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

Company: Chemical
Location: Houston, Texas
Posted On: 04/25/2024

Q&A with Sangram Vajre, Co-founder & Chief Evangelist at TerminusJanuary 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 TERMINUSTerminus 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 .Amy Barzdukas, EVP and Chief Marketing Officer at Poly is a -marketing and communications leader with extensive experience in setting strategy, shifting perceptions, advising customers, digital marketing, revenue marketing, integrated marketing communications, and public relations in highly competitive product arenas.Amy is known for her ability to create and execute winning turnarounds on a global scale.MEDIA 7: What inspired you to get into marketing?AMY BARZDUKAS: I was always destined for marketing, even if I didn't know it. As a child, I collected promotional brochures. I was fascinated by how the words and pictures were used to drive action. My first job was as an advertising copywriter, and I've never looked back.M7: How is Poly redefining the video conferencing experience for modern businesses?AB: -We're in an unprecedented time of change in our industry. Voice and video services are moving to the cloud, and companies are changing how they approach their communications needs. Poly is the largest provider of the devices - video conferencing, audio conferencing, headphones and desk phones - you use to connect to these services so you can collaborate with your colleagues. That uniquely positions us to shape the video conferencing experience, and we're doing so in four ways.First, Poly has made both the Zoom Rooms and the Microsoft Teams video conferencing experience better than ever with our radically simple Poly Studio X video bars that deliver these experiences with no PC or Mac required. We've got decades of experience in understanding what makes meetings more human - for everyone in the room and those dialing in from other locations - and we've packed all of that into easy-to-install, easy-to-manage, and easy-to-use all-in-one powerhouses.Second, we are bringing the world of AV and video conferencing into the modern app economy. Our Studio X series and Poly G7500 video conferencing devices run a common platform that can be updated and enhanced through a series of regular software updates. This Poly platform, built on Android, can run applications like a smartphone does today.Third, Poly has introduced innovation that makes any video conference better. Our new Poly MeetingAI features use AI and machine learning to address the distractions that hit your senses in a meeting. We make it easier to hear what's being said by blocking out the annoying noises that people make while talking, and we make it easier to see what's going on in the room with the most advanced speaker tracking and framing, and our built-in production rules.Finally, we are pricing our solutions in a way that completely resets the calculations on what it costs to outfit a room. The Studio X30, for huddle room and smaller spaces, costs just about $2,100, including the Poly TC8 touch controller. All you add is the cloud service and a monitor, and you have a room up and running for under $2,500. That's easily under the cost of other solutions and with better audio and video quality.Andrea Lechner-Becker, Chief Marketing Officer at LeadMD is an experienced Marketing and Sales Executive with a demonstrated history of working in the marketing and advertising industry.Skilled in Business Process, Marketo, Sales, Customer Relationship Management (CRM), and IT Service Management, Andrea is also a strong business development professional and a storyteller.MEDIA 7: -What inspired you to get into marketing?ANDREA LECHNER: -Frankly, not having better options. I originally attended the University of Wisconsin-La Crosse thinking I'd major in Archaeology. I wanted to be Indiana Jones! But, after visiting the archaeology building - i.e. the cold, dark basement of the science building - where a girl sat to piece together pieces of an old Native American vase, I knew archaeology was not going to be the right path for me. And so, without being good at science and a major in art or art history was unlikely to pay my bills, I decided to go into "business". I originally registered as a management major, but took my first marketing class and thought it was more interesting and switched my sophomore year. That was pretty much it. I'd never been involved in business classes or DECA in high school - I didn't really know what to do or what jobs in marketing were even possible. I dumb lucked myself into it really.M7: As a storyteller, do you relate the brand to a story or story to the brand?AL: Both? Neither? I think there are stories in every brand, because there are people working on the brand and people engaging with the brand and people using what the brand creates. People, most often a single person, are at