Revolutionizing Strategic Agility with AI-Powered Platforms | Casey Carey from Quantive

Ernesto Quezada: Welcome to Pathmonk Presents, the place where business owners and marketers share their insights on digital growth. In every episode, we discuss real strategies—why they worked and also why they didn’t—so you can gain insights from real experiences and save yourself a whole lot of time and money. Let’s get to it right now.

Before we get started with today’s episode, let’s have a quick look at what Pathmonk is all about. If you are winning leads, demos, or sales through your website, then Pathmonk might be interesting for you. Pathmonk is an extension to your website. It watches each visitor as they move through your page and builds up their interest in your product or service in real-time, delivering a significant uplift in conversions from your website.

Usually, the buying journey can be divided into three stages: awareness, consideration, and decision-making. Pathmonk figures out which stage a visitor is in by watching every action they take on your website and provides them with micro-experiences such as notifications, case studies, and introductory videos, helping them move to the next stage of their buying journey toward a conversion.

Welcome to today’s episode. Let’s talk about today’s guest. We have Casey from Quantive, CMO with them. How are you doing today, Casey?

Casey Carey: Doing awesome. Thanks, Ernesto.

Ernesto: It’s great to have you on. We’re a little bit excited, and I’m sure our listeners are tuning in, wondering what Quantive is all about. In your own words, can you tell us a little bit more?

Casey: Yeah. Quantive enables what we call strategic agility. We have an AI-powered platform that helps you develop your strategy, execute that strategy by connecting it to your day-to-day activities, and then evaluate the efficacy of that strategy. We aim to bring the data, expertise, and technology together to make your strategy always-on.

Ernesto: Perfect. And so that way, our listeners can get a good understanding of your company, what are some key problems you guys like to solve for your clients?

Casey: What we found—and we actually just did some research—is that 90% of executives in large enterprises don’t feel confident that their organization has the strategic agility to move fast enough based on market disruptions and changes. The first thing we do is provide a way to continually analyze and bring that information to light so decisions can be made faster and better.

Once decisions are made, we use the OKR (Objectives and Key Results) framework to connect strategic objectives to the key results that need to happen. Then we tie this to your systems of work—whether that’s Salesforce, Asana, Jira, or others—where the work is actually done, bringing progress back into the platform so the executive team knows how they’re progressing against strategic priorities.

Ernesto: Awesome to hear that. So, is there a specific vertical or an ideal ICP for Quantive?

Casey: Interesting question. We serve three segments right now, even though the common advice is to focus on one. We have a self-serve segment for small teams or small companies—essentially an OKR platform for them. Then there’s the mid-market segment, which is more high-velocity with tens of thousands of companies served via self-serve and inside sales. Lastly, the full platform is geared toward enterprises with 1,000+ employees—typically trending toward 10,000+—and it’s a more account-based model for that segment.

Ernesto: Perfect. So how do people typically find out about Quantive? What’s your top client acquisition channel?

Casey: Historically, we’ve been very paid-media-heavy. But this year, for the first time, our organic inbound exceeded our paid media demand, which is awesome. We’ve worked heavily on SEO, content strategy, podcasts, building a community, and leveraging the “dark funnel.” Paid search and social are still big drivers for us, but the organic growth has been a game-changer.

For enterprise clients, targeting senior executives is particularly challenging. We’ve started getting creative with high-touch, experiential events—think something like South by Southwest but on a smaller, more focused scale.

Ernesto: That’s a great strategy. For our listeners who are tuned in, you can visit Quantive at quantive.com. What role does the website play in client acquisition, Casey?

Casey: It’s pretty typical. With our three segments, we struggle with who to prioritize on the homepage. So, we’ve built out sections tailored to different audiences, like enterprise content, small-team content, OKRs, and strategy content. Our goal is to drive engagement rather than just leads. We’ve got a resource library, a podcast, and a community, all aimed at creating engagement with our core audience.

Ernesto: That’s important. Are there any tips or tools you’d recommend for website lead generation?

Casey: A lot has changed. About 70% of the buyer journey happens before they talk to you, and 91% of buyers already have a preferred vendor by the time they engage. So, marketing is less about generating leads and more about creating preference. You do this by being helpful, answering questions, and creating great experiences. Once buyers raise their hand, you’ve already created a competitive advantage.

Ernesto: Great insights! Let’s switch gears and talk about you. What are some key tasks you focus on in your day-to-day work?

Casey: My day is a lot of context switching. I spend time working across the organization—particularly with sales, product, and the exec team—to ensure alignment. I also support my team, ensuring priorities are clear. If a specific area needs attention, I’ll dive in to help, like when we launched our community, “Dreams with Deadlines.”

Ernesto: And how do you stay up to date with marketing trends?

Casey: I’m part of a CMO community called Coffee Talk, which has about 2,000 B2B CMOs. It’s incredibly valuable for sharing lessons and best practices. I also consume content on LinkedIn, Medium, and traditional sources like Harvard Business Review.

Ernesto: Let’s jump into our rapid-fire round. What’s the last book you read?

Casey: Amp It Up by Frank Slootman.

Ernesto: What’s one thing Quantive is focused on the most?

Casey: AI. We’re working on using AI to synthesize data and improve strategic decision-making.

Ernesto: If there were no boundaries in technology, what would you want fixed?

Casey: Identifying the right people within accounts for targeted outreach.

Ernesto: And if you could automate one repetitive task, what would it be?

Casey: Updating dashboards and reporting.

Ernesto: Lastly, what advice would you give your younger self as a marketer?

Casey: Focus on your people. If you take care of your team, everything else will fall into place.

Ernesto: Great advice. If someone forgets everything from today’s interview, what’s the one thing they should remember about Quantive?

Casey: Quantive helps make your strategy agile and always-on.

Ernesto: Thanks for joining us, Casey. And to our listeners, thank you for tuning in. See you next time on Pathmonk Presents!