Paul L. Gunn Jr.

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A rising conversion rate is the kind of metric that can make a leadership team feel good about growth. Customers are moving through the funnel more efficiently, acquisition costs may be improving and marketing can point to a clear return on investment. But there’s a critical question hiding behind those results: Is the business actually creating more demand, or simply getting better at converting the demand that was already there?That distinction matters because efficiency can improve even as a company’s future growth potential weakens. A business can become highly effective at reaching people who already know the brand, have an existing need or are close to making a purchase without expanding the pool of potential customers. Research from the Institute of Practitioners in Advertising reinforces the importance of balancing short-term sales activation with longer-term brand building, noting that sustained investment can contribute to growth over time.For marketing leaders, the challenge is to make that difference visible inside the organization. Members of the Senior Executive CMO Think Tank bring deep experience in brand storytelling, digital advertising and customer engagement to this challenge. Here, these marketing leaders explore how to tell if a business that is turning interest into revenue today is also creating the conditions for more customers to enter the market tomorrow.

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For CMOs and agency leaders, a lean team may no longer be a temporary state—a rough quarter or short hiring freeze—but the new normal. Many organizations are remaining cautious about adding headcount, and the broader U.S. labor market continues to reflect a “low-hire, low-fire” environment in which employers are holding teams relatively steady rather than expanding quickly.At the same time, the demands placed on marketing teams haven’t become any lighter. CMOs are still expected to support growth, strengthen customer relationships, build brands and keep pace with rapidly changing technology. And many marketing leaders are being asked to do all this not only with small teams but also with limited funds. In Gartner’s 2026 CMO Spend Survey, 56% of respondents said their budgets aren’t big enough to fully deliver on 2026 strategies, and 54% reported insufficient resources.  That combination—small teams and tight budgets—leaves marketing and agency leaders with an important question: When capacity is limited, which work truly deserves the team’s attention? The answer can’t simply be to squeeze more activity out of fewer people. When additional hires may or may not be coming, effective prioritization means making deliberate trade-offs, protecting the work that creates the most value, and getting comfortable with leaving some worthwhile ideas undone.Members of the Senior Executive CMO Think Tank are a curated group of experienced marketing leaders with expertise in brand storytelling, digital advertising, customer engagement and leading lean teams. Here, they share lessons CMOs and agency leaders can use to set sharper priorities, make better use of limited capacity, and keep lean teams focused when future hiring remains uncertain.

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Companies increasingly look to their CMOs for more than brand awareness, campaign performance and lead generation. Today’s marketing leaders are often expected to influence revenue, customer loyalty and long-term growth, even as research has found that many CMOs believe their roles as designed hinder their ability to maximize marketing performance outcomes.Part of the challenge is that CMOs and their executive colleagues may define growth—and marketing’s contribution to it—differently. For example, McKinsey found that 70% of CEOs measure marketing’s impact through year-over-year revenue growth and margins, while only 35% of CMOs consider those to be top metrics. CMOs may also take a longer view of brand building and customer relationships, while CEOs and CFOs face pressure to demonstrate more immediate financial returns. But even when there’s little to no C-suite agreement on priorities, timelines and measures of success, a CMO is often held responsible for delivering growth—without the necessary shared framework.Closing that gap requires more than expanding the CMO’s job description. Members of the Senior Executive CMO Think Tank are a curated group of experts with years of experience in marketing, including brand storytelling, digital advertising and customer engagement. Here, several of them explore the mindsets and strategies that need to change if CMOs are to have the influence, alignment and operating support needed to achieve what today’s organizations expect of them.

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Marketing leaders are used to proving their work through numbers that move quickly: leads captured, conversions completed and pipeline generated. Community-led growth, however, plays by a different set of rules. Its value often develops over time through relationships, conversations and shared experiences, and a strong brand community may influence business outcomes long before they can be traced to a transaction.Gen-Z’s skepticism toward polished advertising campaigns is leading many brands to shift from chasing clicks to building relationships. The benefits go beyond simple discovery: A large audience may see a brand’s message, but a genuine community chooses to return, participate and bring others into the conversation.Where many organizations stumble is in trying to create and manage community initiatives with the tools, timelines and expectations built for traditional demand generation. When leaders look primarily for immediate conversions, they may undervalue promising progress or pressure teams into tactics that weaken the relationships they’re trying to build. Further, with communities like TikTok and Instagram playing a large role in community-building, brands that don’t understand the priorities of today’s social media algorithms—which favor metrics like watch time, engagement rate and content relevance—may even struggle to get out of the starting gate.Community-led growth, then, requires leaders to rethink both how value is created and how progress is demonstrated. Below, members of the Senior Executive CMO Think Tank draw on their expertise in brand storytelling, digital advertising and customer engagement to examine where community-building initiatives go wrong, what leaders should do differently and how they can measure success more accurately.

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The modern marketing calendar can feel like an airline flight board—constantly updated, rerouted and in need of attention. When a trending conversation erupts, a platform changes its algorithm or a competitor jumps on the meme of the moment, sitting out can feel like falling behind. But a brand that’s always changing course may never give its customers a clear sense of where it stands.Timely marketing certainly has value, but speed and effectiveness aren’t the same thing. Maintaining a coherent identity across channels helps strengthen recognition, trust and loyalty. Constantly shifting a brand’s messaging, voice or presentation in response to external events can make that invaluable customer bond much harder to build.At the same time, brands can’t afford to tune out cultural shifts or emerging conversations altogether. Trends can reveal changing customer interests, new expectations and opportunities to participate in moments that matter to an audience. Brands today have many ways to engage with culture as it unfolds, but doing so effectively requires speed paired with sensitivity and sound judgment. The challenge for marketing leaders, then, isn’t to ignore what’s happening around them. It’s to recognize which moments can strengthen the brand—and which will merely pull the team off course. Below, members of the Senior Executive CMO Think Tank draw on their expertise in brand storytelling and customer engagement to examine the mistakes leaders make when immediacy takes priority over long-term brand-building and explain what teams should do instead.

