SPEAKER
Keynote Presenter
Delivers keynotes, kick-offs, conference presentations for major business events
Speaker Topics
- High performance marketing organizations
- Cross-functional alignment
- Accelerating growth and profitability
- Integrated campaigns
- Marketing transformations
- Creating remarkable customer experiences
- Improving gross & net retention
- Growing SaaS organizations
- CMO alignment with C-Suite members
- Financial skills for CMOs
Alan presenting high performance marketing at AMA Boston Conference.
Alan moderating a panel discussion at 6sense B2BESP conference in San Francisco.
Alan presenting B2B Bootcamp to 400 at SiriusDecisions / Forrester Annual B2B Summit in Austin, TX.
Video Playlist
8 Videos
Video Description
Alan Gonsenhauser discusses content transformations at #HITMC conference. The discussion describes the salient steps of #content #transformations with #Illumina as a case study. Most content 70-80% is often wasted and according to a study, 62% of sales reps need to look in 6+ places to find the content they need when they needed. Its having the right relevant content for #salesenablement and an excellent content operations process to serve it up when and where needed that provides a real competitive advantage. The Illumina case study includes tangible results achieved with input from their #salesforce. See DemandRevenue.com blog on Content Transformations: https://www.demandrevenue.com/healthcare-spotlight-top-10-priorities-for-accelerating-sales-with-improved-content/
Video Description
Alan Gonsenhauser describes how creating #journeymaps and tracking 40% or more of your customer personas and the buying team drives real results in performance. The example is from #Nuance #Healthcare. See DemandRevenue.com blog on customer journey mapping: https://www.demandrevenue.com/healthcare-spotlight-improving-customer-experiences-with-journey-mapping/
Video Description
Alan Gonsenhauser presenting at #HITMC talks all about Customer Led Growth and creating a remarkable post-sale customer experience #CX. Some $CustomerLedGrowth metrics discussed include #GrossRetention #NetRetention #CustomerLifetimeValue and #EarnedGrowth. Alan Gonsenhauser also refers to #FredReichheld excellent book “Winning On Purpose” that describes NPS 3.0 and his new “Earned Growth” metric.
Video Description
Alan Gonsenhauser presents at #HITMC about building efficient #demandmanagement processes to accelerate #growth. It starts with the critical tasks to tune the #demand engine and explains the progression of #SiriusDecisions #demandwaterfalls. A strong #DemandUnitWaterfall example at #Imprivata is outlined with exceptional year-over-year results in bookings, opportunity pipeline, MQL, SQL, increased access to personas and buying groups, and a cleaner database. See DemandRevenue.com blog on Demand Marketing and Management: https://www.demandrevenue.com/healthcare-spotlight-demand-marketing/
Video Description
Alan Gonsenhauser presents at #HITMC on Integrated #Campaigns based on buyers needs which are long-term orchestrated initiatives and an organizing principal to make #Marketing more proactive and revenue generating. Programs and tactics are organized into four “Program Families, ” including 1. Brand Reputation, 2. Demand, 3. Customer Engagement, and 4. Sales and Customer-success Enablement. Two examples where Alan Gonsenhauser worked with clients are included from #Optum and #Vocera, including testimonials and actual results achieved. See DemandRevenue.com blog on Integrated Campaign Framework: https://www.demandrevenue.com/healthcare-spotlight-integrated-b2b-campaigns/
Video Description
Alan Gonsenhauser talks about the lack of alignment between marketing, sales, product, customer success, and finance as a huge problem to fix! So many companies fall down with poor alignment, especially as they grow. A study by SiriusDecisions of 400 B2B firms concluded that companies that achieve and maintain excellent alignment between sales, marketing, and product alignment grow revenue 19% faster and are 15% more profitable.
Video Description
Alan Gonsenhauser presents at #HITMC about the #marketing #organization design work he did with the VP Marketing at #PerkinElmer. This includes models and frameworks to get clarity on business goals and alignment, required competencies. capacity and resourcing, and KPIs to track progress. Actual results included increased marketing sourced opportunities, better sales win rates, and lower marketing staff turnover. See DemandRevenue.com blog on Marketing Organizational Design: https://www.demandrevenue.com/healthcare-spotlight-marketing-organizational-design/
Video Description
Alan Gonsenhauser presents at the #HITMC conference answering a question on how #NPS or #NetPromoterScore applies to #B2B in addition to #B2C. He explains how to operationalize cross-functionally, referring to an example at #Straumann where he was #CMO or #NorthAmerica and formed a team to act on NPS input vs. #Competitors. The #cross-functional team analyzed and acted on customer input to go from last to first in just one year. Here’s the blog:https://www.demandrevenue.com/case-study-cmo-customer-experience-turnarounds-through-nps/ Alan Gonsenhauser also refers to #FredReichheld excellent book “Winning On Purpose” that describes NPS 3.0.
Our Speaker
Alan Gonsenhauser
Demand Revenue Founder and Principal Alan Gonsenhauser engages audiences with powerful messages gleaned from his experience as CMO and General Manager for leading global B2B SaaS and Systems firms across health IT, medical devices, and digital health and as a CMO Executive Advisor, Coach, and Analyst at SiriusDecisions and Forrester for six years.
Need a speaker who is passionate about accelerating profitable growth, driving innovation, remarkable customer experiences, and leading business transformations?
Testimonials
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“I was a client of Alan’s while he led the healthcare practice at Sirius Decisions. I had forever been a fan of the Sirius demand generation framework while I worked for Cisco. However, as a new VP of Marketing at Vocera, I needed support from someone that knew the healthcare market and how to grow a marketing team to be innovative, relevant and results oriented. Alan was the perfect prescription. He helped me with org design, determining how to move from a VP of Marketing to a CMO, how to leverage the tools to assess brand strength when integrating a newly acquired company, and helped me to develop a strategy to evolve field marketing as the company expanded its international focus. Alan is the best consultant and confident for a newly emerging CMO."
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“Alan has been a trusted source of best practice and coaching for me for almost ten years. In my marketing transformation journey, Alan has helped me establish investment priorities, assess organizational alignment, implement a campaign framework and systematize marketing strategy. His partnership has been invaluable.”
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“I worked with Alan for five years at SiriusDecisions where he was CMO Executive Advisor and Global Healthcare Segment Director, and I served as the CFO. Alan consistently managed to grow his practice and retain and expand his client base. I attribute this to his deep industry and subject matter expertise and commitment to client outcomes. I highly recommend Alan for either a Chief Marketing Officer or CMO Executive Advisor role.”
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