Sales Acceleration by Marketing: A Dun & Bradstreet Perspective

Rishi Dave, CMO, Dun & Bradstreet Twitter: @RishiPDave

Rishi Dave, CMO, Dun & Bradstreet
Twitter: @RishiPDave

NorCal BMA recently had an opportunity to meet with Rishi Dave, Chief Marketing Officer at Dun & Bradstreet. As a topic near and dear to Bay Area B2B marketers, Sales Acceleration was the central theme of our discussion. We are delighted to present below the highlights of our conversation.

"Today, marketing can provide salespeople—in near real-time—actionable data when, how, and where they need it to move prospects to profitable customers."

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Eric Andrews joins the board as at-large member

Eric AndrewsWe are pleased to announce that Eric Andrews joins the NorCal BMA board as an at-large member. In this role, Eric will be driving specific projects for the chapter from time to time.

Eric currently serves as VP Demand Operations for Oracle. In this role, he  has global responsibility for marketing operations, demand generation, digital marketing and sales plays for the Cloud Infrastructure Group.

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Partner Event: Changing Face of B2B Marketing

NorCal BMA has partnered with Just Media and Google to bring you an exclusive Bay Area B2B Marketers event on Tuesday, March 14, 2017 at the Google Campus in Mountain View.

The world of B2B marketing is evolving at light speed, so it's essential that marketers continuously modernize their digital presence and use of paid media channels to drive revenue and remain competitive.

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George C. McNutt Scholarship Fund Unveiled

NorCal BMA is proud to offer a brand new scholarship opportunity for students in the fields of advertising, marketing and communications, especially those interested in the field of B2B marketing.

With a generous endowment from the late George C. McNutt (1905-1992), the first President of NorCal BMA, we are able to offer this scholarship that will benefit up to two Bay Area students in 2017.  Read more

An attendee’s perspective on NorCal BMA roundtables

Did you know that we started our new and improved series of roundtables back in April of this year, and we have had a string of SEVEN straight sold-out engagements?

If you have missed this experience, it's not too late to plan for our next one on November 14.

In the meantime, we caught up with Helene Eichler, a regular at most of our events, and picked her brain on what makes our roundtables tick. Here's her take on it...

Recap: ANA/BMA Members-only Event

The New Era of B2B Marketing

If you were lucky enough to attend our members-only event at Microsoft, you were in for one the most provocative, inspiring and impactful line-up of thought-leaders and topics the BMA has ever had.

A bold statement? Yes. Hyperbolic? Not at all.

Over the course of the morning in Mountain View, the audience was treated to six amazing sessions from global leaders in B2B marketing.

Tom Stein, Chairman and Chief Client Officer at Stein IAS, got the day started with a powerful and forward looking keynote proclaiming that we are now in the era of "Post Modern Marketing."  In Stein’s keynote, “The Rise of the Feeling Machines” He noted that, “by its nature, Modern Marketing emphasizes “thinking machines” over “feeling machines that think.” So today, with Modern Marketing approaches fairly ubiquitous, what will define B2B’s “post-modern” era?” He provocatively stated that “as we enter the 'Post Modern' marketing era, it is not a rejection of Modern Marketing’s empiricism…it is much more a re-balancing. A carrying forward of the best of preceding eras into this new stage.”

Tom was followed by Milan Martin, President of Grey San Francisco, who echoed the Post Modern Marketing theme by showing the unique experiences Grey has created for brands such as Levis’ and Volvo. From jeans that prevent credit card scanners from reaching your wallet, to a reflective paint that is saving cyclists’ lives in London, Milan demonstrated how the brands that create differentiated experiences for their audiences are the ones that break through the noise of "modern marketing."

The momentum kept going with Shawn Ottenbreit, Senior Director of Marketing Performance at HP Enterprise, who is showing how brands and marketers can and should elevate their data and analytics game in the Post Modern Era. Importantly, he discussed the relationship between finance and marketing to drive performance. Shawn, a former finance exec, provided a real personal and prescriptive account of how optimally these relations should function.

Stein, Martin and Ottenbreit were then brought onto the stage for a panel Q&A moderated by the Editorial Director of B2B Marketing USA, Tequia Burt.

The great content didn’t stop there. John Dering, Director of ABM Technology & Strategy for Demandbase took the audience through optimally aligning your marketing and sales organization to drive account based marketing (ABM) performance. John took the audience through a robust ABM framework and used his own company as a case study. Gotta deeply respect a company that uses its own products and platforms. And, more importantly, gets great results.

Capping off the packed day was a joint presentation from Brock Wells, US Social Command Center Lead at Microsoft, Sean Gibbons, Social Media Program Manager and Ryan Hodgson, Vice President of Integrated Marketing from Yesler. The trio showed us how brands should be behaving and engaging on social media. With real-time listening and, more importantly, content, Yesler showed how they are powering Microsoft’s social center for key products. As impressive as their results, was the well-structured workflow they put in place to enable the program to work efficiently while listening to millions of conversations.

Many thanks to the people who made this a fantastic event - our speakers, attendees and sponsors and the team working behind the scenes to make sure the event ran smoothly.

Daniella Sardi joins the board as Director of Memberships

Daniella-SardiWe are pleased to announce that Daniella Sardi joins the NorCal BMA board as Director of Memberships.

Daniella is currently working at TriNet as HR & Benefits Advisor. She is passionate about serving small and medium sized businesses, primary clientele of TriNet, helping them contain costs and improve margins through strategic HR and Large Group Benefits functions. She has consistently amassed praise from clients regarding the quality of her contributions.
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Return of the Roundtables — New Series Kickoff in April

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We are pleased to resume our roundtables -- cozy, small group of marketing professionals (limited to 25 attendees) exploring a specific discipline of the field in an interactive setting, guided by a featured speaker.

NorCal BMA has a history of holding roundtables but this new and improved series is totally revamped. Tanya Salah, our Director of Roundtables, has carefully researched the needs of today's marketers and put together this program to serve...YOU!
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Ted Kohnen joins the board as Treasurer

TedKohnen-HeadshotWe are pleased to announce that we have a new treasurer on our board, Ted Kohnen.

Ted is Managing Director at the San Francisco Office of Stein IAS. He has been an active BMA member and involved with the New York chapter before moving here last fall.

Ted has a graduate degree in Technology Management from Columbia University; he is a graduate of Dickinson College with a degree in International Business. He has extensive experience in Marketing and Advertising and has been at Stein IAS for over 8 years.
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