Q&A with Sangram Vajre, Co-founder & Chief Evangelist at Terminus
Company: Chemical
Location: Houston
Posted on: April 26, 2024
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Job Description:
Q&A with Sangram Vajre, Co-founder & Chief Evangelist at
TerminusJanuary 9, 2020 Sangram Vajre, Co-Founder & Chief
Evangelist at Terminus is also an author and host of the podcast
FlipmyFunnel . He is one of the leading minds in B2B marketing.
MEDIA 7: What are you passionate about?
SANGRAM VAJRE: Three things: Lead professionally. Grow personally.
Love family.
M7: -Terminus has been recognized as one of Georgia's 40
fastest-growing companies by ACG Atlanta. What factors contribute
to this pace?
SV: -One of our core values is #OneTeam - which means we think and
act as one team and know that if we treat our team right, they will
treat our customers amazing. There are no great companies, only
great people that make those companies.
"Marketers who say they are going to transform their organization
without support from Sales and buy-in from management fail to see
success." M7: -Terminus is the leader of the account-based
movement. What according to you are the common mistakes marketers
make with ABM?
SV: -Marketers who say they are going to transform their
organization without support from Sales and buy-in from management
fail to see success. The marketers who make a few sales people
wildly successful, join campaigns to help them win deals, win their
hearts and minds.
M7: -Could you tell us a little bit about your podcast
Flipmyfunnel? How did that idea come about?
SV: -I was already talking to customers and amazing people in the
industry and every time I would walk away with the thought that
wish I recorded that conversation. Well, I just started doing that
which turned into a podcast series that has now over 500 episodes
and continue to rate in the top 50 business podcast.
"Terminus can quickly get a sales rep alerted when their target
account is on the website which helps them prioritize which target
accounts they need to spend more time with." M7: What are some of
the best indicators that a prospect is really engaged with your
brand?
SV: Visit to your website and the frequency of it. There are
technologies like Terminus that can quickly get a sales rep alerted
when their target account is on the website which helps them
prioritize which target accounts they need to spend more time with.
This could become one of the most important indicators of early
success for companies in 2020.
M7: What marketing channels do you use and which ones do you see as
the most promising given your target customers?
SV: It's always the combination that works since everyone is
different but the goal is to surround them with your message on
their channels so when they are ready, they think of you.
"Mature and forward thinking CMOs are starting to help their sales
team win more and faster by focusing on pipeline velocity and
expansion deals." M7: What aspects of ABM do you think might change
in the future?
SV: I believe ABM is B2B. Most companies are still focused on top
of the funnel. Mature and forward thinking CMOs are starting to
help their sales team win more and faster by focusing on pipeline
velocity and expansion deals.
M7: What is your favorite quote?
SV: Selling is essentially transfer of feelings - Zig Ziglar.ABOUT
TERMINUSTerminus is the leader of the account-based movement and
the crucial link that connects B2B marketing and sales teams with
their ideal customers. The Terminus solution arms marketing teams
with an account-centric platform that delivers the intelligence and
automation needed to scale ABM and revolutionize the way B2B
marketing is done. Hundreds of organizations worldwide, including
Salesforce, GE, Verizon, 3M and CA Technologies, turn to Terminus
to more effectively target, engage and grow their best-fit
accounts. Terminus offers savvy marketers the technology and proven
expertise to radically improve ABM strategies and campaigns,
increasing ROI and producing exceptional results. For more
information, visit Terminus .Amy Barzdukas, EVP and Chief Marketing
Officer at Poly is a -marketing and communications leader with
extensive experience in setting strategy, shifting perceptions,
advising customers, digital marketing, revenue marketing,
integrated marketing communications, and public relations in highly
competitive product arenas.Amy is known for her ability to create
and execute winning turnarounds on a global scale.MEDIA 7: What
inspired you to get into marketing?AMY BARZDUKAS: I was always
destined for marketing, even if I didn't know it. As a child, I
