Speakers: Andrea Brody | Matt Sharrers, SBI
Chief Marketing Officer demonstrates how she transformed a marketing organization to help her company achieve a successful exit strategy.

Joining us on the SBI Podcast is Andrea Brody, the Chief Marketing Officer for Bravo Solution, which has sinced merged with JAGGAER to create the world’s largest independent spend management company.

 

Andrea is one of the top B2B revenue generating marketers with a passion for building brands. Andrea has a great story to share about how she led her marketing team to help her company achieve a successful exit strategy.

 

Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to watch the video interview, click here.  

 

Segment 1: Creating a Successful Exit Strategy

 

Skip to minute 4:46 to listen to Andrea explain how she  assessed the marketing function at BravoSolution and put her team in a position to support the desired outcome:

 

“There were about twelve different managing directors that just built their own little business, so when the PE companies went to the websites there were twelve different looking websites. The messaging was inconsistent…”

 

Segment 2: The Importance of Annual Budget Planning

 

Skip to minute 21:18 to hear Andrea discuss the importance of interlock between sales and marketing:

 

“Marketing and sales are interlocked. And there is natural tension, of course. It’s collaborative. It’s interesting, because as a marketer you are a service to the sales organization. But you’re also trying to drive the business forward. The results that I’ve achieved at Bravo, I didn’t do on my own I couldn’t have done it without the trust and collaboration we had with sales...” 

 

 Segment 3: The Situation, The Opportunity, and The Result

 

Skip to minute 30:41 to listen to Andrea’s original assessment of the company, and how she prioritized what needed to be done :

 

 “The situation was the mandate was increase the evaluation of this company. The first thing was to rationalize the brand, the brand was very strong in one area, and not in others, so I needed to tap into that. The second thing was okay assess the team, and the strengths. It started, like I had mentioned, it was more field marketing, but needed to mature into a mature marketing organization. And the third thing was building trust with the sales org…” 

 

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ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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