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 authenticall.y

* 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

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Connect with UsUdi'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

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