The Narrative

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  1. 1d ago

    The shift from the attention economy to the authority economy | Marlowe Newman

    Cognizant is a global technology services company that invests heavily in research-driven thought leadership, publishing studies on AI, cybersecurity, and the future of work that reach audiences from LinkedIn newsletters to Davos. In a recent episode of The Narrative, we sat down with Marlowe Newman, Director of Thought Leadership Editorial of Cognizant, to learn how B2B technology brands are shifting from the attention economy to the authority economy, and how research-driven content earns buyer trust at both ends of the funnel. Topics Discussed: Why B2B tech is moving from the attention economy to the authority economyWhy "all press is good press" no longer holds in B2B technology marketingHow AI removed the friction that once made long-form content a competitive moatWhy a clear, differentiated, human-produced point of view is now the core thought leadership assetHow to identify and activate in-house subject matter experts, including those who avoid the stageWhat Marlowe's buyer journey research at Gartner revealed about how software shortlists actually formHow Cognizant balances societal-level studies like AI and the future workforce with service-line research in cybersecurity, healthcare, and retailWhy researchers, not CEOs, should front research-driven media pitches GTM & Technology Adoption Lessons: Shift from attention to authority: Marlowe argues the race for attention at any cost is over in B2B. Audiences have grown savvy about opportunistic content, and bad press now costs more than obscurity. Trust and demonstrated expertise are the assets that compound.Volume is no longer a moat: The old playbook was to flood the zone and game the Google algorithm with content volume. Marlowe notes the barrier to entry was effort, since nobody wanted to grind out a fifteen hundred-word article, and AI made that barrier vanish. What remains defensible is a differentiated, human-produced point of view backed by proprietary research.Thought leadership works both ends of the funnel: At Gartner, Marlowe studied how software buyers form shortlists. Most could not pinpoint where they first heard of a vendor, but they arrived with three to five companies in mind. At the bottom of the funnel, buyers loop back to the same research to justify the purchase to whoever signs the purchase order.Time research to land ahead of the market: Quick pulse polls fielded over a couple of weeks produce rich, unique data sets. The planning question is not what buyers face today but what they will face in two months when the report ships. If the topic is current now, it is already too late.Match the expert to the format: Willing spokespeople come first. Experts who are not stage-ready can still write bylined articles, and podcasts let people who avoid cameras talk all day in one on one conversations. There is a format for every kind of expert.Platform the researchers: Pitching a big study with a CEO quote gives reporters pause because CEOs do not have time to run giant studies. Media want to go a few layers deeper with the people who dug through the data. Letting researchers speak is how a brand transmits authenticity in a market saturated with manufactured versions of it.Place bets across a fractured media landscape: A New York Times placement no longer reaches everyone who matters. Societal-level studies earn mainstream coverage, while problem-solution research belongs in trades, LinkedIn, podcasts, and niche media. Both audiences consume different media diets, so both bets are necessary. // Sponsors: Front Lines -- Silicon Valley's leading Podcast Production Studio. We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. Mention you are a listener and get a 10% discount. www.FrontLines.io/Podcast-as-a-Service

    The shift from the attention economy to the authority economy | Marlowe Newman
  2. 1d ago

