Making Sense of Martech

"If I could live through accessibility audits and not have someone say, 'but we have alt text,' I would feel like I just entered a new realm of the world." — Sarah Email accessibility (a11y) is broken, and the industry largely knows it. 77% of brands say accessibility is a priority. Only 8% follow best practices. Only 0.1% of HTML emails actually meet the standard. That's not a resource problem; i...

"You should be layering AI on top of what you're already doing to make you more efficient. It should not be doing the bulk of the work. It should just be making you faster." — Megan Email development has long been the graveyard of good design intentions where beautiful mockups meet the harsh reality of Outlook's rendering engine, dark mode disasters, and code that would make any web developer weep...

"I really think that most companies' problem isn't efficiency, oftentimes. It's just like a lack of direction, strategy, or, you know, bad leadership practices." - Darrell This spring, commencement speakers were booed off the stage for telling graduates that AI is their future. Meanwhile, marketing ops teams are getting leaner, and job listings are down. The people who built careers on technical f...

Most marketing teams have more tools than strategy, and now they're layering AI on top of that mess. When you scale fast in the wrong direction, fixing it requires more than just throwing AI at your existing martech sprawl. It demands architectural thinking, data governance discipline, and genuine cross-functional partnerships that most organizations simply haven't built yet. In this episode, Jacq...

"SaaS companies are systematically undervaluing marketing ops professionals by rebranding their work with trendy titles while taking their contributions for granted until everything breaks.” — Sara Sara McNamara has spent her career building go-to-market systems at companies like Slack, Salesforce, and Cloudera, the unglamorous, essential work that makes revenue teams actually function. As the rev...

"Most of marketing is not a verifiable domain. You can't outsource it to the agents. You need the humans." - Scott Brinker Scott Brinker, creator of the Martech landscape and former VP of Platform Ecosystem at HubSpot, joins Jacqueline for a no-holds-barred conversation on AI's real limits in marketing, and why the industry's confidence in what AI can do may be its biggest liability. This is a gen...

"Content was king. Now context is the monarch." — Scott Brinker Scott Brinker has been mapping marketing technology longer than most practitioners have been in it. In this Hot Seat episode, Jacqueline puts the godfather of Martech in the chair to pressure-test the 2026 State of Martech Report , and what emerges is a surprisingly honest reckoning with where AI in marketing actually stands.  The lan...

We host unfiltered conversations with the people shaping the industry. We track the biggest shifts in the marketing technology landscape and ecosystem. Cutting through the noise to spotlight what matters, who’s leading (and lagging), and what’s next for modern marketing teams. In this industry, clarity is power — and we're here to deliver it. Connect & Subscribe Subscribe to Making Sense of Ma...

"The goal is not to personalize everything. You need to personalize what matters so that you can prioritize it internally in order to execute it well." - Jacqueline Scaling personalization in marketing technology remains one of the most persistent and painful challenges in the Martech landscape, and the data makes that brutally clear. Nearly 75% of buyers expect companies to understand how and whe...

"The only thing propping up Martech budgets right now is AI." — Juan AI adoption pressure has become one of the defining pain points in marketing technology, and the numbers make the case starkly. In this Office Hours episode, Jacqueline and Juan dig into the $1.4 billion-to-$1.48-trillion explosion in AI spending from 2023 to 2025, the Gartner prediction that at least 30% of gen AI projects would...

"We built an entire industry on the promise of precise measurement, and most of us don't actually trust the numbers." — Juan Marketing technology promised precision, but the reality is far messier. In practice, only 3% of CMOs can reliably demonstrate ROI on more than half their total marketing spend. In this Office Hours episode, Jacqueline and Juan unpack the measurement and attribution crisis p...

Martech and data strategy promise control, personalization, and scale, but in practice, they often deliver technical debt, fragile systems, and operational chaos. In this episode, Ian Reisman brings a hard-earned perspective from 17 years inside Paramount, where he managed billions of emails across in-house platforms, enterprise tools, and high-stakes moments like March Madness war rooms that stre...

