Crossing the sales and marketing divide: Ben Bulpett, SailPoint

The Changemakers

In this episode, we speak to a man who has bravely crossed the divide between sales and marketing. So are there similarities? What makes each department tick? How can they get on better? Ben is EMEA Marketing Director at SailPoint, a market leader in identity security for the modern enterprise.
He has over 30 years of experience in customer and partner success within the Cybersecurity and Enterprise Software arena, and his work has taken him across Europe, the Middle East, Africa & America. Having worked at enterprise companies like Oracle and Symantec, as well as start-ups, it’s safe to say he knows his stuff.
Tune in to hear Ben talk about his son wanting him to sponsor the England football team, how he bridges the gap between sales and marketing, being scared witless at accepting the role, building his knowledge, balancing intent intelligence with customer understanding, the power of un-gating your content and much more.
Timestamps
(00:46) - Who is Ben Bulpett
(04:15) – Selling services and consultancy vs product and licenses
(05:41) – The SailPoint journey
(08:36) – Involving sales leaders on the marketing journey & getting buy-in
(10:21) – Making the leap from sales to marketing leadership
(15:02) – How the B2B buying process has changed the relationship between sales and marketing
(17:33) – Balancing intent intelligence and understanding your buyer
(19:47) – Un-gating your content increases demand and rapport
(30:11) – How to build those close relationships with sales
(32:41) – The benefits of immersing yourself in other areas of the business
(38:58) – What is one campaign or project that you are most proud of?
Follow Ben on LinkedIn: https://www.linkedin.com/in/benbulpett/
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