The Revenue Room™, by H2K Labs

Heather talks with Jane Qin Medeiros, General Manager/EVP at Industry Dive and studioID. In this episode, Jane shares how these companies are combining niche audience data with cutting-edge content marketing to drive significant revenue growth. Jane is an executive advisory board member of H2K Labs' new C-suite network, Revenue Room™ Connect. Revenue Room™ Connect helps leaders in media, events, data/information and marketplace businesses fuel enterprise value by leveraging data, digital and AI.Here are some key takeaways:Understanding Your Audience: "The ability to understand not just who the audience is but also what they care about—and, just as importantly, what they don’t care about—allows us to deliver content that is both timely and impactful."Leveraging AI Wisely: "We don’t have to be first to market with every new technology, but we do want to ensure that any technology we adopt supports our core values of quality, credibility, and audience engagement."Proving ROI in Content Marketing: "By taking a holistic approach to ROI, we ensure that our content marketing efforts are not only effective but also clearly linked to the client’s broader business objectives."Interested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors?  We focus on turbo-charging enterprise value using data, digital, and AI.Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27, at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

8/28/24 • 34:02

Heather talks with Denise Medved, Chief Commercial Officer, Informa Markets North America. This episode explores Medved's extensive career in the B2B and B2C events industry, her current role at Informa, and the challenges and opportunities in leveraging data for revenue growth and business transformation in the events sector.Denise is an executive advisory board member of H2K Labs' new C-suite network, Revenue Room™ Connect. Revenue Room™ Connect helps leaders in media, events, data/information and marketplace businesses fuel enterprise value by leveraging data, digital and AI.Key points from the discussion:• Medved's diverse career path led her to her current role at Informa, where she focuses on creating consistency across multiple business units.• Informa Markets was created through several acquisitions, resulting in complex data environments and multiple instances of Salesforce CRM.• Medved's primary mission is to focus on sales excellence and enablement, maximizing efficiencies and optimizing revenue growth through data and technology.• The company standardized opportunity records in Salesforce across all business units, creating consistency in forecasting and reporting.• Informa is using talent assessment tools combined with performance data to ensure the right people are in the right sales roles.• The importance of understanding different data sources, definitions, and appetite for change when implementing new data-driven processes.• Medved emphasizes patience, empathy, and clear communication when driving organizational change and adopting new technologies.• The growing importance of data in driving business decisions and the excitement around CEOs embracing data-driven approaches.The discussion highlights the critical role of data in transforming B2B media and events businesses and demonstrates the challenges and opportunities of standardizing data practices across a large, complex organization. It underscores the importance of strategic data management, sales enablement, and change management in driving revenue growth and business value in the modern events industry.Interested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors?  We focus on turbo-charging enterprise value using data, digital, and AI.Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27, at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

7/30/24 • 36:11

Kate Spellman, Chief Commercial Officer at Questex, discusses the transformation of the B2B media industry and the importance of data and technology in driving revenue. She highlights the need for businesses to be data-driven and to focus on delivering a great customer experience. Kate also emphasizes the role of AI in value creation and the challenges of implementing AI in the industry. She shares how Questex uses data to empower its commercial team and drive better customer results. Kate is an executive advisory board member of Revenue Room™ Connect, H2K Labs' new professional network for CEOs and their revenue-critical C-Suite teams leading multi-sided business models such as media, data/information, and marketplaces. Kate is excited to join H2K Labs at our upcoming event, RevvedUP 2025, on February 25-27, 2025 in Sarasota, FL where we'll delve deeper into enhancing enterprise value through data, digitalization, and AI with C-Suite leaders.TakeawaysThe B2B media industry is undergoing transformation, and businesses need to be data-driven and focused on delivering a great customer experience.AI is playing a significant role in value creation, but implementing AI in the industry presents challenges.Data empowers the commercial team at Questex to drive better customer results and make informed decisions.Using AI tools like Gong can help with sales training and improve sales performance. Gong is a powerful tool for analyzing sales calls and improving sales strategies.SDRs can leverage data to identify prospects and personalize their outreach, making their role more exciting and compelling. Using data effectively can help businesses provide better value to customers and improve ROI.The rapid pace of technological change and data sprawl present challenges for the industry.The skills needed in the industry are evolving, and attracting the right talent is a challenge.Staying true to core values while adapting to industry changes is essential for success.Chapters00:00 Introduction and Background06:12 Overview of Questex's Business Lines08:54 The Transformation from CMO to Chief Commercial Officer11:43 The Impact of AI on the Industry13:51 The Importance of Being Data-Driven18:24 Private Equity and Value Creation20:17 Using Data to Empower the Commercial Team22:12 Driving Revenue with Data and Technology24:09 AI Tools for Sales Training and Performance25:26 Leveraging Data for Effective SDR Outreach26:28 Harnessing the Power of Gong for Sales Success28:11 Using Data to Provide Better Value to Customers33:07 Navigating the Challenges of Technological Change and Data Sprawl35:30 The Importance of Customer Success and Engagement36:04 Attracting and Retaining Talent in a Changing Industry38:08 Staying True to Core Values in a Changing Landscape CONNECTION POINTSPlease click here to learn more about Revenue Room Connect and if membership is right for you.To request an invitation to RevvedUP 2025, please click here.You can connect with Kate Spellman on LinkedIn. H2K Labs is a tech-enabled value creation specialist, the host of The Revenue Room™ Podcast, curator of Revenue Room™ Connect, and producer of RevvedUP 2025 We help media, data/information, and marketplace busineshttps://www.h2klabs.com

