When Marketing is Led by the Customer: The Economics of the SaaS Business

Sales Pipeline Radio

Jocelyn talks about customer evangelism and lessons learned from Eloqua that she is applying today.

Having spent more than 18 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

Our Guest, as SVP of Customer Success at Allocadia, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments. In her role, she guides customers through their continued growth and progression through the stages of budgeting, planning and performance excellence, and elevates their experience throughout the journey.

This show discusses:

• What happens when you have to earn the customer business every day
• The economics of the SaaS business when customers lead marketing
• When the (continuing) customer is the center of the business model
• Why the customer is always in the “room” at her company
• When marketing is led by the voice of the customer
• How her experience at Eloqua has guided her philosophy

Jocelyn Brown

SVP, Customers & Revenue

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As SVP, Customers, and Revenue, Jocelyn Brown is dedicated to helping Allocadia’s customers achieve the highest levels of Marketing Performance Management and maximize the business value of their investments.

In her role, she oversees marketing, sales, partner and customer success teams to provide an exceptional customer experience. Her teams provide a seamless and value-driven experience to every customer, from initial interest through their continued growth, to best support their progression through the stages of budgeting, planning and performance excellence.

Having spent more than 17 years in the B2B and SaaS spaces, Jocelyn brings extensive experience building and managing high-performing customer success teams that drive recurring revenue and value, and develop life-long customers. Most recently she spent 9 years at Eloqua in customer success and global market readiness roles.

Read the transcription on the Heinz Marketing blog

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Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel. Heinz Marketing is the sponsor of Sales Pipeline Radio.