Rocket.Chat's Bruno Bin believes that good leadership plays a vital role in making a sales and marketing strategy successful.

Media 7 | March 23, 2022

Bruno Bin, VP of Marketing at Rocket.Chat takes us through Rocket.Chat's innovate new features and their remote work culture. Read on to know more about his thoughts on the recent paradigm shift in the B2B marketplace, benchmarks of a successful marketing and sales strategy in his latest interview with Media 7.

You need to have the right leaders in place and aligned around the right go-to-market strategy and working culture to succeed

MEDIA 7: With over a decade in marketing roles, what paradigm shift have you seen in the B2B marketplace?
BRUNO BIN:
I got my start around the same time inbound marketing was becoming a thing. It was this whole new idea that instead of reaching out to customers to get them interested in your products and services, you could create content that draws the right people in. It felt like the B2B inbound marketing playbook of today was being written and everyone in that community got to be a part of that. It was a really exciting time to be in B2B marketing and, as a result, a big shift happened where companies were putting more and more focus on MarTech as a foundational piece of a successful marketing strategy. It also meant a shift in the profile of the ideal marketer, where technical folks were turned into marketers due to their ability to operate in this new tech-heavy reality.  I think today we’re starting to wake up to the fact that technology is just a means to an end and it cannot replace good old positioning, copywriting and creativity.

M7: Rocket.Chat recently announced a new service called Instagram Direct. Could you please tell us more about this service and its benefits for your customers?
BB:
Rocket.Chat is the largest open source communications platform in the world. You can use it to communicate with colleagues, other companies or customers.  For companies looking to communicate with customers through Rocket.Chat, Instagram Direct is one of the many channels we support. Essentially, you can respond to all your Instagram business account inquiries right from your Rocket.Chat workspace. It improves team efficiency, boosts sales and strengthens customer loyalty.

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There are a multitude of factors that play into making a sales and marketing strategy successful but in many ways, it comes down to leadership

M7: What, according to you, would be an ideal framework for marketing and sales teams to derive business success? What are the benchmarks of a successful marketing and sales strategy?
BB:
Unfortunately, the reality is that most sales teams have had terrible experiences working with marketing; where marketing is doing their own thing, focused on vanity metrics such as MQLs, fighting over who sourced what deal while sales is doing their best to communicate to marketing what it is they think they need. While sales is focused on revenue today, marketing must be focused on revenue tomorrow. Marketing needs to be targeted at qualified pipeline (meaning account executive vetted opportunities) and businesses need to allow their marketing teams to do marketing, not only short-term sales initiatives. Ultimately, marketing and sales win or lose together. In my experience, there are a multitude of factors that play into making a sales and marketing strategy successful but in many ways, it comes down to leadership. You need to have the right leaders in place and aligned around the right go-to-market strategy and working culture to succeed. Especially at a high growth start-up where pressure and expectations are high.

M7: Rocket.Chat has been advocating for remote work in many ways. Has being remote influenced your company’s organizational structure in any way?
BB:
We’ve been a fully remote company from day one. Today, we have about 170 employees spread across over 30 different countries. I’m not sure remote work has influenced our organizational structure but it has opened us up for talent worldwide, forced us to improve our own ways of working and motivated us to develop a strong company culture and global mindset from day one. We’ve scaled from 25 to 170 employees in about a year and a half and without the above, I don’t think we could’ve done it as successfully as we have.

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Today we’re starting to wake up to the fact that technology is just a means to an end and it cannot replace good old positioning, copywriting and creativity.

M7: Rocket.Chat has been recognized by Gartner as a representative vendor for workstream collaboration. What has been the strategy behind achieving such prestigious recognition?
BB:
We’re thrilled! Gartner does a great job of supporting their customers in making well-informed software buying decisions. Rocket.Chat is backed by the largest open source communications community in the world with over 1,500 contributors, 12M+ users and roughly 32,000 stars on GitHub.  We’re fortunate enough to have a strong and loyal customer base that helped us be recognized in the Workstream Collaboration Market Guide by Gartner alongside some of the biggest software companies in the world.

