Q&A with Jay Gaines, CMO at Forrester

MEDIA 7 | July 23, 2019

Q&A with Jay Gaines
Jay Gaines, CMO at Forrester has over 20 years of experience in organizational design and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, and digital strategy in a variety of b-to-b industries.   

In this Q&A, Jay shares insightful thoughts about the audience-centric approach at SiriusDecisions and what marketing means to him.

MEDIA 7: How old were you when you had your first paying job?
JAY GAINES:
 I was 10 years old! I delivered newspapers in my neighborhood on my bike five days a week after school.

M7: You have been recognized as one of the top 10 CMOs in 2019 by The Silicon Review. What skills have enabled you to become a marketing industry leader?
JG:
In my time at SiriusDecisions, I’ve had the good fortune to work closely with many amazing CMOs. That work provided me great insight into what makes for a highly effective and successful marketing leader. There are three primary skills that I think have helped me the most; first, to be a business leader and then a marketing leader. This means focusing on, being accountable for, and consistently reporting on marketing’s contribution to the same business goals that the CEO, CFO, board of directors and head of sales care about most. It also means always speaking the language of business, and avoiding marketing jargon when communicating with my colleagues outside of marketing. Second, is just being a good leader for my team by providing structure and clear goals, defending their focus, and promoting a culture of experimentation and rigor. Third, is constantly staying curious. Marketing is evolving so rapidly in terms of strategies, approaches, technologies, and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object.

"Marketing is evolving so rapidly in terms of strategies, approaches, technologies and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object."



M7: How impactful are the leadership summits from a marketing outreach perspective, and how significantly have they enabled SiriusDecisions to push towards the forefront as an industry leader?
JG:
Our summits are a key driver of growth for us. We put a huge amount of effort into them and they have become a primary brand experience for our customers and other audiences. We attract thousands of B2B marketing, sales and product leaders to these events and use them to release our latest research, data and insights. Especially as SiriusDecisions has expanded into new geographies (Europe and Asia) and new verticals (healthcare, financial services, etc.) our events have enabled us to quickly establish presence, acquire audiences and build positive perception.

M7: You have been leading marketing initiatives for SiriusDecisions across various geographies including North America, EMEA and APAC. In your experience, how does the approach to marketing strategy vary based on different regions?
JG:
At SiriusDecisions we take a very audience-centric approach in how we go to market through the use of audience frameworks and personas. We typically create personas centrally and then adapt them for geos and vertical industries. Most of the important differences we see are in persona preferences, in how they want to be contacted and engaged, how they consume information, and what their trusted sources of information are. So, while our campaign and program themes remain largely consistent globally the assets, tactics, and channels we utilize vary widely across geographies. For example, in Asia we’ve had great success and lean more heavily on mobile-specific strategies as well as a higher volume of smaller local events.


"Most of the important differences we see are in persona preferences, in how they want to be contacted and engaged, how they consume information, and what their trusted sources of information are."


M7: From a little cottage in Southport, Connecticut to a global leader in B2B marketing solutions, what has been the main force behind the overwhelming success of SiriusDecisions?
JG: 
By far the main driving force for SiriusDecisions has been our relationships with our clients and our commitment to their success. We have a deep culture of customer-centricity and helpfulness that permeates everything we do. For example, every piece of research we produce must pass the test of being supported by data and evidence, and also must include details about how to actually do whatever it is we’re recommending. Unlike many other firms similar to us, we also consider our work with clients to be collaborative. All of our research is based on our work with our clients and our ability to observe and measure what actually works and what doesn’t. This means we learn as much from them as they do from us and their success is our success.


"All of our research is based on our work with our clients and our ability to observe and measure what actually works and what doesn’t."

M7: What is Marketing to you?
JG:
To me marketing is the art and science of engaging target audiences through the delivery of value in order to achieve specific business outcomes. Value can be delivered in any number of ways including information, entertainment and purpose, and business outcomes can span everything from customer acquisition to retention to advocacy.

ABOUT SIRIUSDECISIONS

SiriusDecisions® is the leading global b-to-b research and advisory firm. We deliver actionable intelligence, strategic and operational frameworks, and personal guidance from experienced practitioners.

