AI has become one of the most valuable tools in my marketing toolbox – but it's still just that: a tool. I use AI every day to research, organize information, strengthen messaging, improve content, and save time. What it can't do is interview customers, build relationships, or uncover the insights that come from listening. The best marketing still starts with people. AI simply helps me tell their stories more effectively.

Great marketing doesn’t start with industry jargon or product features. It starts with the customer problem. After years of marketing ATMs, fintech, SaaS, cybersecurity, managed services, and other B2B technologies, I’ve learned that industries change, but buying motivations often look familiar: save time, reduce risk, improve efficiency, grow revenue, and make life easier for the people doing the work.

Great service companies don't sell services. They solve problems. A chance conversation with a credit union CEO reminded me that customers weren't looking for ATM outsourcing – they were looking for more time, fewer frustrations, and a better experience for their members. That simple insight has shaped the way I approach product marketing, customer messaging, and go-to-market strategy: start with the customer's problem, not your product's features.

People don't buy services simply because they exist. They buy solutions to problems that frustrate them every day. A conversation with a credit union CEO reminded me that customers weren't looking for ATM outsourcing—they were looking for reliability, responsiveness, and peace of mind. It's a lesson that applies to every service business and has shaped the way I approach product marketing, customer messaging, and demand generation.

Is one ATM worth a case study? Most marketers would probably say no. I saw it differently. One small community bank, one customer interview, and one overlooked story became a reminder that the best customer stories aren't defined by the size of the customer. They're defined by how many prospects share the same challenge. That's a lesson that has shaped the way I think about customer marketing, demand generation, and creating content that drives results.

I thought I was taking a summer job at the Louisiana State Capitol. Looking back, I realize it became an education that shaped every chapter of my career. From public policy and advocacy to marketing, partnerships, and executive communications, I learned that the best results don't begin with campaigns or presentations. They begin with curiosity, preparation, and understanding people. Those lessons continue to guide me more than 20 years later.

Before anyone reads your email, they decide whether it’s worth opening. That decision starts with the subject line. After writing thousands of marketing emails, I’ve learned that design, copy, and calls to action only matter if the message gets opened first. Strong subject lines communicate value, reflect the audience’s priorities, and give your email a chance to be seen.