SalesTechStar Interview with Mary Matyas, SVP & General Manager, North America at MediaMath

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:

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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.

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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.

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