    Why 80% of employees use AI tools their company didn't approve

    WalkMe created the digital adoption platform category more than a decade ago around a simple premise: technology only works when people actually use it. Now the company is applying that same lens to AI adoption inside enterprises, and what it is finding is not what it expected. In a recent episode of The Narrative, we sat down with Melanie Pasch, Global Senior Director, Brand & Corporate Communications at WalkMe, to learn how she rebuilt her communications function from the ground up with AI, what WalkMe's research reveals about how employees actually relate to AI at work, and why incremental improvement is not the same as reinvention. Topics Discussed: What WalkMe's AI at work Pulse surveys found about the psychology of AI adoption inside enterprise organizationsThe "AI Shame" phenomenon: why employees are simultaneously exaggerating and hiding their AI use, almost 50% on both sidesHow shadow AI use rose from 78% to 80% of employees in back-to-back annual surveysWhy Melanie parted ways with six global agencies after almost five years at WalkMe and what she replaced them withHow her manager reframed her entire strategy with one instruction: "I don't want you to make things better with AI, like existing things. I want you to totally do new things"Why she argues that doing comms 25% better is still a losing gameHow proprietary survey data became WalkMe's most effective earned media leverWhat the book "Playing Bigger" has to do with reinventing a career in the AI era GTM & Technology Adoption Lessons: Proprietary data outperforms opinion when every inbox is full. Melanie built WalkMe's new comms approach around original survey research, asking questions employees actually want answered but organizations are not asking. The result was the AI at work Pulse surveys, which produced findings newsworthy enough to earn media coverage without relying on brand name alone. One finding - that employees exaggerate and hide AI use in roughly equal measure - became the data behind what Fortune's Nick Lichtenberg later called "AI Shame." Agencies maintain trains; contractors can build new tracks. After almost five years at WalkMe overseeing six global agencies run by a lean two-person in-house team, Melanie concluded the model was consuming time on status calls and maintenance. "I felt that a lot of it was just like status check, keeping the trains on track," she said. "And I didn't want to keep the trains on track. I wanted to like fly above the tracks." Incremental improvement against a broken model is still a broken model. Melanie's manager told her plainly: "I don't want you to make things better with AI, like existing things. I want you to totally do new things." That single reframe shifted her entire approach. Her own conclusion: "doing comms better, even, like 25% better, is still like, playing a losing game. Human judgment becomes more valuable as content volume rises. With AI flooding every channel with undifferentiated content, the ability to decide what not to say and what actually adds to the discourse is becoming scarce. Melanie argues comms as a function is gaining strategic importance, as evidenced by communications roles increasingly reporting to CEOs and high-profile openings at companies like OpenAI. Career reinvention follows the same logic as market category creation. Melanie drew a direct line between WalkMe's decade-long work building the DAP category and her own professional reinvention. Drawing on the framework from "Playing Bigger," she argued: "we all have to be category builders of our careers in this next chapter...and if we don't define it for ourselves, someone else will." // Sponsors: Front Lines - Silicon Valley's leading Podcast Production Studio. We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. Mention you are a listener and get a 10% discount. www.FrontLines.io/Podcast-as-a-Service

    Why 80% of employees use AI tools their company didn't approve
  3. 2d ago

    The research report that took a startup to number two in share of voice | Courtney Brigham

    Typeface is an enterprise marketing AI platform that helps large companies create, deliver, and optimize on-brand content, and it has been using original research as a core motion to earn attention against much larger competitors. In a recent episode of The Narrative, we sat down with Courtney Brigham, Senior Director, Communications & Brand at Typeface, to learn how a startup comms team used original research to reach the number two share of voice against competitors in a noisy quarter. Topics Discussed: The big game report: how Typeface inserted itself into the Super Bowl marketing conversation without spending millionsWhy entering the conversation in January, well before the game, mattered more than launch-week tacticsThe Business Insider sponsored partnership and executive LinkedIn campaign behind the report's reachHow postcards at an executive dinner series revealed that research opens customer conversations, not just media coverageGetting executives to post: why one wildly successful leader makes the rest want inThe one-report-a-quarter cadence, and doing five reports in the first yearWhy Typeface made its research ungated, and how that decision played outRunning a research project in six to eight weeks instead of several months and several hundred thousand dollarsAvoiding the state-of-the-industry report format and finding white space insteadEmbargoes, two-week reporter lead times, and measuring impact a month after launch GTM & Technology Adoption Lessons: Find the white space before you publish: Courtney studied the existing report landscape and deliberately stayed away from state-of-the-category formats, because plenty of them already exist. The goal was research that gives media and customers a catalyst for making sense of change, not another crowded franchise.Enter cultural conversations early: The big game research was done before the holidays and shared starting in January, well before Super Bowl week when the arena is noisy and everyone is publishing. Timing was one of the top reasons the report became the most successful to date.Give media the unexpected story, keep the practical detail for customers: The finding reporters ran with was that the last-mile approval problem at big brands was causing marketing teams to burn out. The same report carried operational detail that fed customer conversations, dinners, and fireside chats. One dataset, spliced into stories per channel.Make research a sales asset, not just a PR asset: A team member put designed postcards of the report cover at each place setting of an executive dinner. Executives now request the research ahead of customer meetings, and it gets peppered into their prep. It opened the door for customer conversations well beyond media coverage.Seed executive distribution with one success: Typeface started with one marketing leader whose posts drew podcast and media interviews and a stage slot at an Ad Week event. Other leaders then came asking to get their LinkedIn going. Success recruits the rest of the leadership team better than mandates.Ungate the research: Making the report ungated opened doors to far more people, and it aligns with how journalists work: they link to findings pages, not landing pages.Be patient on measurement: Courtney waits about a month after launch to run a coverage and impact report, measuring share of voice for the quarter, website traffic, email open rates with customers, and media conversations. Research value lands for months, not on launch day. // Sponsors: Front Lines -- Silicon Valley's leading Podcast Production Studio. We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. Mention you are a listener and get a 10% discount. www.FrontLines.io/Podcast-as-a-Service

