Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

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What if the secret to hitting your sales targets isn’t hiring more reps – but adjusting just three levers?

In this episode, we sit down with Dougie Loan, Chief Revenue Officer at SourceWhale, to break down the simple but powerful sales planning formula that’s reshaped how his team forecasts growth. Spoiler: It has nothing to do with throwing more headcount at the problem.

Dougie walks through how his team shifted from boardroom wishful thinking to a data-driven forecasting model built on three core metrics: Qualified Held Meetings, Close Rate, and Average Deal Value. You’ll hear how they use this model to build annual plans, set realistic targets, coach reps, align marketing and sales, and even decide where to invest R&D dollars.

Watch the full interview to learn how Dougie:
- Replaced headcount-based forecasting with a repeatable, lever-driven model
- Redefined what actually counts as a qualified opportunity
- Aligns marketing and sales teams around shared revenue metrics
- Profiles churned vs. retained customers to refine their ICP
- Uses CS adoption scoring to drive renewals and upsell strategy

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

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• Subscribe to our newsletter for episode summaries, benchmark data, and more

Dave Gerhardt built Exit Five by treating community like a product—not a side project.

In this episode, he walks through how the Exit Five team runs community with the same rigor as a SaaS org: dedicated product roles, roadmaps, feedback loops, NPS, and sprint cycles. He also shares why most B2B companies shouldn’t build a community, and what to focus on instead.

We also dig into how to justify the ROI of brand and community work, why direct traffic is your best brand metric, and how AI is reshaping what lean GTM teams can do.

In this episode, you’ll learn:

• Why Exit Five runs its community like a product org
• The biggest mistakes B2B companies make when launching communities
• How Drift’s podcast helped drive $1M in pipeline – with no attribution model
• Dave’s take on brand, content, and the new AI-powered marketer
• The exact metrics Exit Five tracks to grow and retain members

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

In times of ongoing volatility, agility isn’t just a survival skill – it’s the core growth lever. 

Kathleen Booth, SVP of Marketing at Pavilion, makes the case for ditching rigid planning in favor of dynamic, data-informed decisions, and explores how smart GTM leaders are embracing flexible org structures, full-cycle sales, and simplified roles to adapt fast.

Kathleen shares what Pavilion is seeing across thousands of GTM leaders: the metrics that matter most now, why full-cycle selling is making a comeback, and how to tell a compelling story with your data that gets CFO and board buy-in.

If you’re leading a go-to-market team and struggling to keep up with messy market changes, this is your roadmap for building a culture – and system – for fast, confident decision-making.

Watch the full episode to learn how top GTM leaders are:

• Replacing rigid planning with agile execution
• Using data to spot early signals and justify pivots
• Simplifying org structures to move faster
• Selling strategic brand investment to skeptical CFOs

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

Is LinkedIn really just a vanity channel? Brendan Hufford doesn’t think so. In this episode of Move the Needle, Brendan – founder of Growth Sprints and SaaS growth advisor – shares how he uncovered a direct correlation between LinkedIn impressions and revenue.

He breaks down how he ran the experiment, what tools he used, and why more GTM leaders should stop obsessing over perfect attribution and start looking for meaningful correlations across channels.

What you’ll learn in this episode:

• Why LinkedIn impressions can predict pipeline and revenue
• How to think about correlation vs. causation in marketing metrics
• The overlooked “marketing cycle” that outpaces your sales cycle
• Why some traffic really is vanity — and how to know the difference
• The concept of “Content IP” and why it’s powerful than pitching solutions

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

How do you scale faster without burning out your team or chasing shiny tactics that don’t move the needle? Databox CEO Pete Caputa unveils Predictable Scale — a new methodology for building strategy, focus, and repeatable systems so you can grow with confidence.

In this interview, Pete shares his SPEARS framework (Strategize, Plan, Execute, Adjust, Repeat, Scale), how to use data to set smarter goals, and why radical transparency accelerates alignment and results.

What you’ll learn:

• Why most teams fail to scale
• How to define a focused plan (and say no to shiny objects)
• A better way to forecast real outcomes (not wishful thinking)
• The 5 highest‑leverage ways to scale your business
• A sneak peek into Databox features to support the methodology

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

What would happen if Marketing stopped acting like a request factory and stepped up as the hub of revenue, enablement and strategy? 

