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GTM Live

Passetto

GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies.

This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better.

We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.

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  • 21 episodes
  • fortnightly
  • Avg 43 min
  • English

Episodes 21

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  • Wednesday · 34 min

    AI Is Exposing a Massive Problem With B2B Marketing Data

    JUST LAUNCHED: Go beyond outdated marketing measurement and static dashboards. Get better answers and explore performance yourself through AI with Passetto's MCP. Learn more → https://www.passetto.com/marketing-analytics-mcp Every marketing leader is under pressure to adopt AI. And one of the most obvious places to start is reporting, analysis, and marketing KPIs. Just connect your CRM and marketing data to Claude or ChatGPT and start asking questions. Simple, right? Not quite. In this episode, Carolyn breaks down the unsexy data problem sitting underneath AI-powered marketing analytics, and why AI can give you an incredibly confident answer without knowing that the data behind it is incomplete, disconnected, or inconsistent. You'll learn the three places marketing data most commonly breaks, why those gaps make marketing's impact invisible, and what needs to be true before you can reliably use AI to understand buyer journeys, marketing lift, pipeline velocity, win rates, and revenue impact. What the episode covers: Why AI-powered reporting is only as trustworthy as the data underneath it The 3 foundational data problems that make marketing measurement unreliable Why broken contact relationships can make marketing’s impact invisible How inconsistent marketing signal tracking creates major gaps in the buyer journey Why inconsistent CRM fields and definitions lead to conflicting answers The risk of AI giving you confident answers based on incomplete or broken data What needs to be in place to unlock better KPIs like marketing lift, pipeline velocity, win rate, and full buyer journey visibility How a trusted data foundation changes the way marketing leaders report to the board and make decisions The real opportunity with AI isn't just getting answers faster. It's finally getting better answers you can trust. ----------------------------------------------------- Measure marketing beyond leads and last-touch attribution. Passetto joins your CRM and marketing data into one clean, governed model, so you can finally see how marketing is performing as a whole – not just what channel or campaign gets credited. See how marketing influences pipeline, how marketing changes win rates and deal sizes, which programs are actually driving ROI, and where to invest next. Then query it all through AI, on demand. 🚀 See what Passetto can show you → ⁠https://www.passetto.com/book-a-call⁠ ----------------------------------------------------- 📹 How Claude Just Changed B2B Marketing Forever: https://www.youtube.com/watch?v=ft6TGfK_nFg 📹 B2B Marketing is Hard Until You Build Systems Like This: https://www.youtube.com/watch?v=ehJ1kEGgk0A Subscribe to Passetto’s YouTube channel: ⁠https://www.youtube.com/@PassettoGTM⁠

  • August 31 · 1 hr 2 min

    B2B SEO: The #1 Reason Brands Actually Get Recommended in AI Search — with Gaetano DiNardi

    Learn how to use AI to answer the marketing questions that actually matter. Join our free live Masterclass → https://www.passetto.com/ai-marketing-kpi-masterclass Showing up in AI search isn't a ranking game. It's a category-level eligibility problem. In this episode, Carolyn and Amber sit down with Gaetano DiNardi, the GOAT of SEO, to break down what actually gets a brand recommended by an LLM: entity association, AKA the model's pre-existing, trained-in belief that you belong in a category. It takes months, sometimes years, to build. No schema markup or "LLMs.txt" trick shortcuts it. Then they go after the citation obsession running the GEO conversation. Gaetano has clients getting cited constantly and still not getting recommended, because a citation and a recommendation aren't the same thing. Topics covered: Why GEO is a category eligibility problem, not an SEO ranking problem What "entity association" is, how long it realistically takes to build, and why some brands shouldn't even try yet The citation myth: why getting cited everywhere doesn't mean getting recommended, and why the "95% third-party" stat is misleading What it actually takes to get recommended by name when a buyer asks an AI tool for a shortlist Why top-of-funnel content is dying on owned domains and moving to "rented land" (YouTube, LinkedIn, Substack) Who should prioritize SEO/GEO right now, and who's still too early to bother Skip to 47:00 to watch a live walkthrough: Gaetano reverse-engineers a ChatGPT recommendation in real time, asking it directly how it landed on an answer and which sources it actually pulled from. ----------------------------------------------------- Measure marketing beyond leads and last-touch attribution. Passetto unifies CRM and marketing data into one clean, governed model, to finally help marketing leaders measure the KPIs they actually need. See how marketing influences pipeline, how marketing changes win rates and deal size, which programs are actually working, and where to invest next. Then query it all through AI, on demand. 🚀 See what Passetto can show you → ⁠https://www.passetto.com/book-a-call⁠ ----------------------------------------------------- 🔗 MORE FROM GAETANO Follow Gaetano on LinkedIn: https://www.linkedin.com/in/officialg/ Subscribe to Gaetano’s Substack: https://marketingadvice.substack.com/ Work with Gaetano: https://marketingadvice.io/ ----------------------------------------------------- 📹 B2B Marketing is Hard Until You Build Systems Like This: https://www.youtube.com/watch?v=ehJ1kEGgk0A 📹 Why B2B Marketing Measurement is Broken: ⁠https://www.youtube.com/watch?v=Xv8MSmnAu3Y⁠ Subscribe to Passetto’s YouTube channel: ⁠https://www.youtube.com/@PassettoGTM⁠

