125: Process Over Outcomes: The Real Path to GTM Efficiency - with Sidney Waterfall, VP Marketing at OpenBrand

Sidney Waterfall has led agencies, advised high-growth teams, and now runs marketing in-house at OpenBrand. In this episode of Women in B2B Marketing, we unpack how focusing on process, not outcomes, builds momentum, clarity, and GTM efficiency that actually lasts. Sidney shares how her team runs PR without an agency, uses proprietary data to earn credibility, and measures what truly moves the business forward. From pipeline coverage to process discipline, she offers a refreshingly honest take on what modern marketing leadership really looks like. Here’s what we cover:Why “process over outcomes” is the mindset every marketing leader needsHow OpenBrand built long-term PR credibility through data, not hypeObsessing over inputs instead of chasing metricsPartnering with finance to tie marketing to business outcomesThe frameworks Sidney uses to track rolling pipeline coverage and GTM efficiencyRedefining pipeline sources to align sales and marketing around shared successHow to build a team culture that learns from what doesn’t workWhat Sidney learned moving from consulting to in-house leadership Key Links:Guest: Sidney Waterfall: https://www.linkedin.com/in/sidneywaterfall/Host: Jane Serra: https://www.linkedin.com/in/janeserra/ –– Like WIB2BM? A quick rating or review helps new listeners find the show.