M7: Your work experience spans across highly complex matrix organizations to entrepreneurial and start-up businesses. What do you believe is your driving force behind your proven track record and achievements?
BB:
I really love what I do and I’ve been lucky enough to work with very talented teams and supportive mentors.

ABOUT ROCKET.CHAT

Rocket.Chat is a fully customizable communications platform for organizations with high standards of data protection. It enables real-time conversations between colleagues, with other companies or with their customers, regardless of how they connect with you. The result is an increase in productivity and customer satisfaction rates. Every day, tens of millions of users in over 150 countries and in organizations such as Deutsche Bahn, The US Navy and Credit Suisse trust Rocket.Chat to keep their communications completely private and secure.

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Based in Nottingham in the heart of the midlands, the team have over 20 years’ combined industry experience, which they are now using to take the business to the next level, delivering real-time virtual productions of all shapes and size across the broadcast, media and corporate sectors. Mondatum - UK We are tech innovators, problem solvers, and contract developers. We specialize in on-set virtual production, in-camera visual effects, and real-time visualization. As Unity’s newest tech partner outside games, we are focused on helping organizations to incorporate game engine technology into their creative processes and workflows. Post Logic - France Post Logic distributes a complete range of software and integrated systems for post-production video, film, 3D animation, and broadcast. We are looking for innovative technologies and offer software solutions for the whole of the image processing chain: management of rushes & DI, film restoration, encoding, storage, & special effects compositing, 3D, DCP, and graphic design, as well as hardware systems suitable for the graphics chain: workstations, render farms, secure direct-attached, NAS and SAN storage, networking, monitoring & HD UHD play-out. Plan Shoot Deliver - Czech Republic Plan Shoot Deliver. That's what we do. Founded by Warren Yanish, who has twenty-five years of broadcasting and content creation experience. We bring thousands of hours of live television, sports, documentaries, and corporate & commercial video production experience to the industry. Our focus is innovative solutions for video technologies, Virtual Production, 3D Environment Creation, XR, VR, and AR content creation. Based in Prague, Czech Republic we have worked with clients worldwide to produce amazing projects using Unreal Engine, Twinmotion, Pixotope, Blender, Houdini, 3Dsmax, Sketchup, Revit, and many others in our production pipeline. Contact us for a solution to your next video, broadcast, or film project using Virtual Production. Centron - Slovakia Centron is one of Europe’s leading integrators in the field of supplying professional audiovisual systems and designing, managing, and implementing projects based on audiovisual and communication technologies. Founded in 1991, we have been operating across the Slovak and Czech markets as a distributor, seller, and integrator of professional audio and video technology. CVP - UK & Belgium For over thirty-five years, CVP has been one of the leading Broadcast and Professional video solutions providers, with a comprehensive sales and support infrastructure across the UK and Europe. The company prides itself on maintaining close relationships with key manufacturers such as ARRI, Sony, RED, and Canon, and uses its unrivalled experience to listen to customers, understand their needs, and deliver the right solution with first-class service. CVP offers creative consultation, sales advice, technical service provision, and training. BDS - Italy Broadcast Digital Service was founded in 1994, spanning thirty years of experience in the construction and assembly of audiovisual and commercial directories in multimedia systems, Virtual Studios, Augmented Reality Studios, and Realtime VFX for Film & TV. For over ten years we have expanded our focus on two new sections: Production & Creative Lab. We always work by your side, guaranteeing highly qualified teams, able to develop ideas and content for important audiovisual realities.

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CHANNEL PARTNERSHIPS

Faye Launches Partnership with Asana to Expand Project Management Solution Offerings

