We only take on 4 clients per month. Join our June cohort. 1 spot left.
Conversation
Highlights
Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Thomas Millay, CEO of DemandJump, a marketing strategy platform that’s raised over $25 Million in funding.
Here are the most interesting points from our conversation:
- Evolution of Tech and Marketing: Tom reflects on the significant changes in the tech industry over 40 years, highlighting the transition from slow development cycles to agile methodologies and the impact of cloud computing on startup costs.
- The Shift in SEO Strategy: DemandJump focuses on improving search engine rankings by helping clients understand what content to develop and how to structure it, moving away from traditional keyword strategies to a more holistic topic-based approach.
- Impact of Google’s Algorithm Changes: DemandJump capitalized on Google’s shift towards prioritizing quality content and user experience, leading to the development of their unique content strategy software.
- Capital Efficiency in the Midwest: Based in Indianapolis, DemandJump benefits from a conservative approach to capital, leveraging a lower cost of living and a dedicated workforce to drive growth.
- Raising Prices for Value Capture: Tom discusses the strategic decision to raise prices, ensuring that DemandJump captures a fair share of the economic value provided to customers, which led to increased average contract values.
- Future Vision as a Thought Leadership Platform: DemandJump aims to evolve from a content strategy platform to a comprehensive thought leadership strategy platform, helping clients distribute various types of content across multiple channels.
Actionable
Takeaways
Leverage Agile Methodologies:
Adopting agile and scrum methodologies can significantly speed up development cycles and enhance customer value delivery.
Focus on Quality Content:
Prioritize creating high-quality, trustworthy content that answers users' questions comprehensively, aligning with Google's emphasis on user experience.
Be Capital Efficient:
Especially in uncertain economic climates, being conservative with capital and demonstrating efficient use of funds is crucial for long-term success and attracting future investments.
Adjust Pricing Strategically:
Regularly assess and adjust pricing to reflect the true value delivered to customers, ensuring that the business captures its fair share of economic value.
Expand Thought Leadership:
Develop and distribute thought leadership content across various channels to establish authority and attract a broader audience.
Recommended Founder
Interviews
Helen Chong
Head of Growth of Puzzle
Helen Chong, Head of Growth at Puzzle: Collaborating with Founders – Insights for Effective Marketing Alignment
Chris Strahl
CEO of Knapsack
Chris Strahl, CEO of Knapsack: $7 Million Raised to Build the Future of Design Systems
Lars Grønnegaard Hansen
CEO and Co-Founder of Dreamdata
Lars Grønnegaard Hansen, CEO & Co-Founder of Dreamdata: $12 Million Raised to Build the Future of B2B Revenue Attribution
Andrew Forman
Founder of Givz
Andrew Forman, CEO of Givz: $3 Million Raised to Make Donating, Not Discounts, eCommerce Brands Ultimate Growth Lever
Chris Golec
CEO and Co-Founder of Channel99
Chris Golec, CEO and Co-Founder of Channel99: $5 Million Raised to Power the Future of B2B Marketing
Creating the Go to Market Category with ZoomInfo’s Bryan Law
CMO of ZoomInfo
Creating the Go to Market Category with ZoomInfo’s Bryan Law
Alex Reynolds
Alex Reynolds, CEO & Co-Founder of Vendelux: $20 Million Raised to Build the Future of Event Intelligence
Hikari Senju
CEO and Founder of Omneky
Hikari Senju, CEO and Founder of Omneky: $10 Million Raised to Empower Brands With AI-Powered Ads To Maximize Performance
Ashish Nagar
Founder & CEO of Level AI
Ashish Nagar, CEO of Level AI: $35 Million Raised to Power Contact Centers of the Future
Jonathan Legge
Co-Founder and CEO of &Open
Jonathan Legge, Co-Founder and CEO at &Open: Over $35 Million Raised to Create the Future of Corporate Gifting
Ishveen Jolly
CEO and Co-Founder of OpenSponsorship
Ishveen Jolly, CEO and Co-Founder of OpenSponsorship: Over $5 Million Raised to Build the Future of Sports Influencer Marketing
