Q&A with Scott Rogerson, CEO at UpContent

Scott Rogerson, CEO at UpContent, comes with over 6 years of experience in the consulting industry. He has expertise in both for-profit and not-for-profit organizations of all sizes and across various industries. Scott holds specific expertise in healthcare, medical devices, higher education, human services, and energy industries.

We invest heavily in the experience our customers have- not only with our platform, but also with our team from a support and success perspective.



MEDIA 7: You have a long track record of successfully working in multiple roles and managing diverse marketing teams. Please take us through your journey.
SCOTT ROGERSON:
Entrepreneurship was never something I expected to see myself doing. Upon leaving undergrad, I worked as a Certified Information System Auditor (CISA) helping organizations of all sizes and industries grapple with compliance challenges that may become present within their organization’s information systems and the processes and policies that surrounded them. It was a fantastic way to gain a “real world” understanding of how organizations actually operate and how to dissect a potential problem and think through how creative adjustments can help to resolve these risks using the tools the organization had available (as an internal auditor, the budget was certainly not something we could command).

It was a fantastic experience but the travel became draining as I evolved from “single in a small apartment” to “married with a house”. I also wished to understand how the strategies from which these technologies, process, and policy decisions were derived, were actually put together. That is when I made the switch to a boutique management consulting firm and focused on helping a variety of organizations (including nonprofits) build the strategies that would inform the elements I used to assess. These were new problems I didn’t have much experience with but wanted to ensure that I was bringing the best tools and approaches to my clients – resulting in my decision to head back to school.

While there, I was speaking with a fellow classmate who was interning at a search fund (something I had never heard about). In learning more about the model, I became enamored with the idea of bringing together the work I had done on process, policy, and system with that on strategy, finance, and design – and be able to actually see the approaches come to fruition by being a part of the organization you were assisting. We successfully raised a fund and had a group of investors that I would have never expected to be affiliated with. We searched for a company to acquire and manage for about two years. Had a handful of close calls (that’s a story for another day) but came up short in the end. We made the decision to wind down the fund and find “the next thing”. My business partner (the same classmate that originally introduced me to the idea) knew exactly what was next. I had no idea (but knew I needed to figure it out fast as there was now a family in the picture).

It took about a month (maybe longer, I’d like to forget that period of time), but I was introduced through some mutual connections to an individual who had just sold his startup technology company and was going to be assuming a position at the acquiring organization. The only struggle was that he was also leading a small group of great individuals that were focused on supporting clients in their social media, content production, and advertising efforts and needed someone to assume that role upon his departure. I jumped at the idea. We successfully transformed how the organization went to market, grew significantly in headcount, client size, and revenue, and, over that time, invested in a technology that would help our team become more efficient in supporting our clients by making the discovery of relevant, third party, articles that would help inform original content and support the development of social media posting calendars.
As much as I enjoyed building the agency (almost entirely due to the team we had assembled and the clients we were working with), I kept finding my “free time” focused on exploring what the technology could help us accomplish – and working with the very small subset of our team that was tasked with helping us layer on capabilities to make the solution viable in the market beyond ourselves.

In 2016, we brought on an outside investor that was seemingly interested in both the services company and in supporting the growth of the technology. In 2017, there was some disagreement with the new group and I found myself leaving the agency and taking the concept, initial technology product, and the team that was helping to grow and support it to create a new company, UpContent.

As a company that supports a diverse array of organizations in solving their marketing, sales, and HR challenges through the implementation of a curated content strategy, I am constantly rejuvenated each time I witness the delight of our customers in using UpContent. In each review, we receive when someone takes the time to share how the use of UpContent has benefitted themselves and their company in achieving their goals, and the personal joy in helping someone, whether it actually involved UpContent or not, identify the technologies and map the process to achieve their vision without having to request significant budget to do so.
While entrepreneurship was never something I expected to see myself doing, the spirit of entrepreneurship – finding new solutions to common problems in a way that unlocks value – is what I’ve always enjoyed most about every role I’ve had.

M7: Every marketer is chasing the golden combo of personalization and privacy. What are your best practices to deliver a blend of both to your clients?
SR:
If you are going to bring personalization into your strategy, make it real. Not so long ago we co-hosted a webinar with one of our partners, rasa.io, about the importance of personalization in today’s strategies, and the main takeaway from hearing their perspective is that merge tags and demographics are no longer going to move the needle for your business goals (let’s face it, we all know how this is done), but those who can find a way to attract and stimulate their audience by connecting with their personal interests will build credibility and open the opportunity to win their business.

