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Demand Generation

How B2B SaaS teams build predictable pipeline, from funnel strategy to account-based programs.

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Article
November 3, 2026

How to Reduce SaaS CAC in 2026: 4 Levers, Benchmarks and a 90-Day Plan

Is your SaaS CAC climbing? Compare 2026 B2B benchmarks, use the 4 levers that lower it, and follow our 90-day plan to cut costs without cutting pipeline.

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July 27, 2026

The Ultimate B2B SaaS Demand Generation Playbook for 2026: Building Sustainable Growth Through Brand, Product, and Community

Gain actionable insights and access to practical tools designed to build a robust and sustainable demand engine that will thrive in 2026 and beyond.

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March 20, 2026

B2B Marketing Trends 2026: What's Actually Changing (and What to Do About It)

Sales cycles are averaging 11.5 months. Buying committees have grown to 10+ stakeholders. Here's how B2B marketers are adapting in 2026.

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Podcast
June 6, 2025

How Do You Define an Ideal Customer Profile for B2B SaaS? With Former Recurly CRO, Nick Naso

Former Recurly CRO, Nick Naso, on why most lead quality arguments are really ICP arguments, and how often you should be rewriting the definition.

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April 18, 2025

Why Are Our B2B SaaS Leads Not Converting? With Bethany Prettyman

Usually the funnel model is wrong, not the leads. Bethany Prettyman on loop models, tracking intent and velocity instead of MQLs, and what to fix first.

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April 14, 2025

Interview: The Biggest Challenges in B2B SaaS Marketing with Alex Gluz

B2B SaaS companies face significant challenges in today's market environment. Dr. Jeremy Weisz of Rise25 interviews Alex Gluz. They discuss the most pressing challenges in B2B SaaS marketing and practical approaches to overcome them.

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March 14, 2025

What is B2B demand generation, and how does buyer psychology drive it? With Kerry Rana

What is B2B demand generation? ExtraHop’s Kerry Rana on the eight components of a plan that works and why buyer psychology decides if it lands.

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January 21, 2025

The Biggest Challenges in B2B SaaS Marketing and How To Approach Them

In this episode of the Revenue Engine Podcast, Dr. Jeremy Weisz from Rise25 interviews Alex Gluz to discuss the biggest challenges in B2B SaaS marketing and actionable strategies to address them. Together, they explore how marketers can navigate prolonged sales cycles, optimize acquisition costs, and differentiate their offerings in a saturated market. Alex also shares how personalization, thought leadership, and customer retention can be game changers for driving growth.

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December 6, 2024

The Power of Long-Term Strategy in B2B Marketing With Katrine Rasmussen

In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Katrine Rasmussen, Chief Marketing Officer at Pixelz, to discuss how long-term strategy shapes success in B2B marketing. They explore the nuances of managing extended sales cycles, the role of digital and in-person engagement in enterprise marketing, and the importance of differentiating your brand in a crowded market. Katrine also gives advice on scaling community building and thought leadership efforts to drive meaningful impact.

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October 3, 2024

The ROI of Intent Data: Measuring Success in B2B SaaS Marketing

As a B2B SaaS company, leveraging intent data has become an important action item in driving efficient growth and acquiring high-value customers. But how do you quantify its impact and prove its worth?

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September 12, 2024

The 'Less is More' Approach: Simplifying Your B2B Strategy for Rapid Growth

B2B marketers often fall into the trap of doing more — more campaigns, more content, more channels — all in pursuit of growth. However, this can lead to diluted efforts, resource strain, and diminished returns.

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August 29, 2024

From Stranger to Customer: Mapping the B2B SaaS Lead Warming Journey

When it comes to B2B SaaS, the path from initial contact to loyal customer is both challenging and rewarding. As ‘bigger and better’ solutions continue to reshape the business landscape, one element remains crucial — the ability to nurture and convert leads effectively.

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May 10, 2024

Marketing and Growing as a Compliance Company With Sam Li of Thoropass

In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Sam Li, the CEO and Founder of Thoropass, to discuss the secrets of marketing.

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February 5, 2024

Identifying Blindspots: Hidden Demand Gen Costs Stunting Your Growth

For B2B SaaS companies, meeting revenue growth goals depends heavily on having an effective demand-generation engine. But all too often, there are hidden costs sabotaging demand gen efforts behind the scenes.

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November 13, 2023

B2B SaaS: How to Optimize Your Full-Funnel Performance Across Every Stage

For B2B SaaS companies, driving conversions and revenue requires a full-funnel optimization strategy. Many businesses focus their efforts only on certain stages while neglecting others. This results in major leaks across the entire customer journey.

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October 31, 2023

The 2024 Growth Strategy Every B2B SaaS CMO Should Be Exploring

It's Q4, and marketing leaders across SaaS companies are heads-down driving campaigns and promotions to close out the year strong. But behind the scenes, you're also deep in planning mode for 2024 targets and strategy.As you evaluate options for next year, here are 5 growth strategies our research shows could have an outsized impact on SaaS marketing results in 2024.

