In this episode of The Marketing Front Lines, we speak with Natalie Taylor, Head of Marketing at Capsule. Capsule is an AI-powered video editing platform built exclusively for enterprise brands that need to scale video production while maintaining strict brand compliance. After raising their Series A earlier this year, Capsule has found product-market fit by solving a critical pain point: creative teams can’t keep up with organizational demand for video, yet enterprise brands require strict brand control that consumer tools can’t provide. Natalie shares how intimate VIP dinners became their highest-performing go-to-market motion, why curation matters more than event scale, and the tactical playbook for running enterprise events that actually convert. Topics Discussed: - Building an enterprise-first go-to-market strategy from day one - Scaling VIP dinner events as primary demand generation channel - Designing event formats that balance community building with sales discovery - Targeting creative leaders in large enterprise organizations - Navigating multi-stakeholder sales cycles (creative teams, end users, CMOs) - Pivoting from UGC collection platform to enterprise video editing tool - Planning virtual events while maintaining in-person event quality Lessons For B2B Marketers: - Use Event Invitations as High-Conversion Outbound Campaigns: Capsule’s VIP dinner invitations achieve exceptional open and response rates by leading with value, not product. Subject lines like ”VIP creative dinner in [city]” at recognizable restaurants get attention from busy executives who ignore typical sales outreach. Including peer attendees from recognized brands creates social proof and FOMO. Even prospects who can’t attend convert into sales conversations because the invitation itself positions Capsule as solving their exact problem. - Ruthlessly Curate Guest Lists Over Event Scale: The ideal event mix is 20% best customers, 10% internal team (including CEO and top sales reps), and 70% dream prospects. Attendees consistently cite guest curation—being surrounded by true peers and people they look up to—as the most valuable aspect of Capsule’s events. A dinner with 7-8 highly-qualified people outperforms events with 30+ mixed-quality attendees. Everyone’s time is limited; junior ICs who can’t add value to peer discussions kill the experience. - Keep Event Budgets Under $10K All-In: For intimate dinners of 12-16 people, staying under $10,000 total (including travel, team costs, food, and videographer) is totally manageable even in expensive markets like San Francisco and New York. Going significantly over that threshold requires justifying the spend. This budget discipline forces prioritization on what actually matters—the people in the room—rather than expensive production that doesn’t drive results. // Sponsors:  Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co // Don’t Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role.  Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM