Ani Obermeier is a Board Advisor at WorkBuzz, a company that provides real-time employee feedback and engagement solutions for organizations with deskless, hybrid, and remote workforces. She brings over 15 years of experience in technology marketing, having held leadership roles at companies like Workday and Peakon. Currently, Ani serves as Chief Marketing Officer at Quinyx, where she leads strategic marketing initiatives to drive business growth.

Cutting through the noise is one of the greatest challenges for modern B2B brands. In industries crowded with similar offerings and endless noise, what actually makes one company stand out over another? Is it product features, pricing, or something more human?

According to Ani Obermeier, a seasoned marketing strategist and board-level advisor, the true differentiator is trust built through authentic, emotionally resonant communication. She highlights that most B2B companies focus too much on themselves while ignoring the human decision-makers on the other end. Instead of obsessing over competitors, Ani urges brands to listen deeply to their buyers, speak their language, and focus on building long-term relationships. In doing so, businesses not only differentiate but also stay relevant in markets where feature parity is the norm.

In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Ani Obermeier, Board Advisor at WorkBuzz, to talk about building trust and standing out in saturated markets. They explore how to unify sales and marketing teams under a single go-to-market strategy, why authenticity beats automation, and what makes messaging truly connect. Ani also shares how cultural nuance shapes global marketing success.

Sylvia LePoidevin is the CMO at Kandji, a B2B SaaS company that provides Apple device management and security automation for IT and security teams. She joined Kandji as its fourth employee and rose to CMO by her late twenties, leading marketing during its rapid growth to an $850 million valuation. Before Kandji, Sylvia held key product marketing roles at DataFox and Oracle AI and was the first marketing hire at FloQast, now a billion-dollar company.

Standing out in B2B marketing has never been more difficult or more essential. With noise at an all-time high and AI reshaping content at scale, how can marketing leaders create lasting brand impact and foster genuine community around their companies?

According to Sylvia LePoidevin, a seasoned marketing leader who has scaled multiple brands from the ground up, the key lies in focusing on people-first branding and building content engines powered by strategic AI use. She highlights the importance of empowering internal influencers and subject matter experts to lead brand storytelling, rather than relying solely on corporate messaging. The result is a more authentic and differentiated brand presence that cuts through digital clutter. Sylvia also emphasizes the value of niche-focused communities and original content anchors as foundations for an efficient, AI-enhanced content flywheel.

In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Sylvia LePoidevin, CMO at Kandji, to talk about reinventing modern B2B marketing through branding, community, and AI. They discuss why people — not logos — build the strongest brands, how anchor content drives scalable distribution, and why marketers must continuously reinvent themselves to lead effectively. Sylvia also shares insights on navigating long buyer journeys and rising acquisition costs.

Nick Naso is the Chief Revenue Officer at Recurly, a leading subscription management and billing platform that helps businesses automate and optimize recurring revenue operations. With over 15 years of experience in the software and technology industry, he has built high-performing teams and led strategic initiatives to drive significant growth. Before joining Recurly, Nick served as Chief Revenue Officer at Cayuse, where he led the global sales organization and helped the company achieve record revenue growth through new customer sales and geographic expansion.

Understanding your ideal customer profile can make or break your B2B SaaS growth strategy. Without clarity around who you're selling to, it's easy to waste time, miss revenue targets, and stall your momentum. So how often should companies revisit and refine their ICP to keep pace with a fast-changing market?

According to Nick Naso, a seasoned revenue leader with deep experience in scaling SaaS companies, companies should formally reevaluate their ICP at least once or twice a year. He highlights the importance of ongoing data analysis to inform micro-adjustments before larger shifts are needed. This kind of consistent review ensures sales teams focus on high-fit prospects and avoid spending resources on poor matches. The result is tighter alignment, faster sales cycles, and stronger pipeline efficiency. He also emphasizes that fit is everything: the right customer at the right time drives not only sales, but long-term success.

