Mary Matyas, SVP & General Manager, North America at MediaMath shares a few top productivity tips and takeaways for client facing teams in B2B in this quick chat with SalesTechStar:
Hi Mary, welcome to this SalesTech Star chat, tell us more about your journey through the years and more about your role at MediaMath?
Hi Paroma, thanks for having me! I’ve had quite a journey up to this point. Most recently I was with The Trade Desk, where I led the Client Service East organization for over 100 people, driving over $2B in platform spend and designing internal training and coaching programs to strengthen the team. Prior to The Trade Desk, I held client services leadership roles at multiple companies, including Criteo, Performics, and iCrossing, and served as a consultant to companies like Discovery, Viacom, and Intel.
Now, I’m excited to join the MediaMath team as its new SVP and General Manager, North Americas. In this role, I will own Sales Strategy and Professional Services across the North America region, driving revenue generation and growth through commercial excellence. I’ll also oversee the pipeline of existing business, ensuring focus on the most valuable prospects, and leveraging current strengths to retain and grow existing accounts. I will be a key member of the MediaMath CS LT. Additionally, I will lead and mentor the team and collaborate across Product, Supply, Ecosystem, and CSO.
As someone who has often had client facing roles, what are some key takeaways and learnings you have come away with? A few tips you’d share with new entrants facing clients in B2B?
My client facing roles have taught me that it’s our job to look outward from AdTech and not talk about our solutions without first understanding the business problems that our clients are solving. Ask clients what is important to them, their boss, and the CMO. The answers may differ, but all three are important and need to be answered so we can tailor the latest features and offerings to clients’ needs and business objectives.
In what ways do you feel client services needs to be optimized in today’s digital marketplace? A few processes and technologies that can help?
Successful client service organizations teach teams how to be consultants, and that will lead to cross-selling and up-selling. However, the silent weapons within a Demand Side Platform are the traders. Relying on traders can help optimize client services in today’s marketplace as they make clients smarter and help them reach their goals.
What are some of the top best practices you’d share with B2B teams when it comes to enhancing the overall client service experience today?
In this day and age, empathy and the human element are more crucial than ever for an enhanced client service experience. I recommend establishing a solid relationship between customer advocacy and client feedback, shared through customer communities. Another best practice includes developing and delivering educational content, events, digital dialogues, and customer programs to elevate the client experience.
What do you think the future of B2B sales would look like a few years from now?
B2Bs were hit much harder during the pandemic, yet they pivoted quickly to become digital at a record pace. Looking beyond the pandemic, innovation and client satisfaction will drive B2B digital commerce initiatives. As remote work has become the norm, and people have become more self-sufficient, we can expect an acceleration in the adoption of B2B self-service digital commerce solutions.
MediaMath is the demand-side platform that offers the most powerful off-the-shelf and custom capabilities for brands to reach and influence customers and prospects on any screen, making it possible for the world’s leading advertisers and their agency partners to deliver personalized digital advertising across all connected touchpoints. Over 9,500 marketers in 42 countries use our enterprise software every day to launch, analyze, and optimize their digital advertising campaigns across display, native, mobile, video, audio, digital out of home, and advanced TV formats. Founded in 2007 as a pioneer in “programmatic” advertising, MediaMath has won Best Account Support by a Technology Company for two years in a row in the AdExchanger Awards.
MediaMath is leading an industry-wide effort to create a 100% accountable, addressable and aligned supply chain through SOURCE ecosystem. SOURCE by MediaMath is a technical and commercial framework for agencies, brands, tech companies, and content owners designed to provide long-term sustainable solutions for a clean digital media supply chain with brand-safe, viewable inventory. To learn more about how MediaMath helps innovative marketers delight their customers and drive real business outcomes, follow us at @mediamath or visit www.mediamath.com.
Mary Matyas is a strategic team builder, adept at building and managing high performing tech organizations.
Mary is SVP & General Manager, North America at MediaMath. In her role, she is responsible for sales strategy and professional services across the North America region, driving revenue generation and growth through commercial excellence. She oversees the pipeline of business and grow existing accounts, including strengthening MediaMath’s Client Success talent to apply strategic selling and best practices to rapidly deliver a world-class experience to customers.
Mary joined from The Trade Desk, where she led the Client Service East organization of over 100 people, driving over $2 billion in platform spend and designing internal training and coaching programs to strengthen the team. Prior to The Trade Desk, Mary held client services leadership roles at various agencies and ad tech companies including Criteo, Performics, and iCrossing and has worked at premier brands such as ESPN and American Express.
Episode 109: B2B Revenue Generation Tactics with Michelle Pietsch, VP of Revenue at Dooly.ai
Episode 108: Driving Sales Success with Jeremey Donovan, SVP of Revenue Strategy, SalesLoft
Episode 107: How New Age Technologies Can Drive Better eCommerce Sales with John Bruno, VP of Strategy at PROS