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Is your marketing team producing more content than ever, yet still failing to convert customers or align employees around a single story? The problem might not be content at all; it's clarity. Members of the Senior Executive CMO Think Tank break down the specific signals that separate a content gap from a clarity gap, and the first, often counterintuitive, steps to close it.Ask five people inside the same company what it actually does, and you might get five different answers: The VP of sales talks about solving one problem. Marketing's slide deck talks about another. The newest hire on the support team simply repeats whatever's on the website. Customers notice the mismatch even when they can't name it, and the result is hesitation, not conversion.It's tempting to solve that hesitation with more content: another landing page, another explainer video, another round of ads. But volume rarely fixes what's actually broken. According to a Forbes Agency Council analysis of e-commerce checkouts, a Baymard Institute study found that the average cart-abandonment rate is more than 70%, driven largely by confusion and surprises at checkout—not by a lack of information. The same pattern shows up well before checkout: when a brand's story shifts depending on who's telling it, messaging confusion sends buyers straight to a competitor, no matter how much content sits behind it.So how does a leadership team tell the difference between a company that needs better content and one that needs a clearer story altogether? And once that diagnosis is made, where's the right place to start? Below, members of the Senior Executive CMO Think Tank, whose backgrounds span brand strategy, performance marketing and high-stakes corporate communications, share the signals they watch for and the first moves they'd make to turn a fuzzy narrative into one everyone in the building can repeat with confidence.

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Marketing teams have never had more data, automation or channels to work with. Yet the problems that stall growth, weaken trust or drain a team’s energy often aren’t technical at all. They’re rooted in people: how customers feel, how teams collaborate, how leaders handle uncertainty, and how organizations respond when old assumptions stop working.That tension is becoming harder to ignore as AI changes both the volume and nature of brand communication. Americans remain cautious about AI’s broader impact, and recent industry conversations have pointed to a related marketing reality: As AI-generated content and commerce tools multiply, brands still need real trust, relevance and direct human connection to stand out.A marketing problem may look like a messaging issue, a measurement issue or a channel issue, but to resolve it, leaders often need to look deeper. Because no matter how many campaigns launch or what dashboards say, marketing is only effective if it reaches and connects with the audience—and that requires both inward and outward focus on the humans who write and receive the story.Below, members of the Senior Executive CMO Think Tank, a curated group with expertise in brand storytelling, customer engagement and the rise of AI in marketing, share and discuss examples of the human challenges that will always impact marketing and how teams can adjust their strategies once they adopt a human-centered viewpoint.

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Every marketer anticipates that a new campaign will lead to strong engagement, healthy conversion rates and a measurable lift in awareness. They may hang their hopes on a clever turn of phrase or viral moment. But the campaigns people remember years later are usually grounded in something more: They clarify what a brand stands for, shift how customers see a category, or prove that a team’s instincts were sharper than the safer, more obvious play.That’s why “great marketing” can’t be measured only by whether a campaign hit its targets. The most meaningful campaigns often require leaders to make tough calls about what to emphasize, what to leave out and how much risk the organization is willing to take in pursuit of a bigger idea. Real, emotional connection plays a big role in customers’ loyalty to a brand, so marketing that makes them feel seen, understood or invited into a story is marketing that yields long-term results—and is far more memorable.Of course, that kind of impact rarely happens by accident. It comes from knowing when to trust the data and when to trust the room, when to polish a message and when to let it feel more human, when to center the brand and when to give the spotlight to the people it serves. Below, members of the Senior Executive CMO Think Tank, a curated group with deep expertise in brand storytelling and customer engagement, reflect on the campaigns they’re proudest of leading and the lessons those efforts taught them about enduring, effective marketing.

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Despite regular stories about declining social media participation and algorithm fatigue, both B2B and B2C marketing teams are still convinced that social media marketing delivers real ROI. However, if brands don’t proceed with care, the line between engagement and extraction can get thin fast. Followers usually welcome a useful recommendation, a smart point of view, or even a clear offer, but if every post feels engineered to move them down a funnel, the relationship starts to feel less like a conversation and more like a checkout lane. That’s a critical misstep, especially as younger generations enter the workforce and command more purchasing power. Surveys have shown that Gen-Z turns to social media first for information—including when they’re on the hunt for products and services. If a brand’s presence on social media becomes too sales-heavy, it can weaken the very trust and attention that make conversion possible in the first place. So how can marketing leaders create momentum toward sales without turning every interaction into a transaction? Below, members of the Senior Executive CMO Think Tank share strategies for balancing value, relationship-building and sales intent in ways that help followers see becoming customers as a natural next step.

