Reba Cox joins the Bowery Capital Startup Sales Podcast to share her experience as a buyer from organizations like MongoDB, Philips, and ESAB. Topics include 1) what procurement actually does behind the scenes 2) negotiating price vs value with procurement 3) why procurement will never be your champion and strategies to keep them from becoming a blocker.
Here are some of the main questions and ideas we discussed in the podcast:
1. Let’s unpack that a bit as it sounds like ‘marketing ops’ changes quite a bit over the company lifecycle. Give us a snapshot - what’s it look like at an early stage startup just getting started, a mid-stage startup (say Series B) and then a more mature company?
2. We’ll focus on early-to-mid-stage startups for most of our chat today. Where should companies start as they think about Marketing Ops, what are the main buckets or steps they’ll need to tackle? I’m especially interested in the order of operations here given it seems like there’s a lot to tackle.
3. Let's dig deeper into each of those steps. How can startups action this?
4. What should founders listening absolutely not outsource and make sure they do internally, vs. which pieces do you think are better suited to leverage freelancers/consultants to help plug the gaps?
5. As companies grow, who ends up owning Marketing Ops and being responsible for it?
6. Any final thoughts, tips, or tricks?
Big thank you to Chris for coming on the podcast and sharing his insights with us!
Jonathan Cochrane (VP Operations, SaaSOptics) joins the Bowery Capital Startup Sales Podcast to discuss 1) how being able to adapt your demo on the fly leads to sales 2) why trying to show all your product features is like a terrible first date and 3) what he looks for when teams present vendors to him for budget approval.
Chad Wonderling (Chief Accounting Officer, Salesloft) joins the Bowery Capital Startup Sales Podcast to discuss 1) what is a CAO and how is it different to other finance roles, 2) what makes an outbound email stick out, 3) how to use LinkedIn to build relationships with prospects, and 4) why sales is a lot like dating.