Q&A with Sangram Vajre, Co-founder & Chief Evangelist at Terminus

MEDIA 7 | January 9, 2020

Q&A with Sangram Vajre
Sangram Vajre, Co-Founder & Chief Evangelist at Terminus is also an author and host of the podcast FlipmyFunnel. He is one of the leading minds in B2B marketing.

MEDIA 7: What are you passionate about?
SANGRAM VAJRE:
Three things: Lead professionally. Grow personally. Love family.

M7: Terminus has been recognized as one of Georgia’s 40 fastest-growing companies by ACG Atlanta. What factors contribute to this pace?
SV: 
One of our core values is #OneTeam – which means we think and act as one team and know that if we treat our team right, they will treat our customers amazing. There are no great companies, only great people that make those companies.


"Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success."

M7: Terminus is the leader of the account-based movement. What according to you are the common mistakes marketers make with ABM?
SV:
 Marketers who say they are going to transform their organization without support from Sales and buy-in from management fail to see success. The marketers who make a few sales people wildly successful, join campaigns to help them win deals, win their hearts and minds.

M7: Could you tell us a little bit about your podcast Flipmyfunnel? How did that idea come about?
SV:
 I was already talking to customers and amazing people in the industry and every time I would walk away with the thought that wish I recorded that conversation. Well, I just started doing that which turned into a podcast series that has now over 500 episodes and continue to rate in the top 50 business podcast.


"Terminus can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with."

M7: What are some of the best indicators that a prospect is really engaged with your brand?
SV:
Visit to your website and the frequency of it. There are technologies like Terminus that can quickly get a sales rep alerted when their target account is on the website which helps them prioritize which target accounts they need to spend more time with. This could become one of the most important indicators of early success for companies in 2020.


M7: What marketing channels do you use and which ones do you see as the most promising given your target customers?
SV:
It’s always the combination that works since everyone is different but the goal is to surround them with your message on their channels so when they are ready, they think of you.


"Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals."

M7: What aspects of ABM do you think might change in the future?
SV:
I believe ABM is B2B. Most companies are still focused on top of the funnel. Mature and forward thinking CMOs are starting to help their sales team win more and faster by focusing on pipeline velocity and expansion deals.


M7: What is your favorite quote?
SV:
Selling is essentially transfer of feelings – Zig Ziglar.

ABOUT TERMINUS

Terminus is the leader of the account-based movement and the crucial link that connects B2B marketing and sales teams with their ideal customers. The Terminus solution arms marketing teams with an account-centric platform that delivers the intelligence and automation needed to scale ABM and revolutionize the way B2B marketing is done. Hundreds of organizations worldwide, including Salesforce, GE, Verizon, 3M and CA Technologies, turn to Terminus to more effectively target, engage and grow their best-fit accounts. Terminus offers savvy marketers the technology and proven expertise to radically improve ABM strategies and campaigns, increasing ROI and producing exceptional results. For more information, visit Terminus.

