Brewing Success with Miro: Delivering Value, Customer Engagement, and Strategic Selling

In this episode of Pipeline Brew, Matt Hummel welcomes Zach Diamond, Strategic Program Manager at Miro, who shares his exciting journey from food tech to championing innovation workspaces.

Miro, formerly known as RealtimeBoard, is a digital collaboration platform designed to facilitate remote and distributed team communication and project management. Having been with the organization for nearly four years, Zach discusses his role and how personalized customer engagement and strategic discovery can significantly impact demand generation and product marketing. He also emphasizes the importance of understanding customers' specific needs and using that insight to create value-driven, bespoke solutions that resonate on a deeper level than traditional metrics might indicate.

Additionally, Matt & Zach talk about Miro's Discovery Center, an innovative space designed to foster deep customer relationships and immersive experiences. By offering a unique blend of in-person and remote engagements, the Discovery Center has become a crucial tool in Miro's approach to building trust and loyalty among its clients.

Be sure to stick around to the end of the episode to learn about one of Zach’s other passions…caviar!

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Guest Bio

Zach Diamond is a Strategic Program Manager at Miro, a leading online collaboration platform based in Austin, Texas. In his role, he focuses on enhancing customer relationships and driving strategic initiatives within the Miro Discovery Center, where he works to optimize user experiences and maximize client value.

With a strong background in software development, Zach effectively bridges the gap between technical teams and business stakeholders. His expertise in program management and demand generation allows him to identify growth opportunities and implement strategies that enhance customer engagement and satisfaction.

Passionate about fostering collaboration and innovation, Zach emphasizes open communication and teamwork within his projects. Outside of work, he enjoys exploring Austin's vibrant culture and staying updated on the latest trends in technology and business, reflecting his commitment to continuous learning and personal growth.

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Guest Quotes

“When I advise other companies, I really push them on how to get customers in the door without a sales rep. And I think the exception to the rule would be if you're doing like hardware, or data storage, or something like cloud architecture, where you really do need to be face to face talking to a person.”

“What my team does is show instead of tell. I always bring it back to: ‘Why are you doing this?’ Not: ‘How do you do it?’ So we start off every session with a session called Voice of the Customer. And this is just strategic questioning. And it's one of my favorite parts of the job because it snowballs into a massive conversation.”

“I think you said it with sales folks struggling to strategically sell or leading with value. In a lot of ways, we've forgotten the gift of the gab. You know, we got so used to selling over Zoom calls and not going in person that we've forgotten how much that matters to a customer who's trusting you with a ton of money every year.”

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Time Stamps

00:00 - Episode Start

000:51 - Icebreaker

02:29 - What is Miro?

04:12 - Zach's role with Miro

08:13- Is the PLG model here to stay?

12:05 - How to do evangelism marketing right

16:26 - The power of executive briefing centers

21:26 - Zach's journey to marketing

25:19 - Don't forget to sell yourself

27:35 - Avoid a one size fits all approach

30:39 - Balancing the human experience with the metrics

34:17 - What's On Tap?

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Links

• Connect with Zach Diamond on LinkedIn
• Check out Miro
• Get 20% off Caviar at Shag
• Connect with Matt Hummel on LinkedIn
• Check out Pipeline 360