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Marketing Performance. How Marketers Drive Profitable Growth

  • ID: 3641408
  • Book
  • 200 Pages
  • John Wiley and Sons Ltd
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"This book empowers marketers to infuse their function with an investor′s mindset and drive sustainable marketing performance."
Pieter Nota, CEO Personal Health & CMO Royal Philips


Top marketers today don′t shy away from financial accountability. In fact, they actively seek to account for the return on their companies′ investments in marketing because they want their budget to make a difference for their brands and for their business: more relevant messages, more effective campaigns, more satisfied customers, more profitable promotions, higher returns to shareholders. If this is how you think about marketing, this book is for you. It is a book for CMOs who adopt an investor′s mindset, and it deals with the most pressing marketing performance questions:

  • How much should you spend on marketing?
  • How should you allocate your budget to brands or business units?
  • What is the best instrument mix to achieve your marketing objectives?
  • Which solutions and service providers do you need to get it done?
  • Which capabilities should you build to make sure the impact sticks?

This isn′t a work of theory. This is a hands–on guide to better marketing, neatly packaged into ten concise chapters. Drawing on our experience as consultants to the world′s leading marketers, we bring you a wealth of proven success factors and real–life case studies. We won′t give you all the details on marketing operations in this book. Instead, we focus on the ten things you need to get right to drive marketing performance and grow your business.

"If you only read one book about marketing, make sure it′s this one. It is written for a board–level audience, and it treats marketing as a driver of higher returns."
Kenny Lam, Group President, Noah Holdings Limited

"Adding facts to creativity and intuition and driving accountability for success, that′s the future. This book paves the way into that future."
Christian Deuringer, Director Global Brand Management, Allianz

"This is exactly the kind of thinking marketers need to make a difference today: get your objectives straight, focus on the big buckets, and hold people accountable to generate quantifiable returns on investment: your team, your agencies, everyone"
Michael Trautmann, Founder and CEO, thjnk; Former Global Head of Marketing, Audi AG

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Introduction: Smart Money vii

How much should I invest?

1 Budget sizing: Combine multiple lenses to right–size your marketing budget 1

2 Allocation: Put your money where your strategy is 19

How should I shape my messages?

3 Insights: Discover what really matters to consumers to sharpen your proposition 35

4 Storytelling: Take a publisher′s mindset and tell stories that cut through the clutter 51

How will I reach my target group?

5 One currency: Compare apples to apples as you make trade–offs between instruments 71

6 Science: Apply advanced analytics to drive fact–based mix optimization 89

How do I ensure excellence in execution?

7 Smart activation: Trim the fat off key instruments to drive incremental benefit 107

8 Partners: Build performance partnerships with marketing service providers 127

How can I drive change and sustain impact?

9 IT solutions: Use marketing ROI decision support solutions to transform your company 143

10 Agility: Infuse your organization with a return on investment mindset 159

Credits 177

Index 179

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Thomas Bauer
Tjark Freundt
Jonathan Gordon
Jesko Perrey
Dennis Spillecke
Note: Product cover images may vary from those shown