The B2B Engagement

How is AI moving beyond the buzzword to truly reshape how enterprises sell, buy, and build competitive advantage? Join Dale Brown, Global Head of AI Solutions Sales at HPE, and Gavin Finn for a candid discussion on how AI is transforming enterprise sales, breaking down silos between marketing and sales, and redefining what “value” means in the modern buyer journey.In this episode, we’ll explore:How AI is redefining buyer motion and the future of enterprise sales.What separates hype from real impact in today’s AI investments.How to align marketing and sales through AI-driven value storytelling.The disappearance of SDRs and what that means for the next-gen sellers.Making AI work for you. Creating precision, context, and connection at scale.With decades of experience spanning big tech and startups, Dale shares a front-row view into how organizations are using AI not just to drive productivity, but to build repeatable, predictable revenue outcomes—and where most are still falling short.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠kaon.com⁠

In this episode, Penelope Thompson, Area Vice President, Global Center of Excellence, Systems Engineering at Pure Storage, joins Gavin Finn to share how the role of the solutions engineer is evolving from technical support to strategic partner — and how this shift is transforming the way B2B companies engage customers and drive business outcomes.Penelope discusses how her team is responding to leaner budgets, complex buying dynamics, evolving buyer behavior, and new technologies reshaping customer engagement.In this episode, we’ll explore:SEs’ evolution into consultative, trusted advisorsNew SE skillsets for tight budgets and multi-stakeholder buyingSales + SE “in sync”: co-creating solutions to speed dealsUsing interactive experiences to make value tangibleHow Pure is redefining SEs to drive adoption, expansion, and revenueDiscover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠⁠⁠kaon.com⁠

How can leaders overcome risk aversion to embrace AI's potential fully?After 20 years at Siemens AG, Andreas Geiss, empowered by the enterprise-changing potential of AI, became VP of Industrial and Retail at Aleph Alpha. Andreas discusses his transition from mechanical engineering to AI and moving from a giant to a fast-paced start-up. In this episode, you’ll learn:The challenges of scaling AI initiatives and the necessity of rethinking workflowsThe transformative potential of AI beyond mere automationWhy education and a shift from traditional risk-averse mindsets are crucial for technological adoptionThe importance of the human factor in driving these changesHost Gavin Finn and Andreas envision a future where AI and human collaboration redefine industrial enterprises, stressing the need for imagination and transformation over mere optimization.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠kaon.com

Lab optimization isn’t about small gains -- it’s about transforming healthcare. In this episode, Michael Harrison, COO of Lily Seaport Innovation Center, joins Gavin Finn to share how unifying systems and breaking down silos can drive scalable, data-driven impact across the entire ecosystem.In this episode, we’ll explore:Driving integrated, efficient research with digital lab twins.How agentic AI can automate, optimize, and unify lab processes.Tips for building resilient, optimized global supply chains.Steps to unify lab data and operations for seamless research.Leveraging unified systems to support rapid growth and M&A.Implementing sustainable practices for long-term lab success.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠kaon.com

How Do You Scale and Innovate in a Multi-Site Healthcare Operation?Doug Hamilton, Regional Vice President of Lab Operations for the Midwest at Quest Diagnostics, joins Gavin Finn to explore what it really takes to deliver fast, accurate, and scalable diagnostics across a complex healthcare ecosystem. With more than 32 years at Quest, Doug shares what he’s learned about driving innovation while managing the daily pressures of lab performance and patient outcomes.In this episode, you’ll learn:How lab science influences 70% of healthcare decisionsWhy technology alone doesn’t solve operational complexityHow to manage distributed lab networks without sacrificing speed or accuracyWhy continuous learning and talent development are key to performanceWhat COVID-19 taught us about rapid adaptation and resilienceWhether you’re leading operations, navigating change in healthcare, or focused on performance at scale, this episode offers a clear look at how to lead with precision, agility, and trust.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠kaon.com

From Tools to Trust: Johannes Habel on the New Rules of B2B SalesWhat happens when more technology doesn’t lead to better selling?Johannes Habel, Associate Professor of Marketing at the University of Houston, joins Gavin Finn to unpack what’s really holding B2B sales back - and what it will take to move forward. From CRM fatigue to fragmented sales roles, Johannes brings academic rigor and field experience to one of the most urgent challenges in commercial strategy: aligning with how today’s buyers buy.In this episode, Johannes shares:Why adding sales tools rarely improves sales performanceThe four reasons CRM systems still fail to gain adoptionHow marketing and sales must shift from silos to shared strategyWhat buyer “discovery fatigue” means for your first conversationWhy value-based selling is harder - and more necessary - than everWhether you're leading GTM strategy, running enablement, or trying to modernize your sales process, this episode offers a clear, unvarnished look at how to build a sales organization that meets today’s buyers with credibility and confidence.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: kaon.com

