🗓️⁠ ⁠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.

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

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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.

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

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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.

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

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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.

In this episode of GTM Live, Carolyn sits down with Matthew Sciannella, VP of Innovation at Refine Labs, for a candid conversation about the flaws of B2B marketing measurement and why so many teams keep fighting the same losing battles.

They dig into why attribution has made a generation of marketing leaders worse at their jobs, what great demand generation actually requires (hint: it starts way upstream with product marketing), and why slapping AI onto a broken system just makes the noise louder.

Episode highlights:

• Why attribution doesn't tell you what's actually driving pipeline and how to move toward incrementality testing instead
• The real reason win rates are so low at most companies (and why more pipeline isn't the answer)
• Why great product marketing is the single biggest common denominator across every high-performing demand program Matt has seen
• How AI is disrupting outbound and why scaling a broken motion with AI just makes it worse faster
• Why companies with messy data are the ones struggling most to make AI work for them
• The case for measuring brand spend against contribution margin instead of source or attribution
• Why fundamentals (e.g. in-person, intentional outreach, real buyer research) are making a comeback in the age of AI noise

If your pipeline dashboards aren't giving you straight answers, this episode is a good gut check on where to look first.

🔗 RESOURCES:

• 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]
• Follow Carolyn on LinkedIn
• Follow Matt on LinkedIn
• 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

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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.

🎟️ Join our Live Workshop on Feb 11: The KPIs every marketing team needs to measure to understand their real influence on pipeline.

Save your seat here. Replay included.

In this episode of GTM Live, Amber sits down with Matt Green, Co-Founder and CRO of Sales Assembly, to talk about what’s actually working in GTM right now, and why so many teams are stuck debating the wrong things.

They start with the real root cause of credit wars: marketing and sales are fighting because they’re measured on competing scorecards. Matt makes the case for a simpler model around shared revenue accountability, and why the attribution debate gets a lot quieter when the business is closing deals.

Episode highlights:

• Why credit wars between sales and marketing are a scorecard problem, not a people problem
• How competing KPIs quietly reinforce “sales-sourced vs marketing-sourced” debates
• Why attribution can’t explain why pipeline actually happened
• What’s working to build pipeline in 2026 (micro events, in-person, fewer but higher-quality interactions)
• How AI has changed outbound and why most “good” outreach now blends into noise
• Why forecasting improves when teams track buyer behavior, not seller activity
• How to use social listening (peer conversations) to create content that actually drives engagement

If you’re trying to use content to drive more engagement, more conversations, and more pipeline, this episode is packed with practical ways to do it.

🔗 RESOURCES:

Book a [FREE] 1:1 Revenue Visibility Assessment to learn where your key data gaps are. [Schedule Your Session]

We’re opening our Q2 cohort for the 14-Day Revenue Visibility Diagnostic, designed to help GTM teams understand what’s actually driving pipeline, where measurement breaks down & what to fix going into Q2. [Book a call to see if you’re a fit]

Follow Amber on LinkedIn

Follow Matt on LinkedIn

Check out the amazing stuff Sales Assembly is doing

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This episode is powered by Passetto. If your pipeline & revenue 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.

You asked, we're answering. In this listener Q&A episode, Amber and Carolyn tackle the hard questions GTM leaders are wrestling with behind closed doors…from broken attribution models to navigating organizational resistance when you're trying to drive real change.

In this episode:

• Real talk on entrepreneurship: the wins, the loneliness, and knowing when to walk away

• Navigating organizational resistance when you're championing change

• Why being in the top 5% of GTM leaders means accepting you're always pushing uphill

• Why first-touch and last-touch attribution keep haunting you (and how to finally escape)

• How to get executive buy-in when everyone's comfortable with the status quo

• Why deals from different sources have wildly different ACVs and win rates

• The systematic reality of revenue generation, and why singular attribution models completely miss it

This isn't surface-level advice. Amber and Carolyn are in the trenches daily with CROs, CMOs and RevOps leaders, rearchitecting go-to-market strategies and challenging sacred cows. We’re bringing real examples to this convo, honest reflections about entrepreneurship, and zero sugarcoating about what separates companies that evolve from those that don't.

Keep sending your questions. We want to hear your hot takes, especially if you disagree with what we’re saying.

🔗 CTAs & LINKS:

• Get the visibility and strategic priorities your GTM team needs to move decisively. Book your 14-Day Sprint.
• Register for our upcoming Virtual Workshop
• Book a free 1:1 Revenue Visibility Assessment to diagnose your data gaps
• Follow Carolyn on LinkedIn
• Follow Amber on LinkedIn

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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.

Passetto changes that. In just 14 days, our Sprint gives you full-funnel visibility, clear answers about what's working and what isn't, and a focused set of strategic priorities to accelerate pipeline creation and align your teams immediately.

Most marketing and revenue leaders know their data model is flawed. The elite ones actually architect something new. This is how.

This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to finally understanding, measuring, and transforming their entire Revenue Factory. Each stage represents a critical inflection point and the exact moments that separate leaders who consistently hit targets and drive real, provable results.

This episode explores Stage 4: Architecting Transformation—where you shift from recognizing what's broken to designing what comes next. This is where transformation moves from concept to practice.

