In this episode, Jeff sits down with Steve Martin, a seasoned Go-to-Market CMO who’s been in the trenches of SaaS, CRM, and PE-backed growth stories for the past two decades. From his early days at Lotus post-IBM acquisition to his recent role leading marketing at Act!, Steve opens up about the evolving challenges of scaling […]
From Legacy to Lift-Off: Go-to-Market Lessons from SaaS CMO Steve Martin Read Post »
Marketing Engine In this episode of Margins and Mandates, Jeff sits down with Nate Burke, CMO at 7 AI, to unpack what it really takes to build and run a marketing organization inside an emerging AI cybersecurity company. Nate shares how he approaches hiring, shaping the narrative, and building trust in a market that’s skeptical
Trust, Teams, and Tough Markets: How Nate Burke Builds a Marketing Engine Read Post »
Modern Demand Generation In this episode of Margins and Mandates, Jeff reconnects with Johan Abadie, VP of Demand Generation and Revenue Strategy at SalesIntel, for a candid conversation about building pipeline in an era of AI hype, cheap data traps, and shifting buyer expectations. Johan unpacks why “cheap data is expensive,” how human-in-the-loop makes SalesIntel
Human, Data, AI: Johan Abadie’s Blueprint for Modern Demand Generation Read Post »
Brand Trust In this episode of Margins and Mandates, Jeff sits down with Jeff Nulsen, a seasoned marketing executive, to unpack how he helped transform a brand trust overshadowed by security crises into a thriving, trusted growth engine while serving as CMO at N-Able. Jeff shares how the spin-off from SolarWinds meant rebuilding trust from
From Breach to Brand Trust: Jeff Nulsen on Rebuilding and Scaling with AI Read Post »
Co-sell Culture In this episode of Margins and Mandates, Jeff sits down with Ryan de la Parra, Head of Global Partner Marketing at Nasuni, to unpack what it takes to scale a channel-only go-to-market model in a hypergrowth environment. Ryan shares how Nasuni evolved from partner fulfillment to true co-selling, why “everyone owns pipeline” isn’t
Everyone Owns Pipeline: Inside Nasuni’s Co-Sell Culture Read Post »
Selling Data In this episode of Margins and Mandates, host Jeff Lortz sits down with Michelle Katz, founder of From Prospects — a data-driven intelligence platform shaking up the traditional world of legal recruiting and firm research. Michelle shares how her team is arming law firms and search partners with deeper insights, sharper profiles, and
Selling Data to Doubters: Michelle Katz on Marketing to the Legal World Read Post »
Conversational AI is E-A-Ting SEO creating a major disruption in traditional demand generation. Adopt Generative Engine Optimization (GEO) and other strategies to stay ahead. I’m a little ashamed to admit it, but I had a full-blown conversation with my AI chatbot about a research project I’m working on while sitting in traffic on the way
Demand Generation in the Age of Zero-Click Searches Read Post »
Change is exciting. Change is terrifying. For many organizations, it’s the default setting. Whether you’re scaling rapidly, pivoting into new markets, or leading a transformation, one truth holds firm: your team is watching. They watch your decisions. They watch your tone. They watch your values. They watch whether you practice what you preach. And this
The Quiet Strength of Consistency in Leadership Read Post »
Managing a technology company to meet investor expectations has never been more challenging. In this environment, conventional leadership models prioritizing stability and long-term planning over flexibility and rapid response are rapidly becoming obsolete. The SaaS leaders poised to excel in the coming decade will be those who adopt Hyper-Adaptive Leadership. This leadership style goes beyond merely keeping up with change; it focuses on anticipating, catalyzing, and harnessing change to de-risk market challenges and achieve value and growth.
Fail Fast, Change Faster: How Hyper-Adaptive Leadership Turns Setbacks into Success Read Post »
Hiring former military officers in tech can give your company an edge. Junior Military Officers possess exceptional leadership, adaptability, and critical thinking skills, making them valuable in guiding teams and managing projects. By prioritizing attitude over technical skills and integrating JMOs into leadership roles, companies can leverage their exceptional capabilities for sustained business success. Learn how to attract and hire JMOs by reading the full article.
From Service to SaaS: The Case for Hiring Former Military Officers in Tech Read Post »