  • August 24 · 20 min

    3 Major GTM Blind Spots Hurting Marketing’s Ability to Measure Revenue Impact

    ✨ Join our FREE upcoming Masterclass – Board-Ready Marketing KPIs with AI: https://www.passetto.com/ai-marketing-kpi-masterclass Marketing is increasingly accountable for revenue while being asked to rely on data it doesn't control and often can't validate. In this episode, Amber breaks down the main revenue data blind spots that often undermine marketing's ability to explain performance, defend spend, and make decisions with conviction and real evidence.. It starts with an old mindset: that once a deal moves to sales, marketing's job is done. It's not. Marketing has a role throughout the opportunity cycle, but most teams are missing the data they need to understand what happens after handoff. Sales activity is scattered across systems. Buying committees disappear from marketing's view. Critical fields are manually set or overwritten. And system migrations can wipe out the historical context you need to understand performance over time. The result? Marketing is held accountable to pipeline and revenue numbers it can't fully explain. Amber walks through a real client example: pipeline suddenly spiked, the CEO wanted to know why, and the marketing leader couldn't confidently answer. The problem wasn't a lack of data. It was what the data couldn't tell her. What this episode covers: The old mindset that convinces marketing its role ends at handoff and why that's increasingly dangerous Why sales activity is one of the biggest untapped data sources for marketing The buying committee data most marketing teams lose once an opportunity is created Why manually set and overwritten CRM fields make seemingly simple metrics difficult to defend How CRM and marketing automation migrations quietly destroy historical visibility A real client story: a pipeline spike marketing couldn't confidently explain to the CEO The specific CRM red flags to look for before building your next board narrative ----------------------------------------------------- 📹 B2B Marketing is Hard Until You Build Systems Like This: https://www.youtube.com/watch?v=ehJ1kEGgk0A 📹 Why B2B Marketing Measurement is Broken: ⁠https://www.youtube.com/watch?v=Xv8MSmnAu3Y⁠ Subscribe to Passetto’s YouTube channel: ⁠https://www.youtube.com/@PassettoGTM⁠ ----------------------------------------------------- The difference between guessing and knowing is almost always hiding in the data you already have. In less than 30 days, Passetto builds the marketing measurement system that gives marketing leaders continuous visibility into what's driving pipeline and revenue—and the evidence to confidently make and defend their next investment decision. 🚀 Get started → ⁠https://www.passetto.com/book-a-call⁠

  • August 13 · 46 min

    Marketing Creates the Demand. But What Actually Builds the Revenue Engine? — with Aviv Canaani of Datarails

    The problem with marketing is that so many teams think their job ends when a lead becomes an opportunity. The highest-performing GTM teams know that's where the REAL work begins. In this episode, Amber sits down with Aviv Canaani, CRO at Datarails, to unpack how the company transformed from a 90% outbound sales motion into a scalable revenue engine powered primarily by inbound demand. Rather than optimizing marketing and sales separately, Aviv shares why the entire funnel should be treated as one connected revenue system and how RevOps, automation, and marketing architecture make that possible. In this episode: Why marketing and sales should operate as one revenue engine How Datarails shifted from 90% outbound to 90% inbound Why the best marketers take bigger creative risks How RevOps can automate the revenue engine, not just report on it Why attribution has limits, and what leaders should measure instead How AI is changing the future of GTM operations If you're trying to create more pipeline, improve sales efficiency, or better align marketing and revenue teams, this episode will absolutely challenge how you think about building a modern GTM organization. ----------------------------------------------------- 🔗 MORE FROM AVIV & DATARAILS Follow Aviv on LinkedIn: https://www.linkedin.com/in/avivcanaani/ Follow Datarails on TikTok: https://www.tiktok.com/@datarails Finance OS by DataRails: https://lp.datarails.com/ai-for-fpa-financeos ----------------------------------------------------- 🚀 FREE MARKETING MEASUREMENT AUDIT Every quarter, you're defending marketing with data that hides most of its impact. You can't fix what you can't measure, and you can't defend what you don’t have evidence for. I built a Marketing KPI Audit that pinpoints exactly where you're blind across the buyer journey and recommends 3 priorities that will move the needle most. I'm giving early access — email me at carolyn@passetto.com and I'll run yours personally. ----------------------------------------------------- Subscribe to Passetto’s YouTube channel: https://www.youtube.com/@PassettoGTM 📹 Why B2B Marketing Measurement is Broken: https://www.youtube.com/watch?v=Xv8MSmnAu3Y

