MarTech Interview with Stefanie Nastou, VP of Marketing at TeamViewer

MarTech Interview with Stefanie Nastou, VP of Marketing at TeamViewer

Kindly temporary us about your self and your function because the Vice President of Marketing at TeamViewer.
I began out on the company aspect of the enterprise earlier than I moved to the shopper aspect and have been a advertising government for big B2B and B2C software program firms that embrace Oracle, OpenText and Amdocs. I’ve constructed and managed groups that embrace enterprise improvement, model, public relations, digital advertising and subject advertising. I’m keen about advertising and the way it’s advanced over time as a direct income engine that has morphed extra right into a gross sales perform since 80% of the shopping for choice is made on-line earlier than anybody even speaks to a gross sales rep. This is why working alongside the gross sales group is important to delivering outcomes.
I joined TeamViewer a few 12 months in the past to assist construct a requirement era engine throughout a number of buyer segments that features SMB and Enterprise. TeamViewer is the market chief for distant connectivity software program, with 625,000 subscribers, put in in 2.5 billion units around the globe and our options are decreasing carbon emissions globally. Additionally, TeamViewer is driving digital transformation with augmented actuality options that assist digitalize workflows and ship productiveness and effectivity with the world’s frontline workforce.
As a seasoned government within the B2B software program area, what are the important thing alternatives you’ve noticed for girls in management roles? How have these alternatives advanced over time?
The advertising perform has all the time included a big proportion of females, the distinction now could be that there’s elevated illustration of ladies and a rising significance of gender variety in management positions. Many organizations at this time are actively searching for out ladies for management positions and providing management improvement applications particularly tailor-made to ladies. These applications present mentorship and management talent constructing to assist improve a ladies’s alternative for a management place. There can also be a really huge push at this time to make sure gender variety on firm boards, in truth nearly each Fortune 5000 firm has a KPI that represents a gender variety proportion that they’re goaled on.
Women have been extra empowered and are trailblazing progress however there are nonetheless challenges with the management place ratios that also closely swayed towards males. I’m proud to say that TeamViewer has a really sturdy variety and inclusion program, however we must always proceed to drive change and repeatedly promote and help gender variety applications to tip the scales with equal illustration at the decision-making desk.
How has expertise, notably within the realm of advertising expertise, reworked the way in which firms collaborate successfully as they develop and scale their operations?
The Martech stack has turn into a pivotal element in advertising operations to assist gasoline progress. There are three parts which have reworked advertising:

Centralized knowledge administration – This consists of your buyer relationship administration (CRM) system and your content material administration system (CMS). These methods are key to understanding your clients, their preferences, and behaviors, engagement and this centralized method offers a single supply of knowledge that may be accessed by numerous departments throughout the group exterior of advertising. For instance buyer retention, buyer help, finance and so forth.
Data pushed choices with centralized analytics – Data is the core element of a advertising technique. You have to have an analytics platform that may present insights on marketing campaign efficiency, buyer behaviors, market trending, channel and content material efficiency, and this knowledge must be accessed in real-time so that you just pivot when required to speed up progress.
Marketing Automation – The advertising stack must be fastidiously curated to incorporate the instruments it is advisable assist automate and handle the channels which might be crucial for progress, for instance, electronic mail advertising, social media scheduling and evaluation, influencer advertising, content material administration and distribution, lead nurturing, occasion administration. There are a quantity of main instruments to select from however the stack must be fastidiously curated so every device enhances the opposite.

Work/life steadiness is an important consideration for a lot of professionals. How is expertise serving to firms supply a higher work/life steadiness to their staff?
The post-covid world has given us much more flexibility for hybrid or distant work. I’ve remained a completely distant worker since post-pandemic and most of my group are distant as nicely. In my opinion, you’re extra productive working remotely, in truth I’ve seen individuals burn out rapidly if boundaries are usually not established, like stopping for lunch or not working within the night.Using platforms like Teams, Zoom, Slack offers you the flexibleness to have digital nose to nose conferences with members of your group at anytime from anyplace so you’re all the time related. This offers an agile surroundings to get issues carried out rapidly. Also, with distant IT help software program comparable to TeamViewer Tensor, an IT situation or replace will be resolved in minutes, so there is no such thing as a have to carry your laptop computer into the workplace for IT once they can carry out all these duties remotely from anyplace on any gadget. Additionally, hybrid and distant work helps to scale back our carbon footprint.
As a lady within the expertise trade, what insights are you able to share in regards to the distinctive challenges and alternatives you’ve encountered all through your profession? How can organizations foster a extra inclusive surroundings and help the success of ladies in expertise?
When I first began on the market have been only a few ladies within the expertise trade, however over time it’s advanced to incorporate extra ladies in senior positions, and much more ladies in VP stage positions. However, even now once I look across the senior management groups and boards, I nonetheless see a bigger ratio of male to feminine and we’ve to acknowledge this and proceed to drive change. I’ve been very lucky to have had unimaginable mentors which have helped me construct my management expertise, and confidence in order that I all the time advocated for myself.
Women are usually not good at self-promotion so their work must be acknowledged and rewarded extra usually. There are extra variety lead applications at organizations at this time, in addition to management applications which might be particularly catered to feminine executives with mentorship. It’s essential to proceed to advertise these applications in order that we are able to drive change with extra management variety. My recommendation to any feminine government who’s experiencing challenges, or thinks they aren’t being handled equitably is to talk up and make your voice heard. This is the one technique to drive change and pave the way in which for the following era of feminine executives that need assistance cracking the glass ceiling.
Considering your expertise main world groups at numerous software program firms, what are some efficient advertising methods or martech instruments which have confirmed profitable in driving progress and reaching enterprise targets?
There are a quantity of advertising methods that should be thought-about, however I’d say the highest 4 are:

Clearly outline your buyer persona and buyer segments – Understand your buyer, what are their key ache factors, the place do they do analysis, who’re the important thing social media influencers for this section, and perceive the native nuances since it is going to be completely different in each nation.
Develop a content material technique that may resonate with your clients – Build content material that may resonate with your key persona segments and start with enterprise worth. You want to speak that you just perceive their challenges and present them the worth your expertise can ship and showcase native buyer manufacturers which have carried out your answer.
Digital advertising technique – Tailor your digital campaigns to your particular markets and develop an search engine marketing technique that may work in every native market. Each area has completely different influencers so it’s essential to grasp who they’re and guarantee your social media group is working intently with them to amplify your message. Paid promoting varies extensively nation to nation so it’s essential to grasp the channels which might be proper in your persona and leverage them.
Be knowledge pushed – Use the info to gasoline and validate your advertising technique. Testing is essential to get to the appropriate end result, so make this a finest apply in your group and use the info to grasp what clients are participating with, what could be working in a single area must be replicated in one other, you need to use the info to copy success globally.

With the fast development of expertise, knowledge privateness, and safety have turn into paramount issues. How does TeamViewer handle these issues and make sure the safety of buyer knowledge whereas providing distant connectivity options?
TeamViewer Tensor is our Enterprise grade connectivity platform for distant IT help and administration of units. Tensor has secured the best safety certifications to assist mitigate cyber safety dangers. Some of the options of the product embrace:

Conditional Access – Provides assets in your enterprise entry based mostly on particular circumstances comparable to consumer credentials location, and gadget.
Device safety and User Management – Get full management over who has entry to particular units. Apply particular permissions and licenses, and assign settings insurance policies to groups, people and units.
Single Sign-on (SSO) – Save effort and time by enabling customers to entry distant connectivity via an SSO determine supplier.
Enterprises can monitor a rising fleet of units on a close to real-time foundation with lively alerts.

In your function because the Vice President of Marketing, what are the important thing advertising developments or improvements you foresee shaping the martech panorama within the close to future?

Artificial Intelligence – AI is altering the way in which entrepreneurs workand entrepreneurs might want to learn to leverage the expertise to get higher insights on buyer behaviors and patterns and make the most of this of their go-to-market methods. This agility will permit them to investigate buyer engagements in real-time and pivot the method based mostly on the outcomes.
More funding in analytics -Data is the life blood of profitable advertising. Marketers will use predictive analytics to grasp buyer behaviors and be proactive quite than reactive once they’re participating with their goal audiences.
Personalization – Is used at this time however has turn into rather more of a requirement for B2B clients which might be searching for organizations to grasp their distinctive enterprise necessities and challenges and are usually not searching for a one dimension matches all. Using a platform that may ship personalised product messaging, social, and electronic mail with dynamic content material is vital to driving greater engagement and high quality lead era.
Virtual & Augmented Reality – TeamViewer expertise offers augmented actuality options to frontline staff which helps digitalize workflows to enhance total productiveness and effectivity. For advertising it’s the identical: companies are utilizing augmented actuality to rework the client expertise, giving them the facility to expertise a vogue runway present as if they’re sitting within the entrance row, or a digital stroll via of a brand new residence they’re about to buy. Retail entrepreneurs are main the way in which with the use of augmented actuality with many different industries to comply with.

TeamViewer serves a world buyer base. How do you method advertising methods and adapt them to cater to various markets and cultural nuances throughout completely different areas?
It’s essential to have a localization technique. Localization entails tailoring the message and content material to resonate with the cultural and behavioral preferences of the target market section you are attempting to achieve in every market. For instance, the tales you inform about how clients are utilizing the expertise must be a model that’s nicely acknowledged in that nation in order that the client acknowledges the model. The model artistic also needs to converse to the individuals in any given nation. So, if you happen to’re operating an advert marketing campaign in Asia, the colours, messaging, images ought to enchantment to that buyer section or demographic in that nation. You keep true to your model, however the messaging and content material speaks to the local people.

Finally, what recommendation would you give to aspiring entrepreneurs and people seeking to excel within the expertise trade, notably in management roles?
I get this query lots, and I all the time say be true to your self, comply with your intestine and push the envelope even when everybody round you is saying it received’t work. Marketing is about trial and error and massive outcomes are constructed on taking dangers and studying out of your errors. Also, discover a fantastic mentor, and ask them to be your mentor. They will be capable to information you and supply goal suggestions and it helps to bounce concepts off them.

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