Marketers not providing info c-level execs need for strategic thinking

New survey from ITSMA, Forrester Research and VisionEdge Marketing finds just 9 per cent of CEOs are leveraging marketing data for strategic planning

A new survey claims few c-level executives are basing strategic decisions on marketing data because they fail to demonstrate effectiveness.

According to the joint VisionEdge Marketing, ITSMA and Forrester Research 2013 Marketing Performance Management (MPM) Survey, just nine per cent of CEOs and six per cent of CFOs leverage marketing data for strategic planning. The report claims the reason is because marketing dashboards focus on marketing activity instead of business outcomes and don’t illustrate how marketing fosters topline growth or profitability.

Most marketing dashboards usually focus on operational efficiencies such as on-time delivery, budget, productivity, campaign performance and lead data. In contrast, c-level executives are looking for results that highlight the effectiveness of activity and programs as well as metrics helping them make strategic recommendations.

The new report also found 54 per cent of marketers use data analytics to fine-tune the marketing mix but that just 35 per cent on average using data analytics to predict customer behaviour, make strategic recommendations, drive innovation or impact customer acquisitions, retention or growth. These are the types of measures however, business executives want to see.

The survey took into account responses from more than 400 respondents and is in its 12th year.

“The data demonstrates how marketers rely too much on their CRM and marketing automation systems to produce dashboards or report on marketing results,” Forrester vice-president and principal analyst serving CMOs, Laura Ramos, said. “These systems are fine for providing a view into marketing program activity and pipeline, but the research shows most fail to produce the level of information and metrics that business executives want to see.”

Overall, 27 per cent of c-level executives surveyed gave their marketers an ‘A’ grade, on par with last year’s report findings, while 38 per cent received a ‘B’ and 29 per cent a ‘C’. According to the report, those marketers with the highest grade are better at using data and analytics in general, but all groups primarily use data and analytics to report on past performance rather than information that supports future decisions.

Follow CMO on Twitter: @CMOAustralia or take part in the CMO Australia conversation on LinkedIn: CMO Australia.

Join the CMO newsletter!

Error: Please check your email address.
Show Comments

Supporting Association

I love the article and feel it's right on. Only thing I don't agree with is ..'“If a marketer starts to pigeon-hole themselves as just b...

Scott Sundheim

CMO to CEO: Virgin’s David Scribner talks growth

Read more

Kind of ironic this was posted on the day that Target closed in my home town. They obviously didn't get customer experience in Canada.

Carol Wain

Target: Emotional social vital to customer experience management

Read more

Absolutely. Digital redistributes but not very evenly. The paradox is that it both democratises AND creates "winner takes all'. What I ca...

marianne doczi

Digital disruption isn’t disruption anymore: Why it’s time to refocus your business

Read more

Splinter groups are always unhappy about something. It's what they do. :)

anonymous

CMO interview: Marketing the wool off a sheep’s back

Read more

There's definitely a fine line between delivering a highly personalized customer experience that customers appreciate and one in which th...

Angela Sanfilippo

How eBay unlocks customer data DNA

Read more

Sign in