Pivoting B2B Field Marketing to drive revenue with Anish Thambi

In this episode, Sunil speaks to Anish, the Director Field Marketing at Automation Anywhere, about the evolution of field marketing and how can SaaS companies can drive revenue.

Before taking up the role of the Director Field Marketing at Automation Anywhere, Anish handled field marketing for companies like Pluralsight and Akamai Technologies for over 13 years.

In this episode, Sunil and Anish discuss how the pandemic has shaped the evolution of field marketing and what strategies SaaS companies can leverage to drive revenue using this channel.

Key takeaways:

• Although the way field marketers communicate with prospects has transformed from physical to digital, at its core, the basics remain the same. The aim should be to educate prospects.

• Showcasing customer stories and how they solved a particular problem is a very effective way of generating leads.

• Marketing is infotainment. If you can produce entertaining content and mix it with your brand values, you can get your prospect’s attention. Try to focus on providing value and being empathetic.

• Field marketers need to develop video skills and become infotainers. It’s the new normal. They should start investing time in learning it!