  • August 3 · 34 min

    7 Traits of Elite CMOs That Have Nothing to Do With Tactics

    There's an instinct every marketing leader is trained to have: fight for credit on pipeline. The best CMOs have realized it's exactly what's holding them back. In this episode, Carolyn breaks down the behavioral traits that separate the best CMOs from everyone else — the patterns she sees every day working with marketing leaders across B2B SaaS. Rather than another set of tactics or a borrowed playbook, she unpacks why the highest-performing CMOs let go of credit, obsess over data integrity, stop waiting on RevOps, and build a culture of making decisions from evidence instead of assumptions. In this episode: (01:45) Why the best CMOs let go of marketing credit and what they focus on instead (07:33) Why a relentless commitment to data integrity is the foundation every good decision rests on (09:55) How elite CMOs stop waiting on RevOps to hand them the numbers that matter (14:45) Why the strongest leaders play offense and defense with their board at the same time (19:55) How ruthless experimentation drives real breakout results (27:12) Why nobody understands your buyer better than your own team (28:56) What it actually takes to survive the mental grind of modern marketing leadership If you're trying to prove marketing's impact, make sharper decisions with your data, or build the resilience to lead through constant change, this episode will challenge how you think about what it takes to be a great CMO today. ----------------------------------------------------- 🚀 FREE MARKETING KPI AUDIT Every quarter, you're defending marketing with data that hides most of its impact. You can't fix what you can't measure, and you can't defend what you don’t have evidence for. I built a Marketing KPI Audit that pinpoints exactly where you're blind across the buyer journey and recommends 3 priorities that will move the needle most. I'm giving early access — email me at carolyn@passetto.com and I'll run yours personally. ----------------------------------------------------- 📹 Ultimate Guide to Marketing Measurement in 2026: https://www.youtube.com/watch?v=d9yfdYi0X4I Subscribe to Passetto’s YouTube channel: https://www.youtube.com/@PassettoGTM

  • July 28 · 1 hr 1 min

    The Biggest Lie in Account-Based Marketing (And Why Most ABM Campaigns Never Create Pipeline)

    The biggest problem with most ABM programs isn't execution, it's that they try to personalize at scale before they truly understand their buyers. Everyone wants the results of account-based marketing. Few organizations build the foundation required to make it work. In this episode, Carolyn sits down with Steve Armenti, former ABM leader at Google and founder of Twelfth Agency, to unpack one of the biggest misconceptions in modern B2B marketing. Together they explore why high-volume personalization is becoming less effective, why AI can't replace strategy, and why the highest-performing GTM teams build what Steve calls a "market of one", a deep understanding of every target account before scaling outreach. You'll learn: Why most ABM programs never create real demand The hidden flaw in high-volume personalization Why AI amplifies strategy instead of replacing it How leading GTM teams build a 360° account view The "market of one" framework for modern B2B growth If your ABM strategy isn't producing the pipeline you expected, this episode may change what you believe the real problem is. ----------------------------------------------------- The difference between guessing and knowing is almost always hiding in the data you already have. In less than 30 days, Passetto builds the marketing measurement system that gives marketing leaders continuous visibility into what's driving pipeline and revenue—and the evidence to confidently make and defend their next investment decision. 🚀 Get started → https://www.passetto.com/book-a-call ----------------------------------------------------- Check out Twelfth Agency: https://twelfth.agency/ Subscribe to Passetto’s YouTube channel: https://www.youtube.com/@PassettoGTM

  • July 13 · 53 min

    Why Paid Search Keeps Failing B2B (impression-share traps, demand capture vs. creation, when to pull the plug)

    In this episode, Carolyn sits down with Liam MacCormack, a fractional head of growth who's spent years in the weeds of B2B paid search, to unpack why the channel keeps burning B2B budgets and what to do about it. They get into the market forces making paid search harder than ever: rising CPCs, zero-click search, and agencies still optimizing like it's 2015. Then they go tactical on a real client scenario — a high-ACV company that's switched agencies multiple times and still can't make it work — and what that reveals about when a channel is worth fixing versus when it's just draining spend. Topics covered: Why "you need to spend more on impression share" is the most seductive upsell in paid search, and the one metric that actually tells you if it's true The profile of a company paid search works for, and the profile where it's a waste of money Why paid search is a demand-capture channel, and what that means for how you budget it How to know when to cut the channel, cut the budget in half, or let it run as a tertiary source Why branded search is propping up most agency reporting, and the one question to ask to find out If your paid search has been underperforming for quarters and the answer is always "give it more time," this one's worth your attention. ----------------------------------------------------- 🔗 LINKS + RESOURCES 📹 How to Survive B2B Marketing in 2026: https://www.youtube.com/watch?v=IlEqVWVuwdo 📹 How to Build a Killer GTM Strategy for B2B SaaS: https://www.youtube.com/watch?v=YFK9LvMslOc 📹 Ultimate Guide to Marketing Measurement in 2026: https://www.youtube.com/watch?v=d9yfdYi0X4I ----------------------------------------------------- Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create. Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth. Your best work shouldn't die in data darkness. Get your full pipeline & revenue breakdown in 2 weeks: https://www.passetto.com/book-a-call -----------------------------------------------------