In the past, there was a multitude of options for organizations to buy this information from third parties and attempt to leverage it for targeting and personalization. Looking ahead, as many of these third-party options are either eliminated by the organizations that once supported them or by individuals blocking the release of this information, such data will need to be earned or traded for by providing value to the individuals that you are looking to target. How can you best address this evolution of personalization? Ensure that the impersonal visit still provides value while showing the visitor the benefit to them in sharing more about themselves and their interests.

In terms of tactics, we support a weekly email digest of articles curated by our team in the areas of audience building, how to earn trust, the evolution of content curation, and other business growth and leadership areas of interest. Historically, we’d spend a decent amount of time reviewing all that had been curated in order to select the best, since all subscribers received the same email, but now the content within each email is being automatically customized based upon what each subscriber has engaged with historically (thanks, rasa.io!). This not only allows us to be more authentic in what we approve as candidate articles for the campaign but also allows us to increase the variety without fearing that the article isn’t worth of “taking up a spot”.

In other cases, personalization can be accomplished by allowing the audience member to personalize for themselves. In many of the employee advocacy and social selling efforts we support for our customers, their ability to provide their team a variety of content clearly organized by topics in an easy to use interface, such as Hootsuite’s Amplify, empowers each employee to subscribe to what interests them – giving them a customized view they personalized to their own needs.


If you are going to bring personalization into your strategy, make it real.



M7: What are the major advertising and marketing tools that you use to hike up the brand awareness of your company?
SR:
We are a pretty small team so our marketing and advertising stack are pretty simplistic from a technology perspective. In terms of brand awareness, we’ve had success in “standing on the shoulders” of our partners and joining them in their campaigns (e.g. conferences, webinars, written pieces, webinars, etc.). We also invest heavily in the experience our customers have not only with our platform, but also with our team from a support and success perspective. This has resulted in some fantastic responses on our G2 profile and provided a prominent, third-party, site as an initial result for both branded and non-branded keywords.
We’ve also seen success in digital advertising on Facebook and Instagram (I know, I was skeptical at first as well) in terms of both volume and quality of demos booked.

M7: How do you target content to your audience, and what are the challenges that you face while producing effective content?
SR:
The understanding and effective use of curated content in marketing, sales, HR, and other efforts is undergoing significant evolution. Just a few years ago, using third-party articles in your efforts was largely considered a way to “fill up” some posting slots on social media just to show that your brand still has a pulse. Today, there are multiple examples of curated articles delivering direct revenue by providing context and support for original thought leaderships, building brands through email digests, and sparking relationships between individuals on social media. This understanding, however, is far from pervasive and the number of technologies charting their own path in their vision for how curated content can be best leveraged has created a fragmented industry.

The content we create is meant to help educate and stimulate thought on how to best leverage curated articles across multiple channels and, often, including one or more of our partners in sharing their thoughts as well. As with most organizations, we don’t have the creation budget we’d like and thus work to derive the most possible from the assets we do create. This often means ensuring joint webinars are recorded and made available for on-demand review as well as translating these discussions into text-based articles for those who like to consume information in black and white rather than via video or audio.

We’ll never have the budget to craft all we want to say, but if we can ensure that nearly every piece we do create can be a pillar for receiving traffic over a long period of time, and provide those visitors value, we can build these assets over time and begin to position ourselves as having a unique perspective and authority in our space.


Focus on quality. The future will be less about volume of content and chronological blogs and more about identifying the areas where you and your organization have something truly unique to share, doubling down your efforts to make that piece highly valuable to your audience.



M7: What do you believe are the top three product marketing challenges in the post COVID-19 era?
SR: 1
. The loss of off-agenda interactions: Yes, we are a SaaS technology company. Yes, the rapid growth in organizations needing to define and implement a digital-first effort for connecting with their internal and external audiences has been beneficial for our space, but the inability to attend conferences and have in-person conversations with current and potential partners have introduced a number of challenges in building trust and certainly elongated the timeline from first interaction to effective partnership.
2. Uncertainty: As with the financial markets, there is nothing more damaging to product marketing efforts, particularly in SaaS, than uncertainty within your prospects' organizations. Unlike bigger ticket items that require a single purchase decision, many product marketers not only need to focus on the initial conversion decision, but ensuring that decision continues month after month in order to keep churn low. Even certain bad news allows the reinvestment of resources elsewhere, but uncertainty can become paralyzing if not managed properly.
3. Noise: Remember how many of those “We’re still here for you.” emails you received from technologies you may have signed up for and trialed once five years ago that hit your inbox just as the pandemic was reaching a fever pitch? Our partner, HubSpot, did some fantastic analysis over 2020 and provided weekly data points on the number of emails sent and the resulting open rates of these campaigns. The summary? When the pandemic’s lasting effects become more certain, sales organizations opened up and blasted their lists with emails. The open rates plummeted. Marketers did the same, and the open rates stayed the same and, in some cases, even increased. Why? The messaging.
Customers in any industry have the tools to find nearly any answer on their own, but the organizations that can consistently cut through the noise that exists in attempting to find the answer by providing compelling content (original or third-party) will be the ones that can command the attention of their prospects.

M7: What do you read, and how do you consume information to stay at the top of your game?
SR:
If I didn’t answer this way, you should stop reading and forget everything that has been already said. I leverage UpContent to stay abreast of the latest in the industry and personal topic areas I enjoy. I then share those that I believe relevant with our internal team, share some to my social profiles, and approve others to appear in our email campaign and website.

M7: Your advice to B2B content writers?
SR:
Focus on quality. The future will be less about the volume of content and chronological blogs and more about identifying the areas where you and your organization have something truly unique to share, doubling down your efforts to make that piece highly valuable to your audience, and then leveraging curated articles to stimulate your targets to understand the context of your piece and drive more traffic to it.

ABOUT UPCONTENT

UpContent helps marketing, sales, and HR professionals build trust, deepen relationships, and drive revenue through strategically curated content.  UpContent analyzes millions of articles monthly and taps into the collective expertise of their company’s team by empowering individuals to engage with, and enrich, high-quality articles prior to sharing with customers and prospects through one of UpContent’s many social media, email marketing, and website partnerships and integrations.   For more information, visit https://www.upcontent.com.

More C-Suite on deck

Q&A with Darryl Praill, Chief Revenue Officer at VanillaSoft

Media 7 | August 13, 2021

Darryl Praill, Chief Revenue Officer at VanillaSoft, is a veteran Vice President of Marketing, an occasional Vice President of Sales, and often a Vice President of Sales and Marketing. He understands quotas as well as strategy and tactics.

Read More

Marketing is now more focused on revenue than it has ever been, says Sam O’Brien, CMO at Affise.

Media 7 | February 14, 2022

Sam O’Brien, CMO at Affise discusses Affise's powerful business intelligence tools and their sales strategies. Read on to know more about his thoughts on digitization and content personalization in his latest interview with Media 7.

Read More

A customer-centric approach is crucial to building successful partner ecosystems, says Heather Tenuto, CRO at Zift Solutions

Media 7 | September 28, 2022

Heather Tenuto, Chief Revenue Officer at Zift Solutions, elaborates on her expertise in channel marketing, sales, and operations and how ZiftONE provides a streamlined and comprehensive channel management solution. Read on to learn more about her thoughts on IT channel partners and how cultivating a revenue strategy helps maintain a partner ecosystem. Q.1. Tell us about your journey into channel strategy and indirect sales. How was it different from direct sales? A.1. I started my sales career right out of college working for a Sun Microsystems reseller. I was on the direct side, but worked closely with supplier reps and took note of the difference in our jobs. I ended up leaving sales for two years to participate in NYC’s Teaching Fellows program. In that program, I was a 9th grade English teacher in a “hard-to-staff” high school in Manhattan.  It was an amazing experience where I learned the power of influence in an environment where you often don’t have direct control. These skills served me well as I transitioned back into sales with a focus on building channels. Just like the classroom, enablement is key, and I was soon able to use my skills to develop and evolve channel organizations for highly transitional suppliers. Q.2. How effectively do you think IT channel partners are adapting to dynamic buyer journeys? How has this shift impacted revenue prediction across the industry? A.2. IT channel partners have come to realize that buyers are choosing the way they want to consume products and services; it’s left to the rest of us to adapt.  IT partners can be more agile than their supplier partners. They are the first to hear buyer demands and often have the flexibility to meet them. However, this asks their supplier partners to be less rigid with programs to allow IT partners to meet the evolving demands of end-users.  All this flexibility makes revenue prediction more difficult, but not impossible.

Read More

Q&A with Darryl Praill, Chief Revenue Officer at VanillaSoft

Media 7 | August 13, 2021

Darryl Praill, Chief Revenue Officer at VanillaSoft, is a veteran Vice President of Marketing, an occasional Vice President of Sales, and often a Vice President of Sales and Marketing. He understands quotas as well as strategy and tactics.

Read More

Marketing is now more focused on revenue than it has ever been, says Sam O’Brien, CMO at Affise.