    The research report that took a startup to number two in share of voice | Courtney Brigham
  4. Sep 2

    Narrative is an operational truth, not a messaging strategy | Ashley Robinson

    Ashley Robinson spent nine years at Amazon helping build narratives around fulfillment, community engagement, and customer obsession before moving into her current role as Director, AI Monetization at Microsoft. Her argument on The Narrative is a simple but uncommon one: narrative is not a marketing asset. It is an operational truth. If it cannot survive contact with your employees, your product team, your construction managers, and your community affairs leads, it is not a narrative. It is a talking point. Topics Discussed: Why narrative must be an operational truth rather than a messaging strategyThe Julian Rosenwald / Sears Roebuck case as the origin of narrative-as-operations in corporate AmericaHow Unilever's attempt to apply purpose to every brand in its portfolio failed and what the pullback revealedWhy greenwashing skepticism has made sustainability alone an unstable narrative foundationHow Ashley approaches narrative building at scale: getting into operational meetings, not packaging communications from the outsideThe Amazon story: why a comms leader blocked accepting tax breaks from a city that had filed for bankruptcy during the recessionWho owns narrative: the CEO and COO, not the comms functionHow internal communications became "the closest function to employee experience" and a driver of narrative and brand perceptionHow to measure comms efficacy against specific narrative claims instead of aggregate survey scoresThe B2B vs B2C comms split: "spear phishing" strategy versus "trawling"Why media relations will shrink and why PMM will become the closest comms partnershipWayfinding versus pathfinding: what changes about communications strategy in the AI era GTM and Adoption Lessons: Narrative without operational truth is a liability, not an asset. Ashley defined narrative as "an operational truth that you can use in a lot of different tactics, in channels and engagement opportunities." The critical word is truth. Unilever tried to make every brand in its portfolio purpose-driven. The company eventually had to pull back "because they said, look, it's not true. Purpose is not in every brand that we have." Comms has to be inside the operational decisions, not packaging them after the fact. When Ashley joined Amazon in 2014, the playbook for launching a fulfillment center was nine tactical PR touchpoints: the groundbreaking, the ribbon cutting, and seven others. That is not a narrative. Internal comms is now the function closest to narrative truth. Post-COVID, internal communications shifted from being treated as an HR adjunct to being "closest to the employee experience," which Ashley called "a massive driver of narrative and brand perception." Comms efficacy can be measured, but it requires intentionality. Ashley's current company runs a biannual pulse survey. Her point is precise: you cannot measure comms by looking at the overall engagement score and declaring success.B2B communications is spear-phishing. B2C is trawling. In B2B, Ashley described a "spear phishing communication strategy" - reaching a specific audience with specific engagements: the right podcast, the right events, the right direct presence. The future of comms is closer to PMM than to media. Ashley predicted media relations will become "a very small sliver of a communications function" as journalism continues to contract. The growth area is the PMM partnership. "My closest partner has become the PMM shop because it's about product truth. // Sponsors: Front Lines - Silicon Valley's leading Podcast Production Studio. We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. Mention you are a listener and get a 10% discount. www.FrontLines.io/Podcast-as-a-Service

