As technology is changing the way we work, so the relationship between marketing and finance needs to evolve for continued success. Chris Lawson explores ways to put this into action.
However, the relationship can be rewarding and pay dividends if handled correctly. As technology revolutionises the way we do business, marketing directors and their financial counterparts have an opportunity to achieve growth and build shareholder value by singing from the same song sheet.
Throughout my career, starting as marketing executive and moving into CMO roles for a number of household names and successful startups, I’ve noticed a real change in the way these roles have interacted. Regardless of the company or the project, there are four areas of common interest that can ensure the relationship can only improve over time:
1. Data-driven strategy
2 Marketing ROI
Expert talents can form a successful partnership, but far too often end up clashing, fighting and going their separate ways
3. Greater collaboration
4. Digital transformation
The evolution of marketing
Rather than expensive above the line campaigns, using mass media to reach a widespread audience with dubious research data as KPIs, I worked in the slightly less glamorous and prestigious end of things: customer relationship marketing and direct marketing. In those days, the marketing function would ‘present’ the plans to both CEO and FD, and what the FD (as the one in charge of the purse strings) said, went. There was definitely more affinity with classic direct marketing or subscriptions marketing: basically, anything that had a tangible target to be met.
The marketing funnel – putting customers in and getting custom out – is a logical process that quite often delivers. As a result, a number of direct marketing managers like myself naturally found themselves leading the digital marketing efforts as classic direct marketing moved to digital marketing.
Ten years on, the picture has changed somewhat. Marketing has established itself at the top table, partly due to the nature of the role and the importance placed on customer experience. As the data available to the marketing function has increased, so our analysis of it has improved and the majority of marketers are considerably more numerate.
The detailed accountability of programmatic advertising – such as online ads with guaranteed impressions – certainly helps someway answer the most famous marketing quote in the world. “Half the money I spend on advertising is wasted; the trouble is I don't know which half” – John Wanamaker (1838-1922), successful US merchant, religious leader, political figure and pioneering marketer.
Working on the relationship
However, three CFOs in my network still identified a lack of understanding, scepticism and ambiguity of numbers as the main issues they face when working with CMOs. So, despite the progress, we still have some way to go. But this also suggests that, as long as marketing is accountable (or perceived to be accountable), then there is less friction and the partnership can continue.
The companies that act late tend to lose out. The CMO should be the eyes and ears of the organisation to identify trends, revenue opportunities and margin-generating initiatives. But this is not possible without the CFO onside. For sustainable success, the two need to work together more than I ever could have imagined 20 years ago.
How to improve the effectiveness of marketing and drive the bottom line
This is about understanding the complexities of the marketing sales funnel now that social and content marketing play such an important role. An average person making a purchase for a holiday takes 27 days, visits seven touch points and four price comparison sites. Deciding which channels contribute towards marketing success in what way is key.
Use customer segmentation
Identifying the customer segment with the highest potential, or determining which one represents a disproportionate share of the value, is a skill that pays back dividends. This should be co-sponsored to achieve the best results.
Appoint a performance marketing expert or champion
With a logical and numerate mind, this can easily be someone out of the finance team who understands the role of marketing and can help bridge the cultural divide while being willing to challenge both camps.
About the author
Chris Lawson, founder and CMO, Moreno Marketing
Download pdf article
- The marketing and finance relationship
Business & Management Magazine, Issue 273, April 2019
Further reading
The ICAEW Library & Information Service provides full text access to leading business, finance and management journals.
Further reading on the relationship between marketing and finance in your organisation is available through the resources below.
You are permitted to access articles subject to the terms of use set by our suppliers and any restrictions imposed by individual publishers. Please see individual supplier pages for full terms of use.
More support on business
Read our articles, eBooks, reports and guides on sales and marketing.
Sales and marketing hubeBooks on marketingCan't find what you're looking for?
The ICAEW Library can give you the right information from trustworthy, professional sources that aren't freely available online. Contact us for expert help with your enquiries and research.
-
Update History
- 10 Apr 2019 (12: 00 AM BST)
- First published
- 17 Oct 2022 (12: 00 AM BST)
- Page updated with Further reading section, adding related articles on the relationship between marketing and finance. These additional articles provide fresh insights, case studies and perspectives on this topic. Please note that the original article from 2019 has not undergone any review or updates.