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For many marketers, Reddit is treated simply as a community platform—a place to monitor conversations, answer questions and occasionally engage with niche audiences. But its role in the digital ecosystem has expanded. And that evolution creates a new challenge for CMOs.Brand perception is no longer shaped only by owned content, paid campaigns or carefully managed social channels. It’s also shaped by open, peer-driven exchanges where customers compare options, challenge claims, share frustrations and look for trusted perspectives before making decisions. These are exactly the type of discussions that happen on Reddit. Today, Reddit threads—including complaints about brands—are favored sources for AI engines. The platform has even struck a deal with Google that allows the search leader to use posts from the site to train its AI models. With consumers increasingly turning their attention to AI results when researching products and services, marketers can’t afford to underestimate Reddit’s influence. So how should marketing leaders rethink Reddit’s role in the marketing mix? Below, members of the Senior Executive CMO Think Tank share practical insights on how CMOs can better understand and tap into Reddit’s growing influence on brand discovery, customer trust and the broader digital conversations that shape purchasing decisions.

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Marketing is often treated as the part of the business that responds to strategy: launch the campaign, refine the message, fill the funnel and report on performance. But CMOs are in a unique position to spot changing consumer behavior and signals early on, making them highly effective “scouts” for spotting critical market and customer shifts. Before a concern shows up in revenue reports, product reviews or support tickets, it may first appear in the way buyers search, engage, compare options, question value or quietly lose interest.That early insight becomes essential as customer expectations rise and market behavior becomes harder to read. Salesforce research has found that 65% expect companies to adapt to their changing needs and preferences. When CMOs effectively interpret customer and market signals, the knowledge gained can provide a real competitive edge in terms of marketing messaging, product enhancements and sales support.So what should CMOs be watching for, and how can they turn customer and market understanding into smarter decisions across the business? Below, members of the Senior Executive CMO Think Tank share the signals they’re often in a position to spot first, along with how those insights can help product, sales, service and strategy teams make better decisions.

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Marketing teams have long treated headlines, summaries and preview text as small but important pieces of brand real estate. They’ve studied the mechanics of search engine results pages, recognizing that search details are often an audience’s first introduction to an organization—a chance to frame the story, set expectations and earn a coveted click.But the framing of that first connection is getting less predictable. As Google and other platforms increasingly reshape how content appears in search results, social feeds and AI-generated summaries, companies may find that their audience’s first encounter with them is an intermediary’s version of their pitch, USP or vision. That changes a fairly simple question—“Did we get the headline right?”—to a much more complex one: “Does our message survive reinterpretation?”When the channels driving discovery are also translating, compressing and repackaging content, it can be tempting to retreat from outside platforms, but that’s not realistic; they’re too central to how people find information. Instead, marketing leaders need to think more carefully about how brand meaning holds up when it’s filtered through systems they don’t own. Below, members of the Senior Executive CMO Think Tank discuss how CMOs can protect clarity, trust and differentiation as search engines, AI tools and other intermediaries reshape audiences’ first encounters with their messaging.

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Digitally proficient and fully aware of AI’s influence on modern content creation, buyers are increasingly wary of marketing messaging that feels generic or overly manufactured, from pristine proof points to context-free product and service claims. What once appeared smooth and polished can now read as packaged, especially when every brand seems to be using the same playbook. With more information at their fingertips than ever before, buyers aren’t just comparing product details; they’re evaluating whether a brand understands and can help with the unique needs, pressures, constraints and risks they’re facing. Clever tactics may win a click and even a share, but confidence comes from signals that feel grounded, specific and honest. In a crowded market, it’s not enough for a brand to capture attention. It also has to earn trust. So what kinds of sources, signals or styles of marketing are buyers questioning now, and what should brands do differently? Below, members of the Senior Executive CMO Think Tank discuss tactics that have lost buyers’ trust and how brands can earn confidence rather than simply capture attention.

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Adweek recently reported that nearly half of executive-level marketers see revenue growth as their top priority, while just a quarter put long-term brand awareness first. That focus is understandable; no CMO gets kudos for “good brand vibes” if the pipeline is struggling. Even so, it’s a real strategic risk. If the bulk of budget and marketing resources are devoted to generating immediate business impact, long-term brand building can start to look like a “nice to have” strategy rather than a necessary growth engine. There’s no argument that revenue growth is a constant goal of CMOs, as well as an expectation from their C-suite peers. However, investment in brand equity builds stronger connections with consumers; further, it contributes to performance marketing efforts yielding better results over time. When marketing teams heavily favor immediate returns, they risk weakening the trust, recognition and preference that make future demand easier to capture. Conversely, when they lean too far into broad brand awareness without tying it to business outcomes, they can lose credibility with leadership teams that need clear evidence of revenue impact. So how can CMOs uphold both sides of the equation: measurable growth today and durable brand strength for tomorrow? Below, members of the Senior Executive CMO Think Tank, a curated group with expertise in brand storytelling and customer engagement, share how to approach that balance and detail what tends to break when marketing strategy tips too far in either direction.

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B2B marketers used to be able to lean on a familiar set of channels and assumptions: Attend the right events, publish the right content, run the right ads, follow up with the right leads, and watch the pipeline take shape. However, today’s B2B buyers are harder to track, harder to predict and often far deeper into their decision-making process before they’re willing to talk to a sales rep. B2B buyers now complete more of their research independently before ever engaging with a vendor, making it harder for marketing teams to identify where decision-makers are accessing influential information. At the same time, CMOs are under pressure to prove sourced pipeline impact while working with limited resources and rising scrutiny over every dollar spent. That combination makes the old “more leads, more channels, more activity” approach risky. When pipeline pressure is real, the question isn’t simply where marketing will generate the most activity; it’s where marketing will produce the most meaningful results. The B2B marketing mix has become a higher-stakes leadership challenge that requires a clearer view of buyer intent, a sharper understanding of channel performance, and the discipline to shift investment away from familiar tactics that no longer produce reliable results. Below, members of the Senior Executive CMO Think Tank—a curated group with expertise in brand storytelling, digital advertising and customer engagement—share what they’ve learned about improving sourced pipeline performance and deciding which channels deserve more budget when resources are finite.