In this episode of Move the Needle, Kyle Lacy (CMO at Docebo, ex-Seismic, ExactTarget, Salesforce) breaks down his "CREM" framework—Communication, Revenue, Enablement, Metrics—and shows how any SaaS team can use it to earn board-level credibility and hit the pipeline number. Along the way we tackle product-level pipeline ownership, building an AI “SWAT team,” and the right way to say “no” to random requests without losing goodwill.

You’ll learn:

 • Why saying "yes" to everything is killing marketing’s credibility

 • How to get sales, finance, and marketing aligned on revenue

 • When product marketing can (and should) own a pipeline number

 • The metrics that really matter (and the brand metric he’s still testing)

 • How to redefine "enablement" beyond sales decks and collateral

🔔 Subscribe to get more strategies from B2B leaders and experts that drive predictable growth!

📊 Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

In this episode of Move the Needle, we sit down with Amanda Natividad, VP of Marketing at SparkToro and the mind behind the now-mainstream concept of “zero-click content.” 

Amanda dives into why marketers must stop obsessing over clicks and start optimizing for impressions, reach, and value on investment (VOI). From redefining marketing metrics to helping stakeholders buy into new ways of measuring success, Amanda shares a practical, experience-backed approach to content that builds sustainable impact over time.

What you’ll learn:

• Why zero-click content actually drives long-term business growth
• How to shift from ROI to VOI and what that looks like in practice
• Creative ways to repurpose content to fuel multiple teams and channels
• How to build stakeholder alignment by supporting your colleagues’ objectives

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

If you’ve ever had to defend your brand marketing budget – or wondered if it’s even worth the investment – this episode is a must-listen. Peep Laja, CEO of Wynter, breaks down the practical realities and long-term impact of brand marketing. Peep uses data and research to explore why so many companies are stuck in the “sea of sameness,” how to measure (and justify) brand marketing ROI, and why building memory structures – not capturing clicks – is the real goal of B2B marketing.

Plus, Peep shares the one brand marketing move most B2B companies get totally wrong – and what to do instead.

What you’ll learn:

How to invest in brand marketing that drives results

• How to invest in brand marketing that drives results
• Why creating a sub-category is a smarter play than category creation
• How to actually measure the impact of brand awareness
• How to educate your CFO on brand marketing budgets and timelines
• Why distinctiveness, not uniqueness, is the goal

🔔 Subscribe to get more strategies from B2B leaders and experts that drive predictable growth.

📣 About Databox
Databox is Modern BI for teams that need answers now. It offers the best of BI, without the complicated setup, steep price, or long learning curve. Try it free today! http://bit.ly/3RQg2wS

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

In this episode of Metrics & Chill, Jeremiah sits down with Bec Henrich, Head of Marketing at Traction Complete, to talk about forecasting that actually works. Instead of reverse-engineering aggressive revenue targets, Bec explains how to build forecasts grounded in real funnel data—so your team can aim high without burning out.

You’ll learn:

• How to model accurate and predictable conversion rates 
• How to avoid “wishful thinking forecasts” 
• The importance of clean, standardized data in your CRM
• How to factor in seasonality to avoid mid-quarter surprises
• Tips for getting Sales and RevOps aligned on forecast assumptions

More about:

Traction Complete: https://tractioncomplete.com/
Databox: https://databox.com
Subscribe to the newsletter: https://databox.com/newsletter

Databox is an easy-to-use Analytics Platform for growing businesses. We make it easy to centralize and view your entire company's marketing, sales, revenue, and product data in one place, so you always know how you're performing. 

• Learn More About Databox
• Subscribe to our newsletter for episode summaries, benchmark data, and more

Traditional attribution models are broken—and your “direct” traffic might not be what you think it is. In this episode, ClearPivot founder and Principal Chris Strom breaks down how his team blends self-reported attribution with CRM and web analytics data to reveal what’s really driving leads and revenue. 

You’ll learn:

• Why 40% of your traffic might be misattributed, 
• how to implement self-reported lead source fields the right way, 
• and how demystifying the "black box" of misattributed data can help you reallocate budget toward higher-quality lead sources.

More about:
 
ClearPivot: https://www.clearpivot.com/
Databox: https://databox.com/
Newsletter: https://databox.com/newsletter