CIO
To market to a
CIO, we need to
think like a CIO
It may be their budget you’re after, it may not. But if you don’t understand how a CIO thinks, you’re at a serious disadvantage.
And that’s hard because, as a marketer or seller, you have a different perspective. Your mental models may not align, leading to blind spots and potentially poor decisions.
The marketer’s job is to understand the mindset that CIOs bring to selecting and working with vendors. That means understanding their aspirations, peeves and pressures. How they interact in buyer groups. How they see themselves.
So, when considering buyer insights, go beyond thinly sketched personas. Instead, learn how
to think like a CIO and craft content, campaigns, and experiences that reflect their
desires and
expectations.
We’ve uncovered 5
‘mental models’ to help B2B marketers understand the
CIO better. Each one comes with key insights and critically, the
implications
for your marketing efforts.
Get a flavour of our TOOLS for Buyer-Based Marketing
Buyer focus
gap analysis
Understand how your existing materials relate to your buyer reality and create an action plan for improvements.
Buyer-first messaging framework
Flip the traditional messaging hierarchy on its head and put the buyer at the heart of your messaging.
‘Buyer
as hero’ canvas
Align your story with your buyer through this interactive workshop to craft memorable campaigns that compel and enable buyers.
Buyer journey planner
Create one view of the buyer and simplify marketing planning: campaigns, customer experience, KPIs and team handoffs.
Want to hear more? Let’s talk about how these tools could help you.
Ready to start thinking like a CIO?
Then spend some time with our Buyer Insight experts. We’ve got a range of tools and tactics to help you inject some empathy into your marketing campaigns and experiences.
