Reduce Revenue Leak with Purpose-Driven Marketing
Learn how to reduce revenue leak with purposeful marketing strategies with Kyle Coleman, CMO at Clari, and Devin Reed, Head of Content at Clari.
Clari’s Revenue Platform improves efficiency, predictability, and growth across the entire revenue process. Clari gives revenue teams total visibility into their business, to drive process rigor, spot risk and opportunity in the pipeline, increase forecast accuracy, and drive overall efficiency. Thousands of sales, marketing, and customer success teams at leading companies, including Okta, Adobe, Workday, Zoom, and Finastra, use Clari’s execution insights to make their revenue process more connected, efficient, and predictable.
Guest Bio
Kyle is the CMO at Clari, leading the marketing team with a keen eye for efficiency. Kyle thrives on creating and optimizing processes that streamline operations within the revenue organization. His insightful approach has paved the way for significant improvements in both productivity and bottom-line results. By fostering collaboration and fostering strong relationships across departments, he promotes a sense of unity and cohesion that elevates the entire organization.
Through his relentless pursuit of excellence, he has become a trusted advisor, guiding teams and individuals towards achieving their goals. With an unwavering dedication to continuous improvement, Kyle continuously challenges the status quo, propelling Clari to new heights and establishing it as a frontrunner in the industry.
Devin Reed, the Head of Content & Thought Leadership at Clari, has demonstrated exceptional prowess in the world of marketing. From having zero marketing experience, he accomplished a remarkable feat by ascending to the position of head of content at a billion-dollar startup within just 12 months.
Devin’s unparalleled ability to captivate and convert attention into revenue in the digital landscape paved the way for his rise. He specializes in crafting content strategies that not only outperform competitors but also cultivate incredibly loyal audiences. Through his expertise, brands position themselves as the definitive leaders within their respective categories.
Notable accomplishments in Devin’s career include orchestrating the exponential growth of Gong’s brand and content engine, successfully propelling the company’s annual recurring revenue (ARR) from $20 million to an impressive $200 million. Moreover, he has achieved tremendous success with his own side business, The Reeder, which has flourished into a six-figure enterprise.
Devin’s expertise is highly sought-after, and he serves as an advisor to some of the world’s fastest-growing and most intriguing startups. His invaluable counsel has been instrumental in the success of companies such as Notion, Wiz, AudiencePlus, and numerous others.
Guest Bio
Kyle is the CMO at Clari, leading the marketing team with a keen eye for efficiency. Kyle thrives on creating and optimizing processes that streamline operations within the revenue organization. His insightful approach has paved the way for significant improvements in both productivity and bottom-line results. By fostering collaboration and fostering strong relationships across departments, he promotes a sense of unity and cohesion that elevates the entire organization.
Through his relentless pursuit of excellence, he has become a trusted advisor, guiding teams and individuals towards achieving their goals. With an unwavering dedication to continuous improvement, Kyle continuously challenges the status quo, propelling Clari to new heights and establishing it as a frontrunner in the industry.
Devin Reed, the Head of Content & Thought Leadership at Clari, has demonstrated exceptional prowess in the world of marketing. From having zero marketing experience, he accomplished a remarkable feat by ascending to the position of head of content at a billion-dollar startup within just 12 months.
Devin’s unparalleled ability to captivate and convert attention into revenue in the digital landscape paved the way for his rise. He specializes in crafting content strategies that not only outperform competitors but also cultivate incredibly loyal audiences. Through his expertise, brands position themselves as the definitive leaders within their respective categories.
Notable accomplishments in Devin’s career include orchestrating the exponential growth of Gong’s brand and content engine, successfully propelling the company’s annual recurring revenue (ARR) from $20 million to an impressive $200 million. Moreover, he has achieved tremendous success with his own side business, The Reeder, which has flourished into a six-figure enterprise.
Devin’s expertise is highly sought-after, and he serves as an advisor to some of the world’s fastest-growing and most intriguing startups. His invaluable counsel has been instrumental in the success of companies such as Notion, Wiz, AudiencePlus, and numerous others.
Episode Summary
This episode features an interview with Kyle Coleman, CMO at Clari & Devin Reed, Head of Content at Clari. Clari’s Revenue Platform improves efficiency, predictability, and growth across the entire revenue process.
In this episode, Kyle and Devin give us the inside scoop on how to reduce revenue leak with purpose-driven marketing, share their thoughts on operational thought leadership, and how revenue is not just an event it’s an outcome.
Key Takeaways
- Revenue is not just an event, it’s a business process. And a process can be planned, modified, and provide more predictability.
- Map out your buying personas across the entire buying group. This has to be done so marketers can have more of a seat at the table for deal acceleration. The buyer’s journey has changed so much and we need to be aware of those changes and make strategic decisions through a more updated, effective playbook.
- Sell and evangelize the problem you solve. You should always be talking about the value you bring to the marketplace and make sure you put the hero cape on your customer so they feel empowered to leverage what you offer and solve their problems.
Quotes
“ You need to be selling and evangelizing the problem that you solve, and you need to be putting the hero cape on the buyer so that they feel empowered to go solve that problem, leveraging your technology. And that's the move that we're trying to make. So a lot of what we do in the RunRevenue campaign, and the way that we're showing up, and certainly, hopefully, the vibe that you get when you engage with any Clary properties, whether that's RunRevenue Pro or Clari.com or us on social. Hopefully, you get more of a B2C feel from us. We want you leaving any Clari experience and feeling like, that was, that felt like Nike. That felt like Apple. Not, that felt like IBM. Like, that's not the way we want to go. So that's what we're trying to invest more in.” –Kyle Coleman, CMO, Clari
“You need to win mind share before you can win market share. So all that like people like, oh, it's brand content, like that's not converting. It's like, but most people aren't buying anyway. So you need to start to get, uh, get them to know, like, and trust you, like you're doing with your ad. And then later, when the meeting comes, when it comes up that I need your services, you'll be the first one. And you'll get more inbound.” –Devin Reed, Head of Content & Thought Leadership, Clari
Episode Highlights
Episodes Transcript
- Revenue is not just an event, it’s a business process. And a process can be planned, modified, and provide more predictability.
- Map out your buying personas across the entire buying group. This has to be done so marketers can have more of a seat at the table for deal acceleration. The buyer’s journey has changed so much and we need to be aware of those changes and make strategic decisions through a more updated, effective playbook.
- Sell and evangelize the problem you solve. You should always be talking about the value you bring to the marketplace and make sure you put the hero cape on your customer so they feel empowered to leverage what you offer and solve their problems.
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