Jennifer Pockell Dimas

Are VoiceAI companies launching great demos or production-ready Conversational AI APIs? Check out the VAQI benchmark and how it helps answer that question...

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Your total addressable market doesn't need to be large. It needs to be known. When you know exactly who your buyers are, every channel gets sharper.

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Great time talking with Vince Quinn, Co-host of Future Fuzz, on one of the most under‑rated, yet business‑critical, topics: the alignment (or misalignment) of sales and marketing teams. We unpack the telltale signs teams are out of sync, why that quietly drains budget and opportunity, and how companies, from scrappy startups to established enterprises, can build disciplined but culture‑driven processes to ensure marketing and sales act as one high‑performing “team.” Key Takeaways -Misalignment shows up in obvious, but sometimes overlooked, symptoms: trade shows where the “wrong” people show up; lead‑gen campaigns with no follow‑up; or marketing activities with no resulting revenue. -Poor ROI isn’t always about a bad strategy, sometimes it’s just bad alignment. Wasted budget is often the result of marketing and sales operating in silos rather than in tandem. -Fixing it requires both culture and systems. It’s not enough to want alignment, you must build repeatable processes (meetings, newsletters, communication cadences) and embed a shared sense of ownership across teams. -Frequent communication is key. Eric recommends regular meetings (weekly or bi‑weekly), public readouts from every functional team, and a shared “company‑wide newsletter” that covers updates across marketing, sales, product, and more. -Transparency and inclusion boost buy-in, engagement and retention. When people across sales and marketing know what others are doing, they feel more connected to the company’s purpose, and are more likely to speak up, contribute insight, or flag risks early. -Alignment benefits far more than the bottom line. When done well, teams work more efficiently, budgets stretch further, employees feel invested and engaged, attrition drops, and the company becomes cohesive, purposeful, and resilient. https://lnkd.in/ggtjigXE Infinidat Vince Quinn Future Fuzz - B2B Marketing Podcast Bill Basinas Tim Dales Ed Walsh Doug Balog Sam Werner Kelly Robinson Susan Martens Michael Flynt Stuart McRae Vladimir Rozanovich Steve Sullivan Doug Stone Jamie Thomas Calline Sanchez Vincent Hsu Denis Kennelly Ross Mauri Denis Vilfort Barry Ader Dan Pearl Ken Steinhardt Priya Doty Mark Wright Jeff Boudreau Philip Sailer Levi Norman Dean Parker David Sawyer Jay Snyder Daniel Campbell Hadley H. Misha Lewis Rangel Andrew Walls Bob Kampe Gail G. Craig McKenna Ian Smith

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Do you have a minute? In Episode #7 of the One-Minute StorageCast by Infinidat, guest Mitch Diodato returns to answer an important question: “How does Infinidat empower channel partners to be successful?” Mitch talks to host Sapna Capoor about how Infinidat supports its partners, equipping them to grow their businesses, be more profitable, and achieve long-lasting success. You only need 60 seconds to listen to this micro-learning, easily digestible podcast episode for useful and actionable information about Infinidat's support of channel partners. https://okt.to/eVoOM7

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Recent research highlighted in Marketing Dive reveals that only 22% of marketers strongly feel they have enough data to justify value to their CFOs. Yet, teams working on unified systems see alignment rates near 97%. The opportunity ahead isn’t just in better tools, but it’s in better storytelling. CMOs should treat internal audiences the way they treat customers: highlight wins, show outcomes, and market the impact of AI across operations. When pairing high-impact metrics with a strong CMO and CFO partnership, companies can better showcase ROI and drive transformation. Read more on the top takeaways from the report here: https://lnkd.in/e3mqnq5A

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Sierra partnered with Curative to build their AI voice agent that's creating faster, better experiences for members and providers while freeing up their team to focus on what matters most: building deeper relationships

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Media Mix Modeling: From academic exercise to CMO priority. Media mix optimization has been around since the 1990s, originally based on syndicated survey data and mainframe computers. While Multi-Touch Attribution (MTA) has since helped us move past "last touch" to quantify the contribution of each media vehicle, a major hurdle remains: The Implementation Gap. Throughout my career, I’ve seen data science teams build brilliant models that are not implemented across the marketing org. Marketing groups are often too tactically focused on one-off programs to execute systematically integrated campaigns, leaving optimization on the shelf. However, data-driven B2B CMOs like Todd Forsythe and Jonathan Martin have pushed for more—leading to the type of analysis featured in my latest article. These models are essential tools to calibrate budgets against pipeline and revenue. In fact, building a media mix model is the first thing I do when launching a new data science practice. To solve the execution gap, my approach uses Association Analysis. I’ve been fortunate to refine this thinking through key collaborations: Foundations: Learned the core principles from Ling (Xiaoling) Huang with assistance from Yexiazi (Summer) S.. Scaling: Developed variations for business units, geos, and segments with Fuqiang Shi, Jyothsna Karne and Robert C.. If you don't know your optimal mix, you’re just guessing. https://lnkd.in/gMWnPtnc #DataScience #B2BMarketing #MediaMix #MarketingAnalytics