7/22/24 • 43:41

Welcome to The Revenue RoomTM, where we explore the critical roles that drive business growth and success. Hosted by industry expert Heather Holst-Knudsen, each episode explores the multifaceted world of revenue generation, from marketing and sales to customer success and strategic partnerships.In this episode, Heather sits down with Amy Roman, CEO of Amplify GTM, to discuss the intricacies of driving sustainable revenue growth in B2B environments. With her rich background spanning consumer packaged goods to IT-managed services, Amy brings a wealth of knowledge and actionable insights. Whether you're a business leader aiming to scale your organization, a sales professional seeking to enhance your skills, or simply someone interested in the dynamics of revenue generation, this discussion is filled with practical advice to help you align your teams and strategies for optimal performance.Heather and Amy discuss:Balancing Art and Science in Revenue Growth: Combining data utilization with gut instincts.Customer Pain Points and Challenges: Techniques for understanding and addressing customer pain points.Data Activation Challenges: Overcoming obstacles in understanding and actioning data for revenue growth.Aligning Roles and KPIs: Why you need to align critical roles with KPIs.Sales and Marketing Alignment: Addressing common misalignments between these departments.Customer Centricity: The role of customer success and service delivery based on organization size.The Role of a Chief Revenue Officer (CRO): Skills, experience, and responsibilities for success Maximizing Customer Spend: Importance of cross-selling and upselling within account management teams.Tune in to gain valuable perspectives and actionable tips that will empower you to unlock your company's full potential and stay ahead in the competitive market.Don't miss this episode if you are looking to refine your go-to-market strategy, enhance team alignment, and drive sustainable revenue growth. Subscribe to our channel on h2klabs.com for more insights and upcoming episodes.https://www.h2klabs.com

6/7/24 • 43:14

In the latest episode of the Revenue Room™ Podcast, we had the pleasure of hosting Thomas Bohn, President and COO of Advanced Home Improvement Media. Tom shared the company's fascinating growth trajectory, the inspiring company culture amidst accelerated change, and strategic plans to leverage digital solutions and data to diversify revenue streams and create unique customer value.Key Takeaways:Data and Analytics: The crucial role they play in driving business growth.Innovative Digital Solutions: Transforming the home improvement industry with cutting-edge technology.AI and Customer Experience: How Advanced Home Improvement Media utilizes AI and data to enhance customer interactions.Local Sales Team: The importance of having a strong, localized sales force and personalized customer interactions.Future Trends: Exploring pet-friendly home solutions and upcoming trends in the home improvement sector.Tom highlighted their innovative approach to connecting homeowners with top-notch contractors, home improvement service providers, and potential partnerships with lending institutions to streamline the financing process. He shared an exciting vision where users can upload photos of their kitchens, receive tagged product suggestions, and finance their projects seamlessly with the Home Mag Dream Card."Our mission is simple – to clear the path and facilitate a smooth, enjoyable customer experience. We don't sell leads; we sell facilitation and connection, sparking creativity and empowering homeowners on their renovation journeys."Become part of the conversation. Join The Revenue Room™ today. https://www.h2klabs.com

