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Nick Panayi shared thisMQL volume just got its official death certificate. Demand Gen Report's 2026 benchmark data confirms it: high-performing B2B teams have dropped MQL counts for pipeline conversion, win rates, and intent-based scoring. Webinar signups and gated PDFs never predicted revenue — they predicted busy interns. Working alongside super smart marketers at my last stop, we built Agentic Opportunity Scoring which synthesized 100+ buyer personas, ICP fit, and behavioral/intent signals into a single conversion probability score with an AI-generated sales synopsis reps actually trusted. I no longer do consulting given that I’ve thrown myself 100% into my new gig, so I’m happy to share the methodology and offer perspective and guidance to my friends (free of charge 😀) here: www.AgenticLeadIQ.com The real shift isn't the metric. It's admitting your scoring model was never built to answer the question sales actually asks: will this deal close? If your definition of "sales-ready" hasn't changed in two years, neither has your close rate. SOURCE: "Most B2B demand gen teams have abandoned MQL volume as their primary success metric" — MarketScale, Aug 8, 2026 https://lnkd.in/eMVTqMvZ
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Nick Panayi shared thisWhenever I talk to early-career marketers, I tell them the same thing: there has never been a better time to be in this field. We are officially living in marketing’s golden age. Even with years in the game, I’m approaching AI-driven marketing with the pure curiosity and drive of someone on day one. Watching the toolkit evolve in real time is wild, and the potential is massive. My advice? Don’t just test the waters. Jump into the deep end right now. Give this a read
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Nick Panayi shared thisThis is so spot on. No words needed. Just the graphic.Nick Panayi shared thisYour AI strategy is perfect. 𝗧𝗵𝗮𝘁'𝘀 𝘄𝗵𝘆 𝗶𝘁'𝘀 𝘄𝗼𝗿𝘁𝗵𝗹𝗲𝘀𝘀. Not because strategy stopped mattering. Because everyone can generate one now. For most of business history, the idea was the scarce asset. Find the insight. Build the deck. Raise the capital. Hire the team. Execute the plan. That equation broke. Today, anyone with ChatGPT can create: A strategy deck. A business plan. A product concept. A brand identity. A prototype. A 12-month roadmap. All before lunch. The supply of plausible ideas went vertical. 𝗧𝗵𝗲 𝗮𝗯𝗶𝗹𝗶𝘁𝘆 𝘁𝗼 𝗲𝘅𝗲𝗰𝘂𝘁𝗲 𝘁𝗵𝗲𝗺 𝗱𝗶𝗱 𝗻𝗼𝘁. McKinsey says 88% of companies now use AI. Only 7% have scaled it. MIT MNDA found that 95% of enterprise GenAI efforts delivered no measurable P&L impact. Only 5% are extracting material value. That gap is not an imagination problem. Everyone is drowning in ideas nobody can ship. 𝗧𝗵𝗲 𝗵𝗮𝗿𝗱 𝗽𝗮𝗿𝘁 𝗶𝘀 𝗲𝘃𝗲𝗿𝘆𝘁𝗵𝗶𝗻𝗴 𝗮𝗳𝘁𝗲𝗿 𝘁𝗵𝗲 𝗶𝗱𝗲𝗮: ↳ 𝗪𝗼𝗿𝗸𝗳𝗹𝗼𝘄: the strategy that lives in Slack and dies there. ↳ 𝗥𝗲𝗹𝗶𝗮𝗯𝗶𝗹𝗶𝘁𝘆: the demo that breaks at ten users. ↳ 𝗔𝗱𝗼𝗽𝘁𝗶𝗼𝗻: the workforce that quietly keeps its old process. ↳ 𝗢𝘄𝗻𝗲𝗿𝘀𝗵𝗶𝗽: the cross-functional workflow with no accountable owner. ↳ 𝗜𝗻𝗳𝗿𝗮𝘀𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲: a 1995 data architecture asked to carry 2026 AI. AI made plausible ideation nearly free. That made execution priceless. BCG's 10/20/70 rule says the quiet part out loud: 𝗔𝗹𝗴𝗼𝗿𝗶𝘁𝗵𝗺𝘀: 𝟭𝟬% 𝗧𝗲𝗰𝗵 𝗮𝗻𝗱 𝗱𝗮𝘁𝗮: 𝟮𝟬% 𝗣𝗲𝗼𝗽𝗹𝗲 𝗮𝗻𝗱 𝗽𝗿𝗼𝗰𝗲𝘀𝘀: 𝟳𝟬% The model layer everyone is obsessing over is not the moat. 𝗧𝗵𝗲 𝗺𝗼𝗮𝘁 𝗶𝘀 𝘁𝗵𝗲 𝘀𝘆𝘀𝘁𝗲𝗺 𝗮𝗿𝗼𝘂𝗻𝗱 𝗶𝘁. Companies still optimizing prompts are optimizing the free layer. Winners are building 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻 𝗮𝗿𝗰𝗵𝗶𝘁𝗲𝗰𝘁𝘂𝗿𝗲. The model dreams. Your infrastructure ships. Or it doesn't. From Pilots to Platforms.
