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The Benefits of Data-Driven B2B

On this episode Dylan shares his insights into the benefits of data-driven B2B, why sales enablement matters, and why mapping the customer journey is important.

Coalition is the leading provider of cyber insurance and security, combining comprehensive insurance and proactive cybersecurity tools to help businesses manage and mitigate cyber risk. Backed by leading global insurers Swiss Re Corporate Solutions, Arch Insurance, Lloyd's of London, and Argo Group, Coalition provides companies with up to USD $15 million of cyber and technology insurance coverage in all 50 states and the District of Columbia, as well as CAD $20M of coverage across 9 provinces and 3 territories in Canada. Coalition's cyber risk management platform provides automated security alerts, threat intelligence, expert guidance, and cybersecurity tools to help businesses remain resilient in the face of cyber attacks.

Industry
IT Services and IT Consulting
Founded
2017
Dylan Steele

Guest Bio

 Dylan Steele is the Chief Marketing Officer of Coalition. Steele is an accomplished marketing executive with experience leading marketing efforts for high-growth technology companies, including Salesforce and Splunk. As CMO, he oversees global marketing strategy as Coalition expands its reach and range of offerings to new markets. Steele also brings a wealth of experience from Salesforce, where he helped to grow the Platform business to nearly $2 billion in various product marketing and marketing roles. His primary focus included growing the mid-market and enterprise business for products that included the Lightning Platform, Heroku platform-as-a-service, integration, security and IoT offerings.

Guest Bio

 Dylan Steele is the Chief Marketing Officer of Coalition. Steele is an accomplished marketing executive with experience leading marketing efforts for high-growth technology companies, including Salesforce and Splunk. As CMO, he oversees global marketing strategy as Coalition expands its reach and range of offerings to new markets. Steele also brings a wealth of experience from Salesforce, where he helped to grow the Platform business to nearly $2 billion in various product marketing and marketing roles. His primary focus included growing the mid-market and enterprise business for products that included the Lightning Platform, Heroku platform-as-a-service, integration, security and IoT offerings.

Episode Summary

This episode features an interview with Dylan Steele, CMO of Coalition, the leading provider of cyber insurance and security, combining comprehensive insurance and proactive cybersecurity tools to help businesses manage and mitigate cyber risk. Dylan is an accomplished marketing executive with experience leading marketing efforts for high-growth technology companies.

On this episode Dylan shares his insights into the benefits of data-driven B2B, why sales enablement matters, and why mapping the customer journey is important.

Key Takeaways

  • Data can get you helpful insights into what your customer wants
  • Using sales enablement tools is important for making your team empowered
  • Spend some time getting to know your customers and understanding their journey

Quotes

“Data can get you really helpful insights and tell you if you’re way off base, but sometimes magic is figuring out the combination of what your customer says they want and what’s aligned to their value, how much you have to shift their perception and change their mindset of what your product can be and can do and then find the sweet spot.”

Episode Highlights

*(02:04) - Dylan’s role at Coalition

*(03:08) - Segment: Trust Tree

*(08:28) - The cybersecurity landscape in marketing

*(17:29) - Segment: The Playbook

*(24:30) - The sales enablement playbook

*(29:57) - Segment: The Dust Up

*(34:03) - Data insights into your customer

*(34:03) - Segment: Quick Hits

Episodes Transcript

  • Data can get you helpful insights into what your customer wants
  • Using sales enablement tools is important for making your team empowered
  • Spend some time getting to know your customers and understanding their journey
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