From Perfectionism to Progress: Sandra Anderstedt on Building Bold Marketing at SandvikWhat happens when a planner learns to embrace iteration—and leads a team to do the same?Sandra Anderstedt, VP of Marketing and Communications at Sandvik Manufacturing Solutions, joins Gavin Finn to share her journey from internal comms to building a global, agile marketing team from scratch. Her approach? Embrace difference, start before you're ready, and always keep learning.In this episode, Sandra shares:How personality differences became her leadership superpowerWhat it takes to unify diverse software brands under one strategic voiceWhy B2C hires helped her challenge B2B normsHow her team swapped “perfect” for progress—and what they gainedPractical ways they’re leveraging AI to boost efficiency and creativityWhether you’re scaling a team, rethinking your strategy, or just trying to get started, Sandra’s story is a masterclass in clarity, courage, and momentum.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: kaon.com

Leading with Humanity: Cassandra Farr on Culture, Courage & Care at PhilipsWhat does it take to lead complex transformation—without losing your values in the process?In this candid conversation, Cassandra Farr, SVP and Head of Health Systems at Philips, joins Gavin Finn to share her journey from healthcare informatics to the C-suite—and why authenticity, empathy, and empowerment are non-negotiable leadership principles.They explore:Why “listening for meaning” is Cassandra’s leadership superpowerCreating space for hard conversationsHow to lead diverse, global teams through uncertainty and changeWhy customer-centricity starts with team cultureLessons from a lifetime surrounded by strong, entrepreneurial womenThis episode isn’t just about leadership—it’s about leading differently, with purpose, presence, and conviction.Explore how Kaon helps B2B companies build trust through storytelling and clarity: Visit kaon.com

Leading with Authenticity: A Conversation with Nancy Hiller, President & GM of Americas at AccurayIn this episode, President and GM of Americas at Accuray, Nancy Hiller shares her unique career journey from revenue cycle management to executive leadership in healthcare technology.Key topics include: The importance of aligning leadership and go-to-market strategies in the healthcare sector How strong customer relationships and trust drive long-term success Adapting to market changes in a digital-first world Delivering value to both customers and patients Why authenticity and transparency are critical in leadershipTune in for valuable insights on leadership, strategy, and the evolving healthcare landscape.Learn more about how Kaon helps businesses tell their value story effectively: Visit kaon.com

Revolutionizing Customer Engagement: AI, Innovation & Human Connection with Daniel Sherill of HPEIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Daniel Sherill, Director of NA Strategic Customer Engagements at HPE, to explore the evolution of customer experience in B2B.Daniel shares his transition from exclusive Executive Briefing Centers (EBCs) to inclusive Customer Innovation Centers (CICs)—creating immersive, collaborative, and personalized interactions.Key topics include: How AI-driven insights and interactive technologies enhance customer engagement The shift from traditional briefing centers to dynamic, customer-focused innovation hubs Strategies for fostering human-to-human connections in both physical and virtual formats The role of data-driven personalization in elevating B2B customer experiences How businesses can create impactful, interactive engagements for deeper relationshipsTune in for expert insights on AI, customer engagement, and the future of B2B interactions.Discover how Kaon helps B2B companies transform engagement strategies: Visit kaon.com

The Evolution of Supply Chain: From Cost Center to Strategic Advantage with Chris MooreIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Chris Moore, a supply chain veteran with over 30 years of experience, to explore the transformation of supply chain management from a cost-centric function to a strategic value driver.Key topics include: The shift from transactional to transformational supply chain collaborations How data and innovation are redefining B2B engagements The human element in creating resilient and adaptive supply chains Strategies for leveraging supply chains as a competitive advantage Navigating today’s dynamic business landscape with agility and insightTune in for expert perspectives on supply chain innovation, collaboration, and the future of B2B partnerships.Discover how Kaon helps B2B companies tell their value story effectively: Visit kaon.com

