Driving Sustainable and Predictable Growth With Michael Krause of Tovuti LMS

Usman Sheikh is the Founder and CEO of xiQ, an award-winning B2B sales and marketing platform. His goal is to humanize B2B sales and marketing by harnessing the power of generative AI and psychology.

Prior to xiQ, Usman held multiple positions at SAP, including Vice President of Corporate Development, Product Management, and Sales Enablement. He frequently serves as a guest lecturer at schools such as the University of Texas, University of Wisconsin, University of Alabama, and Clemson University.

In this episode…

Marketing and sales are numbers-driven fields, filled with data, analysis, and research. The traditional approach can work, but can also potentially alienate existing customers or deter prospective ones. One solution to this is personalizing and humanizing any sales efforts. So how can businesses include this aspect in their marketing?

xiQ is a personality-driven, AI-powered technology that helps companies connect with their audience. More than just a product, this approach can yield incredible results in the long-term. Here is what you need to know to apply these principles.

In this episode of the Revenue Engine Podcast, Alex Gluz interviews Usman Sheikh, the Founder and CEO of xiQ, to break down the process of personalizing sales. They talk about the power of AI to connect with customers, understanding the behavioral code in people, and making your mark in an oversaturated market. They also explain the way to maximize email marketing and where the field is heading in the future.

Frederik Hermann is a senior marketing executive focused on driving success through innovative and impactful marketing strategies. He excels in developing and leading global teams, executing campaigns, and delivering measurable results.

Frederik is the Vice President of Digital Marketing at Beekeeper, a mobile-first platform designed for deskless employees. Additionally, he serves as a mentor for Swissnex and UpWest Labs.

In this episode…

Digital marketing is sometimes treated as a single topic, but there are many complex aspects under its umbrella. Lead generation, email marketing, social media, CRO, website development, and much more are all key responsibilities for marketing leadership. How do you unify so many diverse roles to work together?

The simplest yet most challenging component is the team itself. Organizing and helping a competent team can make these lofty goals manageable. As a leader, there are essential tips and strategies to support your team and achieve your company’s vision.

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Frederik Hermann, the Vice President of Digital Marketing at Beekeeper, to discuss multi-channel campaigns and how to manage teams. They walk through thought leadership, pipeline growth, and leveraging modern marketing technology. They also touch on the newest opportunities for marketers in 2024.

As an experienced entrepreneur and tech advisor, Dylan Serota has found his niche at the intersection of technology and e-commerce. He is the CEO and Co-founder of Terminal.io, a full-stack remote workforce platform for software-driven companies. He currently advises for BoomPop and previously advised for Bus.com.

In this episode…

While powerful, marketing is only half of the selling process. The first step is the development of the product or platform itself. In the tech world, the product needs to be effective and consistent to appeal to clients. So how does that translate into the marketing?

It starts with intimately knowing the product and knowing the ideal client. This ensures that the right technology gets to the customers who can best utilize it. Working in close conjunction with your team and your clients can make all the difference.

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Dylan Serota, the CEO and Co-founder of Terminal.io, about marketing and optimizing technology products. They discuss engineering resilience, identifying clients, AI in tech products, and how Dylan would utilize startup funding if he were to do it again.

With over 20 years of experience in business and technology, Michael Krause is a respected leader and growth expert. He currently serves as COO and Chief Growth Officer at Tovuti LMS, a platform that provides extensive tools to craft courses, engage learners, and train teams. In addition, he consults businesses of all sizes and works with them on strategy.

Michael started his career as a cryptographer in the U.S. Navy before transitioning to sales and technology.

In this episode…

Technology companies are fertile for explosive growth, but that doesn’t mean it’s always easy. Marketing and sales need to be top-of-the-line to stand out from an endless ocean of competitors. So how do you drive revenue sustainably?

Michael Krause, a proven expert on growth for tech businesses, advises mapping out an audience and potential revenue from the outset. Taking time to strategize and coordinate across teams is also vital. There is an overwhelming amount to consider and a lot to learn, but the essentials are universal.

In this episode of the Revenue Engine Podcast, Alex Gluz interviews Michael Krause, the COO and Chief Growth Officer at Tovuti LMS, on the best practices for sustainable growth. They go over the essentials, adapting messaging and outreach, customer experience, and the effect of AI on the industry. They also touch on Michael’s mentors and his greatest lessons throughout the years.

Nitin Kartik is a proven marketing leader and is the Director of Product Marketing at Carbyne, an emergency communication response platform that offers safe and reliable solutions for crises. He has led marketing and partnership programs at leading companies such as TomTom and Amazon. He has a MS degree in computer networks from Stanford University and a MBA from the University of Chicago Booth School of Business.

In this episode…

When marketing, professionals will often default to strategies that previously worked for them. While this may yield results for a while, marketing requires intensive specification and tailoring to consistently reach the right audiences — this is especially true when transferring from one branch of marketing to another.

Marketers are expected to be experts across the entire industry. However, B2B, B2C, and B2G are vastly different sectors with each requiring unique strategies. Learning from others who made the same transition is vital for success.

In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Nitin Kartik, the Director of Product Marketing at Carbyne, to discuss the differences in marketing B2B, B2C, and B2G. They break down the key distinctions, what each audience expects, and the importance of innovating. The two also touch on Nitin’s background and the greatest lessons he’s learned throughout his career.