Sales, marketing and product executives rely on SiriusDecisions® to contextualize problems and bring to light opportunities to drive sustainable growth. Our holistic solutions are founded on proprietary research, a deep understanding of b-to-b complexities, and the tenet that organizational alignment brings better outcomes.

SiriusDecisions was acquired by Forrester (NASD: FORR) in January of 2019.

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Since launching her career in real estate operations and marketing over 17 years ago, she has successfully managed a team that has produced more than $1 billion in sales. Katia’s accessibility to her agents and their clients, expedient work ethic, keen attention to detail and love for the nuanced processes that take place behind the scenes of every transaction make her an essential resource. Katia’s passion lies in making genuine connections and creating and delivering cutting-edge and strategic marketing. As the former Operations Manager for The Bailey Team, she helped her husband and business partner, Steve Bailey, grow the team to more than 20 agents and multiple administrators. The Bailey Team ranked #9 in Canada and #21 in the world for RE/MAX before launching at The Agency, overseeing more than a billion in sales and thousands of transactions. Steve Bailey, Broker and Managing Partner of multiple Agency offices, including Waterloo Region, Oakville, Muskoka, Brantford, Toronto West, and now York Region, is a seasoned real estate professional who has achieved more than $1 billion in sales over his decade-and-a-half-long career. Steve’s diligence, forthrightness and authenticity have made him an in-demand real estate advisor for clients throughout Canada. Prior to joining The Agency, Steve earned numerous awards for sales achievements and career excellence during his tenure at Re/MAX. A skilled communicator and world-aware market expert, Steve has a degree in Business from Wilfrid Laurier University. Though Steve has a broad-reaching knowledge of the local real estate landscape and can serve a range of clients, he is particularly passionate about luxury real estate and guiding clients through the sale of their homes. “With each Agency office we open, we’re reminded of the brand’s dominance and the burgeoning demand for it throughout Canada - our new office in the York Region is no exception,” said Katia and Steve Bailey. “We’re looking forward to ushering in a new era of real estate to the area with The Agency’s groundbreaking offerings, blue-chip service, and incomparable marketing power.” An award-winning real estate professional with nearly a decade of experience in property investing, Niusha Walker holds a vital leadership role at The Agency York Region, where she serves as Managing Partner. Specializing in assisting buyers, sellers, and investors within the Greater Toronto Area. Niusha adeptly provides highly personalized, white glove service to her clients while closing record-setting sales with poise and ease. In addition to achieving more than $40 million in sales in her first two years as an agent, Niusha has been presented with the Diamond Elite and Ruby Elite Awards from her previous brokerage, Engel & Völkers, which awarded agents who reached a specific gross commission income. Niusha is also a Certified Luxury Home Marketing Specialist and Certified International Property Specialist. Raised in Richmond Hill, Ontario, which is located in the York Region, where she still resides, Niusha is deeply familiar with the area’s unique neighborhoods and stays up-to-date on its ever-evolving market trends. Among Niusha’s many talents are her meticulous attention to detail, her ability to use thoughtful cross-market strategies to showcase exceptional homes to exclusive audiences, and negotiating powerfully to best serve her clients. “The Agency is making its mark across prominent destinations throughout Canada, and our office in the York Region will further differentiate the brand from other renowned brokerages in the area,” said Niusha Walker. “As a long-time resident of the York Region, I am thrilled to be leading a team in one of the most special markets in Ontario.” As Managing Director of The Agency York Region, Adolphe Khouri effectively and compassionately mentors teammates and guides clients through every aspect of today’s real estate market, leading with enthusiasm and confidence rooted in more than nine years of extensive industry experience. A highly respected top producer, Adolphe was named a Rising Star by The Agency in 2020 and is co-founder of WA Monteiro Group, a real estate group within The Agency that he founded alongside his life partner Woodrow Monteiro. Adolphe is passionate about every aspect of the home buying and selling process. Known for his unflappable work ethic and professional demeanor, Adolphe first entered the real estate realm as a manager of a more than 75-unit luxury corporate rental building in Downtown Toronto. Raised in Windsor, Ontario, Adolphe attended the University of Windsor and graduated with a dual degree in sociology and communications studies. With solid infrastructure, The Agency has a renowned brand that is featured on international television shows including Million Dollar Listing Los Angeles, The Real Housewives of Beverly Hills, and Buying Beverly Hills, which debuted on Netflix on November 4, 2022. The Agency has grown to more than 70 corporately owned and franchise offices across the globe, making it one of the fastest-growing luxury boutique brokerages in the world. Poised for further expansion with like-minded partners in strategic markets, The Agency is noted by The Financial Times as one of America’s Fastest Growing Companies and has ranked among Inc. 5000’s list of fastest-growing private companies in the country for six consecutive years. Recently, The Agency ranked 21st on the 2022 RealTrends 500 list, and led the top 50 firms in average sales price by sides with a $2.5 million average sales price. In August 2022, Inman named The Agency Luxury Brokerage of the year. The Agency The Agency is an agent-first, tech-driven boutique luxury global brokerage representing clients worldwide in a broad spectrum of classes, including residential, new development, resort real estate, luxury leasing and vacation rentals. Breaking away from the traditional brokerage model, The Agency takes a collaborative approach to the business, fostering a culture of partnership in which all clients and listings are represented in a collaborative environment. Agents and clients benefit from the shared resources and networks of the entire global team, including in-house creative, public relations and cutting-edge technology divisions. The Agency has closed more than $57 billion real estate transactions since 2011, comprising over 70 offices in ten countries, and counting, as one of the fastest-growing boutique, luxury real estate brands in the world. Watch The Agency on Buying Beverly Hills, a new real estate occu-soap highlighting the high-stakes world of luxury real estate in Los Angeles, currently streaming on Netflix.

