Episode 25
Why Modern SaaS Marketing No Longer Follows the Rules
Sara Archer
Chief Revenue Officer, ChartMogul
The conversation
Milan Savov talks with Sara Archer, Chief Revenue Officer at ChartMogul, about making good growth decisions when buyer journeys can no longer be tracked cleanly. Sara explains that perfect attribution no longer exists, as buyers discover companies through podcasts, LinkedIn, communities, AI tools and word of mouth, so teams should act on good-enough data instead of waiting for certainty. She stresses that brand matters more when not everything can be measured, and that some channels create demand while others only capture it.
The conversation covers hypothesis-driven experimentation, including an outbound test at ChartMogul, and how AI speeds up execution without replacing strategy and customer insight. The strongest revenue teams, she says, will be the ones that learn fastest.
What came up
Introduction to Sara Archer
From customer success to CRO
Why perfect attribution doesn't exist
How demand generation has changed
Measuring brand beyond dashboards
AI's impact on SaaS marketing
The outbound experiment that changed everything
Running better growth experiments
Building learning loops across marketing
About the guest
Sara Archer
Chief Revenue Officer at ChartMogul, where she leads sales, marketing, customer success, account management and revenue operations.
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