Media 7 | February 14, 2022

Sam O’Brien, CMO at Affise discusses Affise's powerful business intelligence tools and their sales strategies. Read on to know more about his thoughts on digitization and content personalization in his latest interview with Media 7.

Read More

A customer-centric approach is crucial to building successful partner ecosystems, says Heather Tenuto, CRO at Zift Solutions

Media 7 | September 28, 2022

Heather Tenuto, Chief Revenue Officer at Zift Solutions, elaborates on her expertise in channel marketing, sales, and operations and how ZiftONE provides a streamlined and comprehensive channel management solution. Read on to learn more about her thoughts on IT channel partners and how cultivating a revenue strategy helps maintain a partner ecosystem. Q.1. Tell us about your journey into channel strategy and indirect sales. How was it different from direct sales? A.1. I started my sales career right out of college working for a Sun Microsystems reseller. I was on the direct side, but worked closely with supplier reps and took note of the difference in our jobs. I ended up leaving sales for two years to participate in NYC’s Teaching Fellows program. In that program, I was a 9th grade English teacher in a “hard-to-staff” high school in Manhattan.  It was an amazing experience where I learned the power of influence in an environment where you often don’t have direct control. These skills served me well as I transitioned back into sales with a focus on building channels. Just like the classroom, enablement is key, and I was soon able to use my skills to develop and evolve channel organizations for highly transitional suppliers. Q.2. How effectively do you think IT channel partners are adapting to dynamic buyer journeys? How has this shift impacted revenue prediction across the industry? A.2. IT channel partners have come to realize that buyers are choosing the way they want to consume products and services; it’s left to the rest of us to adapt.  IT partners can be more agile than their supplier partners. They are the first to hear buyer demands and often have the flexibility to meet them. However, this asks their supplier partners to be less rigid with programs to allow IT partners to meet the evolving demands of end-users.  All this flexibility makes revenue prediction more difficult, but not impossible.

Read More

Related News

Channel Partnerships

ZINFI Releases Its Latest Complimentary Best Practices Guidebook: "The Ultimate Guide to Channel Partner Management"

PR Newswire | January 04, 2024

ZINFI Technologies, Inc., a company leading the definition and creation of Unified Partner Management (UPM) solutions, today announced that its latest best practices guide —The Ultimate Guide to Channel Partner Management — is now available as a complimentary downloadable eBook. Among the most comprehensive and practical guides to partner management, the guidebook was designed to help organization of all sizes and in every industry learn how to unlock new markets, innovate faster, and deliver better customer experiences. The Ultimate Guide to Channel Partner Management consists of 10 detailed chapters based on common questions from business professionals, including: What Are the Different Types of Channel Partners? How to Find and Recruit Channel Partner What Are the Benefits of Having Channel Partners? How to Choose the Right Channel Partners for Your Business How to Get Started with Channel Partnerships How to Align Partners with Overall Business Strategy What Are the Challenges of Managing Channel Partners? How Do We Evolve Channel Partnerships over Time? What Are the Best Practices for Channel Partnership Management? What Are the Future Trends in Channel Partnerships? "We know that effective partnerships can significantly extend a company's market reach, enhance product distribution and fortify its competitive edge," said Sugata Sanyal, CEO and founder of ZINFI Technologies. "Channel partners are not just another route to market. Indeed, they are a strategic asset that, when managed well, can become a source of sustained competitive advantage. But what exactly constitutes a channel partner, and how can a business harness a robust network of partners to realize its full potential? We created this new guidebook to provide detailed answers to a whole host of questions like these that people ask us every day as they try to understand how to unleash the power of partner relationships and partner ecosystems. The future of channel partnerships is bright, and this guidebook is just what business executives and marketing professionals need to prepare for a world of opportunity." The Ultimate Guide to Channel Partner Management can be downloaded here: https://www.zinfi.com/guidebooks/channel-partner-management-ultimate-guide/ ZINFI has consistently been named a PRM "leader" by G2, the world's leading business solutions review website. ZINFI has earned this distinction over multiple consecutive quarters dating back to 2019, most recently in G2's Winter 2024 G2 Grid® Report for Partner Management Software. G2 scores are based on the responses of real, verified users and data aggregated from online sources and social networks. To access more information about ZINFI's partner relationship management platform or to download a copy of ZINFI's best practices guide on partner relationship management, please visit our website at www.zinfi.com. You can also follow ZINFI Technologies on LinkedIn and at the ZINFI Channel Marketing Best Practices blog. ZINFI offers its potential customers a 30-day free trial (no credit card required) providing access to its entire Unified Partner Marketing (UPM) automation platform. This will allow any prospective buyers to test-drive its industry-leading channel management applications before making a purchase decision. About ZINFI Technologies ZINFI Technologies, Inc., a company leading the definition and creation of Unified Partner Management (UPM) solutions, enables vendors and their channel partners to seamlessly collaborate in a virtual environment to achieve profitable growth on a global SaaS platform. Headquartered in Silicon Valley, USA, we at ZINFI see an immense opportunity to build high-performing sales channels by deploying a powerful virtual collaboration platform that has been rated #1 by leading analyst firms for simple to complex enterprise channels. ZINFI's state-of-the-art SaaS Unified Partner Management (UPM) automation platform allows brands and their global partner networks to work together remotely throughout the entire partner lifecycle via three core state-of-the-art SaaS applications—partner relationship management, partner marketing management and partner sales management. ZINFI's UPM is super easy to use and affordably priced, and it comes with a complete set of do-it-yourself tools in multiple languages.