Skating to the Future: Leadership & Digital Transformation with Brent TaylorDigital transformation is essential for B2B leadership, enabling companies to anticipate and adapt to rapidly changing market dynamics—much like Wayne Gretzky’s famous approach:"I skate to where the puck is going to be, not where it has been."In this episode, Brent Taylor, VP of Strategic Sales & New Business Development at Ricoh Graphic Communications and Founder & CEO of the Doctor Leadership Podcast, joins host Gavin Finn to explore the intersection of leadership and technology in driving transformative business success.Key topics include: Leading multigenerational teams through tech-driven change How personal and organizational transformations shape future leadership The role of AI, IoT, and augmented/virtual reality in reshaping industries, enhancing efficiencies, and reducing costs Supporting customer transformation by prioritizing engagement strategies that foster deeper connections and long-term valueDiscover how Kaon helps B2B companies drive innovation and engagement: Visit kaon.com

Leadership, Safety, and Agility: Insights from Jan Hegewald of DrägerIn this episode of The B2B Engagement Podcast, Gavin Finn chats with Jan Hegewald, Head of Sales and Service for Safety Technology at Dräger. With 17 years at this family-driven company, Jan highlights the power of a people-centered culture in driving success.Key topics include: How Dräger’s Vision Zero initiative aims to eliminate workplace accidents The role of innovation and flexibility in leadership and management Strategies for fostering a diverse, motivated team Navigating unpredictable external forces while maintaining agility Balancing long-term business goals with the need for adaptability Tune in for valuable lessons on leadership, risk-taking, and organizational resilience.Learn how Kaon helps B2B companies engage, educate, and inspire: Visit kaon.com

Innovation, Collaboration & Career Growth with Tola OlorunnisolaIn this episode, Gavin Finn is joined by Tola Olorunnisola, Senior VP and GM of Advanced Lab Services at Avantor. Tola shares her inspiring career journey—from an electrical engineer at GE Healthcare to a leadership role in the life sciences industry—highlighting the power of coopetition in addressing customer needs.Key topics include: Navigating career transitions and embracing continuous learning The role of M&A integration and innovation in business growth How listening to understand drives problem-solving and leadership success Becoming a trusted advisor in a rapidly evolving industry The transformative impact of collaboration and coopetitionTune in for insights on strategic leadership, career development, and the future of life sciences.Discover how Kaon helps B2B companies engage and inspire: Visit kaon.com

From Farm to CMO: Leadership & Storytelling with JoDee GeorgeIn this episode of The B2B Engagement Podcast, Gavin Finn speaks with JoDee George, Vice President and Chief Marketing Officer for U.S. and Canada Imaging at GE Healthcare. JoDee shares her inspiring journey—from growing up on a Wisconsin farm to leading in a global healthcare company—highlighting lessons of grit, determination, and business fundamentals.Key topics include: The critical synergy between marketing, communications, and sales in driving success The power of storytelling and understanding audience needs How authentic leadership fosters trust and innovation The role of culture and training in organizational growth Why confidence, humility, and self-awareness are essential leadership traitsTune in for a conversation on strategic marketing, leadership, and personal growth.Explore how Kaon helps B2B companies tell their value story effectively: Visit kaon.com

M&A, Culture & Strategy: Insights from Balu Challagundla of GF Piping SystemsIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Balu Challagundla, Head of Strategy and M&A at GF Piping Systems. Balu shares his unique career path, from IT to leading strategic mergers and acquisitions, highlighting the intersection of technology, management, and culture.Key topics include: How company culture impacts innovation, growth, and transformation The strategic importance of aligning culture with M&A execution Managing unconscious bias in global business environments Understanding cultural nuances in multinational organizations The role of corporate values in driving strategic successTune in for valuable insights on M&A strategy, leadership, and cultural integration.Learn how Kaon helps B2B companies drive innovation and engagement: Visit kaon.com

Customer-Driven Innovation & Engineering Leadership with Mark CzajaIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Mark Czaja, Chief Technology and Innovation Officer at Parker Hannifin. Mark shares his career journey—from design engineer to CTO—and the critical role of customer-driven innovation in technology-driven markets.Key topics include: The shift from traditional engineering silos to an integrated systems approach How collaborating with customers leads to tailored, high-value solutions The impact of cross-industry expertise on innovation and market leadership Strategies for simplifying complex technologies to enhance customer experience How Parker Hannifin stays ahead in an evolving industrial landscapeTune in for expert insights on engineering, innovation, and customer-centric leadership.Discover how Kaon helps B2B companies drive innovation and engagement: Visit kaon.com

