Fewer, Bigger, Better

Pipeline Visionaries

This episode features an interview with Mary Wells, CMO at Cloudera, a software company that empowers organizations to transform complex data into clear and actionable insights.

In this episode, Mary discusses her maniacal focus on strong foundations and operational efficiency, and how it allows her to experiment and take calculated risks. She also dives into her focus on simplified, consistent messaging and why CMOs need to tap into their inner CIO.

Key Takeaways:

• Ruthlessly prioritizing foundations and operational excellence, especially with budgets, allows you to optimize, experiment, and take calculated risks.
• CMOs need to tap into the inner CIO. CMOs have a tech stack and their organization is an expensive line item for a company. Scaling back and leaning into data and reporting gives the CMO a seat at the table and insights into what their customers need.
• Mix matters to your audience. Do fewer things, but do them bigger and better, aligning behind one marketing strategy to find your customers where they are in the buyers’ journey.

Quote:

•  ”The other strategy is what we're not doing and cutting down on the quantity. What we want to do are fewer things, but bigger and better. By breaking down these silos, we're able to do that, so that when I wake up on a Wednesday, like today, I don't have 50 marketing things happening today. Everybody in marketing now has one playbook and together we're making it happen. And with the strategy though, again, it's not just events, it's not just hands-on labs. Mix matters, and knowing where a prospect or a customer is in the buyer's journey lots of times helps me and the team gauge where we need to dial up and down. Sometimes it's video, sometimes it's a deep dive technical presentation, sometimes it's an event, digital, et cetera. And the idea is that mix matters based on the audience.”

Episode Timestamps:

*(05:37) The Trust Tree: Prioritizing operational excellence

*(18:21) The Playbook: The value of comms

*(35:10) The Dust Up: Practice the pause – different day, different person

*(38:27): Quick Hits: Mary’s Quick Hits

Sponsor:

Pipeline Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for pipeline pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Links:

• Connect with Ian on LinkedIn
• Connect with Mary on LinkedIn
• Learn more about Cloudera
• Learn more about Caspian Studios