Read More

Channel Partnerships

Vendavo Drives Strong Growth in 2023 with AI-Powered Product Innovations and Partner Program

PR Newswire | January 12, 2024

Vendavo, the global market leader in B2B pricing, selling and rebate solutions announced a strong 2023 finish today, noting a 12% growth in annual recurring revenue and 43% growth in higher margin recurring services. "As economic uncertainty persisted through 2023, global organizations increased investments in AI-driven technology to drive profitable growth, placing their trust in Vendavo," said Alex Hoff, Chief Product Officer, Vendavo. "While many predict stronger economies in 2024, manufacturers and distributors face a growing demand for agility in pricing, channel incentives, and commercial processes. We take pride in enabling significant revenue and margin growth for our customers." Vendavo's products and services enabled a 1.5% margin increase for customers in 2023 through improved pricing over cost. On average, customers achieved $27 million benefit from price improvement. To offer more features to customers, Vendavo's product investment increased by 21% in 2023. New AI product innovations have set the stage for smarter, more efficient commercial processes for customers. A new AI fueled Price Sensitivity metric was added to Vendavo Deal Price Optimizer, a solution that maximizes revenue and profitability through a better understanding of customers' willingness to pay. AI algorithms allow for more in-depth segmentation and analyses that deliver more precise sales guidance. AI now powers timely pattern detection for Price/Volume/Mix analyses in Vendavo Margin Bridge Analyzer. Ranked a Strong Performer in the 2023 Forrester Wave™ for CPQ, Vendavo Intelligent CPQ now has new pricing capabilities within the solution's agreement's function. Sales teams can incorporate more accurate pricing from the onset for even the most complex quotes. Vendavo Pricepoint, the flagship solution for B2B price management, improved both pricing calculation speed and performance. Vendavo's commitment to growing its partner ecosystem led to a doubling of partner-originated pipeline year over year. Notably, Vendavo's existing partnership with Oracle significantly expanded with the creation of new rebate and channel management incentives and the addition of support staff. In response to increasing market demand for rebate and channel management solutions, and following the 2022 acquisition of Market Medium, Vendavo integrated Rebate & Channel Manager into their suite of growth and profitability products. Many customers now effectively manage their rebate programs with the solution. About Vendavo Vendavo empowers global manufacturers and distributors to accelerate growth and profitability with leading pricing, selling, and rebate management solutions. Companies like Emerson, Medtronic, and GAF rely on Vendavo to manage, optimize, and digitize their end-to-end commercial processes. Vendavo's solutions, team of pricing and selling experts, and proven process accelerates value and outcomes that are not only predictable, but unrivaled. With Vendavo, the world's most ambitious B2B organizations can develop dynamic customer insights and execute optimal pricing strategies that maximize margin, boost sales effectiveness, and improve the customer experience.

Read More

Channel Partnerships

FiscalNote Announces Strategic Commercial Partnership to Accelerate Company’s Global AI Co-pilot Program