Jared Siegal
CEO and Founder of Aditude
Jared Siegal, CEO and Founder of Aditude: $15 Million Raised to Build the Future of Publisher Monetization
Tine Karlsen
Co-Founder & CEO of Vev
Tine Karlsen, CEO and Co-Founder of Vev: $7 Million Raised to Power the Future of No-Code Visual Design
John Jahnke
CEO and Co-Founder of Tackle.io
John Jahnke, CEO and Co-Founder of Tackle.io: $148 Million Raised to Build the Future of Cloud Go-to-Market
Jonas Rinde
CEO of Nomono
Jonas Rinde, CEO of Nomono: $15 million Raised to Power the Future of Podcasting
Tom Lee
Co-Founder of LOVO AI
Tom Lee, Co-Founder of LOVO AI: $7 Million Raised to Build the Future of AI Voiceovers
Creating the Marketing Automation Category with Mark Organ
CEO of Eloqua
Creating the Marketing Automation Category with Mark Organ
Michael Bamberger
CEO and Founder of Tetra Insights
Michael Bamberger, CEO and Founder of Tetra Insights: $7 Million Raised to Power the Future of Qualitative Research
CEO and Co-Founder of Sendoso
Creating the Sending Management Category with Sendoso’s Kris Rudeegraap
Parry Bedi
Co-Founder and CEO of Tingono
Parry Bedi, CEO of Tingono: $7 Million Raised to Help Companies Boost Net Revenue Retention
Ori Entis
CEO and Co-Founder of Staircase AI
Ori Entis, CEO and Co-Founder of Staircase AI: $5 Million Raised to Power the Future of Customer Revenue Growth
Rob Sadow
CEO & Co-Founder of Scoop
Rob Sadow, CEO & Co-Founder of Scoop: $8 Million Raised to Build the Future of Hybrid Team Coordination
Adrien Menard
CEO and Co-Founder of Botify
Adrien Menard, CEO and Co-Founder of Botify: $82 Million Raised to Build the Future of SEO
Stephen Karaolis
Marketing Director of Cleary
Stephen Karaolis, Marketing Director at Cleary: Mastering Speed to Market – The Key to Dynamic Content Strategy
Omed Habib
VP of Sapient AI
Omed Habib, VP of Marketing at Sapient AI: A Technical Founder’s Guide to B2B SaaS Marketing
Daniel Erickson
Founder and CEO of Viable
Daniel Erickson, CEO of Viable: $9 Million Raised to Build the Future of Customer Feedback Analysis
Rajat Mishra
Founder & CEO of Prezent
Rajat Mishra, Founder & CEO at Prezent: Over $24 Million Raised to Build the Presentation Productivity Platform Category
Ariana Faustini
Head of Golioth
Ariana Faustini, Head of Global Marketing at Golioth: Embracing Authenticity in Developer Marketing
Andy Mowat
CEO and Co-Founder of Gated
Andy Mowat, CEO and Co-Founder of Gated: Over $3 Million Raised to Build Noise Cancelling Headphones for Email
Tyler Strand
Co-Founder and CTO of Air
Tyler Strand, Co-Founder and CTO at Air: $38 Million raised to Build the Creative Operations Category
Sam Fonoimoana
Founder & CEO of Datajoin
Sam Fonoimoana, Founder & CEO of Datajoin: $3.5 Million Raised to Help Brands Leverage Customer Behavioral Insights
Marc Bernstein
CEO and Founder of Balto
Marc Bernstein, CEO and Founder of Balto: $52 Million Raised to Power the Future of Contact Centers
Sangram Vajre
Co Founder and CEO of GTM Partners
Behind the Category: Creating the Account-Based Marketing (ABM) Category with Sangram Vajre
Patrick Woods
CEO and Co-Founder of Orbit
Patrick Woods, CEO and Co-Founder of Orbit: Over $22 Million Raised to Power the Future of Communities
Leena Joshi
CEO of CloseFactor
Leena Joshi, CEO of CloseFactor: $15+ Million Raised to Automate Repetitive Sales Processes
Sam Mallikarjunan
Co-Founder & CEO of OneScreen
Sam Mallikarjunan, Co-Founder & CEO of OneScreen: $10 Million Raised to Power the Future of Offline Advertising
Taylor Lint
CEO and Founder of Swantide
Taylor Lint, CEO and Founder of Swantide: $7 Million Raised to Revolutionize How Companies Design and Build Their GTM Infrastructure
Luke Hansen
CEO and Founder of CompanyCam
Luke Hansen, CEO and Founder of CompanyCam: $38 Million Raised to Build the Future of Visual Communication for Contractors
Zack Rosenberg
CEO and Founder of Qortex
Zack Rosenberg, CEO & Founder of Qortex: $11 Million Raised to Build the Future of Video Analytics
Pierce Ujjainwalla
CEO of Knak
Pierce Ujjainwalla, CEO of Knak: $25 Million Raised to Empower Enterprise Marketers with Codeless Email and Landing Page Creation