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021: Software Engineering Concepts for Business People, Facing Impostor Syndrome with Jason Lestina

Outcome Studio Podcast - Marketing & B2B Technology Talk

Release Date: 06/17/2019

031: Aligning Stakeholders Upfront for More Engaging Marketing Content with Eric Eicher and Bryan Kryder show art 031: Aligning Stakeholders Upfront for More Engaging Marketing Content with Eric Eicher and Bryan Kryder

Outcome Studio Podcast - Marketing & B2B Technology Talk

Eric Eicher and Bryan Kryder are co-founders of RightHand, a marketing agency based in Indianapolis. I wanted them to share their process for actively aligning stakeholders, such as executives, marketing teams, and sales leaders, to achieve common language and goals before doing marketing execution. This saves teams time and gets better engagement from buyers. They learned this framework after years of making videos and campaigns that didn't "work" because strategy, messaging, and goals were misaligned.

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030: Enabling IT Channel Partner Success and Revenue with Good Marketing Execution with Brent Patrick show art 030: Enabling IT Channel Partner Success and Revenue with Good Marketing Execution with Brent Patrick

Outcome Studio Podcast - Marketing & B2B Technology Talk

Brent Patrick is Senior Marketing Manager at Scale Computing. He's responsible for Channel Marketing and Marketing Ops. This includes sales handoff and sourcing leads for the Account Development reps. In Episode 030, we discuss how agile marketing in 2020 has allowed their partners to increase revenue during a tough economic climate. Brent's holds certs in Pardot and the SiriusDecisions B2B Marketing. Certs help him think outside the IT industry, enabling good marketing execution with speed and confidence.

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029: (Part 2 of 2) Why Technical Aptitude Sets You Apart in IT Sales, the Human Impact of Tech with Jasmine Morris show art 029: (Part 2 of 2) Why Technical Aptitude Sets You Apart in IT Sales, the Human Impact of Tech with Jasmine Morris

Outcome Studio Podcast - Marketing & B2B Technology Talk

Jasmine Morris and I had blast in Part 2 talking about selling IT solutions to customers in 2020, especially when many sellers have had to execute from 100% inside and marketers have been 100% digital. Jasmine highlights how she doubled down on existing customers by helping them think about their future-state (which has been accelerated in 2020). We also touch on how getting technical certifications has helped Jasmine's confidence and ability to be a holistic seller (Tech, Business, and Human).

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028: (Part 1 of 2) Working in IT Sales while Black, How Inclusive Teams Get Better Results with Jasmine Morris show art 028: (Part 1 of 2) Working in IT Sales while Black, How Inclusive Teams Get Better Results with Jasmine Morris

Outcome Studio Podcast - Marketing & B2B Technology Talk

Jasmine Morris is an Account Manager at CBTS, selling IT solutions to small and medium-sized businesses in Indiana. She's also the Creative Director at Indy Black Millenials, and she's getting her MBA in Information Technology and has worked on a handful of sales engineering certifications.

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027: Salespeople as Content Creators, Selling 100% Through the IT Channel with Zach Broome at Procurri show art 027: Salespeople as Content Creators, Selling 100% Through the IT Channel with Zach Broome at Procurri

Outcome Studio Podcast - Marketing & B2B Technology Talk

Zach Broome is a Channel Partner at Procurri. He's produced over 30 videos on his "Procurri Zach" YouTube channel. Zach has been in channel sales focused on the IT data center for almost six years. For the past two years he's found that making video content as a salesperson keeps his relationships strong during long deal cycles. If you work in sales or marketing at a VAR, MSP, Solution Provider you'll enjoy this episode. Zach's role at Procurri helps VARs sell more net-new infrastructure deals.

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026: Mindset Discussion with Mentor Casey Patrick O'Connor show art 026: Mindset Discussion with Mentor Casey Patrick O'Connor

Outcome Studio Podcast - Marketing & B2B Technology Talk

Casey Patrick O’Connor is the Owner of CanDoCanTeach.com.

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025: When to Use Podcasting & Events to Build Impactful Relationships with Aaron Watson show art 025: When to Use Podcasting & Events to Build Impactful Relationships with Aaron Watson

Outcome Studio Podcast - Marketing & B2B Technology Talk

When do I use podcasting or branded events to get ROI versus make relationships? How do I use LinkedIn to distribute my media if I'm in a B2B business model? Who is best for starting a podcast? Should I be doing video, events, or podcast? What's the strategy for sourcing podcasts guests? Aaron Watson, CEO of Piper Creative, host of the Going Deep with Aaron podcast, and creator the Going Deep Summit discusses all this and more with us on Outcome Studio Podcast episode 025.

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024: Being the Best You, Finding a Mentor, and Growing Confidence with Seth Thompson and Kyle Steele show art 024: Being the Best You, Finding a Mentor, and Growing Confidence with Seth Thompson and Kyle Steele

Outcome Studio Podcast - Marketing & B2B Technology Talk

This episode highlights that being a fearless professional can be easier with a confidant or mentor.