the heart of great stories.You can start with the "point" of the story you're trying to tell. Say you have a software that help accountants better create reports for board meetings. It's likely you'll want to tell a success story about an accountant getting promoted to CFO in part because your software helped better communicate their work product to the board. You could have the idea for that and go looking for that story in your customers. OR, you could hear that story, and say, "That's amazing!" and share it with customers, partners and internal people. Stories are all around us - the most important thing is to keep your ears and eyes open for finding them.Jeanne Hopkins, CMO at Lola.com has -profound expertise in data-driven, high-velocity customer acquisition and marketing organizations and inbound-based lead gen programs to support global demand for high-growth SaaS companies.Jeanne is also -the co-author of "Go Mobile"?, the #1 best-selling mobile marketing book. She has been named to Sales Lead Management Association "Top 50"? 3 years in a row and "20 Women to Watch" in 2015/14/13 & 2011.MEDIA 7: What inspired you to get into marketing?JEANNE HOPKINS: -After graduation, I took my first job in the accounting department at Baystate Medical Center. At my annual review, I was told that I was too "noisy" for an accounting department. I went on to work at Milton Bradley Company's in-house advertising agency, MB Communications, as editor of their in-house newspaper, and later recruited to LEGO Systems to do marketing programs. I found myself at a self-funded start-up tech company in 2000, where I was running an inside sales team and building digital properties to generate leads. I moved into software, digital marketing, and lead generation at companies like MarketingSherpa, then HubSpot, SmartBear, Ipswitch (now Progress Software) - it's all been a fantastic journey.M7: How is agile technology transforming corporate travel around the globe?JH: Small and mid-sized businesses have to be fast and efficient amidst growth, and booking, re-booking, and managing business travel can seriously impede efficiency and productivity. Finance teams are trying to manage, control, and get visibility into expenditures. Travelers are trying to do their jobs and don't have time for expense reports. And travel arrangers (executive assistants and office admins) have plenty on their plates. Finally, there are tools that are addressing these direct needs at small and mid-sized businesses. Consumers have had the ease of booking travel through sites like Kayak and big businesses can afford the services and fees associated with high-end travel agencies. But the middle segment has been left out. Now, agile tools like Lola.com are making it really easy for corporate travelers to book, re-book, and take the task of expense reports off the table. And finance teams are able to set up travel policies in minutes, and easily manage, control, and get visibility into expenditures. The corporate travel market is huge, and agile technology is making it much easier for travelers and companies all-around.LyondellBasell (LYB), a global leader in the chemical industry, is proud to announce the release of a cross-linkable, all-in-one flame-retardant compound, Petrothene T3XL7420, which is expected to deliver considerable cost savings while streamlining manufacturing processes. This new product offering also improves the quality of end products for wire producers in the automotive and appliance industries. Based on customer demand and industry need, LyondellBasell designed this innovative compound to address the need to optimize production line speeds and enhance manufacturing efficiency.Petrothene T3XL7420, is specifically formulated for use in Society of Automotive Engineers (SAE) primary wire applications, International Organization for Standardization (ISO) thin wall applications, and Underwriters Laboratories (UL) and Canadian Standards Association (CSA) appliance wire. Petrothene T3XL7420 offers several benefits that make it an attractive option for wire producers, including enhanced cure kinetics, increased stiffness for easier small gauge wire assembly and better barrier performance compared to other Petrothene XL."Developing innovative solutions to address the ever-evolving needs of our customers is an important aspect of how we operate and continue to grow our market share," said Palmer Giddings, vice president Polyolefins at LyondellBasell. "Providing cost effective and efficient solutions that are UL and CSA certified, gives us a market advantage for this one-of-a-kind solution."Petrothene T3XL7420 has undergone rigorous testing and certification processes to ensure its quality and reliability. With this latest development, LyondellBasell reinforces its position as a leading provider of innovative solutions for the wire and cable industry and expects this compound to become the product of choice for a wide