5/15/24 • 43:18

This podcast, hosted by Heather Holst-Knudsen, gathered leaders in the B2B media, events, and information industry to discuss the critical role of data in enhancing business value and navigating mergers and acquisitions. The conversation explored how the importance and use of data have evolved in recent years, particularly in the context of company valuations and M&A activities.Participants included  Kerry Gumas, CEO @ Metacomet Advisors, Reed Phillips, CEO @ Oaklins DaSilva+Phillips, Mark Zadell, Strategic Finance Executive, Thomas Pecht, Principal @ PMS Inc., and Tom Kemp, Chairman & CEO @ Northstar Travel Group. Key points from the discussion:• Data valuation has become a crucial pillar in M&A due diligence, with buyers now expecting more sophisticated data analytics and metrics.• There's a shift towards evaluating leading indicators like Customer Acquisition Cost, Net Revenue Retention, and Lifetime Value, beyond traditional lagging metrics.• The quality and organization of a company's data can significantly impact its attractiveness to buyers and overall valuation.• Native digital media businesses tend to be more attractive than those with a high percentage of legacy print revenue.• Performance marketing and first-party data are becoming increasingly valuable, especially with the phasing out of third-party cookies.• Diversification beyond traditional advertising models is advisable, with a focus on recurring revenue streams.• The M&A market is expected to improve in 2024, with more willingness from both buyers and sellers to close deals.• The quality of the asset, including its data infrastructure and management team, remains paramount in determining valuation.As the industry continues to evolve, businesses that effectively leverage their data, both for internal improvements and external monetization, are likely to see higher valuations and more successful M&A outcomes. The discussion emphasized that while market conditions play a role, the fundamental quality of a company's data infrastructure, revenue models, and management team remains crucial in determining its value and attractiveness to potential buyers or investors.Are you interested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors? We focus on turbo-charging enterprise value using data, digital, and AI.Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27 at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

12/13/23 • 50:53

Everyone is talking about RevOps, revenue intelligence, making more revenue happen with less, gaining pricing power, and data-driven sales empowerment. This requires organizational alignment, pipeline, process & product standardization, and culture change. And, of course, a single source of revenue truth data strategy.Guest Speakers:Denise Medved, Chief Commercial Officer of Informa Markets, North AmericaMatt York, CEO, The Channel Company (CRO of Foundry at the time of the recording)Key Topics Discussed:The importance of data-driven selling in B2B organizations 60% of B2B sales organizations will transition to data-driven selling by 2025Data-driven organizations are more profitable, attractive to investors, and have better customer healthRevenue as a business process Four components of the revenue framework: a. Revenue operating plan b. Aligning revenue-critical roles c. Aligning KPIs and outcomes d. StandardizationRevenue Kaizen: Continuous improvement in revenue operations The importance of starting small and scalingIdentifying who can adapt to changes and who may resistAligning revenue-critical roles Connecting marketing, sales, customer success, and product teamsCreating a customer-centric approachKPIs and outcomes for revenue-critical roles Importance of connecting all roles to revenue targetsUsing data to track and optimize performanceStandardization in revenue operations Importance of standardizing data, processes, and productsEnabling better comparison and decision-making across the organizationOperating principles for revenue excellence Leadership commitmentData-driven decision makingCustomer obsessionForecasting as a core competencyBuilding revenue capabilities Introducing the Revenue Capabilities WheelEmphasizing data fluency across the organizationThe importance of high-quality revenue Focus on retaining and growing existing customer basePreparing for future challenges and opportunitiesKey Takeaways:Data-driven selling is crucial for modern B2B organizationsRevenue excellence requires a holistic approach, involving all departmentsStandardization and data fluency are fundamental to improving revenue operationsContinuous improvement and adaptation are necessary for long-term successInterested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors?  We focus on turbo-charging enterprise value using data, digital, and AI. Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27 at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

