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Boardroom Insiders Executive Profiles Blog

How Four Companies are Revamping Their C-Suite in 2016

Posted by Sharon Gillenwater on Jan 19, 2016 10:22:00 AM

For most organizations, January represents a fresh start—and a good time to launch new strategies and initiatives. At least four Fortune 500 companies are also kicking off 2016 with a few new faces in the C-suite. These leaders will likely be looking to make their mark with new investments in digital and technology. Knowing about these incoming executives—and what their focus and challenges are—could help you get your pipeline off to a roaring start this year.

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Topics: Executive Intelligence, CXO Insight, News, CEO, Executive Profiles, C-Suite

Why Tom OToole is one of the most interesting CMOs around

Posted by Lee Demby on Jan 10, 2010 8:18:00 PM
I just found out that Tom O'Toole has been named CMO of United Airlines. I have been following his career for quite awhile. While at Hyatt Corp., he held a dual role: Chief Marketing Officer AND Chief Information Officer. This is a very unusual combo and puzzling to many. How can one person be an expert in both marketing and technology--both left brain and right brain?



No one explains it better than O'Toole himself. Just listen to some of the insight he has shared over the years: "The priority needs and interests of marketing and IT tend to go hand in hand," he said. Long considered outside the purview of marketing directors, qualitative information is something O'Toole has repeatedly counseled fellow CMOs to "get comfortable dealing with." He has encouraged CMO's to learn about various technologies, including XML, relational databases and ASP's. "One need not be a chief technology officer - being conversant is enough," he said.



In 2009, O'Toole told BearingPoint, "CMOs and CIOs may not realize it, but they increasingly share a common aim: They both are working to create information-driven enterprises. Marketing is increasingly conducted through IT-enabled media driven by database analytics/applications...in my view, the areas of overlap between these two spheres are where the most dynamic, interesting, important, growing business activities are happening."



O'Toole is not the only one who feels this way. Bob Willett, the CEO of Best Buy International (and a former CIO himself) believes that the path to the corner office is going to skew more toward the CIO role in the future. "A lot of CEOs have come from the CFO background - in the future I think a lot of the CEOs are going to come from the CIO background. Because technology...it's the only thing that touches every single facet of the company in great depth and great detail. And so I think the route to the corner office in the future, five ten years, is going to be much more via the CIO route than it is the CFO route today."



What does this mean for those of us trying to engage them? It means you can no longer make assumptions about the CMO or CIO persona or archetype. With the convergence of business, marketing and technology, the people ascending to these positions come from more diverse backgrounds. It is important we look at them as individuals and tailor our messages to speak their language.



For example, if you are pitching a marketing solution to O'Toole that has a technology component–say a marketing analytics package or virtual events platform–you better be prepared to answer questions about what's under the hood and how the back end technology could integrate with solutions he is already using. While this is not typically what you would expect with a CMO, given his background, it could come up. Don't be caught unprepared.
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Topics: Fun Facts and Figures, News

Retail CFOs Plan Inventory Ramp-up

Posted by Lee Demby on Oct 10, 2009 8:20:00 PM
Two new surveys of retail executives show that retailers believe the economic recovery could be just around the corner. The BDO Seidman Retail Compass Survey of CFOs reveals that 62% of retail CFOs plan to increase inventory purchases by the first half of 2010. The most recent quarterly supply chain risk report of U.S. retail and manufacturing executives from AMR Research supports the Retail Compass Survey’s findings that retailers and their partners are expecting a need for increased inventory in the coming year. Forty-four percent of the survey’s respondents believe the recovery cycle is the biggest supply chain risk in 2010 because of potential commodity price increases, limited internal skills after workforce reductions, and problems meeting new demand with constrained capacity, low inventory, and transportation constraints. In contrast, only 23% of respondents are worried that the recession will continue, resulting in weak customer demand. Most respondents, 83%, expect the economy to turn around in Q2 2010 or later, with 41% predicting a turnaround will occur in Q2 2010.



If you are marketing to retail CFOs, this is good information to have. After more than a year of stagnation, they might be ready to buy what you're selling. Now is the time to become familiar with your target CFO careabouts so you are prepared to engage them around how your offering can address their current initiatives and challenges.
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Topics: News

Boardroom Insiders a Finalist for 2009 "Model of Excellence" Award

Posted by Lee Demby on Apr 10, 2009 8:22:00 PM
We were thrilled and surprised by today's announcement that Boardroom Insiders is a finalist for a 2009 "Model of Excellence Award" by the InfoCommerce Group, a consulting and research firm serving the specialized business information publishing community. Winners will be announced at an awards dinner at the Data Content09 conference, being held October 27-28 at The Ritz-Carlton in Philadelphia, PA. You can be sure we will attend!



