Vp of marketing, 20 years into my career. I was in corporate for a really long time and then moved into tech start ups about 8 years ago. I absolutely love it and have been in several professional services tech - fintech, legal, insurance etc.
By and large it’s been ok from the perspective of my title. I’ve found it easier to have conversations about marketing with people who’ve also come from senior corporate than being at a start up founded by an expert who was an IC. Those conversations are harder - they seem more to have the perspective that marketing constantly needs to prove its value.
I’ve been at my current role for 3 years. Initially the function had a very poor perception internally. They were measured on MQLs but with no guardrails or reporting on the outcome of those. I came into the role with the opinion that if the progression outcomes of those mqls were never measured, I could easily buy them each month and “hit” my target.
I completely changed the function, insisted on a pipeline goal, switched up attribution, analysed channels to show what was working and why we needed to change channels. We now report regularly on our pipeline target, often smashing it. Last year marketing contributed 49% of sourced pipeline.
This week I’ve sat in two meetings with the exec team - CCO, CCO and CPO - where the conversation was about the “primary goal” of the function and how they couldn’t articulate it to the board.
I mean, is it not obvious? Source and influence pipeline leading to closed won? Is that not my goal? I have made that abundantly clear - I submit weekly and monthly dashboards on marketing’s performance and anything close to vanity metrics, including GA, are always last. Meaning - I focus clearly on demonstrating how our activities materially contribute to and impact pipeline and to an extent, revenue.
I just can’t do it anymore. I’m sick of having these conversations where I hear “we really need to demonstrate marketing’s value”. If we were still just dilly-dallying around with metrics that had a less direct correlation, fine but short of actually closing deals myself, I don’t know how much closer to revenue I can get.
Sorry, this is so long. I’m just so done. Is it tech start ups? Is it inexperienced founders and C-suite? Why does no other function have to constantly prove itself? I want to say - you know what, as an experiment, we’ll down tools for a month and see what impact it has.