  • July 1 · 47 min

    The Rise and Fall of the MQL — Live Workshop Recording with Jon Miller

    The MQL is marketing's worst open secret. Everyone in the room knows the number is gamed. The leads are low-intent, the scoring is guesswork, and the pipeline isn't growing. Yet marketing keeps getting graded on the one metric nobody actually trusts. In this workshop, Carolyn and Amber sit down with Jon Miller to take apart the metric the entire B2B playbook still runs on and walk through anonymized customer data showing exactly what it costs. Hand raisers in this account converted 83X better than MQLs and qualified faster. The MQLs that didn't convert got worked for two months before anyone disqualified them. That's the drain nobody puts on a slide. What this workshop covers: Why the MQL became gospel and the moment a sound idea turned into a volume game sales learned to ignore The gumball machine fallacy: why "more budget in, more pipeline out" assumes a linear process that buying stopped being years ago Nonlinear buying, the dark funnel, and why one overwritten lead record erases the history you actually need Real customer data: MQLs accounted for under 6% of pipeline while hand raisers drove 39% of closed-won revenue Jon's three-tier lead model and why waiting for hand raisers alone forfeits first-mover advantage and your future pipeline The KPI cheat sheet: pipeline velocity, brand-question surveys, post-sale revenue metrics, and the numbers a board actually speaks What the shift means for your MarTech stack as AI moves orchestration from rules to reasoning The leaders who get out from under the MQL don't kill it overnight. They layer in metrics their CFO and head of sales already recognize and stop defending volume that was never converting. ----------------------------------------------------- 🔗 LINKS + RESOURCES 📹 How to Survive B2B Marketing in 2026: ⁠https://www.youtube.com/watch?v=IlEqVWVuwdo⁠ 📹 How to Build a Killer GTM Strategy for B2B SaaS: ⁠https://www.youtube.com/watch?v=YFK9LvMslOc⁠ 📹 Ultimate Guide to Marketing Measurement in 2026: ⁠https://www.youtube.com/watch?v=d9yfdYi0X4I⁠ ----------------------------------------------------- Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create. Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth. Your best work shouldn't die in data darkness. Get your full pipeline & revenue breakdown in 2 weeks: ⁠https://www.passetto.com/book-a-call⁠ -----------------------------------------------------

  • June 23 · 39 min

    Brand Is Trust: Gong's Udi Ledergor on Marketing in the AI Era

    The marketing funnel you've built your whole strategy around? It never described how people actually buy. It was a tidy oversimplification, and in a world of zero-click search and AI-saturated channels, it's never held up worse. In this episode, Amber sits down with Udi Ledergor — Gong's first marketer, now Chief Evangelist, author of Courageous Marketing, and the guy who ran a Super Bowl ad and coined a category on the way to $500M in ARR. Udi's argument cuts against the "hack-everything" reflex of modern GTM: brand isn't a vibe, it's trust, and trust is the only thing that makes a buyer go straight to you instead of crawling through a funnel. What this episode covers: Why brand comes down to one thing, trust, and how raving fans replace the funnel entirely The unconventional bets behind Gong's brand: the Super Bowl spot, the bulldog, the 2021 enterprise rebrand Why Courageous Marketing never mentions AI on purpose, and what makes a marketing principle timeless The two-headed dragon: what actually fixes sales and marketing alignment (hint: do you know how your CRO takes their coffee?) Why a marketing team not working from the same data as sales is committing a crime against its own company How AI agents now prove marketing's hard impact This episode unpacks exactly why the companies winning right now are the ones people demand their employer buy. ----------------------------------------------------- 🔗 MORE FROM UDI 📖 Grab a copy of Udi’s book Courageous Marketing 📖 Follow Udi on LinkedIn ----------------------------------------------------- Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create. Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth. Your best work shouldn't die in data darkness. [Get your full pipeline & revenue breakdown in 2 weeks]