Even better, look what the InfoCommerce Group had to say about our service:





"Boardroom Insiders represents an ambitious effort to use public source data to build deep and insightful profiles of C-level executives at major companies nationwide. In terms of the depth of its data and its hand-tooled creation, you might think of it as a “Hoover’s for executives.” In terms of its deep mining of the web for background information, you might think of ZoomInfo, but with researchers, not machines, building the profiles. In many respects, it reminds us of a database of journalist profiles called NewsBios, but targeted at C-level executives, a much larger and lucrative market.

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Topics: Press Releases, News

Don't miss our free webinar on 2/5!

Posted by Lee Demby on Jan 10, 2009 8:28:00 PM
Mark your calendar for the next in our series of Boardroom Insiders 30-minute webinars!



This time the topic is "Winning Executive Buy In Within Your Organization: The Art of the Internal Pitch"



Feedback from
our last webinar indicated that you want tips and tools for winning support from your own senior executives for your ideas and initiatives. Having worked with a variety of teams across Fortune 500 companies, I am excited to share some anecdotes and best practices that I have acquired over the years.



In just 30 minutes, we will cover how to:



- zero in on senior execs' business and personal careabouts

- work with internal gatekeepers to gain access

- speak their language

- craft a compelling story and a winning presentation

- keep the momentum going



So grab a cup of coffee or a sandwich and listen in! I promise it will be worth 30-minutes of your time. Plus–everyone who attends will receive one free custom executive profile and a two-week trial subscription to www.boardroominsiders.com!



Register now.



Sharon Gillenwater

Founder and Principal, Boardroom Insiders

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Topics: News

Join our new LinkedIn Group!

Posted by Lee Demby on Jan 10, 2009 8:26:00 PM

There are plenty of forums out there about general sales and marketing–but I haven't yet found a good one that focuses on the special challenge of selling and marketing to senior executives and CXOs. So I started a new forum on LinkedIn on just this topic. It is sponsored and moderated by Boardroom Insiders, but you don't have to be a customer to join--everyone is welcome! Appropriate questions and discussion topics include:

- how to increase the effectiveness of account-based marketing efforts

- what CXOs expect from vendors who want their business

- best practices in CXO engagement

- how to "move the needle" with executive-level customers and prospects

- how to customize marketing communications and programs for individual CXOs

- how other companies have successfully reached and engaged CXOs

- how to pitch new ideas to CXOs within your own organization

To join, just go to LinkedIn, click on "Groups Directory" and search for: "Boardroom Insiders."

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Topics: News, CEO

Slides from 12/4 Webinar: "Best Practices in CXO Marketing"

Posted by Lee Demby on Dec 10, 2008 8:29:00 PM
Hi everyone,



We had a great turnout for our webinar on 12/4, "Best Practices in CXO Marketing." And since then, we have had many requests for a recording or replay. This was our first webinar and we had some technical challenges with the GotoWebinar software and were thus unable to record it. We will be either scheduling a new session or doing our own recording to post here. In the meantime, here are the slides we reviewed. But I think the discussion added so much more, so stay tuned...will post the recording as soon as we can.
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Topics: News, CEO

Don't miss our free webinar on 12/4!

Posted by Lee Demby on Nov 10, 2008 8:29:00 PM
Mark your calendar for the first in our series of FREE Boardroom Insiders 30-minute webinars!



To kick off the series, we will be talking about
"Best Practices in CXO Marketing: How to Reach and Engage Senior Executives."



Joining me will be my longtime collaborator, Paolo Zeppa, Vice President of Strategy at Immersa Marketing. Over the past five years, Paolo and I have piloted "Customer Intimacy" programs with a number of clients looking to better target a single customer or handful of critical accounts. The results have been positive, measurable and actionable, so we are both big believers in these types of account-based marketing initiatives.



In just 30-minutes, Paolo and I will cover:



- what CXOs expect from vendors who want their business

- best practices in CXO engagement

- how to "move the needle" with executive-level customers and prospects

- how to customize marketing communications and programs for individual CXOs

- how other companies have successfully reached and engaged CXOs



So grab a cup of coffee or a sandwich and listen in for tips and best practices that will increase the effectiveness of your sales and marketing efforts. I promise it will be worth 30-minutes of your time. Plus–everyone who attends will receive one free custom executive profile and a two-week trial subscription to www.boardroominsiders.com!



Register now.



Sharon Gillenwater

Founder and Principal, Boardroom Insiders

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Topics: News

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