Attribution is the number one thing keeping mid-market B2B teams small. Growth Science founder Tony Flores explains why the dashboard gets healthier while the business gets weaker.
Tony Flores is the founder of Growth Science. He spent 12 years in B2B SaaS in-house, then at Refine Labs, before stepping out to work on the problems he’d concluded were very difficult to solve from inside an agency: the systemic go-to-market issues that make agency engagements fail in the first place. This episode is about the biggest one, validating every marketing and sales decision through a revenue attribution report.
Scott and Tony walk through the five go-to-market objectives most teams are only funding one of, why good programs get killed at 90 days, and how to handle a CFO who wants everything tracked to pipeline.
In this episode we talk about:
- The five go-to-market objectives, and how to tell a fledgling portfolio from a mature one
- Optimizing a program before the program exists: $5K, 30 days, and a verdict nobody could have earned
- $40 clicks on a $4,000 monthly budget, and the nine months it took to run a real test
- Why “we hit 100,000 reach at 7x frequency” loses the room, and what to bring instead
- The gated ebook run two ways: give the CFO their number and still build the portfolio
- Why the problems that sink agency engagements get decided during onboarding, before anyone launches a campaign
- Whether AI search changes any of this (Tony’s answer is shorter than you’d expect)
Learn more: https://getrocketship.com/
