The B2B Engagement

Hosted by Kaon Interactive

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Mar 2026

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About the show

Welcome to "The B2B Engagement" - recognized by the AIVA with a Communicator Award of Excellence for B2B podcast series and by Inc. as a top podcast with strategic insights for CEOs. Join us as we explore the latest insights, real-life challenges, and practical solutions through in-depth conversations with IT, Life Science, and Industrial industry experts and thought leaders. Each episode dives into topics such as adapting to change, sustaining innovation, and better serving customers across generations.

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29 recent

March 31, 202630 min

AI’s Wake-Up Call: Exposing Your Broken GTM (HPE)

How is AI moving beyond the buzzword to truly reshape how enterprises sell, buy, and build competitive advantage? Join Dale Brown, Global Head of AI Solutions Sales at HPE, and Gavin Finn for a candid discussion on how AI is transforming enterprise sales, breaking down silos between marketing and sales, and redefining what “value” means in the modern buyer journey.In this episode, we’ll explore:How AI is redefining buyer motion and the future of enterprise sales.What separates hype from real impact in today’s AI investments.How to align marketing and sales through AI-driven value storytelling.The disappearance of SDRs and what that means for the next-gen sellers.Making AI work for you. Creating precision, context, and connection at scale.With decades of experience spanning big tech and startups, Dale shares a front-row view into how organizations are using AI not just to drive productivity, but to build repeatable, predictable revenue outcomes—and where most are still falling short.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠kaon.com⁠

November 20, 202535 min

The Rise of the Solutions Engineer: From Technical Support to Strategic Partner (Pure Storage)

In this episode, Penelope Thompson, Area Vice President, Global Center of Excellence, Systems Engineering at Pure Storage, joins Gavin Finn to share how the role of the solutions engineer is evolving from technical support to strategic partner — and how this shift is transforming the way B2B companies engage customers and drive business outcomes.Penelope discusses how her team is responding to leaner budgets, complex buying dynamics, evolving buyer behavior, and new technologies reshaping customer engagement.In this episode, we’ll explore:SEs’ evolution into consultative, trusted advisorsNew SE skillsets for tight budgets and multi-stakeholder buyingSales + SE “in sync”: co-creating solutions to speed dealsUsing interactive experiences to make value tangibleHow Pure is redefining SEs to drive adoption, expansion, and revenueDiscover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠⁠⁠kaon.com⁠

October 23, 202530 min

AI vs. Risk Aversion: Navigating Transformation in Industrial Giants (Aleph Alpha)

How can leaders overcome risk aversion to embrace AI's potential fully?After 20 years at Siemens AG, Andreas Geiss, empowered by the enterprise-changing potential of AI, became VP of Industrial and Retail at Aleph Alpha. Andreas discusses his transition from mechanical engineering to AI and moving from a giant to a fast-paced start-up. In this episode, you’ll learn:The challenges of scaling AI initiatives and the necessity of rethinking workflowsThe transformative potential of AI beyond mere automationWhy education and a shift from traditional risk-averse mindsets are crucial for technological adoptionThe importance of the human factor in driving these changesHost Gavin Finn and Andreas envision a future where AI and human collaboration redefine industrial enterprises, stressing the need for imagination and transformation over mere optimization.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠kaon.com

August 7, 202527 min

Reimagining Lab Operations with Data, AI, and Digital Twins (Eli Lilly)

Lab optimization isn’t about small gains -- it’s about transforming healthcare. In this episode, Michael Harrison, COO of Lily Seaport Innovation Center, joins Gavin Finn to share how unifying systems and breaking down silos can drive scalable, data-driven impact across the entire ecosystem.In this episode, we’ll explore:Driving integrated, efficient research with digital lab twins.How agentic AI can automate, optimize, and unify lab processes.Tips for building resilient, optimized global supply chains.Steps to unify lab data and operations for seamless research.Leveraging unified systems to support rapid growth and M&A.Implementing sustainable practices for long-term lab success.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠⁠kaon.com

June 20, 202533 min

Achieving Operational Excellence in Multi-Site Labs (Quest Diagnostics)

How Do You Scale and Innovate in a Multi-Site Healthcare Operation?Doug Hamilton, Regional Vice President of Lab Operations for the Midwest at Quest Diagnostics, joins Gavin Finn to explore what it really takes to deliver fast, accurate, and scalable diagnostics across a complex healthcare ecosystem. With more than 32 years at Quest, Doug shares what he’s learned about driving innovation while managing the daily pressures of lab performance and patient outcomes.In this episode, you’ll learn:How lab science influences 70% of healthcare decisionsWhy technology alone doesn’t solve operational complexityHow to manage distributed lab networks without sacrificing speed or accuracyWhy continuous learning and talent development are key to performanceWhat COVID-19 taught us about rapid adaptation and resilienceWhether you’re leading operations, navigating change in healthcare, or focused on performance at scale, this episode offers a clear look at how to lead with precision, agility, and trust.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: ⁠kaon.com

