75% of People Say Paid Search Ads Make It Easier to Find Information

People Mostly Click on Google Text Ads That Directly Answer Their Search Query, but Branded Search Engine Marketing Ads Also Have an Impact on Amazon and YouTube

Three-fourths of people (75%) say paid search ads make it easier to find the information they search for on a website or search engine, according to a new survey from Clutch, the leading B2B research, ratings, and reviews company.

Most people easily recognize paid search ads: 77% are confident in their ability to identify paid search ads such as pay-per-click (PPC) advertising.

Because people can recognize paid search ads, it’s important for businesses to produce ads that are useful and relevant to their audiences.

The most common reason why people click on a paid search ad is if it directly responds to the information they are searching for online (33%).

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Google Text Ads Earn the Most Clicks

People click on the search ads they see the most: text ads on Google.

People are more likely to click on text ads (49%) than shopping/product listing ads (31%) or video ads (19%).

In addition, 63% of people click on Google ads, four times as many people who click on search ads on any other search engine – Amazon (14%), YouTube (9%), and Bing (6%).

People respond differently to Amazon and YouTube paid search ads than they do to Google search ads.

The most likely reason people click on a search ad on Amazon and YouTube is because it mentions a brand they are familiar with (33%).

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“On Amazon, I do find it interesting that people click brands they are familiar with,” said Sherman Stanberry, managing partner of Lyfe Marketing, a digital marketing company in Atlanta. “I think it could be a good advertising play for larger or more recognizable brands.”

Paid Search Advertising on Multiple Sites Can Improve Search Ad Engagement

People’s preferred paid search ad formats correspond to the sites they use.

  • More than half of people (55%) who click on Google search ads prefer text ads.
  • Those who click on Amazon advertisements favor shopping/product listing ads (50%).
  • Those who click on YouTube advertisements favor video ads (36%).

Businesses that create video and shopping/product listing ads (PLAs) can engage with potential customers on Amazon and YouTube.

Businesses also benefit from including Bing as part of their search engine marketing strategy, as it has a higher click-through rate for paid search ads than Google.

Clutch surveyed 506 people who have clicked on a paid search ad in the past month.

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Formstack Acquires QuickTapSurvey, Further Develops Offline and Mobile Capabilities

Formstack Acquires QuickTapSurvey, Further Develops Offline and Mobile Capabilities

Leader in Data Capture and Workflows Grows International Footprint and Customer Base

Formstack, a software-as-a-service (SaaS) company with a mission to transform the way people collect data and put it to work, announces the acquisition of Toronto-based QuickTapSurvey, a leading provider of mobile and offline surveys.

With the acquisition, Formstack is doubling down on its investment in the mobile forms category and plans to combine the best features of the QuickTapSurvey and Formstack products into one, full-service offering for mobile offline data capture on the Formstack platform. QuickTapSurvey will remain a standalone mobile surveys product and will benefit from additional capabilities through the Formstack platform, including workflow automation, HIPAA compliance and more than 40 native integrations, such as Salesforce, MailChimp and WebMerge.

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“We sometimes take for granted the availability of internet access in all locations; many of our customers have had no choice but to collect data on paper because they work in underserved rural areas,” said Chris Byers, CEO of Formstack. “QuickTapSurvey has given aid workers in Eastern Congo access to the same technology as sales reps in New York. We look forward to developing the next generation of data capture tools together.”

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Launched in 2011 by Tishan Mills and Ravin Shah, QuickTapSurvey services more than 180,000 customers in 175 countries. Major clients include Adidas, Philip Morris International, Heineken, Aramark and the Smithsonian Institution.

Formstack’s acquisition of QuickTapSurvey follows its acquisition of Fast Forms in 2017 and the launch of Formstack Go, an offline data capture app for iOS and Android.