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Branded pay-per-click is often treated as a defensive move; a way to keep competitors from poaching searchers who already know your name. If someone’s Googling your brand, the last thing you want is a rival’s ad sitting above your own result, so you buy the brand terms and protect the click. But treating branded PPC purely as a defensive play leaves a lot of opportunity on the table. Someone searching for your brand name isn’t just a click to be captured. They’re a prospect mid-decision, a new customer still forming an opinion, or a longtime user who’s still seeking to learn what you do best. With the right messaging, segmentation, landing pages and follow-up, branded campaigns can reinforce trust, clarify value and guide people toward the best next step.  Designed with intention, branded search campaigns can do far more than protect turf. They can shape perception, surface the right proof points at the right moment, and accelerate the journey from consideration to conversion. Below, members of the Senior Executive CMO Think Tank, a curated group with expertise in brand storytelling, digital advertising and customer engagement, share how marketing teams can turn branded search into a stronger driver of pipeline and conversion.

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When a global brand stumbles in a new market, it’s often not because the product doesn’t translate well, but because the marketing doesn’t. Messaging that feels familiar and persuasive in one market can fall flat in another if it reflects assumptions instead of understanding.  CMOs are often pressured to move fast, but sacrificing sensitivity in the interests of speed can derail multinational campaigns at digital speed. Surface-level localization may help a campaign look tailored, but the audience may find it irrelevant or disrespectful. Cultural missteps produce the worst kind of viral headlines; even worse, they erode trust with the very communities brands are trying to win over.  Successful global branding requires the discipline to build processes that bring local perspective into campaign development early enough to shape the message before it goes live. So how can marketing leaders expand their reach without flattening cultural nuance, wandering into reputation-damaging mistakes, or completely reinventing the brand for every region? Below, members of the Senior Executive CMO Think Tank share their insights on how CMOs can create campaigns that connect more authentically in unfamiliar regions and put the right safeguards in place before small misunderstandings become big problems.

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Trust is hard to earn and easy to lose; the same is true of brand authority. It can't be purchased with a bigger ad budget or manufactured through a clever campaign. The brands that earn it do so by being consistently useful, credible and clear about what they stand for. Buyers today are flooded with claims for their attention, and they’re savvy. They’ll simply tune out generic, promotional brand messaging that shows no understanding of their real needs. Conversely, a coherent narrative backed by genuine expertise and validated by real outcomes becomes something customers actively seek out. A brand that masters that kind of messaging shifts from just another seller to a trusted resource and, eventually, to the obvious choice.So what questions do businesses need to ask and answer about themselves, and how can they build brand authority systematically rather than accidentally? And how do the pieces—narrative clarity, a distinctive value proposition, subject matter expertise and proof points—fit together into a winning strategy that compounds over time? Below, members of the Senior Executive CMO Think Tank discuss what this kind of disciplined approach to brand building looks like in practice, sharing their expertise in establishing the kind of authority that customers trust and actively seek out.

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A CFO scanning a marketing report sees it through a completely different lens than a CIO or a CCO. And if a CMO doesn’t address each C-suite member’s priorities and perspective when reporting results, it’s unlikely they’ll effectively pitch their vision for ongoing marketing strategy. For a CMO, building trust across C-suite relationships isn’t just a soft skill; it’s a core competency that separates leaders who drive brand momentum and bottom-line growth from those who simply draft and schedule routine marketing content. A CMO who falls back on industry jargon and data points instead of learning the language of finance, technology or customer operations undercuts and undersells their team’s impact. Marketing comes to be seen as a cost center rather than a strategic driver: perpetually on defense, justifying spend instead of shaping decisions. But CMOs who learn to translate their work into terms that resonate with their C-suite peers don’t just earn goodwill; they earn a seat at the table when it matters most. That balancing act is especially important in a digital age, when CMOs need input from peers and cross-functional collaboration to optimize customer experience and trust. So what does effective C-suite relationship management actually look like in practice, and where do well-intentioned CMOs most often get it wrong? Below, members of the Senior Executive CMO Think Tank weigh in. With deep expertise spanning brand strategy, digital marketing, customer engagement and executive leadership, these industry leaders offer hard-won perspective on how CMOs can translate marketing’s business value in terms the whole C-suite understands and build the cross-functional trust that turns alignment from aspiration into advantage.

