Turning Events Into a Revenue Channel, plus Employee Advocacy, and Personal Brand (with Colin Kendall, CMO at SC&H)

Dave Gerhardt (0:00)

Hey, it's Dave, so Zoom Webinars & Events has made our recent Exit Five live sessions way more pro lately, but don't just take my word for it. Check this out, this is what Kelly B said. She said, I compare all other webinars now against Exit Five, I love that. And look, in a world of AI slop, we just want to make something that's actually worth going to. It's not easy to get an hour out of your day. I'm just the on-air talent though, so I'm gonna kick it over to Marissa and Maria. This is our Exit Five live production team, our content team here at Exit Five, since they're the ones actually making this all happen.

Dasha (0:30)

I've been doing B2B content a long time, I know. It's hard to hold attention for more than 30 seconds, let alone a whole webinar, but Zoom Webinars helps. Recently, we've had nearly 2,000 registrants, over 500 live and hundreds of hours of watch time on our sessions. Maria, what would you say is driving that?

Maria (0:46)

It all starts with prep. We do up to seven hours per session, choosing a topic, prep calls, building the run of show and so much more. With Zoom Webinars & Events, everything's in one place. Registration, emails, polls, analytics. So it's simple to run that cycle every two weeks. At showtime, I hand it back to Marissa in Zoom's production studio.

Dasha (1:06)

With Zoom's production studio, I can set the scenes in advance. So on the big day, I just send them live with speakers and content already in place. Clean transitions, crystal clear audio and video. I feel like I'm running the big game back there.

Dave Gerhardt (1:18)

So this is why our webinars have been crushing it lately. Look, they just said we're spending seven hours per session on this. And don't just take our word for it. Come and see firsthand. We run these every other Friday. It's called Exit Five Live, now powered by Zoom Webinars & Events. So come and check us out. See this whole thing live. And if you want to learn more about using Zoom at your company, check out zoom.com/exitfive. That's zoom.com/exitfive.

Hey, it's me, Dave. Today's episode is brought to you by Convertiv, a B2B marketing agency that helps enterprise teams build an AI powered go to market strategy. Q4 is the time of year when having a great agency partner matters more than ever. If you're shopping for a new agency, Convertiv is worth looking into. They work with marketing and operations leaders to help grow revenue across the business. And AEO, one of the things I know you're thinking about right now, is one of their specialties. Trusted by companies like DocuSign, Data Bank and Constructor, Convertiv builds on the search and marketing work you're already doing, and helps optimize your site so more of your buyers find you and turn it into pipeline. Right now, they're offering Exit Five listeners a free AI search review. They'll run the questions your buyers are actually asking through Google and AI tools, show you how you stack up against competitors, and tell you what's worth fixing. If you're looking for a refresh of your AEO strategy in 2027, this AI search review with Convertiv is a great place to start. Check it out. It's convertiv.com/exitfive.

That's convertiv.com/exitfive, and you can also see the link in the show notes. You're listening to the Dave Gerhardt Show.

Dasha (3:03)

Hey, the conversation you're about to listen to is one that was recorded live in Vermont for Exit Five's Drive event. I sat down with Colin Kendall. He's the CMO of SC&H. They are a consulting and financial services company that is entirely employee owned. And if you are a frequent listener of the show, you'll know that a lot of the guests that we have on the market B2B SaaS. So I was extra excited to record with Colin to figure out what actually happens when you're not slinging SaaS and you're selling expertise instead. We talk about what has worked for Colin's team in 2026, how they get their smeeze on stage at events and bets that him and his team are making for 2027

I hope you enjoy the conversation. Enjoy.

We're rolling. What's up? I'm with Colin Kendall. First, I love a person with two first names.

Colin Kendall (3:58)

Oh, yes.

Kendall. There was a friend of mine who had a sister named Kendall growing up, and everyone always joked that we would get married and her name would be Kendall Kendall.

Dasha (4:07)

But it didn't. Oh, it did not happen.

Colin Kendall (4:08)

No, no, I met someone different. You know, it would have been pretty funny. They also now have a little redundancy.