OTM

🎉 This weekend, we’re celebrating our resident creative queen, costume icon, taco-suit legend, and freshly minted 40-something, Val Kailburn! 🎉

From leading our brand, creative, and strategy teams to rocking a full taco suit without missing a beat (🌮), from swinging big on the golf course (🏌️‍) to planning unforgettable team moments (🖤✨) - Val does it all.

Val brings equal parts brilliance and boldness to everything she touches. As Chief Creative Officer and OTM Co-Founder, she’s been shaping our brand and culture since day one.

She’s got vision, edge, and just the right amount of chaos to keep the rest of us on our toes, and the meeting transcripts to prove it.

Join us in raising a toast (or a taco) to Val this weekend. 🥃
Because (let's be honest) the world’s more fun, louder, and definitely more fabulous, with her in it! Happy Birthday month, Val! 🎉

If your revenue feels unpredictable, take a closer look at the buyer’s experience.

To the buyer, it feels like one conversation, one decision, and one risk.

But inside the company, sales and marketing often work on different timelines, follow different goals, and define success differently.

That disconnect creates friction. It causes confusion and hesitation at the exact moment the buyer needs clarity and confidence.

In this short video, our Senior Client Success Manager, Rachel Schlegel, shares:

➡️ Where momentum quietly breaks down during the buying process
➡️ Why internal misalignment shows up as buyer hesitation
➡️ What high-performing teams do differently to keep deals moving forward

A question worth asking:
Does your sales and marketing teams operate as one connected system, or a set of disconnected parts?

Team-building week at OTM looked like this:

A mostly remote team, finally in the same room after months of Slack and Zoom, which always hits a little different.

We spent time aligning on strategy, rolling out Outcome Profiles with Sel Watts, and getting clear on what’s next.

And then, flower arranging in Old Town Fort Collins at CC's Flower Truck.

When your team skews female, these become very normal team activities. Miles was conveniently “busy with the kids,” which we’re choosing to interpret as perfect timing 😆 LOL.

We do this twice a year on purpose. Get aligned, build momentum, get back to work, and spend enough time face-to-face to strengthen how we actually operate as a hybrid team.

The moms on our team have a skill set that no job description could fully capture.

They lead strategy, build campaigns, manage client relationships, and somehow still remember whose turn it is for show-and-tell. Almost 50% of the OTM team are moms, and the bar they set every single day is something else.

Happy Mother's Day weekend to the OTM moms and every working mom out there doing extraordinary things in the margins of an already full life. You make it look easy. We know it isn't.

Most professional services firms abandon their marketing before it has a chance to work.

One client journey we tracked closely took 7 months and touched every channel: email, content, LinkedIn, direct outreach, and website. Seven months of consistent presence before a conversation ever happened.

That engagement closed at $64,000.

This is the reality of B2B buying behavior that most firms either don't know or don't have the patience for. The decision to hire a firm like yours rarely happens in a single moment. It happens across a sequence of impressions, each one building on the last, until the timing is right and the trust is already there.

The firms that win aren't the ones running the most campaigns. They're the ones still showing up when everyone else has already stopped.

Watch our Chief Growth Officer, Kerrie Luginbill, break this down. 👇