Bob McKinnon
Principal Analyst, Marketing Executive Services
Author Insights
Blog
Keys to Overcoming Regulatory Hurdles to Creating Demand in Financial Services
- Financial services marketers’ reluctance to embrace non-traditional marketing channels diminishes their ability to create demand
- Audience-centric messaging helps alleviate the lack of establishing suitability in demand creation efforts
- Thought leadership is the cornerstone of a best-in-class demand creation strategy in financial services
Blog
Financial Services: The Foundational Elements of Customer Experience
- Thirty percent of financial services marketing leaders stated in our survey that creating a customer experience function is their top priority over the next two years
- The customer experience function represents the customer’s perspective with all customer-facing functions in the organization
- The five foundational elements of a successful customer experience function are useful insights, aligned strategy, lifecycle mapping, measurement and communication
Blog
Marketing Dashboards for Financial Services
- Interviewing key stakeholders helps better understand the needs of the dashboard audience
- Summarizing key findings facilitates better readability and analysis of dashboards
- Dashboard data should flow logically from activities to outputs to impacts
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Capturing Insights from a Disjointed Tech Stack
- Only 32 percent of marketing organizations in financial services can access a BI tool
- Conducting an inventory of data existing across the platform yields new insights
- Aligning and prioritizing measurement goals with sales helps to focus efforts and limit requirements
Blog
Key Considerations for Impactful Cross-Selling and Upselling in Financial Services
- The challenges for marketers to impact cross-sell/upsell are uniquely linked to the structure of the sales organization
- Marketing’s strategy should be determined by whether the.company is targeting an existing buying center or a new buying center in and existing account
- Evaluate marketing’s access to client data points prior to developing an approach to supporting cross-sell/upsell efforts
Blog
How to Alleviate Content Overload in the Financial Services Advisor Channel
- Content overload is a common problem in financial advisor channel communications
- Measurement of advisor channel communications should expand beyond activity metrics to include output and impact metrics
- Streamline communications and content delivery by developing advisor personas and mapping content to the stages of the buyers’ journey
Blog
Financial Marketers: Questions to Ask Tech Vendors
- Ask about regulatory compliance as early in the process as possible
- Data security should be evaluated before piloting any new tech and should include an audit of the vendor’s security features, processes and procedures
- Be certain that the vendor’s offering can be fully integrated with your existing archiving platform
Blog
Different Drivers of Change for CMOs in Financial Services
- Marketing leaders in financial services have to comply with an additional level of regulatory scrutiny
- Thirty-seven percent of CMOs in financial services said “economic conditions” is the biggest driver forcing change in the way they market
- Seventeen percent of CMOs from industries outside of financial services cited economic conditions as their greatest driver of change
Blog
Economic Health of the Financial Services Industry is Improving – So, What’s Next?
- The path for financial marketing leaders appears to be shifting from defensive and tactical to long-term and strategic
- We currently see three areas of focus among marketing leaders in financial services
- Planning and alignment, technology and customer marketing are now possible strategic initiatives for executives to buy-into