UK CMO Shifts to Watch: Amber Bev, Boots & 5 More

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When it comes to pitching your services, knowing when to approach is vital. Understanding when CMOs are likely to move up and out of their roles gives your business the ability to approach precisely at the right time in order to win new business.

According to our CMO Tenure Report, the sweet spot for engaging with CMOs is within 3-12 months after beginning their role. During that time, media vendor shifts and agency reviews are expected to take place.

To keep you one step ahead of the competition, we’re highlighting seven CMO shifts in H1 for you to pursue now. Check it out:

Amber Bev

Chief Marketing Officer Pepijn Janssens was brought on to the Amber Bev team. His previous work experience includes Global Commercial Director for Our/London Vodka at Pernod Ricard. Janssens has a rich background in brand management, strategy development PR and social media.

Plans moving forward include a greater focus on international brands and prioritizing the growth of brand awareness. Agencies and martechs should be in touch throughout the year in order to influence these efforts across multiple channels.

The ultimate goal is to triple revenue over the next four years to reach €1 billion, which will be allocated toward new product launches and increased marketing efforts. Sellers should reach out to leaders as soon as possible considering sales pick up in the summer, and an agency review is likely within the next 9-12 months.

Request a Trial for Pepijn Janssens Contact Info

Pockit

Pockit is experiencing leadership shifts and changes with the hiring of Head of Marketing and Communications Yaser Ayub at the beginning of 2019. Chief Financial Officer Pablo Uson also joined the team last September.

Along with these additions to the team Pockit also lost CMO/CPO Arvind Desikan last summer. These changes are predicted to initiate agency reviews, particularly when a replacement CMO is named. Those in media, creative, digital and PR are encouraged to reach out for opportunities and as always we will keep you updated if we hear of any further shifts.

According to Adbeat, digital display spend for Pockit totaled £1.4k with the majority of ads running programmatically. Sellers who can capture the attention of digital-savvy millennials are encouraged to reach out. Keep in mind Q1-2 and Q4 have traditionally been Pockit’s highest spending period for digital.

Request a Trial for Yaser Ayub Contact Info

Marmalade Game Studio

The digital board game producer appointed Sofie Marien as marketing head in February. Past work experience includes a senior marketing executive role at Good Catch Games along with work with Sony Interactive Europe, Sitel and Juliet Media International.

Since current company relationships are unknown, we suggest reaching out now to stay a step ahead of the competition. Those who have worked with gaming companies in the past will likely have an advantage.

Sellers with high ROI should also reach out. Keep in mind, their target demographic consists of Gen-X, millennials, and Gen-Z so pitching omnichannel strategy is recommended.

Request a Trial for Sofie Marien Contact Info

Bella & Duke

This month, raw dog food producer Bella & Duke appointed CMO Tushar Kaul. he previously worked at Campbells Prime Meat in the e-commerce/direct marketing head position. His career also includes experience with BIDs Scotland and Brightstart Scotland.

In addition to this appointment, Digital Marketing and Advertising Consultant Stuart Bramley was hired in October 2018. Agency and martech readers are encouraged to reach out to the new hires.

According to Adbeat, digital display spend over the last 24 months totaled £4.2k. Sellers with experience working with dog food brands will have an advantage. Keep in mind the target demographic consists of dog owners. Channels of use include TV, digital, outdoor and print are the heaviest focus and best way to secure revenue. Spending peaked in Q2 of last year, and of course around new product launches as well.

Request a Trial for Tushar Kaul Contact Info  

Boots

Boots decided to reinvent it’s in-store experience and beauty offerings, so keep an eye out for the transformation launching in April. 25 of the beauty counter’s biggest beauty halls will be replaced with trending zones, discovery areas, and live demonstration spaces.

In the coming 6 months, 20 new beauty brands and 805 products are expected to launch with more following towards the end of the year. Communication tactics will also change, with more of a focus on embracing differences. In order to execute this shift, Vineet Mehra was selected as global CMO, effective February. Other shifts include the addition of several lower-level marketing personnel to the digital and beauty teams specifically.

These efforts are expected to boost revenue after recent declines. Boots plans to gradually increase spend, which typically spikes in H2.

The revamp suggests a new target audience more focused on millennials and Gen-Z with a focus on females. We suggest reaching out for potential work in the midst of the brand revamp and Mehra’s hiring. Competition includes Burson-Marsteller handling PR duties, and Ogilvy and MediaCom as creative and media partners.

