Keeping Our Seat At The Table: A Marketing Report Card
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Transcript of Keeping Our Seat At The Table: A Marketing Report Card
Keeping our seat at the Table:
A Marketing Report Card
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Today’s Agenda
ü Background
ü Findings
ü Conclusions
ü Next Steps
ü Q & A
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And the winner is…
Carol O.
LeadMinders.com
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Today’s Presenters:
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Jerry Rackley Chief Analyst
Demand Metric
Alison Gooch Sales Manager
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Study Sponsor
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Poll Question
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Study Background
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How do we keep our seat at the leadership table?
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Marketing
CEO
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Research Question:
“What is the status of marketing’s evolution from a lead generation service
bureau to a strategic, center of influence and revenue engine ?”
§ How is marketing perceived internally?
§ What level of influence does marketing have?
§ How is marketing connecting its efforts to revenue?
§ How hard is it for marketing to justify its budget?
§ How “state-of-the-art” are marketing’s skills?
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Survey Categorization Data
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Type § B2B: 76% § B2C: 14% § Both: 10%
Role § President/CEO: 15% § Marketing: 69% § Sales: 7% § Other: 9%
Annual Sales § $10 million or less: 29% § $11 to $25 million: 16% § $26 to $100 million: 19% § $101 to $500 million: 15% § $501 to $1 billion: 7% § Over $1 billion: 14%
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Study Findings
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Internal Perception of Marketing
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8%!
51%!
8%!
21%!
12%!
0%! 10%! 20%! 30%! 40%! 50%! 60%!
Unnecessary expense!
Necessary expense!
Breakeven center!
Modestly profitable revenue center!
Highly profitable revenue center!
Perceive Marketing as an Expense
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6%! 8%!
44%!
57%!
0%!
10%!
20%!
30%!
40%!
50%!
60%!
70%!
Non-marketers! Marketers!
Necessary!Unnecessary!
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52%!
66%! 68%!
0%!
20%!
40%!
60%!
80%!
Small! Medium! Large!
Expense Perception by Company Size
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Marketing’s Contribution
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Contribution to Achieving Business Objectives
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1%!
10%!
22%!
37%!
30%!
0%!
10%!
20%!
30%!
40%!
None! Slight! Modest! Significant! Indispensible!
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Characteristics of “Indispensable” Marketing Orgs
23%!
36%!32%!
43%!
57%!53%!
0%!
10%!
20%!
30%!
40%!
50%!
60%!
Strategic orientation! High/complete alignment! Very/completely analytics driven!
Everyone!"Indispensable"!
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74%!66%!
53%!
0%!
20%!
40%!
60%!
80%!
Small! Medium! Large!
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Contribution by Company Size
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Leadership & Respect
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2%!
17%!
29%!
41%!
11%!
0%!
10%!
20%!
30%!
40%!
50%!
None! Little! Modest! Significant! Leads entirely!
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Involvement in Company Leadership & Strategy
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Leadership Perception by Company Size 61%!
47%!40%!
0%!
10%!
20%!
30%!
40%!
50%!
60%!
70%!
Small! Medium! Large!
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Respect Accorded Marketing vs. Other Functions
29%!
52%!
19%!
40%!
52%!
8%!
0%!
10%!
20%!
30%!
40%!
50%!
60%!
Less! Same! More!
Non-marketers!Marketers!
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Marketing’s Revenue Impact
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Marketing’s Understanding of its Revenue Impact
6%!
17%!
39%! 38%!
6%!
16%!
33%!
45%!
6%!
19%!
41%!
34%!
0%!
5%!
10%!
15%!
20%!
25%!
30%!
35%!
40%!
45%!
50%!
None! Vague! Partial! Complete!
Everyone!Non-marketers!Marketers!
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The Revenue Marketing Journey
ü Traditional
ü Lead Generating
ü Demand Generating
ü Revenue Generating
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The Revenue Marketing Journey
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25%!
34%!31%!
10%!
0%!
10%!
20%!
30%!
40%!
Traditional! Lead Generating! Demand Generating! Revenue Generating!
10%!
27%!
48%!
11%!4%!
0%!
10%!
20%!
30%!
40%!
50%!
60%!
Very difficult! Difficult! Neither difficult nor easy!
Easy! Very easy!
Difficulty Justifying the Marketing Budget
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Marketing Skills
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Marketing Skills
1%!3%!
10%!
22%!
38%!
19%!
7%!
0%!
10%!
20%!
30%!
40%!
Obsolete, lagging!
2! 3! 4! 5! 6! State-of-the-art!
ü Average: 4.8
ü Average of “Complete understanding of revenue impact”: 5.3
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Analytics, Alignment & Orientation
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Extent Marketing Relies on Analytics?
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7%!
32%!29%! 28%!
4%!
0%!
10%!
20%!
30%!
40%!
None! Slight! Moderate ! Great! Total!
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Sales & Marketing Alignment
4%!
20%!
39%!
28%!
9%!
0%!
10%!
20%!
30%!
40%!
50%!
None! Slight! Modest! High! Complete!
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Orientation of the Marketing Function
11%!
28%!
39%!
18%!
4%!
0%!
10%!
20%!
30%!
40%!
50%!
Very operational! Operational! Balanced! Strategic! Very strategic!
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Marketing Infrastructure
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Marketing Technology Landscape
1%!
18%!
28%!
34%!
34%!
53%!
55%!
60%!
63%!
83%!
0%! 10%! 20%! 30%! 40%! 50%! 60%! 70%! 80%! 90%!
Other!Marketing attribution!
Data cleaning/validation!Marketing Automation!
Sales Enablement!Social media analytics!
Marketing analytics!Content management/marketing!
CRM!Email marketing!
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Looking Ahead
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Changes to Boost Marketing’s Performance
4%!19%!
24%!29%!
31%!32%!33%!34%!
39%!42%!
45%!48%!48%!48%!
0%! 10%! 20%! 30%! 40%! 50%! 60%!Other!
More accountable marketing team!Stronger marketing leadership!
Stronger executive support!Improve marketing's reputation!
More agile marketing team!More empowerment!
Greater leadership role for Freedom to take creative risks!
Training!More marketing oriented company
Add staff!Additional funding!
Additional technology/systems!
Marketing’s Revenue Growth Drivers
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X Technology/Systems
X Funding
X Staff
+ Skills
+ Analytics
+ Alignment
+ Orientation
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Conclusions
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Analyst Bottom Line
ü Analytics are key to transitioning from cost to revenue center
ü Build state-of-the-art skills
ü Achieve a high-degree of alignment
ü Keep the marketing team strategically oriented
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Dialogue welcome:
ü [email protected] [email protected]
@aliglassgooch
ü www.salesforce.com
ü @salesforce
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Q & A
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For more information, visit us at:
www.demandmetric.com
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