Is gating your content hurting buyer trust?

To gate or not to gate…that is the question on every marketer’s hot takes list. For Chris Singlemann, Senior Manager of Demand Generation at Prelude, the answer is simple: ungated. Why? Transparency builds trust. Chris shares how his team prioritizes transparency and authenticity by focusing on clear, use case-based product demos, interactive videos, and ungated content that removes friction and earns buyer trust. From his early days in the agency world to leading demand generation at a Series A startup, Chris offers a candid look at the challenges and opportunities of marketing in one of the toughest industries: cybersecurity.We explore actionable strategies for marketers navigating early-stage companies, including the value of sprint methodologies, leveraging thought leadership ads, and creating interactive demos that inform and engage buyers. Plus, Chris breaks down how to simplify attribution while still collecting the insights that matter most.What You’ll Get:How ungated content can drive more informed sales conversationsWhy authenticity is the key to winning over skeptical cybersecurity buyersThe role of sprint methodologies in agile marketing teamsThe impact of thought leadership ads in building trust and retargeting audiencesThings to listen for:(00:00) Mark’s intro and what makes this episode a must-listen(01:42) Chris’s transition from agency life to cybersecurity marketing(03:14) The highs and lows of finding product-market fit as a team of one(05:05) Why ungated content works in cybersecurity and how to execute it(07:48) Building trust with product videos and guided demos(10:42) Simplifying attribution: What every marketer needs to focus on(12:32) Chris’s lessons learned from thought leadership ads(18:20) What excites Chris most about marketing in 2025Subscribe to Mark’s newsletter, Evidently: https://evidently.beehiiv.com/subscribeLearn more about the customer evidence platform trusted by B2B teams at Gong, HackerOne, Sendoso, and more at userevidence.com.