In this episode of the Revenue Engine Podcast, host Alex Gluz is joined by Nick Naso, Chief Revenue Officer at Recurly, to discuss why a sharp ICP is central to B2B SaaS growth. They explore how to identify ICP signals from pipeline data, when to make structural changes in your team to match your market, and why sales success starts with strategic focus. Nick also shares insights on leading cross-functional teams and building a culture of revenue ownership.

Patrick Ferdig is the Founder and Principal Consultant at The Power of Partnering, a firm dedicated to helping B2B technology and service providers build and scale effective partner-led growth strategies. With over two decades of experience in the technology industry, Patrick specializes in developing partner programs — including reseller channels, integration marketplaces, and referral networks — that drive revenue and innovation. His approach is grounded in five core principles: trust, alignment, collaboration, accountability, and facilitation, which he applies to help organizations unlock their full potential through strategic partnerships.

As traditional sales and marketing tactics reach their limits, businesses are looking for smarter, more sustainable ways to grow. What really makes a partnership thrive in today’s crowded and complex market?

According to Patrick Ferdig, a veteran partnership strategist and consultant, it all starts with trust. He highlights that internal alignment across teams is just as crucial as external collaboration. Without a clear structure and shared understanding of goals, even the most promising partnerships can falter. Patrick explains that the most successful companies treat partnerships as a core growth strategy, not a side initiative. He also emphasizes that revenue impact doesn’t come from signing more partners but from engaging deeply with fewer, well-matched ones.

In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Patrick Ferdig, Founder and Principal Consultant at The Power of Partnering, to discuss the five pillars of partnership success. They explore why trust drives results, how alignment shapes execution, and what businesses must prioritize to turn partners into revenue engines. Patrick also gives advice on scaling outreach using AI tools.

Mark Stiltner is the Senior Director of Content and Web Marketing at Rapyd, a global fintech company that simplifies and advances commerce by providing integrated payment and fintech solutions across over 100 countries. With a background in advertising and journalism from the University of Colorado Boulder, he has led creative and brand strategy initiatives across multiple industries. Prior to joining Rapyd, Mark held leadership roles at agencies like Karsh Hagan and Market Creation Group, where he developed award-winning campaigns and drove brand growth. At Rapyd, he oversees content strategy and digital marketing efforts, helping businesses navigate the complexities of global payments and cross-border commerce.

In today’s fast-changing digital world, marketers face a growing challenge: how do you stay ahead when AI is rewriting the rules of SEO, content, and customer engagement? As traditional tactics lose traction, brands must rethink their strategies to remain visible and relevant. What does it really take to build a content engine powered by AI that drives results instead of noise?

According to Mark Stiltner, a veteran content strategist, building an AI-driven content engine starts with experimentation and adaptability. He highlights the importance of using AI not as a replacement for creativity, but as an accelerator for research, ideation, and production. The key, he explains, is integrating AI tools thoughtfully into workflows while keeping human insight at the center to maintain authenticity and relevance. This balanced approach allows teams to scale content efficiently without sacrificing quality, enabling marketers to respond faster to shifting algorithms and buyer behaviors. Mark also emphasizes the growing need to optimize not just for search engines, but for AI models driving new traffic sources.

In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Mark Stiltner, Senior Director of Content and Web Marketing at Rapyd, to talk about building an AI-powered content strategy. They discuss weaving AI into SEO workflows, shifting from traditional search optimization to AI model visibility, and balancing automation with creativity. Mark also shares practical ways to future-proof marketing teams in an AI-driven landscape.

Bethany Prettyman is the Senior Director of Marketing Operations at Huntress, a cybersecurity company specializing in managed detection and response solutions for small and mid-sized businesses. With a robust background in strategic operations, she leads initiatives that enhance marketing efficiency and drive growth. Bethany's leadership ensures that Huntress's marketing strategies effectively communicate the company's mission to protect underserved organizations from cyber threats.

The traditional B2B marketing funnel might be doing more harm than good. In an era of complex buyer journeys and intent-driven decisions, is it still realistic, or even useful, to imagine prospects moving through neat, linear stages? What if the funnel model we’ve relied on for decades is actually leading marketing ops teams astray?