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Nick Panayi shared thisThere's a particular kind of morning I've missed. The one where you wake up before your alarm because you're actually looking forward to the day. Coffee in hand, a little bit of quiet before the noise starts, and this feeling of — okay, let's go. Let's see what today brings. I've had a few of those mornings lately, because a few weeks ago I decided to join Telcor as CMO. I've always identified pretty closely with my work — not in a "grind culture" way, but in the sense that having a clear purpose changes how I move through a day. And what struck me almost immediately at Telcor is how many people here feel the same way. There's a Midwestern steadiness to this place. A family-like atmosphere that isn't a slogan on a wall — it's how people actually treat each other. An executive team that shows up, asks real questions, and genuinely believes marketing isn't a cost center but a way to move the whole business forward. And the longevity here says something too. People don't just work at Telcor — they stay. Grow. Build careers here. That kind of tenure isn't an accident; it's a signal. I'm only a little ways into this, but I already feel it — the small conversations that spark an idea, the early findings, the "wait, what if we tried this" moments that seem minor now but add up to something bigger later. A team that's genuinely supportive, not just polite. I have a lot to be grateful for in my life. But there's something specific about getting up with purpose, feeling welcomed before you've even earned it, and believing in the mission you're building toward. That's where I am right now. It feels really good to be here.
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Nick Panayi reposted thisNick Panayi reposted thisMost founders don’t lose focus to distractions. They lose focus on things that look important enough to steal the day. Customer asks. Investor updates. Team questions. Cash decisions. Product fires. Hiring gaps. One more “quick thing”. And because all of it is real, it’s hard to ignore. But every day has a signal. (Usually 3 things) The decision that clears the bottleneck. The number that needs to be looked at properly. The person who needs a straight conversation. The trade-off you’ve been delaying. The thing that will still matter next month. Everything else can wait. Or at least it should. The danger is that noise often looks responsible. You answer everyone. You fix everything. You stay available. You end the day exhausted. And still, the business didn’t really move. That’s the brutal part of scaling. The company will take as much of you as you give it. So you have to choose what gets the sharpest version of you. That’s the signal. Protect it before the day eats it.
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Nick Panayi shared thisThanks Adam Turinas for having me on the podcast! Great conversation and I really appreciated how you drew out the story on this important topic. You’re a genuine storyteller, and you made it easy to dig inNick Panayi shared thisMarketing hands sales 100 leads. Sales works 10 of them. The other 90 sit there. Nobody can say for sure which ones were actually worth chasing. That gap is what my guest Nick Panayi worked to fix at Inovalon. The results? a 70% jump in MQL-to-opportunity conversion in a single quarter. Nick has spent his career at the intersection of marketing and technology (and now AI). He came back on the show to walk through the AI-powered lead scoring system he built with his colleague Christopher Marin. Here is what you will learn in this week's episode: → Traditional lead scoring hasn't really evolved since marketing automation platforms first showed up; it's still mostly single-dimensional, and that creates false positives that erode trust between marketing and sales → Nick's team combined ten different signals (behavior, ICP alignment, lookalike modeling, and more) into one dynamic score using a self-improving Bayesian model → Every score comes with a plain-language, AI-generated synopsis that tells the rep why the lead matters and how to open the conversation → Recency and lead quality together, not separately, are what actually drive conversion Nick lays out an effective blueprint, and provides an honest take on getting started even without a full AI team in-house. Link to episode in the show notes #HealthTechMarketing #ABM #B2BMarketing #HealthIT #HealthcareMarketing #LeadScoring #MarketingAIBuilding an AI Lead Scoring System That Boosted Conversion by 70%Building an AI Lead Scoring System That Boosted Conversion by 70%
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Nick Panayi reposted thisNick Panayi reposted thisSuccess doesn't always come from getting it right the first time. Sometimes it comes from refusing to quit. This driver got stuck again and again. But every failed attempt taught them something. Instead of giving up, they adjusted, stayed focused, and kept pushing until they finally drove out. That's how progress works in life too. ↳ Failure is feedback, not the finish line. ↳ Every setback teaches you something valuable. ↳ Persistence beats talent when talent gives up. ↳ Stay calm, adapt, and keep moving forward. ↳ The only guaranteed way to lose is to stop trying. The people who achieve the impossible aren't always the most talented. They're the ones who refuse to quit. #NeverGiveUp #Resilience #Mindset #Success #Determination #Motivation #Growth #Leadership #Persistence #LifeLessons
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Nick Panayi shared thisMarketing teams adopted AI to move faster. 85% still missed a campaign launch date last year anyway. Knak just surveyed 300+ enterprise marketing leaders: 70% have AI in production, but 88% say the output still needs moderate-to-substantial human editing before it ships. Sound familiar? The lesson holds everywhere: the model isn't the bottleneck. Approvals, creative production, and cross-team coordination are. AI doesn't fix a broken process. It just generates broken output faster. → Fix the workflow before you scale the tool, or you're just speeding up the mess. Source: PR Newswire / Knak – "Marketing Teams Adopted AI to Move Faster. 85% Still Missed a Campaign Launch Date Last Year" https://lnkd.in/etNKgrGT
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Nick Panayi reacted on thisNick Panayi reacted on thisClinical experience changes how you look at a business strategy. You ask different questions. Who will use this? Does it reflect how care is actually delivered? Will it make a clinician’s job easier? Most importantly, how could it affect the person receiving care? Those questions were at the center of a recent strategy session with Inovalon’s Clinical Collaboration Council, comprising a team of physicians, pharmacists, nurses, and clinical experts who bring decades of patient care experience to our technology and business. When we first brought the Council together, the goal was to create a stronger connection between the people who have delivered care and the technology we build to support healthcare. I’m grateful to the Council for the work they are doing to continue to strengthen that connection. We spent the session looking ahead at Inovalon’s growth and where our clinical experience can help us better understand the problems healthcare organizations and their teams are trying to solve. We also stepped away from strategy for a different kind of work. Together, we assembled kits for The Light House, Inc. in Annapolis with sleeping bags, toiletries, and flashlights for people experiencing homelessness. The connection between the two parts of our day wasn't lost on me. As clinicians, we know health doesn't begin and end with a clinical encounter. A safe place to sleep, access to basic necessities, and the circumstances people return to all influence their health. Whether we're discussing technology, business strategy, or serving our community, keeping the person at the center changes the conversation.
