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	Podcast:		SaaS Backwards - Reverse Engineering SaaS Success
	Episode:		Ep. 153 - The End of the Gumball Machine: Why B2B Marketing Needs a New Playbook
	Category:		Business
	Duration:		00:29:18
	Publish Date:		2025-02-07 16:00:00
	Description:		*Guest: Jon Miller, Co-Founder & CEO of a Stealth AI Startup* Jon Miller, co-founder of Marketo and former CMO of Demandbase, argues that B2B marketing’s traditional playbook—built on predictable demand generation, MQL scoring, and SDR-driven outbound—is broken. The “gumball machine” approach, where marketers expect predictable revenue by simply feeding in budget and campaigns, no longer works. Buyers have evolved, becoming more resistant to outbound tactics and opting for anonymous research. To succeed, revenue leaders must shift from short-term lead generation to long-term brand building, customer experience, and relationships. Key Takeaways:
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