Q&A with Jay Gaines, CMO at Forrester

MEDIA 7 | December 5, 2019

Andrea Lechner-Becker, Chief Marketing Officer at LeadMD is an experienced Marketing and Sales Executive with a demonstrated history of working in the marketing and advertising industry. Skilled in Business Process, Marketo, Sales, Customer Relationship Management (CRM), and IT Service Management, Andrea is also a strong business development professional and a storyteller. MEDIA 7: What inspired you to get into marketing? ANDREA LECHNER: Frankly, not having better options. I originally attended the University of Wisconsin-La Crosse thinking I’d major in Archaeology. I wanted to be Indiana Jones! But, after visiting the archaeology building – i.e. the cold, dark basement of the science building – where a girl sat to piece together pieces of an old Native American vase, I knew archaeology was not going to be the right path for me. And so, without being good at science and a major in art or art history was unlikely to pay my bills, I decided to go into “business”. I originally registered as a management major, but took my first marketing class and thought it was more interesting and switched my sophomore year. That was pretty much it. I’d never been involved in business classes or DECA in high school – I didn’t really know what to do or what jobs in marketing were even possible. I dumb lucked myself into it really. M7: As a storyteller, do you relate the brand to a story or story to the brand? AL: Both? Neither? I think there are stories in every brand, because there are people working on the brand and people engaging with the brand and people using what the brand creates. People, most often a single person, are at the heart of great stories. You can start with the “point” of the story you’re trying to tell. Say you have a software that help accountants better create reports for board meetings. It’s likely you’ll want to tell a success story about an accountant getting promoted to CFO in part because your software helped better communicate their work product to the board. You could have the idea for that and go looking for that story in your customers. OR, you could hear that story, and say, “That’s amazing!” and share it with customers, partners and internal people. Stories are all around us – the most important thing is to keep your ears and eyes open for finding them.

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MEDIA 7 | November 28, 2019

Ed Breault, Chief Marketing Officer at Aprimo is a marketer with over 18 years of industry experience. At Aprimo, Ed is responsible for the global brand and growth which includes all Paid/Owned/Earned media, Brand Experience, Product Marketing, Industry Marketing, Influencer Marketing, Strategic Communications, Content Marketing, Analyst Relations, Alliance Marketing, Public Relations, Events, Demand Generation and Account-Based Marketing. MEDIA 7: What’s your superpower? ED BREAULT: I would say it’s applying the full spectrum of art and science that is required in marketing today. Not just left or right brained, but whole-brained strategy. Being human yet data-driven and really understanding numbers and (the right) metrics to make connections to business drivers. Add storytelling to that, so I can effectively communicate to my team, the CEO and CFO as well as my Board of Directors on those metrics, and connecting all that we are doing in marketing to the mission of the business. Then quickly shifting gears to the art and creative aspects of marketing that are required to engage an audience and tell great commercial stories that take complex concepts and craft them in a way that is interesting for people to pay attention to. I have to be the ultimate point of truth for the brand. M7: At Aprimo, how have marketing leadership roles and responsibilities evolved over the past few years? EB: There are so many dimensions needed by marketing leaders today. There are several elements driving this evolution, it’s the new experience battlefront that is emerging and also marketers themselves driving changes. From a market perspective, there is a clear appetite for disruption and consumers are wanting more experiential elements to their buying experience and interactions with brands. Take a few direct to consumer disruptions like trialing products in-home, purchasing directly from a brand or even wanting to ensure that the producer’s trade practices are in line with the buyer’s or even a regulator’s for that matter. Then we want to try before we buy, and we emotionally care about the supply chain of products. Do we TRUST this brand to do business with them? Behind all of this is a story that needs to be told, and it is those marketers who know their audience well and make connections that will win the commercial game. Back to the marketer, there are so many diverse backgrounds that marketers bring now and I’m really intrigued by those who have unconventional backgrounds because they contribute something uniquely new to the field. I love hearing about the marketer’s journey.