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Research Reveals Employees Switch Apps Over 1,100 Times a Day

Research Reveals Employees Switch Apps Over 1,100 Times a Day

Pega studies 5 million hours of desktop activity, finds “virtual swivel chair” effect can bring productivity to a standstill

 Pegasystems Inc. (NASDAQ: PEGA), the software company empowering digital transformation at the world’s leading enterprises, today announced new research that reveals how ineffective software and poor processes are hindering productivity for many workers. In a study of live desktop activity, the results showed employees are forced to switch between up to 35 job-critical applications nearly once a minute – or more than 1,100 times every day –  adding unnecessary complexity that reduces efficiency and frustrates workers.

Pega analyzed nearly 5 million hours of desktop activity of operational support employees – who primarily perform routine back office, data entry, or contact center tasks – at Global 2000 companies from January to September 2018. The data revealed two main areas blocking employees from achieving optimal productivity and job satisfaction:

Inefficient applications and processes: Businesses typically provide operational support workers with a number of ‘structured applications’ that are specifically designed to help them speed through core tasks with minimal typing and scrolling. However, the study found workers are saddled with too many of these disconnected apps, leading to poor processes, increased errors, and wasted actions that could otherwise be automated:

  • On average, workers perform 134 ‘copy and paste’ actions each day – highlighting how often employees must switch between applications using same data to complete a task.
  • Employees commit 845 keying errors per day or once out of every 14 key strokes, which shows the potential to automate more of their workflow to reduce manual mistakes.
  • Only 28 percent of active work time is spent in structured applications versus free-form software like spreadsheets or word processing apps, suggesting that structured applications aren’t adequate enough to do the job alone.

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Distractions from core work: From digital distractions to extraneous activities, there are many events over the course of the day that take workers’ attention away from productive tasks:

  • Workers check their email 10 times per hour, or once every six minutes, throughout the course of their day.
  • Employees spend 13 percent of their time in email, of which only 23 percent is spent on value-generating work.
  • People who work longer shifts typically make nine percent more errors than those on shorter shifts, demonstrating how attention spans drift over a long work day.

The study also reveals several other interesting dynamics, including:

  • Employees make the most mistakes on Tuesdays, which had 22 percent more errors per employee vs. Friday, the least error prone day of the week.
  • Error rates are 50 percent higher when working in unstructured applications such as email, the application where the most errors occur.
  • Workers multitasking between 30 applications or more in a single shift have a 28 percent higher error rate than those using fewer apps.

For more details on the study and to learn strategies for overcoming workplace inefficiencies and improving employee satisfaction through digital process automation, download the ebook ‘Demystifying the Desktop” at www.pega.com/demystifying-desktop.

Quotes & Commentary:

“Many organizations instinctively try to solve process issues and improve employee productivity by throwing more software at the problem without truly understanding the root cause of their inefficiencies,” said Don Schuerman, CTO, Pegasystems. “Business leaders must step back and analyze their business processes to ensure they enable employees to do their best work while providing customers with the best possible experience. By streamlining these processes and eliminating repetitive tasks, companies can give employees the right tools they need to succeed and be happier in their jobs.”

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AdStage Launches AdStage Join, the First MarTech Solution to Automatically Link Ad, Web, and Sales Data

AdStage Launches AdStage Join, the First MarTech Solution to Automatically Link Ad, Web, and Sales Data

Marketers Can Instantly Optimize Ad Campaigns Based on Actual Sales

AdStage, a leading marketing technology company with $900MM+ in annual ad spend under management, announces the release of AdStage Join, which automatically connects ad data from leading networks like Google, Facebook, and LinkedIn to Google Analytics and Salesforce. The technology allows marketers to instantly optimize ad campaigns based on actual sales, setting a new standard for ROI measurement. With companies increasing marketing and sales alignment, AdStage Join enables paid marketing campaigns to align with sales goals. AdStage Join launches December 4, 2018.

3Q Digital’s CEO, David Rodnitzky stated, “Optimizing paid marketing campaigns based on sales data was a painful challenge until AdStage Join. We can now automate the connection of ad data to Salesforce, saving us countless hours in spreadsheets, and providing us with critical information that we can put to use for our clients immediately.”

