Future Fuzz - The Digital Marketing Podcast

In this episode, Daniel and Thomas, co-founders of SaaSiest, share how a side project born out of curiosity became one of Europe’s largest B2B SaaS communities and events. They reveal how nearly 200 podcast episodes, an engaged Slack community, and high-impact conferences in the Nordics and Benelux have shaped a platform dedicated to scaling European SaaS businesses.From their early days of interviewing peers to launching large-scale digital and in-person events, Daniel and Thomas discuss the unique dynamics of the European market, why US growth tactics don’t always apply, and why founders should aim for global leadership rather than just regional dominance. They also break down what makes their events stand out — a mix of world-class “how-to” content, curated networking, and unforgettable social activities.Guest BioDaniel Nackovski and Thomas Sjöberg are the co-founders of SaaSiest, a pan-European B2B SaaS community known for its actionable content, curated networking, and high-energy events in the Nordics and Benelux. With over 20 years each in B2B SaaS, they bring deep experience from both the pre-cloud and cloud-native eras.What started as a podcast to satisfy their own curiosity about scaling SaaS in Europe has evolved into a thriving ecosystem, complete with a Slack community, top-tier guests, and live events attracting thousands of executives. Known for their “always in pairs” approach, Daniel and Thomas have become key voices in shaping the European SaaS conversation.TakeawaysConsistency is king — most podcasts die after 7 episodes; SaaSiest has nearly 200.European SaaS growth playbooks must adapt to fragmented markets, languages, and regulations.Rockstar status for young talent now lies in tech entrepreneurship, not corporate leadership.Community building works even without immediate two-way interaction — trust the long game.Actionable “how-to” content resonates more than big names or vague success stories.Successful events mix learning with social connection to build deeper relationships.Chapters 00:00 – When tech fails, roll with it 00:23 – Nearly 200 podcast episodes and counting 01:18 – Evergreen content and the hidden power of podcasting 02:00 – Podfade vs. staying consistent 02:41 – Why they always come in pairs 03:18 – The real (unplanned) origin story of SaaSiest 04:43 – Why US SaaS tactics don’t always fit Europe 05:21 – From curiosity to community demand 06:03 – The European SaaS market’s unique challenges 06:50 – Clubhouse, COVID, and explosive growth 07:25 – First in-person Nordic event — a risky bet that paid off 09:20 – Why a European SaaS focus was overdue 10:41 – Where European SaaS opportunities lie now 12:23 – Lessons from US ambition and risk tolerance 13:37 – Why Sweden produces so many successful startups 15:20 – Sweden’s “third generation” of founders 16:42 – Recycling capital and knowledge fuels ecosystems 19:44 – Rockstar status in tech vs. corporate 20:08 – Inside the SaaSiest Amsterdam event 22:37 – Who attends and what they learn 24:34 – The “how-to” rule for every speaker 25:51 – Shortcuts for accelerating growth and efficiency 26:16 – Community, events, and taking time to disconnectLinkedInFollow Daniel Nackovski on LinkedIn Follow Thomas Sjöberg on LinkedIn Follow Justin Campbell on LinkedIn Saasiest Website

In this episode Justin speaks to Julian Walker, the dynamic Group Managing Partner at Instinctif Partners, a firm at the forefront of insight-led communications. With a passion for unlocking potential, Julian’s leadership fuels transformation, not just within his incredibly talented teams at Instinctif and Truth Consulting, but across the clients and brands they serve. His work is defined by a strategic blend of external communications, social engagement, and leadership that drives meaningful, sustainable impact.Beyond the boardroom, Julian is an adventurer at heart, having navigated jungles, deserts, and remote seas, sometimes with unintended detours. In addition to his communications activities, he writes on travel and humour, chaired a fund designed to empower and develop young people’s true potential.TakeawaysJulian Walker emphasizes the importance of audience-centric communication.AI is often overhyped as a solution for communication challenges.Understanding where your audience is is crucial for effective messaging.The rush to automate can negatively impact employee development.Creativity thrives on collaboration and in-person interactions.The evolution of marketing communications has shifted from one-way to interactive.Investor communication must adapt to digital channels and audience needs.Management's control over a company's destiny is key to investor confidence.The UK market has potential for growth despite current challenges.Julian's books reflect his experiences and insights in travel and humor.Chapters00:00 Introduction to Julian Walker and Instinctif Partners02:50 Julian's Journey into Communications and Agency Life05:55 The Importance of Audience-Centric Communication09:00 Navigating the AI Hype in Communications11:51 Creativity in a Remote Work Environment15:01 The Evolution of Marketing Communications18:03 Investor Communication in the Digital Age20:49 Market Forces and Corporate Communication24:04 Optimism for the UK Market26:47 Julian's Books and Final ThoughtsLinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Julian on LinkedIn here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Justin on LinkedIn here⁠

Summary In this episode, Guy Rubin, CEO of Ebsta, discusses the concept of revenue intelligence and the importance of clean and consistent data in driving revenue. He shares insights from the 2023 benchmark report, highlighting the challenges faced by sales teams and the impact of slippage in the sales pipeline. Rubin also emphasizes the need for effective lead qualification and engagement with the buying committee. Additionally, he discusses the benefits of building a successful partner program and the lessons learned from mistakes and achievements. Takeaways Revenue intelligence is about understanding the signals that influence revenue and relies on clean and consistent data. Slippage in the sales pipeline can significantly impact win rates, and top performers are more effective at qualifying leads and engaging the buying committee. Building a successful partner program requires integrating your product or service into the partner's core offering and providing ongoing support. Learning from mistakes and achievements is crucial for growth and success in business. Follow Guy's LinkedIn Profile here Follow Justin's LinkedIn Profile here