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REAL ESTATE TECHNOLOGY, REAL ESTATE INVESTMENT

Qualia Launches Atlas, the Ultimate Enterprise Solution for Connected Real Estate Transactions

PRweb | March 21, 2023

Qualia, the leading digital real estate closing platform, today announced the launch of Qualia Atlas, a revolutionary new addition to their cloud-based title, escrow, and closing solutions. Atlas, which combines title and escrow production and vendor management along with client and homebuyer connectivity, is built with newly developed advanced configurability and automations to manage the unique complexity of national enterprise operations. “We originally launched Qualia almost 10 years ago with the belief that a modern technology infrastructure could fundamentally transform homebuying into a simple, secure, and enjoyable experience for everyone involved,” said Nate Baker, Qualia’s Co-founder and CEO. “Atlas is the culmination of several years of development to provide a unified closing platform for enterprise title companies.” Atlas includes a suite of newly released enterprise-critical functionality and services: Data access via an enhanced API for integration with internal systems such as CRM, analytics, and accounting tools Order opening automations to assist teams with high transaction volumes Privacy and permissioning controls for multi-branch or agency operations Sophisticated tasking capabilities to support centralized operations functions A suite of anti fraud tools In addition, Atlas provides companies with a standardized integration layer that is easy to manage across all transaction parties, eliminating the need for rigid custom-built integrations. This integration layer enables title companies to efficiently partner with their lenders, real estate agents, vendors, consumers, and underwriters. These integrations automate title & escrow companies’ workflows and the dependent workflows for their transaction partners. By providing enterprise-critical functionality and a standardized integration layer, Atlas enables the "connected transaction." This groundbreaking technology streamlines real estate closings from end-to-end for all parties involved in the transaction. About Qualia Qualia is the leading comprehensive digital closing platform used by title, escrow, real estate and mortgage lending professionals to transform home buying and selling into simple, secure, enjoyable experiences for millions of homeowners each year. The Qualia platform provides a secure system of record for the real estate settlement ecosystem through a suite of workflow, accounting, reporting, and collaboration products as well as its expansive product and service integrations. Qualia is headquartered in San Francisco, CA and has offices in Austin, TX, and Superior, CO. For more information on Qualia, visit http://www.qualia.com. Contact: Matt Kaufman, press@qualia.com

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