In this episode, host Heather Holst-Knudsen, CEO of H2K Labs, dives deep into the intersection of leadership, innovation, and data-driven strategy with Paul Miller, CEO of Questex. Paul shares his journey of transforming Questex into a cutting-edge, data-centric organization, discusses key lessons in navigating remote leadership, and offers insights into building growth strategies in today’s fast-paced business environment. Whether you’re leading a team or looking to stay ahead in your industry, this episode delivers actionable takeaways and inspiration.
Key Announcement: Don’t miss RevvedUP 2025, happening February 25–27, 2025, in Sarasota, Florida! This exclusive, invitation-only event is designed for CEOs and their revenue-critical C-suite teams to explore strategies for leveraging data, AI, and digital innovations to drive growth. Learn more at h2klabs.com/revvedup.
Highlights:
Questex Evolution:
- Paul reflects on his six years as CEO of Questex, emphasizing a data-driven transformation to enhance products and customer engagement.
- The impact of the pandemic and navigating the shift to remote teams.
Data-Driven Innovation:
- Leveraging centralized data to guide editorial, product development, and business strategy.
- Paul shares examples of how Questex uses customer insights to steer content and events, such as tailoring healthcare event tracks to trending topics like drug affordability.
Private Equity and Growth:
- Paul's insights into evolving private equity metrics, focusing more on top-line growth driven by data.
- The role of clean, accurate databases in acquisition decisions and overall strategy.
New Revenue Streams:
- Launch of innovative events, such as a successful hotel-focused trade show co-created with the American Hotel Lodging Association.
- The integration of digital and live event strategies, such as leveraging social media for the beauty industry.
Challenges in the Go-to-Market Strategy:
- Post-pandemic sales challenges, such as engaging customers remotely and navigating longer sales cycles.
- Paul emphasizes back-to-basics sales training and understanding customer needs.
RevvedUp 2025 and Industry Collaboration:
- Heather and Paul discuss the importance of cross-industry learning to tackle modern go-to-market challenges.
- The value of networking and shared insights at industry events like RevvedUP.
ABOUT H2K LABS
H2K Labs is a tech-enabled value creation specialist that helps media, data/information, event, and marketplace businesses accelerate revenue, drive profitability, and fuel enterprise value using data, digital, and AI. We host The Revenue Room™ Podcast, curate Revenue Room™ Connect, a professional network for CEO and their revenue-critical C-Suite teams, and produce events including RevvedUP 2025. For more information, please visit https://www.h2klabs.com
To join Revenue Room™ Connect, please visit https://info.h2klabs.com/revenue-room-connect-information-request
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