Goins brings deep legal expertise and a knowledge of online marketplaces
Catalant, the technology company readying 30 percent of the Fortune 100 for the future of work, announced today that Melanie Goins will be joining the company as General Counsel. Goins will lead Catalant’s legal function as it supports the company’s engagement of clients, manages corporate governance and provides counsel on various business matters as the company continues to scale.
Rob Biederman
“We are incredibly excited for Melanie to join our leadership team – she is a dynamic business talent with the key background of helping grow a company from early scale to publicly traded. Her experience at a pillar Boston-area company positions her well to help lead our next phase of growth,” said Rob Biederman, Co-Founder and Co-CEO of Catalant.
Goins previously served as an associate general counsel at Care.com, the largest online destination for finding and managing family care, where she provided transactional and strategic advice during the company’s growth from late-stage start up to public company.
During her tenure, Goins supported Care.com’s corporate, product, marketing, B2B sales and operations and corporate social responsibility teams and provided guidance on legal issues affecting the company, including securities law, marketing regulations and data protection. Prior to Care.com, Goins was a senior associate at WilmerHale.
“I’m very interested in how the digital economy is impacting our lives,” said Goins. “From finding and booking childcare online to engaging an M&A expert that has been suggested to you through AI recommendations, technology is changing the way we engage workers and I’m excited to play a part in the transformation.”
Any organization spending budget on digital advertising could benefit from Call Intelligence, but it adds the most value in industries where the phone is part of the customer buying journey, such as travel, utilities, insurance and automotive.
Marketing and sales teams rely on technology to measure their call performances. ResponseTap, an intelligent call tracking platform for omnichannel customer experiences, provides a unique set of features in its product suite. This includes, visitor-level call tracking, Smart Match, attribution and next-best action prompts. We spoke to the man who leads the marketing team at ResponseTap about call tracking industry and how his product marketing team is sialing the waves of intelligent technologies in 2018. Here’s Nick Ashmore, VP of Marketing at ResponseTap.
Tell us about your role and how you got here? What galvanized you to be a part of a Call Intelligence provider?
I’m the VP of Marketing at ResponseTap, Europe’s leading Call Intelligence provider. I joined the business in July 2016 and have been lucky enough to build a team around me from scratch. I have board level responsibility for our direct and channel marketing strategies for both the UK and North America.
Prior to ResponseTap, I spent ten years in integrated agencies and eight years at Monitise, which I joined as a start-up and helped it grow into a billion-dollar business.
As a buyer of martech in previous roles, I’ve experienced first-hand the exponential growth in software designed to help marketing departments do their job. What interested me most about ResponseTap was the ability to link online customer journeys to offline phone sales.
How do you define your ‘Universal Consumer Profile’ at ResponseTap?
Any organization spending budget on digital advertising could benefit from Call Intelligence, but it adds the most value in industries where the phone is part of the customer buying journey, such as travel, utilities, insurance and automotive. We target these sectors directly and also through digital marketing agencies who often buy our software to prove that their campaigns are driving phone sales.
What would you say is the biggest driver for the change in the marketing and sales automation industry? How do Call Intelligence technologies feature in this dynamic ecosystem?
With around 5,500 software vendors competing for the same budget and looking to solve the same marketing problems, consolidation in the industry is inevitable. The challenge remains of how to translate complex customer journeys & omnichannel marketing into actionable insights to empower marketers, not tie them up in technology knots.
How does Call Intelligence feature in this?
The data we have is unique and it complements the other technology that marketers use. It doesn’t try to do jobs that other martech products do. Instead, it works alongside them doing one job well – which is providing you with the data you need, to understand the role of the phone in your strategy.
Tell us about the new standards of Call Intelligence and how ResponseTap helps optimize call values along the customer journeys?
Call Intelligence is the new and improved version of call tracking. It’s more advanced for the digital world we are in. The advancement of Call Intelligence from traditional call tracking has taken into consideration things such as the changing role of PPC, the increase in digital advertising and the online customer buying cycle.
We don’t just count calls. We can link the outcome of a call, including profit, sale and call quality, to the marketing source, right down to the keyword. Also crucial for marketers is the improved attribution ability of Call Intelligence. Marketers can understand the role of each channel in driving the outcome of a call. Because you can measure every customer interaction, as well as the call, it’s one of the only platforms that lets you fully understand and attribute a phone call back to a marketing source.