Marketers often optimize paid campaigns on top-of-the-funnel metrics, but the vast majority of those interactions don’t result in paying customers. The lead generation marketers who do want to incorporate sales data often turn to spreadsheets. But using spreadsheets for large data sets is time-consuming, error-prone, and requires manual updating.

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Mandy Fitzberger, Director of Paid Media at Atypical Digital, stated, “Shortening the path to bottom line impact from paid marketing efforts with AdStage Join is a huge win for our clients as well as for us as an agency.”

Used with AdStage’s other products, Join aims to fundamentally change the way marketers analyze and optimize ad campaigns. AdStage has hundreds of B2B/lead generation paid marketers using its platform.

“If you’re spending a million dollars on paid marketing, you want to know how the money translates into sales pipeline and bankable business revenue. You simply can’t calculate that from clicks and impressions,” said Sahil Jain, AdStage’s CEO and Co-founder.

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ZoomInfo Enriches Its Company Information with New Real-Time Firmographic Data

ZoomInfo Enriches Its Company Information with New Real-Time Firmographic Data

Company Newsfeed and Hierarchies Provide Users with Deep Company Data That Drives Sales Efficacy

Zoom Information, Inc., the leading growth acceleration platform for sales and marketing teams, announced the availability of several new features, including Company Hierarchies and Company Newsfeeds. The new features refine the user’s knowledge of their key targeted profiles and strengthen their understanding of customer portfolios.

ZoomInfo’s Company Newsfeed gathers hundreds of articles bringing users up-to-date information relating to their targeted accounts. As soon as new articles are collected and curated, users may access them through the ZoomInfo platform. Company Newsfeed provides sales and go-to-market teams with a deeper understanding of their prospect companies, improving efficiency throughout their daily workflow.

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Company Hierarchies transform ZoomInfo’s data to give users a clearer picture of a company’s portfolio, including parent companies, subsidiaries and acquisitions. This is particularly important for larger enterprises that may include these units within their broader organization.

“Sales and go-to-market teams need a deep understanding of their customers and prospects – and the companies that they work for,” Hila Nir, Chief Marketing and Product Officer, ZoomInfo, said. “With today’s new features, ZoomInfo is enriching its firmographic data with detailed and real-time information that will help teams find that next lead and target it more effectively.”

ZoomInfo also announced the availability of custom mapping for Microsoft Dynamics, SalesLoft and Outreach and field-by-field updates for ReachOut, its Chrome extension. The integrations enable sales professionals to export custom data directly from ZoomInfo into those platforms, increasing sales efficiencies and reducing the time spent on manual processes. Outreach and SalesLoft customers can export directly into Sequences and Cadences, respectively, integrating ZoomInfo data directly into customer and prospect communications.

With field-by-field updates, customers using customer relationship management and sales management platforms that integrate with ZoomInfo can now choose what fields to update without cutting and pasting from the ReachOut extension.

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Forrester To Acquire B2B Sales Research Firm, SiriusDecisions

Forrester To Acquire B2B Sales Research Firm, SiriusDecisions

Creates a Robust Platform Guiding Companies to Drive Growth in the Age of the Customer

Forrester entered into a definitive agreement to acquire SiriusDecisions, a leading business-to-business research and advisory firm, for $245 million in cash, subject to adjustment. The combination of Forrester and SiriusDecisions creates an innovative strategy and operations platform that can help business and technology leaders make the far-reaching changes needed to adapt to a customer-led, disruption-rich market while maximizing performance every day.

“Today’s announcement was driven by our clients,” said George F. Colony, Forrester’s chairman and chief executive officer. “Empowered customers and the disruptive power of technology are forcing business and technology leaders to take decisive action and make deep-rooted changes while delivering quarterly results. The combined value of Forrester’s strategic and SiriusDecisions’ operational capabilities will help our clients change and grow in tumultuous times.”