    Narrative is an operational truth, not a messaging strategy | Ashley Robinson
  5. Aug 18

    Christian Potts’ Crisis Comms Playbook

    In this conversation, Christian Pott walks through how AI is reshaping both the threat landscape and the toolkit for crisis response, why the old "ridiculousness scale" for dismissing bad-faith attacks no longer works in a disinformation-saturated internet, and how he decides whether a brand should respond with a founder's face or a written statement. He also shares two crisis stories from his own career, one involving a departing salesperson and a book of business, the other an altercation at a company event, that reveal how thin most companies' playbooks really are once something genuinely unexpected happens. Topics Discussed Why crisis preparedness means mapping every vulnerability vector (human, cyber, data, operational) before anything goes wrong, not afterHow AI has changed both the threat side of crisis comms (search surfacing old, out-of-context information as "new") and the response side (sentiment modeling, messaging scorecards, stakeholder-perspective simulations)Why the internet's "dead internet" dynamics make logic-based responses less reliable, and how to engage with audiences who may not be responding in good faith or may not be realHow to decide whether a crisis response needs a face (founder, executive) or can come from the brand itself, based on whether the audience's relationship is with a person or with a productTwo real crisis case studies: an insurance salesperson who left with a client book, and a workplace incident at a company event, and the playbook gaps each one exposedWhy going direct (X, Reddit, owned channels) is often more effective than traditional media routes when speed and audience specificity matterHow brands like Cracker Barrel and McDonald's handled public backlash differently, and what separates a response that lands from one that doesn't Comms Lessons for Founders & Leaders Prepare by staying paranoid, not by finishing a plan. Christian frames preparedness as an ongoing habit of asking operational, legal, security, and HR leaders what keeps them up at night, not a binder you file away. Match the responder to the relationship, not the org chart. If customers have an emotional bond with a founder, the founder should speak. If the bond is with the product, a brand statement works. Getting this backwards undercuts the response. Meet the backlash where the relationship actually lives. Christian's critique of image-conscious rebrand responses: if your audience knows you through Instagram, a Business Wire press release isn't reaching them, "the logic is going to carry with it. But more importantly, the emotion is also going to be there too, because it's not." Build the playbook for the scenario you hope never happens. The lesson from his most unusual crisis: leave room in your tabletop exercises for the low-probability, high-attention situations, because when they hit, they hit hard and you won't have time to build the response from scratch. Use AI as a stakeholder simulator, not just a drafting tool. Christian runs messaging through UiPath's own orchestration tools to test how a story will land with different audiences (developers, CEOs, CTOs) before it goes out, treating AI as a scenario-planning partner rather than a shortcut.

