In this episode of B2B Marketing Unlocked, Ken joins host Jony Mansilla to explore how AI is changing the B2B CMO role. He shares how CEI is making a major pivot from traditional IT managed services and staffing into AI, how a lean team is using AI to dramatically increase output, and why the future of B2B marketing belongs to leaders who can adapt without losing their company’s core identity. Ken also explains how they are building brand awareness from the ground up, using existing client relationships to create momentum, and balancing AI adoption with clear business outcomes.

What You’ll Learn:

• How Ken’s non linear path led him into B2B marketing leadership

• How AI is reshaping the role of the modern B2B CMO

• Why existing client relationships matter during a major company pivot

• How lean marketing teams can use AI to increase output

• How to stay relevant in AI without losing what makes your brand different

Ken Kundis is the Chief Marketing Officer at CEI, where he is helping lead the company’s pivot into AI. CEI is a long established technology company focused on managed services, talent solutions, and now AI powered accelerators that help enterprise organizations solve business problems faster and more effectively.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:29] Ken Kundis on Getting into B2B Marketing

• [03:15] Understanding CEI and Its AI Pivot

• [06:58] Building a Marketing Team for AI

• [10:18] Target Market and Brand Awareness Strategies

• [11:17] Leveraging Existing Client Relationships

• [16:01] Navigating the Challenges of AI Integration

• [20:44] Maintaining Uniqueness in an AI-Driven Market

• [23:02] Lessons from Past Campaigns and Marketing Tools

• [26:50] The Future of Marketing with AI

• [31:05] Advice for Future Marketers

Episode Resources:

• Ken Kundis on LinkedIn

• CEI Website

• Pictory AI Video Platform

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

In this episode of B2B Marketing Unlocked, Rich joins host Jony Mansilla to break down how Albers Aerospace wins B2B deals by serving not selling. He explains what makes Albers different in the defense and industrial space, why speed is engineered not accidental, and how trust and transparency can become the strongest competitive advantage, even when it means giving up IP. Rich also shares how their team balances long government sales cycles with urgent one week turnaround requests, and what’s actually moving the needle for brand awareness today.

What You’ll Learn:

• Why serving beats selling in complex B2B deals

• How engineering and program management experience improves sales instincts

• Why speed is a competitive advantage and how to build it into your workflows

• How trust and transparency drive repeat business and referrals

• What channels are working best today for brand awareness in defense and industrial markets

Rich Carter is the Chief Growth Officer at Albers Aerospace, where he leads growth strategy across business development, marketing, and advanced programs. Albers Aerospace delivers end to end solutions across industrial manufacturing, defense services, engineering, and rapid response problem solving for customers operating in high stakes environments.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:59] Rich Carter’s journey to Albers Aerospace

• [02:27] Understanding Albers Aerospace’s mission and services

• [04:56] The unique marketing approach at Albers Aerospace

• [11:32] Targeting customers and brand awareness strategies

• [15:24] The Albers Way: serving, speed, and trust

• [18:18] The role of word of mouth in business growth

• [21:07] Evaluating marketing channels and strategies

• [24:02] Event strategy and networking

• [26:49] The future of business cards

• [27:45] Tools and workflows in marketing

• [30:10] Challenges in maintaining speed and quality

• [33:29] Lessons learned from marketing experiments

• [36:53] Quick fire round

Episode Resources:

• Rich Carter on LinkedIn

• Albers Aerospace Website

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

In this episode of B2B Marketing Unlocked, Sonya joins host Jony Mansilla to break down how revenue marketing speeds up B2B growth by reducing friction across the buyer journey. She shares how FloQast helps accounting and finance teams modernize close and compliance workflows, how meeting bookers cut time to meeting from 17 days to 5, and why interactive webinars and virtual events are driving stronger pipeline in today’s market.

What You’ll Learn:

• How Sonya’s early DECA experience shaped her B2B marketing instincts

• How revenue marketing drives pipeline by streamlining the buyer journey

• Why meeting bookers can improve speed to lead and lead quality

• How interactive webinars and deminars support mid funnel conversion

• How to think about gated versus ungated content without hurting trust

Sonya Hansen is the Vice President of Revenue Marketing at FloQast, where she leads demand generation, web and digital strategy, and events and alliances marketing. FloQast is an AI accounting transformation platform that helps accounting, finance, and compliance teams close faster, reduce risk, and move from manual work to more strategic decision making.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [02:46] Sonya Hansen’s journey into B2B marketing

• [05:35] Understanding FloQast and its impact

• [08:15] Target market and customer engagement strategies

• [11:08] Optimizing the sales process for better leads

• [13:25] Webinars as a key marketing tool

• [16:07] Driving webinar attendance and engagement

• [18:56] Tools and workflows for marketing efficiency

• [21:20] Successful campaigns and lessons learned

• [25:52] Challenges in a rapidly changing market

• [27:41] Surprising insights from experiments

• [29:59] Content strategy: gated vs ungated

• [32:14] Quickfire round

Episode Resources:

• Sonya Hansen on LinkedIn

• FloQast Website

• Goldcast Webinars

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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

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

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

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:29] Diana’s journey into B2B marketing

• [02:24] Overview of S-Docs and marketing team structure

• [05:43] Target market and compliance focus

• [07:52] Content strategy and engagement

• [10:32] Lead generation and nurturing process

• [12:42] Tools and technologies in use

• [14:36] Event marketing and networking strategies

• [17:45] Challenges in the current marketing landscape

• [20:10] Future of AI in marketing

• [22:10] SEO strategies and content creation

• [23:03] Quickfire round and closing thoughts

Episode Resources:

• Dyana Quinlivan on LinkedIn

• S-Docs Website

• HubSpot

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:32] Briana Palma’s journey into B2B marketing

• [03:57] Building a small but mighty marketing team

• [05:44] Targeting enterprise brands and navigating bureaucracy

• [07:03] Strategies for landing enterprise clients

• [09:22] Leveraging HubSpot for marketing success

• [11:09] Balancing organic and paid marketing strategies

• [14:43] Lead magnets: gated vs ungated content

• [17:55] The rebranding campaign as a case study

• [23:01] Challenges in modern marketing

• [28:52] Quick fire round: resources and influences

Episode Resources:

• Briana Palma on LinkedIn

• We Are Rosie Website

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:57] Tim Weinheimer’s journey in B2B marketing

• [06:06] The structure and strategy of Hahn

• [09:00] Driving brand awareness and pipeline

• [17:05] Challenges in B2B marketing

• [21:50] Navigating client relationships and partnerships

• [27:01] Innovative campaigns and future trends

• [32:06] Advice and insights for marketers

Episode Resources:

• Tim Weinheimer on LinkedIn

• Hahn Website

• Eldil AI (Generative Engine Optimization tools)

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:32] Tyler Dow's journey into B2B marketing

• [03:19] Understanding Kinetic Data's unique value proposition

• [05:43] The role of AI in modern marketing

• [10:32] Identifying target markets for Kinetic Data

• [14:27] Effective strategies for brand awareness

• [19:17] The importance of providing value upfront

• [24:09] Successful campaigns and educational content

• [28:58] Challenges in breaking through the noise

• [30:23] Quickfire round and closing thoughts

Episode Resources:

• Tyler Dow on LinkedIn

• Kinetic Data Website

• The Prof G Pod (podcast by Scott Galloway)

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave a voice message at B2B Marketing Unlocked.

We would love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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 improve efficiency and SDR productivity

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at jonystudios.com.

Highlights:

• [00:00] Introduction

• [01:01] Kelly’s journey into B2B marketing

• [02:59] Inside the Demandbase marketing team

• [04:54] Target customers and decision-makers

• [06:43] Authentic customer-led conversations

• [08:52] Driving 90–95% of pipeline

• [10:35] Events and webinars that perform

• [12:46] Tracking event impact and data

• [16:50] Balancing brand and performance

• [18:49] Tools and workflows Demandbase relies on

• [21:38] Integrating AI into marketing and sales

• [24:56] Recent campaigns and ABM ecosystem plays

• [27:34] Challenges in today’s marketing landscape

• [30:52] Lessons from experiments and flagship events

• [33:40] Career advice for future marketing leaders

Episode Resources:

• Kelly Hopping on LinkedIn

• Demandbase Website

• Courageous Marketing (book by Udi Ledergor)

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave us a voice message at B2B Marketing Unlocked.

We’d love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

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.

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

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.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at jonystudios.com.

Highlights:

• [00:00] Introduction

• [01:02] Leticia’s career journey

• [03:01] Inside the ILS marketing team

• [04:03] Target customers and value messaging

• [05:40] Communicating full supply chain solutions

• [08:40] What is driving brand awareness today

• [10:43] Supporting sales with LinkedIn content

• [12:41] Tools and workflows the team relies on

• [13:34] Market challenges in logistics

• [15:05] Creative campaign that surprised the team

• [16:36] Quick-fire insights

• [19:14] Securing cross-team buy-in

• [21:56] The importance of continuous learning

• [22:58] Closing thoughts

Episode Resources:

• Leticia Rodriguez on LinkedIn

• The ILS Company Website

• Jony Mansilla on LinkedIn

• Jony Studios Website

Got a question, idea, or marketing challenge you want unlocked on the show? Leave us a voice message at B2B Marketing Unlocked

We’d love your feedback. Take our 30-second listener questionnaire:

https://forms.gle/j4jKQwkuBzgatLQz5

Your input helps shape future episodes and keeps the show focused on the marketing topics you care about most.

In each episode, I bring on industry experts to share their journeys, lessons learned, and the marketing secrets that drive results, while also sharing my own strategies along the way.

I’m your host, Jony Mansilla, founder of Jony Studios, where we help businesses create profitable podcasts and content that drive growth.

If you're ready to level up your marketing and grow your brand, hit subscribe. B2B Marketing Unlocked starts now.