{"podcast":{"title":"GTM Live","slug":"gtm-live-284372","podcast_index_feed_id":284372,"rss_url":"https://anchor.fm/s/1caa9814/podcast/rss","website_url":"https://www.passetto.com","image_url":"https://d3t3ozftmdmh3i.cloudfront.net/staging/podcast_uploaded_nologo/4709421/4709421-1744289312480-1c7d7c35e670f.jpg","author":"Passetto","episode_count":614,"summary":"GTM Live is a new evolution of Revenue Vitals by Chris Walker, now hosted by Carolyn Dilks & Trevor Gibson, Co-Founders of Passetto — a part tech, part advisory GTM agency for high-performing B2B SaaS companies. This weekly live show is built for CEOs, CFOs & Revenue Leaders who know the current way GTM is executed & measured is broken, and are ready for something better. We cut through the noise & ditch outdated playbooks. No fluff. No vanity metrics. Just honest, modern conversations about how to track & optimize GTM for what actually matters: unit economics, efficiency & long-term growth.","last_synced_at":"2026-07-14T02:20:29.068363+00:00","page_url":"https://stenobird.com/podcast/gtm-live-284372"},"episode":{"title":"Why It's Time to Bury the MQL – With Jon Miller, the Marketo Co-Founder Who Helped Popularize It","slug":"why-it-s-time-to-bury-the-mql-with-jon-miller-the-marketo-co-founder-who-helped-popularize-it","published_at":"2026-03-04T21:26:00+00:00","page_url":"https://stenobird.com/podcast/gtm-live-284372/why-it-s-time-to-bury-the-mql-with-jon-miller-the-marketo-co-founder-who-helped-popularize-it","show_page_url":"https://stenobird.com/podcast/gtm-live-284372","url":"https://podcasters.spotify.com/pod/show/b2bgtmlive/episodes/Why-Its-Time-to-Bury-the-MQL--With-Jon-Miller--the-Marketo-Co-Founder-Who-Helped-Popularize-It-e3fuqc5","audio_url":"https://anchor.fm/s/1caa9814/podcast/play/116401989/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2026-2-4%2Fb7cc32fc-b278-0023-1644-b605734c2ff4.mp3","summary":"Jon Miller co-founded Marketo, the company that helped turn MQLs, lead scoring, and the demand waterfall into the operating system of B2B marketing. Now he's the one telling you to throw most of it out. When Jon did the same playbook at Demandbase that worked brilliantly at Marketo, it flopped. That failure changed how he thinks about almost everything. In this conversation, Carolyn sits down with Jon, co-founder of Marketo and Engagio (which merged with Demandbase), to dig into why the traditional B2B marketing playbook stopped working, what brand actually does for demand gen that most teams never account for, and what a modern measurement framework should look like in 2026. What we cover: Why the same playbook that worked at Marketo failed at Demandbase Why MQLs aren't inherently bad, but how they became a game most marketing teams were rigging without realizing it The case against marketing-sourced vs. sales-sourced attribution (and why it breaks the teamwork you need to win) What a modern CMO dashboard should actually include Why the buying process is chaotic and nonlinear and why treating it like a simple funnel has always been the wrong model How AI is finally making true 1:1 personalization across millions of buyers possible The one question to ask your CFO socratically that will reframe the entire conversation about brand ROI This episode is an absolute MUST listen for any marketing leader or revenue operator who knows something is broken but keeps hitting a wall trying to fix it. 🔗 RESOURCES: 🎥 ⁠ ⁠The GTM Factory Framework Explained⁠ 🎥 ⁠9 Metrics Every B2B SaaS GTM Team Needs to Track⁠ Passetto's April sprint cohort is almost full. 2 weeks. A complete marketing and pipeline audit. Real GTM clarity before Q2 hits. ⁠[Work With Us]⁠ Book a [FREE] 1:1 Revenue Visi…","meta_description":"Jon Miller co-founded Marketo, the company that helped turn MQLs, lead scoring, and the demand waterfall into the operating system of B2B marketing. Now h…","key_points":[],"chapters":[],"topics":[],"duration_seconds":2666,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/gtm-live-284372/episodes/why-it-s-time-to-bury-the-mql-with-jon-miller-the-marketo-co-founder-who-helped-popularize-it/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/gtm-live-284372/why-it-s-time-to-bury-the-mql-with-jon-miller-the-marketo-co-founder-who-helped-popularize-it.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}