Proving marketing's impact is more than justifying spend

Oct 2, 2024

Guest

Jason Widup

Guest

Megan Boone

Guest

Pranav Piyush

Pranav Piyush, CEO of Paramark, specializes in proving marketing's worth, while Megan Boone, VP of Demand Generation at Redis, focuses on balancing measurable goals with innovative approaches. Jason Widup, a seasoned Fractional CMO, provides valuable insights into fostering leadership trust in marketing. Together, they tackle the struggle of measuring marketing effectiveness. They emphasize the need for a blend of data-driven metrics and intuitive judgment, stressing that not all successful strategies yield immediate results. Building trust through early wins and clear communication is crucial for long-term growth.

Ask episode

Chapters

Transcript

Episode notes

Intro

00:00 • 2min

Navigating B2B Marketing Measurement

02:19 • 6min

Exploring the Challenges of Measuring Marketing Impact

08:41 • 2min

Understanding Marketing Mix Modeling and Its Evolution

10:34 • 2min

Navigating Marketing Analytics Challenges

12:25 • 13min

Strategizing for Product-Market Fit

25:28 • 17min

Building Confidence in Marketing Leadership

42:28 • 6min

The TL;DR
Struggling to prove marketing’s impact?

Mark Huber (UserEvidence), Pranav Piyush (Paramark), Megan Boone (Redis), and Jason Widup (Fractional CMO) share their approaches for setting goals, measuring success, and getting leadership buy-in for strategies that aren’t always quantifiable. Find out how they strike the right balance between short-term wins and long-term growth.

What’s working in B2B marketing:
TRUST YOUR JUDGMENT, NOT JUST THE NUMBERS
Not every successful tactic can be neatly measured. Combining data with sound judgment builds the confidence needed for leadership buy-in.

What’s not working in B2B marketing:
OVER-RELIANCE ON METRICS
Focusing too much on data can miss the bigger picture. Not every effective strategy shows immediate returns, but building trust with leadership allows room for tactics that take longer to pay off.

The key takeaways:
1. Internal communication goes beyond sharing wins: It’s not just about delivering visible results. Consistent updates ensure leadership understands the marketing team’s ongoing efforts, even when the impact isn’t immediately obvious.
2. Growth isn’t just about the numbers: A successful strategy balances measurable goals with flexible initiatives. Both are needed to drive short-term gains and long-term progress.
3. Trust starts with early wins: Securing quick, measurable outcomes helps build the trust needed to pursue larger, more ambitious strategies that take longer to pay off.
4. Go beyond attribution with modeling: Attribution is important, but it’s not the only way to measure success. Modeling helps capture broader trends and gives a clearer picture of performance.
5. Set expectations early: This is more than hitting targets. Establishing realistic, achievable goals allows you to exceed targets and foster stronger relationships with leadership.

The things to listen for
(00:00) Intro
(01:17) The challenge of proving marketing’s impact
(02:25) Setting measurable goals vs. trusting your instincts
(05:49) Why internal marketing builds leadership trust
(09:33) Can everything be measured?
(13:27) Using event marketing to drive pipeline
(17:28) Balancing data-driven decisions with intuition
(22:58) How small wins build momentum for your team
(29:03) Modeling success versus focusing on measurement
(36:24) Biggest mistakes and advice for new marketing leaders