Q&A with Sangram Vajre, Co-founder & Chief Evangelist at Terminus

MEDIA 7 | January 9, 2020

Sangram Vajre, Co-Founder & Chief Evangelist at Terminus is also an author and host of the podcast FlipmyFunnel. He is one of the leading minds in B2B marketing.

MEDIA 7: What are you passionate about?
SANGRAM VAJRE:
Three things: Lead professionally. Grow personally. Love family.

M7: Terminus has been recognized as one of Georgia’s 40 fastest-growing companies by ACG Atlanta. What factors contribute to this pace?
SV: 
One of our core values is #OneTeam – which means we think and act as one team and know that if we treat our team right, they will treat our customers amazing. There are no great companies, only great people that make those companies.


"Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success."

M7: Terminus is the leader of the account-based movement. What according to you are the common mistakes marketers make with ABM?
SV:
 Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success. The marketers who make a few sales people wildly successful, join campaigns to help them win deals, win their hearts and minds.

M7: Could you tell us a little bit about your podcast Flipmyfunnel? How did that idea come about?
SV:
 I was already talking to customers and amazing people in the industry and every time I would walk away with the thought that wish I recorded that conversation. Well, I just started doing that which turned into a podcast series that has now over 500 episodes and continue to rate in the top 50 business podcast.


"Terminus can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with."

M7: What are some of the best indicators that a prospect is really engaged with your brand?
SV:
Visit to your website and the frequency of it. There are technologies like Terminus that can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with. This could become one of the most important indicators of early success for companies in 2020.


M7: What marketing channels do you use and which ones do you see as the most promising given your target customers?
SV:
It’s always the combination that works since everyone is different but the goal is to surround them with your message on their channels so when they are ready, they think of you.


"Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals."

M7: What aspects of ABM do you think might change in the future?
SV:
I believe ABM is B2B. Most companies are still focused on top of the funnel. Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals.


M7: What is your favorite quote?
SV:
Selling is essentially transfer of feelings – Zig Ziglar.

ABOUT TERMINUS

Terminus is the leader of the account-based movement and the crucial link that connects B2B marketing and sales teams with their ideal customers. The Terminus solution arms marketing teams with an account-centric platform that delivers the intelligence and automation needed to scale ABM and revolutionize the way B2B marketing is done. Hundreds of organizations worldwide, including Salesforce, GE, Verizon, 3M and CA Technologies, turn to Terminus to more effectively target, engage and grow their best-fit accounts. Terminus offers savvy marketers the technology and proven expertise to radically improve ABM strategies and campaigns, increasing ROI and producing exceptional results. For more information, visit Terminus.

More C-Suite on deck

Q&A with John A. Steinert, Chief Marketing Officer at TechTarget

MEDIA 7 | October 17, 2019

John A. Steinert, Chief Marketing Officer at TechTarget helps bring the power of purchase intent-driven marketing and sales services to technology companies. With a strong drive to help customers achieve their business objectives faster and bigger, John and his TechTarget team connects the information needs of enterprise tech buyers and the go-to-market efforts of solution providers, ensuring that everybody wins. MEDIA 7: What inspired you to get into marketing? JOHN STEINERT: That’s easy. Marketing inspired me to get into marketing. I’ve always loved great communicators and the formats used in communications. As a kid during some pretty tumultuous times in American history, I was surrounded by great political, guerilla, and yes even commercial communications. Speeches, hearings, demonstrations, TV, advertisements, even album covers and t-shirts made a strong impression on me. Obviously, with the rise of the internet, long-tail video channels and social media, things have blossomed to an even more amazing level. M7: How does TechTarget's Priority Engine™ support tech vendors to achieve their marketing and sales objectives? JS: By helping companies see and interpret real buyer needs and preferences, Priority Engine first provides a relevant, permissioned basis for a marketer to intercept a buyer’s journey and then it assists users in taking very specific influencing and engagement actions. Because Priority Engine provides the actual permissioned people doing buying research, it saves tons of resource that’s commonly wasted chasing prospects who don’t have a need and leads that are actually dead ends. And because Priority Engine shares the real needs and preferences of the actual buyers with both marketing and sales when they share the platform, it enables far better conversion at every step, from funnel, to pipeline, through to renewal.