How do you see Call Intelligence platforms evolving with the maturity of AI/ML and voice search? How do you prepare for an AI-centric ecosystem as a marketing leader?
The most accurate AI applications rely on aggregating multiple data points, so interoperability between technologies is vital. ResponseTap holds an integral, unique data set, which our customers aggregate alongside other data sources such as purchase history and demographics to inform their AI processes.
Machine learning and AI will help us to surface new insights. For example, a travel company might want to know what the best value keywords are in driving their highest profit holidays.
Predictability is key to succeeding in voice search so using speech analytics to understand natural phrases is an area that will develop.
In 2018, what’s your roadmap to transform customer relationships through optimized online conversations across all marketing channels?
Our focus is on developing our Knowledge Base and allowing our customers to share knowledge. We’re aware that a growing number of our customers want to communicate with us, and our platform, online and be able to share best practice amongst themselves. We’re lucky in that our customers are our biggest advocates, and as a result, we want to develop a community, so they can become super-users.
What marketing and sales automation tools do you use?
How do you bring together people and inspire them to work with technology at ResponseTap?
Building a great culture starts with hiring people better than yourself, giving them direction and empowering them so they can do their best work. One of the most rewarding things about working for ResponseTap is that everyone has the opportunity to play a major role in shaping the direction of the company.
What apps/software/tools can’t you live without?
For planning exercises, I use the Mindmap software, MindJet, whilst for cross-team collaboration and company-wide communication, we’re big fans of Slack.
What’s your smartest work related shortcut or productivity hack?
I rely heavily on voice recognition and behavioral analytics – also called having a conversation. We’re in a fast-moving business and often the quickest way to align teams or cut through the complexity is to have short, face-to-face meetings.
What are you currently reading? (What do you read, and how do you consume information?)
I’m currently reading ‘One Plus One Equals Three: A Masterclass in Creative Thinking’ by Dave Trott and Creativity Inc by the founder of Pixar, Ed Catmull.
Both are packed with wise words and practical advice for building creatively led high-performance teams. I find with the majority of the sales and marketing books doing the rounds, such as ‘Predictive Revenue’, is that everyone is applying the ‘best practices’ listed and then they very quickly become ineffective.
What’s the best advice you’ve ever received?
Go hard on the issue, soft on the person. I use this guiding principle in pretty much every conversation I have at work. I only wish it worked as well with my children.
Tag the one person in the industry whose answers to these questions you would love to read:
Artesian Solutions Maintains Leading Position in the Sales Intelligence Market, According to G2Crowd
Artesian Solutions, an AI-powered sales intelligence service that equips B2B teams with the advanced tools they need to succeed in a modern insight-driven sales environment, has once again been named amongst the highest-performing sales intelligence vendors in G2Crowd’s latest report.
Artesian continually scans millions of online sources for data on markets, organizations, individuals, and topics, and uses sophisticated algorithms to filter and transform that information into commercially valuable insights.
Artesian Helps Drive Customer Alignment, Credibility, Competitiveness and Client Satisfaction
G2Crowd’s Summer 2018 Sales Intelligence grid ranks vendors based on user reviews against a wide range of criteria including customer satisfaction, return on investment, and performance. 95% of users gave Artesian 4 or 5 stars in the report, and 88% said they would be likely to recommend Artesian to other organizations.
91% of users praised the quality of support delivered, with 92% also finding Artesian easy to do business with
90% were impressed with the ease of use and ease of admin
In terms of highest rated features of the platform, 93% were impressed with performance and reliability, 89% with the quality of news and people alerts delivered, and 88% praised the advanced search capabilities achieved.
Artesian has maintained a leading position in the G2Crowd Grid for the last two years. Most recently in January of this year, Artesian was ranked number 25 in its Top 100 listing of B2B technology providers in the UK, and in the Fall 2017 Grid Artesian was ranked as a high performer.
Speaking about the G2Crowd Summer ranking, Mike Blackadder, Co-Founder and Chief Customer Officer at Artesian commented, “We’re delighted to be recognized by G2Crowd once again. User feedback is something we take very seriously, we want to ensure we constantly improve our products and services to not only meet but exceed user expectations, and give them the best customer experiences possible.”