According to Bethany Prettyman, a seasoned expert in marketing operations and data-driven strategy, the funnel is no longer linear, it’s a loop. She highlights how today’s B2B buyers bounce between channels, revisit research, and often re-enter the journey post-purchase, making linear tracking obsolete. The result? Misaligned attribution models and missed opportunities to optimize real engagement. Bethany explains that the obsession with MQLs is outdated and that teams should instead prioritize intent and velocity, focusing on signals that indicate purchase readiness rather than arbitrary lead scores. This mindset shift not only improves conversion but also strengthens alignment with sales.

In this episode of the Revenue Engine Podcast, host Alex Gluz speaks with Bethany Prettyman, Senior Director of Marketing Operations at Huntress, to discuss why the traditional B2B funnel is broken. They explore why loop-based models better reflect today’s buyer behavior, how attribution should evolve, and the dangers of tech bloat in marketing stacks. Bethany also shares her agile approach to reporting and how to bridge gaps between sales, marketing, and finance.

Ronnie Manning is the Chief Brand Associate at Yubico, a global cybersecurity company renowned for inventing the YubiKey, which offers phishing-resistant multi-factor authentication solutions. With over 20 years of experience in agency and corporate communications, he has focused on public relations and marketing strategies to bring new technology products to market. Prior to joining Yubico, Ronnie held positions at Raytheon/Websense and Edelman Public Relations. At Yubico, he has been instrumental in promoting the adoption of hardware-based authentication solutions and advocating for enhanced cybersecurity measures.

Cyber threats are evolving faster than ever, yet many users and organizations still rely on outdated or weak authentication methods. With phishing attacks on the rise and data breaches growing costlier, the need for robust-yet-intuitive security solutions has never been greater. But how do you convince people to adopt a physical device for digital protection in a world that’s increasingly mobile and virtual?

According to Ronnie Manning, a cybersecurity branding expert, the answer lies in simplicity. He explains that strong security doesn't necessitate complicated processes. Ronnie also highlights how real-world usability, like eliminating the need to fumble with codes or apps, drives faster adoption. This shift toward user-friendly security builds trust, saves time, and reduces risk. He adds that educating new markets with human-centered storytelling plays a key role in overcoming resistance and legacy perceptions about hardware-based solutions.

In this episode of the Revenue Engine Podcast, host Alex Gluz sits down with Ronnie Manning, Chief Brand Associate at Yubico, to talk about making cybersecurity simple, scalable, and phishing resistant. They explore how physical keys streamline enterprise authentication, why user education is key to adoption, and how phishing-resistant methods like FIDO are gaining traction. Ronnie also shares strategies for large-scale rollout and onboarding in hybrid work environments.

Kerry Rana is the Senior Director for Digital Marketing and Experience at ExtraHop, a cybersecurity company specializing in AI-based network intelligence. In this role, she built a robust digital marketing team that drove a $48 million opportunity pipeline, achieving a 3X return on investment. Prior to ExtraHop, Kerry served as Director of Bank Partnerships and Marketing Strategy at Bottomline Technologies, managing relationships with seven banks and developing targeted marketing campaigns.

Understanding the motivations behind complex B2B purchasing decisions can be the key to building a high-performing demand generation engine. So how can businesses apply psychological principles to optimize marketing and drive better results?

According to Kerry Rana, a seasoned B2B marketing leader, the key lies in deeply understanding buyer behavior. She highlights that decision-making in B2B is driven by risk aversion, trust, and influence, making it crucial for marketers to create messaging that emotionally connects with their audience. By leveraging psychology, businesses can craft campaigns that trigger engagement and build credibility — critical factors in long sales cycles. She also emphasizes the power of A/B testing and real-time analytics to refine marketing efforts and enhance customer experiences.

In this episode of the Revenue Engine Podcast, host Alex Gluz and Kerry Rana, Senior Director for Digital Marketing and Experience at ExtraHop, discuss how psychology influences B2B buyer behavior and demand generation. Kerry shares insights on creating emotionally compelling messaging, structuring effective go-to-market strategies, and using data-driven decision-making to optimize engagement. She also talks about emerging trends in AI-driven personalization and what’s next for B2B marketing leaders in 2025.