collected promotional brochures. I was fascinated by how the words
and pictures were used to drive action. My first job was as an
advertising copywriter, and I've never looked back.M7: How is Poly
redefining the video conferencing experience for modern
businesses?AB: -We're in an unprecedented time of change in our
industry. Voice and video services are moving to the cloud, and
companies are changing how they approach their communications
needs. Poly is the largest provider of the devices - video
conferencing, audio conferencing, headphones and desk phones - you
use to connect to these services so you can collaborate with your
colleagues. That uniquely positions us to shape the video
conferencing experience, and we're doing so in four ways.First,
Poly has made both the Zoom Rooms and the Microsoft Teams video
conferencing experience better than ever with our radically simple
Poly Studio X video bars that deliver these experiences with no PC
or Mac required. We've got decades of experience in understanding
what makes meetings more human - for everyone in the room and those
dialing in from other locations - and we've packed all of that into
easy-to-install, easy-to-manage, and easy-to-use all-in-one
powerhouses.Second, we are bringing the world of AV and video
conferencing into the modern app economy. Our Studio X series and
Poly G7500 video conferencing devices run a common platform that
can be updated and enhanced through a series of regular software
updates. This Poly platform, built on Android, can run applications
like a smartphone does today.Third, Poly has introduced innovation
that makes any video conference better. Our new Poly MeetingAI
features use AI and machine learning to address the distractions
that hit your senses in a meeting. We make it easier to hear what's
being said by blocking out the annoying noises that people make
while talking, and we make it easier to see what's going on in the
room with the most advanced speaker tracking and framing, and our
built-in production rules.Finally, we are pricing our solutions in
a way that completely resets the calculations on what it costs to
outfit a room. The Studio X30, for huddle room and smaller spaces,
costs just about $2,100, including the Poly TC8 touch controller.
All you add is the cloud service and a monitor, and you have a room
up and running for under $2,500. That's easily under the cost of
other solutions and with better audio and video quality.Andrea
Lechner-Becker, Chief Marketing Officer at LeadMD is an experienced
Marketing and Sales Executive with a demonstrated history of
working in the marketing and advertising industry.Skilled in
Business Process, Marketo, Sales, Customer Relationship Management
(CRM), and IT Service Management, Andrea is also a strong business
development professional and a storyteller.MEDIA 7: -What inspired
you to get into marketing?ANDREA LECHNER: -Frankly, not having
better options. I originally attended the University of
Wisconsin-La Crosse thinking I'd major in Archaeology. I wanted to
be Indiana Jones! But, after visiting the archaeology building -
i.e. the cold, dark basement of the science building - where a girl
sat to piece together pieces of an old Native American vase, I knew
archaeology was not going to be the right path for me. And so,
without being good at science and a major in art or art history was
unlikely to pay my bills, I decided to go into "business". I
originally registered as a management major, but took my first
marketing class and thought it was more interesting and switched my
sophomore year. That was pretty much it. I'd never been involved in
business classes or DECA in high school - I didn't really know what
to do or what jobs in marketing were even possible. I dumb lucked
myself into it really.M7: As a storyteller, do you relate the brand
to a story or story to the brand?AL: Both? Neither? I think there
are stories in every brand, because there are people working on the
brand and people engaging with the brand and people using what the
brand creates. People, most often a single person, are at the heart
of great stories.You can start with the "point" of the story you're
trying to tell. Say you have a software that help accountants
better create reports for board meetings. It's likely you'll want
to tell a success story about an accountant getting promoted to CFO
in part because your software helped better communicate their work
product to the board. You could have the idea for that and go
looking for that story in your customers. OR, you could hear that
story, and say, "That's amazing!" and share it with customers,
partners and internal people. Stories are all around us - the most
