Kate Spellman, Chief Commercial Officer at Questex, discusses the transformation of the B2B media industry and the importance of data and technology in driving revenue. She highlights the need for businesses to be data-driven and to focus on delivering a great customer experience. Kate also emphasizes the role of AI in value creation and the challenges of implementing AI in the industry. She shares how Questex uses data to empower its commercial team and drive better customer results.
Kate is an executive advisory board member of Revenue Room™ Connect, H2K Labs' new professional network for CEOs and their revenue-critical C-Suite teams leading multi-sided business models such as media, data/information, and marketplaces. Kate is excited to join H2K Labs at our upcoming event, RevvedUP 2025, on February 25-27, 2025 in Sarasota, FL where we'll delve deeper into enhancing enterprise value through data, digitalization, and AI with C-Suite leaders.
Takeaways

• The B2B media industry is undergoing transformation, and businesses need to be data-driven and focused on delivering a great customer experience.
• AI is playing a significant role in value creation, but implementing AI in the industry presents challenges.
• Data empowers the commercial team at Questex to drive better customer results and make informed decisions.
• Using AI tools like Gong can help with sales training and improve sales performance. Gong is a powerful tool for analyzing sales calls and improving sales strategies.
• SDRs can leverage data to identify prospects and personalize their outreach, making their role more exciting and compelling.
• Using data effectively can help businesses provide better value to customers and improve ROI.
• The rapid pace of technological change and data sprawl present challenges for the industry.
• The skills needed in the industry are evolving, and attracting the right talent is a challenge.
• Staying true to core values while adapting to industry changes is essential for success.

Chapters
00:00 Introduction and Background
06:12 Overview of Questex's Business Lines
08:54 The Transformation from CMO to Chief Commercial Officer
11:43 The Impact of AI on the Industry
13:51 The Importance of Being Data-Driven
18:24 Private Equity and Value Creation
20:17 Using Data to Empower the Commercial Team
22:12 Driving Revenue with Data and Technology
24:09 AI Tools for Sales Training and Performance
25:26 Leveraging Data for Effective SDR Outreach
26:28 Harnessing the Power of Gong for Sales Success
28:11 Using Data to Provide Better Value to Customers
33:07 Navigating the Challenges of Technological Change and Data Sprawl
35:30 The Importance of Customer Success and Engagement
36:04 Attracting and Retaining Talent in a Changing Industry
38:08 Staying True to Core Values in a Changing Landscape

ABOUT H2K LABS

H2K Labs is a tech-enabled value creation specialist that helps media, data/information, event, and marketplace businesses accelerate revenue, drive profitability, and fuel enterprise value using data, digital, and AI. We host The Revenue Room™ Podcast, curate Revenue Room™ Connect, a professional network for CEO and their revenue-critical C-Suite teams, and produce events including RevvedUP 2025. For more information, please visit https://www.h2klabs.com

To join Revenue Room™ Connect, please visit https://info.h2klabs.com/revenue-room-connect-information-request