• • Position and develop strong, meaningful brands with PR to create market buzz and competitive differentiation.
  • Improve brand authenticity from a customer experience and product perspective.
  • Communicate the brand value proposition consistently at every point of contact.

• • Improve C-Suite alignment among executive leaders and their teams to accelerate growth, drive operational excellence, and expand profitability.
  • Drive profitable growth through stronger business and economic alignment among sales, marketing, product management, and finance functions.
  • Develop aligned processes for strategic and operational plans.

• • Measure and continuously strengthen customer experiences to improve gross and net retention.
  • Create remarkable customer experiences throughout their journey to enjoy loyal advocates, retention, and market valuations. Include the initial selling process, on-boarding, continued usage, advocacy, retention, and up-sell / cross-sell growth.
  • Understand customer churn and Lifetime Value to Customer Acquisition Cost (LTV/CAC) metrics and operational levers to expand gross and net retention.

Customer Led Growth Ops

• • Advise investors and consultants on complex issues surrounding B2B marketing, best-efforts channel distribution, health IT, and dental implants and regenerative medicine.
  • Provide expert witness and deposition services for major litigation.

• • Perform market sizing and segmentation with relative targeting to develop an audience framework. Prioritize audience segments and relevant buyer personas, isolating key buyer pain points and needs.
  • Map portfolio offerings to buyer needs, solution opportunities, and gaps.
  • Determine buying scenario, decision process, buyers journey maps, and pathways and channels to grow business.

Lack of Cross-Functional Alignment

• • Strengthen new logo and up-sell / cross-sell demand process management and Service Level Agreements (SLAs) between marketing and sales.
  • Plan and implement integrated campaigns (e.g., growth plays) based on customer needs with efficiently orchestrated reputation, demand, customer engagement, and sales enablement programs.
  • Model marketing contributions to business bookings, revenue, and profits with CFOs and the board.

Demand Marketing

Integrated B2B Campaigns

• • Optimize marketing organization design and capabilities.
  • Compare company performance to industry benchmarks and KPI.

• • Define and effectively communicate marketing value and impact to the business.
  • Develop CMO dashboards with leading and lagging metrics clearly defined and aligned with the C-suite.
  • Track efficiency and effectiveness of winning new business, maximizing retention, and customer lifetime value.

• • Assess marketing organization, determine gaps, and redesign marketing to drive key business priorities, operational efficiency, customer experiences, and sustained growth.
  • Organize and connect key marketing functions by creating centers of excellence for demand, marketing operations, customer engagement and experience, portfolio marketing, global campaigns, content strategy & operations, and marketing communications and brand sub-functions.
  • Align with sales and product functions to deliver on key business strategies and plans.

• • Ensure brands are differentiated, authentic, and communicated consistently through PR with industry influencers, editors, and analysts.
  • Develop strategies that create buzz for company and products.
  • Leverage network of PR professionals and contacts to maximize impact.

• • Assess external segment attractiveness: category spend, growth, key trends, pending triggers, and competitive landscape.
  • Assess internal organizational capabilities: products and solutions fit, domain expertise, quality database, value proposition and messaging, and enabled sales channels.
  • Balance external market opportunities with internal readiness to determine which industry segments have the most promise in the short- and long-term.
  • Facilitate the strategic process with cross-functional alignment among sales, marketing, and product functions.

• • Develop and implement aligned business and marketing three- to five-year strategic plans.
  • Identify and focus business on the lowest hanging fruit segments, balancing external market with internal capabilities.
  • Integrate annual planning processes tied to long-term business strategies.

• • Review elements required for successful change management and transformations. Common examples include Product-to-Audience and high-performance marketing transformations.
  • Evaluate cultural considerations for change management initiatives.
  • Develop models for operationalizing and sustaining change.

Content Transformation for Sales Enablement

Net Promoter Score does it apply to B-to-B