All Episodes - Scaleup Marketing
Scaleup Marketing is a bi-weekly podcast focused on B2B marketing at scale-up companies, covering the strategy and tactics it takes to win at $100m ARR and beyond. Hosted by Tom Wentworth, CMO at Recorded Future
View Podcast Details14 Episodes
Brand to Demand: Fueling Growth in Tough Times
Presentation from the 2023 CyberMarketingCon in Austin, Tx. Let's face it: it's tough out there. Marketers are being asked to do more, with less budget and fewer resources. The first budget casualty is almost always brand marketing, viewed as a luxury that can be trimmed when budgets tighten. And cutting brand investments is a terrible mistake.
Attribution Hunger Games
In this episode of Scaleup Marketing, I talk about the Catch-22 of Attribution, and why fighting over attribution is destroying go-to-market teams.
Jamie Sloan (InVision) on Strategic Marketing Operations
On this week’s episode of Scaleup Marketing, I’m joined by Jamie Sloan, the Senior Director, Marketing Operations and Automation at InVision. Jamie talks about the evolution of marketing operations from tactical to strategic, why process is important to scale, and the one marketing tool she would keep above all others.
Why I Started a Podcast (and Why You Should Too)
In this week's episode of Scaleup Marketing, I talk about why I decided to start a podcast, what I'm hoping to get out of it, and why I think everyone should start their own podcast.
Rene White (Chasm Group) on How to do Positioning the Right Way
On this week’s episode of ScaleUp Marketing, I talk to René White, a Senior Advisor with the Chasm Group. René works with boards, CEO’s, and executive management teams on business challenges tied to revenue growth, He began his career with the storied marketing consulting firm Regis McKenna, where he worked directly with Steve Jobs at Apple for more than five years. Rene and I talk about what makes great positioning and how to do positioning projects the right way. Enjoy.
Mike Waldrop (DataStax) on What Sales Engineers Really Want from Marketing
On this week's episode of Scaleup Marketing, I talk to Mike Waldrop, the Director of Presales Solution Architecture at Datastax about the relationship between sales engineers and marketing. We talk about what sales engineers really need from marketing, why marketers should be out on the front lines, and why SEs make great product marketers.
Mercedes Chatfield-Taylor (Caldwell Partners) on How To Hire Marketing Executives
In this week's episode of Scaleup Marketing, I talk to Mercedes Chatfield-Taylor, a managing partner of Caldwell’s Private Equity and Venture Capital Executive Search Practice. Mercedes focuses on executive-level search for high-growth technology companies, with deep expertise in B2B SaaS companies. Mercedes and I talk about the role of executive search and how she identifies and qualifies marketing candidates. And we talk about the diversity problem in tech and the role executive search plays in helping solve it.
Kyle York (York IE) on how Brand Creates Demand
In this week’s episode of Scaleup Marketing, I talk to Kyle York, the co-founder, CEO, and managing partner at York IE, an investment firm. Kyle and I talk about our love of New Hampshire and how his early focus on brand helped build Dyn into a $100m company that was eventually acquired by Oracle. Enjoy.
Lynne Capozzi (CMO Acquia) on Kicking Marketo to Curb
On this week’s episode of Scaleup Marketing, I’m joined by Lynne Capozzi, the CMO of Acquia. Lynne and I talk about moving from Marketo to the Acquia Campaign Studio and the importance of “drinking your own champagne”. We also talk about how to execute a large website redesign project and why Lynne fought to rebrand the traditional sales kickoff as a “sales + marketing kickoff.
Jess Iandiorio (CMO Starbust Data) on “She’s Not Strategic” and the Importance of Category Creation
This week's guest on Scaleup Marketing is my friend and former colleague Jess Iandiorio, the CMO at Starburst Data. Jess and I worked together at Acquia, and she’s previously been at Endeca, Drift, and Mirakl. Jess and I talk about the “She’s Not Strategic” challenge that women face when trying to move up in an organization. And we get into the importance of category creation for companies who don’t fit into an existing box.
Rick Klau on the Immaculate Promotion + being a Product Manager at Google
On today’s episode of Scaleup Marketing, I’m joined by Rick Klau, a long-time startup entrepreneur, former operating partner at GV, and a Product Manager at Google where he worked on Blogger, Profiles, and the YouTube homepage. I wanted to talk to Rick about his work on the OKR framework used at Google, but we ended up talking about his journey from being a lawyer to blogger to product manager on some of the most widely used products in the world.
Anthony Deighton of Tamr on Why Standup Comedians Are Great Marketers
On today’s episode of Scaleup Marketing I’m joined by Anthony Deighton, the Chief Product Officer at Tamr. Anthony has 20 years of experience in enterprise software, including 10+ years at Qlik growing it from an unknown Swedish software company to a public company and market leader. Anthony and I talk about his experience building Qlik from the ground up, how product and product marketing teams need to work together, and what messaging development has in common with standup comedy.
Eric Schurr on Great Product Marketing
On today’s episode of Scaleup Marketing, I talk to Eric Schurr, the former CMO of Carbon Black, and one of the best marketers to come out of the Boston tech ecosystem. I was told by a former boss of mine that Eric was the best product marketer he had ever worked with, and I think you’ll learn why in this episode. We talk about the importance of great product marketing, the need for product marketers to lead the go-to-market as the CMOs or their business, and how to make the sales and marketing relationship really work.
Dave Kellogg on the Three Pillars of a Great CMO
The first episode of my podcast is with the great Dave Kellogg, recently named a Top 5 Most Respected Leader in SaaS by the 15,000 attendees of SaaStr. I had a lot of fun digging well over a decade of his posts on software and marketing at https://kellblog.com. In the podcast, we talk about some of my favorite posts of Dave’s over the years including: The three pillars of a great CMO (and you can only pick two) How great product marketing needs to impose simplicity on the market The nearly impossible path from CMO to CEO Our fascination with Autonomy and our mutual respect for their bold but wildly inaccurate messaging