Angela Yeh is the CEO, Founder, and Chief Talent Strategist of Yeh IDeology, a firm offering career coaching, talent strategy, and recruitment services. For the last 20 years, she has worked with senior executives and directors of HR, ranging from massive corporations to humble startups.

In addition to her company, Angela has served on several advisory boards and has offered her expertise as a speaker and workshop leader.

In this episode…

Top-tier talent is one of the most potent variables in a business. The right people can not only help your company run smoothly but even take it to new heights. When passion and expertise meet direction and leadership, the result is a team equipped to handle any challenge.

However, this kind of talent requires nurturing. Employees need to be prepared and guided to reach their full potential. Finding the right talent is only the first step — it’s what you do afterward that makes the true difference. So what should you know to help your people be at their best?

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Angela Yeh, the CEO and Founder of Yeh IDeology, to discuss talent acquisition and development. They discuss the Great Resignation, maintaining great employees, and how to cultivate talent at companies of any size.

Brian Lillie is the President of Private Cloud at Rackspace Technology, a cloud computing services pioneer and multi-cloud solutions provider. He is a recognized global leader with a focus on business strategy, product innovation, customer centricity, and enterprise digital experience. In addition, he is also a member of the board of directors for Lumentum and Storj Labs.

In this episode…

Cloud technology is a crucial component to any company’s tech. No software or design can save your data without some form of comprehensive cloud solution. As the competition increases, adopting better services or providers is a necessity.

Rackspace Technology has found its edge in the crowded space through AI. They use the burgeoning tech to empower data, give companies effective tools, and maintain maximum security. Its combination of these two growing fields — AI and cloud tech — might be a solution for many businesses.

In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Brian Lillie, the President of Private Cloud at Rackspace Technology, about the intersection of AI and cloud resources. They touch on the company’s work, how AI is evolving rapidly in the space, and what companies need to know about private cloud services.

Robert Kulewicz is a proven sales leader and the Chief Growth Officer of MarketSpark, a SaaS platform offering analog to 4G LTE and 5G for enterprises. He has worked in the US and Europe, including Fortune 1000 companies and start-ups in technology, media, automotive, and construction industries. His experience encompasses growing startups up to 10x within 24 months and expertise as a brand director, generating over $400 million in annual sales.

In this episode…

Marketing is always a question of wants and needs. Businesses are often slow to adopt anything other than the necessities, which can hurt them in the long run. Industry disruptors can appear frivolous at first, until it’s too late to get on board.

Robert Kulewicz is a marketer and growth expert who has worked across several industries. The common thread is a talent for marketing invaluable solutions to an oversaturated market. He has developed his own methodology and answers to help companies buy in and mutually succeed.

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Robert Kulewicz, the Chief Growth Officer at MarketSpark, to discuss marketing industry disruptors and SaaS solutions effectively. They touch on the landscape of data infrastructure, how Robert performs at his position, and his involvement with the sales team. He also breaks down the realities of scaling and rapid growth as a company.

Oleg Shilovitsky is the CEO and Co-founder of OpenBOM, a digital network platform that manages product data and connects manufacturers with supply chain networks. He also runs his social and consulting brand, Beyond PLM, to share information and insights for product, engineering, and manufacturing software.

In the past, Oleg held a host of leadership and technology positions, including a rich background in product lifecycle management. He is passionate about using technology and business to transform the way people work in engineering, manufacturing, and enterprise.

In this episode…

Engineers are a difficult group for marketing. With an analytical and pragmatic mindset, the majority of engineers are focused on tangible solutions. For SaaS companies, directly marketing to these professionals can prove difficult and tedious.

Meanwhile, executives are an entirely different challenge. Their expectations and budgets can prove resistant to subpar marketing. A common factor between both groups is Oleg Shilovitsky, a CEO who has created content for both subsections — he offers invaluable advice on marketing to each.

In this episode of the Revenue Engine Podcast, Alex Gluz invites Oleg Shilovitsky, the CEO and Co-founder of OpenBOM, onto the show to break down how to market complex products to executives and engineers. They go through the basics, how Oleg found his niche, and his advice for marketers on appealing to both mindsets. They also talk about the inherent problems with B2B SaaS marketing and past mistakes that helped Oleg grow.

Nigel Cullington is a marketing leader with 25 years of global experience in sales and marketing. He is the VP of Marketing at Upland Software, an enterprise software that offers project management, workflow automation, and digital engagement.

Previously, Nigel worked in product marketing at Openwave Messaging and Altify before Upland’s acquisition.

In this episode…

As businesses rapidly evolve, technology is often the dividing line for success. Having the right software, systems, and methodology can help companies rise past plateaus. Vendors in particular can become true partners with their clients, taking over crucial tasks and management responsibilities.

One such vendor and SaaS company is Upland Software. Their suite of software has granted increased efficiency to many leading companies. Marketing and sales have been key components of their growth, finding unique ways to promote their brand.

In this episode of the Revenue Engine Podcast, Alex Gluz interviews Nigel Cullington, the Vice President of Product Marketing at Upland Software, to discuss the business’ marketing strategies. They discuss Nigel’s career across sales and product marketing, how they use account-based marketing, and how they stand out from the crowd.