    Christian Potts’ Crisis Comms Playbook
  6. Aug 11

    How Life360 built its IPO narrative before the NASDAQ bell rang | Lynnette Bruno

    Life360 built its reputation as a family safety and connection app, and when the company moved from the ASX to NASDAQ, the pressure fell on communications to keep one consistent story in front of investors, media, employees, and members at the same time. In this episode of The Narrative, Lynnette Bruno, VP of Communications at Life360, walks through how she inherited and sharpened that narrative, stood up an executive communications program from a single-person operation, and built a data storytelling practice that has produced some of the company's most widely shared stories. Topics Discussed: Preparing the Life360 narrative for the move from ASX to NASDAQ, and orchestrating a consistent story across investors, media, consumers, and employees Anchoring the company narrative in family safety and connection, with member stories as the proof point Getting ahead of privacy concerns with a proactive trust narrative rather than a defensive one Building an executive communications program from a one-person team, including spokesperson pillars and executive "brand books" Earning trust with skeptical executives through business research and incremental, positive feedback Deciding which executives should be spokespeople, and pushing back on "everyone's a thought leader" thinking Building a data storytelling practice from the ground up, from data-driven reports at Zillow to Life360's "Virtual Love" story Comms Lessons for Founders & Leaders: Feedback lands one point at a time. Bruno found that piling on critique backfires with executives new to media: "if you tell me I'm doing everything wrong, you start to shut down." Picking a single, achievable fix builds momentum before adding more. Message and action have to match. Reflecting on companies that lost media trust, Bruno was direct: "your actions have to match the message." When they don't, the fallout belongs to the company, not the reporter covering it. Thought leadership should stay scarce. Bruno pushed back on the idea that every employee should be posting: too many voices dilutes the narrative and dulls what makes a real thought leader worth following. Spokespeople need a specific, real reason to speak. Bringing in a CISO or chief privacy officer only works if the expertise is genuine. Bruno keeps her spokesperson list "prepared and limited" so each person is answering questions they're actually equipped to answer. Data storytelling starts with the data, not the pitch. Bruno's approach, shaped at Zillow's Zestimate and Rent vs. Buy reports, starts with understanding what data is clean and available before looking for the story inside it.

    How Life360 built its IPO narrative before the NASDAQ bell rang | Lynnette Bruno
  7. Aug 11

    The new reality: where policy, PR, and business strategy converge | Christopher Hilton

    Mozilla sits at one of the most unusual intersections in tech — a non-profit building real products, advocating for an open internet, and fighting for users in markets dominated by trillion-dollar competitors. That tension shapes everything about how Christopher Hilton, Director of Global Communications at Mozilla, approaches his work. From corporate and crisis comms to policy and regulatory strategy, Hilton operates in the space where messaging doesn't just build brand — it shapes whether a business survives contact with government. Hilton came up through political communications in Canada, where he learned early that the battlefield isn't always rational and that the side with the simpler story usually wins. That lesson has followed him through micromobility startups, challenger brand positioning, and now the front lines of the AI policy debate. In this conversation, he offers one of the sharpest and most candid takes on the comms challenges facing founders today — from regulatory capture to media strategy to knowing when to take a political stand and when to stay quiet. Topics Discussed: Why early-stage founders can no longer treat policy and regulatory comms as someone else's problem — and what the cost of ignoring it looks like in practice The difference between being political and being partisan — and why Hilton actively encourages his leaders to be one and not the other What Waymo is doing right in policy communications that Uber did not, and why the stakes of a single mistake in autonomous vehicles make that strategy non-negotiable How to fight back against sensationalist media coverage when your facts are accurate but the headline is already written The evolving role of owned and earned media — and why Hilton has come to "hate op-eds" as a communications tactic What it actually means to be a mission-driven organization versus just claiming to be one, and how Mozilla navigates that tension internally His closing framework for founders on getting comms right from the start Comms Lessons for Founders & Leaders: 1. Framing is the whole game — if you're arguing in your opponent's box, you've already lost. Hilton is direct: "Whenever you're talking in your opponent's box, you're losing because you're communicating on the sort of playground that they've defined." Whether it's the "billionaires tax" framing or the opposition to VPNs being led by child safety messaging, the side that defines the terms of the debate has an enormous structural advantage. Founders need to establish their own frame before the opposition establishes one for them. 2. Media is not your stakeholder — it's a channel. One of the clearest things Hilton says: "I tell my team, media are not a stakeholder of ours. Media are an avenue to get to our stakeholders, which is people, which is legislators, which is out in the world." If you're creating communications designed to interest reporters, you're optimizing for the wrong output. The question is always: what do your actual stakeholders need to hear, and what's the most direct path to them? 3. Reframe the policy conversation as collaborative, not adversarial — but don't be naive about it. Hilton acknowledges that brute-force regulatory aggression can work (he gives Uber its due) but argues the better model shows legislators what's in it for them: economic growth, job creation, competitive positioning for their city or country. 4. Mission-driven positioning only works if your decisions actually reflect it. Hilton is withering on this point. "It's easy to say you're a mission driven organization. Whether or not your actions demonstrate that you're a mission driven organization is different." 5. Start your comms strategy earlier than you think you need to. His closing line to founders is blunt: "If you're like, should I be starting to think about this? It's already too late." The perception of your company hardens faster than founders expect, especially with regulators.

