Mariana Mellino

Publisher Business Developer

Interview

Let’s introduce Mariana, who is part of the Tappx Supply Team. She came from Argentina to Barcelona to expand the frontiers and keep growing in the industry. In this interview, she tells us an interesting story about how honesty and transparency have helped her win 7 new clientes.

Question: How did you get into the AdTech industry?

Answer: I started in the programmatic industry by the hand of a well-known DMP in LATAM. I have developed my professional career based in Argentina and now looking to expand the frontiers.

Q: What is the best part of being a Publisher Business Developer?

A: The best thing about being a Publisher Business Development is interacting with people who always bring you tech learning and new opportunities. I am grateful to offer my own knowledge too, providing service and also generating a collaborative ecosystem where we all can learn from each other.

Q: Could you list some tips to become a good Publisher Business Developer? What are the essential skills needed in your job?

A: First, always keep learning. In some cases, you will have to explain a client how to optimize their actual ways of monetization and it´s better you have technical knowledge, data, benchmarks, and industry information always updated for a good call. Investigate the client before contacting them, it will save you time.
As a second point, practice your listening skills. At the moment of the call, listen first and suggest about the clients needs generating value for him.
No matter how talented you are, the key to success is perseverance over clear objectives and creativity over intrusiveness.
And last but not least, having a good attitude and tolerance not only will solve your Business Development objectives, but also your life experience.

Q: Tell us about a recent reliable client relationship, success story, or goal you’re proud of?

A: I had attended a call and upon listening to the customer’s needs, I realized that I couldn´t offer none of the company’s products at that time. I was sincere, and after a week, that same potential client recommended me for my transparency and suggestions to 7 potential clients who ended up working with me where I used to work. Consultancy over sales and transparency above all + equal treatment can open unexpected doors.

Q: How do you organize your day? What tools do you use and which of them are your favorite ones?

A: I organize my daily activity through Hubspot, and my prospecting, and opening new business through LinkedIn and other tools to get contacts correctly. Automatization is the key to optimize working activities.

Q: What do you expect from the future of the industry? What needs to be improved?

A: Is the future cookieless? There has to be much more control regarding IVT and this parallel business in the industry that supports it. The industry needs a mandatory improvement in the quality of inventory and advertising.

Q: Do you have any idea how many emails you send per day?

A: I prefer not to count them.

Q: What is the app you use the most in your daily life?

A: WhatsApp – LinkedIn.

Q: What is the first thing you do when you get home and disconnect from work?

A: I plan spending time with friends, studying or spending time doing some sports.

Q: What would you do if you won the lottery?

A: I would travel to Argentina more often. And then to the rest of the world.