Artesian is Confident That their Ranking in Sales Intelligence Grid Will Keep on Improving
Mike added, “Once again users have validated the strength of our innovative proposition, ranking us higher for customer satisfaction than some of the giants in this space, such as LinkedIn Sales Navigator. As we continue to evolve to meet the demands of an ever more dynamic and complex sales environment, I am confident that our ranking will keep on improving.”
Artesian is a powerful AI driven service that equips client facing teams with the resources they need to succeed in a modern commercial environment. With the use of AI technology layered on top of company information, data and news, Artesian helps you uncover opportunities, build relationships and accelerate deals.
With Artesian, you can track your customers, prospects, competitors, and partners; spot and capitalize on business opportunities; and manage risks in your pipeline.
AI-Powered Account-Based Marketing solution drove 2x increase in new bookings quarter-over-quarter
Lattice Engines, the leading provider of AI-powered Account-Based Marketing (ABM) solutions, announced increased business momentum in 2018 after a stellar 2017. The company increased quarter over quarter bookings by 2x and is on track to be cash flow positive in Q3 2018.
Shashi Upadhyay
“B2B marketers are increasingly seeking to execute an account-based marketing and sales strategy at scale. They realize the need for a trusted AI-foundation to better understand their target audiences and the best ways to engage with those audiences,” said Shashi Upadhyay, CEO at Lattice Engines. “We are especially excited to see that more and more enterprises are adopting AI and data insights from the Lattice platform to deliver on the holy grail of 1-to-1 omnichannel experiences across the entire buyer’s journey.”
“AI and data are real game changers when it comes to creating higher quality B2B sales opportunities. Not only can we objectively identify which leads should be prioritized for engagement, but we can also significantly enhance marketing and sales automation with real time scoring,” said Laura Wang, VP of Digital and Marketing Operations at MariaDB Corporation.
This explosive growth results from some key achievements and milestones the company achieved in the past quarter:
Launched Lattice Atlas – a single ABM platform that combines 1st and 3rd party data to generate segmentation and personalization for orchestrated omni-channel campaigns
Evaluated as a leader and strong performer for AI and Account-Based Marketing by a highly-regarded independent research firm
Published The Revenue Acceleration Rules, a book created for B2B marketing executives looking to jumpstart their 1:1 marketing programs with ABM and AI
Named High Performer by G2Crowd based on 4.5 out of 5 star ratings from real verified Lattice customers
Joined the Marketo Accelerate program as the industry’s first Martech partner accelerator, which enables Marketo customers to infuse campaigns with AI-driven data insights, allowing them to engage the right audiences in real-time with personalized messages.
Mobiquity Technologies, Inc. (OTCQB: MOBQ), a leading mobile location data intelligence companytoday announced a platform partnership with SoMedia, a leading international media technology solutions company focusing on Latin America, whose clients include Fortune 500 companies. The partnership gives SoMedia access to Mobiquity Networks’ platform to run media campaigns for their clients and gives Mobiquity a strong initial foothold in Latin America and an immediate new revenue stream.
The Mobiquity platform provided to SoMedia is a full end-to-end media solution, which includes its own AdServer, DSP, DMP and Ad-quality control solution. Mobiquity’s platform is also integrated into hundreds of supply and demand side partners and offers extremely precise location-based audiences and targeting, machine learning for optimization and post campaign attribution.
Andrea Tonicelo
“SoMedia is a cutting-edge media company with an outstanding staff and impressive client roster. We believe this relationship will be extremely beneficial to all parties and we look forward to working with SoMedia in both the USA and Latin America to bring a cost-effective media solution to their clients” stated Mobiquity Technologies CEO, Dean Julia. He continued, “As we recently announced in our Shareholder update, we are highly focused on getting to cash flow positive by year end. I believe this new revenue stream will get us one step closer to achieving that goal.”
Andrea Tonicelo founder of SoMedia, said “We always put our client’s needs first and our goal is to provide outstanding campaign results, with full transparency and increased ROI for our client, andI believe working with Mobiquity Networks and their very impressive state-of-the-art platform allows us to do that”.