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Automation has a way of making marketing systems look busy—and therefore, healthy. Dashboards fill up, campaigns launch on schedule and follow-up happens at machine speed, creating the impression that marketing teams are becoming more efficient and effective.  But activity isn’t the same as results. For a growing number of marketing organizations, automation has become a way to run faster in the wrong direction. Automation doesn’t fix fuzzy underlying strategies, scattered data or poorly defined handoffs between marketing, sales and product teams. It just moves them out of sight. A workflow that runs smoothly isn’t necessarily a workflow that works. Further, tool sprawl can leave teams struggling to manage and achieve ROI from an ever-growing, unchecked tech stack.  That’s the uncomfortable reality many CMOs are grappling with right now. The proliferation of martech tools has made it easier than ever to automate nearly every touchpoint in the customer journey, yet in too many cases, revenue stalls, churn climbs and teams struggle to explain how—or if—automation is making a positive difference. The real job, then, isn’t just adopting better tools. It’s figuring out what the underlying problem is and whether technology will merely simply help a flawed process fail more elegantly. Members of the Senior Executive CMO Think Tank—a curated group of marketing leaders with deep expertise in digital advertising and technology’s growing role in marketing—have been at the forefront of the AI revolution. Here, they break down the process flaws automation most commonly conceals and share practical diagnostics to help CMOs build on solid ground before adding more speed.

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Many marketing campaigns are built to grab attention—the scroll-stopper, the headline, the viral hit—with little planning for what comes after. Global ad spending is expected to reach unprecedented levels in 2026—topping $1 trillion—but a viral video, clever headline or packed webinar won’t translate to revenue if follow-through is an afterthought. The problem isn’t the creative; it’s the system.  Marketing campaigns designed as moments in time rather than journeys can’t sustain buyers’ interest, achieve conversions or build customer loyalty on their own. Keeping customers engaged throughout every stage of the buyer journey is essential. Yet, in too many organizations, marketing hands off a lead, sales chases it down, and somewhere in the middle, the momentum built by that clever creative quietly dies.  Marketing teams who focus solely on maximizing clicks, impressions and traffic often celebrate winning before the game is actually over. Tackling the harder work of conversion and retention requires rethinking how campaigns are planned, how teams are structured, and how success gets defined. The question, “Will this get their attention?” must be followed by, “Do we have a plan for what comes next?” Members of the Senior Executive CMO Think Tank—a curated group of marketing leaders with expertise in brand storytelling, digital advertising, customer engagement and the rise of AI in marketing—have seen this challenge from every angle. Below, several of them share how to design marketing campaigns that are just as intentional about follow-through as they are about reach.

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Marketing has always been part science, part art. Increasingly, AI is bringing the science: It can process data at a speed and scale no human analyst can match, instantly spotting patterns across channels and audiences. AI is proving its value by helping teams process more data, identify patterns faster and move from raw information to action with far less manual effort. But effective marketing demands more—context, empathy and the kind of nuanced decision-making that comes from lived human experience.  The question CMOs are wrestling with isn’t whether to adopt AI; most already have or are planning to do so. It’s how to deploy it in ways that genuinely sharpen performance without hollowing out the human judgment that makes marketing resonate. CMOs who get the division of labor right won’t be those who automate the most. Rather, they’ll be the ones who design teams and workflows that leverage the unique strengths of both technology teams and human beings. The members of the Senior Executive CMO Think Tank share deep expertise in brand storytelling, digital advertising, customer engagement and the rise of AI in marketing. Below, several of them share their perspectives on where AI delivers its greatest value and where human judgment remains irreplaceable—and how CMOs can architect ways of working that bring out the best of both.

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Today’s CMOs are tasked with far more than crafting marketing campaigns and boosting growth metrics. They’re customer champions, executive partners, culture carriers, data translators and creative visionaries. Dealing with these omnidirectional challenges—all while producing creative content and shepherding their team—has a name: 360-degree leadership.  CMOs must understand how marketing connects to business strategy, how decisions affect the people doing the work, and how cross-functional relationships shape what’s actually possible. It’s not an easy remit, and they often butt heads with their fellow executive leaders who aren’t fully versed in modern marketing’s role and impact. At the same time, they and their teams are often asked to do more with less while navigating shifting executive priorities, worries about how technology could impact their work, and the relentless pace of the always-on digital marketplace. If a CMO can’t hold the line on focus, culture or strategic clarity, burnout spreads, morale erodes and the work suffers. A CMO who thrives under that kind of pressure knows when and how to push back, when and how to align, and when and how to protect their team from unreasonable or unfocused demands. They don’t just keep work moving—they create focus, set boundaries and ensure expectations are realistic, protecting both performance and morale. The members of the Senior Executive CMO Think Tank have hard-won expertise in brand storytelling, digital advertising, customer engagement and the integration of AI into modern marketing strategy. Below, four of them share what 360-degree leadership really looks like in practice and what they’ve learned about successfully balancing influence, accountability, creativity and team well-being.

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Content marketing is supposed to be the engine that drives brand authority and demand generation long before a sales call. On average, B2B buyers engage with 13 pieces of content at the beginning of the purchasing journey, highlighting the importance of high-quality, authentic and authoritative content. However, many marketing teams continue to crank out blogs, videos, white papers and posts to feed algorithms and fill calendars, hoping something will spark engagement. The result? Often, it’s a lot more noise with a lot less bottom-line impact. Research consistently shows that consumers value trust as highly as price and quality when making purchasing decisions—especially in B2B, where stakes for buyers can be high and strong relationships matter. With content playing an outsized role in discovery and credibility in AI-driven search, it can’t remain a supporting tactic measured by impressions and downloads. It has to connect directly to pipeline velocity, deal progression and long-term customer trust.  The members of the Senior Executive CMO Think Tank are experts in brand storytelling, digital advertising and customer engagement. Below, a group of them shares practical insights on how CMOs can transform content into a true strategic asset—one that compounds over time to drive revenue, strengthen pipeline and build durable trust.

