Vivian Wagner

About the Author Vivian Wagner


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Trustify President Jennifer Mellon: Diversity Is Good Business

“My team has always, from day one, been 70 percent female,” said Trustify President Jennifer Mellon. “You know, we’re not a flower delivery service — we’re doing private investigation. It’s not a space women often lead in, so I’m really proud of that. … Over 45 percent of my team identified with a protected minority population — including LGBT, race, ethnic and religious minorities.”

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Swiftpage CEO John Oechsle: Better Interactions Lead to More Transactions

“There are groups within companies that don’t want to interact with a full-blown CRM application,” said Swiftpage CEO John Oechsle. “They want to access it based on the functions they want it to perform. These small purpose-built apps are going to continue to evolve. Also, people want to interact with software using voice … . They don’t want to sit there and type.”

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Metis CDS Debbie Berebichez to Women in STEM: Chase Your Dreams

“I’ve helped shape the conversation,” said Debbie Berebichez, chief data scientist at Metis. “It’s empowered me to mentor young women and also to shape policy. At Metis, we offer a scholarship to women and minorities, so we do things actively to bring women in. I also try to recruit and hire women. Even though it’s a tech company, over 60 percent of the employees at Metis are women.”

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Zuora VP Matt Darrow: The Intelligence of the Subscription Model

“We think of ‘subscription’ broadly,” said Matt Darrow, VP and general manager of product at Zuora. “It’s when companies do business with customers with whom they have a known relationship, and those relationships are sticky. The subscription model is great for engagement because companies know that in order to be successful they need to deliver ongoing services that keep providing value.”

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A Better World President MarySue Hansell: Getting Real With a Virtual Do-Good Game

“We saw that there was a lack of kindness, a lack of empathy … and we thought it would be nice if we could use technology to do something about it,” said MarySue Hansell, president of A Better World. “We thought Facebook offered a wonderful opportunity to use a large technical platform to create a virtual world that would have a big impact, with a game that emphasizes positive thinking.”

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Nutshell CTO Andy Fowler: Good CRM Tools Stay Out of the Way

“CRM was originally created for the managers and bosses to report on the pipeline, and it was sold as a value proposition to the manager,” noted Nutshell CTO Andy Fowler. “What’s changing now is that CRM is becoming much more about supporting the rep — giving them the tools they need to improve their performance. It’s no longer just a tool for the boss to check in on the salespeople.”

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CloudCraze EVP Andrew Witherspoon: For Successful B2B, Set Aside Expectations

“If there’s anything true about B2B service, you have to do it in the context of the customers themselves in order to be successful. That’s our philosophy,” said CloudCraze EVP Andrew Witherspoon. “What is the purpose of CRM and marketing? It’s to reach out, find and engage prospects, and to move them through a buying cycle. All those capabilities are on a CRM platform.

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EquiSeq CEO Lexi Palmer: Act Like You’re Not Scared and Go at It

Lexi Palmer is CEO of EquiSeq, a biotech firm that does genetic testing of horses. Palmer met the company’s founder, genetic researcher Paul Szauter, in 2015. “I was just finishing up my degree in interpersonal communications … and he told me about the company he’d started,” Palmer recalled. “I told him I knew everything about horses and said I could learn everything he did and market it.”

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GIT CEO Adriana Gascoigne: More Women in Tech Means More Problems Solved

Prior to founding Girls in Tech, Adriana Gascoigne was one of very few women working at a startup. “I’d look around the room every day and see that there was a huge problem of representation. I knew we needed to change the culture of the company to recruit more women and benefit more women, but we also needed diversity in product development … to make a better product,” she recalled.

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GE Digital VP Beena Ammanath: For Most Women, STEM Is an Uphill Battle

Beena Ammanath is VP for data and analytics at GE Digital. She has worked in the data analytics field for more than 20 years and serves as board director at ChickTech, a nonprofit dedicated to recruiting girls and women into the tech workforce and retaining them once they’re there. Ammanath also serves on the Cal Poly Computer Engineering Program Industrial Advisory Board.

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Oro CEO Yoav Kutner: Getting a Sense of Your Customer

One of the most noticeable recent trends in CRM is that “there are a lot more companies looking for tools to centralize data,” noted Oro CEO Yoav Kutner. “We’re seeing multichannel businesses that interact with customers both through a brick-and-mortar and through multiple touchpoints. That data has to be collected someplace so they understand how they’re doing with their customers.

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Eagle Creek CRM Director Sandeep Kadam: What Today’s Customers Want

Twenty years ago, CRM “was more of an inside-out technology,” recalled Sandeep Kadam, director of CRM at Eagle Creek Software Services. “It was about making sales calls more efficient, and giving salespeople all the tools they needed so they could achieve their numbers. From there it has become more of an outside-in technology, where the customer is impacting how CRM is going to evolve.”

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Eagle Creek CRM Director Sandeep Kadam: What Today’s Customers Want

Twenty years ago, CRM “was more of an inside-out technology,” recalled Sandeep Kadam, director of CRM at Eagle Creek Software Services. “It was about making sales calls more efficient, and giving salespeople all the tools they needed so they could achieve their numbers. From there it has become more of an outside-in technology, where the customer is impacting how CRM is going to evolve.”

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