.

Dec 2020

34 min 41 sec

DigitalOcean's CMO Carly Brantz joins the show to discuss how her team at DigitalOcean builds data-driven marketing programs to reach developers at different stages of their digital transformation. Brought to you by Intricately, the authoritative source of digital product adoption, usage, and spend data for cloud sales and marketing teams.

Dec 2020

30 min 19 sec

In this episode, Michael and Sarah welcome Geoffrey Moore, an author, speaker, advisor and legendary cloud marketer whose life's work has focused on the dynamics surrounding disruptive innovations. They discuss his seminal book, Crossing the Chasm, which unpacked the challenges startup companies face transitioning from early adopters to mainstream customers.

Dec 2020

35 min 39 sec

Welcome to selling in the cloud, a new podcast about the business of cloud sales and marketing, brought to you by Intricately, the authoritative source of product adoption, usage, and spend data for sales and marketing teams. Co-hosted by Intricately CEO and co-founder Michael Pollack and Intricately Head of Marketing Sarah E. Brown.

Dec 2020

4 min 46 sec