SITO Mobile Ltd. (NASDAQ:SITO), an insights-driven Consumer Behavior and Location Sciences™ company (the “Company” or “SITO”), announced today that Steven G. Felsher, Jonathan Bond and Bonin Bough have joined the Company’s Board of Directors (the “Board”). In addition, Mr. Felsher will serve as Chairman of the Audit Committee of the Board and will join the Governance and Nominating Committee of the Board, Mr. Bond will join the Audit Committee of the Board and Mr. Bough will join the Governance and Nominating Committee and the Compensation Committee of the Board. Each of the Company’s new directors brings a wealth of experience with high-growth marketing and advertising services organizations and businesses, providing additional perspective to the Board’s mission to further position and grow SITO as a catalyst for business transformation and growth through the power of its mobile location data and marketing optimization services.
Steven G. Felsher is an experienced executive, with particular skills in finance, administration, governance and other aspects of public and private company management. Mr. Felsher spent a substantial portion of his career with Grey Global Group Inc., a publicly-traded, global marketing services company, where he served as a senior executive from 1979 until 2007. At Grey, Mr. Felsher rose to Vice Chairman and Chief Financial Officer, and had responsibility for essentially all non-client/media facing activities including financial management, human resources, capital formation and corporate development, investor relations and acquisitions. Mr. Felsher was the point person for Grey in connection with the acquisition of Grey by WPP Group, and served as the chief integration officer to oversee Grey’s integration with WPP. Mr. Felsher left Grey in 2007, and since then has been involved in board, consulting and advisory assignments for a number of companies, with particular emphasis in the services, technology and intellectual property fields. Since January 2011, Mr. Felsher has been a Senior Advisor at Quadrangle Group LLC, a private investment firm focused on the information and communications technology sectors. During his time with Quadrangle, Mr. Felsher served as a member of its Investment and Valuation Committee. In addition, Mr. Felsher is an Investment Partner of Armory Square Ventures, an early stage venture capital fund that focuses on technology investments. Mr. Felsher has previously served as a member of the board of directors of numerous public and private companies, including Lumos Networks Corp., West Corporation, and NTELOS Holdings Corp. In addition, Mr. Felsher is a long-time trustee of Brooklyn Academy of Music and is a trustee of the BAM Endowment Trust, which oversees BAM’s endowment. He is also a Fellow, Trustee and Treasurer of the New York Academy of Medicine. Mr. Felsher is a graduate of Dickinson College and Yale Law School, and was a Thomas J. Watson Foundation Fellow.
Jonathan Bond is the Chief Tomorrist at Tomorro and a recognized thought leader and entrepreneur in the advertising and marketing industry. He has developed several significant companies and marketing concepts over his 30-year career, including past board, advisory and investor roles at Sonobi, Storylines Cruises, White Ops, Data Xu, Crimson Hexagon and Kinin wellness pods. Mr. Bond is the former CEO of Big Fuel, a leading social media agency (now owned by Publicis) and the co-founder and CEO of Kirshenbaum Bond and Partners (now part of MDC) (“KBP”). While at KBP, Mr. Bond was voted number 4 by Adweek’s Executive of the Decade (2010). KBP was named agency of the year in 2008 and launched one of the industry’s first trading desks, Varick Media Management. In addition, Mr. Bond co-founded and sold iballs, one of the first online media agencies, to Microsoft in 2000.
B. Bonin Bough is one of the foremost-awarded marketing executives in his field, the host of The Cleveland Hustles, and the author of Txt Me (646) 759-1837. Throughout his illustrious career as one of the youngest C-suite executives in a Fortune 50 company, Mr. Bough has spearheaded a number of the industry’s largest global marketing campaigns across digital, mobile, television, print, and experiential, including the premier of the first ever 3D printed food product, the customizable, real-time 3D printed Oreo at SXSW. As the Chief Media & eCommerce Officer at Mondelēz International (formerly Kraft Foods), he created some of the first marketing programs across Facebook, Twitter, YouTube, Paramount Films, ABC, NBC and Fox, among others, and fostered partnerships with companies such as Instagram, Foursquare, and Buzzfeed. Prior to his time at Mondelēz International, Mr. Bough led digital marketing globally for PepsiCo, Weber Shandwick and Ruder Finn.
