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Saturday, January 28, 2023

What Does “Strategy” Actually Mean to CMOs?


As the brand new 12 months approaches, CMOs are working with their groups and distributors to set their 2023 advertising technique. But what does “technique” truly imply to them?

As president of the one PR company within the U.S. devoted to B2B SaaS, representing firms from growth-stage to publicly traded, “technique” is a phrase I hear typically. 

To you, technique is perhaps creating particular ways to obtain definitive outcomes. To me, technique may imply combining artwork and science to attain a broader aim. To your CEO, technique may imply one thing fully completely different than both of us. 

The ambiguity in regards to the phrase “technique” is that it may be outlined as all, any or not one of the above.

I not too long ago spoke to prime SaaS CMOs about what technique means to them. Here’s what I heard:

“Strategy” means…

  • Playing chess, not checkers — desirous about the lengthy sport.
  • Creating outlined aims and key outcomes.
  • Making data-driven selections.
  • Using rivals and the market to inform actions.
  • Determining the “how” and “the place,” not the “what.”

So, what does this all imply for you?

Figure out what “technique” means to your CMO.

“Strategy” touches each single line on a CMO’s precedence listing — from defining model objective to placing measurement practices in place, that are two of the areas Forrester not too long ago cited as CMO tendencies to drive B2B advertising progress.

It may be an fascinating dialog when your CMO walks in and asks, “What’s the technique for our _____ efforts? (insert “PR,” “content material,” “promoting,” and so on.)?” in case you haven’t fairly but found out what they imply by the phrase. Sure, you possibly can guess what they imply since you most likely know them fairly nicely — but when we’re trustworthy, we’ve all been there no less than as soon as, and we all know it usually results in piles of rework. While the examples I shared above give us a good suggestion of how your CMO may outline technique, they aren’t your CMO’s actual definition so you’ve got to determine it out for your self.

If you don’t already know the general advertising technique which maps to the bigger enterprise technique, begin there! You want to perceive your group’s broader enterprise objectives to align your departmental technique. Then, ask questions to get to the guts of their expectations, like, “What aren’t you seeing in our present plan that you just want to see?” and “What do you see as the best end result of executing a ___ (once more…insert “PR,” “content material,” “promoting,” and so on.) technique?”

Reframe your work to match their strategic lens.

Sometimes, “technique” is simply reframing what you’re already doing to match the lens your CMO is wanting by means of by asking the proper questions. Often, a sturdy dialogue about rivals, knowledge, the market or particular campaigns can depart the CMO feeling you might be aligned on technique — even when it doesn’t change something particular in regards to the ways you’re executing. 

Once you get to the underside of what “technique” means to your CMO, you possibly can reposition your present efforts to align with how they outline the time period. 

For instance, as a PR agency, whereas we execute related ways throughout our consumer base, we all the time develop a singular technique that adjustments primarily based on a consumer’s progress stage and enterprise aims. For a Series B firm centered on buyer acquisition and growth, our announcement technique (there’s that phrase once more) will look completely different from an announcement technique for a Series D firm centered on enterprise optimization for an exit. The identical goes for a thought management technique for a CEO centered on worker retention versus a thought management technique for a CEO wanting to exit within the subsequent 12-18 months. 

The backside line

Strategy means one thing completely different to everybody, and that’s OK. As a advertising workforce member or vendor, your job is to uncover how the CMO defines the time period and modify your communication and ways accordingly.


About Lindsey Groepper

As President of BLASTmedia, Lindsey is liable for overseeing the strategic path and operations of the B2B SaaS PR company, in addition to driving consumer acquisition. Over the previous 15 years with BLASTmedia, Lindsey has managed PR campaigns, led account groups and introduced key shoppers on board for the company, starting from well-funded SaaS start-ups to publicly-traded powerhouses. 

Lindsey is each a featured speaker and common media contributor to shops like Forbes, Inc. and MarketingProfs. In addition to her position at BLASTmedia, Lindsey was Principal at a recently-acquired digital promoting company and BLASTmedia Ventures, an funding firm offering capital and advertising assist to expertise start-ups.

Prior to becoming a member of BLASTmedia, Lindsey labored at Fleishman-Hillard Chicago within the shopper advertising apply group. At F-H, she was liable for executing nationwide PR campaigns for international manufacturers like Nike, Quaker Oats, Gatorade and Abbott Labs.

Lindsey graduated from the University of Georgia with a Bachelor of Arts diploma in Journalism and Mass Communications, main of Public Relations.

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