Driving Pipeline in Modern B2B SaaS with Dyana Quinlivan

 
 

Dyana Quinlivan built her career inside B2B SaaS, starting at early stage startups where she learned to do a little bit of everything. From paid media and content to ABM and sales follow up, those early years shaped how she thinks about pipeline, efficiency, and experimentation today.

In this episode of B2B Marketing Unlocked, Dyana joins host Jony Mansilla to break down how modern B2B SaaS teams are driving pipeline in a changing landscape. She shares how S-Docs approaches compliance driven messaging for IT leaders, how gated research reports fuel demand without forcing sales conversations too early, and why marketplaces and SEO continue to outperform paid channels at scale. Dyana also explains how her team uses AI tools responsibly, what is working with event marketing, and how B2B marketers should think about visibility as buyers shift toward AI search.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

  • How Dyana’s early startup experience shaped her B2B marketing approach

  • How compliance and security messaging drives pipeline with IT leaders

  • How to use gated research to generate demand without forcing sales conversations

  • Why marketplaces and SEO remain top pipeline drivers in B2B SaaS

  • How to think about AI search, visibility, and experimentation moving forward


About Dyana Quinlivan

Dyana Quinlivan is the Senior Director of Marketing at S-Docs, a document automation platform that helps organizations streamline paperwork while staying secure and compliant. She oversees go to market strategy, demand generation, product marketing, and launches, working closely with sales and partner teams to drive growth.


Episode Resources

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.


Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more
 

How Small Teams Win Enterprise Marketing with Briana Palma

 
 

Briana Palma is proof that small teams can win in enterprise marketing. She came into B2B by accident, with a background rooted in content and editorial work for consumer brands, before spotting an opportunity to build a true B2B engine at We Are Rosie. What started as leading content evolved into shaping how a lean team drives demand, brand, and growth for enterprise clients.

In this episode of B2B Marketing Unlocked, Briana joins host Jony Mansilla to break down how small teams win enterprise marketing. She shares how We Are Rosie structures a flexible, high performing marketing team, how brand and referrals fuel enterprise growth, and why focus matters more than being everywhere. Briana also explains how her team balances organic and paid strategies, experiments with gated content, and launched a successful rebrand without losing momentum.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

  • How Briana transitioned into B2B marketing and built an enterprise engine

  • How small teams can compete for enterprise clients

  • Why brand and referrals matter more than tactics alone

  • How to balance organic content with paid media

  • How to think about gated versus ungated lead magnets


About Briana Palma

Briana Palma is the Head of Marketing at We Are Rosie, where she leads brand and demand efforts for a company helping enterprise marketing teams build flexible, high performing teams. She focuses on building strong brands, driving inbound growth, and helping small marketing teams operate with clarity and impact.


Episode Resources

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.


Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more
 

Predictive B2B Marketing for Brand Growth with Tim Weinheimer

 
 

Tim Weinheimer has spent more than three decades working across both B2B and B2C marketing, leading teams at some of the most respected agencies in the industry. Today, he serves as Chief Marketing Officer at Hahn, where he helps brands use data and predictive insights to drive smarter marketing decisions.

In this episode of B2B Marketing Unlocked, Tim joins host Jony Mansilla to unpack how predictive B2B marketing is reshaping brand growth. He shares how Hahn narrowed its focus to a few key industries, why national brand awareness became a strategic priority, and how data, measurement, and storytelling work together to influence pipeline. Tim also discusses what is working right now across email, paid search, and partnerships, along with the challenges agencies face in a project driven market.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

  • How Tim’s career across agencies shaped his B2B marketing approach

  • How predictive marketing supports brand growth and pipeline

  • What is working today for national brand awareness

  • How data and measurement influence modern B2B strategy

  • Why long term relationships matter more than one off projects


About Tim Weinheimer

Tim Weinheimer is the Chief Marketing Officer at Hahn, a data driven agency focused on predictive marketing communications. He works closely with leadership and client teams to guide strategy, positioning, and growth across energy, health and nutrition, and food and beverage brands. His work centers on using data to inform creative, improve performance, and help organizations communicate more effectively.


Episode Resources

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.


Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more
 

How One Marketer Is Reframing B2B Storytelling with Tyler Dow

 
 

Tyler Dow did not start his career planning to work in B2B marketing. After pursuing broadcast journalism and later moving into web development, he discovered a passion for telling clear product stories and helping complex organizations communicate their value. That path ultimately led him to Kinetic Data, where he now leads marketing for a platform trusted by large enterprises and government teams.

In this episode of B2B Marketing Unlocked, Tyler joins host Jony Mansilla to share how he found his way into B2B marketing, how he is reframing a 20 year old software platform for a modern buyer, and why AI has become essential for running lean and effective marketing operations. He also explains how Kinetic Data targets high complexity environments, what is working on LinkedIn right now, and why providing value upfront drives better fit customers.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

  • How Tyler transitioned into B2B marketing

  • How Kinetic Data streamlines complex enterprise workflows

  • How AI supports lean, efficient marketing teams

  • What is working now for brand awareness and demand

  • Why ungated educational content attracts better prospects


About Tyler Dow

Tyler Dow is the Head of Marketing at Kinetic Data, where he leads the positioning, content strategy, and demand programs for a platform used by large enterprises and government organizations. His work focuses on simplifying complex workflows, creating clear and authentic messaging, and using AI to scale output without scaling headcount.


Episode Resources


Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.


Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more
 

How Demandbase Drives 90% of Pipeline with Kelly Hopping

 
 

Kelly Hopping didn’t plan on a career in marketing. An unexpected reorg shifted her from product development into product marketing, and that twist set her on a path from B2C to leading B2B marketing at some of the world’s top tech companies.

In this episode of B2B Marketing Unlocked, Kelly joins host Jony Mansilla to share how she became CMO at Demandbase, how her team drives 90-95% of company wide pipeline, and why events, authentic customer stories, and “performance branding” are at the heart of their strategy. She also breaks down what’s working now for enterprise pipeline, how they’re integrating AI into their workflows, and the career lessons she wishes more marketers learned earlier.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

  • How Kelly moved from engineering into a CMO role

  • How Demandbase structures marketing and SDRs to drive pipeline

  • What’s working now for brand awareness and enterprise demand

  • How Kelly balances brand-building with performance marketing

  • How Demandbase uses AI to increase efficiency and SDR productivity


About Kelly Hopping

Kelly Hopping is the Chief Marketing Officer at Demandbase, where she leads the company’s brand, product marketing, growth programs, and sales development team. Her team drives most of Demandbase’s pipeline by combining account based strategy, smart use of AI, and tight sales-marketing alignment. Kelly brings experience across both B2C and B2B tech, with a focus on clear storytelling, practical demand generation, and developing strong marketing leaders.


Episode Resources


Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.


Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more
 

From Logistics to B2B Marketing Director with Leticia Rodriguez

 
 

Leticia Rodriguez started her career in import-export nearly 19 years ago, never expecting that hands-on work in transportation and supply chain would later strengthen her approach to marketing. Her operations background became a real advantage, helping her communicate value in a crowded logistics market.

In this episode of B2B Marketing Unlocked, Leticia joins host Jony Mansilla to share how she moved from operations into marketing, built a lean team at The ILS Company, and shifted the company’s message from basic shipping to full supply-chain solutions. She also breaks down what’s working today, how her team supports sales on LinkedIn, and why listening to prospects matters more than ever.

Watch the full episode

 

Listen to this episode on Apple, Spotify, or YouTube.


What You’ll Learn

• How operational experience can give marketers an edge
• Why ILS shifted from transactional shipping to full supply chain value
• What is working now for brand awareness and qualified pipeline
• How her team empowers sales on LinkedIn with content
• The importance of listening to prospects in real time to shape messaging


About Leticia Rodriguez

Leticia Rodriguez is the Director of Marketing at The ILS Company, where she leads a lean team focused on brand awareness, lead generation, and sales support. With 19 years of experience in logistics and operations, she understands the full customer journey and knows how to communicate real pain points. Her background helps her position ILS’s supply-chain solutions across warehousing, transportation, VMI, and cross-border operations.

Episode Resources

• Leticia Rodriguez on LinkedIn
• The ILS Company Website
• Jony Mansilla on LinkedIn
• Jony Studios Website

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes, share this with a colleague, and subscribe to stay updated on new releases each week.

Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

Learn more