Champion’s Spotlight

Demandbase: Can you share a bit about Palo Alto Networks and any unique challenges you have running an ABM program there?

Paige: Palo Alto Networks is a global leader in cybersecurity with five go-to-markets. With such an extensive product portfolio and the complexities of an enterprise our size, we had difficulty seeing how our target accounts were engaging and showing buyer signals across each of our GTM’s. Demandbase helps us surface engagement and intent signals to create data-driven strategies. We look forward to the Multiple Journey Stages product release, which will allow us to orchestrate better and measure these GTM motions.

Demandbase: How did you hear about Demandbase? Was your company already using ABM technology when you came on board, or did you help to bring in the technology?

Paige: When I came on board, we recently purchased Demandbase. I was brought on to own the tool internally, build use cases, and enable users to fully leverage all Demandbase offers.

Demandbase: Why did you apply to be a Demandbase Champion?

Paige: I have been an advocate for Demandbase from day one. Whether promoting the tool internally to our stakeholders or vouching for a renewal, I’m incredibly passionate about what Demandbase has to offer and the success we’ve seen from a sales and marketing perspective.

Demandbase: What have been the highlights of your career?

Paige: I needed a change after working in higher education for more than seven years. I’ve always been a lifelong learner and felt like I had reached a point in my career where I wasn’t being challenged enough. When I applied for the role at Palo Alto Networks, I got excited about the opportunity to work for an industry leader in cybersecurity and learn how to use a new tool (Demandbase) to create data-driven sales and marketing strategies. In my ten-plus years in marketing, the highlights of my career are developing expertise in my field, including ABM/ABX, and the success we’ve had with Demandbase advertising, including our advanced segmentation use cases.

Demandbase: What do you like most about your current role?

Paige: Continuous learning is always top of mind for me. ABM/ABX is constantly evolving, and it’s fun to learn new targeting strategies and methodologies to stay ahead of the competition. Another aspect of my role is enablement. I enjoy teaching our sales and marketing stakeholders how to use Demandbase to see how their accounts are engaging. I get excited when our users see how Demandbase works for the first time, and frankly, they are blown away by the data they can see on their accounts.

Demandbase: Where do you want to grow from here?

Paige: This next fiscal year, I’m looking forward to increasing our enablement support for both sales and marketing in our three geo’s, including AMER, EMEA and JAPAC. Another area of growth is the Data Stream integration, where we leverage Demandbase data to impact our predictive models, lead scoring models, and sales dashboards. Buying Groups is another much-anticipated product release our organization looks forward to using.

Demandbase: Any advice for others who aspire to be an ABM superstar?

Paige: Start small. You can quickly get overwhelmed by all you can do with a tool like Demandbase. Instead, focus on achievable goals, for example, launching a Journey Stage campaign to drive your top-tier accounts down the funnel based on their buyer signals. I also recommend taking advantage of Demandbase’s generous resources, like Demandbase Academy, which has self-paced courses to help you get up to speed. When I was starting out, joining Demandbases Office Hours and their Skill Builder sessions were, and are even still to this day, highly beneficial. I learn something new each time I join.

Demandbase: What interests do you have outside of work? What do you do to reduce stress?

Paige: I am a mom to two very active boys, a two-year-old and a four-year-old. They keep me busy! To reduce stress, I practice yoga and spend time outdoors with my boys. We love hiking together and finding new trails and creeks to play in.

Demandbase: What is something unique and unexpected about you?

Paige: I used to be a competitive ballet dancer, which has greatly influenced how I work today. Being a ballet dancer takes a lot of discipline, drive, and determination. You also fail a lot and need to maintain a strong mental attitude that gets you up and going to try again. It’s very similar to the work we do as marketers.

Demandbase: What is your superpower? What aspect of your personality helps you be most successful in your job?

Paige: I have always had a strong work ethic and consistent discipline since I was little. These traits have stayed with me throughout my career. You don’t have to be the smartest person in the room, but you do need to have discipline and drive to teach yourself new skills and learn from those around you.

Demandbase: Is there anything you want to add or highlight about your ABM program, your success, and how Demandbase is helping you?

Paige: We love Demandbase and all the data-driven functionalities. I look forward to taking our ABM programs to the next level in partnership with Demandbase.