Customer-Centric Marketing & the Future of Diagnostics with Bhargab BaruaIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Bhargab Barua, Vice President of Global Marketing for Integrated Clinical Solutions at bioMérieux. Bhargab shares his career journey—from product manager in India to a global marketing leader in the life sciences industry—highlighting the power of customer-centric strategies in driving market growth.Key topics include: How customer-driven marketing fuels business success in life sciences The impact of COVID-19 on the diagnostics industry and market evolution The changing role of marketing in healthcare and life sciences The need for integrated solutions that address multiple stakeholders How diagnostics innovations are improving patient outcomesTune in for valuable insights on marketing, strategy, and healthcare innovation.Learn how Kaon helps B2B companies engage and inspire: Visit kaon.com

Building High-Impact Ecosystems with Meredith Stowell of IBMIn this episode of The B2B Engagement Podcast, Gavin Finn dives into the world of ecosystem strategies with Meredith Stowell, VP of Ecosystem at IBM. Meredith shares how IBM builds and leverages a diverse partner ecosystem—including ISPs, academic institutions, and skills training programs—to drive industry growth and innovation.Key topics include: The role of ecosystems in driving business success and transformation How sales and marketing integration enhances customer outcomes Strategies for fostering collaboration and innovation through partnerships The impact of ecosystems on talent acquisition and workforce development Why creativity, patience, and a growth mindset are essential in ecosystem buildingTune in for expert insights on strategic partnerships, business innovation, and ecosystem growth.Discover how Kaon helps B2B companies tell their value story effectively: Visit kaon.com

Scaling for Hypergrowth: Insights from Francis Chow of Red HatIn this episode of The B2B Engagement Podcast, we explore scaling for hypergrowth with Francis Chow, VP and GM at Red Hat. Francis shares his career journey—from engineering to leading billion-dollar businesses—and provides key insights on innovation, agility, and digital transformation.Key topics include: How agile and scalable solutions enable sustainable growth Breaking down organizational silos to accelerate innovation The role of AI and data in driving efficiency and decision-making Strategies for scaling technologies across diverse industries Navigating the complexities of digital transformation in today's business landscapeTune in for expert strategies on hypergrowth, technology scaling, and digital innovation.Discover how Kaon helps B2B companies engage, educate, and inspire: Visit kaon.com

Transforming B2B Marketing: Insights from Rebecca Smith, CMO at CienaIn this episode of The B2B Engagement Podcast, Gavin Finn dives into the evolving world of B2B marketing transformation with Rebecca Smith, CMO at Ciena. Rebecca shares her career journey—from consumer goods to high-tech B2B marketing—offering invaluable insights into the strategic evolution of marketing.Key topics include: How B2B marketing is shifting from a tactical function to a strategic sales partner Practical strategies for nurturing customer relationships and driving engagement The power of compelling storytelling in B2B marketing Fostering collaboration between marketing and sales for revenue growth The key skills and mindset shifts needed to succeed in modern B2B marketingTune in for expert insights on marketing strategy, customer engagement, and sales alignment.Learn how Kaon helps B2B companies tell their value story effectively: Visit kaon.com

Go-to-Market Strategy & IoT Security Innovation with Vincent Korstanje of KigenIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Vincent Korstanje, CEO of Kigen, to explore the complex world of executive go-to-market strategies in today’s fast-evolving technology landscape.Vincent shares his journey from technical expert to business leader, revealing the pivotal moments that shaped Kigen’s innovative approach to IoT security.Key topics include: How Kigen’s eSIM technology is revolutionizing device security and seamless connectivity The importance of customer-centric problem-solving in driving business success Creating a high-trust, mistake-friendly company culture that fosters innovation The future role of AI in decision-making and business transformation The power of storytelling and multichannel engagement in modern B2B strategyTune in for a masterclass on balancing technology with real-world impact, building strong partnerships, and crafting strategies that drive customer success.Learn how Kaon helps B2B companies communicate their value story effectively: Visit kaon.com

Building Trust & Personalization in B2B Marketing with Cordula Knüppel of EricssonThis week on The B2B Engagement Podcast, Gavin Finn is joined by Cordula Knüppel, Senior Director of Marketing and Communications, Western Europe at Ericsson. Cordula shares key insights on building trust in the buyer’s journey through effective value storytelling and personalized B2B experiences.Key topics include: How value-driven storytelling enhances buyer trust and engagement The role of AI in modern B2B marketing and campaign personalization Creating emotional connections that resonate with decision-makers Strategies for designing targeted, high-impact marketing campaigns The evolution of personalization in B2B and its impact on sales successTune in for expert insights on B2B marketing transformation, trust-building, and AI-driven engagement.Learn how Kaon helps B2B companies craft compelling value stories: Visit kaon.com

