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Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business. You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy.

Get it on Amazon (Kindle/Print)
 

Marketers not held accountable for revenue growth

There is a marked misalignment between the objectives of marketing departments and the CEOs of large companies, according to the latest research from revenue performance management (RPM) firm Eloqua.

The company's latest survey found that only half (51%) of marketing departments have been set any form of revenue target, despite revenue growth being cited as the single most important metric for CEOs.

In fact, four times as many marketers (36%) surveyed cited revenue growth as being their CEO's top priority as those who cited customer satisfaction (9%). Increased revenues also trumped profits (23%), lead generation (21%), and brand awareness (11%).

The study also revealed that many businesses are not aligning marketing and sales teams' activities sufficiently to accelerate revenue performance. Only half of marketing and sales teams share performance objectives (48%) and more than a third (35%) don't view the same "dashboards" when analysing the sales funnel.

Many marketers also did not have visibility over which of their campaigns were converting to sales, with only 42% of marketers knowing the three highest and three lowest performing campaigns of the past year.

Following the study's findings, Eloqua has called for businesses to adopt an official RPM strategy to break down the silos and bottlenecks between sales and marketing functions, and to achieve better all-round visibility into the sales pipeline, as well as to accelerate revenue growth and more accurately forecast long-term revenue performance.

According to Stuart Wheldon, senior director of customer success and strategy for Eloqua, "Marketing's relationship with revenue has long centred on correlation, but RPM now moves companies toward 'causation'. It is clear from this study that marketing needs to better align its efforts with the C-suite's needs - and that means revenue growth."


Sources: Eloqua /
The Marketing Factbook.
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    Categorised as:

  • Customer Experience
  • Knowing The Customer
  • Marketing Know-How
  • Marketing Technology

Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business.

You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy. Grab this goldmine of easily adaptable and up-to-date strategies, walk-throughs, trends, technologies, research, suppliers and partners, plus all the supporting arguments you need to build a solid CX strategy.

While most marketers could list maybe a dozen key points for improving their brand's Customer Experience (CX), the researchers and writers at The Marketing Factbook have identified FORTY main 'CX Keys' which will help you drive your customers to new levels of delight, loyalty, advocacy and profitability.

The areas in which customers have direct contact with your organization are perhaps the most obvious places in which CX improvements can be made, and this report addresses all 24 of these 'Direct CX Keys', applicable to offline and online businesses alike.

At the same time there are many other areas that indirectly affect CX (such as the supply chain, policies and processes) in which every business can make simple but far-reaching improvements. This report guides you through the problems and solutions for all 16 of these 'Indirect CX Keys', many of which are often forgotten or under-played even in the best CX strategies.

Get it on Amazon (Kindle/Print)
 
Copyright © 2001-2025 Peter J. Clark