Request a Trial for Vineet Mehra Contact Info

Agribriefing

In January, the global leader of agribusiness media and price reporting named Emma Luetchford as it’s Chief Marketing Officer. Other hires include Senior Marketing Executive Natalie Eastwood in February along with a promotion of Senior Marketing Executive Lauren Walsh.

Clearly, the marketing team is expanding and agency and martechs are encouraged to reach out immediately to get involved in AgriBriefing’s rapid growth. Reviews are expected within 9-12 months.

When pitching, sellers with experience in the agriculture industry will have an advantage. An omnichannel approach with an emphasis on digital is recommended, considering the company is focusing on expanding its international business. Target audiences include companies specializing in food production, crops, machinery, biotechnology and more.

Request a Trial for Emma Luetchford Contact Info

Powerleague

Owner of soccer centers and indoor soccer domes, Powerleague, appointed Simon Mills as Chief Marketing Officer in January. Previous work experience consists of marketing director at Jump In Trampoline Parks and experience with David Lloyd Leisure, Rippll, MRM Meteorite, and Rapier as well.

The only known relationship is Newgate Communications who handles PR, so agencies and martechs are encouraged to get in touch as soon as possible. The team is growing and review is approaching, likely in 3-6 months.

Adbeat reports digital display spend over the past 24 months totaled £1.8k with 98% of ads running programmatically in H1. Sellers are encouraged to focus on omnichannel approaches when pitching for future campaigns. After the closure of 13 locations across the UK and Ireland, the Powerleague’s bolstered C-suite will be open to establishing new relationships across the board.

Request a Trial for Simon Mills Contact Info

The Ultimate End of Month Motivation Playlist for Sales Pros

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It’s no secret that music plays a big role in our lives, and is a big contributor to our productivity and mood throughout the week. In fact, studies show 79% can boost their productivity by listening to music at work regardless of their age and occupation.

The trouble is, finding the perfect playlist isn’t always easy. It can be difficult to queue up the right tunes to keep you in the zone. To help you do so, we’ve created the ultimate motivational playlist to get you through the end of the month.

With April quickly approaching, we know you’ve got plans to crush your March sales goals and bring Q1 to a close. Whether you’re listening with headphones at your desk or playing it for all of your coworkers to hear, our playlist will give you the boost of energy needed to keep closing.

Check it out:

 

Electrolux, Walmart, & 2 Other Brands Bringing Creative & Media Planning In-House

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The in-house agency trend occurring is inevitable due to a shift in the platforms audiences are using to purchase products. The industry demands a shift in approach that brands are relentlessly attempting to master. Marketers continue to invest and develop their expertise in an attempt to build in-house infrastructures that help weed out inefficiencies.

Long-term agency relationships are being brought into question with the main drivers of change being cost cuts and increased personalization. According to Digiday research, 38% of marketers indicated that having increased control over their marketing functions was the greatest benefit of an in-house agency.

Along with that, ANA noted in its recent marketer survey, 78% of respondents have established an in-house agency versus only 42% in 2008. Those who made the move reported that 58% of their marketing work was now handled in-house. But just because brands are moving work in-house doesn’t mean they won’t still be needing external assistance.

To help our media and agency friends reach out to the right decision makers, our team has listed four major brands that have recently brought work in-house, plus access to decision maker contact information. Check it out here:

Electrolux

Moving digital media buying and planning in-house will allow Electrolux to have full control over consumer data across social, display and search, and also cut costs by saving anywhere from a third to nearly half of the $1.5 million it was spending per year with incumbent agency VMLY&R. The brand partnered with MightyHive in order to make the move t in-house efforts possible. After the transition is complete, VMLY7R will move to TV media duties and VML will continue as the creative AOR.

The in-house team hopes to tackle the ongoing struggle of measuring the frequency of ad reviews. Programmatic buying is also on the table as well, and in April the first programmatic campaign made without an agency will be released. Sellers with high ROI are encouraged to reach out for revenue with a new campaign on the horizon.

Spend has been increasing and will continue to do so throughout 2019, with the highest spend periods during Q2 and Q4 traditionally. This brand is one to keep on your radar with a predicted increase in spend, specifically in marketing due to an expanded team with greater control.

According to sources, Electrolux spent $8.7 million on broadcast in H1 2018, which was $8.5 million higher than total 2017 spend. Print also saw a hefty increase throughout 2018 in an effort to target its primary audience of female homeowners. By July, it’s predicted all of Electrolux’s digital media and planning and buying in North America will be done internally through its headquarters in Charlotte, North Carolina. Here’s some info to utilize when reaching out:

2018 Brand Media Spend: $10,063,045

Who to Contact: Joel Stanley Senior Director, Digital Marketing

About Stanley: With over 17 years of digital marketing experience, Stanley has proven to be successful time and time again through the use of research-driven insights, organic growth, and strong financial stewardship.