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023: How IT Solution Providers Use Marketing Content to Speed Up Sales Cycles show art 023: How IT Solution Providers Use Marketing Content to Speed Up Sales Cycles

Outcome Studio Podcast - Marketing & B2B Technology Talk

Why is it important for IT solution providers and manufacturers to invest in content, even if it's a core piece of content once a quarter? In the world of IT, solution providers have access to partner portals with great content, however...

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022: 4 Part Formula for the IT Channel to Drive Better Buyer Attendance - Tips for List Building, Email, Phone, and Social show art 022: 4 Part Formula for the IT Channel to Drive Better Buyer Attendance - Tips for List Building, Email, Phone, and Social

Outcome Studio Podcast - Marketing & B2B Technology Talk

There are 4 main parts to a successful outbound campaign: List Optimization, Email, Phone, and Social Media. This episode 022 with Blake Johnston, CEO at OutboundView, is less focused on messaging and more focused on reducing friction within the tools to help us have conversations. There is a category of technology called "Sales Acceleration" tools that the IT Channel needs to understand. They can transform ability to connect with buyers to drive attendance to events, webinars, and other content.

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More Episodes

Jason Lestina is a marketer turned software engineer. On episode 021 he walks us through the fundamental concepts in software engineering that sales and marketers need to understand when selling at a software company. We discuss Customer Success and development, agile, product management, and what tools developers use like GitHub and Automation. We hit on Jason's background. We discuss how working in Retail management and computer graphics early in his career moved him into IT Marketing, which then spring-boarded his into doing a code academy in software engineering. Finally, we hit on impostor syndrome for new software developers and how to overcome that.

  • 09:00 - He talks to us about how his background in Retail management, American Sign Language, and computer graphics moved him into IT Marketing, which then spring-boarded his into doing a code academy in software engineering.
  • 15:00 - How does a marketing background help him as a software developer? Sales sometimes has a bad reputation among technical people, but technical people NEED marketers and sales people to generate awareness on the products.
  • 17:30 - Many engineers get tunnel vision on the work in front of them and not the end user experience on the back side of a software deployment. Jason is constantly balancing the engineering bias to be product-first, versus the business bias of being user-first. Both are important.
  • 19:00 - What is engineering day-to-day like? We hit on company sizes, ranging from start-up, to mid-sized, to global enterprise size as a software developer impacting software product and soliciting feedback. We hit on basic definitions for Agile, sprints, and how developers go about getting feedback from Customer Success and Product Management to make changes.
  • 26:00 - Defining user stories and sprints for developers to scope and backlog work. We hit on how the juggle the work to be done. To manage workload, developers don't time-box work in agile. Rather, they think about it in terms of complexity. Different user stories have different complexities so their weighted differently.
  • 30:00 - How does Product and Project Management fit in? How many dollars will this project cost? What do we sacrifice to get things done in different dates?
  • 31:30 - What is DevOps, as well as CI/CD Continuous Integration and Continuous Improvement? How do we manage uptime and production? And, what sort of tools and software does development use? Jason says, "If you can't get your code in front of customers, you can't determine if it's solving problems, so we have to ship code faster and iterate". YET, developers biggest fear is releasing software that is broken or full of security vulnerabilities.
  • 34:00 - Bigger companies have specific deployment methods, like "gating" which is deploying a small test so only a few users see it, versus the entire customer base. Developer deployment teams can quickly turn-on and turn-off to allow for a focused test group.
  • 36:00 - Main Tools Developers use: GitHub biggest thing in tool kit to work on features in safe environment. TeamCity/ NightWatch for automated testing, so the concept of QA Engineers are going away. Software engineers are expected to be their own QA testers with the automation software. They have tools that allows a developer to simulate opening a browser, clicking through the app, and running fully automated tests on code.
  • 39:00 - What is a Code Bootcamp and how did it get Jason job-ready? He says there was big financial risk in-terms of the $15k investment for a 12-week program. Dealing with impostor syndrome in software development. Technology industry is booming, and trends for certain jobs showing it's growing and it's a good time to learn.
  • 46:30 - What are the 12-weeks in a code bootcamp like and what is the output of the program (final projects, recruiting process with a graduate's new skills)? Jason walks us through.
  • 48:30 - What is the difference between front-end code and back-end code? Back-end is data-later, like when you hit "save" that's making a post to some database or table. Front-end retrieves user data off the back-end.
  • 51:00 - Discussing the emotional side of impostor syndrome for new software developers. Especially in technology, once you start learning you think you're good, but the more you advance the more you realize how much you don't actually know. It's so vast and complex.
  • 56:00 - Being okay with failure.
  • 1:00:00 - Closing remarks.