Episode #18
Episode 18: The Enterprise Buyer Who Never Enters the Room | Shalini Pillai Banerjee, CMO at Pine Labs
What happens to your go-to-market when your company is actually many companies, and five different teams end up calling the same bank? In this episode of The ABM Way, Omprakash Karuppanan sits down with Shalini Pillai Banerjee, CMO at Pine Labs, one of India's largest fintech platforms, to unpack how enterprise marketing works when you're selling multiple product lines into overlapping buying groups — banks, merchants, and enterprises — across a portfolio built through acquisition. Shalini has run marketing at Google and Microsoft before Pine Labs, and she brings a rare view: what scales across enterprise motions, what doesn't, and where marketing quietly drops the ball on deals sales is still working. This isn't a conversation about intent data or personalization tactics. It's about the structural problems that slow enterprise deals down, committee blind spots, portfolio collision, and campaigns that ship without follow-through. In this episode, you'll learn: How she rebuilt marketing into pooled centers of excellence after multiple acquisitions, and the unexpected effect it had on how her team thinks across business units. The hidden buying group problem: why the CFO and the engineering team decide your deal even when they never sit across the table from your seller. What happens when several teams from the same company approach the same enterprise customer, and her candid take that this is still unsolved. Where AI earns its place in a marketing workflow — automation, asset volume, creative evaluation, and the one place she refuses to use it. The one thing she says marketing consistently fails to own: the follow-through two weeks after the campaign or event ships. If you're a CMO, VP of Marketing, or founder selling complex products into enterprise accounts — especially with multiple product lines and overlapping buyers — this episode is about the mechanics of keeping deals moving, not the theater around them. Work With Fuego Systems If you're building an Enterprise GTM motion for the US or Europe and want to improve how your team wins strategic accounts, we'd love to help. Book a complimentary Enterprise Pipeline Diagnostic with us, where we'll review your current GTM approach, identify bottlenecks, and share practical recommendations tailored to your business. Reserve your session: Book an Enterprise Pipeline Diagnostic Thanks for listening. What can we do to improve the show? Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews. Join here
