Pipeline Brew

What happens when growth stalls and alignment breaks down between marketing and sales? John Eitel, Chief Growth Officer at Orum, has made a career out of solving just that. In this episode of Pipeline Brew, John joins host Matt Hummel, CMO at Pipeline360, to share how CGOs think differently about scale, structure, and strategic focus.

From his early days scaling Rackspace to leadership roles at Canva, Demandbase, and now Orum, John opens up about the biggest changes he’s seen when it comes to building high-performing GTM teams. He dives into the pressures revenue leaders face today, th...

With content teams being asked to do more with less, how can marketers build a strategy aligning brand and revenue which actually leads to business outcomes? Today on Pipeline Brew, Matt is joined by Chloe Thompson, Director of Content Marketing at Visier, to discuss what it takes to build high-impact B2B content.

Chloe shares her journey from journalism to content marketing, her role in scaling Reward Gateway’s blog into a content engine that supported two private equity events, and how she leverages subject matter experts across the business. She breaks down what content should own, ho...

With today’s marketers bogged down by overflowing tech stacks, where can they cut complexity to focus on what drives measurable growth? In this episode of Pipeline Brew, Matt sits down with Reed Hansen, Owner & Chief Growth Office of the Illinois based agency, MarketSurge, to explore what it means to lead with strategy over software.

Reed shares his shift from SaaS sales to entrepreneurship, the decision to buy MarketSurge, and how he transformed it from a CRM implementation shop into a growth engine powered by strategy and human connection. 

Reed also reveals how his podcast, Ins...

How do you lead modern marketing teams through disruption without losing purpose, clarity, or connection? In this episode of Pipeline Brew, Matt is joined by Steven Pritt, VP of Content Marketing at Thomson Reuters, where he’s built a high-performing content function that balances scale, creativity, and authenticity.

With a career spanning creative agencies, sales, and enterprise marketing, Steven shares why today’s best leaders act as stewards, not gatekeepers, and how a clear sense of purpose aligns individuals, teams, and strategy. He breaks down the difference between tension to solve vs. tension to manage, why marketing silo...

How do you build B2B marketing programs that move beyond short-term lead counts and actually deliver lasting impact? In this episode of Pipeline Brew, Matt is joined by Fiona McKenzie, CEO of Revere, a UK-based agency known for its “marketing with meaning” approach.

With nearly two decades in B2B technology, Fiona shares why today’s most effective CMOs are as commercial as they are creative. She walks through outcomes that the C-suite cares about, how to reset strategy around shared definitions, and frameworks like Revere’s Wheel of Consideration, which reimagines the buyer journey beyond outdated...

How do you scale campaign strategy across a complex product suite without overwhelming both your audience and your sales team? In this episode of Pipeline Brew, Matt is joined by Stephanie Almeida, Senior Marketing Manager of Demand Generation at Avalara, the automated tax compliance software powered by AI.

With over six years at Avalara and an extensive background spanning both agencies and in-house teams, Stephanie shares what it really takes to build sustainable, high-performing B2B campaigns in today’s noisy landscape. Some of the topics covered in their conversation include incorporating agility into new product lines, wh...

How can you enable your marketing teams to do more with less while still maintaining brand relevancy and impact? In today’s episode of Pipeline Brew, Matt welcomes Janine Pares, Founder & CEO of Thinksmart Marketing to explore why strategy and brand positioning have become even more critical differentiators in today’s market. 

Having founded Thinksmart in 2014, Janine’s agency specializes in strategy-led marketing across content, digital, brand and product to help global companies stand out while driving growth. Drawing from her experience across B2C and B2B, Janine shares insights on the challenges of balancing centralized global...

How can marketers drive meaningful demand in today’s complex B2B landscape? In this episode of Pipeline Brew, Matt is joined by Emanuela Mafteiu of Ping Identity to unpack how you can go beyond MQLs and start building pipeline that truly converts.

Emanuela is the Head of Digital and Demand, EMEA at Ping Identity, a leading identity security platform serving over half of the Fortune 100. Together, she and Matt dive into the evolving role of demand generation by aligning tightly with sales, localizing content, and embracing AI with intention. Emanuela provides actionable takeaways from her own te...

What does it take to succeed as a modern CMO? In this episode of Pipeline Brew, Matt is joined by Troy Sandidge to discuss how marketing leaders can stay relevant in an era of shifting playbooks, AI disruption, and growing pressure to deliver both brand and demand.

