70. Series 2 | Ep 33 How Cognism Quadrupled its Inbound Pipeline by Shifting from Lead Generation to Demand Generation, with Liam Bartholomew, Global Head of Demand Generation

Episode notes

Many modern marketing strategies are prioritising demand generation over lead generation, taking a far more customer-centric approach, and achieving great success. An example of this is Cognism, a company that has recently increased its inbound pipeline four times over by embracing demand generation. In this episode, Liam Bartholomew , Global Head of Demand Generation, tells us the story of how Cognism has quadrupled its inbound pipeline by shifting from lead gen to demand gen. They cover; Why Cognism wanted to shift from lead generation to demand generation in the first place The concerns senior leadership had with shifting focus away from pure lead generation How the day to day role of the Demand Gen team changed with this shift The metrics Cognism now tracks The results they've seen from this shift What the team are working on now to improve their results further What the first few hires Liam would make into a marketing team to execute a demand gen strategy like Cognism does What skills and attributes a demand generation marketer need to be a success [Cognism are currently recruiting ] And so much more... Market Mentors is

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Maisa Fernandez on Transforming Partner Marketing into a Revenue EngineNever GTM Alone · on B2B marketing74 / 100
• Why Great Marketing Is Built on Honesty, Not Hacks with Emma Davies & Ruta SudmantaiteSpotlight on B2B Marketing · on B2B marketing65 / 100
• #191 - Battling AI Fear: Storytelling, Technology, and Disruptive Change with Paul Roehrig, Chief Strategy and Marketing Officer at AscendionFinite By Clarity · on B2B marketing60 / 100
• How B2B Marketers Use White Space Analysis to Map Enterprise Account GrowthB2B Marketing with Fexingo · on B2B marketing57 / 100
• #238: The Importance of Career ExperimentsMBA Insider · on Demand generation38 / 100
• Best of Linkedin: Account-based Marketing CW 34/ 35Best of LinkedIn: Strategic B2B Marketing · on B2B marketing

• 105. Series 4 | Episode 5. The Current State of SaaS Brand Building and AI in B2B Marketing, with Michelle Huff, CMO at Alteryx67 / 100
• 104. Series 4 | Episode 4. Is B2B Content Marketing Still Worth It in 2025? With Araminta Robertson, Founder & MD of Mint Studios65 / 100
• 103. Series 4 | Episode 3. How to Build Trust and Drive Growth with B2B Influencer Marketing, with Vahbiz Cooper, Digital Marketing Manager at Demandbase54 / 100
• 102. Series 4 | Episode 2. Demand-Gen Strategies to Drive B2B Startup Success, with Kartik Krishnan, B2B GTM Leader84 / 100
• 101. Series 4 | Episode 1. Reality of Job Searching as a Senior B2B Tech Marketer Today with Lisa Vecchio, Enterprise Marketing Director at Veed.io67 / 100