Read More

Q&A with Tom O'Regan, CEO at Madison Logic

MEDIA 7 | September 5, 2019

Tom O'Regan, CEO at Madison Logic is a global leader in account based marketing. In this role, O’Regan leads all company initiatives with an emphasis on positioning ActivateABMTM as the only truly global account based marketing platform built for B2B marketers. Focused on driving Madison Logic momentum and enabling the Marketer to be the driving force for growth and change within the enterprise, O’Regan also sits on the Advisory Board of The Fiscal Times, both the Sales Executive Committee and B2B Operating Group at the IAB. MEDIA 7: If I were to say to a bunch of people who know you, ‘Give me three adjectives that best describe you’, what would I hear? TOM O'REGAN: Passionate, Optimistic, and Indefatigable M7: Ovum has named Madison Logic a “Leader” in the Ovum Market Radar: Account-Based Marketing report. What factors have led Madison Logic to emerge as a leader in ABM? TO'R: Ovum recognized the strength of our ABM platform in achieving predictable growth among the fastest growing B2B organizations globally. Specifically, the ability to leverage intent data to target the right accounts, measure ABM effectiveness, shorten sales cycles, and accelerate growth. The Ovum report also highlights Madison Logic's data gateway that allows CRM and MAP platforms to connect seamlessly including Salesforce, Marketo, and Oracle Eloqua.

Read More

Q&A with John A. Steinert, Chief Marketing Officer at TechTarget

MEDIA 7 | October 17, 2019

John A. Steinert, Chief Marketing Officer at TechTarget helps bring the power of purchase intent-driven marketing and sales services to technology companies. With a strong drive to help customers achieve their business objectives faster and bigger, John and his TechTarget team connects the information needs of enterprise tech buyers and the go-to-market efforts of solution providers, ensuring that everybody wins. MEDIA 7: What inspired you to get into marketing? JOHN STEINERT: That’s easy. Marketing inspired me to get into marketing. I’ve always loved great communicators and the formats used in communications. As a kid during some pretty tumultuous times in American history, I was surrounded by great political, guerilla, and yes even commercial communications. Speeches, hearings, demonstrations, TV, advertisements, even album covers and t-shirts made a strong impression on me. Obviously, with the rise of the internet, long-tail video channels and social media, things have blossomed to an even more amazing level. M7: How does TechTarget's Priority Engine™ support tech vendors to achieve their marketing and sales objectives? JS: By helping companies see and interpret real buyer needs and preferences, Priority Engine first provides a relevant, permissioned basis for a marketer to intercept a buyer’s journey and then it assists users in taking very specific influencing and engagement actions. Because Priority Engine provides the actual permissioned people doing buying research, it saves tons of resource that’s commonly wasted chasing prospects who don’t have a need and leads that are actually dead ends. And because Priority Engine shares the real needs and preferences of the actual buyers with both marketing and sales when they share the platform, it enables far better conversion at every step, from funnel, to pipeline, through to renewal.

Read More

Q&A with Tom O'Regan, CEO at Madison Logic

MEDIA 7 | September 5, 2019

Tom O'Regan, CEO at Madison Logic is a global leader in account based marketing. In this role, O’Regan leads all company initiatives with an emphasis on positioning ActivateABMTM as the only truly global account based marketing platform built for B2B marketers. Focused on driving Madison Logic momentum and enabling the Marketer to be the driving force for growth and change within the enterprise, O’Regan also sits on the Advisory Board of The Fiscal Times, both the Sales Executive Committee and B2B Operating Group at the IAB. MEDIA 7: If I were to say to a bunch of people who know you, ‘Give me three adjectives that best describe you’, what would I hear? TOM O'REGAN: Passionate, Optimistic, and Indefatigable M7: Ovum has named Madison Logic a “Leader” in the Ovum Market Radar: Account-Based Marketing report. What factors have led Madison Logic to emerge as a leader in ABM? TO'R: Ovum recognized the strength of our ABM platform in achieving predictable growth among the fastest growing B2B organizations globally. Specifically, the ability to leverage intent data to target the right accounts, measure ABM effectiveness, shorten sales cycles, and accelerate growth. The Ovum report also highlights Madison Logic's data gateway that allows CRM and MAP platforms to connect seamlessly including Salesforce, Marketo, and Oracle Eloqua.

