1 rich Libsyn https://www.libsyn.com 90 600 6: Ken Lyons Playbook Ken Lyons leads Cleo’s worldwide sales organization and is responsible for sales strategy and global market expansion driven through Cleo's direct sales team, channel partner program, and strategic alliances. He brings more than 20 years of experience in building and leading successful enterprise sales teams in cybersecurity, managed file transfer, B2B file exchange, and ecosystem integration. Before assuming his current role, Ken was Cleo's Senior Vice President of Worldwide Sales. Prior to joining Cleo in 2016, Ken held sales leadership positions at Imperva, Axway, and Tumbleweed Communications. While at Axway, he served as Vice President of Sales, leading sales teams and go-to-market plans in key vertical markets across North America. &amp;nbsp; Links: Cleo &amp;nbsp; Time Stamps: 01:30 - Background on Cleo&amp;nbsp; 04:24 - How Ken's career has evolved during his time at Cleo 06:44 - What is a tactical breakdown of how you spend your time? 10:30 - What leading indicators do you track for your team? 18:10 - What does a great relationship between sales and marketing look like? 22:29 - How do you enable your sales team? 29:49 - What is the balance of understanding the business value and the technical product? 33:05 - Why do you focus on Market visibility and how has that worked for Cleo? 39:44 - Was there a moment or any bright spots that helped you transition from a license/maintenance-only product to a modern cloud-based subscription product? 43:55 - How do you ensure successful cross-sell and up-sell of products? 47:27 - What is the “Ken Lyons Playbook” for best practices? Alpine Playbook http://alpineplaybook.com/ <iframe title="Libsyn Player" style="border: none" src="//html5-player.libsyn.com/embed/episode/id/16398641/height/90/theme/custom/thumbnail/yes/direction/forward/render-playlist/no/custom-color/88AA3C/" height="90" width="600" scrolling="no" allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen></iframe> https://assets.libsyn.com/secure/content/85953602