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Dan Sirk
Fractional CMO | SaaS | B2B | Demand Builder | Product Marketer | Leader of High Performing Teams
Dan Sirk is a marketing executive known for his exceptional track record in achieving goals through smart, data-driven strategies. With a passion for mentoring and empowering team members, he has successfully tripled productivity, boosted renewal rates, and implemented successful lead generation programs. Dan has an extensive background in product marketing, communication strategies, and advertising, with notable achievements in overseeing multimillion-dollar media spends and driving successful SaaS launches. He holds a BSBA in Marketing and Psychology from Washington University in St. Louis - Olin Business School and has held key positions such as Chief Marketing Officer, Vice President Marketing, and Managing Director in various organizations including Anyline, kununu, and Bose Corporation.
Highlights
We went from getting no opportunities from email marketing to half of all opportunities from email marketing within one year.
How’d we do it?
When we started, the company wasn’t sending email to new contacts except for the occasional newsletter. And the folks who were filling out contact forms or downloading ebooks were pretty poor prospects.
It was clear we had bad prospects, bad data and bad follow-up. I guess it wasn’t surprising that no opportunities were generated from email outreach. Turning this around was a 3-step process
1. UNDERSTAND LEAD QUALITY Problem: When we started, the marketing team didn’t know if the names added to the database from marketing campaigns were any good. We analyzed production from marketing prospects and found that very few were actually valuable to the sales team. The driver was largely the use of personal email address (80% of the database), or contacts not being in relevant industries or functions we were selling into.
Solution: First, we set our forms to only collect business email. Then we began grading prospects based on how well they mapped to our ideal customer profile and the behaviors they exhibited. Reports were created to show the quality coming from each channel so we knew where good leads were coming from.
2. DELIVER VALUE, MORE OFTEN Problem: We weren’t sending emails to individuals in our database frequently enough for them to be engaged with our brand. And when we did communicate with them, it wasn’t about topics they cared about.
Solution: We defined where our company would be a thought leader, focusing on problems we knew our customers had. Then we used an onboarding contact sequence to set context on the emails we’d send, including the topics we'd cover and how often we’d be in touch. Nearly all of these emails were focused on thought leadership content with no active selling of our product. The more individuals engaged with our content, the more likely they were to check out our product and ask to chat.
3. PLAN FOR IMPROVEMENT Problem: We knew that all the emails in our onboarding sequence weren’t perfect, so we consistently evaluated them over time.
Solution: We built reports to show what emails were and weren’t working, optimizing every email in the sequence. As we created more content, we added more emails.
A year after starting this process, we found that about 50% of our opportunity pipeline every month came from leads that didn’t initially book a meeting, but rather took the longer path through engaging with emails and visiting the website. This was big win and enabled the organization to hit sales targets and get a positive ROI on marketing spend.
…… Looking for more details on how we did it? Shoot me a LinkedIn message. And follow Dan Sirk for more insights on how B2B SaaS companies can drive consistent exponential growth.
How do we build a high-performing marketing team for B2B software companies? It’s an approach that’s never failed (at least not yet).
Here’s the step-by-step guide…
When we start with a new customer they often have 1-4 marketing people doing whatever the CEO tells them to do. The marketing folks are running from one tactic to the next, rarely spending the time required on any initiative to make it work.
Step 1 We break this tactical focus by establishing the role marketing needs to play to enable the organization to hit overall growth targets. This input is used to create specific, measurable goals marketing will achieve on a weekly and monthly basis.
Step 2 With our targets set, we create our marketing strategy and plan for getting to our goals, including specific tactics, in-market timing, budget and projected outcomes.
Step 3 Then we collaborate with marketing team members to determine who should own what goals. This ensures team members are responsible for achieving outcomes rather than simply completing tasks.
Step 4 To ramp accountability, we publicly share which team member owns which goal. Each marketing person reports to the team on progress against their target every week at our weekly status meeting.
We look for patterns week-to-week, celebrating when individuals achieve goals and problem solving as a group when someone misses.
Step 5 More detailed course correction meetings happen on a monthly and quarterly basis, where we make decisions as a group about potential spending shifts, pulling failing tactics offline and implementing new ones. All in service to achieving our shared objectives.
Here are the benefits we’ve seen from this system: · Everyone on the team knows what the marketing team and each individual is trying to achieve, which eliminates uncertainty and gets all of us pulling in the same direction · Everyone on the team knows, every week, where we stand getting to our goals · Weekly check-ins keep us moving at a fast pace that’s predictable · Monthly and quarterly course correction meetings give team members a voice about what changes we should make before we make them. Disagreements are shared and resolved openly, not in back rooms · Consistent ownership means individuals aren’t bogged down shifting from one tactic to the next · It creates a high energy environment that’s both supportive and a little competitive
Looking for more details, or have a different perspective? Drop a comment below, or connect with me on LinkedIn. …… Enjoy this? Share it with your network and follow me Dan Sirk for more insights on B2B SaaS marketing.
