Staying on Top of Industry Dynamics Through Innovation & Efficiency

This episode features an interview with Stevie Case, CRO at Vanta. Vanta is the leading trust management platform that helps simplify and centralize security for organizations of all sizes. At Vanta, Stevie oversees and helps expand Vanta’s go-to-market team to support the company’s rapid growth. She brings over 15 years of sales and business experience, most recently serving as Vice President of Mid-Market Sales at Twilio, a market-leading cloud communications platform.You might also know Stevie as "KillCreek" -- the world's first female professional gamer.

In this episode, Stevie shares her experience and expertise with not forcing prospects into a one size fits all experience, how Vanta stays on top of industry dynamics, as well as how and why her team is moving into an always-on approach.

Key Takeaways:

• Buyers today are much more educated than they have been historically, and companies need to take into account the end-to-end buyer journey.
• Moving away from one-off activities and into always-on programs that are scalable and repeatable.
• Everyone on the team is responsible for pipeline generation.

Quote(s):

“It is an all hands on deck effort. You gotta do it in a way that's scalable and thoughtful and evolves and it's gonna be different for everybody. You know, there are, all of the best practices in the world are great, but unless you figure out how to personalize them to your company, your brand and your target personas, it won't work.”

Episode Timestamps:

*(07:27) - The Trust Tree: How Vanta organizes activities around their ICPs

*(34:49) - The Playbook: Stevie’s uncuttable budget items

*(42:43) - The Dust Up: Vanta’s inward focus on execution and speed to drown out the noise of market competition

*(47:27) - Quick Hits

Sponsor:

Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links:

• Connect with Ian on LinkedIn
• Connect with Stevie on LinkedIn
• Learn more about Vanta
• Learn more about Caspian Studios