  • June 16 · 42 min

    What to Do When Your RevOps Team Is the Blocker to Your Marketing KPIs

    📹 NEW on YouTube: Ultimate Guide to Marketing Measurement in 2026 There's no excuse left for not knowing what's driving revenue. The tools are here. The data is here. Operating without the answer has crossed from forgivable into malpractice. In this episode, Carolyn and Amber get into the marketing measurement problem every marketing leader is living with, and the reason it never gets solved. Your rev ops team is skilled, but they're also buried keeping the lights on. And the build-vs-buy reflex defaults to "build," and nobody's counting what the wait actually costs you. Both hosts have lived this from the inside: the end-of-quarter scramble, stitching opportunities together one by one, chasing reps to find out if a lead was ever even worked. They name why it keeps happening and what to do instead. What this episode covers: Why leaning on rev ops to fix marketing measurement rarely works and the real cost of waiting another 6-9 months The build-vs-buy trap: why "best practice says build it" has become a dirty word when your job is on the line now How the top 1% use AI to do what was never possible before, while everyone else just automates KPIs they already had The hard metrics that actually move a board: win rate by account tier, sales velocity when marketing's involved, speed-to-lead, web-form conversion velocity Why speed-to-lead is a marketing metric, not a sales one — and how quantifying revenue leakage unlocks budget and buy-in How to walk into a QBR with two or three defensible numbers and a plan, instead of a "here's what marketing did" slide that lands as "so what?" Finding your one real growth lever: is the problem before pipeline creation, or in your ability to close? The leaders who break out of this don't wait for the data to magically come together. They show up with the few hard numbers their CFO and head of sales actually speak, and stop trying to prove their value every single quarter. ----------------------------------------------------- Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create. Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth. Your best work shouldn't die in data darkness. [Get your full pipeline & revenue breakdown in 2 weeks]

  • June 2 · 23 min

    How AI Natives Are Using Claude Code to Rewrite GTM — with Jordan Crawford (Uncut in the Desert)

    In this episode, recorded out in the New Mexico desert at ChiliPalooza, Jordan Crawford makes a blunt case to B2B SaaS: the methodologies you built your career on are about to age out, and the only way through is to get your hands on Claude Code. Jordan's spent his whole job lately doing one thing: teaching clients to work with AI. And what he's found cuts against almost everything sales and marketing teams currently do. What this episode covers: Why the constraint on building things isn't budget or headcount anymore, it's imagination The SDR question every revenue leader is asking today: we went all-in, we see the volume, and we don't know what's working...so now what? How Jordan rebuilds prospecting strategies from what customers actually did, not what a rep thinks they want Why being wrong fast and cheap beats being right slowly: "you can beat any grandmaster if you get two moves to their one" The truth about a sloppier world, and why polish is no longer the point Why the gap between people who are great at this and people who are bad at it comes down to how you think, not skill Why the "graybeards" built on ten-year-old playbooks are going away, and what replaces them The people who get in the tool will build things the graybeards can't imagine. The ones who don't will spend the next few years explaining a methodology nobody's buying. ----------------------------------------------------- 🔗 MORE FROM JORDAN ⁠Follow Jordan Crawford on LinkedIn⁠ ⁠On the Edge by Blueprint⁠ (Jordan’s Substack) ⁠Blueprint⁠ – AKA the OG GTM Engineer ----------------------------------------------------- Marketing has evolved. Measurement hasn't. You're still running on a 20-year-old methodology that can't see most of the value you create. Passetto’s 14-day Sprint fixes that — showing you where you're creating real value, where you're wasting effort, and which levers will actually drive your next stage of growth. Your best work shouldn't die in data darkness. [Get your full pipeline & revenue breakdown in 2 weeks]

  • May 28 · 47 min

    The Pressure B2B Marketing Leaders Don’t Talk About Enough

    You can't be a great marketer if your nervous system is stuck in survival mode. If you're a marketing leader, you know the feeling. The 12AM Slack from the CEO. The “where's-the-pipeline?” question that never goes away. The low-grade anxiety running underneath every campaign, every board deck, every quarter. In this episode, Carolyn and Amber connect the inner game to the measurement problem. The anxiety marketers carry isn't a personal failing. It's the tax you pay for being judged by numbers that miss your real contribution: shaping how the market perceives you, long before anyone fills out a form. And here's what nobody in GTM is actually talking about: you cannot build the future you want while your body is locked in defending the present. Your brain chemistry doesn't know the difference between the meeting you're dreading and the one that's already over — it reacts the same way to both. And when you live in that state, you can't create. You can only react. What this episode covers: The breakthroughs from both Amber and Carolyn’s recent vacations Why so many B2B marketers are operating from low-grade panic, and why it’s costing them their best work How belief and brain chemistry shape what you're able to create, and why you have to embody the outcome before it shows up Why marketing's real job is shaping brand perception in-market, and why traditional KPIs can't see that work How to use zero-party data — what customers tell you directly — to inform the customer journey instead of guessing from last-touch behavior Three books that reshaped how Carolyn thinks about wealth, awareness, and building a future you can't yet see: Happy Pocket Full of Money, The Power of Awareness, and Dr. Joe Dispenza's Becoming Supernatural If you're a marketing leader tired of doing your best work from a place of panic, and tired of watching it disappear into numbers that can't measure it, this one's for you. ----------------------------------------------------- Want answers now? 🔎 The fastest way to understand how marketing is driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next. [Get your full pipeline & revenue breakdown in 2 weeks] ----------------------------------------------------- Not ready for that yet? 🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current KPIs can’t answer these questions. [Apply for a 1-hour marketing KPI assessment] -----------------------------------------------------

