What if we have been approaching organizational design all wrong? What if there is a better way to align an organization with consumer needs? In this week’s show, Jeff Lowe, Executive Vice President and Chief Commercial Officer of Smart Technologies, discusses how the gap between CMO-CEO, CMO-CFO, CMO-CRO, etc., can be bridged by removing sales and marketing silos with a Unified Commercial Engine (UCE). He also explains how a buyer journey map can be used to design an org chart and lead change management to support sales and marketing unification. Jeff even sheds some light on how a poker table can help budgeting and be used to align teams to commercial outcomes. Enjoy the show! Our Guest Jeff Lowe, EVP & Chief Commercial Officer, SMART Technologies https://www.linkedin.com/in/jefflowe2/ https://www.smarttech.com/en-gb/education Our Hosts: Follow our updates here: ⁠⁠https://www.linkedin.com/company/sleeping-barber/⁠⁠ Get in touch with our hosts: - Marc Binkley: ⁠⁠https://www.linkedin.com/in/marcbinkley/ - Vassilis Douros: ⁠⁠https://www.linkedin.com/in/vassilisdouros/⁠ Timestamps 0:44 - Intro to Jeff Lowe, EVP & CCO Smart Technologies 3:03 - The cause of the gap between CMO-CEO, CMO-CFO, CMO-CRO etc 5:30 - Why we need to unify B2B sales & marketing teams 9:40 - 74% of customers would prefer a rep-free experience 11:58 - Removing sales and marketing silos with a Unified Commercial Engine (UCE) 13:19 - The (sales) straw that broke the (marketing) camel’s back 15:35 - Using a buyer journey map to design an org chart 18:55 - Leading the change management to support sales + marketing unification 26;04 - The biggest lesson when you remove corporate silos 27:11 - What salespeople really think of marketing presentations 28:45 - What caused the 60% improvement in lead acceptance rate (MQL-SQL) 30:51 - How SMART’s culture supported employee engagement during the UCE transformation 35:11 - How to set marketing budgets when there is no marketing team for the budget 38:16 - Poker table budgeting to align teams to commercial outcomes 42:35 - A fair process isn’t the same as a fair outcome 44:55 - Why we should stop using the word “Branding” and what to use instead 50:32 - Should you spend more on brand or performance? 52:07 - Why marketers need to know the meaning of cash flow, EBITA, market share etc 52:57 - A SMART case study from Australia 56:40 - Why buyer enablement and purpose are fueling a B2B renaissance 1:00:30 - How to find out more about Jeff and SMART 1:03:53 - Post-Pod with V and Marc Where to Listen: Apple Podcasts: https://podcasts.apple.com/ca/podcast/the-sleeping-barber-a-business-and-marketing-podcast/id1609811324 Spotify: https://open.spotify.com/show/4v0kaM350zEY7X2VBuyfrF?si=7083317d5afd488b ⁠⁠ Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9hbmNob3IuZm0vcy84MWVjYWJhNC9wb2RjYXN0L3Jzcw?sa=X&ved=2ahUKEwji_oSOopP-AhXnlo4IHTZKBgYQ9sEGegQIARAC Youtube: https://www.youtube.com/@sleepingbarberpodcast © 2023 Sleeping Barber