Back in December, we welcomed our CRO, Mark Rudolph. This veteran of enterprise SaaS sales, marketing, and operations brings over 20 years of experience and an innovative approach to sales.
I sat down with Mark to learn more about his background and what he brings to Wiser.
Angelica: Hi, Mark. I appreciate you taking the time to chat. Can you tell me a bit about your background?
Mark: “I’ve spent the last 20 years working with startup SaaS companies. My previous company, Evidon, Inc. was a digital governance company, which, similar to Wiser, had a consumer product called Ghostery which sold to Cliqz (A Hubert Burda Media Company) in January 2017. The SaaS business was acquired by Crownpeak in July 2017. Evidon was a Warburg-Pincus backed company. I was the COO at Evidon, responsible for all aspects of go-to-market, as well as product strategy. Before that, I worked for Gomez, an APM (application performance monitoring) company starting in 1999 where I held various sales and sales management positions, working my way up to be the Vice President of Sales & Customer Success for the Americas. I also hold an MBA from Boston College, as well as a BS in Management from The Georgia Institute of Technology.”
What inspired you to join the Wiser team?
“From my perspective, the consumer retail product space is chaotic. Now that I’ve landed here at Wiser, I am excited to be working at a company that is working hard to figure it out. Wiser takes a holistic approach and provides proper analytics that allow retailers to compete. These analytics are omnichannel and marry the offline with online—which is necessary in today’s retail landscape.”
On top on a fantastic suite of products, starting with the executive team and on down to every other employee I met, I knew I would be working with the best and brightest.”
What have you learned over the course of your career that you bring to Wiser?
“People are your number one asset. In order to have a team that works well together and exceeds expectations, you must put their career development first. All of this must occur within a transparent environment that fosters the right kind of communication. This strikes a balance: not too much, not too little.
I believe we should give our team the room to learn, grow, be creative, and work together to solve problems. I’ve seen incredible tech fail and mediocre tech succeed. It’s the people that make the difference, especially the empowerment of people.”
Can you tell me more about your approach to sales?
“I believe in a diagnostic sales process which focuses on learning about the business process and core problems for each prospect. We position ourselves as problem solvers, instead of selling. That way we can prescribe solutions to help companies compete better.
Technology is great, but people buy from people. The human aspect is number one to me. I don’t want my team to be selling to anyone, but rather to be partnering with them to have a real and measurable impact on their business.”
What are your thoughts on the current state of retail?
“As mentioned before, there is a lot of chaos in the market. The market landscape for brands and retailers is changing rapidly, and the key, in my opinion, is the customer experience. Both sides have largely lost visibility of this. Shoppers have more information, control, and choice than ever, which changes how brands and retailers go to market. I feel Wiser is in a great position to help retailers compete better and offer prices that shoppers approve of, but that still work towards their core business goals.”
Where do you see retail going?
“Retailers are getting more focused on the consumer and especially the customer experience. Consumers need to be at the core. They want a physical presence that engages them when they stop in and they also want an efficient way to check out online. There is a lot on retailer and brands’ shoulders and mastering this omnichannel experience is key.”
Thanks again for your time, Mark. Looking forward to an amazing 2018!