May 22, 202545 min

Reclaiming Sales Relevance in the Buyer-Led Era (University of Houston)

From Tools to Trust: Johannes Habel on the New Rules of B2B SalesWhat happens when more technology doesn’t lead to better selling?Johannes Habel, Associate Professor of Marketing at the University of Houston, joins Gavin Finn to unpack what’s really holding B2B sales back - and what it will take to move forward. From CRM fatigue to fragmented sales roles, Johannes brings academic rigor and field experience to one of the most urgent challenges in commercial strategy: aligning with how today’s buyers buy.In this episode, Johannes shares:Why adding sales tools rarely improves sales performanceThe four reasons CRM systems still fail to gain adoptionHow marketing and sales must shift from silos to shared strategyWhat buyer “discovery fatigue” means for your first conversationWhy value-based selling is harder - and more necessary - than everWhether you're leading GTM strategy, running enablement, or trying to modernize your sales process, this episode offers a clear, unvarnished look at how to build a sales organization that meets today’s buyers with credibility and confidence.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: kaon.com

April 24, 202526 min

Embracing Diversity for Innovative Marketing Solutions (Sandvik)

From Perfectionism to Progress: Sandra Anderstedt on Building Bold Marketing at SandvikWhat happens when a planner learns to embrace iteration—and leads a team to do the same?Sandra Anderstedt, VP of Marketing and Communications at Sandvik Manufacturing Solutions, joins Gavin Finn to share her journey from internal comms to building a global, agile marketing team from scratch. Her approach? Embrace difference, start before you're ready, and always keep learning.In this episode, Sandra shares:How personality differences became her leadership superpowerWhat it takes to unify diverse software brands under one strategic voiceWhy B2C hires helped her challenge B2B normsHow her team swapped “perfect” for progress—and what they gainedPractical ways they’re leveraging AI to boost efficiency and creativityWhether you’re scaling a team, rethinking your strategy, or just trying to get started, Sandra’s story is a masterclass in clarity, courage, and momentum.Discover how Kaon helps B2B companies spark meaningful change through compelling experiences: kaon.com

March 27, 202529 min

Creating Safe Spaces for High Performance (Philips)

Leading with Humanity: Cassandra Farr on Culture, Courage & Care at PhilipsWhat does it take to lead complex transformation—without losing your values in the process?In this candid conversation, Cassandra Farr, SVP and Head of Health Systems at Philips, joins Gavin Finn to share her journey from healthcare informatics to the C-suite—and why authenticity, empathy, and empowerment are non-negotiable leadership principles.They explore:Why “listening for meaning” is Cassandra’s leadership superpowerCreating space for hard conversationsHow to lead diverse, global teams through uncertainty and changeWhy customer-centricity starts with team cultureLessons from a lifetime surrounded by strong, entrepreneurial womenThis episode isn’t just about leadership—it’s about leading differently, with purpose, presence, and conviction.Explore how Kaon helps B2B companies build trust through storytelling and clarity: Visit kaon.com

February 27, 202530 min

Building Trust in B2B Healthcare Sales (Accuray)

Leading with Authenticity: A Conversation with Nancy Hiller, President & GM of Americas at AccurayIn this episode, President and GM of Americas at Accuray, Nancy Hiller shares her unique career journey from revenue cycle management to executive leadership in healthcare technology.Key topics include: The importance of aligning leadership and go-to-market strategies in the healthcare sector How strong customer relationships and trust drive long-term success Adapting to market changes in a digital-first world Delivering value to both customers and patients Why authenticity and transparency are critical in leadershipTune in for valuable insights on leadership, strategy, and the evolving healthcare landscape.Learn more about how Kaon helps businesses tell their value story effectively: Visit kaon.com

February 26, 202530 min

Evolving an EBC to a CIC (HPE)

Revolutionizing Customer Engagement: AI, Innovation & Human Connection with Daniel Sherill of HPEIn this episode of The B2B Engagement Podcast, Gavin Finn is joined by Daniel Sherill, Director of NA Strategic Customer Engagements at HPE, to explore the evolution of customer experience in B2B.Daniel shares his transition from exclusive Executive Briefing Centers (EBCs) to inclusive Customer Innovation Centers (CICs)—creating immersive, collaborative, and personalized interactions.Key topics include: How AI-driven insights and interactive technologies enhance customer engagement The shift from traditional briefing centers to dynamic, customer-focused innovation hubs Strategies for fostering human-to-human connections in both physical and virtual formats The role of data-driven personalization in elevating B2B customer experiences How businesses can create impactful, interactive engagements for deeper relationshipsTune in for expert insights on AI, customer engagement, and the future of B2B interactions.Discover how Kaon helps B2B companies transform engagement strategies: Visit kaon.com