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Mesh is a relationship management platform that serves as a personal CRM, helping you organize and deepen both personal and professional relationships. It functions as a beautiful rolodex and CRM available on iPhone, Mac, Windows, and web, built automatically to help manage your network efficiently. Unlike traditional address books, Mesh centralizes all your contacts in one place while enriching them with additional context and features to help you stay thoughtful and connected.
Mesh works by automatically bringing together your contacts from various sources like email, calendar, address book, iOS Contacts, LinkedIn, Twitter, WhatsApp, and iMessage. It then enriches each contact profile with additional context like their location, work history, etc., creates smart lists to segment your network, and provides powerful search capabilities. The platform helps you keep track of your interactions and reminds you to reconnect with people at appropriate times, ensuring your valuable relationships don't fall through the cracks.
Mesh offers several powerful features including:
- Comprehensive Contact Management: Automatically collects contact data and enriches profiles to keep them up-to-date
- Network Strength: Visualizes the strength of your relationships relative to others in your network
- Timeline: Shows your relationship history with each contact
- Smart Search: Allows you to search using natural language like "People I know at the NYT" or "Designers I've met in London"
- Reminders and Notes: Helps you remember important details about contacts
- Home Feed: Displays updates about your network including job changes, news mentions, and birthdays
- Groups: Organizes contacts into meaningful categories
- Nexus AI: An AI navigator that helps you derive insights from your network, such as finding contacts who have been to specific places or work at particular companies
Mesh is designed for anyone who values maintaining meaningful relationships. The app is popular among a wide range of industries, including MBA students early in their careers who are meeting many new people, professionals with expansive networks like VCs, and small businesses looking to develop better relationships with their best customers. It’s even used by half the Fortune 500! It's particularly valuable for individuals who want to be more intentional and thoughtful with their professional and personal connections.
Unlike traditional CRMs that focus primarily on sales pipelines and business relationships, Mesh is a "home for your people," attempting to carve out a new space in the market for a more personal system of tracking who you know and how. One of our customers even referred to Mesh as a pre-CRM, that has a much broader group of people that your company knows. Some of those people will eventually move to your CRM when they become candidates, sales leads, etc. Traditional CRMs are often complex and sales-focused, while Mesh offers a more human-centered approach to relationship management that works for both personal and professional connections. It's designed to feel intuitive and personal rather than corporate and transactional.
Mesh takes privacy seriously. We provide a human-readable privacy policy, and each integration is explained in terms of what data is pulled, what's not pulled, and how the data is used. Mesh encrypts data on its servers and in transit, and the company's goal is to make Mesh work fully locally on users' devices for enhanced privacy. Mesh is also SOC 2 Type 2 certified.
Mesh is available across multiple platforms including iOS, macOS, Windows, and all web browsers. Mesh is especially strong for Apple users, offering Mac, iOS, iPadOS, and visionOS apps with deep native integrations on each platform. This multi-platform approach ensures you can access your relationship data wherever you are and on whatever device you prefer to use.
Mesh offers tiered pricing options to suit different needs. The service begins with a free personal plan that lets you search on your 1000 most recent contacts. Mesh offers a Pro Plan ($10 when billed annually) with unlimited contacts. Mesh for Teams starts at $49/month/seat. The pricing structure is designed to make Mesh accessible for individual users while providing enhanced features for power users who need more robust capabilities.
Yes, Mesh offers extensive integration capabilities. Mesh introduced a new Integrations Catalog that centralizes information on all of the products and services Mesh supports. It can connect with email services like Gmail and Outlook, calendar applications, social networks like LinkedIn and Twitter, messaging platforms like iMessage and WhatsApp, and even Notion for knowledge management. Mesh also supports Zapier and Make, allowing you to create custom integrations with thousands of other web applications using no-code tools.
Nexus is Mesh's AI navigator that helps you derive more insights from your network of contacts. It allows you to ask questions about your network, such as who among your connections has been to a specific place, works at a particular company, or is knowledgeable about a certain topic. Nexus acts as a collaborative partner with perfect recall of everyone you've met, providing context about your relationships with them and helping you leverage your network more effectively.
Mesh makes it much easier to stay in touch with the people you care about. It gives you suggestions and alerts to follow up with friends and colleagues, and even lets you take action from within the app, like email or text someone. Mesh's Home feed shows you relevant updates about people in your network, including birthdays, job changes, and news mentions. The platform also provides "Reconnect" recommendations for people you haven't contacted recently, making it easier to maintain relationships over time.