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AI alerts are only helpful if you can act on them—quickly and safely. Futuriom’s latest write-up shows how our new Model Context Protocol (MCP) Server and deep integration with Selector turn AI-driven insights into policy-governed remediation, closing the loop from “something’s wrong” to “it’s fixed” across your hybrid network. Read the full story to see why this matters for every ops team leaning into agentic operations 👉 https://bit.ly/4evPCes

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Most sales teams have the content. What they don’t have is clarity on when and how to use it. That was one of the biggest takeaways from Allego’s recent guide on building a high-impact sales content taxonomy. We’ve relied on taxonomies for years to help reps find the right deck, case study, or ROI calculator. But now, it’s not just about helping humans search. AI is increasingly responsible for surfacing content during a sales cycle. And AI still needs structure. If your content isn’t organized by stage, persona, product, or vertical, your tech can’t help your reps. So yes, taxonomy is still important. Maybe more important than ever. But it’s changing. It’s no longer about just building a clean folder system. It’s about structuring your content so your AI tools can retrieve the right summary or snippet in real time. If your taxonomy isn’t mapped to the buyer journey, your reps and your AI are both guessing! We broke this down clearly in the guide, including examples by sales stage and industry. Let me know if you're interested and I'll shoot it over to you!

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Most CRMs (Salesforce included) were built for working linear deals and sales process management, not modern ABM. They do a great job logging activities and tracking opportunities, but they fall down on the questions marketers actually care about: o. Which accounts and segments truly drive efficient pipeline, LTV, and NRR? o. Where is marketing lifting outcomes vs. just creating noise? o. Which buying groups are in motion right now? Because CRM data is fragmented across leads, contacts, and opportunities, GTM teams end up with: o. Blurry ICPs that are built on intuition and live in slides, not systems o. Target Account Lists scattered across tools and spreadsheets o. Attribution that rewards “source” instead of measuring real impact The opportunity isn’t add more fields to Salesforce or hope that some yet to be discovered new signal will take your ABM to the next level. It’s to stand up a parallel Market & Account Intelligence system (like AlignICP) that: o. Centralizes ICP, TAL, and segment logic o. Models accounts and buying groups—not just leads o. Layers in intent to show who’s in market now o. Feeds clean, prioritized account lists back into CRM and ABM tools Do that, and ABM shifts from broad, channel-led guessing to focused, efficient, performance-driven programs anchored on the right accounts and segments. If this feels familiar, it’s not a minor annoyance—it’s a massive blocker. As long as CRM-centric, fragmented data hides which accounts matter, which segments perform, and where marketing actually lifts revenue, ABM will stay broad, reactive, and hard to defend in the boardroom. The upside? You can change this. Pair your CRM with a parallel Market & Account Intelligence system like AlignICP, discover and centralize ICP insights and your dynamic TAL and let an intelligence layer handle segmentation, intent, and prioritization. That’s how you take ABM from “we’re targeting some accounts” to a focused, efficient growth engine—and elevate marketing from a lead factory to a strategic partner in go-to-market execution. Check out our latest blog post to dive into more details at: https://lnkd.in/ghwbeH2a #B2BMarketing #ABM #RevOps #GTM #SaaS #MarTech #Salesforce #MarketingAnalytics #ICP #TargetAccountList #MarketingStrategy #AlignICP #GTM

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Greg Baumann from Outreach and Dean Ordzowialy from Mural in the same place at the same time? Break out the business sponsors and the growth plans, this one will be must watch!

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With so many different ways to use AI to transform your business and productivity, it can sometimes be hard to see the wood for the trees. Thankfully, SHI's AI experts have clever ways to accelerate how you imagine, experiment and adopt AI, from ideation workshops to deployment services.

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T-Mobile is covering where traditional towers can’t. And your apps just got the invite. What started with messaging now powers apps—so your teams stay connected where coverage used to drop off. 🛰️ Now part of #SuperMobile and T-Priority, T-Satellite supports select apps built for real work in real conditions: - 𝗗𝗶𝗮𝗹𝗽𝗮𝗱 – for team messaging during outages or in remote areas - 𝗙𝗟𝗢𝗥𝗜𝗔𝗡 – for public safety and incident command, even in disaster zones - 𝗠𝘂𝗹𝘁𝗶𝗟𝗶𝗻𝗲 – for secure, compliant business messaging in regulated industries - 𝗧-𝗠𝗼𝗯𝗶𝗹𝗲 𝗗𝗶𝗿𝗲𝗰𝘁 𝗖𝗼𝗻𝗻𝗲𝗰𝘁 – for emergency alerts and push-to-X messaging - 𝗔𝗰𝗰𝘂𝗪𝗲𝗮𝘁𝗵𝗲𝗿, 𝗚𝗼𝗼𝗴𝗹𝗲 𝗠𝗮𝗽𝘀, 𝗔𝗹𝗹𝗧𝗿𝗮𝗶𝗹𝘀, and more – for navigation, weather, and field intelligence No new hardware. No setup. T-Satellite connects automatically when you're out of network, on the phones your teams already carry. This isn’t future-state. 𝗜𝘁’𝘀 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗹𝗶𝘃𝗲. 📡 Connectivity that keeps up with public safety, field ops, logistics, utilities, and more—virtually anywhere the work takes you. 📄 𝗙𝘂𝗹𝗹 𝘀𝘁𝗼𝗿𝘆: https://lnkd.in/gh6Xkb-x

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