In my conversation with Colin we cover the challenges faced by many companies in 2023 challenges, strategies for 2024 and the role of social engagement platforms like Oktopost. I ask Colin about why employee advocacy is so important and the effectiveness of different social media channels for B2B marketing. Colin explains how Oktopost has has to scale quickly and how building a team brings both benefits and growing pains. We hope you enjoy his insights on combining both inbound and outbound strategies with a personalized approach. About Colin Colin Day is a Global Operating Executive with over 30 years of accomplishments in public, private equity, and venture capital structured organisations. Currently, he serves as the Managing Director of EMEA at Oktopost, a leading provider of social engagement solutions to B2B organisations. His career spans a rich tapestry of roles across various sectors, including technology and financial services, highlighting his versatile and dynamic leadership skills. Colin has a proven track record in building and managing effective go-to-market functions, driving significant commercial growth. At Oktopost, he oversees all aspects of the company's London-based operations, leveraging his extensive practical experience in executing successful business strategies. Links to things mentioned in the podcast: 1. Webinar with Karen Tran (Forrester Analyst) - https://www.oktopost.com/webinars/how-to-drive-revenue-with-your-b2b-social-media-strategy 2. Radically Transparent Podcast Series - https://www.oktopost.com/blog/radically-transparent/ 3. Behind the Post Podcast Series - https://www.oktopost.com/blog/behind-the-post/ Follow Colin here: https://www.linkedin.com/in/daycolin/ Follow Justin here: https://www.linkedin.com/in/justinsalessource/ Future Fuzz - The Digital Marketing Podcast #podcast #futurefuzz #digitalmarketing #B2B

This time Justin welcomes Nicola Breyer, CEO of Qwist, the leading independent European Open Banking platform provider. The conversation digs deep into the benefits and power of open banking. Nicola also shares insight into effective change management and team building, and the state of female leadership in the world of fintech. About Nicola: Nicola has been building and scaling businesses for over 25 years, from the early days of the consumer internet to today. Her career spans roles as Co-Founder, Managing Director, Investor, as well as Corporate Innovation & Transformation Specialist. Her industry focus includes FinTech, FMCG & Media. She is currently CEO and Managing Director at Qwist, the leading independent European Open Banking platform provider, with key markets in DACH, Spain and Portugal. Follow Nicola here: https://www.linkedin.com/in/nicolabreyer/ Thanks to our sponsor SalesSource. Sign up for their newsletter here: https://www.linkedin.com/newsletters/7049616550982504448/ https://www.linkedin.com/company/sales-source-ai/ https://www.salessource.ai/ Follow Justin here: https://www.linkedin.com/in/justinsalessource/ Future Fuzz - The Digital Marketing Podcast #podcast #futurefuzz #digitalmarketing #B2B #openbanking

In this episode Justin speaks with Matteo Benedetti, founder of receivables management startup Debtist. They talk about the debt collection industry, and how Debtist are solving a massive problem affecting SMEs. The industry is geared towards large companies and large projects - meaning SMEs are mostly overlooked, and struggle to collect debts. Debtist are changing that, offering an effective end-to-end receivables management solution with efficient workflows and smooth handover. About Matteo: With a background in management consulting at McKinsey & Company and a Master's degree in International Management from Bocconi University, Matteo combines extensive industry knowledge with a passion for innovative solutions. At Debtist, he specialises in seamlessly integrating receivables management into existing software, such as accounting tools. Matteo is a leading expert in the optimisation of financial processes and is driving the development of receivables management. Follow Matteo and Debtist here: https://www.linkedin.com/in/benedettimatteo/ https://www.linkedin.com/company/debtist/ Thanks to our sponsor SalesSource. Sign up for their newsletter here:  https://www.linkedin.com/newsletters/7049616550982504448/ https://www.linkedin.com/company/sales-source-ai/  https://www.salessource.ai/  Follow Justin here:  https://www.linkedin.com/in/justinsalessource/  Future Fuzz - The Digital Marketing Podcast  #podcast #futurefuzz #digitalmarketing #B2B #SaaS #SME #debt #receivables

In this episode Justin speaks with AI and media expert Henry Bol. They discuss AI in digital advertising and the efficiencies to be gained from proper deployment of AI in digital media. We learn how Henry discovered his interest and developed his skills in AI and machine learning. The conversation rounds off with a discussion on the challenges of promoting and marketing SaaS. About Henry: Henry has worked in internet businesses since 1997, and since 2007 has consulted as an e-commerce expert focussed on improving online marketing & sales. Since 2017 Henry has integrated AI and machine learning into his skill set - both from setting up AI models and programming, to strategic thinking around the broader impact of AI on the media industry. His work now largely focuses on using AI to optimise marketing performance and deliver business growth. Follow Henry here:  https://www.linkedin.com/in/henrybol/ Thanks to our sponsor SalesSource. Sign up for their newsletter here:  https://www.linkedin.com/newsletters/7049616550982504448/ https://www.linkedin.com/company/sales-source-ai/  https://www.salessource.ai/  Follow Justin here:  https://www.linkedin.com/in/justinsalessource/  Future Fuzz - The Digital Marketing Podcast  #podcast #futurefuzz #digitalmarketing #B2B #AI #machinelearning #optimization