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MEDIA 7 | January 9, 2020

Sangram Vajre, Co-Founder & Chief Evangelist at Terminus is also an author and host of the podcast FlipmyFunnel. He is one of the leading minds in B2B marketing. MEDIA 7: What are you passionate about? SANGRAM VAJRE: Three things: Lead professionally. Grow personally. Love family. M7: Terminus has been recognized as one of Georgia’s 40 fastest-growing companies by ACG Atlanta. What factors contribute to this pace? SV: One of our core values is #OneTeam – which means we think and act as one team and know that if we treat our team right, they will treat our customers amazing. There are no great companies, only great people that make those companies.

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EMERGING TECHNOLOGY,GOVERNMENT BUSINESS

iOffice + SpaceIQ | August 17, 2022

iOffice + SpaceIQ, the global workplace technology company, today announced its intent to seek authorization from the U.S. Federal Risk and Authorization Management Program (FedRAMP) for its Integrated Workplace Management System Archibus. FedRAMP facilitates adoption of secure technologies across U.S. government agencies by standardizing assessment, authorization, and continuous monitoring of cloud-based products and services. The federal government owns and leases 130,000 properties — approximately 885 million square feet and $21B in annual operational expenditures — representing the largest real estate portfolio in the United States. With nearly 7% of government-owned properties underutilized or unused, iOffice + SpaceIQ's solutions address the critical need for space optimization, cost reduction, and enhanced decision-making capabilities for federal facilities. "There's been a major push to modernize operations and ramp up digital transformation efforts within the federal government, FedRAMP authorization will accelerate our ability to supply much-needed solutions to highly regulated government agencies and continue serving our existing federal customers." -Chief Dan DeRosa, Product Officer, iOffice + SpaceIQ. iOffice + SpaceIQ is already authorized to operate on secure high-side networks for several government agencies. The company has a robust federal distribution, reseller, and service provider network, meeting demand for centralized management of facility operations, maintenance, and occupancy while ensuring data security. iOffice + SpaceIQ's infrastructure is purpose-built to increase customers' resiliency against existing and future cybersecurity challenges. The business meets the highest standards for service and accessibility, including compliance with SOC 2 and a Voluntary Product Accessibility Template for Archibus. About iOffice + SpaceIQ: iOffice + SpaceIQ empowers how tomorrow will work, helping employees and companies adapt and thrive to produce better outcomes for the world. Our smart workplace technology enables over 10,000 organizations in 85 countries to improve business performance through intuitive, people-first space planning and operations. More than 2M end users rely on iOffice + SpaceIQ platforms to optimize more than 2B square feet of space valued at more than $64B, maintain mission-critical assets, and enhance how people interact with the workplace.

