The Accuracy Crisis in Advertising: Scott McKinley on Bad Data and the Hidden Tax on CTV

The Godfather of MarTech on the Great Convergence: Scott Brinker on Al, First-Party Data, and the Future of MadTech

The MarTech landscape exploded from a few hundred tools to more than 15,000. But according to Scott Brinker, the real story isn’t software sprawl — it’s the collapse of the silos between marketing, advertising, data, AI, and enterprise operations.... In this episode, we sit down with the “Godfather of MarTech” to unpack one of the biggest shifts happening in modern business: the convergence of MarTech and AdTech into a new AI-driven operating model for marketing. We explore why the old world of disconnected systems, fragmented customer journeys, and rigid SaaS categories is breaking apart — and what replaces it. From first-party data and composable architecture to agentic AI and context engineering, Scott lays out a vision for a future where marketing systems become less about interfaces and workflows… and more about intelligence, orchestration, and decision-making. We also dig into: * Why the SaaS business model is under pressure * The rise of the “hyper-tail” of custom AI-built software * Why analytics may be the first MarTech category fully disrupted by AI * The hidden organizational problem behind poor data strategy * Why “context” may become the most important concept in enterprise software * How AI is changing the relationship between platforms, APIs, services, and custom development * Why brands need to rethink the divide between owned media and paid media * The future of composable MarTech stacks and semantic data layers * Why the next generation of marketers will need radically different skills Scott also shares his perspective on: * The evolution from suites → ecosystems → composable AI systems * Why traditional UI-driven software may be headed toward a major transformation * The role of first-party data in connecting customer experience across channels * Why most organizations still aren’t prepared for the operational realities of AI * And why the companies that bridge MarTech and AdTech most effectively may have a major competitive advantage in the years ahead This conversation goes deep into the infrastructure layer of modern marketing — but ultimately it’s about something bigger: how organizations make decisions in an AI-native world. If you care about: AI + marketing Composable architecture Customer data strategy Enterprise software Agentic workflows The future of SaaS Or the convergence of MarTech, AdTech, and DataTech… …this is a must-listen episode.

The Accuracy Crisis in Advertising: Scott McKinley on Bad Data and the Hidden Tax on CTV

What if nearly half of every dollar spent on Connected TV is being wasted before an ad is ever served to the right person? In this episode of Signal & Noise, Brett House and Rio Longacre sit down with Scott McKinley, one of the advertising industry’s most outspoken voices on data quality and identity. As founder and CEO of Truthset, Scott has spent years exposing a problem that sits at the heart of modern advertising: the vast majority of audience data flowing through digital and CTV ecosystems is far less accurate than marketers assume. Drawing on decades of experience spanning Nielsen, Exelate, and his own entrepreneurial ventures, Scott explains why advertising markets ultimately run on one thing: trust. When buyers and sellers lack confidence in audience quality, the result is friction, inefficiency, and billions of dollars in wasted media spend. The conversation takes a deep dive into Connected TV, where Scott argues that a hidden “accuracy tax” is undermining the promise of precision advertising. Much of today’s CTV targeting relies on probabilistic links between IP addresses and consumer identities—connections that, according to Truthset’s research, are often wrong the majority of the time. The result is a system where advertisers believe they are buying highly targeted audiences, while in reality they are frequently reaching the wrong households altogether.   Scott also shares a provocative thesis about the future of media: publishers, broadcasters, and streaming platforms must embrace authentication if they hope to compete with the walled gardens. Companies like Google, Meta Platforms, Amazon, and Netflix command premium advertising economics not simply because they have scale, but because they know exactly who their users are. Without authenticated audiences, much of the open internet risks becoming an increasingly commoditized marketplace of low-quality impressions and collapsing CPMs. Along the way, Scott and the hosts explore: * Why trust is the foundational currency of advertising markets * How bad identity linkages create massive inefficiencies in CTV * The historical role Nielsen played in establishing confidence in television advertising * Why many marketing measurement systems reward cheap reach over true effectiveness * The economic case for authenticated audiences across the open web * How publishers can dramatically increase yield by prioritizing data quality over scale * Why CPMs for truly verified audiences are likely to rise significantly in the years ahead * The need for independent standards and governance to restore confidence in digital advertising This episode is a powerful reminder that sophisticated algorithms, AI, and attribution systems are only as good as the data beneath them. If the underlying audience signals are wrong, every optimization built on top of them becomes suspect. For marketers, publishers, and technology providers alike, Scott makes the case that the future of advertising belongs to those who can prove that their data is accurate—and earn the trust that makes markets work.

Signal Break: The Real Take on the LiveRamp Acquisition by Publicis Groupe

The independent infrastructure era may be ending. In this inaugural Signal Break, we unpack one of the most consequential AdTech deals in years: Publicis Groupe [https://www.publicisgroupe.com?utm_source=chatgpt.com] acquiring LiveRamp [https://www.liveramp.com?utm_source=chatgpt.com]. Joined by Bob Walczak and Krish Raja, we break down what this deal really means for identity, clean rooms, publishers, UID2, systems integrators, and the future of the open internet. * Is this the end of “neutral” identity infrastructure? * Are HoldCos becoming walled gardens? * Does agentic AI accelerate consolidation—or make it obsolete? We get into all of it. This is the first official Signal Break: rapid-response episodes covering the biggest shifts happening across AdTech, AI, media, and infrastructure in real time. Enjoy!