Future Fuzz EP. 51 - David Oates In this episode Justin speaks with David Oates, founder of Kire consulting, all about disruption in SaaS marketing. The upheaval and continued uncertain business climate of the past few years have seen a massive shift in the way SaaS companies approach their go-to-market strategies. David shares details on how companies are changing the way they market high-end SaaS in this changing environment, and the challenges faced. About David: David has a passion for the Commercial Real Estate market and is focused on helping proptech companies grow sustainably and achieve their goals in a challenging market. He has spent the bulk of his career driving high growth in early-stage or turnaround software and services businesses including: Conga, Argus, Alpha Corporation, and Primavera Systems.  As founder and CEO of Kire Consulting, David now acts in an advisory capacity for organisations such as Coyote Software, Yavica and UnCapt, focusing on strategic direction, go-to-market, messaging and often in an NED capacity. Follow David here:  https://www.linkedin.com/in/dpoates/ Follow Justin here:  https://www.linkedin.com/in/justinsalessource/  Future Fuzz - The Digital Marketing Podcast  #podcast #futurefuzz #digitalmarketing #B2B #saas

James Bidwell has been listed in the Financial Times Creative Business Top 50, named as one of London’s 1000 most influential by the London Evening Standard; amongst many other tributes during his successful career in leading transformational change in business. In 2015, James became owner of innovation portal Springwise, described by Seth Godin as “too good to share”, and in 2017 James co-founded Re_Set. Sitting at the nexus of global change James brings deep experience and insight into digital, brand, and innovation across all organisational disciplines at a time of unprecedented uncertainty and opportunity. At Springwise, James is immersed in the global innovation community with deep insight into the most transformative businesses and newest innovations from every corner of the world. Follow James here: https://www.linkedin.com/in/james-bidwell-330a1721/ Sign up to the spring wise newsletter here: https://www.springwise.com/newsletter-signup/ Thanks to our sponsor Sales Source. Sign up for their newsletter here: https://www.linkedin.com/newsletters/7049616550982504448/ https://www.linkedin.com/company/sales-source-ai/ https://www.salessource.ai/ Follow Justin here: https://www.linkedin.com/in/justinsalessource/ Future Fuzz - The Digital Marketing Podcast #podcast #futurefuzz # digitalmarketing #b2b #marketing #innovation #bcorp

Future Fuzz EP. 49 - Neil Schambra Stevens In this episode Justin welcomes Neil Schambra Stevens to discuss his new book “A Bad Hand Well Played”. The discussion covers the growing burnout phenomenon, the changing nature of jobs, and the shift in our relationships with work and the companies we work for. Neil talks about how we can avoid burnout from our jobs, and get to the point where we derive value from work and enjoy it.  About Neil: Neil Schambra Stevens is the founder of Mercury Jam Coaching, focusing on well-being and productivity in the workplace. He believes that people work for people; that good business is achieved by leveraging human values - kindness, gratitude, momentum and resilience. He works with creatives, strategists and rising talent in brands and agencies, enabling them to be seen, heard and valued. Neil draws on nearly three decades of C-suite brand marketing experience for top Fortune 500 brands such as Polaroid, Vans, Levi’s, Heineken, Lenovo and Converse. He is a regular guest, speaker and writer for podcasts, events and business publications, recently contributing to the #1 Amazon Bestselling book - ‘Living Kindly.’ Neil believes in simplicity and the principle of ‘Actionable Kindness.’ ™ He lives and runs Mercury Jam Coaching from a houseboat in Amsterdam. Follow Neil and Mercury Jam here: https://www.linkedin.com/in/neil-schambra-stevens-mercuryjam/ https://www.mercuryjam.com/ For information on SalesSource Sign up our newsletter here:  https://www.linkedin.com/newsletters/7049616550982504448/  https://www.salessource.ai/  Follow Justin here:  https://www.linkedin.com/in/justinsalessource/  Future Fuzz - The Digital Marketing Podcast  #podcast #futurefuzz #digitalmarketing #B2B

In this episode of Future Fuzz, Vince Quinn dives into the power of experimentation with Evan Dunn, Head of Marketing at Titan X. Evan shares why embracing strategic failure is essential to sharpening your go-to-market approach, and how most companies rely too heavily on assumptions and stale ICPs instead of real-time feedback. The conversation unpacks how founders can adopt a scientific mindset to sales and marketing, the underestimated power of cold calling, and why building tight feedback loops through direct human conversation is more vital than ever in an AI-heavy world. If you're tired of vague vibes and want a structured way to win faster—this episode delivers.Guest BioEvan Dunn is the Head of Marketing at Titan X, a company redefining cold outreach through data-driven phone intent. With a background spanning SEO, paid media, and growth strategy, Evan is known for bringing scientific rigor to go-to-market models. He previously led segmented experimentation at a FinTech unicorn, helping disqualify inefficient segments and dramatically improve SDR performance. A passionate advocate for conversation-first growth, Evan helps companies eliminate guesswork and embrace failure as a catalyst for clarity. He’s also a frequent voice on LinkedIn, championing bold ideas about sales, marketing, and experimentation.TakeawaysExperimentation is strategic failure in pursuit of clarity.Most ICPs are outdated and lack feedback loops.Cold calling yields rapid feedback and accelerates understanding.Founders naturally thrive in sales because of tight feedback cycles.Segment disqualification is as important as identification.Paid media and content should follow, not precede, segment validation.Direct human conversations uncover real buyer sentiment.Modern GTM needs conversation-first strategies before automation.Chapters00:00 Welcome and Intro to Evan Dunn 01:02 What “Go-To-Market Scientist” Really Means 02:05 Why Embracing Failure Leads to Success 03:11 Breaking Down Product-Message-Segment Fit 05:00 Common Flaws in Sales Targeting and ICPs 06:09 The Power of Founder-Led Sales 08:50 How to Build a Go-To-Market Feedback Loop 10:30 Real Case Study: Industry Experiments in FinTech 12:00 The True Cost of Not Experimenting 13:22 Why Most Marketing Playbooks Fail 14:40 Social Media as a Rented Growth Channel 16:00 What Google, LinkedIn, and Twitter Changes Mean for Marketers 17:00 Why Cold Calling Works in 2025 18:58 The Value of Human Conversations 20:01 Certainty, Testing, and the $10K Guarantee 22:00 Morale Boosts From Real Conversations 23:05 How to Learn More About Titan XLinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Evan Dunn on LinkedIn here ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Vince Quinn on LinkedIn here

