Hey, what's up everybody? It's DG. I'm back with another episode here on Seeking Wisdom of

coffee with a CMO. This time I sat down with Tim Kp. He was the CMO at Exact Target, which eventually

went public and then sold the Salesforce for I think $1.2 million. But he's an amazing guy. He

grew them from about $40 million in revenue to $400 by the time they got acquired by Salesforce.

And I sat down with him when we were in Indianapolis back in June

for the Drift Road Show out in Indy. And Tim was just one of those guys that I instantly hit it off

with. We went deep in the funnel and metrics and hiring and what he looks for in CMOs. I thought

this was really interesting about Tim is that he advises he's an investor and

advisor in so many B2B marketing and sales companies. And the thing that they typically lean on him

for is advice in hiring marketing leaders. And so we really dug into that process. We talked about

what he learned during his days at exact target. And I'm super excited to bring you another

episode of coffee with a CMO.

This time with my new friend, Tim Cop, check it out. Cool. Let's do it. Let's start. I want to go back to the coaching tree, the coaching tree thing. Oh my gosh. Okay. So you have this like, I mean, you had a big exit so you had this team of, you know, a couple hundred marketers,

but like, why do you, what is the formula? Like, first of all, how does somebody get tapped to be in your, in your coaching tree, right? Because I'm assuming it's not, you're not just going to all 300 people that used to work for you at ExactTard. You're like, do you want a VP of marketing job somewhere? Like what is the what is the makeup of that person?

Well so when we were building exact target, it was in Indianapolis, right?

There was no other season marketing software people to hire, right?

So we ended up with a team.

I think we grew it from, let's call it, rough numbers 10 to 300.

And in that journey, I bet maybe 20 people out of that 300 had previous software

marketing experience. So most of what I ended up having to do was train, teach, coach, because

they don't do it right in university either, right? They don't teach how to do.

No, and especially not at the time where you were like, you know, 06, 7, 8, like online marketing was just blowing up.

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