Seven Pipeline Killers Facing B2B SaaS in 2026: How Media Mistakes Stall Account Progression and Deal Velocity
Across hundreds of audited and actively managed B2B SaaS campaigns, spanning mid-market to enterprise and awareness through late-stage acceleration, we’ve seen the same patterns quietly derail pipeline performance. Budgets increase. Dashboards look busy. MQL targets get hit. Yet revenue stalls. The problem isn’t effort or spend. It’s structural flaws baked into how media programs are designed, measured, and optimized.
In this session, we’ll break down the seven most common media mistakes we’ve observed repeatedly choke pipeline growth, from optimizing for the wrong signals and misaligning with sales motion to over-relying on single channels and failing to influence buying committees.
More importantly, we’ll show how high-performing teams correct these flaws to move from activity to real account progression. If your campaigns are generating engagement but not accelerating revenue, this session will challenge assumptions and provide a sharper blueprint for building media programs that actually drive pipeline.
Speakers
More Information
Related Sessions
AI Eats the World
The big four tech platforms spent over $400bn on AI in 2025. How will …The big four tech platforms spent over $400bn on AI in 2025. How will this new platform shift work?How is it most useful?Where will the value capture be and the value destruction?The big four tech platforms spent over $400bn on AI in 2025. How will this new platform shift work?How is it most useful?Where will the value capture be and the value destruction?The big four tech platforms spent over $400bn on AI in 2025. How will this new platform shift work?How is it most useful?Where will the value capture be and the value destruction?Show MoreClick the title to see all details
Building a Sexy Brand in an Unsexy Industry
B2B isn’t boring - it’s human. Behind every buying decision is a perso…B2B isn’t boring - it’s human. Behind every buying decision is a person, and in a world run on relationships, trust, and reputation, the mechanism for growth is the same whether you’re building on LinkedIn or anywhere else: people buy from brands the…B2B isn’t boring - it’s human. Behind every buying decision is a person, and in a world run on relationships, trust, and reputation, the mechanism for growth is the same whether you’re building on LinkedIn or anywhere else: people buy from brands they believe in. In this session, Elfried Samba makes the case for human-to-human brand building as the most powerful growth lever in modern B2B. As paid media becomes more expensive and less reliable, t…B2B isn’t boring - it’s human. Behind every buying decision is a person, and in a world run on relationships, trust, and reputation, the mechanism for growth is the same whether you’re building on LinkedIn or anywhere else: people buy from brands they believe in. In this session, Elfried Samba makes the case for human-to-human brand building as the most powerful growth lever in modern B2B. As paid media becomes more expensive and less reliable, the brands pulling ahead are those that turn attention into trust, trust into community, and community into revenue. Elfried brings first-hand operating experience to the stage. As former Global Head of Social Content at Gymshark, he helped scale one of the world’s most influential community-led brands by turning social audiences into cultural believers. Today, through his agency Butterfly Effect, he works with brands including Netflix, Bumble, Formula E, Square, LinkedIn, Adobe, and Vodafone, helping them build community-powered growth engines that compound over time. Alongside this, Elfried is also one of LinkedIn’s most influential creators, with a fast-growing audience built by applying the same community-first principles in real time - proving that the rules of brand, community, and trust work just as powerfully in B2B as they do in consumer culture. Attendees will leave with a clear, practical framework for community insurance - the signals, behaviors, and habits that help brands defend against volatility, build belief at scale, and grow even when performance marketing stops performing. This isn’t about vibes or vanity metrics. It’s about building trust like a system and capitalising on it.Show MoreClick the title to see all detailsShow More