Read More

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1NCE provides the world's most extensive NB-IoT coverage maps

1NCE | June 24, 2022

At Embedded World Nuremberg, 1NCE, the exclusive supplier of connectivity and software for IoT at a global flat charge, today announced a significant extension of its global IoT network coverage. As a result, the company now has one of the broadest NB-IoT coverage maps accessible at a single price globally, having doubled its Narrowband-IoT (NB-IoT) coverage footprint. Austria, Belgium, China, Croatia, Denmark, Finland, Germany, Great Britain, Greece, Hungary, Italy, Netherlands, Norway, Puerto Rico, Slovak Republic, Spain, Sweden, Taiwan, United States, and the U.S. Virgin Islands are now among the countries where 1NCE provides NB-IoT. Algeria, Andorra, Bahrain, Benin, Bolivia, Costa Rica, Cuba, Curacao, Gabon, Lebanon, Mauritius, Mozambique, New Caledonia, Suriname, Tajikistan, Togo, and Uruguay are just a few of the new locations accessible via 2G, 3G, and 4G. "The demand for cross-border availability of low power networks is increasing as more companies and cities realize the power that IoT-driven intelligence can have in creating a strong impact in their field. Network availability without the hassle of multiple vendors is critical for large scale, multinational IoT deployments in every industry," Ivo Rook, COO at 1NCE

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IOTech announces a major new release of Edge XRT, its software platform for time-critical OT systems

IOTech Systems | June 24, 2022

IOTech, the edge software company, has announced the general availability of Edge XRT v2.0. This is a major release of its open software platform designed for time-critical and embedded OT applications at the industrial IoT edge. Edge XRT 2.0 greatly simplifies the development of OT applications and enables faster time-to-market for new edge systems. It is hardware agnostic, independent of the silicon provider (Intel or ARM) and operating system. Users have complete deployment flexibility. They can deploy it as a native application, containerized and/or into a virtualized environment. With its small memory footprint and efficient use of computing resources, Edge XRT 2.0 is also suitable for microcontroller-based applications where CPU and memory resources are limited. This makes it ideal for use cases such as connected commercial or consumer electronic devices (e.g., refrigeration unit), medical device applications or automotive engine management systems. The product's open APIs make third-party application integration very easy. Major industrial OEMs and ISVs are leveraging the product's multi-vendor OT connectivity, cloud interoperability and high-performance, real-time edge processing capabilities to create a new generation of protocol-agnostic edge solutions. "As a configurable, embeddable, high-performance OT platform, Edge XRT 2.0 is unique, It provides a rich set of OT and IoT capabilities that our customers can easily use to create their own edge solutions. In most cases, this is through simple configuration without the need for lots of custom code." Andrew Foster, Product Director at IOTech The new release adds a number of important features including: OT connectivity: In addition the existing pluggable OT connectivity for Modbus, EtherNet/IP and EtherCAT, BACnet and OPC UA protocols, the platform now supports PROFINET, S7, GPS and BLE. For protocols that support device discovery such as OPC UA, BACnet and EtherNet/IP, devices can be discovered and then onboarded easily without any manual configuration. A new MQTT API allows Edge XRT clients to easily manage the lifecycle of connected device/sensors, support read/write OT data access, control device discovery and resource scheduling. When deployed on an Azure Sphere device, an Edge XRT application can now be dynamically configured and reconfigured via a Device Twin running on Azure IoT Hub. IOTech has made scalability and performance improvements to address customer demand for concurrent access to an increasing number of OT devices and their data. Edge XRT is designed for high-performance edge computing use cases, such as industrial control and real-time signal processing applications across a variety of vertical markets. These include factory automation, renewable energy, building management, retail and hospitality. It also enables integration between the real-time edge applications and higher-level enterprise IT, SCADA and cloud applications. About IOTech IOTech builds and deploys vendor neutral software platforms and tools to support the rapid development, deployment and management of applications at the IoT Edge helping drive IoT innovation, global market adoption, velocity and scale. The company's products address the full spectrum of secure hard and soft real-time edge computing needs, dramatically reducing time to market, development and system integration costs for its partners who are the supply chains to multiple vertical IoT market domains. IOTech leverages an open-source ecosystem to collaboratively improve time to market, develop global channel partnerships and achieve pervasive adoption of its software products.