Request Joel Stanley’s Contact Information

Walmart

Many major retailers are moving work in-house in order to have better access to data and quicker response time, and Walmart is leading the charge by moving online ad sales and analytics work in-house. Walmart ended its relationship with Triad after a just under three-year relationship. The transition in-house will unfold until around May. The in-house efforts are supported by the addition of hundreds of new Walmart employees.

Priorities after the transition is complete will include personalization and a heavier focus on millennial and Gen-Z engagement, hence the numerous acquisitions and new campaigns. These acquisitions and initiatives have resulted in spend increases, which are expected to continue. During Q4 2019, Walmart saw same-store sales in the US grow 4.2%, e-Commerce sales grow 43% and revenue total $138.79 billion.

With new leadership and spikes in spend, sellers should get in the game. Keep in mind spend is high throughout the year, with spikes in Q3 and Q4. Main channels consist of national TV and digital.

This is the first in-house shift we’ve seen from Walmart, but it certainly won’t be their last. Agencies with retail experience should continue reaching out for work. Competition will include media AOR Haworth Marketing & Media, PR AOR Golin, digital AOR Swirl, multicultural AOR Witeck Communications, and creative handled by Publicis’s Walmart shop. Here are some facts to utilize upon outreach:

2018 Brand Media Spend: $361,223,410

Who to Contact: Jamie Sohosky VP of Marketing- Customer Experience

About Sohosky: With over 20 years of international marketing experience, Sohosky has a rich background in agency, CPG and retail sectors. She leads a high-performing team by uncovering data-driven insights, building brand strategy, and developing highly-effective advertising.

Request Jamie Sohoskey’s Contact Information

Yamaha

Yamaha’s in-house creative agency director Michelle Guzman just added Stever Morris to her team as creative director for Studio 60. With the addition of this role, sellers should expect some sort of campaign to follow in a few months. The brand’s target is typically male with a slight millennial and Gen-Z skew.

Channels of highest investment include print, digital, and social media. Look out for a spike in spend during Q3. according to Adbeat, Yamaha has spent $631,900 on digital display place through a majority of Google networks (88%). This was a steady increase from the $363,800 spent during the same time period the prior year.

As you know, new marketing DMs often review agencies, so now is an ideal time to reach out for potential work. Giles Communications has handled PR since 2010. Creative may not be available, but media and digital agencies should look out for opportunities. Keep these insights top-of-mind when reaching out:

2018 Brand Media Spend: $76, 307

Who to Contact: Steve Morris Creative Director

About Morris: With more than 20 years of experience in the advertising world, Morris has the talent needed to create effective, imaginative campaigns for a wide range of products.

Request Steve Morris’s Contact Information

P&G

As part of continuing to test its agency model, P&G is giving it’s brands the option to take operational work in-house. Following the industry trend, P&G’s motives to move work in-house include improved efficiency and cost cuts. It’s likely more work will continue to be taken in-house in the near future. However, relationships still exist with Publicis Media as well as Omnicom’s Hearts & Science.

Those interested are encouraged to reach out with predictions for a continued changing media roster. Spend has gone up and is typically highest during H2. Keep in mind their main demographic is women and moms.

A huge portion of spend historically goes toward TV, especially with the recent announcement of Olay’s first-ever Super Bowl appearance. The acquisition of Waler & Company can also be attributed to continued increases in spend.

A Publicis-led agency took over P&G’s North American fabric care in April, followed by Carat winning the media position for North American hair care business. Creative is also split between a variety of agencies such as Leo Burnett, mcgarrybowen and BBDO.

While there may not be current work available, the brand is one to keep on your radar with spend increases and continued testing concerning their agency model. To stay top of mind upon outreach, here is some info to leverage:  

2018 Brand Media Spend: $2,022,730,319

Who to Contact: Marc Pritchard

About Pritchard: With 37 years at Procter & Gamble alone, Pritchard is an expert in the field and works to serve people with the best household and personal care products.

Request Marc Pritchard’s Contact Information

Now that you’ve got brands, names, and insights about where creative and media planning is headed, it’s time to reach out.