Faye | September 23, 2022

Faye, today announced it has joined Asana Partners, expanding Asana’s global Channel Partner network of trusted providers offering professional services to ensure success with Asana. Asana Partners help companies of all sizes enhance and advance their digital transformation efforts, enabling them to deploy with confidence, learn from experts and gain access to custom solutions. Featuring partnerships with industry leaders, Asana’s global Channel network connects customers with leading solutions, reseller, and systems integrator experts in 75 countries to eliminate information silos and help organizations coordinate their work with clarity. Hand-selected for their capabilities in enterprise software and change management, partners offer professional and technical services to ensure success for distributed workers, from deploying Asana to setting up workflows to building custom solutions. Undergoing a rigorous certification program, partners offer training and resources covering a wide range of needs and skills, across teams and time zones. From planning and prioritizing projects, to setting goals and staying aligned, Channel Partnership organizations fast track their digital transformation efforts. Through this partnership, Faye is able to help clients implement, set up, and customize their Asana software and workflows, train and onboard employees to the new platform, and even integrate Asana with other critical technologies in their tech stack like CRM or CX software. By partnering with Asana, Faye enables their clients to move faster and coordinate work effortlessly, no matter where their employees are located. “The Faye team is excited to be a part of the Asana partner network,” said David Faye, CEO at Faye. “The Faye team is excited to be a part of the Asana partner network,” said David Faye, CEO at Faye. “At Faye, we make the best software in the world even better, and with our Asana services it’s no different. We are excited to help our clients take full advantage of the Asana platform with our skilled configuration, implementation, and integration services. This partnership further enables us to drive efficiency, automation, and simplicity in our clients’ tech stacks.” “We’re thrilled that Faye has joined Asana Partners, expanding our global Channel Partner network to help our customers accelerate their use of Asana and achieve success, whether they’re collaborating in-person or remotely,” said Mary-Patton Eisen, Global Head of Channel Partnerships, Asana. “Our trusted Channel Partners, including Faye, are enabling our customers to unlock more value from Asana by providing them with a single platform for distributed work that enables them to move faster and coordinate their work seamlessly, no matter where they are located.” Asana helps more than 131,00 paying customers and millions of free organizations in over 200 countries orchestrate their work, from small projects to strategic initiatives. Leading companies rely on Asana to manage everything from company objectives to digital transformation to product launches and marketing campaigns. For more information about Asana Partners and how it can benefit your business, visit: https://asana.com/partners Join Faye and Asana on September 27 at 9:00 AM PT at our webinar, Connecting Asana & Office365 to Reduce Your “Work About Work”: https://fayebsg.zoom.us/webinar/register/9516637756665/WN_69U2x3lQTZadR6H9L8v3EQ Original press release can be found here About Faye Faye is a global leader in software strategy, deployment, integrations, and ongoing management for mid-market to enterprise organizations, working with customers in over 25 countries to integrate SugarCRM, Zendesk, Salesforce, HubSpot, Asana, and more into complex tech stacks. An Inc. 5000 award winner nine years in a row, Faye is an experienced CRM, CX, and bot advisor, trusted by customers and channel partners alike. They were recognized as the 2022 SugarCRM President’s Club Partner of the Year and as the 2022 Zendesk Vertical Solutions Partner of the Year. Faye offers a variety of Asana services including implementation, training, and ongoing management. For more information about Faye’s Asana services, visit: https://fayedigital.com/asana/

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MARTECH

Workspot Debuts Cloud Alliance Program, an Innovative Program for End User Computing Partners

