Paul Guenther: Offering Consistent Top-tier Business Solutions
“Just believe in yourself. Whether you think you can or think you can’t –you’re going to end up being right, either way.” In certain ways of business, stepping into an industry brings spontaneous challenges. If a business person molds these challenges and utilize them as a ladder to climb up to a particular position, he/she can bring a disruptive change within an innovative approach in their business niche. Following the zeal from studying law to lead a B2B advertising space that turned into a renowned brand is Paul Guenther. An entrepreneur who proved himself time and time with his leadership and commitment. As Founder and CEO of Knowledge Hub Media, Paul harnesses the power of business management from sales to marketing, accounting to website development. His tireless efforts and focused engagement enhance every aspect of the business. Learning & Leading Over the years, B2B customers are being targeted at an exponential pace, in the way that they market to different types of audiences. Currently, in the B2B demand generation space, KHM’s clients have shifted to more niche targeting – promoting their assets to very specific and specialized job roles and functions. Where in the past, companies would target based on more generalized criteria (e.g., IT Decision Makers in large companies), they have shifted to a more qualitative approach. It’s less about lead quantity and more about lead quality, reaching the exact folks who are most likely to buy their software and technology platforms. Previously, a company that might have targeted “HR Directors” now targets “Talent Management Directors” and “VPs of Talent Acquisition.” Again, more specific with the job roles that they are going after. And in most cases, instead of targeting companies by the number of people it employs or goes industry vertical, clients tend to target companies via account-based marketing (i.e., ABM lists). ABM lists are generally created and provided by KHM’s clients, pre-campaign launch. They are made up of companies that fit very specific targeting criteria, and in most cases, fall into one of three categories: current customers; competitor’s customers; companies showing intent to purchase a given software platform or solution. Dive into the exhilarating story of Paul and his experiences. Placing the Wick Mr. Guenther’s journey of career-oriented learning started at Penn State University in the Fall of 2002. At the time, he was unsure about what he exactly wanted to do. After some time, he determined that he wanted to go to law school, and decided to major in Crime, Law & Justice. He got his B.S. in the spring of 2006, which was immediately followed by a (short) stint in Law School. He was doing a part-time night program, and at the time, he was unsure about it too. He started working full time during the day, going out with friends at night, and not at all focused on what he should have been focused on. Whether or not it was a blessing in disguise, he ended up going back to school in 2008 to get his MBA with a concentration in Marketing Management (Wilmington University). In 2009, Paul started working on what would become “IT Knowledge Hub” – which is now known as Knowledge Hub Media. Once gained his MBA in 2010, he was off to the races with the company. Fortunately, over the next couple of years, he was able to bring his first few employees on – Anthony and James running Sales, and Chris, who filled the first Client Services role. He had also gone back to school by that point to get his Doctorate in Business Administration – finishing his dissertation and graduating in January 2020. Mission & Vision Knowledge Hub Media was established in 2009, and ever since its inception, the team has been a prominent player in the B2B advertising space. Their core competency, however, is lead generation – or “demand generation,” as it’s better known across the industry. KHM leverages content syndication via assets like white papers, webinars, case studies, and the like, to generate highly targeted leads for our clients. Most of our clients are in the software and technology industry – and when they’re not, they are usually advertising/media agencies working on behalf of the former. Most of our clients are promoting technology platforms and software solutions that they are looking to find net new customers for. Since the company’s initiation, Paul faced the challenge of not practicing things that traditional businesses do. Things like sales goals – and really anything that causes unnecessary stress, in general – are the things that the team tries to avoid. There has always been a favorable work-life balance, and overall, people continue to motivate themselves to get better. There is not much criticism or disagreement to go around, and that’s a good thing. Inspiring Employees to Meet Needs of the Clients Customers are always the most important aspect of any business. Without customers, no one has a business. Ensuring and enhancing the customer experience is always high up on KHM’s list, and at the end of the day, the team always wants to make sure that everyone is completely satisfied. It usually comes down to a few things: responsiveness, quality of the product, and customizability. Over the 12+ years, the team has evolved its practices and QA/QC measures to ensure only the finest lead quality – in terms of both data integrity and lead scoring mechanisms. It’s very important for the customizations where some clients are happy to stick with more traditional means and delivery methods, and some like the team to use custom API integrations, lead import systems, and form post technologies. The team is always happy to customize a product – with regard to both targeting and delivery – to go above and beyond the customer’s expectations. Being Adaptable to Unprecedented Times Businesses were being asked to keep their premises closed to combat the coronavirus. The onset of the COVID-19 pandemic was an uncertain time, and it impacted virtually everyone else on the planet. Though KHM
Benjamin Talin: Embracing Digitalization More Than Just Digital
