Tracey Newell is the Author of Hers for the Taking and has led global revenue teams, served as President of Informatica and now sits on the boards of some of the fastest-growing software companies in the world. Beyond leading major companies like Informatica, Proofpoint, Polycom, and Cisco, Tracey is now on a mission to help more women step into leadership with confidence and clarity. Tracey joins co-hosts Jon Miller and Sydney Sloan to discuss what CMOs can do to show up strategically for their boards, how to prepare yourself for a career in senior management, and why marketing leaders need to pick strategic projects that align with high-level metrics.

Episode Takeaways

• If you’re considering a career in corporate leadership but don’t feel ready for that, think about what experiences you would need to prepare yourself for a larger role and then start accumulating those experiences.
• Despite how things may seem at times, it is absolutely possible for men and women to have both amazing careers and amazing personal lives. The key is setting time aside for both parts of your life.
• Most growth-stage companies target a 50/50 revenue split between new logos and expansion, yet the installed base is dramatically easier to sell. CMOs should build dedicated programs around net retention and expansion, starting by solving the underlying data problem: knowing who your customers are, what they own, and where the whitespace lives. This is a direct contribution to top-line growth that earns marketing a strategic seat at the table.
• A key to running a successful partnership motion is connecting the peer-groups across the different organizations. For example, the sales teams need to know each other and how to hand off opportunities or involve the other when an opportunity arises.

Standout Quote

• “ I've always believed in quality over quantity. The quantity game is a long road to a small house.” - Tracey Newell

Guest Links

• LinkedIn: https://www.linkedin.com/in/tracey-newell/
• Hers for the Taking Website: https://a.co/d/03vJqSie

Mentioned in this Episode

• Doug Dennerline: https://www.linkedin.com/in/dougdennerline/
• Sally Shreve

More from The B2B CMO Project

• Website: https://www.b2bcmoproject.com/
• Jon Miller: https://www.linkedin.com/in/jonmiller2/
• Sydney Sloan: https://www.linkedin.com/in/sydsloan/
• More Episodes: https://www.b2bcmoproject.com/podcasts