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Stepping up to the challenge

Stepping up to the challenge

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Published by The Guardian
CMO insights from the Global C-suite Study
CMO insights from the Global C-suite Study

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Published by: The Guardian on May 22, 2014
Copyright:Traditional Copyright: All rights reserved


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IBM Institute for Business Value
Stepping up to the challenge 
CMO insights from the Global C-suite Study
Chief Marketing Officer insights  from the IBM C-suite Study
This report draws upon input from the 4,183 CxOs we interviewed as part of IBM’s first study of the entire C-suite. It is the 17th in the ongoing series of C-suite studies developed by the IBM Institute for Business Value. We now have data from more than 23,000 interviews stretching back to 2003. Total CMOs interviewed
 Europe, Middle East and Africa
 North America
 South America
The changing world of the CMO
In the first installment of our Global C-suite Study, we spoke in person with 4,183 top executives from more than 20 industries to find out how they’re earning the loyalty of digitally enfranchised customers and citizens. This report focuses on how the 524 CMOs we interviewed are helping their enterprises become more “customer-activated.”The news is both good and bad. On the one hand, CMOs are wielding more power in the boardroom, as CEOs increasingly call on them for strategic input. In fact, the CMO now comes second only to the CFO in terms of the influence he or she exerts on the CEO (see Figure 1).  A growing number of CMOs are also liaising closely with CIOs—with remarkably positive effects on the bottom line. Where the CMO and CIO work well together, the enterprise is 76 percent more likely to outperform in terms of revenues and profitability.On the other hand, very few CMOs have made much progress in building a robust digital marketing capability. Only 20 percent have set up social networks for the purpose of engaging with customers, for example, even though online input is a crucial part of the dialogue between a company and its customers. The percentage of CMOs who have integrated their company’s interactions with customers across different channels, installed analytical programs to mine customer data and created digitally enabled supply chains to respond rapidly to changes in customer demand is even smaller (see Figure 2).
Figure 1
 Rising star:
CEOs rely increasingly heavily on CMOs for  strategic inpu
CxO involvement in business strategy development37%42% 72%63%35%

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