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“We’re excited about joining forces with Forrester,” said John Neeson, SiriusDecisions’ cofounder and co-CEO. “Allying with Forrester changes the game for our clients and accelerates our growth across industries, regions, and business functions. Beyond the powerful synergies of our two firms what will make this work is our shared passion for our clients’ success,” added Rich Eldh, SiriusDecisions’ cofounder and co-CEO.

Forrester works with business and technology leaders to build customer-obsessed strategies. SiriusDecisions focuses on optimizing marketing, sales, and product operations. CMOs of business-to-business companies operate “The Sirius Way” — a methodology grounded in fact-based best practices that has become the standard across industries, including high tech and advanced manufacturing. Together, Forrester and SiriusDecisions will enable companies to know what they should do, why they should do it, and how to do it.

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This deal opens up a number of opportunities for Forrester expansion:

1) Cross-selling services. Forrester and SiriusDecisions client bases will benefit from broader access to research and advisory content, data, and tools.

2) Accelerating international growth plans. Forrester’s global sales force and channels will widen the distribution of SiriusDecisions’ products in EMEA and APAC.

3) Expanding SiriusDecisions’ platform, methodologies, data, and best-practices tools to new roles. Forrester will extend the SiriusDecisions platform beyond marketing, sales, and product to roles in IT and customer experience.

4) Expanding SiriusDecisions to new vertical markets. Forrester’s growing penetration in industries such as financial services, retail, healthcare, energy and utilities serve as natural areas of expansion for “The Sirius Way.”

With the SiriusDecisions acquisition, Forrester’s addressable market in strategy of $20 billion approximately doubles to $40 billion with the addition of operations. Adding operational expertise to Forrester’s strategy expertise will drive new business, renewal rates, and the ability to enrich existing contracts with additional services.

“The addition of SiriusDecisions is expected to add approximately $100 million to Forrester’s revenue in 2019 on a pro forma basis and is expected to be $0.10 to $0.20 accretive to our 2019 pro forma EPS,” said Michael Doyle, Forrester’s chief financial officer. “Additional financial information will be provided during our call today and with the investor presentation that is posted on our website.”

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The transaction is expected to close in January 2019 and is subject to the satisfaction of customary closing conditions, including applicable regulatory filings. The transaction is expected to be funded through a combination of cash on hand and up to $175 million of fully committed debt financing to be provided by JPMorgan Chase Bank, N.A. and a syndicate of other lenders.

William Blair & Company, L.L.C. is serving as exclusive financial advisor to Forrester, and Skadden, Arps, Slate, Meagher & Flom LLP is serving as legal counsel. Centerview Partners LLC is serving as exclusive financial advisor to SiriusDecisions, and DLA Piper is serving as legal counsel.

“Digitally-savvy customers are changing the rules of business, creating extraordinary opportunity for companies that adapt and existential threat to those that don’t,” said Mr. Colony. “The combined company creates a robust platform to help our clients not only navigate these rough waters but thrive in the age of the customer.”

SiriusDecisions helps business-to-business companies worldwide by delivering the actionable intelligence, transformative frameworks and expert guidance that equip executives to modernize and elevate sales, marketing and product performance. Management teams make more informed business decisions through access to our industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses. SiriusDecisions is based in Wilton, CT with offices in Austin, London, San Francisco, Singapore, Toronto and Waltham, MA.

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Sisense Recognized As A 2018 Gartner Peer Insights Customers' Choice

Sisense Recognized As A 2018 Gartner Peer Insights Customers’ Choice

The Gartner Peer Insights Customers’ Choice for Business Intelligence Recognizes Product Excellence, as Rated by Users

Sisense, disrupting the BI market by simplifying business analytics for complex data, is proud to announce that it was named a 2018 Gartner Peer Insights Customers’ Choice for Analytics and Business Intelligence Platforms.

