Running sales and marketing as one engine with Dan Chapman

Executive Conversations

In this episode of Executive Conversations, Maeva Cifuentes speaks with Dan Chapman, VP of sales and marketing at DocNow. Dan tells the story of walking into a startup that was generating one or two MQLs a month, then building a 90-day lead-gen engine that lit up the entire pipeline. He explains how owning both sales and marketing forces a single-funnel mindset, why every project must prove its revenue impact fast, and how he justifies brand spend by showing that one closed deal covers the cost.

Dan shares his “north star” spreadsheet of thirty ranked experiments, describes hiring creatives who can tie design to bookings, and details how constant calls with reps eliminate silos. He also digs into measuring success with CAC efficiency, balancing short-term pipeline with long-term credibility, and adapting to buyers who either want total handholding or zero contact. The conversation is a blueprint for making marketing accountable without killing creativity.