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CYBERSECURITY

Quick Heal Technologies Ltd | August 16, 2022

Quick Heal Technologies, a leader in the cybersecurity space, has collaborated with RevBits to address the advanced protection need for an on-premise infrastructure of government organisations. The partnership will help Quick Heal enhance its Seqrite product portfolio while enabling RevBits to expand its market presence in India. The association also aims to help government organizations that prefer to run their critical systems on-premise rather than in the cloud, thereby ensuring that they operate safely and seamlessly without the fear of cyberattacks. "We are delighted to partner with a leading cybersecurity solution provider like RevBits, well-known for its unique three-phase detection method that can protect businesses even from the most sophisticated attacks. It also complements our existing suite of Seqrite security solutions and will help us further strengthen our Seqrite product portfolio to offer the best cybersecurity solutions to our customers. At Quick Heal, we strive to innovate ourselves in sync with the ever-evolving threat landscape and devise solutions that exactly fit this purpose. We will continue collaborating with more such players to augment our products and services, cementing a leadership presence in the market today, tomorrow and beyond." -Dr. Sanjay Katkar, Joint MD & CTO, Quick Heal Technologies Ltd. David Schiffer, CEO, RevBits, said, We are extremely proud to be selected by a company with the size and reputation of Quick Heal. They are the leading EPS provider in India with 80% of the market share, and their solutions are available in more than 40 countries through international offices and thousands of channel partners. The combination of RevBits technology and the reputation and market coverage of Quick Heal Technologies will definitely prove to be a winning combination. Conservative projections point to additional revenue for RevBits of over $10 million ARR over the next three years, with large upside potential. About RevBits: Established in 2018, RevBits is a comprehensive cybersecurity company dedicated to providing customers with superior protection and service. RevBits delivers protection against the most sophisticated cyber threats companies face by offering multiple advanced security capabilities that can be administered through a unified security platform. RevBits is headquartered in Mineola, NY, with offices in Princeton, NJ, Boston, MA, London (England), and Antwerp (Belgium). About Quick Heal Technologies Ltd: Quick Heal Technologies Ltd. (Formerly Known as Quick Heal Technologies Pvt. Ltd.) is a leading IT security solutions company. Each Quick Heal product is designed to simplify IT security management across the length and depth of devices and on multiple platforms. They are customized to suit consumers, small businesses, government establishments and corporate houses. Over a span of 26 years, the company's R&D has focused on computer and network security solutions. The current portfolio of cloud-based security and advanced machine learning-enabled solutions stops threats, attacks and malicious traffic before it strikes. This considerably reduces the system resource usage. The security solutions are indigenously developed in India. Quick Heal Antivirus Solutions, Quick Heal Scan Engine, and the entire range of Quick Heal products are proprietary items of Quick Heal Technologies Ltd.

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CYBERSECURITY

Forescout | August 12, 2022

Forescout Technologies Inc., the global leader in automated cybersecurity, today announced it has joined the Joint Cyber Defense Collaborative (JCDC) to further support the U.S. government’s focus on the cybersecurity and resilience of its industrial control systems and operational technology (ICS/OT). Established by the Cybersecurity and Infrastructure Security Agency (CISA), JCDC connects cyber defenders to enable critical thinking and planning against cyberattacks. “It’s an honor to be included in the newly expanded JCDC-ICS to share Forescout’s leadership and deep expertise in ICS/OT security, Having worked directly with CISA for years, I know this type of collaboration between industry leaders in cybersecurity is exactly what our nation needs to protect against cyberattacks that threaten critical infrastructure systems on which our daily lives depend.” -Tim Jones, Forescout’s US Federal Government VP of Systems Engineering. Forescout’s cybersecurity solutions are used by many of the world’s largest utilities, governments, and other critical infrastructure providers. Forescout is committed to enhancing the cybersecurity posture of the critical infrastructure community with dedicated OT solutions and through OT-specific research from Forescout’s Vedere Labs, which has disclosed over 50 OT vulnerabilities in the past month alone. Further, Forescout is a founding member of the OT Cyber Coalition, the central aim of which is to enhance resiliency of our nation’s critical infrastructure. JCDC-ICS will build on the existing platform of the JCDC by taking advantage of the knowledge, visibility, and capabilities of the ICS community to improve the protection and defense of control systems, inform U.S. government guidance on ICS/OT cybersecurity, and contribute to real time operational fusion across private and public partners in the ICS/OT space. More information about CISA’s work with the ICS community is available at www.cisa.gov/ics. About Forescout: Forescout Technologies, Inc. delivers cybersecurity automation across the digital terrain, maintaining continuous alignment of customers’ security frameworks with their digital realities, including all asset types- IT, IoT, OT, IoMT, and cloud environments. The Forescout Continuum Platform provides complete asset visibility, continuous compliance, network segmentation and a strong foundation for Zero Trust. For more than 20 years, Fortune 100 organizations and government agencies have trusted Forescout to provide automated cybersecurity at scale. Forescout arms customers with data-powered intelligence to accurately detect risks and quickly remediate cyberthreats without disruption of critical business assets.

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