EP46: The Death Of MQLs: How To Measure Marketing Performance

Leader Generation

Most of today’s marketing performance is measured by MQLs. A marketing-qualified lead is a prospect that the marketing team determines is worthy of being passed along to the sales team.

The challenge? Salespeople in the B2B space typically look for best-fit accounts versus individual prospects. Therefore, marketing and sales aren’t on the same page.

Jon Miller, Chief Marketing Officer at Demandbase, discusses marketing and sales alignment. Using data to access purchase intent. Switching to MQAs (marketing qualified accounts) as a performance metric, and so much more.

Listen to this episode of the Leader Generation Podcast hosted by Tessa Burg, Chief Technology Officer at Mod Op.

About Jon Miller:

Jon is a marketing entrepreneur and thought leader. He is currently the Chief Marketing Officer at Demandbase, the leading account-based marketing platform. Previously, Jon was the CEO and founder of Engagio (acquired by Demandbase) and was co-founder at Marketo (Nasdaq:MKTO), a leader in marketing automation.

Jon is a frequent speaker at conferences including Dreamforce, MarketingProfs B2B, Marketing Operations Executive Summit, OMS, and the Marketing Nation Summit. He is also the author of numerous e-books, including Complete and Clear Guide to Account-Based Marketing and the Definitive Guide to Marketing Automation.

About Tessa Burg:

Tessa Burg is Chief Technology Officer at Mod Op, a full-service marketing communications agency focused on using the right methods to help clients capitalize on their opportunities. Originally part of Tenlo, Tessa became part of the Mod Op team in 2022 after Mod Op’s acquisition of the company.

In her previous role as vice president of technology, she helped clients execute engaging, multi-platform experiences and products to bring their brands to life. Moving into her role as CTO, she’ll oversee Mod Op’s technology stack to ensure the agency is leveraging the right platforms to deliver valuable and measurable marketing communications, entertainment and experiences.