Thomas J. Pallack, the Company’s Chief Executive Officer, commented that, “We are delighted to welcome Steve, Jon and Bonin to our Board. We fully expect that they will make a significant contribution to our Company and will provide unique and valuable perspectives, as SITO seeks to become a leading data company in an ever increasingly data driven world. Through our continued commitment to delivering powerful insights, and developing effective media advertising, we will seek to build substantial shareholder value.”
Mr. Felsher, Mr. Bond and Mr. Bough will each serve on the Board until the Company’s 2018 Annual Meeting of Shareholders, or until their respective successors have been elected and qualified.
In addition, Brent Rosenthal, Itzhak Fisher and Karen Seminara Patton have resigned from the Company’s Board, based on their determinations that they could no longer make the time commitment necessary to serve as members of the Board given their extensive other business commitments. Mr. Rosenthal’s, Mr. Fisher’s and Ms. Seminara Patton’s resignation from the Company’s Board is not the result of any disagreement with the Company, or any matter relating to the Company’s operations, policies or practices.
Mr. Pallack added, “I personally want to recognize and thank Mr. Rosenthal, Mr. Fisher and Ms. Seminara Patton for their service and contributions to our Company. They each did an outstanding job as a member of our Board, and we are grateful for their guidance and extraordinary efforts on behalf of our Company. We also look forward to combining the talents and experience of our new directors with those of our continuing directors, Michael Durden, Steven Bornstein and myself, on our Board. This is an exciting time for our Company.”
New Position Responsible for NAB Show Sponsorship and Advertising Sales in Europe
The National Association of Broadcasters (NAB) today announced Phil Guy will join NAB’s Conventions and Business Operations department as European Sales Manager. Guy will represent NAB Show, selling sponsorships and advertising to companies located in Europe, and will report to NAB Senior Vice President of Business Development Eric Trabb.
“He is a great advocate for his customers and will help NAB Show expand its reach and better serve the needs of our partners in Europe.”
Eric Trabb
Guy served for the past 15 years as sponsorship and advertising manager for IBC. Previously, Guy held various publisher positions at Studio Sound, World Broadcast News, and TV Technology Europe.
“Phil’s extensive sales experience in the European market is a tremendous asset to NAB,” said Eric Trabb. “He is a great advocate for his customers and will help NAB Show expand its reach and better serve the needs of our partners in Europe.”
Customer and partner expansion and industry recognition signal rapid adoption of company’s sales and learning platform together with funding led by General Catalyst
Allego, the sales learning and coaching platform, today announced the close of a strong quarter, in which the company added key new customers, renewed 100 percent of its existing customer base and garnered solid industry recognition for its mobile-friendly sales learning platform. Allego also announced it has closed a $7.5M investment led by General Catalyst.
“Partnering with visionary sales and training leaders and our team’s focus on ensuring their success continued to drive great results for both Allego and our customers in the first half of 2018”
Click to tweet: Strong growth and 100% customer renewal for Allego and investment from General Catalyst show latest signs of modern learning transformation gaining steam
Yuchun Lee
“Partnering with visionary sales and training leaders and our team’s focus on ensuring their success continued to drive great results for both Allego and our customers in the first half of 2018,” said Yuchun Lee, CEO and co-founder of Allego. “We’re excited to see the modern learning paradigm — characterized by easily created and absorbed content, provided continuously and in bite-sized pieces, with reinforcement and support for informal learning — rapidly gaining traction across sales training and corporate L&D.”
Other highlights from the second quarter ended June 30, include:
New and Renewing Customers: Notable brands adopting the Allego platform for modern learning include Brown & Brown, Inc. and Incapital LLC in the insurance and financial services category; CloudHealth Technologies, Crimson Hexagon, Liaison Technologies, Talend and TripAdvisor in high tech; and Augmenix and Wright Medical Group in the life sciences. Allego also renewed 100 percent of its existing customers during the quarter.
Growth: Allego’s first half 2018 revenue grew 67 percent compared to the first half of 2017. The company closed Q2 with 114 percent growth in SaaS subscription bookings over the previous quarter.
Industry Recognition: Allego landed a spot on the Boston Business Journal (BBJ)’s Best Places to Work; the BBJ’s “Fast 50”also listed Allego as the 8th fastest-growing company in Massachusetts. Allego also earned two awards at the 12th annualStevie Awards for Sales and Customer Service, a Gold for best Sales & Marketing Mobile app and silver for top Sales Enablement solution.