Sabra, Clif Bar & 5 Top Other March CMO Shifts You Need To Know About

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As we quickly approach Q2, we’re here to help you kick off the new quarter strong. With the help of our in-house research team, we’ve chosen 7 CMO shifts reported over the past month to keep on your radar.

As you are probably well aware, CMO shifts signal a high chance of agency reviews and media vendor changes as well. The sweet spot to target these freshly chosen leaders is typically 3-12 months after beginning their role according to our CMO Tenure Report.

In order to stay a step ahead of your competitors, check out these seven March CMO shifts to being targeting now:

Sabra

After being chosen as Sabra’s new CEO effective March, Tomer Harpaz selected Jason Levine as CMO to assist him with growth goals in health-focused and clean ingredient communities.

Levine’s previous experience consists of global head of marketing transformation at Mondelez in which he worked with brands such as Oreo, Chips Ahoy, Sour Patch Kids and Trident.

With new leadership shifts in these roles, agency reviews are likely within 12-15 months. Those with food experience are especially encouraged to reach out. Competition will include the Martin Agency, who has handled creative and experiential since 2014, and Digital Surgeons who has been responsible for creative and digital since 2015.

When pitching, remember that Sabra’s ultimate goal is to stand out among competitors. Sellers are encouraged to reach out as well. Keep in mind that spending is typically highest during H1 and the brand targets the millennial audience with a focus on health, and occasionally mothers.

Access Sabra Decision-Maker Contact Information

Clif Bar

In 2018, Clif Bar lost CEO Kevin Clearly as well as CMO Keith Neumann, who left in December to pursue other opportunities. In order to combat these changes, the company made a lot of lower level hires, and agencies are encouraged to reach out in the meantime in order to stay top-of-mind once a new CMO is hired.

Competition will include media AOR AKQA and PR AOR Golin. Creative is currently handled in-house but is also subject to change under new leadership. The company’s biggest competitors are Kind Snacks, RXBar and Larabar. Target audiences include millennials, especially those that like organic products. Spend fluctuates from year to year, and keep in mind the main channels have traditionally been print, experiential, cause marketing, and sponsorships.

Access Clif Bar Decision-Maker Contact Information

Livly

While a new CMO wasn’t hired, Livly promoted former head of growth Jake Rynar to the CMO position, effective February. His previous work experience includes WeWork, Microsoft and Venture Fellows.

Along with this promotion, Livly raised $10 million in a funding round that will go towards hiring new engineers and staff in order to support the goals of the rental management property management system.

A top spending period hasn’t been established yet, so sellers should reach out and keep in mind the main demographic is compiled of landlords and renters. While promotions don’t always signal a review, don’t hesitate to reach out to the emerging company.

Access Livly Decision-Maker Contact Information

Samsung

While Samsung announced Young Hoon Eom will replace CEO Tim Baxter, who is retiring June 1, there is still no word on a replacement for the CMO position after Marc Mathieu’s departure in March to pursue other opportunities.

Agency and martech readers are advised to begin reaching out to lower level personnel in the meantime, considering they will be responsible for referrals once a new CMO is named. Competition will include Leo Burnett (creative AOR since 2005), Starcom (media AOR) and R/GA (digital AOR since 2013).

When pitching, keep in mind that Samsung is most likely to continue using its current strategy to establish themselves as a leader in future technology and differentiating products. The brand continues to make attempts to stand out from competitors such as Apple, JVC, and Sony.

Spend is expected to increase, and there are often new product launches in Q4. Sellers with the ability to reach millennials through social and digital channels have an advantage in winning the account. Keep a close eye on Samsung, with an upcoming review predicted in 12-15 months.

Access Samsung Decision-Maker Contact Information

Taza Chocolate

Taza Chocolate is once again on the hunt for a CMO after Barabara Reilly departed after barely a year. Matthew Dunn, director of digital, social and website marketing is also leaving effective March.

While the company searches for replacements, sellers should reach out throughout the year as a top spending period has yet to be established. Their main demographics are millennials and parents investing in experiential initiatives. Dollars have historically gone mostly toward social and digital. Sellers are encouraged to reach out in order to stay top-of-mind with a review likely in 9-12 months.

Access Taza Chocolate Decision-Maker Contact Information

Roar Beverages

Electrolyte-infused beverage company Roar is certainly making a name for themselves, and quickly too. The emerging brand hired Eric Berniker as it’s first CMO, effective February. Berniker’s previous experience includes serving as CMO of Core Nutrition and marketing experience from companies such as B&G Foods, Pirate’s Booty, and Glaceau to name a few.