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Nick Panayi reacted on thisNick Panayi reacted on thisI’ve been collecting for 30 years, and somewhere along the way, it became a lot more than just collecting toys. Every piece in this room represents something. A character I grew up with. A story that stuck with me. An artist whose work I admired. A memory. Or sometimes, something I saw and simply thought, I have to have that. Over the years, the collection has grown to include 200+ pieces, ranging from action figures and statues to original artwork and collectibles from Marvel, Teenage Mutant Ninja Turtles and plenty of other worlds that have influenced me. But what I find most interesting is that the things that inspired me when I was younger still influence how I think creatively today. These characters were built around great design and great storytelling. Before I knew anything about branding, creative direction or visual communication, I understood that certain characters could make you feel something just by looking at them. That has always stayed with me. So yes, this is my collection. But it’s also a little history of my imagination. Some people collect art. Some collect watches, cars or sneakers. I collect stories. And apparently, I needed an entire room to hold them. 😂 Here’s a quick tour of a collection that has been 30 years in the making. #Collecting #Creativity #Design #Storytelling #PopCulture #CreativeInspiration
Experience & Education
Volunteer Experience
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Group Buddy
Jill's House
- 2 years 8 months
Children
Helping the amazing Jill's House staff with fun activities to give children with disabilities a few hours of fun, and provide their families with much needed respite.
Projects
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Digital Marketing Transformation
Digital marketing transformation including implementation of marketing automation platform (Eloqua) integration with CRM systems (SAP CRM and Salesforce.com) and marketing analytics (Birst, GoodData).
Other creatorsSee project
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English
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Greek
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Margaret Herndon
Margaret Herndon
TRANSFORMATIONAL CMO<br>A digitally savvy CMO with a deep understanding of market trends, the pulse of the customer, cross-functional collaboration, and competitive differentiation to boards/organizations. Over a 3-decade career, demonstrated strong leadership skills, a growth mindset, and a commitment to brand reinvention and customer-centric innovation. Honored with the 2024 Global B2B CMO 100 Award for visionary strategies/transformative contributions, helping shape the future of marketing in the technology sector.<br><br>BOARD COMPETENCIES<br>Served on non-profit boards and worked closely with corporate boards for the past decade. As CMO of an $18B company, built and launched its first executive customer advisory board. Experience presenting to boards on performance metrics, including marketing-influenced sales pipelines and bookings. Report on market share, customer acquisition costs, brand awareness, digital transformation, and marketing strategy. Served as a board advisor at an artificial intelligence (AI) powered e-learning network organization.<br><br>STRATEGIC & INNOVATIVE<br>Experience modernizing marketing operations and driving creative programs that differentiate the marketplace. Developed industry-first campaign models at multiple organizations, establishing new standards for customer engagement and market positioning. Championed digital transformation and customer engagement initiatives, including developing and launching an innovative digital platform projected to drive $500M in revenue and transforming a company's customer events into revenue-generating platforms. AI certification: Leverage AI and data analytics to inform customer insights and decision-making.<br><br>SALES & CUSTOMER FOCUS<br>Develop customer-centric marketing strategies that deliver impact. Collaborate with sales leaders/teams to align sales and marketing planning with business objectives. Design and implement account-based support processes that increase lead generation, support sales, and drive customer performance.<br><br>CRISIS MANAGEMENT<br>Bring composure, decisive action, and problem-solving skills to crisis management. Experience managing communication with the public, stakeholders, and the media, focusing on mitigating negative impacts and preserving a company's image during incidents. Led communications during a $1B Department of Justice and SEC settlement of $200M.<br><br>LEADERSHIP EFFECTIVENESS<br>Adept at managing large corporate marketing organizations, cultivating talent, and fostering a positive work culture where employees are valued and empowered.<br><br>📧 margaretherndon@outlook.com 📲 (214) 454-1112
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