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August 30, 2023

5 Key Findings: How Top B2B SaaS Companies Generate Leads

As a demand generation agency working with dozens of B2B SaaS companies, we've had the unique opportunity to dive deep into their top competitors' marketing strategies. After completing over 15 Lead Enhancer analyses in the last 30 days, we uncovered the repeatable tactics used by the most successful brands to drive qualified traffic and leads. Here are the top 5 lessons we learned from analyzing top B2B SaaS companies.

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Podcast
August 4, 2023

Increasing Demand Generation for Restaurant Technology With Arsen Stepanyan of Orders.co

In this episode of the Revenue Engine Podcast, Alex Gluz is joined by Arsen Stepanyan, the Co-founder and CEO of Orders.co, to discuss demand generation for restaurant industry technology businesses. The two break down the unique attributes of restaurants, how to market the specific technology, and making the software accessible.

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June 30, 2023

Leading and Fostering a Powerful Marketing Program With Gabe Graham of Accela

In this episode of the Revenue Engine Podcast, Alex Gluz talks with Gabe Graham, the Director of Growth and Field Marketing at Accela, to discuss his successful marketing program at the company.

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May 15, 2023

Advanced Budget Allocation Strategies for B2B SaaS: Increase Your Marketing ROI

Are you wrestling with limited budgets, striving to generate a positive ROI from your marketing initiatives? Welcome to the club!We all know marketing budgets aren't infinite (as much as we'd love them to be). They're finite resources that need to be strategically allocated to maximize returns. As seasoned marketers at the helm of B2B SaaS companies, this isn't your first rodeo. But even the best of us can use a fresh perspective every now and then.

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April 26, 2023

B2B SaaS: 3 Best Practices for Creating Personalized Buyer Experiences

Creating personalized buyer experiences across the funnel is essential to the success of any business. In today's digital age, consumers expect more than just generic advertisements and irrelevant content. They want tailored experiences that are unique to their needs and preferences. To meet these demands, businesses must adopt the best practices for creating personalized buyer experiences. In this article, we will discuss the top three practices that can help you achieve success.

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Podcast
April 21, 2023

What Integrated Marketing Does for Businesses With Melanie Brancaleone of Tessian

In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Melanie Brancaleone, the Director of Integrated Marketing at Tessian, to talk about integrated marketing and its uses. They start with Melanie’s own career, the lessons she’s learned, and how she utilizes metrics. The two also walk through emerging trends in the space, how to unify your communication, and how to use integrated marketing in 2023.

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April 14, 2023

7 Steps to Creating Sustainable Demand for B2B SaaS Companies

As the lifeblood of any thriving B2B SaaS organization, demand generation not only captivates new customers but also fosters their loyalty. It's a powerful force that fuels your brand's engine, propelling your business to new heights. But how can you harness this force, ensuring its sustainability and effectiveness in a fiercely competitive market?

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March 24, 2023

Practical Marketing Tips for Software Companies With Steve Hardy of Prophix

Alex Gluz hosts Steve Hardy, Chief Marketing Officer at Prophix, on this episode of the Revenue Engine Podcast to discuss marketing for software. They start with his background and education before transitioning to his current work with Prophix. The two also talk about valuable marketing strategies, gauging the patterns of your campaign, and building collaboration between the sales and marketing teams.

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February 17, 2023

What Are the Steps To Build a High-Performance Revenue Engine That Drives Sustainable Growth?

In this episode of the Revenue Engine Podcast, Dr. Jeremy Weisz from Rise25 flips the script and interviews Alex Gluz, Founder of T.A. Monroe Digital, to talk about his steps to building a reliable revenue engine. They go chronologically through the tenets and break down how they should be implemented. They also touch on Alex’s ideal client, centering a company around the same values, and what holds most websites back from conversions.

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February 15, 2023

Targeted Marketing for B2B SaaS: The Key to Success with Account-Based Marketing

Account-based marketing is one of the most effective lead-generation strategies for B2B SaaS companies.However, it takes time to implement.97% of marketers report that account-based marketing delivers a higher ROI than other marketing strategies.

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February 10, 2023

A B2B SaaS Marketing Guide to Growing Your Revenue in 2023

Growing a B2B SaaS business involves many things, like effective marketing, a top-notch sales team, and a high-quality customer onboarding process. Therefore, you'll need an effective marketing strategy to get started if you want to stand out from the competition.

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November 25, 2022

4 Reasons Your Sales Team is Running Short on MQLs

Those in sales and marketing will attest that today's B2B markets are all about timing. Currently, acquiring a lead or losing a prospective customer might depend on how quickly you reply to interested leads. Don't forget that any chance wasted to move a lead farther into the funnel is lost potential income. As such, it is necessary to ensure that your marketing and sales teams are on the same page.