In this episode, Chris Mele, CEO of Software Pricing Partners (SPP), dives into why pricing is often the most overlooked yet critical lever in software businesses. He shares how pricing decisions can carry enormous financial impact (he cites an $8.5 million case), why so many companies delegate pricing and treat it as a “black box”, and how turning pricing into a disciplined, data‑driven process can drive profitable growth, not just acquisition. A must‑listen for SaaS leaders who are ready to move from gut feel to clarity in pricing strategy.Guest BioChris Mele is CEO of Software Pricing Partners, a firm founded in 1982 that has pioneered pricing strategy specifically for B2B software companies. softwarepricing.com+2Executive Board | Fast Company+2 Before taking his role at SPP, Chris founded and led a SaaS company through cloud transition and has experience at Ernst & Young and in launching the first online banking solutions in the U.S. Forbes Councils+1 At SPP, he helps software companies build pricing as a repeatable, defendable discipline rather than an afterthought.TakeawaysPricing decisions—even small tweaks—can have massive financial consequences. Chris mentions a decision shift equating to $8.5 million in impact.Many companies treat pricing as a meeting topic (“let’s change this discount moment”) rather than a process grounded in data.Frequently pricing is delegated to mid‑level teams (deal desk, Excel jockeys) rather than owned by the CEO or leadership — that delegating weakens accountability and rigour.The absence of clear transaction‑level deal data (net vs list price, discounting patterns, product SKUs) makes it extremely difficult to diagnose pricing leaks.The starting point: get clean deal‑data, understand what you sold, at what list price, discounts, net price, term lengths; this produces “low‑hanging fruit” to fix.Pricing must be treated like product management: continuously iterated, measured, governed — not just set once and forgotten.When done well, pricing becomes a major profit driver and business value creator — many software companies leave enormous value on the table by not treating pricing properly.Chapters00:00 Introduction – Vince welcomes Chris Mele of Software Pricing Partners 00:20 Chris gives background on his firm and how he came to pricing 01:01 The moment he realised pricing was the missing piece (deal closed for 1/10th value) 02:24 Why pricing is so hard: small decisions carry big risk 03:54 Typical scenarios where SPP engages (PE investment, new exec team, profitability focus) 05:18 Why many software companies ignore pricing as discipline 07:42 How pricing decisions are made (executive meetings, delegation, lack of tools) 09:25 The “fear” factor—lack of data, complexity, hidden risks 13:05 How to begin when your pricing is a mess: start with transaction‑level data 16:25 The upside: what happens when you get pricing right 19:08 Example: university dev‑license turned into a $300k per year deal 20:43 How to connect with Chris/Software Pricing PartnersLinkedInFollow Chris Mele on LinkedIn. Follow Vince Quinn on LinkedIn. As Promised : Software Pricing 3 Business Strategy Pivots for Evaluating your PricingSoftware Pricing - 4 Pivotal GTM Moments for Evaluating Your PricingHashtags#SoftwarePricing #PricingStrategy #SaaS #Monetization #ValueBasedPricing #Profitability #PricingProcess #PricingOptimization #PricingScience

