Pipeline Visionaries

Caspian Studios
  • 4.8 (35)
  • MARKETING
  • UPDATED WEEKLY

CMOs and demand gen leaders dive head-first into their strategies and tactics for building a pipeline machine.

  1. 8H AGO

    How To Win in AI Search

    This episode features an interview with Alex Halliday, the CEO at AirOps, an end-to-end content engineering platform that gives marketing teams the systems they need to win visibility across AI search and SEO with quality content. Alex gives the marketing masterclass on AI search, laying out the framework for what marketers need to be doing.  Key Takeaways: Understand your current State of the Union: Audit how you are currently showing up across the AI models and what is driving those results. Pick a strategy based on what truly matters to you as a brand and ruthlessly prioritize. Execute through content engineering, a combination of brand taste, technical skills and strategy. Quote:    The future of, we think, content and AI search is this new role that we're pushing and championing. It's called content engineering. And content engineering is a blend of three things. It's brand taste, which you absolutely need. It's enough technical skills to use this technology well. It's strategy. It's like really a really good strategic mind of the kinds of plays that you want to put out into the world.”Episode Timestamps:  *(04:26) The Trust Tree: Education- and Evidence-led go-to-market *(10:19) The Influence of YouTube on AI Search Results  *(18:10) The Masterclass on AI Search: Step-by-step *(25:35) What do LLMs actually like?  *(40:04) How should marketers be investing in content?  Sponsor: Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more. Links: Connect with Ian on LinkedInConnect with Alex on LinkedInLearn more about AirOpsLearn more about Caspian Studios Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    50 min

  2. NOV 25

    Navigating GEO and the New Search Landscape

    This episode features an interview with Kady Srinivasan, Chief Marketing Officer at You.com, the enterprise AI productivity platform redefining knowledge work with trusted, customizable AI agents. She breaks down GEO, storytelling in an infinite-content world, and why content now must serve both humans and LLMs. Key Takeaways Demand generation has changed: Google Ads don’t work, while newsletters, advertorials, and events perform better.Marketing teams must operate as multithreaded groups built around outcomes rather than traditional functional silos.Imperfection and speed are essential to stay competitive in fast-moving AI markets.  Quote  “I just want everything to be on time and running properly… And so, particularly in AI and to your point in 2025, that is, you could just get killed if you're like that. So you need to know when to be fine with imperfection and when to, and in some cases you have to double down and really take your time.” Episode Timestamps 03:23 Demand Generation Changes 04:56 Google Ads and New Marketing Channels 05:51 Generative Engine Optimization (GEO) 07:44 Importance of Original Content 25:12 Exploring the Future of Marketing Roles 28:10 Balancing Speed and Perfection in Marketing Sponsor Pipeline Visionaries is brought to you by Qualified.com — the pipeline generation platform for revenue teams. Turn your website into a pipeline machine with PipelineAI. Engage and convert your most valuable visitors with live chat, chatbots, meeting scheduling, and intent data. Visit Qualified.com to learn more. Links Connect with Ian on LinkedIn: https://www.linkedin.com/in/ianfaison/ Connect with Kady on LinkedIn: https://www.linkedin.com/in/kadysrinivasan/  Learn more about You.com  Learn more about Caspian Studios: https://caspianstudios.com Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    46 min

  3. NOV 18

    Selling What Buyers Don’t Know to Search For

    This episode features an interview with Dario Ambrosini, CMO at Propel Software, a product value management platform that connects commercial and product teams to help product companies grow revenue and increase business value. Dario talks about merging three categories into one, selling to very different buying committees and leveraging changes in your competitors to get new business.  Key Takeaways: When buyers still search old categories, your job as CMO is to clarify the bigger story and guide them from familiar entry points into a new, more valuable category.In a world where LLMs now shape discovery, your content and ABM strategy must shift from chasing clicks to shaping the algorithms your future buyers trust.Competitor shifts—like an end-of-life announcement—can become high-intent pipeline moments when paired with precise ABM and deep understanding of the displaced product’s shortcomings.Quote:  “We’re doing a category creation because we’re rolling up three different categories and saying it’s an entirely new thing… Most of the people searching are still looking at those individual categories that make up a portion of the new thing that we’re creating.”Episode Timestamps:  *(02:37) The Trust Tree: Merging categories to create something new  *(12:18) The Playbook: Selling to many different buying committees  *(45:08) Quick Hits: Dario’s Quick Hits Sponsor: Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more. Links:  Connect with Ian on LinkedIn Connect with Dario on LinkedIn Learn more about Propel Software Learn more about Caspian Studios Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    51 min

