I think that holistic approach and, and having
Posted: Wed Dec 18, 2024 5:42 am
it is been very, very successful and we're controlling the message, but also delivering into active pipeline and fundamentally, like, I can get us on a soapbox for a super long time, but fundamentally I want them, and like for the BDR team to report up to us, I think there's so much opportunity for both that role in the future, but also for the company to understand what is working and what is not working through through that channel.
NICK: Yeah. Yeah, I actually have some mobile number list with name in india experience in this as well. Not necessarily with, with BDRs, but with outbound email and testing audiences, outbound email. Yeah. and, and seeing what resonates and it doesn't cost too much and you can be very, very targeted and you can approach the, the perfect audience. That actually is, is the ICP right. And go after them. And then, and then once you extrapolate those insights on what it's working, you can multiply that across other marketing channels.
ROBYN: Exactly. Like, and, and specifically within Intellum one of the challenges that we continue to see, right, is the idea that education or learning live lives fundamentally in so many places within these large specially for us, right. Enterprise clients or enterprise customers, the home of education is different everywhere. So it might sometimes live in marketing. It might sometimes live in customer success. Sometimes sales has a component of that and you're like, wait, why, but, or, you know, some case scenario, it's its own department and their focused solely on employees, and you want them to turn their, their attention to customers and partners, and that, you know, those people are, need to hear the message differently and need to feel the pain points differently. So it's something we, we are super cognizant of here at Intellum specifically, but then more so, because the people that are purchasing from us are of all different personas.
NICK: multi multiple departments, right. Kind of working together and, and, and when an integrated approach is, is the, is the the name of the game these days. And, and oftentimes marketing is the, is a sort of the tip of the spear, right. We're the, the first ones along with the BDRs who, who are interacting and getting feedback from the marketplace, how do you maybe in this role or past roles, how, how have you aligned with sales with customer success you know, to maybe with product to really integrate what you're learning in marketing, but also learn from them as well.
ROBYN: Whew. Loaded question. Two different functions. Yeah, so I, I think like one of the unique things, again, one of the unique things is that with the BDR team kind of attaches me very quickly and candidly to the, to the sales funnel or to the sales cycle. And, and frankly, I push for that, right? It's like, what, what my, my goal is, should be no different than our sales goals. And our sales goals should be no different than our retention goals and, and cross sell goals. Like I should be part of all of those not conversations necessarily,
NICK: Yeah. Yeah, I actually have some mobile number list with name in india experience in this as well. Not necessarily with, with BDRs, but with outbound email and testing audiences, outbound email. Yeah. and, and seeing what resonates and it doesn't cost too much and you can be very, very targeted and you can approach the, the perfect audience. That actually is, is the ICP right. And go after them. And then, and then once you extrapolate those insights on what it's working, you can multiply that across other marketing channels.
ROBYN: Exactly. Like, and, and specifically within Intellum one of the challenges that we continue to see, right, is the idea that education or learning live lives fundamentally in so many places within these large specially for us, right. Enterprise clients or enterprise customers, the home of education is different everywhere. So it might sometimes live in marketing. It might sometimes live in customer success. Sometimes sales has a component of that and you're like, wait, why, but, or, you know, some case scenario, it's its own department and their focused solely on employees, and you want them to turn their, their attention to customers and partners, and that, you know, those people are, need to hear the message differently and need to feel the pain points differently. So it's something we, we are super cognizant of here at Intellum specifically, but then more so, because the people that are purchasing from us are of all different personas.
NICK: multi multiple departments, right. Kind of working together and, and, and when an integrated approach is, is the, is the the name of the game these days. And, and oftentimes marketing is the, is a sort of the tip of the spear, right. We're the, the first ones along with the BDRs who, who are interacting and getting feedback from the marketplace, how do you maybe in this role or past roles, how, how have you aligned with sales with customer success you know, to maybe with product to really integrate what you're learning in marketing, but also learn from them as well.
ROBYN: Whew. Loaded question. Two different functions. Yeah, so I, I think like one of the unique things, again, one of the unique things is that with the BDR team kind of attaches me very quickly and candidly to the, to the sales funnel or to the sales cycle. And, and frankly, I push for that, right? It's like, what, what my, my goal is, should be no different than our sales goals. And our sales goals should be no different than our retention goals and, and cross sell goals. Like I should be part of all of those not conversations necessarily,