In this episode, Vince Quinn sits down with Brianna Miller, Director of Demand Generation at Cohere Health, to break down what really makes ABM campaigns effective in long-cycle, high-stakes B2B healthcare. Brianna shares how she segments a tiny, complex market of health insurers, balances deep personalization with scalable strategy, and builds ABM programs that influence pipeline—without annoying decision-makers.They also dive into Brianna’s public speaking journey, why she believes in teaching what you love, and how being an adjunct professor has sharpened her skills on and off the stage.Guest BioBrianna Miller is the Director of Demand Generation at Cohere Health, a healthcare technology company focused on improving collaboration between payers and providers through AI-powered clinical intelligence. With over a decade of experience in healthcare tech and a specialty in account-based marketing (ABM), Brianna builds highly-targeted multi-channel campaigns that drive real engagement with key stakeholders in complex markets.She’s also an adjunct professor at the University of Missouri–St. Louis, where she teaches foundational marketing to undergraduates and shares her deep industry insights from the field to the classroom.TakeawaysABM is about precision: segment by tech stack, persona, and sales stage.One-to-few ABM balances personalization and efficiency.Cohere’s dual-audience model (payers buy, providers use) requires nuanced messaging.You don’t need the biggest budget—you need the right intent signals.Collaboration with sales is non-negotiable: shared dashboards and insights drive success.Public speaking is easier when you share what you love.Great content = something your audience can take home and use immediately.Chapters00:00 Intro: Meet Brianna Miller from Cohere Health 01:25 What Cohere Does and Its Unique Buyer/User Split 03:03 Brianna’s Multi-Channel ABM Playbook 04:18 Tools, Data Sources, and the "Know One Payer" Rule 06:23 Why Bad Personalization Is Worse Than None 07:10 What Is ABM? Brianna’s Definition 08:21 One-to-One vs. One-to-Few vs. One-to-Many 10:13 How to Execute One-to-Few Campaigns Step-by-Step 12:34 Measuring Account Engagement and Marketing Influence 13:11 Sales Collaboration: Account Picks, Messaging, and Dashboards 14:57 What Pipeline Influence Looks Like in Long Sales Cycles 16:29 From Stage to Classroom: Brianna’s Approach to Teaching 18:39 What Makes a Great Talk? Think Tangible Takeaways 20:25 Being Yourself on Stage = Content That Connects 22:27 Where to Find and Follow BriannaLinkedInFollow Brianna Miller on LinkedIn Check out her website: https://beingyourbrand.com Follow Vince Quinn on LinkedIn

In this episode, Vince Quinn chats with Wally Pinkard, Vice President of Marketing at the World Trade Center Institute (WTCI) in Baltimore, about how international business really happens — not just via websites but through deep networks, human connections and cultural fluency. Wally breaks down how his team helps local mid‑Atlantic businesses tap global opportunities, why soft skills and relationships matter in trade, and how you build a global outlook without losing local relevance.Guest BioWally Pinkard is the Vice President of Marketing at the World Trade Center Institute (WTCI), a nonprofit global business network based in Baltimore, Maryland. WTCI works with around 130 corporate members (and many more firms) to support international trade activity in the mid‑Atlantic region through events, fellowships, speaker series and connection‑making. Wally has been with WTCI for over 14 – 15 years, helping build its culture, programs and network. (Note: Wally also has a fun earlier career note — he created a hip‑hop song that got international distribution.)TakeawaysInternational business isn’t just about exporting goods or sourcing online — it’s about understanding legal, cultural and relational nuances.A strong local network + global perspective can give companies an edge: one connection you make today may pay off years later.Intentionality beats scale when building networks: smaller, highly connected groups often create deeper value.Culture and patience matter: slow, steady growth and purposeful relationship‑building beat rapid but shallow expansion.Non‑profit networks like WTCI thrive when members genuinely want to share knowledge (even with “competitors”) — and that spirit enables global good.Human conversations still beat generic online research when you’re trying to figure out “what to ask” in new markets.Chapters 00:00 Introduction to Wally Pinkard & WTCI 02:22 WTCI’s role in international business and the mid‑Atlantic region 04:26 Why soft, human connections matter more than just digital presence 06:14 Learning from others: avoiding costly international mistakes 07:16 The challenge (and advantage) of serving many industries and companies 09:28 Cross‑industry learning: e.g., defence industry learning from apparel industry 10:45 Building relationships intentionally — not just mass invites 12:23 The culture at WTCI that enables collaboration over competition 15:00 The value of incremental progress instead of rapid scaling 17:33 Keeping network intimacy while still driving impact 18:12 Wally’s earlier hip‑hop track “Land of the Gun” and its story 19:47 Where to find WTCI online and how to get involved 20:23 Closing and thanksLinkedInFollow Wally Pinkard on LinkedIn Follow Vince Quinn on LinkedIn Explore the World Trade Center Institute here:

In this episode, host Vince Quinn welcomes David Morse, CEO of DMo Worldwide, former Chief Revenue Officer of Cambridge Mobile Telematics, and author of The Heart of the Sale, to explore how marketing and sales should connect through the funnel. David explains why effective discovery is the foundation of complex enterprise sales, how marketing can deliver 80% of what sales needs (leaving the personalization to sales), and how “signal‑management” (market, account, person‑level signals) is critical in today’s data‑rich B2B environment. He also drops a surprise: he’s a comedian/rapper releasing an album called “Crowbars” that re‑imagines hip‑hop instrumentals with sales/marketing lyrics. A lively, insightful look at aligning marketing and sales in a modern enterprise world.Guest BioDavid Morse is the CEO of DMo Worldwide, a company that helps B2B organisations with pipeline development, aligning marketing and sales around discovery and pain‑based personalization. Previously, he was the Chief Revenue Officer at Cambridge Mobile Telematics, where he built global enterprise sales teams. He is the author of The Heart of the Sale, which grew out of his 20‑year career navigating complex, high‑value deals. On top of his business credentials, David is also a comedian and rapper, launching an album titled “Crowbars” with sales‑themed hip‑hop tracks—Demonstrating his unique blend of professional rigor and playful creativity.TakeawaysEffective discovery is the engine of enterprise sales: uncovering the real problem, the people behind it, the priorities, the business case, and the process drives higher close rates and more value.When marketing and sales collaborate deeply (particularly in Account Based Marketing + Sales setups), marketing should deliver ~80% of the funnel content (messages, tools, research) and sales should handle the final 20% personalization and relationship nuance.Marketing can deliver PSP‑POVs (Pain‑based, Specific, Personalized Points of View): messages that centre the customer’s pain not the product; that are specific to their situation; and that are personalized by persona or industry.Signal management is a vital discipline: monitor market‑level signals (e.g., regulatory shifts, industry dynamics), account‑level signals (firmographics, technographics, events, engagement) and person‑level signals (job changes, content downloads, social engagement). Use these to inform outreach and pipeline generation.The “poison the well” risk: if your outreach shows no understanding of the prospect, you may not only lose the deal—you may damage future referral or reputation chances.Injecting personality and creativity into professional domains (e.g., David’s rap project) can differentiate you and create memorable connections.Chapters00:00 – Introduction: Vince Quinn welcomes David Morse 00:44 – David introduces The Heart of the Sale and why he wrote it 02:19 – Challenges in enterprise sales: deals evaporating, inadequate discovery 03:26 – How marketing + sales should work together in complex enterprise deals 04:08 – The 80 / 20 rule: marketing delivers majority, sales customise the rest 05:34 – Deep dive into PSP‑POVs: Pain, Specificity, Personalization 07:22 – Importance of knowing the personas & industry context 09:04 – Discovery: what great salespeople do when they walk into a meeting 11:01 – Relating sales discovery to networking & relationship building 13:52 – Buyers are overwhelmed; you can’t afford to “poison the well” 14:17 – Signal management explained: market, account, person signals 18:48 – Surprise: David’s rap/album project “Crowbars” 21:24 – Where to find the book and music; closing remarksLinkedinFollow David Morse on LinkedIn Follow Vince Quinn on LinkedIn

