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Convincing Senior Leadership to Adopt New Tech and Build the Right Foundation

In today's rapidly evolving digital and technology landscape, senior leadership faces a daunting challenge: staying ahead of the curve while managing an ever-expanding suite of technologies (MarTech). As the marketing function becomes increasingly intertwined with IT, and digital marketing becomes a fundamental part of companies, senior leaders/CMOs must navigate a complex ecosystem of tools and platforms to drive company growth strategies.

The MarTech landscape has exploded in recent years, with the number of MarTech companies increasing by a staggering 7,258% over the past 12 years*. This proliferation of options presents both opportunities and challenges for marketing leaders. While the right MarTech stack can significantly enhance marketing efforts, poorly implemented or redundant tools can lead to wasted resources and frustrated teams.

To convince senior leadership of the need for new technology adoption, senior leaders/CMOs must first address the reasons why MarTech often gets a bad reputation.

These include:

  • Purchasing products to solve isolated problems without considering the broader ecosystem

  • Investing in redundant tools

  • Inadequate training

  • Paying for unnecessary features

  • High setup costs

  • Integration difficulties

  • Persistence of legacy systems

Building the right tech foundation requires a strategic approach. Start by setting clear marketing goals that align with overall business objectives. Assess your current MarTech stack to identify gaps and redundancies. Research new and emerging technologies that could address your specific needs but be wary of chasing after every shiny new tool. Prioritize investments based on their potential impact and feasibility of implementation.

When evaluating MarTech solutions, consider the following tips:

  • Start small and scale gradually

  • Be realistic about implementation timelines and resource requirements

  • Prioritize scalability to accommodate future growth

  • Ensure seamless integrations with existing systems

  • Involve internal teams and implementation partners

  • Test drive solutions before committing

  • Use data to inform decision-making and measure ROI

To build a solid foundation, it's crucial to involve IT from the start. The lines between marketing and IT are increasingly blurred, and collaboration between these departments is essential for successful implementation. Develop a cross-functional team that includes marketing, IT, and other relevant stakeholders to create a comprehensive roadmap, and everyone knows their responsibility.

Remember that MarTech is not a one-size-fits-all solution. What works for one organization may not work for another. Be adaptable and willing to adjust your strategy as needed. Set clear goals and key performance indicators (KPIs) to measure the success of your MarTech investments.

Perhaps most importantly, listen to your team. They are on the front lines, using these tools daily. Their insights can be invaluable in identifying pain points and opportunities for improvement.

Developing the right culture and strategy, aligning with IT, and focusing on solutions that truly address your organization's needs, you can navigate the MarTech landscape and build a MarTech stack that drives real business value.

In conclusion, while the MarTech landscape may seem daunting, it's not going away. By taking a thoughtful, strategic approach to technology adoption and building the right foundation, you can position the appropriate plan and get leadership buy-in. This will help your organization to succeed in an increasingly complex digital world.

Otto Angulo is the Senior Director Digital Consumer Engagement, AtlantiCare. His LinkedIn can be found here.

*source: chiefmartec.com

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