    The new reality: where policy, PR, and business strategy converge | Christopher Hilton
  8. Aug 6

    How MRI Software applies the StoryBrand framework to acquisitions: making acquired employees the hero instead of the product | Cederick Johnson

    MRI Software has spent more than five decades and over 50 acquisitions building the proptech category — which means it now runs close to 200 products and a 400-partner ecosystem under one roof. Keeping that from splintering into a hundred disconnected pitches is a full-time narrative problem, and it's the one Cederick Johnson, Senior Director of Global Brand and Communications at MRI Software, has spent his career solving. In this episode of The Narrative, Cederick breaks down the operating system he's built for absorbing acquired companies into a single story: the brand equity scoring model that decides which logos survive past day one, the "unification strategy" that sequences a rebrand from announcement to full assimilation, and why he treats the acquired company's employees — not its product — as the real hero of the M&A narrative. Topics Discussed: Why MRI built a formal brand equity scoring model instead of trusting anecdotal claims about how much an acquired brand is "worth" keepingThe unification strategy timeline: what changes on day one of an acquisition, what waits a few months, and what comes lastThe rare cases where a brand has to stay legally separate post-acquisition, and how that's different from a brand equity decisionHow to weave an acquired product's existing story into the parent company's narrative without erasing the equity you just paid forReframing a 50+ year legacy as a credibility asset instead of a liability, especially against a market narrative that favors "new and shiny" AI-era startupsApplying the StoryBrand hero/guide framework internally during M&A, not just externally in marketingWhat comms and marketing leaders in slow-moving industries get wrong about driving adoption of new technologyComms Lessons for Founders & Leaders: Measure brand equity — don't just believe the story you're told. Every acquisition comes with someone insisting their brand is too valuable to fold in. Cederick's team started running formal equity studies because, as he put it, "so often it wasn't true, and it was just their connection to what they had built." Sentiment isn't data. Build a threshold and score against it.Decide the unification timeline before you close, not years later. MRI now runs a fixed sequence: the parent brand gets added under the acquired logo on day one, the website folds in within months, and the full visual rebrand follows on a set schedule. Waiting creates the exact problem it's designed to prevent — brand loyalty to the wrong entity that gets more expensive to unwind the longer it sits.In M&A comms, the acquired company's people are the hero — not the product. Cederick applies Donald Miller's StoryBrand framework internally: the client is the hero and the company is the guide in external marketing, so during an acquisition, the incoming employees play that same hero role. That means town halls and communication before the deal is even announced — not after — because that's what actually builds trust with the people who'll become your most important advocates or your loudest skeptics.Turn "legacy" into a feature, not a liability. Facing pressure from AI-era competitors who read as more innovative, MRI didn't hide its age — it reframed it, softening "founded in 1971" into "decades of experience" and running lighter campaigns built around the idea that experience earns trust precisely when a market is moving fast and unproven. The lesson: don't concede the framing war on your own history — rewrite what it signals.A unified narrative only survives contact with a broken product experience. Telling a "one connected platform" story while clients are still bouncing between disconnected acquired tools breaks trust fast. Cederick is direct about it: the external narrative has to be backed by the product roadmap actually delivering that unified experience, or the story collapses the moment a client feels the seams.

    How MRI Software applies the StoryBrand framework to acquisitions: making acquired employees the hero instead of the product | Cederick Johnson

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