Most marketing teams are optimizing for the wrong thing. Traffic looks good in a dashboard, but it tells you almost nothing about whether the right companies are finding you, engaging with your content, or moving toward a buying decision. The obsession with volume has pushed marketers toward channels that are easy to measure and away from channels that actually influence pipeline.
Jamie Pagan from Leadfeeder joins the show to challenge how B2B SaaS marketers evaluate channel performance. The conversation centers on a deceptively simple framework: there is a difference between being present in a channel and being visible to the buyers who matter. Most teams are doing the former and calling it demand generation.
In this episode, we get into how to judge any channel using three signals: engagement, intent, and ICP fit. We walk through a real example in which a small channel outperformed one that generated 80 times more traffic. And we get into how AI tools like the Leadfeeder MCP, paired with Claude, are changing the way marketers can actually interrogate their data, moving from static dashboards to real conversations with the numbers.
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