  4. NOV 11

    Building Pipeline Through AI and Zero-Click Content

    This episode features Tami Cannizzaro, Chief Marketing Officer at Thryv, a software company helping small business owners run and grow their businesses with AI-powered tools. Tami shares how her team focuses on revenue first and builds marketing strategies around what drives impact for SMBs.She discusses the shift from traditional SEO to AEO and why speed and originality now define effective marketing.  Key TakeawaysAEO and AI are redefining how customers find brands online: Learn how to optimize for AI-driven discovery so your brand appears in conversational search and LLM-generated results. Fresh, original content outperforms repurposed AI blogs: The fastest way to lose visibility is to sound like everyone else. Originality and recency are now ranking factors in AI search.First-mover advantage in AI tools can create outsized revenue impact: Early adopters capture learnings and market share before competitors adapt.Quote“Anytime there’s something new in marketing, if you can be a first mover and jump on it before everyone else figures it out, there’s a real opportunity to drive revenue from that.” Episode Timestamps (02:28) The Trust Tree: Supporting SMBs (17:12) The Playbook: ABM, AEO, and social ads  (37:34) Quick Hits: Tami’s Quick Hits Sponsor Pipeline Visionaries is brought to you by Qualified.com — the pipeline generation platform for revenue teams. Turn your website into a pipeline machine with PipelineAI. Engage and convert your most valuable visitors with live chat, chatbots, meeting scheduling, and intent data. Visit Qualified.com to learn more. LinksConnect with Ian on LinkedInConnect with Tami on LinkedInLearn more about ThryvLearn more about Caspian Studios Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    40 min

  5. NOV 4

    The End of Manual Marketing and What Comes Next

    In this episode of Pipeline Visionaries, Ian Faison sits down with Gil Allouche, CEO of Metadata, to explore how AI is reshaping the way B2B marketers work. Gil explains why marketers should stop fearing AI and start using it to eliminate repetitive work, freeing teams to focus on creativity and strategy. Gil also dives into how AI-driven optimization can save companies time and money, enabling bold experiments that cut through the noise. Key Takeaways: Speed beats consensus. The future of marketing belongs to fast-moving, experiment-driven teams.Reinvest efficiency into innovation. Use time and budget saved through automation to fund bold creative ideas.When something works — double down. Don’t move on too quickly from success; scale what performs.  Quote: “You don’t have to wait for someone technical anymore. There’s no barrier between idea and execution. You can get everything to the finish line yourself — and see if it was a good idea or not.” Episode Timestamps 03:10 AI's Role in Modern Marketing 07:30 The Future of Marketing Teams 30:20 Experimentation in Marketing 33:01 Encouraging Innovation 44:31 Embracing AI in Everyday Tasks Sponsor: Pipeline Visionaries is brought to you by Qualified.com — the pipeline generation platform for revenue teams. Turn your website into a pipeline machine with PipelineAI. Engage and convert your most valuable visitors with live chat, chatbots, meeting scheduling, and intent data. Visit Qualified.com to learn more. Links: Connect with Ian on LinkedIn Connect with Gil on LinkedIn Learn more about Metadata Learn more about Caspian Studios Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    47 min

  6. OCT 28

    Thinking of Founder-Led Marketing? Do This First

    In this special episode, we bring you an episode of Caspian Studios’ new B2B Snapshot webinar series. Ian Faison and Lindsay Tjepkema break down why founder-led marketing still matters, why it never truly ends and how to make it work at any stage of growth. Drawing from LinkedIn’s latest report, they share how to turn executive voices into authentic content that builds trust, cuts through AI noise, and drives real pipeline.     Key Takeaways:Founder-led marketing never ends. Even as companies scale, founders remain the most powerful storytellers for their brand.Separate founder-led sales from marketing. Let executives focus on perspective and narrative—not just deals.LinkedIn wants this. The platform’s algorithm rewards executive-led thought leadership, so lean in and boost what works.Start with better questions. Ditch the scripts. Ask founders about paradigm shifts, mistakes, or their “aha” moments to spark genuine insight.      Episode Timestamps:(00:32) Introducing the Snapshot Series: Bite-size B2B Marketing Conversations (02:00) Founder-Led Marketing vs. Founder-Led Sales (06:20) Why Authenticity Wins on LinkedIn (09:12) The 21 Questions Every Marketer Should Ask Their Founder (16:00) The Grandma Test: Simplify Your Story (17:40) Making Founder Marketing Fun Again     Sponsor:Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper—your AI SDR.     Links:Connect with Ian on LinkedIn Connect with Lindsay on LinkedIn  Learn more about Caspian Studios Tune in to B2B Snapshot Live Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    18 min