  • May 12 · 27 min

    How to Make Marketing Influence Defensible to Your CFO

    📹 NEW on YouTube: MQLs are Dead. Here’s What B2B Marketers Should Track Instead You can't be a great marketer if your best work doesn't show up in your data. If you're a marketing leader, you've spent years being measured by "Marketing Sourced" pipeline and revenue. And you've spent just as long watching your other work — your influence, your perception-shaping, your role inside active deals — get written off as fluffy or unmeasurable. A marketing function that can only point to sourced pipeline is telling leadership one thing: we're only good at the last mile: demand capture. But there's a proven way to turn marketing influence into a hard, defensible number — one that proves real business impact and real revenue results to your CFO and board. What this episode covers: The industry shift toward perception marketing and creating the conditions for buyers to choose you, and why traditional KPIs can't see it Why the engagement and awareness stage is far longer than most marketing teams realize How to measure marketing's role inside active sales cycles, not just at the top of the funnel The cohort analysis every marketing leader should be running: opportunities with marketing engagement vs. those without, and what win rate, sales cycle length, and deal size reveal about your real contribution How TOFU work compounds into pipeline velocity across the full lifecycle How to show up as a value creation partner to the rest of the business, not just a lead-gen function If you're a marketing leader tired of watching your best work disappear into someone else's pipeline number, this one's for you. ----------------------------------------------------- Want answers now? 🔎 The fastest way to understand how marketing is driving pipeline and revenue → All your data, connected, so you can see what’s working, your real business impact, and where to double down. [Get your full pipeline & revenue breakdown in 2 weeks] ----------------------------------------------------- Not ready for that yet? 🎯 Understand why it’s been so hard to see what’s working → We’ll show you why your current KPIs can’t answer these questions. [Apply for a 1-hour working session] ----------------------------------------------------- This episode is powered by ⁠Passetto⁠. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the KPIs to understand how they are driving pipeline and revenue across the full buyer journey, and where budget is being wasted. Passetto changes that, giving marketing leaders the KPIs they need to act with confidence in today's B2B buying era.

  • May 5 · 18 min

    Your Marketing QBR Deck Is Being Run by a 120-Year-Old Model

    Every B2B marketer knows the funnel concept is broken. Yet that same model your team is being measured on right now was invented in 1898, and it's surviving because nobody at the top has been given permission to use anything else. Carolyn and Amber react to a recent article in Adweek from Professor Mark Ritson, where he calls the funnel the "cockroach of marketing concepts", a 128-year-old model that has outlived every attempt to replace it. They break down why every critique fails to land, and why the real problem isn't the funnel. It's the classrooms teaching it, the boards demanding it, and the marketers who can't challenge it without risking their careers. Topics covered in this episode: Why a model from 1898 still anchors how B2B companies measure marketing in 2026 The gap between what the funnel was designed to do (a market snapshot) and what it's used for (SQL-to-opp conversion, MQL targets) Why every "funnel is dead" critique fails to kill it, and who actually keeps it alive The Amazon "full funnel campaigns" moment, and what it says when even the best companies are still using the language Why a snapshot in time tells you nothing about where to move budget, why CAC is up, or what to do when pipeline misses If you've tried to kill the funnel inside your own org and watched it survive every conversation, this is the episode. The cockroach isn't the funnel. It's the system that keeps demanding it. ----------------------------------------------------- Want answers now? 🔎 The fastest way to understand what’s actually driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next. [Get your full pipeline & revenue breakdown in 2 weeks] ----------------------------------------------------- Not ready for that yet? 🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current model can’t answer these questions. [Apply for a 1-hour working session] ----------------------------------------------------- 🎥⁠ JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT: [RSVP for GTM Live] ----------------------------------------------------- This episode is powered by ⁠Passetto⁠. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted. Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.

  • April 27 · 44 min

    Identifying Your Marketing Levers When the CRM Data Isn’t Perfect (data trust, finding leverage fast, AI analytics hallucinations)

    📹 NEW on YouTube: 5 Quick Ways to Fix Your B2B Marketing Tracking In this episode, Carolyn and Amber get into the data paralysis that's stalling most GTM teams right now, and why waiting for perfect data is just a slower way of doing nothing. They walk through a real client case study on fast-closing pipeline, what it revealed about where marketing actually has leverage, and why that answer looked completely different market by market. Topics covered: Why "decision-grade" data beats perfect data every time, and what it actually means to have it Why the instinct to run more campaigns when pipeline is down is often exactly the wrong move How to reverse-engineer your fastest-closing deals to find where marketing actually has leverage The AI analytics problem nobody is talking about: hallucinations in your data, and why you need a serious validation process before you trust any output How a $60M sales-led company should think about finding their marketing levers when they're building the function from scratch If your team keeps getting pulled into data rabbit holes instead of moving the needle, this is a must-listen. The best companies don't track everything. They pick something and go prove it works. ----------------------------------------------------- Want answers now? 🔎 The fastest way to understand what’s actually driving pipeline and revenue → All your data, connected, so you can see what’s working and what to do next. [Get your full pipeline & revenue breakdown in 2 weeks] ----------------------------------------------------- Not ready for that yet? 🎯 Understand why it’s been so hard to see what’s working → We’ll show you where your visibility breaks and why your current model can’t answer these questions. [Apply for a 1-hour working session] ----------------------------------------------------- 🎥⁠ JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT: [RSVP for GTM Live] ----------------------------------------------------- This episode is powered by ⁠Passetto⁠. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted. Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.