What We Cover in This Episode:

• The two realizations that trigger readiness for transformation: understanding the career-ending cost of staying in a broken system AND seeing lived proof of what's possible when you rebuild
• The 4 core elements your new data model MUST have: removing department silos, multi-dimensional tracking, the new GTM stages, and unified metrics with separate accountability
• Why the old Demand Waterfall model is structurally broken and what the Engage → Prospect → Pipeline framework unlocks
• How to operate GTM like a relay race instead of siloed teams competing for credit
• The exact business case framework to get leadership buy-in (including how to quantify the revenue you're leaving on the table)
• Build vs. buy: Understanding the "Time Tax" and why elite teams move 4–5x faster with proven frameworks
• The 3 critical mistakes that kill transformation before it even starts and how to avoid them

This is the episode for every revenue, marketing, or GTM leader who has ever thought:

"I know what needs to change, but I don't know where to start"

"How do I get leadership to invest in this transformation?"

"What does the new model actually need to look like?"

Stage 4 is where you become the architect of your own transformation. This is where you stop talking about change and start building it.

🔗 CTAs & LINKS:

• Get the visibility and strategic priorities your GTM team needs to move decisively. Book your 14-Day Sprint.
• Register for Passetto's upcoming virtual events
• Book a free 1:1 Revenue Data Assessment
• Follow Carolyn on LinkedIn

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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.

Passetto changes that. In just 14 days, our Sprint gives you full-funnel visibility, clear answers about what's working and what isn't, and a focused set of strategic priorities to accelerate pipeline creation and align your teams immediately.

In this episode, Carolyn and Amber break down a real-world case study of a $25M ARR enterprise SaaS company in a highly regulated industry that came to Passetto with strong teams, active demand, and declining win rates...but no reliable way to explain the genetic makeup of their deals or prove how marketing influenced revenue.

We break down what surfaced during a 14-day analysis: why most opportunities had no clear lineage, how underperforming channels like paid search were absorbing spend without driving meaningful conversion, and how marketing influence effectively disappeared once deals entered the sales cycle.

Most importantly, we share how rebuilding visibility across the funnel can turn win rate into a controllable lever, and why we estimate this shift alone could unlock ~$1M in incremental revenue, without increasing pipeline volume, budget, or headcount.

We break down the insights their team uncovered:

• Why 80% of opportunities ($3.5M) had no explainable lineage, making pipeline creation effectively invisible
• Why paid search underperformed by driving low-intent traffic instead of pipeline-ready buyers
• How marketing influence dropped to near zero in late-stage deals, leaving active opportunities unsupported
• Why win rate, not pipeline volume, was the primary revenue constraint
• How improving visibility alone created a clear, estimated ~$1M revenue upside using the existing pipeline and budget

This episode shows how a clear view into what actually drives revenue became a forcing function for action, giving this team’s leadership the confidence to move fast, fix foundational gaps, and use the findings as a business case for planning the first two quarters of 2026.

🔗 CTAs & LINKS:

• Get the visibility and strategic priorities your GTM team needs to move decisively. Book your 14-Day Sprint.
• Register for Passetto’s upcoming virtual events
• Book a free 1:1 Revenue Visibility Assessment
• Follow Carolyn on LinkedIn
• Follow Amber on LinkedIn

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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.

Passetto changes that. In just 14 days, our Sprint gives you full-funnel visibility, clear answers about what’s working and what isn’t, and a focused set of strategic priorities to accelerate pipeline creation and align your teams immediately.

When you’re working harder than ever and still getting questioned, most leaders assume they’re the problem.

But what if the real reason you're exhausted isn’t lack of effort...it's that you’re trying to win inside a model that was never designed to show your impact?

This episode is part of a 5-part series exploring the journey B2B revenue leaders take from reactive chaos to finally understanding, measuring, and transforming their entire Revenue Factory. Each stage represents a critical inflection point and the exact moments that separate leaders who consistently hit targets and drive real, provable results… from those who spend every quarter scrambling, duct-taping reports, and wondering why nothing is working.

This episode explores Stage 3: The Breaking Point, AKA the most emotionally charged and career-defining moment in the entire transformation journey.

What We Cover in This Episode:

• Why Stage 3 is the moment leaders either break down, or break through
• Why constant scrutiny, unclear reporting, and cross-functional finger-pointing aren’t personal failures, but symptoms of a broken data model
• The exact frameworks that explain why you're stuck and what has to change to unlock real revenue clarity
• Why duct-taped reporting, activity-based KPIs, and siloed metrics guarantee misalignment
• How top-performing GTM teams rebuild their entire foundation, and why it transforms everything from credibility to win rates

This is the episode for every revenue, marketing, or GTM leader who has ever thought:

I’m exhausted from constantly defending myself.”

“I KNOW we’re making an impact, so why can’t I prove it?”

“What if the problem isn’t me… but the entire system?”

🔗 CTAs & LINKS:

• Get the visibility and strategic priorities your GTM team needs to move decisively. Book your 14-Day Sprint.
• Register for Passetto’s upcoming 2-Day GTM Intensive
• Book a free 1:1 Revenue Visibility Assessment
• Follow Carolyn on LinkedIn

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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.