Recent Blog Posts:

Deep Thoughts from 2019 B2B Marketing Exchange (B2BMX)

Deep Thoughts from 2019 B2B Marketing Exchange I go to a lot of conferences as part of my job. They’re a convenient way spend time with customers and prospects, meet with partners, scan emerging market trends and new technologies, and hear practitioners share case studies and lessons learned. But more than that, I just enjoy […]

Call it ABM or Not. It doesn’t matter.

I had lunch yesterday with the Head of Corporate Marketing for a very successful, global company. Great, smart guy. Super experienced. And someone who I view as a genuine expert practitioner and innovator in the field of B2B revenue growth. During our lunch, he asked “Is ABM that different from everything we’ve been doing and […]

The Most Wonderful Time of the Year: Budgeting and Planning Season for Marketing Executives

Ah… You can feel it in the air, can’t you? This is the time of year when you hear the furtive stirrings of C-suite professionals as they move about in their caves. They’re humbled by how great, or unexpected, or weird, or hard the current year turned out to be. And then, they begin uttering […]

ABM’s Current State: a little hungover and ready for a real-world approach

We’ve been doing keg stands with ABM for a couple of years now. What a party! It’s fun playing the Aspirational Future State Drinking Game (AFSDG), isn’t it? TWEET THIS Leads are dead! Sip!Funnels are dead! Sip!You can’t buy beer with an MQL! Sip!We’re gonna transform the world! Gulp! But then you wake up with […]

Operationalizing the Partnership

[This article is third episode in a multi-part series about the strategic importance of Partnership co-authored by John Common and Kent Ragen. Enjoy!] Building new partnerships is easy, especially when you don’t care how successful they are. But if you’re focused on driving business results in the form of mutual growth and truly successful customers, […]

The 14 Commandments of Modern Marketing

Look, I’m no Moses. And I rarely use biblical turns of phrase. Because that’s weird. But after being a part of hundreds of complex programs, some universal truths begin to emerge (yes, I just elevated this list to “universal truth” status). How many truths? Fourteen. (I’m an overachiever). At the risk of sounding preachy, really […]

5 Ingredients to High-Performing Tech Vendor/Agency Partnerships

[This article is the 2nd episode in a multi-part series about the strategic importance of Partnership co-authored by John Common and Kent Ragen. Enjoy!] Operationalizing the Partnership It’s no secret that certain commitments and investments need to occur in order for two parties to work successfully together. It all starts with trust, which typically starts […]

3 Ways Partnerships are Critical to B2B Marketing Success

Partnership & B2B Marketing Success [This article is 1st episode in a multi-part series about the strategic importance of Partnership co-authored by John Common and Kent Ragen. Enjoy!] We’re deep into the “I’ve got good news and bad news” phase of modern marketing. Unfortunately, the good news is the same as the bad news: “Yay! […]

Startupland: Advice for Founders, CEOs and Marketers from Yours Truly

Denver Startup Week happened last week. It was my first time attending it, honestly, what a great event! It was pretty cool to feel the passionate, hopeful, nervous, sometimes-awkward energy that emerges when you mash up a mix of founders, developers, marketers, designers, investors, press people, job hunters. It sort of felt like a sprawling high school […]