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In B2B sales, there’s rarely just one person to convince—and neglecting that insight is where many marketing strategies start to break down. In reality, most B2B deals wind their way through a maze of stakeholders, side conversations and internal trade-offs. A proposal that resonates with one executive can fall flat in a meeting your team doesn’t even get to attend.  When marketing teams don’t fully understand how B2B buying decisions are actually made, messaging gets watered down. And when sales teams don’t fully understand how to speak—and listen—to prospects, they can’t build the trust that’s foundational to both new and lasting client relationships. Marketing and sales must work together to build an effective outreach strategy—and an essential first step is uncovering the real internal decision structure.  From there, the challenge shifts from mapping the maze to moving through it. Impressing a primary contact is just the first step. You must then equip that champion with the clear messaging they need to confidently advocate for your product or service and arm them with answers to inevitable questions. Experts in brand storytelling and customer engagement, the members of the Senior Executive CMO Think Tank have navigated their share of client organizational structures. Here, three of them share practical strategies for uncovering the true decision map within a prospect organization and crafting messaging that fully resonates inside even the most complex B2B organizations.

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It’s undoubtedly rewarding to see your company’s name on a prestigious industry list. The badge looks sharp on the website, and the LinkedIn posts practically draft themselves. But beyond the glow of recognition, many executives are asking a harder question: Is applying for lists like the Inc. 5000 actually worth it? The investment required to attract high-profile attention isn’t trivial. There’s time spent pulling financials and coordinating submissions. There may be fees tied to promotion, events or licensing the badge. Polishing your award application so it stands out requires even more effort. And for marketing teams with slim resources or budgets that are under a microscope, every line item needs to prove its value. As with most strategic marketing decisions, the value of garnering an industry award depends on intent and execution. Industry lists can function as powerful trust accelerators. They can influence how quickly prospects take meetings, how confidently candidates accept offers, and how seriously partners view your brand. But recognition alone doesn’t close deals. It has to be activated, integrated and aligned with a broader growth strategy. The members of the Senior Executive CMO Think Tank are a vetted group of marketing leaders with deep expertise in brand storytelling and customer engagement. Here, they discuss the real ROI from garnering a coveted spot on an industry recognition list and share how to translate the award into enhanced credibility, deal velocity, talent acquisition and long-term brand authority.

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Marketing has never moved faster—or felt more crowded. Trends flare up and fade out in days, algorithms shift without warning, and brands are under constant pressure to stay relevant at scale. In that rush, it’s easy for marketing to become louder, broader and more automated, even as audiences are growing ever more selective about what they actually notice, remember and trust. As an investor and spokesperson for brands Aviation Gin and Mint Mobile, actor and entrepreneur Ryan Reynolds says his North Star is simple: He’s trying to create a feeling, because “everything that’s intimate is memorable.” But in a supercharged digital marketplace, how do agencies and branding teams create messaging that feels personal and human without sacrificing speed, consistency and reach? It’s a difficult balance to attain—sacrificing authenticity for velocity can veer into manipulation, and manipulation can have negative effects not only on brands but also on consumers.  The members of the Senior Executive CMO Think Tank are seasoned experts in brand storytelling, digital advertising and customer engagement. Here, they share their perspectives on how to balance genuine emotional connection with scalability to create marketing that’s honest, helpful, emotionally resonant—and remembered.

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Customers rarely announce their intention to break ties with a business or abandon a product. Companies must learn to spot and interpret both loyalty and churn signals. Subtle behavioral changes in areas like logins, usage, support interactions and payment activity often show up weeks or months before a customer cancels, but only if teams know where to look and how to interpret what they’re seeing.  As services are increasingly digitized, the problem isn’t a lack of data. It’s knowing which data points actually reveal customer stickiness and which ones are just noise. AI-driven predictive models can help businesses pinpoint and better understand subtle churn signals. But even when leaders know what to look at and where, raw observations don’t move the needle on their own. Turning behavioral cues into measurable retention gains requires discipline, context and a willingness to design proactive interventions that center on real human emotions and reactions. Here, members of the Senior Executive CMO Think Tank tap into their experience and expertise in customer engagement to explain how to separate meaningful loyalty and churn signals from metric clutter, as well as how to translate those insights into action. Their practical strategies can help leaders identify churn risk early, prioritize the right data sources, and build initiatives that don’t just gauge loyalty but actively create it.

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Marketing teams track clicks, conversions, sentiment scores and customer journeys with precision, yet many brands still struggle to convey their unique value. Standard marketing metrics reveal whether a message is being seen and heard by audiences, but not why it is (or isn’t) inspiring customers to take the next step. Marketing teams must learn to surface not just quantitative data but also qualitative insights—that is, they must go beyond vanity marketing metrics to understand and measure persuasion. But that’s just the first challenge. At the November 2025 MarTech conference, Eric Mayhew stressed that a competitive edge comes from combining unique data with a compelling narrative. That observation builds on an insight recognized across disciplines, from education to sales: A well-told story helps audiences learn and retain information far better than a list of facts.  So how can brands pinpoint meaningful insights and weave them into noteworthy narratives? The members of the Senior Executive CMO Think Tank have deep experience in brand storytelling, digital advertising, customer engagement and the growing role of AI in marketing. Below, a group of them draws on their years of frontline experience to share how marketing teams can uncover differentiating data competitors overlook and transform it into stories customers recognize, repeat and rally around.

