The Customer-Centric Path to Revenue with Manny Medina of Outreach

This episode features an interview with Manny Medina, Executive Chairman of Outreach.

Manny shares his strategies for driving revenue growth by focusing on ideal customers, maximizing growth within existing segments, and the importance of leadership agility. This episode dives deep into Manny’s customer-centric philosophy, including finding empathy in identifying pain points, and transforming challenges into innovative revenue streams.

About Manny:

Manny co-founded Outreach in 2014 and built the company from a Seattle-based startup to a global sales technology leader with more than 6,000 customers. He pioneered the Sales Execution category and from day one, bet on artificial intelligence as the future of sales technology. Manny leads with a mindset of abundance, encouraging employees, customers, and partners to generate success from nothing but an idea. He sees possibilities in everything and inspires the confidence that it can be done. At Outreach, he fosters a high-performance culture, asking employees to show up as their authentic selves to rally the culture in service of the company's mission—empower every sales professional to operate at their maximum potential.

He holds an MBA from Harvard and a Master's in Computer Science from the University of Pennsylvania. Manny grew up in Ecuador and now lives with his wife and four children in Seattle. On weekends, you can find him watching soccer games and barbecuing with his family in his backyard.

About Outreach:

Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipelines. From prospecting to deal management to forecasting, our platform leverages automation and artificial intelligence to help revenue leaders increase efficiency and effectiveness of all go-to-market activities and personnel across the revenue cycle.

Episode Timestamps: 

*(05:15) - Driving Growth and Customer Focus

*(21:35) - Leveraging AI in Business

*(23:15) - AI's Role in Sales and Customer Engagement

*(30:30) - Future Trends and Leadership Advice

Guest Quote:

“The other one that nobody talks about is professional services. Most organizations have some kind of professional services, whether it's free or paid or partner, it comes from professional services. If you're partnering for the delivering services, then your partner will know a lot because that partner is a trusted advisor. So you stay close with them. The meta point that I'm trying to say is that, look, there is no direct line to these new revenue opportunities. You know, you have to go look for them and the way you institutionalize them is that you bring technology into the table.”

Links & Resources:

• Connect with Phil Dillard & Manny Medina on LinkedIn
• Learn more about Accenture 
• Learn more about Conga

Our Sponsors:  
About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our streng