Sales Success Summit: This spring, nearly 200 customers, partners, and other sales leaders attended Allego’s second annual Sales Success Summit (S3) customer conference.
As it has since inception, Allego continues to fund its growth through positive operating cash flow. Its first institutional investment brings a strong partner in General Catalyst to help evangelize and mature the market while supporting Allego as the company continues to grow and scale.
Knowland releases new technology that optimizes sales efficiency by automatically identifying a property’s best opportunities and cutting through eRFP spam
Knowland, the industry leader in market intelligence for hotels, venues, and CVBs, today announced a major update to its Insight Elite platform. New built-in predictive technology analyzes all inbound leads, including electronic RFPs, to determine if they are a good fit for a specific property, enabling sales teams to prioritize the leads that are most likely to result in bottomline revenue. Additionally, the product provides deep account intelligence that can be leveraged to craft customized proposals based on a buyer’s previous booking behaviors, improving the likelihood that a property will win the deal.
Insight Elite captures detailed information for each inbound lead and then analyzes those details against a vast index of historical booking patterns to automatically score the opportunity and determine the probability that a particular property will be a true contender for the deal. The resulting scores for each inbound lead are presented alongside augmented account and contact details and previous booking data, enabling group sales teams to significantly reduce the time required to triage and research inbound leads, while ensuring that they are always prioritizing the leads that are most likely to close.
New predictive technology in Knowland’s Insight Elite platform analyzes inbound leads, including electronic RFPs, to determine if they are a good fit for a specific property, enabling sales teams to quickly prioritize the leads that are most likely to result in revenue.
The new inbound lead analysis capabilities complement intelligent prospecting features released by Knowland last October. Using similar predictive algorithms, Insight Elite proactively searches the industry’s most comprehensive database of actualized events for new opportunities that offer a strong match with a property’s attributes and need periods. Sales teams receive a steady flow of new, pre-qualified group business leads to optimize their outbound prospecting efforts and increase conversion rates.
“Our mission is to help our customers maximize their group revenue and to ensure that they successfully achieve their revenue goals faster and more reliably. To accomplish that, they have to find the right business and win the right business,” said Tim Hart, CEO of Knowland. “Offering the most powerful feature set to date, the latest release of Insight Elite is a real game changer for organizations looking to improve ROI and efficiency across the entire spectrum of sales activities, both inbound and outbound. Our customers are able to sell smarter, which lowers their customer acquisition costs and improves overall outcomes.”
Vivid Seats Taps Lesperance to Build Out Data-Driven Marketing Programs to Further Enhance Exceptional Fan Experiences
Vivid Seats, one of the largest online ticket marketplaces in North America, today announced Rich Lesperance has been appointed Chief Marketing Officer (CMO). Lesperance will be based in Chicagoand will report directly to Jerry Bednyak, co-founder of Vivid Seats.
An industry veteran with more than 25 years of marketing expertise, Lesperance will oversee all aspects of the company’s brand experience and consumer engagement strategy, leveraging data analytics to drive a diverse customer acquisition platform.
“Rich brings a rare combination of experience driving significant growth for both household-name brands and fast-growing startups,” said Bednyak. “Vivid Seats has grown substantially in recent years, and Rich’s talent and proven track record of accomplishments is precisely what we need to continue to deliver, and further elevate, the exceptional fan experiences that have fueled our success to date.”
Lesperance formerly served as Vice President of Digital Marketing and CRM for GrubHub – where he launched loyalty gamification programs and pioneered the use of weather data to build algorithms to predict customer demand – before becoming CMO at leading online clothing retailer Swap.com. Previously, he held positions at Walgreens, Circuit City and Dell. Lesperance earned a Masters of Business Administration from the University of Michigan’sStephen M. Ross Schoolof Business, and a Bachelor of Arts degree from Northwestern University.
“The online ticket industry is incredibly dynamic, and I am excited to join a leading e-commerce innovator like Vivid Seats to help them continue their pace of explosive growth,” said Lesperance. “I look forward to sharing my passion and insights to help Vivid Seats deliver to its customers the right seats at the right price supported by the best overall ticket buying experience in the industry.”
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