---
title: "The content your buying committee actually reads"
description: "Orionbo thought the whitepaper carried the deal. The attribution data said the comparison page did. What changed once marketing believed it."
url: https://meridian.nexity.build/podcast/the-content-your-buying-committee-actually-reads
published: 2026-09-23
updated: 2026-10-27
---

# The content your buying committee actually reads

*The Deal Record · Ep. 13 · Sep 23, 2026 · 34 min*

Orionbo thought the whitepaper carried the deal. The attribution data said the comparison page did. What changed once marketing believed it.

- Guest: Priya Natarajan (VP Marketing, Orionbo)
- Hosted by: Mark Richards (Head of Revenue Research, Nexity)

Listen on: [Spotify](https://open.spotify.com/episode/deal-record-13), [Apple Podcasts](https://podcasts.apple.com/podcast/the-deal-record/id0000000000?i=13), [YouTube](https://www.youtube.com/watch?v=dealrecord13)

## Chapters

- 00:00 The whitepaper everyone was proud of
- 07:15 What the deal timeline showed instead
- 18:30 Rebuilding the content calendar around closed-won

Orionbo thought the whitepaper carried the deal. The attribution data said the comparison page did. What changed once marketing believed it.

### In this episode

00:00 — The whitepaper everyone was proud of.

07:15 — What the deal timeline showed instead.

18:30 — Rebuilding the content calendar around closed-won.

Recorded for season 2 of The Deal Record. Episodes run about 34 minutes and are released every other Tuesday.