Marketing Performance: How Marketers Drive Profitable Growth - Hardcover

Bauer, Thomas; Freundt, Tjark; Gordon, Jonathan; Perrey, Jesko; Spillecke, Dennis

Hardcover

ISBN 10: 1119278333 ISBN 13: 9781119278337

Publisher: Wiley, 2016

Synopsis

Drive marketing ROI with an investor's mindset and a proven toolkit

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.

This isn't a work of theory. This is a hands-on guide to better marketing for top managers, neatly packaged into ten concise chapters that are just right for a short-haul flight.

Learn how to:

• Increase sales with smarter fund allocation
• Reduce marketing costs without sacrificing effectiveness
• Strengthen the role of marketing with quantified ROI
• Build capabilities for sustainable performance improvements

Marketing Performance delivers expert insight, a wealth of proven success factors, and real-life case studies that will help you drive marketing performance and grow your business.

About this title

About the Author

THOMAS BAUER joined McKinsey in 2001 and is based in Munich. As a Senior Expert in McKinsey's marketing strategy group he serves clients across industries and geographies on topics such as marketing spend effectiveness and brand management. Thomas co-leads the Marketing Navigator, a McKinsey technology solution for marketing performance optimization.

TJARK FREUNDT is a Partner in McKinsey's Hamburg office. He joined McKinsey in 2001 and is co-leader of the EMEA Marketing and Sales Practice. Tjark leads McKinsey's global service line for brand management and marketing effectiveness. His main areas of activity are logistics, energy, and chemicals. He is the author of many articles and books such as Power Brands.

JONATHAN GORDON is a Partner in New York. He joined McKinsey in 1995 and is the leader of the global marketing strategy service line. He helps consumer companies construct marketing strategies and build capabilities that drive top-line growth, spanning financial services, packaged goods, and automotive.

JESKO PERREY is a Senior Partner at McKinsey and based in Dusseldorf. He joined McKinsey in 1999 and is global leader of the Marketing and Sales Practice. He serves clients across multiple industries and a broad range of topics such as commercial transformation, marketing ROI, branding, customer experience, digital marketing, and advanced analytics. He is the author of Power Brands and Retail Marketing and Branding.

DENNIS SPILLECKE is a Senior Partner at McKinsey and based in Cologne. He joined McKinsey in 2001 and is leading the German Marketing and Sales Practice. He serves clients across multiple industries and a broad range of topics such as advanced analytics, commercial transformation, marketing ROI, branding, and digital marketing. He is the author of Power Brands and Retail Marketing and Branding.

From the Back Cover

"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

MARKETING PERFORMANCE

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

From the Inside Flap

Contributors
Sebastian Ackermann
Benjamin Brudler
Lars Fiedler
Carmen Gayoso
Marco Guida
Jan Hildebrand
Jeff Jacobs
Sascha Lehmann
Nils Liedtke
David Ochmann
Philip C. Ogren
Julia Rath
Marleen Relling
Katharina Siorpaes
Jeremy Urban
Hiek Van der Scheer
Lorenz Zimmermann

Production team
Rik Kirkland
Alice Kral
Scott Reznik
Sanya van Schalkwyk
Kinga Young

Executive editor
Cornelius Grupen

Edition details

• Publisher: Wiley
• Publication date: 2016
• Language: English
• ISBN 10: 1119278333
• ISBN 13: 9781119278337
• Binding: Hardcover
• Edition number: 1
• Number of pages: 208