In this episode, host Vince Quinn welcomes Sam Piliero to explore how advertising strategy must evolve to serve today’s digital‑brands. Sam explains his agency’s focus on one‑to‑$10 million e‑commerce companies, how his three‑step “M3 Method” underpins their media buying and execution, and why spending ad budget on new customer acquisition (rather than over‑servicing existing/engaged audiences) is a critical shift. He also discusses how founder‑led content drives growth, how he built his agency culture to support performance, and how aligning content, strategy and operations pays off for both clients and team.Guest BioSam Piliero is the Founder and CEO of The Moonlighters, a performance‑marketing agency that specialises in Facebook and Google advertising for e‑commerce brands in the $1 million‑to‑$10 million revenue range. Previously he worked at VaynerMedia (on the e‑commerce team) and at BarkBox (helping scale the business). He built The Moonlighters around a senior‑only team and a growth‑director model, emphasizing profitability, customer acquisition, modular campaign structures, and founder‑driven content. TakeawaysFocusing the majority of ad spend on new customer acquisition rather than existing/engaged audiences can unlock growth and avoid diminishing returns from high‑frequency retargeting.The “M3 Method” (strategy/structure + “bet the fastest horse” + cost controls/caps) provides a simplified but actionable framework for scaling performance campaigns.A modular campaign structure (e.g., separating new customers vs. engaged vs. existing) improves clarity and performance — instead of simply “top‑mid‑bottom funnel.”Time‑of‑day and day‑of‑week analysis (“betting on the fastest horse”) remains a highly under‑leveraged lever in ad strategy: shifting spend into high‑conversion days/times can improve ROI without new creative.Founder‑led content creates authenticity, builds trust, and serves as a valuable lead‑generation engine when aligned with the business model (not chasing vanity metrics).Building a strong agency culture (paying above market, hiring senior people, giving them skin‑in‑the‑game) reduces churn and drives client results.Content strategy should prioritise value to the ideal audience, not just the highest view‑counts.Many “easy mode” advertising tactics (e.g., broad only audiences, 24/7 uniform spend, ignoring segmentation) still persist — but advanced performance requires going back to fundamentals.Chapters 00:00 Welcome & Intro 00:17 Background of The Moonlighters 01:14 Explanation of the M3 Method (Strategy Structure / Betting the Fastest Horse / Cost Controls) 02:05 Modular ad account structure: new customers vs engaged vs existing 03:05 Why many businesses overspend on existing/engaged audiences 04:34 Why audiences aren’t focusing enough on new customer acquisition 04:50 Sam’s background: media buying over the past 12+ years, VaynerMedia & BarkBox 06:44 How The Moonlighters built the team & culture (growth directors, senior staff) 08:38 Why culture and team matters for client performance 09:32 Client results: average 41% profit improvement in first 90 days 10:35 Sam’s content journey: YouTube, building an audience, leveraging his agency insight 11:48 Content strategy: focusing on value, not just views 13:30 Deep dive into M2 (“betting the fastest horse”) — day of week/time of day optimisation 15:36 Specific examples of power of shifting ad spend timing 16:12 Discussion of founder‑led content and alignment with business model 17:08 New one‑on‑one coaching program: demand from audience, pilot launch 18:50 Program launch / closing thoughts 19:38 How Sam balances agency leadership + content creation 21:32 Why content is the #1 focus (leads, education, positioning) 22:34 Closing: Where to find Sam & how to work with The MoonlightersLinkedIn Follow Sam Piliero on LinkedIn here: Follow Vince Quinn on LinkedIn here:

