How Small Teams Win Enterprise Marketing with Briana Palma

Briana Palma is proof that small teams can win in enterprise marketing. She came into B2B by accident, with a background rooted in content and editorial work for consumer brands, before spotting an opportunity to build a true B2B engine at We Are Rosie. What started as leading content evolved into shaping how a lean team drives demand, brand, and growth for enterprise clients.

In this episode of B2B Marketing Unlocked, Briana joins host Jony Mansilla to break down how small teams win enterprise marketing. She shares how We Are Rosie structures a flexible, high performing marketing team, how brand and referrals fuel enterprise growth, and why focus matters more than being everywhere. Briana also explains how her team balances organic and paid strategies, experiments with gated content, and launched a successful rebrand without losing momentum.

What You’ll Learn:

• How Briana transitioned into B2B marketing and built an enterprise engine

• How small teams can compete for enterprise clients

• Why brand and referrals matter more than tactics alone

• How to balance organic content with paid media

• How to think about gated versus ungated lead magnets

Briana Palma is the Head of Marketing at We Are Rosie, where she leads brand and demand efforts for a company helping enterprise marketing teams build flexible, high performing teams. She focuses on building strong brands, driving inbound growth, and helping small marketing teams operate with clarity and impact.

This podcast is brought to you by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract ideal customers. Learn more at https://jonystudios.com

Highlights:

• [00:00] Introduction to B2B Marketing Unlocked

• [00:32] Briana Palma’s journey into B2B marketing

• [03:57] Building a small but mighty marketing team

• [05:44] Targeting enterprise brands and navigating bureaucracy

• [07:03] Strategies for landing enterprise clients

• [09:22] Leveraging HubSpot for marketing success

• [11:09] Balancing organic and paid marketing strategies

• [14:43] Lead magnets: gated vs ungated content

• [17:55] The rebranding campaign as a case study

• [23:01] Challenges in modern marketing

• [28:52] Quick fire round: resources and influences

Episode Resources:

• Briana Palma on LinkedIn

• We Are Rosie Website

• Jony Mansilla on LinkedIn

• Jony Studios Website

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