important thing is to keep your ears and eyes open for finding
them.Jeanne Hopkins, CMO at Lola.com has -profound expertise in
data-driven, high-velocity customer acquisition and marketing
organizations and inbound-based lead gen programs to support global
demand for high-growth SaaS companies.Jeanne is also -the co-author
of "Go Mobile"?, the #1 best-selling mobile marketing book. She has
been named to Sales Lead Management Association "Top 50"? 3 years
in a row and "20 Women to Watch" in 2015/14/13 & 2011.MEDIA 7: What
inspired you to get into marketing?JEANNE HOPKINS: -After
graduation, I took my first job in the accounting department at
Baystate Medical Center. At my annual review, I was told that I was
too "noisy" for an accounting department. I went on to work at
Milton Bradley Company's in-house advertising agency, MB
Communications, as editor of their in-house newspaper, and later
recruited to LEGO Systems to do marketing programs. I found myself
at a self-funded start-up tech company in 2000, where I was running
an inside sales team and building digital properties to generate
leads. I moved into software, digital marketing, and lead
generation at companies like MarketingSherpa, then HubSpot,
SmartBear, Ipswitch (now Progress Software) - it's all been a
fantastic journey.M7: How is agile technology transforming
corporate travel around the globe?JH: Small and mid-sized
businesses have to be fast and efficient amidst growth, and
booking, re-booking, and managing business travel can seriously
impede efficiency and productivity. Finance teams are trying to
manage, control, and get visibility into expenditures. Travelers
are trying to do their jobs and don't have time for expense
reports. And travel arrangers (executive assistants and office
admins) have plenty on their plates. Finally, there are tools that
are addressing these direct needs at small and mid-sized
businesses. Consumers have had the ease of booking travel through
sites like Kayak and big businesses can afford the services and
fees associated with high-end travel agencies. But the middle
segment has been left out. Now, agile tools like Lola.com are
making it really easy for corporate travelers to book, re-book, and
take the task of expense reports off the table. And finance teams
are able to set up travel policies in minutes, and easily manage,
control, and get visibility into expenditures. The corporate travel
market is huge, and agile technology is making it much easier for
travelers and companies all-around.LyondellBasell (LYB), a global
leader in the chemical industry, is proud to announce the release
of a cross-linkable, all-in-one flame-retardant compound,
Petrothene T3XL7420, which is expected to deliver considerable cost
savings while streamlining manufacturing processes. This new
product offering also improves the quality of end products for wire
producers in the automotive and appliance industries. Based on
customer demand and industry need, LyondellBasell designed this
innovative compound to address the need to optimize production line
speeds and enhance manufacturing efficiency.Petrothene T3XL7420, is
specifically formulated for use in Society of Automotive Engineers
(SAE) primary wire applications, International Organization for
Standardization (ISO) thin wall applications, and Underwriters
Laboratories (UL) and Canadian Standards Association (CSA)
appliance wire. Petrothene T3XL7420 offers several benefits that
make it an attractive option for wire producers, including enhanced
cure kinetics, increased stiffness for easier small gauge wire
assembly and better barrier performance compared to other
Petrothene XL."Developing innovative solutions to address the
ever-evolving needs of our customers is an important aspect of how
we operate and continue to grow our market share," said Palmer
Giddings, vice president Polyolefins at LyondellBasell. "Providing
cost effective and efficient solutions that are UL and CSA
certified, gives us a market advantage for this one-of-a-kind
solution."Petrothene T3XL7420 has undergone rigorous testing and
certification processes to ensure its quality and reliability. With
this latest development, LyondellBasell reinforces its position as
a leading provider of innovative solutions for the wire and cable
industry and expects this compound to become the product of choice
for a wide range of automotive and appliance wiring
applications.About LyondellBasellWe are LyondellBasell - a leader
in the global chemical industry creating solutions for everyday
sustainable living. Through advanced technology and focused
investments, we are enabling a circular and low carbon economy.