Troy is the Chief Strategist and Founder of Strategy Hackers, a strategic marketing consultancy that builds sustainable, scalable, and profitable strategies to drive engagement, advocacy, and revenue growth. Together, Troy and Matt explore the real challenges CMOs face right now including outdated playbooks, pressure to master AI, and the balancing...

What does it take to craft content that truly connects in today’s crowded B2B landscape? Amanda Verdino, Director of Content Marketing at Forma, shares how a story-first philosophy and culture-driven marketing can transform the impact of your programs.

With over 15 years of experience spanning agency leadership and in-house roles, Amanda breaks down the frameworks she uses to guide her work in this new era of GenAI. She and Matt explore strategies to move beyond transactional content to build and deliver authentic messaging, tying storytelling directly to strategy.

You’ll also hear how Amanda tran...

How do you drive over $160M in pipeline impact with strategic marketing? Adam May, Director of Account-Based and Field Marketing at Thomson Reuters shares how ABM, field marketing, and sales alignment make it possible.

With a background that bridges graphic design, startup growth, and enterprise marketing, Adam shares the key experiences that have shaped his journey and where he sees opportunities in today’s B2B landscape. He emphasizes the critical blend of art and science in ABM which requires balancing creativity with deep data fluency. He also breaks down how his team strategically maps buyer groups, en...

Today on Pipeline Brew, Matt sits down with the seasoned advertising expert, Arthur Yu, whose career spans over twenty years supporting tech and media giants such as Disney, Google, and AWS. Their conversation covers his unique journey, from starting as a finance coordinator to where he is today as a prominent leader in the ad space. 

In today’s digital-first landscape, Arthur talks about what he calls the “one-second audition,” emphasizing how brands now have less time than ever to capture consumer attention. The solution? Increasing your investments in brand marketing. 

Listeners will also gain Arthur’s...

This week on Pipeline Brew, Matt sits down with media analyst and communications strategist, Steve Rubel, who brings a wealth of experience from his nearly 20-year tenure at Edelman, where he served as EVP of Media Insights and Strategy. 

Steve shares how his early passions of media, sports, and technology have led him to where he is today. As he touches on the evolving world of PR, Steve highlights just how much the field has evolved to what it is today, where influences, creators, and journalists are increasingly intertwined. Similarly, Matt & Steve explore the dichotomy between screen t...

Today on Pipeline Brew, Matt is joined by Stuart Giddings, marketing veteran and CEO of Beettoo, the B2B specialist agency focused on driving better value for B2B marketers through a more expert, agile and accountable agency model. With over 30 years of experience with global agencies such as Dentsu and Gyro, Stuart founded Beettoo in 2021 to deliver impact differently.  

Early in their conversation, Stuart shares his passion for B2B, while others might call it “the boring end of marketing,” Stuart thrives in the complexity that often comes with the territory. This excitement is what led to his...

On this very special episode of Pipeline Brew, Matt welcomes Tony Uphoff, CEO of Pipeline 360. Their conversation spans topics such as Tony’s extensive career in tech & media, the transformational potential of Gen AI, and why we might be witnessing a shift away from SaaS orgs as buyers work to untangle themselves from platform overload.

Tony’s experience leading organizations like Thomasnet.com, UBM TechWeb, and Business.com offer the conversation a unique lens on how disruptive technologies reshape industries. This perspective helps him draw parallels between Gen AI and the early days of the internet. Both tech...

This week on Pipeline Brew, host Matt Hummel is joined by marketing expert and fellow podcaster, Jim Gilkey. Jim hosts the podcast Account Based Beverages, and is a veteran with experience at massive companies like Salesforce and 7-person startups like trueU. Matt & Jim’s conversation covers topics including ABM, demand gen, sales and marketing alignment, and the current state of AI in marketing.

Jim argues that ABM isn't just a rehash of demand generation but a strategic approach that aligns highly personalized campaigns with specific buyer needs. He provides  examples to demonstrate how ABM can seamlessly integrate wit...

This time on Pipeline Brew, host Matt Hummel sits down with Laura Goodey, Founder & Partner of Story & Tellers, to explore her marketing journey and what led her to start her own agency. With over two decades of prior experience advising global powerhouses like Oracle, Riverbed, and Vodafone, Laura has always placed audience understanding at the core of her strategies. She dismantles the outdated "content is king" approach, arguing instead that true marketing excellence emerges from deep empathy and genuine connection with your users.

Laura’s philosophy emphasizes the critical importance of creative boldness and strategic flexibility, encouraging ma...

