Live Webinar · Winnable Accounts Series
Attention Isn’t Intent. And It’s Costing You Pipeline.
June 4, 2026
12:00 PM ET / 9:00 AM PT
60mins
Your dashboards are green. Your intent scores are firing. So why won’t pipeline move?
Because intent data doesn’t measure buying readiness. It measures attention. And when you treat one as the other, you’re targeting the wrong accounts, and sending Sales in blind.
Leave with a framework that tells you which accounts are actually worth your time, and which ones just look that way.
You’ll Learn:
Why attention ≠ intent, and why the confusion is expensive
What actually makes an account winnable (propensity + timing, not just activity)
How to use intent data correctly: as a timing signal, not a targeting definition
How to give Sales a confident answer to “why this account, why now?”
YOUR SPEAKERS
Derek Schoettle
CEO, DemandScience
As CEO, Derek leads the overall strategy and direction of DemandScience. Prior to joining DemandScience, Derek was a Growth Partner at Great Hill Partners where he worked with portfolio companies to drive all aspects of their go-to-market initiatives. He also served as CEO of ZoomInfo after Great Hill invested in the company and oversaw its successful sale to DiscoverOrg in 2019. Other executive roles include being GM of the IBM Watson & Cloud Data Division, CEO of Cloudant, Chairman of Dealfront, and a board member at Totango, a leading customer success platform provider.
Jason Chapman
COO, GTM Fabric
Jason Chapman is the COO and Co-Founder of GTM Fabric, which turns partner ecosystems into predictable pipeline engines by orchestrating expert networks, activation partners, and agentic workflows. He leads the company’s commercial strategy, partnership operations, and services-as-software delivery model.
Prior to GTM Fabric, Jason held executive operating roles across Infor (SVP Commercial Strategy and Operations, incl. Ecosystem Partnerships), Skillsoft (SVP Global GTM Operations), SAP (Global Head of Demand Management, COO for North America’s Customer Innovation Office, VP Corporate Strategy for the Americas and Asia Pacific). He previously served as a Principal at Bain & Company in Boston and Amsterdam, leading growth strategy and M&A engagements for global technology, media, and telecom clients.
Jason holds an MBA from the MIT Sloan School of Management and BAs in Computer Science and Japanese from Williams College. He is originally from Alaska, but now resides in New Jersey with his partner and their blended family of five children.
Rohini Kasturi
CEO, HG Insights
Rohini Kasturi is a distinguished C-Suite executive, board member, and trusted advisor to numerous private equity and venture capital firms. An alumnus of Harvard and Stanford, he has profoundly impacted the growth trajectories of various public, private, and venture-backed companies.
His pioneering efforts in the hybrid cloud market since early 2010, coupled with his expertise in scaling SaaS businesses in data, security, and more, have solidified his reputation as a respected leader and trusted advisor, and earned him numerous accolades and over 20 patents.
Kasturi was pivotal as EVP and Chief Product Officer at SolarWinds, a renowned IT management software company. He managed product development, engineering, product marketing, strategic alliances, portfolio management, and several other functions, transforming the company’s structure towards a Platform model and achieving remarkable year-over-year growth in key business metrics.
His professional journey includes a significant tenure at Pulse Secure as the Chief Product and Development Officer. Here, he doubled the company’s bookings by innovating the Zero-Trust Security Portfolio and played a critical role in its acquisition by Ivanti. Before this, as the VP/GM of Cloud and Data Management business unit at Veritas Technologies, he launched the first multi-cloud data and information management SaaS platform, demonstrating his forward-thinking approach. He is also the founder/CEO of Avni.io, a venture in cloud virtualization technology, which Veritas later acquired.
With more than two decades of technical achievement and business acumen in the B2B tech industry, Rohini Kasturi continues to foster leadership through empathy and accountability, and to drive innovation across SaaS, cloud, data analytics, and AI/Agentic technologies.
Mark Wheeler
GTM Advisor
Former CMO at Storyblok and LeanIX (acquired by SAP).
Mark Wheeler is a GTM advisor and former CMO at Storyblok and LeanIX (acquired by SAP), with earlier senior marketing leadership roles at Nutanix, Sitecore and EMC. He helps enterprise software companies focus their go-to-market on accounts where fit and timing align, using propensity modelling alongside intent signals to lift win rates and pipeline predictability – an approach that helped take LeanIX from around 500 to 1,300+ customers ahead of its SAP acquisition. A three-time Global Top 100 B2B CMO, Mark has grown global teams across the Americas, EMEA, and APAC.
Your targeting model has a blind spot.
This session shows you exactly where it is.
If you’re using intent data to define who to target, rather than when to engage the right accounts, you’re generating activity that won’t convert. This session shows you the difference between attention and intent, what makes an account genuinely winnable, and how to rebuild your targeting logic around signals that hold up when Sales picks up the phone.
June 4, 2026
12:00 PM ET / 9:00 AM PT
45mins