To receive this designation, a vendor must have at least one product judged by Gartner research analysts as relevant to the market, with 50 or more approved client ratings, and an average overall rating of 4.2 stars or greater. Based on 367 verified Gartner Peer Insights customer reviews, Sisense earned a rating of 4.5 out of 5 stars as of November 16, 2018.

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“Sisense is obsessive about delivering consistent innovation coupled with unmatched customer focus and success,” said Amir Orad, Chief Executive Officer of Sisense. “We believe that this focus is resulting in a better offering, stronger product and very strong ROI to our customers, and has led to us being recognized by analysts in major reports like the Gartner Magic Quadrant for BI and Analytics. Still, our most important stakeholders are our customers, so our proudest recognition comes from the many excellent client reviews in prestigious ratings like the Gartner Peer Insights Customers’ Choice for Analytics and Business Intelligence Platforms.”

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Sisense is committed to driving 100% customer satisfaction, and disrupting the BI industry with radical innovation and product ease-of-use — for business users, and technical users analyzing complex data. Numerous customer reviews for the Gartner Peer Insights cited ease of use, service, and customer focus:

“In terms of the service, it has been very strong, with a consistent Customer Success person at every step of the way to make sure we have a person to talk to about any questions that arise.”  

“I was pleasantly surprised by the ease at which I could deliver valuable insights using Sisense.”

“The product itself is intuitive and easy to manage, and the output is spectacular.”

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Katie Bullard Promoted to President, Chris Hays Promoted to Chief Operating Officer, and Cameron Hyzer Hired as Chief Financial Officer

Katie Bullard Promoted to President, Chris Hays Promoted to Chief Operating Officer, and Cameron Hyzer Hired as Chief Financial Officer

DiscoverOrg, the leading provider of B2B intelligence, announced changes bolstering its senior leadership team. Katie Bullard was promoted from Chief Growth Officer to President, Chris Hays was promoted from VP of Operations to Chief Operating Officer (COO), and Cameron Hyzer was hired as the company’s next Chief Financial Officer (CFO.)

“In our next chapter of expansion, Katie, Chris, and Cameron will play critical roles in leading the future of DiscoverOrg,” said Henry Schuck, DiscoverOrg co-founder and CEO. “Each one has an exceptional track record of accelerating the growth of leading B2B tech companies, and I couldn’t be more excited about the value they bring to our business.”

Katie Bullard, President

In her expanded role as President, Ms. Bullard will lead the company’s product, engineering, marketing, customer experience, and IT teams.

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“Over the last 2 years at DiscoverOrg, Katie has done an incredible job leading and scaling an award-winning marketing team, establishing a true product management team and making it best in class, and most recently building a customer experience team and a framework for success around it,” Schuck said. “She has been an incredible asset to both me and the entire organization, and as President, I am confident in her ability to further our goals.”

Ms. Bullard has 15 years of experience in high-growth, PE-backed and public technology and data businesses; she has a proven history of building high-performing teams, implementing transformative growth strategies, and driving a laser-focus on operational outcomes. Before joining DiscoverOrg in 2016, she held senior leadership roles at D&B Hoover’s, Accruent, and Mitratech. She holds an B.A. and M.A. from the University of Virginia, where she graduated with high honors.

“I am passionate about our mission at DiscoverOrg to provide sales, marketing, and recruiting professionals with the best data and insights available anywhere,” said Bullard. “Our goals are clear, and I look forward to delivering even more to our customers and the business in my new role.”

Chris Hays, Chief Operations Officer

In his expanded role as COO, Mr. Hays will be responsible for operational excellence across the business.

“Chris has been instrumental in architecting our sales and customer success operations to allow us to scale from 1,500 customers to almost 5,000 customers,” said Schuck. “He is a critical part of our success, and I’m excited for his opportunity to add a high-degree of efficiency to our operational execution.”

