David SolisB2B Webinar Strategy & Management
From single-event production to full-scale demand gen programs: I turn webinars into measurable pipeline for B2B SaaS and enterprise teams, on staff or as an outside partner.
Available for //Full-time · Fractional · Project
RecThe market has changed. Most webinar programs haven't.
The B2B buying journey has shifted in ways most webinar programs haven't caught up to. Buyers research in private. Decisions are made before vendors are invited in. And volume-based metrics are losing boardroom credibility fast.
Most webinar programs are still optimizing for the 3%. I build programs that reach the other 97%.
Whether you need a single polished event or a scalable 100+ webinar annual program, I bring the strategy, production, and follow-through to make it work.
Build or audit a webinar program: cadence, format mix, funnel alignment, and KPI frameworks. Lead gen vs. demand gen positioning included, because registrations alone are not pipeline signal.
Speaker coordination, run-of-show, platform management, live moderation, and post-event reporting. Built on the T-minus scheduling framework and a 6/6 pre and post-event lifecycle model.
Goldcast · ON24 · Zoom Webinar · Webex
Connect the webinar program to MAP, CRM, and sales follow-up workflows. Scoring, segmentation, and nurture track setup built around pipeline quality, not MQL volume.
Marketo · HubSpot · Salesforce
Transform one webinar recording into clips, blog posts, email sequences, and sales enablement assets: 12+ formats over 6 weeks. AI-assisted, human-curated, so a 45-minute event becomes source material.
Extend webinar reach with ungated replay programs that fuel demand gen long after the live date. Gate the live event, open the replay: two motions, one piece of content, built for the 97% who never fill out a form.
Evaluating or migrating between webinar platforms, with hands-on experience across every major enterprise tool and a clear view of how they compare.
Goldcast · ON24 · Zoom Webinar · Webex · Hubilo · Bizzabo · Notified
Platforms & stack
Clients and employers have included Cloudflare, Square, Wiley, IHS Markit, and Spiceworks Ziff Davis: SaaS, security, fintech, publishing, and enterprise tech verticals.
I have spent my career moving between staff roles and client work, and I plan to keep running both. Whichever door you came in through, the playbook is the same: webinar programs built for pipeline, not headcount theater.
Most of my 15+ years have been spent embedded in marketing teams: owning the webinar program end to end, managing direct reports, and answering for the pipeline number. I'm open to remote roles where webinars and virtual events are the job, not a side duty.
For teams that need the capability without the headcount: fractional program management, strategy audits, platform migrations, and single-event production. Scoped engagements with clear deliverables, from one webinar to a full program build.
Live
Most webinar programs are still chasing registration volume as proof of pipeline contribution. The research is clear: the board stopped asking about MQLs. Pipeline generated, opportunities, and new ARR are what gets reported. Every webinar decision I make, from topic to gate vs. ungated to follow-up cadence, is calibrated to those outcomes, not event-day headcount.
A 45-minute conversation should live in 12 formats across 6 weeks. Clips, blog posts, email sequences, sales enablement assets, on-demand replays. The live event is where you capture declared interest. Everything after is demand gen. I build programs where the event is the beginning, not the end.
With experience spanning media, cloud security, fintech, and enterprise tech, I bring cross-vertical pattern recognition to every engagement. I've seen what breaks at scale, what the scoreboard looks like when it's wrong, and what it takes to fix both.
AI-assisted editing and content repurposing is core to my workflow. But when everyone produces 10x the content, everything sounds the same. Human judgment, knowing which moments matter, which story to tell, which format serves which audience, is what changes the ROI story. I use AI to accelerate production. I use judgment to make it land.
200 registrants and 80 attendees does not mean 80 interested buyers. Intent signals from a registration form are weak at best. I build programs that create content people want to return to, not pipeline theater that generates leads sales will never touch.
Gate the live event. Open the replay. The lead gen motion already happened. The replay is demand gen: you're staying visible and valuable to in-market buyers who weren't ready to register when you ran the live date. That's the 97% most programs never reach.
The best webinar program I've built treated every live event as source material. One conversation became clips, a blog post, an email series, sales enablement, and an on-demand asset. Webinars are not a channel. They are the anchor of a multitouch, multichannel campaign.
Spreading a webinar program across six channels often means owning none of them. I help teams concentrate force: one well-run program with real infrastructure beats five half-built motions with weak signals.