FiscalNote | December 11, 2023

FiscalNote Holdings, Inc. ("FiscalNote"), a leading AI-driven provider of policy and global intelligence, today announced a commercial partnership with Era Global Technologies, LLC (“Era”), a technology-focused investment firm backed by leading, closely-held family enterprises. This marks continued support from an early-stage investor and strategic advisor to the Company who has been closely aligned with FiscalNote for over five years. Era’s dedicated value-creation platform, Era Catalyst, will be a foundational channel partner, providing distribution support for FiscalNote’s recently-announced AI Co-pilot program. Era will provide referral services into their extensive network to accelerate sales and introduce FiscalNote’s proprietary AI products in the legal and regulatory space to several of the world’s largest conglomerates. Through these referrals, FiscalNote will drive further AI innovation augmented by input from Era’s network of family-owned enterprises, including large European and Asia-based multinational chemical and consumer goods conglomerates which operate across 19 countries and 25 industries. The collaboration is expected to enable FiscalNote to accelerate its ongoing growth and expansion strategy, advance new product development, and optimize sales and marketing efforts. In connection with the agreement, Era’s investment vehicle, EGT–East, is investing $5.5 million in FiscalNote in the form of a convertible subordinated promissory note, with the potential for up to an additional $2.0 million. The strategic investment will, in part, fund further capital expenditures and development of FiscalNote’s next generation of AI Co-Pilot capabilities, inclusive of deployments into Era’s network of global companies. The terms of the promissory note are further described in FiscalNote’s Current Report on Form 8-K filed with the Securities and Exchange Commission on December 11, 2023. “We are delighted to have Era as a foundational partner in our mission to extend the power of AI-driven policy and global intelligence to businesses and organizations around the world,” said Josh Resnik, President and COO, FiscalNote. “This investment is a testament to the industry-leading and innovative nature of our technology and our potential to transform the way businesses operate by leveraging our longstanding pedigree and leadership in AI. We are especially excited that this investment will galvanize and accelerate our product development and go-to-market strategy for our AI Co-pilot program, which is positioned to revolutionize the legal, regulatory, and legislative domain. Our Co-pilot program marks yet another development in FiscalNote’s ongoing leadership as we innovate and bring to market more AI-enabled solutions aimed at the legal and regulatory sector, while providing incremental growth opportunities to complement our proven, durable base of recurring revenue solutions.” FiscalNote’s AI Co-pilots are new AI solutions customized for policy and risk management professionals to facilitate their day-to-day work such as key tasks related to legislation, advocacy, constituent communications, regulatory responses, and global risk analysis. FiscalNote’s Co-pilots will combine the power of large language models, FiscalNote’s trusted industry leading policy and geopolitical data, and customers’ data, all in a seamless workflow to provide intelligent assistance for the world’s most important decision makers. By deploying FiscalNote’s AI Co-pilots, customers will be able to automate tasks, improve decision-making, and increase productivity and efficiencies – driving value and results across the enterprise. About FiscalNote FiscalNote (NYSE: NOTE) is a leader in policy and global intelligence. By uniquely combining data, technology, and insights, FiscalNote empowers customers to manage political and business risk. Since 2013, FiscalNote has pioneered technology that delivers critical insights and the tools to turn them into action. Home to CQ, FrontierView, Oxford Analytica, VoterVoice, and many other industry-leading brands, FiscalNote serves approximately 5,000 customers worldwide with global offices in North America, Europe, Asia, and Australia. To learn more about FiscalNote and its family of brands, visit FiscalNote.com and follow @FiscalNote. About Era Global Technologies Founded by Jasper Lau, Era is a global investment firm backed by leading closely-held family enterprises across 19 countries and 25 industries. Era harnesses the collective knowledge, corporate intelligence, and strategic capital of the firm's families to build and back transformative, category-defining technology companies.

Read More

Channel Partnerships

ZINFI Releases Its Latest Complimentary Best Practices Guidebook: "The Ultimate Guide to Channel Partner Management"

