Author: Gabriela Pulido Palm (Gabriela Pulido Palm)

There’s a particular kind of frustration that channel marketing leaders know well. The campaign has wrapped. The budget is spent. The quarterly review is scheduled. And now, finally, the team gathers to understand what actually happened. This is the moment strategy quietly fails, not with a dramatic collapse, but with a delayed reckoning that arrives...

High activity and high visibility don’t come as a package deal, and in complex B2B environments, the gap between them and the Invisible Demand is quietly costing you pipeline. There’s a particular kind of frustration that lives in B2B channel organizations. It’s not the frustration of a team that isn’t trying. It’s the frustration of...