Other newly hired positions include marketing VP Jessica Qussar and president & COO Bart Silvestro. After a 500% growth last year, Roar has high expectations for 2019 as growth is predicted to continue. Roar also announced a $5.6 million funding round led by AccelFoods in December that will go towards increasing brand awareness.

Sellers with ROI strategy and the ability to reach better-for-you millennials are encouraged to reach out throughout the year, considering Roar doesn’t have a top spending period. This brand is on the mission to grow, so reach out sooner than later with a review likely within the next 6-9 months.

Access Roar Decision-Maker Contact Information

Fox Rothschild

PA-based law firm Fox Rothschild completed their nearly year-long CMO search and named Holly Lentz Kleeman it’s new CMO. The firm’s previous CMO Jodie Collins departed after a matter of days on the job.

Expansion through Atlanta markets is a priority for the organization, and without a defined top spending period sellers are encouraged to reach out year-round to secure dollars. Top channels consist of digital and print, with a wide target demographic.

With an agency review likely to occur within the next 9-12 months, don’t hesitate to begin reaching out to stay on FR’s radar. Keep in mind there are certain restrictions on legal advertising, so those with experience in the field are advised to reach out.

Access Fox Rothschild Decision-Maker Contact Information 

Q2 Sponsorship Opportunities: 5 Brands to Keep On Your Radar

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As you know, scoring a sponsorship deal is all about timing. We want to help you start Q2 on a strong note by approaching the right brands at the right times.

In order to help you nail your approach, we’re bringing you 5 opportunities with details on how these brands have historically spent sponsorship dollars in the past. Winmo’s Hookit integration shows us which brands are spending their sponsorship dollars across different teams, leagues, venues, and events.

Crush your Q2 sponsorship goals and check out these five brands to pursue now:

Puma

Puma has recently selected Berk Communications as its new North American PR AOR. Berk’s responsibilities include supporting Puma’s re-entry into basketball by building the brand’s athletic roster. As revenue has increased, Puma’s digital display, TV, out-of-home and sponsorship budgets have grown with it.

In February, Puma hired Cesar Vizcarrondo as the Global Head of Puma Basketball Marketing so sellers are encouraged to begin reaching out to him to start building a relationship. Sellers should expect a campaign in the coming months focused on sponsorship, experiential and influencers. Keep in mind that Jay-Z serves as Puma’s creative director and it recently announced a multi-year sponsorship deal with Porsche Motorsport. This suggests an increased drive to target male millennials and Gen-Z.     

Traditionally, Puma has spent 72% of its sponsorship dollars with global football and has sponsorship opps with Mercedes and Arsenal as well as athletes including Raul Gudino, Usain Bolt, and Cesc Fabregas.  

Gillette

Gillette just recently announced a global marketing partnership with Amazon’s streaming video service, Twitch. This ranks as Gillette’s most wide-ranging eSports sponsorship to date, consisting of 11 Twitch streamers from 11 countries representing the brand and creating content for viewers.

Spend typically spikes during Q2-Q4 with a mainly male demographic and a millennial skew as well. New product releases include a razor designed specifically for men with sensitive skin. Spend is predicted to continue to increase. Grey Group has handled creative duties since 2013.

According to sources, Gillette has spent 29% of its sponsorship dollars with American Football and has sponsorship opps with the New England Patriots as well as the New England Revolution.

Levi Strauss

Levi recently filed for an IPO in hopes of raising $600 to $800 million, which will mostly go toward overseas expansion efforts in markets such as China, Brazil, and India.

Levi’s overall company growth is paired with growth in marketing as well. Through more sponsorship, experiential, social media and cause marketing, Levi has captured the attention of younger consumers.

In the past year, Levi has established partnerships with Justin Timberlake and Nike’s Air Jordan brand as well. To further push marketing growth, Levi has shifted its executive team with Katie Walsh named as SVP and chief strategy and artificial intelligence officer. Lower level personnel shifts took place also. With these shifts, spend increases and strategy shifts are imminent.

Sellers with the ability to reach millennial and Gen-Z audiences should reach out for new revenue, and keep in mind spend is typically highest from Q3-Q1. Total spend in 2018 increased to $41.4 million with digital display totaling $1.9 million.

Spend is predicted to continue to increase with expansion goals being a new priority. According to Hookit, the San Francisco 49ers, Golden State Warriors, the CFB Playoff and the Michigan State Spartans are current existing partnerships. Keep in mind majority of sponsorship dollars have gone toward American Football in the past with the highest breakdown at 33%.