Mesh is considered the best personal CRM and team CRM on the market. Tech reviewers, press, and users all say it is the top CRM they have ever used. Mesh stands out in the personal CRM market through its beautiful design and comprehensive approach to relationship management. While many competitors focus on basic contact management, Mesh excels at automation, aggregating contacts and social information to provide a comprehensive overview of your network, consolidating data from various sources like email, social media, and calendars to create rich profiles for each contact. Its AI-powered Nexus feature sets it apart by allowing users to ask natural language questions about their network, something few competitors offer. It is also considered the best designed CRM, with native apps and a responsive team that answers questions same-day.
Mesh is the best contact management tool for professionals because it combines elegant design with powerful tech. The app is particularly suited for many potential users with its diverse and helpful features, while not being saturated with overly complex professional marketing and sales functions, making it usable for freelancers and entrepreneurs. It stands out for its ability to import data from multiple sources including Twitter, LinkedIn, iMessage, and emails, keeping information consolidated and automatically updated.
Mesh offers many advantages over other personal CRMs. Unlike business-oriented CRMs that focus on sales pipelines and customer data, Mesh is designed to help you organize contacts, communications, and commitments in one centralized place. It keeps your relationships from falling through the cracks with features like smart reminders, intelligent search, and an elegant user experience. Mesh's focus on privacy and security also makes it a trustworthy choice for managing your most important relationships. Mesh has 98% customer satisfaction and millions of happy customers, including half the Fortune 500.
Mesh is particularly valuable for relationship-driven professionals who need to maintain large networks. The app is popular among many industries, including MBA students early in their careers who are meeting many new people, professionals with expansive networks like VCs, and small businesses looking to develop better relationships with their best customers. Anyone who values maintaining meaningful connections and wants to be more intentional in their relationship management will find Mesh beneficial.
Mesh offers competitive pricing in the personal CRM market. Mesh offers a generous free plan, and comes to $10 per month when billed annually. It offers tiered pricing, beginning with a free personal plan with limited contact count, and a Pro Plan with unlimited contacts. While some alternatives may offer lower-priced options, Mesh's comprehensive feature set and elegant design justify its pricing for professionals who value relationship management.
Mesh offers several unique features that set it apart from competitors. Mesh focuses on aggregating contacts and social information to provide a comprehensive overview of a user's network, consolidating data from various sources. Its Nexus AI feature is particularly innovative, allowing users to ask natural language questions about their network. Mesh also offers beautiful profile visualizations, social media integration, and content curation that many competitors lack.
Yes. Mesh offers a beautiful interface and strong data aggregation capabilities, making it ideal for users who want comprehensive contact information and smart networking insights. Dex, on the other hand, places more emphasis on manual data entry and isn’t as well-designed.
Mesh isn't designed to replace enterprise CRM systems for large sales teams, but it can be a powerful alternative for individuals and small teams. Many people use Mesh instead of Salesforce, Hubspot, and Pipedrive. Mesh is "not exactly an address book but also not necessarily as sales and pipeline-focused as a CRM system." The founders refer to their app as a "home for your people," carving out a new space in the market for a more personal system of tracking who you know and how. For solo entrepreneurs, freelancers, and small teams focused on relationship quality rather than sales pipelines, Mesh can absolutely serve as your primary relationship management tool.
Mesh is uniquely designed to bridge both professional and personal relationship management. Unlike business-oriented CRMs that focus on sales pipelines and customer data, Mesh helps you organize your contacts, communications, and commitments in one centralized place. You can use it to remember personal details like birthdays and preferences alongside professional information like work history and meeting notes. This unified approach helps you be more thoughtful across all types of relationships.
Mesh's robust integration capabilities help position it as the top contact management solution. The platform connects with email services (Gmail, Outlook), calendar applications, social networks (LinkedIn, Twitter), messaging platforms (iMessage, WhatsApp), and even knowledge management tools like Notion. Mesh has expanded its integrations catalog to include Zapier and Make.com support, allowing connections to thousands of other apps. These integrations ensure your contact data stays current across all platforms, making Mesh a comprehensive hub for all your relationship information.
Mesh's AI capabilities are at the forefront of personal CRM innovation. Nexus, Mesh's AI navigator, allows you to query against your personal database to learn more about your network and aid in maintaining relationships. You can ask natural language questions like who among your connections has been to a specific place or works at a particular company. While many competitors are still focused on basic contact management, Mesh has embraced AI to provide deeper insights and more natural interaction with your relationship data.
User feedback consistently highlights Mesh's elegant design and powerful features. Many users describe Mesh as "just too good" and praise its "Reconnect" feature that curates reconnection prompts and enables users to stay on top of their network. Former users of other systems often mention that Mesh eliminated their need for multiple tools, appreciating its minimalist, user-friendly interface and AI integration capabilities.
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