range of automotive and appliance wiring applications.About LyondellBasellWe are LyondellBasell - a leader in the global chemical industry creating solutions for everyday sustainable living. Through advanced technology and focused investments, we are enabling a circular and low carbon economy. Across all we do, we aim to unlock value for our customers, investors and society. As one of the world's largest producers of polymers and a leader in polyolefin technologies, we develop, manufacture and market high-quality and innovative products for applications ranging from sustainable transportation and food safety to clean water and quality healthcare.Lummus Technology, a global provider of process technologies and value-driven energy solutions, announced a major investment in Resynergi, a pioneering leader in plastic recycling technology, to scale production of Resynergi's modular Continuous Microwave Assisted Pyrolysis (CMAP) technology. CMAP converts plastic waste into reusable materials at a rate 20 times faster than traditional pyrolysis methods. Lummus' President and Chief Executive Officer, Leon de Bruyn, will also join Resynergi's board of directors."Lummus' is not only investing in Resynergi, we are partnering with true innovators to develop and scale sustainable solutions that advance the circular economy," said Leon de Bruyn, President and Chief Executive Officer of Lummus Technology. "Combining our global licensing expertise with Resynergi's proven CMAP technology will help us accelerate the conversion of plastic waste into high-quality, reusable material. I also look forward to collaborating with Resynergi's team and the board of directors to help reduce the carbon footprint of conventional plastics production and meet the growing demand for recycled plastics.""The investment from Lummus, along with their global licensing expertise, will allow us to scale our innovative recycling technology and collectively reduce our dependence on fossil fuels by addressing plastic waste and accelerate plastic circularity," said Resynergi Chief Executive Officer Brian Bauer.With an estimated 70% growth in plastic waste by 2050, Resynergi's modular CMAP technology is positioned to scale waste conversion creating positive social and environmental impact.Key Resynergi CMAP Technology HighlightsModular Design - allows for rapid deployment and scalability, making advanced recycling more affordable and versatile.Compact Footprint - 10X smaller reactor footprint and system-on-a-skid design eliminates local waste management and municipality's typical square footage requirements for a "recycling plant."Rapid Time to Value - Modules scale horizontally, allowing deployment and start up in weeks, rather than years.Faster Conversion - Harnessing microwave energy, plastic molecules are broken down 100X faster than traditional pyrolysis reactors.High Quality Output - Oil products that meet standards set by refinery partners for chemical recycling.Clean Energy Efficiency and Environmentally Friendly Process - CMAP generates clean products with up to 68% CO2e reduction.About Lummus TechnologyLummus Technology is the global leader in developing technology solutions that make modern life possible and focus on a more sustainable, low carbon future. We license process technologies in clean fuels, renewables, petrochemicals, polymers, gas processing and supply lifecycle services, catalysts, proprietary equipment and digitalization to customers worldwide.About ResynergiResynergi, headquartered in Rohnert Park, CA, is an advanced recycling technology company accelerating plastic circularity to protect human health and the environment. Its innovative, scalable and environmentally efficient Continuous Microwave Assisted Pyrolysis (CMAP) technology reduces fossil-based resource dependency by converting plastic into its molecular building blocks to be used to create new materials. Resynergi works with recycling organizations to secure used and hard-to-recycle plastics, effectively diverting millions of pounds of plastic from landfills and oceans. Its proprietary process creates clean, liquid hydrocarbons serving as feedstock for the synthesis of new plastics.Chemify and Prepaire Labs announced to expand their partnership with an additional program to tackle the ongoing Opioid crisis and develop a novel class of digitally discovered non-addictive Opioids as pain modulators, as well as drugs tackling Opioid addiction directly by combining Chemify's breakthrough programmable chemistry platform with Prepaire's integrated novel open collaboration drug discovery platform. The project, named Toxifree, comes in response to the FDA's Center for Drug Evaluation and Research (CDER) requesting drugmakers and researchers to develop treatments for stimulant use disorder, hoping to address a major gap in the addiction crisis response.After a successful initial partnership, Chemify and Prepaire are now aiming to leverage