Listen Here

| |

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

Marc Bernstein

CEO and Founder of Balto

Marc Bernstein, CEO and Founder of Balto: $52 Million Raised to Power the Future of Contact Centers

Omed Habib

VP of Sapient AI

Omed Habib, VP of Marketing at Sapient AI: A Technical Founder’s Guide to B2B SaaS Marketing

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

Ariana Faustini

Head of Golioth

Ariana Faustini, Head of Global Marketing at Golioth: Embracing Authenticity in Developer Marketing

Daniel Erickson

Founder and CEO of Viable

Daniel Erickson, CEO of Viable: $9 Million Raised to Build the Future of Customer Feedback Analysis

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

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

Chris Strahl

CEO of Knapsack

Chris Strahl, CEO of Knapsack: $7 Million Raised to Build the Future of Design Systems

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

Parry Bedi

Co-Founder and CEO of Tingono

Parry Bedi, CEO of Tingono: $7 Million Raised to Help Companies Boost Net Revenue Retention

Sam Mallikarjunan

Co-Founder & CEO of OneScreen

Sam Mallikarjunan, Co-Founder & CEO of OneScreen: $10 Million Raised to Power the Future of Offline Advertising

Jared Siegal

CEO and Founder of Aditude

Jared Siegal, CEO and Founder of Aditude: $15 Million Raised to Build the Future of Publisher Monetization

Pierce Ujjainwalla

CEO of Knak

Pierce Ujjainwalla, CEO of Knak: $25 Million Raised to Empower Enterprise Marketers with Codeless Email and Landing Page Creation

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

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

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

Stephen Karaolis

Marketing Director of Cleary

Stephen Karaolis, Marketing Director at Cleary: Mastering Speed to Market – The Key to Dynamic Content Strategy

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

Jonas Rinde

CEO of Nomono

Jonas Rinde, CEO of Nomono: $15 million Raised to Power the Future of Podcasting

Andrew Forman

Founder of Givz

Andrew Forman, CEO of Givz: $3 Million Raised to Make Donating, Not Discounts, eCommerce Brands Ultimate Growth Lever

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

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

Rajat Mishra

Founder & CEO of Prezent

Rajat Mishra, Founder & CEO at Prezent: Over $24 Million Raised to Build the Presentation Productivity Platform Category

Tom Lee

Co-Founder of LOVO AI

Tom Lee, Co-Founder of LOVO AI: $7 Million Raised to Build the Future of AI Voiceovers

Sam Fonoimoana

Founder & CEO of Datajoin

Sam Fonoimoana, Founder & CEO of Datajoin: $3.5 Million Raised to Help Brands Leverage Customer Behavioral Insights

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

Helen Chong

Head of Growth of Puzzle

Helen Chong, Head of Growth at Puzzle: Collaborating with Founders – Insights for Effective Marketing Alignment

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

Sangram Vajre

Co Founder and CEO of GTM Partners

Behind the Category: Creating the Account-Based Marketing (ABM) Category with Sangram Vajre

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

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

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

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

CEO and Co-Founder of Sendoso

Creating the Sending Management Category with Sendoso’s Kris Rudeegraap

Leena Joshi

CEO of CloseFactor

Leena Joshi, CEO of CloseFactor: $15+ Million Raised to Automate Repetitive Sales Processes

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