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November 11, 2022

Leveraging Dark Social With Solid Demand Generation Strategy

Dark Social has become a significant issue for marketers everywhere, so you should work on a plan to cope with it if you currently need to get one. This term refers to sharing social media material outside of what web analytics tools can measure.

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October 21, 2022

How to Market in a Downturn Without Wasting Your Budget

When demand falls and revenue declines, marketing is usually one of the first things many C-suite decision-makers will put on the chopping block. But slashing the marketing budget is not always the right thing to do. Cutting your marketing spend is short-sighted and risky to the long-term growth of your business.

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August 9, 2022

Key Reasons Your B2B Marketing Isn't Producing Results

Content marketing, guest posting, and social media advertisements; you have tried everything. Yet, besides a few cold leads, you have nothing to show for it. Implementing a B2B SaaS marketing strategy can be a little tricky. Odds are, you’ve made some mistakes along the way.

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Podcast
July 1, 2022

Redefining Your Marketing Strategy for B2B Software With Angela Earl of RFPIO

In this episode of the Revenue Engine Podcast, Alex Gluz sits down with Angela Earl, the Vice President of Global Marketing at RFPIO, to explain the value of redefining your B2B company’s marketing.

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April 5, 2022

Five Most Critical insights in B2B SaaS Marketing

Successful B2B SaaS marketing often takes time and comprehensive research. Companies that spare time to grasp transformative trends adequately usually set themselves up for success. Understanding and leveraging critical SaaS marketing insights is essential for your company.

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March 11, 2022

2021 CMO Survey Results: Digital Marketing Still Dominates

The CMO Survey is an important industry-generated indicator of current trends in marketing. It provides insights that can help you better plan and implement timely marketing goals. One important insight gleaned from the 2021 CMO Survey is the importance of digital marketing techniques for market development.

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August 6, 2021

How to Improve Your Tech Marketing with Aaron Kaffen of Bigleaf Networks

Aaron Kaffen is a growth-focused leader and the Vice President of Marketing at Bigleaf Networks, an SD-WAN platform...

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June 8, 2021

How to compete with the big guys, with less resources (B2B)

Is your marketing funnel quietly killing pipeline? Here are 9 common B2B SaaS funnel mistakes, from broken analytics to siloed channels, and how to fix them.

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May 20, 2021

Best methods of segmentation for B2B

A guide to the three core B2B segmentation strategies, fit, intent, and behavior, and how to group prospects to maximize personalization and campaign ROI.

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May 1, 2021

How to visualize a B2B marketing funnel

Most teams never fully map their funnel. Learn how to visualize the B2B SaaS marketing funnel across demand gen, lead gen, and conversion to align sales teams.

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April 23, 2021

Building Funnels and Growing your Business with Phil LaBoon of LeadStacker

Phil LaBoon is the Founder and CEO of LeadStacker, a full-service funnel marketing agency that helps digital marketers build leads, boost sales, and make their prospects happy. As a serial entrepreneur with a keen eye for digital marketing, Phil has founded a number of businesses over the past 20 years. He also serves as CEO for BizSave Plus, Eyeflow Internet Marketing, and more.

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April 20, 2021

How to set up your funnel: 9 mistakes to fix right now

Small and mid-market B2B companies can outmaneuver bigger rivals. Learn 4 ways to compete with fewer resources by leveraging your advantages for real growth.

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March 12, 2021

Four Steps to Building a Revenue Engine with Alex Gluz of T.A. Monroe Digital

Alex Gluz is the CEO / Founder of Digital Marketing at T.A. Monroe Digital Agency, a company that specializes in helping B2B and Tech/SaaS companies perfect every step of their sales funnel.

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February 15, 2021

Leading in Lead Generation with Alex Gluz of T.A. Monroe Digital

Alex Gluz is the CEO / Founder of Digital Marketing at T.A. Monroe Digital Agency, a company that specializes in helping B2B and Tech/SaaS companies perfect every step of their sales funnel.

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October 23, 2020

4 ways to generate bigger B2B leads

Already converting quality B2B leads? Learn four full-funnel strategies to generate bigger, higher-value leads that turn into more users and lasting revenue.

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August 23, 2020

The future of B2B SAAS and tech lead generation

Explore the future of B2B SaaS and tech lead generation: the shifts in buyer behavior, channels, and data-driven tactics shaping how teams build pipeline.

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August 13, 2020

THE PERFECT LEAD GEN BLEND: GOOGLE ADS, LINKEDIN, AND SEO

The perfect lead gen blend for B2B: how combining Google Ads, LinkedIn, and SEO diversifies your sources and maximizes qualified leads across paid and organic.

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August 2, 2020

3 CREATIVE WAYS TO REDUCE YOUR CPA

Lower your B2B cost-per-acquisition without breaking your pipeline. See practical, creative tactics to cut CPA while keeping conversions and lead quality high.

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