The End of Marketing’s Age of Opinion: Greg Stuart on Measurement, Attribution, and Making Marketing More Predictable

What if marketing’s biggest problem isn’t a lack of data… but a lack of discipline? In this episode of Signal & Noise, we sit down with Greg Stuart, CEO of the Marketing + Media Alliance (MMA), for a deep, unfiltered conversation on why marketing still struggles to earn trust—and what it will take to fix it. Greg has spent the last several years rebuilding MMA into a global force focused on one core mission: turning marketing from a field driven by opinions, proxies, and vendor narratives into a real profession grounded in science, evidence, and predictable outcomes.  This conversation is a hard reset. Because despite more dashboards, more tools, and more AI than ever, most marketing organizations still can’t answer the one question that matters: Is this actually making better decisions—and driving real business impact? The “Age of Opinion” is Ending Greg argues that marketing has operated for decades without a codified body of knowledge—unlike finance, medicine, or engineering. And until that changes, trust from the C-suite (and especially the CFO) will remain fragile. Measurement ≠ Better Decisions * Only ~30% of marketers trust their KPIs enough to use them for strategy * Only ~29% can trace decisions back to data * Just ~22% describe their analytics capabilities as robust  The problem isn’t dashboards. It’s decision-making maturity. The Attribution Illusion From last-click to MMM, Greg breaks down why most measurement frameworks still fall short—and why marketing continues to struggle to prove value in financial terms that CFOs actually believe. AI Won’t Save Broken Foundations AI doesn’t create truth—it reflects patterns. If your assumptions, metrics, and operating model are weak, AI will simply scale those weaknesses faster. Why Marketing Lacks Trust (and How to Fix It) * No standardized “science” of marketing * Overreliance on vendors and proxies * Weak linkage to financial outcomes * A discipline still driven too often by narrative over evidence * Marketing’s credibility problem is structural, not cosmetic * Measurement maturity is organizational—not just technological * CFO trust is the ultimate test of marketing effectiveness * AI is a force multiplier—but only if the fundamentals are sound * The future belongs to teams that move from reporting → experimentation → evidence → prediction This isn’t another conversation about dashboards, tools, or tactics. It’s about whether marketing can evolve into something more rigorous, more trusted, and more predictable—or whether it continues to operate as a function driven by opinion, intuition, and fragmented incentives. If you’re a CMO, operator, or builder trying to navigate measurement, attribution, and AI… this episode will challenge how you think about all of it. Watch the full episode and join the conversation. #SignalAndNoise #Marketing #AI #Attribution #Measurement #CMO #AdTech #MarTech 🔑 What We Cover💡 Key Takeaways🎯 Why This Episode Matters

The Sell-Side Strikes Back: Joe Root on AI, the Outcomes Era, and Rebuilding the Ad Stack from the Publisher Up

For the better part of two decades, the buy-side controlled the game. Data. Decisioning. Optimization. Margin. Publishers? Commoditized. Intermediated. Squeezed. But that era may be ending. In this episode, Joe Root (Co-Founder & CEO, Permutive) returns to Signal & Noise with a sharper—and far more disruptive—thesis: AI is shifting the center of gravity of advertising back to the sell-side. We unpack what happens when: * Decisioning moves closer to the data * Signal-rich environments outperform identity graphs * And publishers stop selling impressions… and start selling outcomes Because if the most valuable data lives on the sell-side—and AI can act on it in real time—then the entire AdTech stack gets rewritten. The Death of the “Buy-Side-First” Internet Joe breaks down why the traditional model—where DSPs optimize against thin, degraded signals—is fundamentally broken. By the time an impression reaches the bidstream, most of the signal is already gone. The result? Poor targeting, wasted spend, and a race to the bottom. The Rise of Sell-Side Intelligence Permutive’s approach flips the model: decisioning happens at the edge, inside publisher environments, where the richest behavioral and contextual data actually exists.  This isn’t just better targeting—it’s a different architecture. From Curation to AI-Driven Outcomes What started as curation and probabilistic targeting is evolving into something bigger: → Real-time prediction → Continuous optimization → Outcome-based execution We explore how AI turns fragmented signals into scalable performance—and why this unlocks a new commercial model for publishers.  The “Outcomes Era” Explained Selling impressions is easy. Selling outcomes is hard. Joe explains what actually has to change—technically and commercially—for publishers to move from CPMs to measurable business results.  Agency Business Model Reset As AI erodes the billable-hours model, agencies are being forced into a new role: → Investment managers → Principal traders → Outcome owners We dig into how this shift is reshaping incentives, margins, and how media gets bought. Agentic Trading & the Future of the Market If both buyers and sellers deploy AI agents, what happens next? Do auctions disappear—or get demoted? Does allocation move upstream—before an impression is ever served? And who wins when media becomes negotiated instead of auctioned?  This isn’t a conversation about incremental optimization. It’s about who controls the advertising system in an AI-driven world. Because if Joe is right: * DSP-centric decisioning gets abstracted * SSPs and publishers gain leverage * And the open web—long written off—may have its strongest comeback yet The future of advertising won’t be defined by who buys impressions fastest. It will be defined by who controls signal, decisioning, and outcomes closest to the user. And for the first time in a long time… that might be the sell-side.