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Fibocom and Aetina Join Forces to Bring 5G

Digi | June 23, 2022

Aetina Corporation, a developer of high-performance GPGPU and edge AI computing solutions, and Fibocom, a world leader in IoT (Internet of Things) wireless solutions and wireless communication modules, announced their partnership at Embedded World 2022. By integrating Fibocom's 5G R16-compliant module FM160-EAU with Aetina's AN810-XNX AI edge computing platform, the two companies want to enhance robots, UAV, industrial IoT, smart healthcare, and other applications. AIoT, or artificial intelligence and the internet of things, has created new opportunities for a day when people can make decisions more quickly and intelligently. AIoT's quick response times are the result of moving computational power to the edge. The world's top platform for high-performance and energy-efficient AI computing is Aetina AN810-XNX, which is based on NVIDIA Jetson Xavier NX. This edge computing platform fully supports M.2 devices with extension slots, which help developers rapidly and easily increase their systems' I/O connection and communication capabilities. While analyzing and learning from data with lightning-fast precision, 5G enables AIoT to get over the data-transmission barrier. Fibocom FM160-EAU is a high-performance 5G M.2 module that complies with 3GPP Release16 (R16) standards and supports NR Carrier Aggregation (CA), which improves the 5G user experience with lightning-fast speed, expanded coverage, higher throughput, and increased capacity. The FM160-EAU offers increased 5G R16 capabilities to the edge through integration with Aetina's AN810-XNX AI edge computing platform, enabling enterprises and industry to take advantage of intelligent and autonomous decision-making. Future collaboration between Fibocom and Aetina will focus on improving AI edge computing solutions built on the Nvidia Jetson AGX Orin platform with a high-performance 5G module that adheres to the most recent 3GPP standards. Fibocom and Aetina are dedicated to advancing the development of 5G AIoT in cooperation with industry partners. "Aetina has been building a wide and strong ecosystem network in global edge AI industry. This partnership with Fibocom benefits our clients with their growing demand of developing reliable AI platforms with real-time connectivity at the edge," said Austin Lin, Jetson Series Product Division Head, Aetina. "Our collaboration with Aetina reflects Fibocom's commitment to building out the AIoT world. By bringing 5G capacities to the edge, AIoT can deliver on the full promise of its potential, ushering in a new era of massive connectivity that will revolutionize how we live, work and play," Simon Tao, General Manager of MBB Product Management Dept., Fibocom

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1NCE provides the world's most extensive NB-IoT coverage maps

1NCE | June 24, 2022

At Embedded World Nuremberg, 1NCE, the exclusive supplier of connectivity and software for IoT at a global flat charge, today announced a significant extension of its global IoT network coverage. As a result, the company now has one of the broadest NB-IoT coverage maps accessible at a single price globally, having doubled its Narrowband-IoT (NB-IoT) coverage footprint. Austria, Belgium, China, Croatia, Denmark, Finland, Germany, Great Britain, Greece, Hungary, Italy, Netherlands, Norway, Puerto Rico, Slovak Republic, Spain, Sweden, Taiwan, United States, and the U.S. Virgin Islands are now among the countries where 1NCE provides NB-IoT. Algeria, Andorra, Bahrain, Benin, Bolivia, Costa Rica, Cuba, Curacao, Gabon, Lebanon, Mauritius, Mozambique, New Caledonia, Suriname, Tajikistan, Togo, and Uruguay are just a few of the new locations accessible via 2G, 3G, and 4G. "The demand for cross-border availability of low power networks is increasing as more companies and cities realize the power that IoT-driven intelligence can have in creating a strong impact in their field. Network availability without the hassle of multiple vendors is critical for large scale, multinational IoT deployments in every industry," Ivo Rook, COO at 1NCE

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ENTERPRISE IOT

IOTech announces a major new release of Edge XRT, its software platform for time-critical OT systems

