Dark Social is the difficult to measure areas where companies are creating demand for their category, brand, and product every single day. Brands that everyone knows and loves are built here, not through MQL generation. And let there be no confusion—the highest performing marketing teams in 2021 and beyond are winning by crushing their Dark Social strategy. Once you change how you measure marketing, what you optimize for, and how you think about attribution it opens up an incredible amount of opportunities for what B2B companies can do, that nobody is doing right now. When you stop trying to optimize to generate MQLs at the cheapest possible price, your mindset will change to educating the industry on how you do things and how it impacts them. When your prospects get continuous value out of your content, without an SDR beating down their door, they will continue to come back time after time—And eventually, when they're ready to buy, you'll win that opportunity.