  7. OCT 21

    The Future Belongs to the Marketers Who Move Fast

    This episode of Pipeline Visionaries features an interview with Lauren Vaccarello, CMO of WEKA, a company building the foundation for enterprise and agentic AI. Lauren discusses her marketing philosophy: align every initiative with business goals, empower teams to experiment freely, and build category leadership through creativity and thought leadership. From the company’s breakthrough collaboration with U2 at the Sphere to its irreverent “Introducing Neural Mesh” launch video, Lauren shows why modern marketing demands bold storytelling and a studio-like mindset. Key Takeaways: Creativity and speed are non-negotiable. Empower teams to ship ideas quickly and learn fast, don’t get bogged down in creation by committee. Smart teams sell. Put your smartest people front and center to define the future of your industry.Tell stories that feel human. From rock-concert customer videos to funny launch trailers, authentic content creates the biggest impact.Anchor every idea to impact. If it doesn’t tie back to the company’s biggest goals, it’s just noise.Quote:  “ This amazing thing with being earlier in your career is, you don't know what you don't know. You think you can do everything and because you don't know this is how things are done, you just figure it out in a different way. And I see some of these earlier in career marketers and what they are able to accomplish because they don't have the hangups of the rest of us. The, well, this is hard and this takes a long time and you need approvals. Here they are using AI to just pump out really incredible work. They are thinking in ways that I just, I wish I was 22 and was like thinking like that. It's so inspiring and I think a challenge for many marketers who have more tenure and more experience.”Episode Timestamps:  *(02:29) The Trust Tree: Serving as a tech partner at the Sphere  *(32:56) The Playbook: Kill Creation by Committee Sponsor: Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Visit Qualified.com to learn more. Links: Connect with Ian on LinkedInConnect with Lauren on LinkedInLearn more about WEKALearn more about Caspian StudiosNeuralMesh™ by WEKA®: Storage Rewired for the AI Era: https://www.youtube.com/watch?v=23cVbsAIwSY Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    44 min

  8. OCT 14

    Why Share of Attention Beats Share of Voice

    This episode of Pipeline Visionaries features an interview with Rodrigo Maroni, Head of U.S. at Winnin, the cultural intelligence platform that reveals actionable insights to grow your brand’s cultural relevance exponentially. Rodrigo shares why culture is the invisible hand guiding B2B consumer decisions, why chasing trends won’t make brands relevant, and how predictive cultural data uncovers unexpected audience opportunities. Quotes  We don't track things like share of voice. Really I believe that this is an outdated metric. You are only measuring your intent, not your outcome. So we use a metric we develop called share of attention. Share of attention is really a metric that takes into account, the output in there, the effect, the impact that you make in your audience.We are measuring the end game, not the starting game, so you get a real pulse on what's working.Key Takeaways Culture drives growth. Every purchase decision is culturally influenced, even in B2B. Don’t chase trends. Predict cultural moments and map “cultural categories” to get ahead.Hidden audiences = growth. Insights from behavioral data can reveal unexpected segments like sneakerheads for cleaning products.Measure what matters. Share of attention captures true cultural impact, unlike outdated share of voice metrics.Episode Timestamps (05:49) The Trust Tree: Collecting behavioral data (21:38) The Playbook: Developing cultural intelligence reports  (30:19) Dust up: Navigating gaps in metrics  (31:05) Quick hits: Rodrigo’s Quick Hits Sponsor Pipeline Visionaries is brought to you by Qualified.com. Qualified helps you turn your website into a pipeline generation machine with PipelineAI. Engage and convert your most valuable website visitors with live chat, chatbots, meeting scheduling, intent data, and Piper, your AI SDR. Links Connect with Ian on LinkedInConnect with Rodrigo on LinkedInLearn more about WinninLearn more about Caspian Studios   Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

    35 min
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4.8
out of 5
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About

CMOs and demand gen leaders dive head-first into their strategies and tactics for building a pipeline machine.

Information

  • Creator
    Caspian Studios
  • Years Active
    2020 - 2025
  • Episodes
    261
  • Rating
    Explicit
  • Copyright
    © Caspian Studios
  • Show Website
    Pipeline Visionaries

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