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Fortinet® (NASDAQ: FTNT), the global cybersecurity leader driving the convergence of networking and security, today announced it has formed the Veterans Program Advisory Council, made up of a global board of esteemed members from organizations that support the military veterans community across the Five Eyes countries: United States, United Kingdom, New Zealand, Canada, and Australia. Members will provide counsel on how Fortinet can continue meeting the needs of military veterans looking to transition into the cybersecurity field. Military veterans have many complementary skillsets that make them ideal candidates for cybersecurity roles, including discipline, problem-solving under immense pressure, situational awareness, and an understanding of the importance of maintaining a strong defense posture. With the industry facing a talent shortage with an estimated 3.4 million security roles needing to be filled worldwide, the veteran community can play a key role in filling critical cyber roles with access to training, mentorship, and employment opportunities. Yet, the Fortinet 2023 Cybersecurity Skills Gap Global Research Report found that 43% of organizations indicated difficulty in recruiting qualified veterans for cybersecurity roles. At the same time, veteran turnover is high in the industry, with one key reason being the shortage of staff, leading to overwork and burnout. To further address these hurdles veterans face, the esteemed members of the Veterans Program Advisory Council with extensive backgrounds working with the military veteran community and as veterans themselves will help Fortinet strengthen its Veterans Program offerings by providing guidance on how to continue reskilling and upskilling veterans so they can start and stay in various cyber career pathways. Veterans Program Advisory Council members (listed in alphabetical order) include: Chris Barlow, Managing Director at Cerco IT Ltd (U.K.) Marty Donoghue, Chief Executive of the RNZRSA (New Zealand) Colin Grimes, Training Coordinator of TechVets Programme, The Forces Employment Charity (U.K.) Tom Marsland, Board Chairman and CEO at VetSec, Inc. 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Fortinet provides Veterans Program members access to its Network Security Experts (NSE) Certification Program curriculum to help them transition into the cybersecurity field and advance in their security careers through access to cyber training, professional development resources, and employment opportunities. This year, the Veterans Program is celebrating five years of helping military service members, veterans, and military spouses receive the fundamental resources they need to transition into cyber roles. Fortinet has also been recognized as a 2023 VETS Indexes Recognized Employer, further underscoring the company’s commitment to supporting the veteran community throughout their careers. Veterans Program Advisory Council Members Biographies Chris Barlow, Managing Director at Cerco IT Ltd (U.K.) Chris Barlow joined Cerco in 2003, and has since established a recruitment division for graduates through Cerco Training, a large proportion of which were British forces veterans. Chris acquired the entire business in 2017, and the company has continued to grow, prosper, and develop further. The vision for Cerco is to become a market leader in taking novice talent and guiding them to the highest levels of IT support and cybersecurity. Chris has made employment connections for new engineers with global IT companies such as Fujitsu, Hewlett-Packard, and IBM. Marty Donoghue, Chief Executive of the RNZRSA (New Zealand) Marty Donoghue has been chief executive of the RNZRSA since October 2020. Marty has a 35-year track record of transformational leadership, successfully building and managing teams and mobilizing volunteers in New Zealand and internationally across defense, sport, science, and in the not-for-profit sector. Marty served in the New Zealand Army for 25 years and is a veteran of Bosnia, Angola, Bougainville, and Iraq. Colin Grimes, Training Coordinator of TechVets Programme, The Forces Employment Charity (U.K.) Colin Grimes joined TechVets from the education sphere, where he worked as a primary school teacher with particular responsibility for computing across the curriculum. During his time in education, he also worked as a consultant to schools for the National Centre of Computing Education, delivering training to schools in computing and remote learning, leaning on lessons learned during the COVID-19 pandemic. Before this, he enjoyed a 24-year career as an air battle management specialist in the Royal Air Force. He also served as an instructor within the U.K. School of Air Battle Management, where he was responsible for training the next generation of air surveillance specialists. Tom Marsland, Board Chairman and CEO at VetSec, Inc (U.S.) Tom Marsland is a cybersecurity professional with over 21 years of experience in the information technology and nuclear power industry. He has also served over 21 years in the U.S. Navy and has a BS in IT security and an MS in cybersecurity. He is the board chairman of VetSec and the VP of technology and technical services at Cloud Range. Heath Moodie, Director of Vets in Cyber (Australia) Heath is the director of Vets in Cyber, where he is helping to build a mentoring program, running community events, and partnering with industry-leading training providers to offer employment assistance to veterans. As a five-year Australian Army infantry veteran, Heath transitioned into cybersecurity and was immediately confronted with the different cultures between the military community and civilian life. Wanting to be the change that he needed, Heath created a grassroots organization, Vets in Cyber, which is focused on helping to build a community around veterans to offer them the support they need within the cybersecurity industry. James Murphy, Director of TechVets Programme, The Forces Employment Charity (U.K.) James Murphy joined TechVets from Government Digital Services in the Cabinet Office, where he was employed as the head of threat intelligence, providing strategic cyber threat intelligence advice to key decision makers within central government with specific focus on protecting national infrastructure. Prior to this, James served for 19 years in the British military, deploying to Northern Ireland, East Africa, and Afghanistan with the infantry, receiving lifelong injuries as a result of enemy action. James then served the remainder of his service in intelligence, developing the army’s exploitation capability, providing support to U.K. Defence Engagement in East Asia before delivering strategic support to global joint military operations.​ Bryan Radliff, CyberVets Program Manager at Onward to Opportunity (O2O) (U.S.) Bryan Radliff serves as the CyberVets program manager in the Onward to Opportunity Program for the D’Aniello Institute for Veterans and Military Families (IVMF) at Syracuse University. CyberVets is a skills-to-job pathway that aims to fast-track veterans into high-demand cyber careers by providing no-cost employment training, industry certifications, and career services to transitioning service members, veterans, and military spouses. Bryan is a 31-year veteran of the U.S. Army, serving as an enlisted medical supply specialist, infantryman, and an armor/cavalry officer before retiring as a lieutenant colonel. Patrick Shaw, Founder of Cyber Catalyst and Tech Vets (Canada) Founder of Cyber Catalyst and co-founder of Coding For Veterans (CFV), Pat initiated Cyber Catalyst Talent Solutions to assist veterans achieve meaningful and rewarding careers using the skills developed through their upskilling or reskilling studies. Pat curated the CFV secure software development and the cybersecurity curriculum and established the learning approach aligning widely recognized industry certification exams to meet the cyber talent needs of employers. Cyber Catalyst Talent Solutions offers job-focused microcredentialing and certifications in support of job placement. Tech Vets Canada engages veterans and military family members with career mentorship and learning support. Mark Wilcox, Cyber Training, Opportunities and Partnership at Cerco IT Ltd (U.K.) Mark has over 30 years of commercial software development experience, the majority of which has involved web technologies. Throughout his career, Mark has developed and supported complex systems for a range of clients, including the London Stock Exchange, Lloyds Bank, Ryman stationers, Debenhams, and Woolworths. In January 2022, Mark joined Cerco IT to head up the cybersecurity training and employment division. As a key architect of Cerco's Cradle to Cyber training program, an initiative to provide advanced network security skills to Cerco’s trained graduates (many of whom are ex-armed forces), Mark continues to forge relationships with internationally renowned tech and training partners, such as Fortinet and CompTIA. About Fortinet Fortinet (NASDAQ: FTNT) is a driving force in the evolution of cybersecurity and the convergence of networking and security. Our mission is to secure people, devices, and data everywhere, and today we deliver cybersecurity everywhere you need it with the largest integrated portfolio of over 50 enterprise-grade products. Well over half a million customers trust Fortinet's solutions, which are among the most deployed, most patented, and most validated in the industry. The Fortinet Training Institute, one of the largest and broadest training programs in the industry, is dedicated to making cybersecurity training and new career opportunities available to everyone. FortiGuard Labs, Fortinet’s elite threat intelligence and research organization, develops and utilizes leading-edge machine learning and AI technologies to provide customers with timely and consistently top-rated protection and actionable threat intelligence. Learn more at https://www.fortinet.com, the Fortinet Blog, and FortiGuard Labs.

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