PR Newswire | January 04, 2024

ZINFI Technologies, Inc., a company leading the definition and creation of Unified Partner Management (UPM) solutions, today announced that its latest best practices guide —The Ultimate Guide to Channel Partner Management — is now available as a complimentary downloadable eBook. Among the most comprehensive and practical guides to partner management, the guidebook was designed to help organization of all sizes and in every industry learn how to unlock new markets, innovate faster, and deliver better customer experiences. The Ultimate Guide to Channel Partner Management consists of 10 detailed chapters based on common questions from business professionals, including: What Are the Different Types of Channel Partners? How to Find and Recruit Channel Partner What Are the Benefits of Having Channel Partners? How to Choose the Right Channel Partners for Your Business How to Get Started with Channel Partnerships How to Align Partners with Overall Business Strategy What Are the Challenges of Managing Channel Partners? How Do We Evolve Channel Partnerships over Time? What Are the Best Practices for Channel Partnership Management? What Are the Future Trends in Channel Partnerships? "We know that effective partnerships can significantly extend a company's market reach, enhance product distribution and fortify its competitive edge," said Sugata Sanyal, CEO and founder of ZINFI Technologies. "Channel partners are not just another route to market. Indeed, they are a strategic asset that, when managed well, can become a source of sustained competitive advantage. But what exactly constitutes a channel partner, and how can a business harness a robust network of partners to realize its full potential? We created this new guidebook to provide detailed answers to a whole host of questions like these that people ask us every day as they try to understand how to unleash the power of partner relationships and partner ecosystems. The future of channel partnerships is bright, and this guidebook is just what business executives and marketing professionals need to prepare for a world of opportunity." The Ultimate Guide to Channel Partner Management can be downloaded here: https://www.zinfi.com/guidebooks/channel-partner-management-ultimate-guide/ ZINFI has consistently been named a PRM "leader" by G2, the world's leading business solutions review website. ZINFI has earned this distinction over multiple consecutive quarters dating back to 2019, most recently in G2's Winter 2024 G2 Grid® Report for Partner Management Software. G2 scores are based on the responses of real, verified users and data aggregated from online sources and social networks. To access more information about ZINFI's partner relationship management platform or to download a copy of ZINFI's best practices guide on partner relationship management, please visit our website at www.zinfi.com. You can also follow ZINFI Technologies on LinkedIn and at the ZINFI Channel Marketing Best Practices blog. ZINFI offers its potential customers a 30-day free trial (no credit card required) providing access to its entire Unified Partner Marketing (UPM) automation platform. This will allow any prospective buyers to test-drive its industry-leading channel management applications before making a purchase decision. About ZINFI Technologies ZINFI Technologies, Inc., a company leading the definition and creation of Unified Partner Management (UPM) solutions, enables vendors and their channel partners to seamlessly collaborate in a virtual environment to achieve profitable growth on a global SaaS platform. Headquartered in Silicon Valley, USA, we at ZINFI see an immense opportunity to build high-performing sales channels by deploying a powerful virtual collaboration platform that has been rated #1 by leading analyst firms for simple to complex enterprise channels. ZINFI's state-of-the-art SaaS Unified Partner Management (UPM) automation platform allows brands and their global partner networks to work together remotely throughout the entire partner lifecycle via three core state-of-the-art SaaS applications—partner relationship management, partner marketing management and partner sales management. ZINFI's UPM is super easy to use and affordably priced, and it comes with a complete set of do-it-yourself tools in multiple languages.

Read More

Channel Partnerships

Vendavo Drives Strong Growth in 2023 with AI-Powered Product Innovations and Partner Program

PR Newswire | January 12, 2024

Vendavo, the global market leader in B2B pricing, selling and rebate solutions announced a strong 2023 finish today, noting a 12% growth in annual recurring revenue and 43% growth in higher margin recurring services. "As economic uncertainty persisted through 2023, global organizations increased investments in AI-driven technology to drive profitable growth, placing their trust in Vendavo," said Alex Hoff, Chief Product Officer, Vendavo. "While many predict stronger economies in 2024, manufacturers and distributors face a growing demand for agility in pricing, channel incentives, and commercial processes. We take pride in enabling significant revenue and margin growth for our customers." Vendavo's products and services enabled a 1.5% margin increase for customers in 2023 through improved pricing over cost. On average, customers achieved $27 million benefit from price improvement. To offer more features to customers, Vendavo's product investment increased by 21% in 2023. New AI product innovations have set the stage for smarter, more efficient commercial processes for customers. A new AI fueled Price Sensitivity metric was added to Vendavo Deal Price Optimizer, a solution that maximizes revenue and profitability through a better understanding of customers' willingness to pay. AI algorithms allow for more in-depth segmentation and analyses that deliver more precise sales guidance. AI now powers timely pattern detection for Price/Volume/Mix analyses in Vendavo Margin Bridge Analyzer. Ranked a Strong Performer in the 2023 Forrester Wave™ for CPQ, Vendavo Intelligent CPQ now has new pricing capabilities within the solution's agreement's function. Sales teams can incorporate more accurate pricing from the onset for even the most complex quotes. Vendavo Pricepoint, the flagship solution for B2B price management, improved both pricing calculation speed and performance. Vendavo's commitment to growing its partner ecosystem led to a doubling of partner-originated pipeline year over year. Notably, Vendavo's existing partnership with Oracle significantly expanded with the creation of new rebate and channel management incentives and the addition of support staff. In response to increasing market demand for rebate and channel management solutions, and following the 2022 acquisition of Market Medium, Vendavo integrated Rebate & Channel Manager into their suite of growth and profitability products. Many customers now effectively manage their rebate programs with the solution. About Vendavo Vendavo empowers global manufacturers and distributors to accelerate growth and profitability with leading pricing, selling, and rebate management solutions. Companies like Emerson, Medtronic, and GAF rely on Vendavo to manage, optimize, and digitize their end-to-end commercial processes. Vendavo's solutions, team of pricing and selling experts, and proven process accelerates value and outcomes that are not only predictable, but unrivaled. With Vendavo, the world's most ambitious B2B organizations can develop dynamic customer insights and execute optimal pricing strategies that maximize margin, boost sales effectiveness, and improve the customer experience.