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Increasingly strict data usage and privacy regulations have expanded protections for consumers. But for marketing teams and agencies, they’ve rewritten the digital advertising playbook. The ad industry has scrambled to adapt by reworking ad spend, retraining teams and investing in first-party datasets. However, a significant challenge still remains: “Show us the ROI” conversations with C-suites and clients are more difficult than ever.  Third-party cookies are fading, consent banners are everywhere, and platforms keep tightening what can be tracked. With limited access to consumer data, proving performance with concise, data-driven attribution reports is neither as easy nor as reliable as it used to be. When you can’t follow every user breadcrumb, you need a smarter way to connect marketing activity to business outcomes that clients actually care about. So what replaces the old playbook now that the days of detailed digital dashboards are over? In today’s marketplace, the strongest strategies blend tighter targeting, bottom-line proof points and carefully crafted conversations. Below, members of the Senior Executive CMO Think Tank share what’s working for them as they seek to pinpoint and prove the ROI of their digital marketing.

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Personalization was intended to be the “concierge” of digital marketing: a helpful nudge, a timely reminder or a suggested shortcut that made a customer feel understood. Somewhere along the way, however, personalized marketing started feeling more like a carnival barker with a confetti cannon—loud, distracting and relentless, as well as oddly confident about what you “must” want to see next. And all those sights and sounds aren’t just overwhelming; they’re often off-kilter and off-putting. In one survey, two-thirds of global consumers reported being targeted by inaccurate or invasive marketing.Now, Gartner’s November 2025 report, “Leadership Vision for 2026: Chief Marketing Officer,” adds a sharper warning: Overly aggressive, algorithm-driven personalization can actively weaken trust and leave consumers feeling overwhelmed with information and hesitant or regretful about making purchases. Even so, abandoning personalization altogether isn’t the answer; the majority of consumers still expect personalized interactions and are frustrated if they don’t receive them. So what does “better personalization” look like in 2026, and how can CMOs make customers feel seen, not herded? Below, members of the Senior Executive CMO Think Tank share their takeaways from the Gartner report as well as practical strategies to help marketing teams produce personalized messaging that’s compelling rather than creepy. 

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If you’ve recently used Google to track down a quick answer, you may have read the summary at the top of the results page and moved on. When time is tight and the information is clear and straightforward, that instant snapshot can be enough to meet your immediate needs. Or perhaps you’ve taken the route increasingly favored by users and leveraged a generative AI tool like ChatGPT or Claude for research or shopping. Both those scenarios reflect a single truth: Competitiveness in the world of online search is becoming more and more about being the source an algorithm trusts enough to summarize, cite or synthesize.  Brands that have spent years tuning keyword strategies and chasing incremental ranking gains need to rethink their strategies. Recent findings underscore the stakes: A Pew Research Center analysis shows that when an AI summary appears at the top of a Google results page, users are less likely to click one of the links below. This means regularly winning a coveted spot on the first page of search results won’t necessarily drive steady traffic to your website. In this moment, the real question isn’t whether SEO is “dead”; it’s whether your brand messaging is accessible and understandable for AI algorithms without being bland and forgettable to humans. The members of the Senior Executive CMO Think Tank live at the intersection of brand storytelling and AI-driven marketing changes. Here, they discuss practical, future-focused search strategies for brands, including how to make content easier for AI to interpret, the authority signals that make it worth surfacing, and how to balance visibility with authenticity and impact.

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CMOs accustomed to a focus on crafting polished brand messages for their own websites and traditional search are waking up to a new digital marketplace. Increasingly, buyers aren’t clicking links on search pages—they’re going to AI assistants to do work-related research, get detailed answers to personal questions, find product recommendations and even manage shopping lists. Brands can no longer rely solely on Google rankings—they need to show up in the AI-generated summaries people read, quote and act on. While a November 2025 Semrush report noted that ChatGPT is citing Reddit and Wikipedia less frequently than it has in the past, they’re still among its top three sources—a signal that “useful” content in the GenAI era often looks less like a polished campaign page and more like a living knowledge base. Companies are responding in a shift that’s been framed as a move toward generative engine optimization (GEO), where visibility increasingly depends on whether your expertise is shared in such a way that it answers real questions and can be pulled, summarized and trusted in AI-driven results.  So what new strategies should marketing leaders pursue in the face of these changes? Here, members of the Senior Executive CMO Think Tank—experts in brand storytelling, digital advertising, customer engagement and the rise of AI in marketing—share what these citation patterns suggest about the content AI models treat as credible and offer practical ways to rethink content and engagement.

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Now that Google is indexing Instagram content, the borders between social and search have been redrawn, turning visually led, storytelling-driven posts into searchable assets. What once existed solely within a brand’s Instagram feed can now appear alongside its most curated web pages, turning an educational carousel or a simple Reel into a potential driver of search discovery. This shift arrives as search behavior continues to transform. A 2024 Statista survey found that 46% of Gen Z respondents prefer social media to search engines to find information, showing that social content increasingly informs which products and services younger consumers find, trust and eventually buy. When Instagram posts meet users at the exact moment of intent, they become more than engagement drivers; they become micro-landing pages capable of pulling new audiences into your ecosystem. Even so, opportunity comes with strategic challenges. Optimize too lightly, and you miss the visibility gains. Optimize too aggressively, and you risk watering down the creativity and authenticity that makes social content worth engaging with in the first place. Here, members of the Senior Executive CMO Think Tank explore how brands can navigate this new search-social convergence, sharing their insights to help marketing teams rethink their approach to Instagram content.

