Udi Ledergor, Chief Evangelist & former CMO at Gong – The CEO-CMO Dynamic: Keys to Success [Video]

In this insightful episode of Founders’ Marketing Compass, host Etgar Shpivak sits down with Udi Ledergor, Chief Evangelist & former CMO at Gong, to explore the strategic landscape of B2B marketing leadership. Udi shares his revolutionary “95-5 Rule” of B2B marketing, revealing that only 5% of your potential market is ready to buy at any given time. This principle fundamentally changes how companies should approach their marketing strategies and resource allocation.

Key Takeaways:

– The 95-5 Rule: Focus primary resources on the 5% ready to buy, while nurturing the 95% differently
– Different CEO types require different CMO approaches – from the marketing-savvy CEO to the hands-off leader
– Before starting a CMO role, assess product-market fit, existing KPIs, and team capabilities
– Category creation requires patience and a long-term vision – it’s not an overnight process
– Data-driven decision-making is essential for validating marketing strategies and investments
– Building a marketing team requires careful consideration of both immediate needs and future scalability.
– Marketing leaders should align their approach with their CEO’s background and vision
– Content and campaigns should be designed differently for immediate buyers versus future prospects.
– Personal branding and thought leadership can be powerful tools when used authentically
– Focus your highest-converting marketing activities on the ready-to-buy segment

Chapters:
0:00 – Introduction and Career Background
5:32 – Marketing KPIs and Measurement
15:40 – CEO-CMO Relationship Dynamics
22:15 – Category Creation Strategy
28:00 – Data-Driven Marketing Decisions
33:15 – Building Marketing Teams
40:18 – Case Studies and Success Stories
44:46 – Learning from Marketing Challenges
49:52 – Leadership Advice for Marketing Executives
54:38 – Final Thoughts and Recommendations

Udi’s LinkedIn: https://www.linkedin.com/in/udiledergor/
Etgar’s LinkedIn: https://www.linkedin.com/in/etgar/

Keywords: B2B Marketing, Marketing Leadership, Category Creation, CMO Strategy, Marketing KPIs, Marketing Analytics, Marketing Operations, CEO-CMO Relationship, Marketing ROI, Marketing Team Building, B2B SaaS, Marketing Metrics, 95-5 Rule, Marketing Transformation, Growth Marketing