Chemify's Chemputation technology which enables the automated and integrated design, discovery, and synthesis of complex molecules on demand using a chemical programming language and Prepaire's advanced open-architecture drug development platform.Under the terms of this partnership, Chemify will design and discover novel compounds to identify Opioid-derived hits and develop them further into candidates. Chemify will receive at least USD $30 million in payments and pre-negotiated, success-driven clinical and regulatory milestones for each developed molecule, as well as single digit royalties on any resulting products.Lee Cronin, Chemify's Founder and CEO and Regius Professor of Chemistry at the University of Glasgow has extensive experience leading research efforts to develop solutions for the opioid crisis. Cronin lead a team that won several NIH-prize challenges including winning the grand runner up prize for the design, discovery and automated synthesis of next generation, safer and non-addictive drug-candidates to help address the opioid crisis."We are extremely excited to combine Chemify's technology for molecular design, discovery and synthesis with the integrated Prepaire platform to expand our collaboration and create a fully integrated, digitally driven drug discovery approach. With this partnership we are breaking ground on a new pain modulation discovery program that aims to tackle the global need for better and non-addictive pain medication. With our unique design approach guided by Chemputation, we are utilizing an evolutionary approach to discovering novel compounds to solve this devastating and critical healthcare need," said Professor Lee Cronin, Chemify's Founder and CEO."Our partnership with Chemify allows our discovery platform to integrate directly with Chemify's chemical space exploration approach, enabling us to access novel chemical matter that would have otherwise been inaccessible. As we progress our collaboration, we are aiming to build an integrated approach that can be used for many more indications beyond novel pain modulators. There aren't any approved treatments to help address addiction to opioids, whose use has surged in recent years. The purpose of this FDA guidance is to assist in the clinical trial designs for the development of novel drugs to support indications for treatment of moderate to severe cocaine use disorder, treatment of moderate to severe methamphetamine use disorder, or treatment of moderate to severe prescription stimulant use disorder," said Dr Vicent Ribas, Prepaire's Co-Founder.About ChemputationDigital chemistry applies principles of computation to chemistry for programable chemistry and Chemify has developed the underpinning infrastructure to make this possible for chemical discovery and synthesis. Like a computer program, digital chemistry programs can automatically run chemical experiments, make new molecules, and ensure that complex chemical recipes are always accessible and perfectly reproducible. Chemical programs are precise pieces of code that allow fully transparent and reliable operation allowing the implementation of AI and other techniques with full audit and safety.About ChemifyBased in Glasgow, Chemify is a pioneering company digitizing chemistry to provide world-leading pharmaceutical, biotechnology, and industrial partners access to an exponentially growing space of novel molecules and materials. By leveraging decades of chemistry experience, hardware robotics, and artificial intelligence, Chemify's Chemputation technology enables companies to access an end-to-end workflow for drug discovery, molecule synthesis, and materials discovery. Chemify was founded by CEO Lee Cronin based on conceptual advancements from Cronin's Digital Chemistry Laboratory at the University of Glasgow in Scotland. By building the infrastructure to digitize chemistry, Chemify is reimagining chemical research, discovery and manufacturing to benefit all of humanity by accelerating advances across chemistry with a focus on medicine and functional materials.About Prepaire LabsPrepaire Labs is a pioneering healthcare technology company focused on revolutionizing drug discovery and precision medicine. Through the integration of deep learning and biology, Prepaire Labs builds predictive models grounded in genetic, phenotypic, and clinical data. These models form a view to the underlying architecture and biology of diseases. Prepaire Labs utilizes patient-derived induced pluripotent stem cells (iPSCs), genome editing, high-content cellular phenotyping, and machine learning to create in vitro disease models that optimize genetics, cell-type, environment, and multidimensional data collection for increased predictability of human clinical outcomes. A state-of-the-art BSL3 lab is opening in May 2024, located at Masdar City, Abu Dhabi, UAE.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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