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.
B2B SaaS Paid Funnel Math: Click to Closed-Won 2026
Your paid funnel is leaking money, not because your ads are bad, but because you're measuring the wrong things at the wrong stages. Let me walk you through the numbers that actually matter, from click to closed-won.
The Definitive White Paper Distribution Strategy for 2026
Your white paper isn't a PDF, it's a pipeline asset, a brand signal, and increasingly, a citation source for AI engines shaping how buyers discover solutions. If you're still playing the 2019 'gate it and run LinkedIn ads' game, here's what's actually working now.
LinkedIn Social Selling: The B2B Revenue Channel You're Probably Doing Wrong
That 45% opportunity gap between high and low Social Selling Index scores? It's not marginal, it's the difference between a pipeline that hums and one that wheezes. Here's why most B2B teams are still treating LinkedIn like a digital Rolodex, and what the companies actually winning in 2026 are doing differently.
Organic Pipeline Costs $1,847 Per Opportunity. Your Budget Says It Costs Zero.
Organic pipeline isn't free—it's unpriced. Learn how to calculate fully loaded cost per qualified opportunity for organic search and compare it fairly to paid channels.
AI Didn't Break Your GTM Signals. You Just Stopped Checking Them.
AI lead scoring speeds up B2B pipeline actions, but without guardrails, it scales bad signals. Here's the diagnostic and experiment to fix qualification quality.
Growth Marketing in 2026: The Acquisition Hamster Wheel Is Broken
You're paying two dollars to acquire every one dollar of new ARR. If that math worked anywhere else, we'd call it a Ponzi scheme. Here's why the acquisition hamster wheel is broken, and what actually works instead.
Exit Five and the Art of Growing Without Losing Your Mind
Dave Gerhardt built one of B2B's most influential marketing communities by treating every channel like a hypothesis rather than a religion. Here's what his messy, iterative journey teaches us about growth marketing that actually compounds.
Three SEO Priorities That Protect Pipeline in 2027 (When Rank #1 Isn't Enough)
Three SEO priorities for 2027: funnel-driven content allocation, extraction-ready structure, and entity authority. Built for B2B SaaS teams measuring pipeline, not just traffic.
Go-to-Market Strategy: The B2B Playbook for Not Wasting Everyone's Time
I've watched companies burn through seven figures on product launches that went nowhere, not because the product was bad, but because nobody asked who they were selling to. Let's fix that before your next launch clears the room instead of filling it.