Across all we do, we aim to unlock value for our customers,
investors and society. As one of the world's largest producers of
polymers and a leader in polyolefin technologies, we develop,
manufacture and market high-quality and innovative products for
applications ranging from sustainable transportation and food
safety to clean water and quality healthcare.Lummus Technology, a
global provider of process technologies and value-driven energy
solutions, announced a major investment in Resynergi, a pioneering
leader in plastic recycling technology, to scale production of
Resynergi's modular Continuous Microwave Assisted Pyrolysis (CMAP)
technology. CMAP converts plastic waste into reusable materials at
a rate 20 times faster than traditional pyrolysis methods. Lummus'
President and Chief Executive Officer, Leon de Bruyn, will also
join Resynergi's board of directors."Lummus' is not only investing
in Resynergi, we are partnering with true innovators to develop and
scale sustainable solutions that advance the circular economy,"
said Leon de Bruyn, President and Chief Executive Officer of Lummus
Technology. "Combining our global licensing expertise with
Resynergi's proven CMAP technology will help us accelerate the
conversion of plastic waste into high-quality, reusable material. I
also look forward to collaborating with Resynergi's team and the
board of directors to help reduce the carbon footprint of
conventional plastics production and meet the growing demand for
recycled plastics.""The investment from Lummus, along with their
global licensing expertise, will allow us to scale our innovative
recycling technology and collectively reduce our dependence on
fossil fuels by addressing plastic waste and accelerate plastic
circularity," said Resynergi Chief Executive Officer Brian
Bauer.With an estimated 70% growth in plastic waste by 2050,
Resynergi's modular CMAP technology is positioned to scale waste
conversion creating positive social and environmental impact.Key
Resynergi CMAP Technology HighlightsModular Design - allows for
rapid deployment and scalability, making advanced recycling more
affordable and versatile.Compact Footprint - 10X smaller reactor
footprint and system-on-a-skid design eliminates local waste
management and municipality's typical square footage requirements
for a "recycling plant."Rapid Time to Value - Modules scale
horizontally, allowing deployment and start up in weeks, rather
than years.Faster Conversion - Harnessing microwave energy, plastic
molecules are broken down 100X faster than traditional pyrolysis
reactors.High Quality Output - Oil products that meet standards set
by refinery partners for chemical recycling.Clean Energy Efficiency
and Environmentally Friendly Process - CMAP generates clean
products with up to 68% CO2e reduction.About Lummus
TechnologyLummus Technology is the global leader in developing
technology solutions that make modern life possible and focus on a
more sustainable, low carbon future. We license process
technologies in clean fuels, renewables, petrochemicals, polymers,
gas processing and supply lifecycle services, catalysts,
proprietary equipment and digitalization to customers
worldwide.About ResynergiResynergi, headquartered in Rohnert Park,
CA, is an advanced recycling technology company accelerating
plastic circularity to protect human health and the environment.
Its innovative, scalable and environmentally efficient Continuous
Microwave Assisted Pyrolysis (CMAP) technology reduces fossil-based
resource dependency by converting plastic into its molecular
building blocks to be used to create new materials. Resynergi works
with recycling organizations to secure used and hard-to-recycle
plastics, effectively diverting millions of pounds of plastic from
landfills and oceans. Its proprietary process creates clean, liquid
hydrocarbons serving as feedstock for the synthesis of new
plastics.Chemify and Prepaire Labs announced to expand their
partnership with an additional program to tackle the ongoing Opioid
crisis and develop a novel class of digitally discovered
non-addictive Opioids as pain modulators, as well as drugs tackling
Opioid addiction directly by combining Chemify's breakthrough
programmable chemistry platform with Prepaire's integrated novel
open collaboration drug discovery platform. The project, named
Toxifree, comes in response to the FDA's Center for Drug Evaluation
and Research (CDER) requesting drugmakers and researchers to
develop treatments for stimulant use disorder, hoping to address a
major gap in the addiction crisis response.After a successful
initial partnership, Chemify and Prepaire are now aiming to
leverage Chemify's Chemputation technology which enables the
automated and integrated design, discovery, and synthesis of
complex molecules on demand using a chemical programming language
and Prepaire's advanced open-architecture drug development
platform.Under the terms of this partnership, Chemify will design