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Authenticity is a recognized cornerstone of effective marketing—especially in a high-information digital marketplace. Savvy consumers understand the ways advertisers seek to influence them and increasingly doubt highly polished messaging, seeking genuine signals that a brand’s actions align with its stated values.  Studies of consumer behavior have shown that emotions influence engagement and purchasing behavior. And when a brand is able to make a genuine connection with its audience, the impact goes beyond just making the sale: Salsify’s 2025 Consumer Research report found that 87% of shoppers are willing to pay more for a product from a brand they genuinely trust.  As experts in brand storytelling and customer engagement, the members of the Senior Executive CMO Think Tank understand that, in a saturated, noisy market, clarity and consistency are no longer just differentiators—they’re necessities. Consequently, understanding what “authentic” truly means has never been more vital. Here, five of them share their definitions of authenticity, identify the qualities that distinguish trustworthy brands, and share examples of companies that have successfully built lasting connections by staying true to themselves and their target audiences.

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In the brand marketing world, there’s always been a scramble to catch consumers’ attention. In a digital marketplace, jostling for position takes place moment by moment, and finding a hook that grabs the audience can make a game-changing difference for both new and established brands. In this spirit, unlikely brand pairings are having a moment. Cross-industry collaborations are gaining momentum as brands look for fresh ways to earn new audience attention in an oversaturated market. A quirky matchup can spark curiosity, intrigue or delight—maybe even a viral moment. From beauty lines teaming up with cookie makers to fast food giants joining forces with toothpaste brands, the collision of categories is becoming a bona fide strategy rather than a passing stunt.  But as any CMO will tell you, “novelty” campaigns that catch fire quickly can also burn out fast. The marketing leaders of Senior Executive CMO Think Tank spend their days navigating the intersections of brand storytelling and customer psychology. They know that the real magic happens only when the bold and unexpected is grounded in something meaningful—alignment, authenticity and a reason for customers to care long after the initial surprise wears off. Here, a group of them share what it really takes to turn a head-turning partnership into an enduring marketing advantage.

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As bot networks swell and AI tools pump out endless content, it can be hard to separate genuine human input from digital noise in the bustling online marketplace. From fake followers to bot-created faux outrage campaigns, gauging whether your brand is sparking real connection or just attracting automated cheers (or jeers) has become a high-stakes challenge. It’s estimated that bots account for more than 50% of internet traffic—and they’re skewing marketing metrics in their wake. For marketing leaders, this distortion can create dangerous illusions. Dashboards can look healthy—even impressive—but surface-level performance numbers can mask genuine audience behavior, and relying on them can send teams chasing the wrong strategies, the wrong channels and the wrong assumptions about what’s working. Members of the Senior Executive CMO Think Tank emphasize that in a landscape where metrics can be manufactured and noise can mimic relevance, the real competitive edge comes from learning to listen more carefully. Here, they share tips on how to pinpoint authentic human engagement and focus on the signals that cut through the static rather than amplify it. 

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In recent years, several prominent brands have learned that marketing can misfire when it collides with consumer sentiment. Bud Light, American Eagle and Cracker Barrel, among others, have drawn public attention not for their creativity or ambition, but for misreading how audiences would react to “clever” campaigns or evolving branding. Even well-intentioned marketing or modernization efforts can alienate longtime customers if they believe campaigns aren’t grounded in authenticity and respect. For marketing leaders, these examples underscore the need for disciplined “backfire filters”—structured ways to assess cultural sensitivity, audience alignment and brand equity before campaigns reach the public. Here, senior marketing experts from the Senior Executive CMO Think Tank share how they would have approached the internal conversations surrounding recent “marketing misfires.”

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The marketing agency landscape faces its most significant transformation in decades. With global AI spending for sales and marketing reaching $57.99 billion in 2025 and 88% of marketers now using AI tools daily, the dynamics between brands and their external partners have fundamentally shifted. The era when agencies could command premium fees for producing content, managing campaigns or generating creative assets is rapidly closing. AI is automating repetitive workflows and enabling real-time personalization and campaign optimization, fundamentally changing what clients can do for themselves—and what they can’t—as well as what they value and are willing to pay for.  Success in this new landscape requires a fundamental recalibration of what marketing consultants and agencies sell—and how they prove their worth. Here, members of the Senior Executive CMO Think Tank—specializing in brand strategy, digital transformation and the integration of emerging technologies—offer critical insights into how consultants and agencies must reposition themselves to remain indispensable.

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Advertising on streaming platforms is no longer at the margins—it’s squarely in the mainstream. As of March 2025, streaming accounted for 43.8% of overall TV time in the U.S.—an increase of 10 points over two years. Meanwhile, linear TV’s primetime ad sales continue a gradual decline—2025-26 primetime ad sales were down 2.5% from the previous upfront, dropping by $1.2 billion since 2023-24 upfronts.For brands, this shift is driving a full-scale reevaluation of media strategy: where to reallocate budgets, how to measure results and how to avoid wasted spend in new formats. Members of the Senior Executive CMO Think Tank—a curated group of marketing leaders with deep expertise in brand storytelling, digital advertising and more—discuss how the shift to streaming media should influence advertising investment decisions, where the biggest opportunities lie in connected TV, and how to spot and manage risks.

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With Meta reportedly planning to fully automate ad creation by 2026—from copywriting and creative to targeting and placement—CMOs face a pivotal question: What’s left for human marketers? Members of the Senior Executive CMO Think Tank share their insights on the risks, rewards and redefinition of creative work in the age of AI.