Like all successful businesses, MoreThanDigital.info was also founded in response to a market deficiency. Benjamin Talin was inspired to start his journey in this industry as he observed gaps and issues in it. He realized the importance of digitalization in his 20’s, started advising governments and ministries about SME challenges and other educational needs. With years of experience as a businessman, publisher, and international guest lecturer Benjamin established himself as a digital expert. He had already begun his journey when he started his first business at the age of 13. Not a boy but more a man he lived in the United States for a short period and settled back to Europe to study Business and Economics in Zurich. Building Knowledge Benjamin sought out challenges and even did not wait for challenges to confront them. This behavior distracted his attention from study and he became famous for never being at the university. Rather he chose to build more businesses without caring about failures. He even failed his first two start-ups in Switzerland and landed doing over a dozen of internships. Now, here is the catch, nothing goes in vain — he created his agency that turned into a company group including a consultancy company and other start-up projects. He did not stop there and opted to do a bachelor’s degree at Zurich University. With gained knowledge, he started teaching at different universities about entrepreneurship, new business models, and digitalization. The days got shiny when all these led to having lots of publications, keynotes, and guest lectures internationally. Inception And Challenges The first brick for MoreThanDigital was founded in 2017 when it started as a blog out of frustration. Now it has grown to the leading digital initiative in Europe and is spreading arms across the world. Before formalizing strategies, the company provides yearly 2 Mio executives access to knowledge that is easy to understand and which is free for everyone. Being customer-obsessed fanatics they are winning the world with business knowledge services. While interviewing Benjamin he explained the current scenario of the businesses. According to him, within the last few years especially the last decade, there was an overwhelming flood of new technologies, new business models, and new challenges occurring in the market. Many entrepreneurs could not hold up with the speed and the dependence on good consultants, external freelancers, and partners. However, these uncertainties opened doors for lots of marketing and BS within the business world which were exploited because of ignorance. These opportunities changed customer preferences too for good. Benjamin believes that the Covid-19 pandemic was not too bad for them. He and his team kept their focus on things with optimism and hope attached. At a time when many businesses were trying to survive, the need for neutral information accelerated MoreThanDigital’s business and its platform. Although it was hard and many of the partners and supporters were struggling as well, personal objectives were able to change the inner circle. They needed to develop big projects like the MoreThanDigital Insights platform in these difficult times. Engage, Just Not Sell MoreThanDigital refrains from believing that everyone is a target. This behavior of attempting to appeal to everyone results in failing to connect with true potential customers. The company has a different approach, they engage their customer base and communicate the company’s central “why.” Working against the mainstream with limited resources is always hard for them because the circumstances put a lot of pressure on the team, partners, and everyone involved. The company’s common vision and mission statement #bethechange prove to be a cornerstone that dictates the important part of who they are and why people love to work with them. This helps to deal with challenges on daily basis but it hits hard to go where nobody has gone before. Constantly evaluating the path – where it needs to go to and what new decisions have to be made – is very important. Criticism plays a valuable factor and part in this evaluation. It is prevalent every single day and there are a lot of disagreements as they do not follow the rituals. Staying true to the ideology is crucial, indeed, but the result makes it worth investing time and energy. Identifying Customer Needs Taking a broad view of customer satisfaction benefits a business. Being at the center, the company always tries to communicate as much as possible with the members of their community. The most effective way is having 1on1 meetings including getting feedback from partners, members, and of course “haters”. They constantly align with the needs but always try to differentiate between the “greater good” they want to achieve and single biased views who only want to take advantage. The marketing model behind MoreThanDigital is quite unique and a totally different approach and focuses only on the customer needs. Adapting this principle as the backbone, MoreThanDigital helps its members and readers to deal better or easier with the future. So they keep trying to expand the platform for better information sharing. The company intends to soon launch the so-called MoreThanDigital Insights platform. It’s a new powerful toolset for companies to detect and identify their weaknesses. Furthermore, TechValley and Academy are planned for the future. They will be a promising cornerstone for the company and will help it to grow to a digital ecosystem and this will, in turn, give more people access to a better future. Benjamin’s Message No strategy would ever work without good marketing. Platforms and especially digital ecosystems are tough and indeed demanding. When someone wants to build multi-sided platforms and especially an ecosystem then they should brace themselves for a long ramp-up phase. They are one of the most difficult business models out there to manage and build. Solving the “chicken-egg problem” and aligning several stakeholders’ needs play a big role in building platforms and ecosystems. Benjamin has a message for entrepreneurs seeking careers in the industry. “Starting with your own funds, bracing for years of hard work and little income, and also