In this episode of Future Fuzz, Vince Quinn speaks with Stuart Jackson, Vice Chairman of L.E.K. Consulting, about the intersection of problem-solving and people skills in consulting. Stuart shares insights from his four-decade journey at L.E.K., from joining when it was a 10-person startup to helping it become a global force. He breaks down how L.E.K. identifies critical moments in a business, crafts tailored solutions, and fosters internal trust and collaboration. The episode also dives into L.E.K.'s unique approach to marketing professional services and why in-person connections still matter in the digital age.Guest BioStuart Jackson is Vice Chairman of L.E.K. Consulting, a global strategy consultancy that helps businesses tackle mission-critical decisions. With over 40 years at the firm, Stuart has held roles spanning from office leader to head of the U.S. and global managing partner. Under his leadership, L.E.K. tripled both revenue and profitability. He is the author of Predictable Winners, a book focused on what it takes for companies to consistently innovate successfully. Stuart is passionate about problem-solving, business diagnostics, and mentoring the next generation of consultants.TakeawaysThe hardest part of problem-solving is often figuring out the right question to ask.L.E.K. helps clients during “critical moments” like stalled growth or declining profitability.Deep client relationships and face-to-face interactions still matter—even in a digital world.L.E.K. transformed its business development by embedding structured outreach into its marketing operations.Trust across global offices enables seamless collaboration and high performance.Professional services must balance client delivery with proactive relationship management to avoid feast-or-famine cycles.Programs like international staff swaps build institutional knowledge and foster a “one firm” culture.Chapters00:00 Intro: Vince Quinn Welcomes Stuart Jackson 00:32 What L.E.K. Consulting Does and Stuart's Career Journey 02:37 Diagnosing Business Problems Like a Doctor 04:51 Growth Case Study: From $10M to $700M in Revenue 06:37 Profitability Case Study: Samsonite’s Global Restructuring 08:07 Why Consulting at L.E.K. Is Like Solving a Puzzle 10:28 How L.E.K. Approaches Marketing in Professional Services 12:50 Building Client Relationships Beyond Projects 14:12 The Power of FaceTime in Client Retention 15:27 A Hunting Trip that Built Deeper Client Trust 17:11 Referrals and Staying Top of Mind 18:21 How Global Collaboration Works at L.E.K. 19:45 The Swap Program and Cross-Office Learning 20:46 Where to Learn More About L.E.K.LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Stuart Jackson on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Vince Quinn on LinkedIn

In this episode of Future Fuzz, host Vince Quinn sits down with Vidya Drego (VP of Marketing at SmithRx) to explore how you create a new category in a highly regulated, complex industry. Vidya shares how SmithRx is positioning itself as the alternative to legacy pharmacy benefits managers (PBMs), how she transitioned from big‑company marketing roles to a smaller challenger brand, and how the marketing team is educating the market from scratch—starting with explaining problems people didn’t even know they had. Along the way you’ll learn how content, video, analogies and internal collaboration all drive the category‑creation process.Guest BioVidya Drego is the Vice President of Marketing at SmithRx, a modern pharmacy benefits manager focused on radical transparency and real cost savings in the PBM market. Prior to SmithRx, Vidya held leadership marketing roles at major tech and SaaS companies including HubSpot, LinkedIn, and Salesforce. Her diverse experience equips her with a deep marketing toolkit, which she now applies in a more entrepreneurial, category‑defining setting. (Vidya holds advanced academic credentials and has a track record of building marketing organizations from scratch.) At SmithRx, she leads strategy, content, brand development and demand generation to position the company not just as “another PBM” but as the modern alternative. TakeawaysYou’re not just competin — you’re recasting the conversation. Vidya emphasises that to create a category you must show your audience that the problem they thought they were solving is actually the wrong problem.Big‑company experience gives you tools, but smaller challenger brands give you freedom. Vidya shares how she moved from large organisations to SmithRx to “actually apply the toolkit” and run with bigger responsibility.Teaching the market matters when the category is novel. SmithRx’s team invests heavily in educational content, blog posts, videos and analogies (e.g., the “$12 milk vs $5 milk” discount analogy) to help people grasp the mis‑framed problem.Video and storytelling help simplify complexity. In a nuanced, technical industry like PBMs, visual and narrative tools help clarify the value proposition and cut through jargon.Metrics beyond clicks count. In their context, success isn’t just about big audience numbers—but about trust, thought‑leadership, and influencing decision‑makers in the market.Internal voices amplify external credibility. SmithRx intentionally involves team members from operations, contracting, pharmacy network etc to contribute their voices and drive authenticity in content.Chapters 00:00 – Intro and setting the scene 00:57 – What is SmithRx and the PBM business explained 02:32 – Vidya’s background: from HubSpot/LinkedIn to SmithRx 04:49 – Why she chose a smaller company and the gap she saw to fill 07:12 – The market problem: how legacy PBMs aren’t delivering as advertised 09:58 – How to start educating the market when they don’t know the problem 12:35 – Content strategy: blogs, newsletters, videos, internal voices 14:52 – The “milk price” analogy: reframing discount vs actual cost 17:19 – Video as a tool: PBM 101 series and brand style 19:44 – The role of short video, webinars and multi‑format storytelling 20:47 – Experimentation and aligning tactics to business model 22:10 – Where to follow SmithRx and Vidya on LinkedIn 22:35 – Closing remarksLinkedIn Follow Vidya Drego on LinkedIn (you’ll find her at SmithRx and content on modern PBMs).Company page: SmithRx on LinkedIn.Follow Vince Quinn