IOTech Systems | June 24, 2022

IOTech, the edge software company, has announced the general availability of Edge XRT v2.0. This is a major release of its open software platform designed for time-critical and embedded OT applications at the industrial IoT edge. Edge XRT 2.0 greatly simplifies the development of OT applications and enables faster time-to-market for new edge systems. It is hardware agnostic, independent of the silicon provider (Intel or ARM) and operating system. Users have complete deployment flexibility. They can deploy it as a native application, containerized and/or into a virtualized environment. With its small memory footprint and efficient use of computing resources, Edge XRT 2.0 is also suitable for microcontroller-based applications where CPU and memory resources are limited. This makes it ideal for use cases such as connected commercial or consumer electronic devices (e.g., refrigeration unit), medical device applications or automotive engine management systems. The product's open APIs make third-party application integration very easy. Major industrial OEMs and ISVs are leveraging the product's multi-vendor OT connectivity, cloud interoperability and high-performance, real-time edge processing capabilities to create a new generation of protocol-agnostic edge solutions. "As a configurable, embeddable, high-performance OT platform, Edge XRT 2.0 is unique, It provides a rich set of OT and IoT capabilities that our customers can easily use to create their own edge solutions. In most cases, this is through simple configuration without the need for lots of custom code." Andrew Foster, Product Director at IOTech The new release adds a number of important features including: OT connectivity: In addition the existing pluggable OT connectivity for Modbus, EtherNet/IP and EtherCAT, BACnet and OPC UA protocols, the platform now supports PROFINET, S7, GPS and BLE. For protocols that support device discovery such as OPC UA, BACnet and EtherNet/IP, devices can be discovered and then onboarded easily without any manual configuration. A new MQTT API allows Edge XRT clients to easily manage the lifecycle of connected device/sensors, support read/write OT data access, control device discovery and resource scheduling. When deployed on an Azure Sphere device, an Edge XRT application can now be dynamically configured and reconfigured via a Device Twin running on Azure IoT Hub. IOTech has made scalability and performance improvements to address customer demand for concurrent access to an increasing number of OT devices and their data. Edge XRT is designed for high-performance edge computing use cases, such as industrial control and real-time signal processing applications across a variety of vertical markets. These include factory automation, renewable energy, building management, retail and hospitality. It also enables integration between the real-time edge applications and higher-level enterprise IT, SCADA and cloud applications. About IOTech IOTech builds and deploys vendor neutral software platforms and tools to support the rapid development, deployment and management of applications at the IoT Edge helping drive IoT innovation, global market adoption, velocity and scale. The company's products address the full spectrum of secure hard and soft real-time edge computing needs, dramatically reducing time to market, development and system integration costs for its partners who are the supply chains to multiple vertical IoT market domains. IOTech leverages an open-source ecosystem to collaboratively improve time to market, develop global channel partnerships and achieve pervasive adoption of its software products.

Read More

ENTERPRISE IOT

Fibocom and Aetina Join Forces to Bring 5G

Digi | June 23, 2022

Aetina Corporation, a developer of high-performance GPGPU and edge AI computing solutions, and Fibocom, a world leader in IoT (Internet of Things) wireless solutions and wireless communication modules, announced their partnership at Embedded World 2022. By integrating Fibocom's 5G R16-compliant module FM160-EAU with Aetina's AN810-XNX AI edge computing platform, the two companies want to enhance robots, UAV, industrial IoT, smart healthcare, and other applications. AIoT, or artificial intelligence and the internet of things, has created new opportunities for a day when people can make decisions more quickly and intelligently. AIoT's quick response times are the result of moving computational power to the edge. The world's top platform for high-performance and energy-efficient AI computing is Aetina AN810-XNX, which is based on NVIDIA Jetson Xavier NX. This edge computing platform fully supports M.2 devices with extension slots, which help developers rapidly and easily increase their systems' I/O connection and communication capabilities. While analyzing and learning from data with lightning-fast precision, 5G enables AIoT to get over the data-transmission barrier. Fibocom FM160-EAU is a high-performance 5G M.2 module that complies with 3GPP Release16 (R16) standards and supports NR Carrier Aggregation (CA), which improves the 5G user experience with lightning-fast speed, expanded coverage, higher throughput, and increased capacity. The FM160-EAU offers increased 5G R16 capabilities to the edge through integration with Aetina's AN810-XNX AI edge computing platform, enabling enterprises and industry to take advantage of intelligent and autonomous decision-making. Future collaboration between Fibocom and Aetina will focus on improving AI edge computing solutions built on the Nvidia Jetson AGX Orin platform with a high-performance 5G module that adheres to the most recent 3GPP standards. Fibocom and Aetina are dedicated to advancing the development of 5G AIoT in cooperation with industry partners. "Aetina has been building a wide and strong ecosystem network in global edge AI industry. This partnership with Fibocom benefits our clients with their growing demand of developing reliable AI platforms with real-time connectivity at the edge," said Austin Lin, Jetson Series Product Division Head, Aetina. "Our collaboration with Aetina reflects Fibocom's commitment to building out the AIoT world. By bringing 5G capacities to the edge, AIoT can deliver on the full promise of its potential, ushering in a new era of massive connectivity that will revolutionize how we live, work and play," Simon Tao, General Manager of MBB Product Management Dept., Fibocom

Read More

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Terminus

Terminus

Terminus is the leader of the account-based movement and the crucial link that connects B2B marketing and sales teams with their ideal customers. The Terminus solution arms marketing teams with an account-centric platform that delivers the intelligence and automation needed to scale ABM and revoluti...

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