Read More

Channel Partnerships

FiscalNote Announces Strategic Commercial Partnership to Accelerate Company’s Global AI Co-pilot Program

FiscalNote | December 11, 2023

FiscalNote Holdings, Inc. ("FiscalNote"), a leading AI-driven provider of policy and global intelligence, today announced a commercial partnership with Era Global Technologies, LLC (“Era”), a technology-focused investment firm backed by leading, closely-held family enterprises. This marks continued support from an early-stage investor and strategic advisor to the Company who has been closely aligned with FiscalNote for over five years. Era’s dedicated value-creation platform, Era Catalyst, will be a foundational channel partner, providing distribution support for FiscalNote’s recently-announced AI Co-pilot program. Era will provide referral services into their extensive network to accelerate sales and introduce FiscalNote’s proprietary AI products in the legal and regulatory space to several of the world’s largest conglomerates. Through these referrals, FiscalNote will drive further AI innovation augmented by input from Era’s network of family-owned enterprises, including large European and Asia-based multinational chemical and consumer goods conglomerates which operate across 19 countries and 25 industries. The collaboration is expected to enable FiscalNote to accelerate its ongoing growth and expansion strategy, advance new product development, and optimize sales and marketing efforts. In connection with the agreement, Era’s investment vehicle, EGT–East, is investing $5.5 million in FiscalNote in the form of a convertible subordinated promissory note, with the potential for up to an additional $2.0 million. The strategic investment will, in part, fund further capital expenditures and development of FiscalNote’s next generation of AI Co-Pilot capabilities, inclusive of deployments into Era’s network of global companies. The terms of the promissory note are further described in FiscalNote’s Current Report on Form 8-K filed with the Securities and Exchange Commission on December 11, 2023. “We are delighted to have Era as a foundational partner in our mission to extend the power of AI-driven policy and global intelligence to businesses and organizations around the world,” said Josh Resnik, President and COO, FiscalNote. “This investment is a testament to the industry-leading and innovative nature of our technology and our potential to transform the way businesses operate by leveraging our longstanding pedigree and leadership in AI. We are especially excited that this investment will galvanize and accelerate our product development and go-to-market strategy for our AI Co-pilot program, which is positioned to revolutionize the legal, regulatory, and legislative domain. Our Co-pilot program marks yet another development in FiscalNote’s ongoing leadership as we innovate and bring to market more AI-enabled solutions aimed at the legal and regulatory sector, while providing incremental growth opportunities to complement our proven, durable base of recurring revenue solutions.” FiscalNote’s AI Co-pilots are new AI solutions customized for policy and risk management professionals to facilitate their day-to-day work such as key tasks related to legislation, advocacy, constituent communications, regulatory responses, and global risk analysis. FiscalNote’s Co-pilots will combine the power of large language models, FiscalNote’s trusted industry leading policy and geopolitical data, and customers’ data, all in a seamless workflow to provide intelligent assistance for the world’s most important decision makers. By deploying FiscalNote’s AI Co-pilots, customers will be able to automate tasks, improve decision-making, and increase productivity and efficiencies – driving value and results across the enterprise. About FiscalNote FiscalNote (NYSE: NOTE) is a leader in policy and global intelligence. By uniquely combining data, technology, and insights, FiscalNote empowers customers to manage political and business risk. Since 2013, FiscalNote has pioneered technology that delivers critical insights and the tools to turn them into action. Home to CQ, FrontierView, Oxford Analytica, VoterVoice, and many other industry-leading brands, FiscalNote serves approximately 5,000 customers worldwide with global offices in North America, Europe, Asia, and Australia. To learn more about FiscalNote and its family of brands, visit FiscalNote.com and follow @FiscalNote. About Era Global Technologies Founded by Jasper Lau, Era is a global investment firm backed by leading closely-held family enterprises across 19 countries and 25 industries. Era harnesses the collective knowledge, corporate intelligence, and strategic capital of the firm's families to build and back transformative, category-defining technology companies.

Read More

Spotlight

UpContent

UpContent

UpContent is a leading intelligent content discovery technology that helps you build trust and deepen relationships with curated content. Quickly find, sort, read, and interact with the news and blog articles that meet your brand’s exacting standards–all while collaborating with your team to identif...

Events

Resources

Events