On this episode of Pipeline Brew, Matt is joined by Andrew Beckman, Design Director of his own agency, Beckman Design Studio.

Our first guest with a design focus, Andrew shares his journey from agency work to going independent and highlights some key lessons learned along the way. With many marketers often overlooking the importance of brand, today’s conversation focuses on its relationship with design and marketing in a holistic way.

Andrew is able to provide a unique window into the contrasting challenges faced by B2B & B2C organizations. He describes how larger and es...

On this episode of Pipeline Brew, Matt welcomes Mark Ogne, Founder & CEO of Symplexity.AI and Chief Marketing and AI Officer at Kompetently.

With over two decades of global marketing experience and five successful exits, Mark shares his journey from sales to pioneering the integration of AI in marketing. The two cover the transformative potential of AI not as a mere efficiency tool, but as a means to enhance marketing effectiveness by enabling businesses to pursue their “200% better ideas.”

Mark also advocates for a shift in focus from prompt engineering to purpose-built AI tools that trul...

This time on Pipeline Brew, Matt is joined by Andrew Racine, VP of DemandGen and Growth at Writer, the full-stack generative AI platform for enterprises.

Andrew shares the journey he’s taken through the SaaS industry to where he is today, including how he got his start with HubSpot originally as an SDR. His transition to other major organizations such as MongoDB and Fivetran are a reminder of how career paths are seldom linear, especially in marketing.

One consistent highlight from their conversation is Andrew's emphasis on the importance of human connection in marketing, a re...

On this episode of Pipeline Brew, Matt welcomes A. Lee Judge, Co-Founder of Content Monsta, a content marketing, video, and podcast production agency specializing in the production of content that drives business.

Lee shares his journey from a DJ and photographer to a marketing entrepreneur, emphasizing how his foundation and early experiences led to his successful career in marketing. He also talks about what inspired him to start Content Monsta and the story behind the name. 

Throughout their conversation, Matt & Lee discuss the ongoing debate of “Quality vs. Quantity” in regards to content and what strat...

Today on Pipeline Brew, Matt is joined by Greg Verdino, Founder & Chief Operating Officer of CognitivePath, an AI consulting firm that guides organizations through this new era of artificial intelligence. 

Greg takes us on a journey through the AI landscape, debunking the myth of AI as a miracle worker and framing it instead as a trusty sidekick that elevates your marketing game only if you stick to the fundamentals. From AI's mimicry potential to the importance of good data, Greg sheds light on how to avoid the AI bubble trap by aligning tech with tactical goals and c...

In this episode of Pipeline Brew, Matt Hummel welcomes Zach Diamond, Strategic Program Manager at Miro, who shares his exciting journey from food tech to championing innovation workspaces. 

Miro, formerly known as RealtimeBoard, is a digital collaboration platform designed to facilitate remote and distributed team communication and project management. Having been with the organization for nearly four years, Zach discusses his role and how personalized customer engagement and strategic discovery can significantly impact demand generation and product marketing. He also emphasizes the importance of understanding customers' specific needs and using that insight to create value-driven, bespoke solutions t...

In today’s episode of Pipeline Brew, Matt is joined by Hannah Jordan, the Director of Digital Marketing for Demandbase. The two discuss the rise of the self-service buyers journey, how to leverage AI with customers tactfully, and why it’s critical to align yourself around your fellow teams. 

What’s the benefit of fostering a self-service buyer journey? Hannah emphasizes that allowing customers to initiate conversations on their own terms can significantly improve their experience, pointing out that constant prompts to engage can often repel potential clients, whereas a more subtle approach respects the client's timeline and aut...

In this episode of The Pipeline Brew, host Matt Hummel sits down with Howard Sewell, President and Founder of Spear Marketing Group, to discuss the foundational principles that drive successful marketing strategies. 

Howard brings 25 years of B2B marketing experience to the table to discuss topics spanning content, account-based marketing (ABM), demand gen, AI, and more. Throughout the interview, you’ll hear an emphasis on the importance of providing value to your customer. Whether you're creating surveys, white papers, promoting analyst reports, or even podcasts, your goal should always be to address the consumer's pain points and off...

Welcome to Pipeline Brew, the podcast that meets at the intersection of people and pipeline. Hosted by Matt Hummel, VP of Marketing at Pipeline 360, each episode will feature fun, yet insightful conversations from marketing experts across various industries.

Be sure to subscribe wherever you listen to podcasts to be notified as soon as each episode is live.