Phil Fernandez
Phil Fernandez
Phil is a 26-year Silicon Valley veteran and has the scars (and a couple of successful IPOs) to prove it. Prior to Marketo, he was President and COO of Epiphany, a public enterprise software company known for its visionary marketing products.
Emergence of Demand Generation Role Drastically Alters Marketing Landscape
Today, the role of demand generation as a discrete and increasingly vital part of the marketing function is well accepted amongst corporations (especially B2B...
Data Analytics: ‘Connecting the Dots’ to Spur Outsized Revenue Performance
It has become an article of faith that information is power. It's also pretty well accepted that having the ability to effectively and rapidly...
Improving Sales Efficiency and Productivity Crucial to Driving Revenue Growth
I have written previously in this space about growth being the critical business imperative during these still challenging post-Recessionary times. Now, The Conference Board...
Rapid Pace of Change Driving Business Velocity, Revenue Growth
From the beginning, a founding principle of Marketo was to build a "high velocity business". We booked our first real revenue just 3 months...
Neither an ‘Island’ nor a ‘King’: Bold New Sales Strategies Driving Revenue Growth
Recently I was speaking with a Marketo customer, who recounted an experience she had attending a seminar sponsored by one of the well known...
What the iPad Revolution Means to The Future of Sales and Marketing
On this blog, I have written frequently about how digital communications and especially social media have sparked a growing revolution in the sales and...
Doug Laird of QlikView Discusses Huge Success of Revenue-Building Campaign Tied to World Cup
Late last year I had the pleasure of interviewing Douglas Laird, VP of Marketing at QlikView, as a part of the Marketo User Summit...
Peak Email: Get Prepared for a New World of Customer Communications
I had dinner last week with a long time friend and colleague who is a passionate believer in the concept of "Peak Oil" and...
Leveraging the “Virtuous Cycle” to Drive Outsized Revenue Performance
Just this past week I heard an NPR/MarketWatch piece on how the nation's surprisingly robust retail sales data were causing economists to believe that...
Carpe Annum! This is the Moment to Drive Growth
As the economy finally starts to turn in a more positive direction, I find it interesting the different reactions I have heard from various...
Creating Opportunity Out of Turmoil
Fortune Magazine recently anointed its "Businessperson of the Year." The winner of this impressive accolade was Reed Hastings, the founder and CEO of Netflix....
Igniting Outsized Revenue Growth in 2011
Last week, I discussed the intensifying business imperative for growth, especially as companies large and small continue to grapple with the continuing aftermath of...
The 2011 Growth Imperative
Two Wall Street Journal articles from the past few days caught my eye because of their significance to what many believe is the single...
Do you need a Chief Revenue Officer?
In today's still-challenging economic environment, where growth is the number one priority for most companies, the strategy of Revenue Performance Management is gaining traction....
Lead to Revenue Management with Andre Pino of Forrester Research
I recently had a chance to sit down with Andre Pino, principal analyst for Forrester Research, to discuss lead to revenue management, a solution...