News, Updates, & Resources

The End of Spray and Pray: Why Pipeline Discipline is the Key to Efficient, Scalable Growth

SaaS companies, once thriving on unchecked growth fueled by abundant venture capital, are now facing a shift. Investors and the market now prioritize profitability and efficiency over pure growth. The “spray and pray” marketing approach, involving massive, unqualified lead generation has proven inefficient, leading to dissatisfied customers and wasted resources. Today, a targeted account and ideal customer profile (ICP) strategy is essential, focusing on high-value customers and streamlined sales cycles through disciplined pipeline management across marketing, sales, and product development, aiming for sustainable growth and reduced customer acquisition costs.

An Ultimate Checklist for Hiring the Best Fractional CMO

Fractional CMOs offer strategic marketing leadership to SaaS companies take on executive responsibilities and provide on-demand expertise, enabling businesses to scale without the financial burden of a full-time hire. This model offers flexibility, quick integration, and cost-effectiveness, though it comes with potential drawbacks like less availability and the need for managing multiple clients.

What a Fractional CMO Can Do in 90 Days (And What Has to Wait)

I get asked this question a lot, usually in the first meeting with a founder or CEO who's just figured out they need senior marketing leadership but isn't ready to hire full-time. "What can you actually get done?" It's a fair question. And the honest answer is more...

Nobody Wants to Log Into Your App: The End of the B2B Interface

I was on a customer panel a few months back when someone asked a question that stopped me mid-thought. "In the age of AI, what happens to the interface?" It's one of those questions that sounds almost philosophical — until you realise it's actually just describing...

Marketing Through an Acquisition: What CMOs Need to Know Before, During, and After

I’ve been through two exits. One was planned, one was less so. Both were exciting. Both were brutal in ways I didn’t fully anticipate. Here’s the playbook nobody gave me.

9 Biggest Questions About Fractional CMOs

by Steve Hardy | May 8, 2024 | Fractional CMO

Fractional CMOs offer a strategic and cost-effective solution for businesses focusing on growth, especially in sales and marketing. The growing trend shows a 170% increase in hiring fractional leaders since 2022, as organizations seek experienced, part-time marketing executives without the commitment of full-time roles. These seasoned leaders provide expertise, direct strategic marketing initiatives, and adapt flexibly to business needs at a fraction of the cost of full-time CMOs, making them invaluable for mid-size enterprises aiming to upscale efficiently.