Ep03: Nick Panayi, CMO at Amelia (IPsoft Company)

NICK PANAYI

Nick is Chief Marketing Officer at Amelia, the world’s largest privately held AI software company and a leader in Conversational AI. Before joining Amelia as CMO in 2019, Nick was Vice President of Brand, Demand and Digital Marketing at DXC Technology (a $20B global IT Services leader, formed in 2017 after a merger of CSC and HPE Enterprise Services). In addition to DXC, Nick’s 20+ years of marketing experience in the technology industry includes a variety of marketing leadership roles with Hewlett Packard (previously Compaq Corp) and Avaya. Nick was named to the list of “Top 25 Digital Marketers” by BtoB Magazine and his marketing teams have won multiple awards and distinctions by Sirius Decisions, ITSMA and other marketing analyst firms in recent years. He holds a Bachelors in Marketing and an MBA in Management. Nick lives in Northern Virginia

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SUMMARY

The job of marketers is to harness data for knowledge, and knowledge is power.
In this episode of Datavana, we learn from Nick Panayi, CMO of IPsoft Company, take on data, and his answers to questions like:
Why do Sales Accepted Leads give him nightmares?
Why with data lakes and data rivers is it so hard to have a 360-degree view of the customer?
Why is a Chief Data Officer integral to a business?
And finally, why does people misunderstanding, and misusing data horrify him?

TIMESTAMPS

[00:48] Nick’s alternate Career choice if he wasn’t a Marketing Leader
[02:08] Nick’s thoughts on working remotely
[04:28] The one thing to eliminate from the world of Go-to-market
[06:40] Why doesn’t Sales automatically accept leads that are deemed ready by leaders?
[08:12] Should Sales take complete ownership of Leads from a Marketing Nurture?
[09:52] At what stage is a Lead considered to be “Sales-accepted”?
[11:16] If a Lead is considered ready for Sales, is an additional step required to validate it?
[13:00] How is data important for Lead Qualification?
[14:55] What “Data Nirvana” means to Nick
[17:14] Who owns the Data?
[19:38] Having a single view for Data that can be assigned to Business Ops
[22:18] Having structured, orchestrated Data to drive Business Decisions
[24:23] Nick’s Data Horror Stories
[28:00] Nick’s recommendations on Integrating Data from companies
[29:40] Creating and leveraging processes for Go-to-market
[30:59] Backing decisions with Data, and staying ahead of the Competition
[32:10] Nick’s advice to other Senior Executives
[33:59] The importance of Data and having the infrastructure for it