  • April 15 · 55 min

    Why Marketing Can't See Its Own Impact (The Answer is in Your RevOps Setup)

    🗓️⁠ ⁠REGISTER⁠ for our April 22 webinar “The Rise and Fall of the MQL” with guest Jon Miller (cofounder of Marketo) In this live community episode, Carolyn and Amber break down two of the most common RevOps setups that make it nearly impossible for marketing to understand its own performance, and why most teams don’t realize how bad the problem is until leadership starts asking questions nobody can answer. They get into: Why Stage Zero in your CRM is breaking win rate calculations and stripping out the data marketing actually needs How a one-directional MAP/CRM sync means the people in your active pipeline are invisible to marketing, and why 85% of one customer’s pipeline had minimal trackable marketing touchpoints as a result Why the demand waterfall was never built for how buyers actually move, and what path dependency is costing teams that keep trying to optimize it What the QBR fire drill is really telling you about the state of your measurement infrastructure The gap between what marketing is doing and what the data shows is almost always a systems problem, not a performance problem. ----------------------------------------------------- 🔗 RESOURCES: 📊 2-Week Marketing KPI Sprint: Passetto's flagship engagement. We connect your MAP and CRM and show you exactly what's driving your pipeline and revenue, and where it's breaking down. ⁠[Book Your Sprint]⁠ Revenue Visibility Diagnostic: A free 1:1 workshop for GTM leaders who want to know exactly where their data foundation is failing them. ⁠[Schedule Your Spot]⁠ ----------------------------------------------------- 🎥⁠ JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT [RSVP for GTM Live] ----------------------------------------------------- This episode is powered by ⁠Passetto⁠. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted. Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.

  • April 9 · 52 min

    What a SaaS CMO and VP of RevOps Found Hiding in Their Own Data

    🗓️ REGISTER for our April 22 webinar “The Rise and Fall of the MQL” with guest Jon Miller (cofounder of Marketo) In this episode, Carolyn and Amber break down a real-world case study of a SaaS company that came to Passetto with a mature business, an aligned GTM team, and a brand new VP of RevOps, but a data foundation that couldn't tell them what was actually driving their GTM motion or where it was breaking down. We break down what surfaced during a two-week Sprint: why one-third of 2025 revenue had no traceable source, what the data revealed about paid search ROI and where spend was underperforming, and how foundational data gaps were making it impossible to see marketing's role in active deals. We break down the insights we helped uncover for their team: Why 31% of revenue had no traceable source, and why that number was growing quarter over quarter Paid search was driving far more pipeline than anyone realized, but not all campaigns were pulling their weight, and the gap between the best and worst performers was significant Why win rate dropped QoQ and what the data revealed about rep ramping and opportunity creation inconsistency How inbound hand raisers were the only motion getting more efficient: 3X pipeline growth with win rates hitting 52% in their core industry Why gaps in how activity was being tracked made it nearly impossible to see marketing's influence on active deals This episode shows how a team that was already winning used a clear diagnostic to get ahead of the measurement gaps before growth slowed down, and left with a roadmap to build the foundation their next stage of growth will actually require. ----------------------------------------------------- 🔗 RESOURCES: 📊 2-Week Marketing KPI Sprint: Passetto's flagship engagement. We connect your MAP and CRM and show you exactly what's driving your pipeline and revenue, and where it's breaking down. [Book Your Sprint] Revenue Visibility Diagnostic: A free 1:1 workshop for GTM leaders who want to know exactly where their data foundation is failing them. [Schedule Your Spot] ----------------------------------------------------- 🎥 NEW on YouTube: Attribution for SaaS Marketing: What Actually Works (And What Doesn't) ----------------------------------------------------- This episode is powered by ⁠Passetto⁠. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted. Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.

  • March 23 · 55 min

    Why Most Marketing Leaders Can't Prove Their Revenue Impact [Workshop Recording]

    Many marketing leaders struggle with being measured against revenue. That’s because the status quo measurement model doesn't capture everything they do, which means their true impact is almost always under-reported. This workshop is about how to fix that, and how to properly and comprehensively measure marketing's impact on pipeline and revenue, with data that let you walk into a boardroom with answers instead of anecdotes. What we cover: Why last-touch attribution under-reports your true impact every single time, and why a lot of leaders quietly prefer it that way What's happening between lead creation and opportunity creation, and why nobody's tracking it The GTM factory model: three stages, and the specific data that lives in each one that changes how you read performance entirely Why the demand waterfall is more than 20 years old and what it's actually costing you to keep operating inside it Where most companies are flying blind in their GTM motion, and the specific data points that fix it How to start building the metrics that let you go to your board with answers 🔗 RESOURCES: Want all the metrics Carolyn covers applied to your own data? Passetto's 14-Day Marketing KPI Sprint connects your MAP and CRM to show you exactly what's driving, and hurting, your pipeline. 🎥 The 9 GTM Metrics Every B2B SaaS Company Should Track — This episode is powered by Passetto. If your marketing dashboards aren't giving you straight answers, you're in good company. Most Marketing teams simply don't have the visibility to understand how they are driving pipeline and revenue and where budget is being wasted. Passetto changes that, giving marketing leaders the comprehensive data they need to act with confidence.

