189. Sander Van Gelderen, CMO, Effectory - Why MQLs Aren’t Enough and How ABX Is Closing the Gap

In this episode, we’re joined by Sander van Gelderen, CMO at Effectory, an employee listening solution platform helping organizations measure and improve engagement, enablement, and productivity at scale, serving 700+ recurring customers across the Benelux, DACH, and now the Nordics.

We spoke with Sander about how Effectory transformed from a project-based consultancy into a recurring revenue SaaS business and how his team is reshaping their go-to-market motion through Account-Based Experience (ABX). The goal? Closing the gap between marketing and sales, reducing waste, and targeting only the accounts truly in-market.

Here are some of the key questions we address:

• What is ABX and how does it differ from ABM in practice?

• How do you unify marketing and sales targeting to remove friction?

• What were the warning signs that the traditional MQL model wasn’t working?

• How do you implement ABX without losing velocity or your team’s trust?

• What process and tech changes are required to make ABX work?

• How should marketing compensation evolve in an ABX world?

• What are the real trade-offs and pitfalls no one talks about?

🎧 Tune in to hear how Sander and his team are aligning people, process, and technology, proving that better targeting isn’t just possible, it’s essential for sustainable growth.