Workspot | September 22, 2022

Workspot, the Cloud PC company, today announced the launch of the Workspot Cloud Alliance Program, an invite-only, cloud-forward, partner program. Through the program, Workspot provides members with the ability to sell its Cloud PC solutions to customers. Workspot will collaborate closely with members of the Cloud Alliance Program in helping customers accelerate their cloud transformation projects. Historically, partner programs have been very transactional with limited collaboration between vendors and channel partners. Through the Cloud Alliance Program, Workspot is transforming the relationship between technology vendor, channel partner and customer, creating a laser focus on the customer’s success. Additionally, making the shift from selling on-premises solutions to focusing on SaaS is at the core of long-term partner growth and overall success as well. “Customers are looking for solutions that accelerate their digital transformation in a multi-cloud world. We are proud to be collaborating with cloud-first partners that will enable us to jointly simplify our customers’ digital transformation,” said Amitabh Sinha, CEO & co-founder of Workspot. “Customers are looking for solutions that accelerate their digital transformation in a multi-cloud world. We are proud to be collaborating with cloud-first partners that will enable us to jointly simplify our customers’ digital transformation,” said Amitabh Sinha, CEO & co-founder of Workspot. Workspot has welcomed some of the foremost end user computing partners in the world, including Ferroque Systems and Entisys 360, among others. Core to the program is the selection of cloud-forward partners with extensive VDI experience, who understand the imperative of moving desktop workloads to the cloud to take their customers into the future. Workspot found it critical to choose partners who have a strong culture of customer centricity, empathy for the importance of the end-user experience, and a collaborative mindset that drives overall customer success. Ferroque Systems, a digital workspace and virtualization service provider, sees a significant opportunity to help customers modernize end user computing by using Workspot Cloud PCs and workstations. “SaaS applications continue to grow in popularity because of their operational efficiency,” said Michael Shuster, CEO of Ferroque. “With the post-pandemic market doubling down on digital workspaces in general for all workstyles, we view moving desktop workloads to a SaaS model as transformational for our customers with unique advantages over other digital workspace models.” Todd Hsu, President of Ferroque, added “Most of our customers have a multi-cloud strategy so they can optimize for features and cost. Workspot fulfills that strategy with its ability to deploy Cloud PCs across multiple clouds, manage and monitor them easily from a single admin console, and scale globally in minutes so our customers can respond to new opportunities instantly. That’s a great formula for customer success.” “Customers are looking to the cloud to achieve new levels of agility and security, and Cloud PCs have quickly become an essential component of enterprise cloud-forward strategies,” said Mike Strohl, CEO of Entisys 360. “Workspot’s SaaS platform makes it easy for us to move desktop workloads to the cloud and deliver the flexibility and reliability our customers require to keep up with a complex and ever-changing business environment.” In today’s IT landscape, having access to multi-cloud solutions is critical for customers to transform the end user experience and achieve levels of agility, security and reliability previously unattainable. As organizations’ cloud-first strategies mature, they are turning to their trusted consulting partners for cloud solutions that modernize end user computing. Just as many enterprise applications are now delivered as SaaS solutions, the modern desktop is now a Cloud PC, delivered as a service with massively simplified management. This model enables channel partners to easily fulfill customer requirements while also building a recurring revenue stream for their own business. The Workspot Cloud Alliance Program re-defines traditional partner programs and generates new revenue opportunities for members. Both parties work closely together to bring the full complement of technology, solution expertise and a growth mindset to customers, with ongoing customer satisfaction as the measure of success for all parties. Customers benefit from SaaS flexibility, with predictable pricing tailored to each use case and instant, global scalability to respond to new opportunities. Layered security enforces Zero-Trust policy, and innovative high-availability features that are unmatched in the industry keep the business up and running during a continuity event. These key capabilities accelerate digital transformation and future-proof organizations’ technology stacks so they can be ready for anything in today’s dynamic business environment. Workspot is the only solution on the market offering multi-cloud support for Cloud PCs, including the big three public clouds, Microsoft Azure, Google Cloud, and Amazon Web Services, giving customers the ultimate freedom to select best-of-breed cloud capabilities for each use case. With Workspot’s very high customer satisfaction, including an NPS score of 76 and 100% customer support satisfaction, members of the Cloud Alliance program can also have complete confidence they are offering their customers the very best end user computing solution. To learn more about the Workspot Cloud Alliance Program, please visit: Workspot Solution Partners Page About Workspot Workspot is the only cloud-native solution that delivers enterprise-class Cloud PCs. This innovative service lets IT securely stream the right compute capabilities for each user, on any device, anywhere they want to work. As the only Cloud PC solution that operates across all the major public clouds – Microsoft Azure, Amazon Web Services, and Google Cloud – Workspot is uniquely positioned to address today’s remote work challenges by providing a multi-cloud and multi-region approach to end user computing. Simple to deploy, scale, and operate, Workspot’s award winning Cloud PC solution benefits IT as well as end users with a seamless work experience that enhances productivity while maintaining the highest performance standards for intensive workloads. For more information on Workspot Cloud PC solutions please visit www.workspot.com.

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Rocket.Chat

Chat is a fully customizable communications platform for organizations with high standards of data protection. It enables real-time conversations between colleagues, with other companies or with their customers, regardless of how they connect with you. The result is an increase in productivity and c...

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