Transforming B2B Healthcare Marketing with Andy DeLaO of GE HealthCareIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Andy DeLaO, Chief Strategy and Marketing Officer at GE HealthCare, to discuss change management, patient-centric strategies, and B2B engagement evolution.Key topics include: Andy’s multi-year change management plan and its impact on marketing transformation The importance of patient-centric and customer-centric approaches in healthcare marketing Strategies for aligning and inspiring teams to drive engagement and growth How GE HealthCare simplifies complex industry challenges into effective, trust-driven marketing strategies Maintaining an authentic human touch throughout the customer’s problem-solving journeyTune in for expert insights on strategic marketing, customer trust, and B2B transformation in healthcare.Learn how Kaon helps B2B companies communicate their value story effectively: Visit kaon.com

Brand Building & B2B Strategy Evolution with Aaron Graham of SESIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Aaron Graham, Senior Vice President at SES, to explore the intricacies of brand building, B2B complexities, and evolving sales and marketing strategies.Key topics include: Aligning sales and marketing for greater impact Redefining brand promises to enhance customer trust Innovative solutions for delivering stable infrastructure in a changing market The ongoing organizational transformation journey in B2B environments Strategies for navigating complex sales cycles and market shiftsTune in for expert insights on branding, sales-marketing alignment, and B2B strategy transformation.Discover how Kaon helps B2B companies engage, educate, and inspire: Visit kaon.com

Mastering Consultative Selling in B2B with Joel Cowen of DiaSorinIn this episode of The B2B Engagement Podcast, Gavin Finn explores the power of consultative selling with Joel Cowen, VP of Commercial Immuno at DiaSorin, a global diagnostics company. Joel shares insights into the evolving landscape of B2B engagement and the strategic transformations DiaSorin has made to enhance sales and marketing alignment.Key topics include: How consultative selling improves customer relationships and drives success Strategies for aligning marketing and sales to create a seamless customer experience Understanding customer needs and tailoring solutions for long-term partnerships The shifting dynamics of B2B engagement in the diagnostics industry Lessons from DiaSorin’s transformation in sales strategy and executionTune in for expert insights on customer-centric selling, B2B transformation, and sales-marketing alignment.Discover how Kaon helps B2B companies communicate their value story effectively: Visit kaon.com

The Future of B2B Sales: Insights from Mark Weber of IBMIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Mark Weber, VP of Global Sales at IBM, to explore the major shifts reshaping B2B sales in the digital era.Key topics include: The evolving landscape of digital sales and hybrid engagement models How traditional and online sales approaches are blending for greater impact The transformative effects of COVID-19 on client engagement strategies The growing importance of trials, demos, and personalized customer experiences How AI is revolutionizing customer interactions and sales enablement The critical role of authenticity and empathy in modern B2B sellingTune in for expert insights on navigating the future of sales, leveraging AI, and enhancing customer experiences.Discover how Kaon helps B2B companies engage, educate, and inspire: Visit kaon.com

Empathetic Marketing & Authentic Customer Connections with Scott Baker of IBMIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Scott Baker, CMO and VP of IBM Hybrid Cloud Portfolio and Product Marketing, to explore the business-to-human (B2H) approach in enterprise marketing.Key topics include: How to connect with customers authentically and build trust The power of empathetic marketing in delivering personalized, value-driven experiences Understanding unique business challenges to become a trusted advisor How genuine connections cut through the noise and drive real business impact Strategies for crafting customer-centric narratives that lead to closed dealsTune in for expert insights on relationship-driven marketing, authenticity, and the future of B2B engagement.Discover how Kaon helps B2B companies create compelling value stories: Visit kaon.com

Customer Engagement & Sales-Marketing Alignment with Dalila Babou of TE ConnectivityIn this episode of The B2B Engagement Podcast, Gavin Finn sits down with Dalila Babou, Global Marketing Director at TE Connectivity, for a thought-provoking discussion on the evolving dynamics of customer engagement and the critical role of sales and marketing alignment in driving revenue and organizational transformation.Key topics include: Shifting generational preferences in B2B customer engagement Understanding the dimensions of value for diverse buyers The necessity of sales and marketing alignment in building a customer-driven commercial vision How marketers can leverage data-driven insights to enhance sales discussionsTune in for practical advice and industry expertise on navigating the future of B2B engagement and collaboration.Discover how Kaon helps B2B companies create compelling value stories: Visit kaon.com_______Produced by Dana PolihovskyOriginal music by Andrew Strout