Jeff Lee doesn't just build marketing campaigns. He engineers lifecycle systems that quietly power billions of customer interactions. As the lifecycle marketing technical lead at Calm, Jeff runs a team of four, shipping 240+ distinct email campaigns a year and moving data across Databricks, Iterable, and Amplitude with precision most teams can't match.  In this conversation, he makes the case for...

"Personalization is finding that balance — you can give customers everything they want, but it doesn't make the business happy. True personalization is finding the perfect balance." – Eloise  Personalization only works when the infrastructure beneath it is built for business reality, not hype. In this episode, Jacqueline sits down with Eloise Gillespie, Associate Director of Personalization and Ma...

"If you don't understand your internal customer, you're failing both the internal customer and the business." Jacqueline Jacqueline and Juan tackle Martech's second-biggest pain point: integration complexity, data silos, and the operational fragmentation that's threatening to cost the industry $215 billion by 2027.  Drawing on McKinsey's latest research and exclusive insights from enterprise leade...

"Martech isn't complex - we've made it complex." - Satya  In this episode, Jacqueline sits down with Satya Upadhyaya to unpack one of enterprise Martech's most expensive problems: the forever consulting engagement. Drawing on 15+ years inside banks and large-scale transformations, Satya explains why capability transfer fails, how vague scorecards fuel dependency, and why 70% of digital transformat...

"At Nike, we learned the hard way — tech wasn't the constraint. The operating model was." – Linda Martech leaders love to talk about AI in marketing, next-best-action, personalization at scale, and the promise of a composable CDP, but most teams still struggle to connect data strategy to an operating model that can actually ship. In this episode, Jacqueline sits down with Linda Cereda, former Glob...

In this Office Hours episode, Jacqueline and Juan unpack why marketing technology feels simultaneously stable and deeply uncertain. Q4 earnings show revenue holding steady, yet the market is re-pricing everything around one question: when does AI translate into real revenue? As AI roadmaps stretch into long-term infrastructure bets, pressure to monetize now is exposing the gap between AI adoption...

Why impressions — not clicks — reveal email's real power, and who's quietly profiting from your inbox. Email is still treated like a messaging channel, and that mistake is quietly destroying value. In this episode, Jacqueline sits down with Dela to challenge the default rules of email marketing and reframe the inbox as what it actually is: owned media and intent infrastructure. Nearly every sacred...

AI agents are being positioned as the answer to shrinking budgets and rising expectations, but most enterprise teams are still stuck in pilot mode.  In this Office Hours episode, Jacqueline is joined by guest host and industry analyst Keanu Taylor to examine what's actually working inside large organizations. Drawing on insights from his research, the conversation explores why many "AI strategies"...

"Suite Fatigue is the moment you realize you're paying more every year for less flexibility and less value." — Adam Marketing was supposed to get simpler. Instead, it got more expensive, harder to operate, and increasingly rigid. Jacqueline sits down with Adam Greco (previously at Salesforce, Adobe, and Amplitude) to unpack the rise of "Suite Fatigue," the growing frustration with all-in-one marke...

"We've seen companies locked into vendors for a decade with no way out." – Juan Jacqueline and Juan kick off 2026 with a quick reality check: stepping away from screens feels great, but the Martech stack doesn't magically get simpler while you're gone. They get brutally practical, drawing on conversations with 300+ brand-side marketers to map the six biggest pain points emerging across enterprise...

Email feels free, but the economics are brutal: zero-cost sending makes abuse infinitely scalable.  In this episode, Jacqueline sits down with Mariska and Jakub to unpack the "bot layer" that's quietly wrecking modern email: security scanners, crawlers, and malicious automation that inflate clicks, poison dashboards, and trigger the wrong automations. They get specific about why bad actors iterate...

Farewell, 2025 — what a year.  It marked the revival of Making Sense of Martech, and we owe it all to you and the incredible guests who took a chance on us. Here are a few standout moments. Wishing you happy holidays and a brilliant new year! Connect & Subscribe Subscribe to Making Sense of Martech wherever you get your podcasts. Follow us on TikTok , LinkedIn , and don't forget to like and su...

Merry everything and more. Here's your very own present from us to you! Connect & Subscribe Subscribe to Making Sense of Martech wherever you get your podcasts. Follow us on TikTok , LinkedIn , and don't forget to like and subscribe on YouTube .