Meet Matt Stone, a marketing operations and demand generation veteran with experience in both transactional and enterprise sales cycles, currently with Gainsight, the leader in customer success software and #102 on the 2017 Inc. 5000. In this podcast episode we talk with Matt about Gainsight's amazing brand recognition, thought leadership, product evangelism, and how that was created to give the company so much traction. We also talk about how he runs the marketing operations' team and how he built a very, very powerful demand gen engine that brings in MQLs and easily translates them into SQLs, as well as what he sees happening in marketing in 2018. You are going to love this episode.

Notes:

• 03:48 Customer Success Benchmark
• 04:45 The Periodic Table of Customer Success Elements
• 05:50 Growing Like Gang Busters
• 07:01 Coming In to Build a Traditional Demand Gen Engine
• 08:20 The Power Of Thought Leadership Across The Board
• 13:13 Speeding Up Demand Generation
• 18:31 Metrics Top And Down The Funnel
• 20:39 Converting MQLs Into SQLs
• 22:27 A Thoughtful Approach For A SDR Team
• 24:47 Marketing in 2018: More Personalization
• 27:30 Lightning Questions