In this episode of Future Fuzz, Vince Quinn is joined by Arvindh Lalam, CEO of nCorium, to explore how digital twins are transforming airport experiences. From reducing passenger stress to helping operators optimize service flow, Arvindh shares how real-time data and sensor fusion technology are reshaping physical environments—starting with some of the world’s most complex spaces: airports.Discover how nCorium delivers predictive insights, enhances user journeys, and even guides passengers to the shortest Starbucks line. Whether you're designing large venues or just want to understand how digital twins can improve operational efficiency and customer satisfaction, this episode breaks it down in an engaging, human-centered way.Guest BioArvindh Lalam is the CEO of nCorium, a company pioneering the use of digital twins in airport environments. By blending real-time sensor data from LiDAR, cameras, and other inputs, nCorium creates live digital models of physical spaces, helping airports better manage traffic flows, reduce stress for passengers, and improve SLA compliance.With a background in software engineering and systems thinking, Arvindh leads a team dedicated to mapping real-world movement and enhancing experiences for both travelers and airport operators. Under his leadership, nCorium’s “Travel Companion” app and backend tools are already making waves across major international transit hubs.TakeawaysAirports are massive dynamic spaces—digital twins offer operators and passengers a new level of visibility.Real-time data allows proactive adjustments to avoid congestion and delays.Sensor fusion (cameras, LiDAR, etc.) powers detailed maps of people and vehicle movement.Wait-time estimates aren’t just about line length—they’re about processing efficiency.nCorium’s Travel Companion app acts like Google Maps for your airport journey.Staff efficiency, user routing, and spatial planning all improve with historical and real-time insights.Better facility flow = less travel stress + improved airport reputation.Chapters00:00 Intro to Arvindh Lalam & nCorium 01:30 What nCorium Does for Airports & Passengers 03:00 The Power of Sensor Fusion in Complex Spaces 06:00 Case Study: Picking the Best Starbucks in the Terminal 08:00 Rerouting Crowds and Preventing Congestion 09:30 “Shortest Line” Isn’t Always the Fastest 11:00 The Travel Companion App: Google Maps for Airports 13:40 Measuring Staff Efficiency & Improving Service Counters 16:00 Real-Time vs. 6-Month Flow Reports 19:30 Metrics that Truly Matter: Wait Times, Missed Flights 22:00 Enhancing Reputation Through Better Physical Experiences 24:30 Vision: A Digital Twin of the Entire Airport 25:40 How to Connect with Arvindh and EncoreumLinkedInFollow Arvindh on LinkedIn Follow Vince on LinkedIn

In this episode of Future Fuzz, host Vince Quinn sits down with Megan McDonagh, Director of Revenue Marketing at Celigo, to unpack how virtual touchpoints, like webinars, newsletters, and gated content, can drive serious revenue when used right. Megan shares Celigo’s unique approach to planning and scaling content, how they repurpose webinars into multi-channel assets, and why it’s essential to understand the full customer journey rather than just the final click. Packed with real-life tactics, tech stack insights, and content strategy gold, this conversation is a must-listen for digital marketers aiming to do more with less.Guest BioMegan McDonagh is the Director of Revenue Marketing at Celigo, an Integration Platform as a Service (iPaaS) company that helps businesses automate and connect their cloud applications. With deep expertise in campaign strategy, data-driven content planning, and revenue-focused marketing, Megan leads Celigo’s efforts to transform digital engagement into pipeline. She’s especially passionate about building repeatable frameworks for scaling content, leveraging tools like Goldcast, CalibreMind, and HubSpot, to drive better outcomes across the funnel.TakeawaysDon’t treat webinars as one-off events, design them to be repurposed across formats and channels.Your best content should live across email, social, blogs, and more, because different audiences consume in different ways.Use tools like CalibreMind to understand multi-touch attribution and buyer journeys, not just last-click conversions.Content that doesn’t perform organically won’t perform when repurposed. Test before you scale.“Collaboration with control” between IT and marketing creates autonomy without sacrificing governance.A well-designed series page with multi-registration boosts webinar sign-ups and reduces email fatigue.Chapters 00:00 Intro , Vince gets warmed up 00:28 Welcome Megan McDonagh from Celigo 01:10 What is Celigo and what is iPaaS? 02:01 The beauty of automation and integration 03:15 HubSpot + Salesforce: A common integration headache 03:29 The luxury, and challenge, of a tool-rich marketing team 04:36 Managing tech overwhelm and staying focused 05:05 Webinars: Where Celigo’s content strategy starts 05:36 Campaign planning across B2B, B2C, and NetSuite 06:10 Why Goldcast is Megan’s favorite platform 07:30 Building AI agent webinars into a live content series 08:32 The hidden cost of poor webinar UX 10:07 Goldcast content pages as resource hubs 11:08 Don’t judge content by downloads alone 12:00 Show up everywhere: gated, ungated, AI platforms, social 13:04 Weekly “Program Pulse” meetings to guide planning 13:44 Why multi-touch attribution matters more than ever 15:11 Understanding buyer journeys across multiple platforms 16:11 Stay top of mind through smart repurposing 17:36 Use only content that works organically 18:00 Test, iterate, and get honest feedback 19:46 Newsletter spotlight: “Integration Bits” on LinkedIn 21:00 Builders Hub: Quick-hit content for technical audiences 22:41 Wrap-up and where to connect with MeganLinkedIn⁠⁠⁠⁠Follow Megan on LinkedIn ⁠⁠⁠⁠Follow Vince on LinkedIn Follow Celigo on LinkedIn