DemandWorks
B2B Demand Generation & Pipeline Strategy
Marketing is only real when it turns into revenue.
Demand generation is where marketing either becomes revenue or becomes noise. DemandWorks covers full-funnel strategy, lead-to-revenue frameworks, and pipeline acceleration for teams accountable to a number.
The through-line: marketing is only real when it turns into pipeline you can defend in a board meeting.
Want Leads? Sponsor the Next SaaStr AI Day. And Then SaaStr AI Annual 2026 in May! | SaaStr
SaaStr Says “370–634 Leads per Sponsor.” Here’s the CFO-Safe Question: What’s the Cost per Meeting, Not the Cost per Lead? SaaStr is advertising 370–634 leads per sponsor for its quarterly AI Days. Most marketing teams will stop there, divide sponsorship cost by leads, and declare victory. That’s ho
Community Is the Only Scalable Brand Moat Left
Board Memo: Why Community Is the Only Scalable Brand Moat LeftStakes & OutcomeDistribution costs are up 60% in five years (source: social.plus).AI and commoditization have collapsed product differentiation. Anyone can launch a “good enough” product in a weekend (Keeling, LinkedIn).Paid channels
Share of Voice vs. Share of Search: Why the Dinosaurs Are Extinct
Share of Voice vs. Share of Search: The New Marketing ScoreboardSpotting the Dinosaur: The Decline of Share of VoiceLet’s play a quick game of “Spot the Dinosaur.” No, I’m not talking about the agency creative who still thinks QR codes are the future. I’m talking about Share of Voice — that trusty
If B2B Marketing Were a High School, “Awareness” Would Be the Kid Who Throws the Best Parties—But “A
B2B Brand Awareness Versus Authority: Why Respect Beats RecognitionThe Popularity Contest in B2B MarketingLet’s be honest: in the B2B world, we’ve all been guilty of chasing the popularity contest. We obsess over impressions, high-five each other when our logo shows up in a Gartner report, and
Brand as a CAC Reduction Lever: How Mental Availability Shows Up in the Forecast
Published: 2026-01-26How Mental Availability Shows Up in the ForecastIf you’re a B2B marketing executive, you’ve likely sat through more than one board meeting where the conversation turns to CAC—customer acquisition cost. The CFO wants a line of sight to payback. The CRO wants more pipeline,
Why the “Funnel Mindset” is Costing B2Bs Revenue
# The Funnel Is a Finance Bug: How a Post-Sale Revenue Model Beats “More Leads” by 2–5x Most B2B SaaS companies run marketing like the sale is the finish line. That isn’t a “strategy.” It’s an accounting error. Here’s the math: if you sell a $24K ACV product at 80% gross margin and your blended […]
Net Revenue Retention: The Only Growth Metric That Compounds
Net Revenue Retention: The Only Growth Metric That CompoundsIf you’re a B2B marketing executive still measuring growth by top-line ARR, it’s time to recalibrate. The market has spoken, and the verdict is clear: Net Revenue Retention (NRR) is the only growth metric that truly compounds. In 2026, the
Brand Isn’t Slow—You’re Measuring It Wrong
Brand Isn’t Slow—You’re Measuring It WrongIf you’re a B2B marketing executive, you’ve heard the refrain: “Brand is a long game.” It’s usually delivered with a sigh, a shrug, or as a preamble to a budget cut. The implication is clear—brand is slow, brand is soft, brand is the luxury you fund after
Reddit’s CES 2026 Activation: Why Conversation Is the Real Competitive Advantage
Reddit Bets on Human Conversation at CES 2026If CES is the Super Bowl of tech, then Reddit just showed up with a halftime show that nobody saw coming — and instead of pyrotechnics, they brought juice bars, personalized tumblers, and a masterclass in what it means to actually connect with your