10/25/23 • 52:08

Here are suggested show notes for this Bootcamp on developing a single source of truth (SSOT) in media and event organizations:Title: Developing a Single Source of Revenue Truth in Complex Data EnvironmentsKey Topics Covered:- Introduction to the concept of a single source of truth (SSOT) for revenue data- Value creation and tracking through SSOT implementation - Steps for developing SSOT tools and technology- Common pitfalls to avoid when implementing an SSOT strategy- Importance of "right data in, right data out" approachMain Points:1. Definition of SSOT: A centralized platform containing trustworthy, clean, and meaningful data from across the organization.2. Benefits of implementing an SSOT:   - Improved operational efficiency   - Increased revenues and customer retention   - Enhanced employee satisfaction   - Better cost predictability3. Key components of a successful SSOT strategy:   - Cross-functional team involvement   - Focus on quick wins and iterative implementation   - Clear communication across the organization   - Agreement on definitions and success metrics4. Technology considerations:   - Data warehouse   - Data extraction and cleansing tools   - Data access and management layer   - Visualization tools   - Predictive ML/AI capabilities5. Common pitfalls to avoid:   - Starting too big or trying to tackle everything at once   - Letting IT own the strategy instead of business leaders   - Disagreement on data definitions   - "Once and done" mentality6. Importance of aligning SSOT with stakeholder goals:   - Mapping data needs for investors, C-suite executives, and functional teams   - Prioritizing based on current business needs and urgency7. "Right data in, right data out" concept:   - Focus on meaningful, actionable data   - Avoid tracking everything, which can jeopardize long-term valuePresenters:- Heather Holst-Knudsen, CEO of H2K Labs- Chad Rose, CEO of InsightOut and Treehouse TechnologyKey Takeaway: Implementing a single source of truth for revenue data can drive significant value creation across media and event organizations, but requires careful planning, stakeholder alignment, and an iterative approach to be successful.Interested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors?  We focus on turbo-charging enterprise value using data, digital, and AI.Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27 at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

10/3/23 • 48:20

In this episode, Heather Holst-Knudsen, CEO of H2K Labs, and Chad Rose, CEO of InsightOut, dive deep into the world of predictive analytics for B2B media companies. They cut through the hype to explore realistic opportunities, potential pitfalls, and best practices for implementing predictive analytics to drive revenue growth and mitigate risks. Whether you're just starting your data journey or looking to refine your existing analytics strategy, this episode offers valuable insights and practical advice for leveraging the power of predictive analytics in your business.Key Topics Covered:1. Introduction to predictive analytics and its relevance for B2B media companies2. Unpacking the hype: Realistic expectations and opportunities 3. How predictive analytics can drive revenue growth and risk mitigation4. Use cases for predictive analytics in media and events businesses:   - Customer churn risk prediction   - Sales forecasting   - Content optimization   - Pricing optimization   - New revenue stream identification5. The process of implementing predictive analytics:   - Defining objectives and assembling the right team   - Data collection, preparation, and tool selection   - Model development, training, and validation   - Iterative improvement and scaling6. Common pitfalls and "landmines" to avoid7. The importance of data democratization and change managementKey Takeaways:- Predictive analytics can significantly improve decision-making, operational efficiency, and revenue growth- Start with small, focused projects to prove value before scaling- Data quality and quantity are crucial for successful predictive models- Proper communication and education are essential for adoption across the organization- Predictive analytics is an iterative process that requires ongoing refinementThe podcast emphasizes the importance of having a clear objective, assembling the right team, and focusing on data preparation before diving into advanced analytics. It also stresses the need for a cultural shift towards data-driven decision-making and the value of democratizing data access across the organization.Interested in joining Revenue Room™ Connect, the first C-Suite network for CEOs and their revenue-critical C-Suite teams in media, events, data/information, and marketplace sectors?  We focus on turbo-charging enterprise value using data, digital, and AI.Please click here to learn more about Revenue Room™ Connect and if membership is right for you.To request an invitation to RevvedUP 2025, February 25-27 at The Art Ovation Hotel, Sarasota, FL, please click here.https://www.h2klabs.com

10/3/23 • 49:14

In this episode of The Revenue Room,™ host Heather Holst-Knudsen and guest Chad Rose discuss the importance of automation for data-fueled revenue growth in the business information industry. They explain how starting small can help alleviate work from a team, build internal support and clear ROI thresholds. They also share their insights into data cleanup and quality, as well as strategies to measure success. Tune in now to learn more!https://www.h2klabs.com

6/22/23 • 35:42

Our podcast is designed for leaders who run two-sided business models and are seeking to monetize data while driving profitable growth. In each episode, we delve into the latest strategies and insights on using data to accelerate revenue, identify risks, establish a revenue center, and more within your business. Our goal is to assist you in creating a data-driven culture and driving a strategy for revenue growth. We cover everything from discovering new revenue streams to implementing data-driven practices within your organizationhttps://www.h2klabs.com

6/2/23 • 01:19