📅 RSVP For Our Next Live Workshop on July 15: How To Run ABM and Outperform 10X Larger Programs

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.

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🔗 LINKS + RESOURCES

📹 How to Survive B2B Marketing in 2026

📹 How to Build a Killer GTM Strategy for B2B SaaS

📹 Ultimate Guide to Marketing Measurement

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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]

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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.

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🔗 MORE FROM UDI

📖 Grab a copy of Udi’s book Courageous Marketing 📖

Follow Udi on LinkedIn

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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]

📹 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.

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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]

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.

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🔗 MORE FROM JORDAN

⁠Follow Jordan Crawford on LinkedIn⁠

⁠On the Edge by Blueprint⁠ (Jordan’s Substack)

⁠Blueprint⁠ – AKA the OG GTM Engineer

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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]

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.

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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]

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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]

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📹 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.

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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]

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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]

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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.

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.

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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]

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🎥⁠ JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT: [RSVP for GTM Live]

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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.

📹 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.

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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]

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🎥⁠ 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.

🗓️⁠ ⁠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.

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🔗 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]⁠

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🎥⁠ JOIN our Weekly Recordings on Wednesday at 1pm ET / 10am PT [RSVP for GTM Live]

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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.

🗓️ 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.

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🔗 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]

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🎥 NEW on YouTube: Attribution for SaaS Marketing: What Actually Works (And What Doesn't)

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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.