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Joe Cordo

Leap Advisor

I was a VP of Revenue Marketing at a $100M+ HR SaaS company, competing with SAP, Workday, and Oracle. Because you can’t close deals in the hundreds of thousands without a VP in the room, we set a simple long-term goal: increase senior-level leads and deal flow. This focus led to director level and above brand interactions going from 15% to 50% in 15 months. Growth went from flat to 48%. Marketing’s contribution to wins went from 7% to 97%. Forget moving the needle; clear strategy can move mountains.
Here are 3 techniques CMOs can leverage to remove themselves from day-to-day tactics to enable them to focus on strategic, long-term customer success.