  • March 4 · 44 min

    Why It's Time to Bury the MQL – With Jon Miller, the Marketo Co-Founder Who Helped Popularize It

    Jon Miller co-founded Marketo, the company that helped turn MQLs, lead scoring, and the demand waterfall into the operating system of B2B marketing. Now he's the one telling you to throw most of it out. When Jon did the same playbook at Demandbase that worked brilliantly at Marketo, it flopped. That failure changed how he thinks about almost everything. In this conversation, Carolyn sits down with Jon, co-founder of Marketo and Engagio (which merged with Demandbase), to dig into why the traditional B2B marketing playbook stopped working, what brand actually does for demand gen that most teams never account for, and what a modern measurement framework should look like in 2026. What we cover: Why the same playbook that worked at Marketo failed at Demandbase Why MQLs aren't inherently bad, but how they became a game most marketing teams were rigging without realizing it The case against marketing-sourced vs. sales-sourced attribution (and why it breaks the teamwork you need to win) What a modern CMO dashboard should actually include Why the buying process is chaotic and nonlinear and why treating it like a simple funnel has always been the wrong model How AI is finally making true 1:1 personalization across millions of buyers possible The one question to ask your CFO socratically that will reframe the entire conversation about brand ROI This episode is an absolute MUST listen for any marketing leader or revenue operator who knows something is broken but keeps hitting a wall trying to fix it. 🔗 RESOURCES: 🎥 ⁠⁠The GTM Factory Framework Explained⁠ 🎥 ⁠9 Metrics Every B2B SaaS GTM Team Needs to Track⁠ Passetto's April sprint cohort is almost full. 2 weeks. A complete marketing and pipeline audit. Real GTM clarity before Q2 hits. ⁠[Work With Us]⁠ Book a [FREE] 1:1 Revenue Visibility Assessment to find out why you can't answer the pipeline questions that matter most. ⁠[Schedule Your Session]⁠ ⁠⁠Follow Carolyn on LinkedIn⁠⁠ ⁠Follow Jon on LinkedIn⁠ — This episode is powered by ⁠⁠Passetto⁠⁠. If your pipeline dashboards aren't giving you straight answers, you're in good company. Most GTM teams simply don't have the visibility to understand what's truly driving pipeline and revenue, what's slowing them down, or where to focus next.

  • March 2 · 35 min

    What 4 Days in Florida Taught Us (AI, SEO, Product Marketing, Brand Investments & More)

    This one's a little different. No guest, no agenda. Just Carolyn and Passetto co-founder Amber, recording live from Pompano Beach after four days at the Above the Fold conference in Fort Lauderdale, Florida. They unpacked everything they took away from the event: the conversations that stuck, the moments that shifted how they think about Passetto, and the stuff that made them want to flip a table. What we cover: Why showing up in person hits completely different and how four days in Florida generated more strategic clarity than months of Zoom calls The AI use cases that actually impressed them (and why most AI content is a race to the bottom) What Gaetano DiNardi and Jess Cook taught them about content, programmatic SEO, and why volume without expertise is killing small companies The Mojo PMM demo that made them rethink product marketing enablement entirely Why attribution is still the default answer to "how do you measure marketing" and why that's a problem The ex-Amazon CMO who said marketing doesn't need to do more, it needs to stop leaking revenue (and what that means in practice) The light bulb moment about what Passetto customers actually need help with (hint: it's not just the analytics) Their live appearance on the Notorious B2B show and some light beef that turned into a fun conversation Raw, unfiltered, and recorded before Carolyn had to catch her flight. 🔗 RESOURCES: 🎥 Want to see how we approach GTM measurement? Watch our GTM Factory Framework on YouTube. Spots are open for Passetto's April sprint cohort. It's a 2-week marketing and pipeline audit designed to give GTM teams real clarity before Q2 ⁠[Work With Us] Book a [FREE] 1:1 Revenue Visibility Assessment to find out why you can't answer the pipeline questions that matter most. [Schedule Your Session] Follow Carolyn on LinkedIn Follow Amber on LinkedIn — This episode is powered by Passetto. If your pipeline dashboards aren't giving you straight answers, you're in good company. Most GTM teams simply don't have the visibility to understand what's truly driving pipeline and revenue, what's slowing them down, or where to focus next.

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