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Chris Hays is an established sales and operations leader with 20 years of B2B experience. He has held global sales, marketing, and operations roles at Lucent, and later at Avaya. From there, Hays founded Inside Sales Team, a sales enablement company that became one of the fastest-growing companies in upstate New York. He holds a B.A. from SUNY – Albany.

“I am delighted to be continuing my journey with such a talented group of people,” noted Hays.

Cameron Hyzer, Chief Financial Officer

In his role as CFO, Mr. Hyzer will be responsible for finance, strategy, and human resources. He joins the team after serving as CFO of Eze Software Group for the last 6 years.

“Cameron is a world-class financial and operational leader,” said Schuck. “The experience he has had scaling businesses to over $300m in revenue will be incredibly valuable to DiscoverOrg, and I couldn’t be more pleased to have him join our team.”

Mr. Hyzer brings over 20 years of experience enabling SaaS, software, and technology
companies to scale and grow, improve operations, and execute fundraisings, exit events, and strategic acquisitions. In addition to Eze, Cameron served in senior leadership roles at other PE-backed and public companies including ConvergEx and Thomson Financial. He graduated cum laude from the University of Pennsylvania with concentrations in Finance and Strategic Management from the Wharton School and a concentration in Electrical Engineering from the School of Engineering and Applied Science.

“I’m very excited to join such a great team at DiscoverOrg and help to build on the success that they have achieved to date as leaders in the sales and marketing intelligence market,” noted Hyzer.

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EverString Names B2B Data Veteran Santosh Sharan As Chief Executive Officer To Lead Company Through Next Phase of Growth

EverString Names B2B Data Veteran Santosh Sharan As Chief Executive Officer To Lead Company Through Next Phase of Growth

Co-Founder J.J. Kardwell to Become Executive Director as New CEO Santosh Sharan Joins Board of Directors

EverString, the fastest-growing B2B data platform, announced that it has named Santosh Sharan as its new CEO. Sharan has also become a member of EverString’s Board of Directors. Co-founder J.J. Kardwell will remain on the company’s Board as an Executive Director and member of the executive team.

“I am thrilled to have found such a qualified industry veteran to lead EverString as we continue to scale,” said Co-founder J.J. Kardwell.  “I am extremely proud of our team’s significant accomplishments during my time as CEO. We have built an unrivaled technology platform, assembled a world-class executive team, and delivered the best financial results in the company’s history. After nearly five years leading our day-to-day operations, I have decided to move into a role that allows me to spend more time with my family. I greatly appreciate the support of our investors and team, which has enabled me to make this transition. I will continue to help guide EverString’s product strategy and work with our customers and partners, and I look forward to being part of the company’s continued growth.”

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Under Kardwell’s leadership as CEO, EverString has grown annual recurring revenue 278% during the past year, consistently outperformed the company’s objectives, and completely transformed the company’s machine learning and data platform.

“I am absolutely thrilled to be part of this terrific team here at EverString. I was looking to lead a company with a highly differentiated offering with proven success in a large and growing market, and EverString has all of these attributes and much more,” said Santosh Sharan. “Accurate and comprehensive company data is the bedrock of all B2B go-to-market, operations and risk management. EverString’s work towards the application of machine learning and artificial intelligence to enrich company data with real-time signals is unparalleled in the industry. I look forward to building on this momentum and continuing to provide innovative solutions to our customers.”

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Sharan comes to EverString as a veteran of the B2B data space, having held executive positions at Aberdeen Group and ZoomInfo. Most recently, Sharan was the Chief Operating Officer at Aberdeen. Prior to that role, Sharan was the VP of Product, Growth & Strategy at ZoomInfo. At ZoomInfo, he developed a series of business optimizations that led to significant growth in revenue and profitability. Before joining ZoomInfo, Sharan served as the founder and CEO of Keisense, a mobile user experience company. He eventually led the sale of Keisense to publicly traded Nuance Communications. Sharan has an MBA from London Business School, UK, an MS from Harvard University, US and a BS from Birla Institute of Technology, India.

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