The Marketing-Led SDR Model: Faster Pipeline, Stronger Alignment

In this episode of RoundTable: Ops in Motion, we explore a major shift reshaping modern GTM teams: embedding SDRs within the marketing organization.

Nancy explains how this model transforms SDRs into demand shapers, pipeline accelerators, and real-time market intelligence contributors. Drawing insights from her MOSPA2025 talk, she breaks down the collaboration framework, outcome-focused KPIs, and how companies like Intel, Snowflake, and Qualified are already benefiting from this structure.

If you work in Marketing Ops, RevOps, Demand Gen, or Sales, this conversation offers practical strategies and real-world examples you can apply immediately.

Key Highlights:
• Why SDRs create more impact inside marketing
• Shifting from vanity metrics to pipeline-driven KPIs
• Daily standups, shared attribution, and unified insights
• Real success stories from leading B2B orgs

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