and discover novel compounds to identify Opioid-derived hits and
develop them further into candidates. Chemify will receive at least
USD $30 million in payments and pre-negotiated, success-driven
clinical and regulatory milestones for each developed molecule, as
well as single digit royalties on any resulting products.Lee
Cronin, Chemify's Founder and CEO and Regius Professor of Chemistry
at the University of Glasgow has extensive experience leading
research efforts to develop solutions for the opioid crisis. Cronin
lead a team that won several NIH-prize challenges including winning
the grand runner up prize for the design, discovery and automated
synthesis of next generation, safer and non-addictive
drug-candidates to help address the opioid crisis."We are extremely
excited to combine Chemify's technology for molecular design,
discovery and synthesis with the integrated Prepaire platform to
expand our collaboration and create a fully integrated, digitally
driven drug discovery approach. With this partnership we are
breaking ground on a new pain modulation discovery program that
aims to tackle the global need for better and non-addictive pain
medication. With our unique design approach guided by Chemputation,
we are utilizing an evolutionary approach to discovering novel
compounds to solve this devastating and critical healthcare need,"
said Professor Lee Cronin, Chemify's Founder and CEO."Our
partnership with Chemify allows our discovery platform to integrate
directly with Chemify's chemical space exploration approach,
enabling us to access novel chemical matter that would have
otherwise been inaccessible. As we progress our collaboration, we
are aiming to build an integrated approach that can be used for
many more indications beyond novel pain modulators. There aren't
any approved treatments to help address addiction to opioids, whose
use has surged in recent years. The purpose of this FDA guidance is
to assist in the clinical trial designs for the development of
novel drugs to support indications for treatment of moderate to
severe cocaine use disorder, treatment of moderate to severe
methamphetamine use disorder, or treatment of moderate to severe
prescription stimulant use disorder," said Dr Vicent Ribas,
Prepaire's Co-Founder.About ChemputationDigital chemistry applies
principles of computation to chemistry for programable chemistry
and Chemify has developed the underpinning infrastructure to make
this possible for chemical discovery and synthesis. Like a computer
program, digital chemistry programs can automatically run chemical
experiments, make new molecules, and ensure that complex chemical
recipes are always accessible and perfectly reproducible. Chemical
programs are precise pieces of code that allow fully transparent
and reliable operation allowing the implementation of AI and other
techniques with full audit and safety.About ChemifyBased in
Glasgow, Chemify is a pioneering company digitizing chemistry to
provide world-leading pharmaceutical, biotechnology, and industrial
partners access to an exponentially growing space of novel
molecules and materials. By leveraging decades of chemistry
experience, hardware robotics, and artificial intelligence,
Chemify's Chemputation technology enables companies to access an
end-to-end workflow for drug discovery, molecule synthesis, and
materials discovery. Chemify was founded by CEO Lee Cronin based on
conceptual advancements from Cronin's Digital Chemistry Laboratory
at the University of Glasgow in Scotland. By building the
infrastructure to digitize chemistry, Chemify is reimagining
chemical research, discovery and manufacturing to benefit all of
humanity by accelerating advances across chemistry with a focus on
medicine and functional materials.About Prepaire LabsPrepaire Labs
is a pioneering healthcare technology company focused on
revolutionizing drug discovery and precision medicine. Through the
integration of deep learning and biology, Prepaire Labs builds
predictive models grounded in genetic, phenotypic, and clinical
data. These models form a view to the underlying architecture and
biology of diseases. Prepaire Labs utilizes patient-derived induced
pluripotent stem cells (iPSCs), genome editing, high-content
cellular phenotyping, and machine learning to create in vitro
disease models that optimize genetics, cell-type, environment, and
multidimensional data collection for increased predictability of
human clinical outcomes. A state-of-the-art BSL3 lab is opening in
May 2024, located at Masdar City, Abu Dhabi, UAE.Terminus is the
leader of the account-based movement and the crucial link that
connects B2B marketing and sales teams with their ideal customers.
The Terminus solution arms marketing teams with an account-centric
platform that delivers the intelligence and automation needed to
scale ABM and revoluti...
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