Yeti Coolers

Yeti announced in December of 2018 that sponsorship and experiential opportunities are it’s two main goals, with the eventual priority being increased authenticity. The company hired Michael Caruso as it’s new e-Commerce head in an effort to build out insights and optimize data. With strategy and leadership shifts, spend increases are expected.

The company also wants to expand beyond its main outdoor demographic, so keep an eye out for year-round dollars.

Yeti spent $8.8 million on national TV spend in 2018 according to iSpot. With agency relationships reaching average tenure and new goals and team structure in place, Yeti presents opportunities for new partnerships.

Keep in mind most of their sponsorship spend went toward rodeos according to Hookit, totaling at 21%. Athlete sponsorships include Chris Cole, Cody Teel, Mary Healey, and Jimmy Chin along with the PBR league.

Subway

The Subway shifts in leadership continue with Joe Tripodi, CMO since 2016, announcing his retirement. A new CEO was recently just appointed, and Roger Mader is serving as acting CMO until a replacement is named.

Subway has a history of focusing on sports-oriented sponsorships, but it also recently announced a partnership with Shamrock Farms and Feeding America in an effort to fight nationwide hunger.

With all of the company changes, agency and martech readers should reach out soon in order to stay top-of-mind since an agency review is likely. Keep in mind they typically target a millennial and Gen-Z audience.

In the sponsorship realm, HookIt reported American Football Subway’s highest areas of spend making up 33% of total sponsorship spend. Team partnerships include the Carolina Hurricanes, Houston Dynamo, Washington Redskins, and Nashville Predators to name a few.

Q2 Advertising Trends: Tax and Wave Season

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Have you ever reached out to a marketer only to find they’ve already spent their ad dollars elsewhere? Nothing quite stings like missing an opportunity because of poor timing. At Winmo, we’re dedicated to helping sales pros like yourself #grindless and #sellmore by keeping you ahead of each quarter’s latest advertising trends.

As we wrap up Q1, hopefully, you’ve already reached out to the Back to School & Allergy/Cold brands we filled you in on, and you’re ready to get ahead of Q2’s quota!

To help you get a head start, we’ve attached a list of the top Q2 spenders you should be prospecting right now within the Tax and Wave industries. As an added bonus, we’re also giving you the lead decision-makers verified contact info. Check ’em, out:

Tax Season:

When it comes to tax filing services, advertisers begin planning almost immediately after the tax season ends so those seeking revenue in this category should begin getting pitches together to secure 2020’s ad dollars. Here’s a list of Q2 spenders to keep an eye on:

Turbo Tax
  • Chief Marketing Officer: Laura Hood Balazs
  • Email: *********@intuit.com
  • Phone: (650) ***-****
  • Media Agency: Wieden + Kennedy, The Outcast Agency, Camelot Strategic Marketing & Media, Gallegos United, Havas Formulatin

H&R Bloc
  • Chief Marketing Officer: Vinoo Vijay
  • Email: ************@hrblock.com
  • Phone: (816) ***-****
  • Agency Partners: Deutsch Inc., Edelman, Spark Foundry, & SapientRazorfish

Jackson Hewitt, Inc.
  • Chief Marketing Officer: Euan Campbell
  • Email:***********@jtax.com
  • Phone: (973)***-****
  • Agency Partners: Allscope Media

TaxSlayer.com.
  • Chief Marketing Officer: Chris Moloney
  • Email: *********@taxslayer.com
  • Phone: (706) ***-****
  • Agency Partners: Bright Red \ TBWA, Wier / Stewart & Moxie

Wave Season:

Wave season is essentially a three-month-long version of Black Friday for the cruise line industry that lasts from the beginning of January until the end of March. Advertisers begin planning for the next year’s Wave Season almost immediately following the event. This season is among the most heavily advertised among cruise lines so you should begin reaching out to decision-makers throughout Q2 to secure upcoming 2019 Q4 and 2020 Q1 ad buys.

 

Carnival Cruise Lines
  • Chief Communications Officer & Senior Vice President: Roger Frizzell
  • Email: *********@carnival.com
  • Phone: (305) ***-****
  • Agency Partners: Anomaly, PHD USA, Outdoor Media Group & Arnold Worldwide

Celebrity Cruises
  • Chief Marketing Officer: Jim Berra
  • Email:  ******rccl.com
  • Phone: (305) ***-****
  • Agency Partners: Accenture, Venables, Bell & Partners, & Media Storm

Princess Cruises
  • Vice President, Integrated Marketing: Shelley Wise
  • Email: *****@princesscruises.com
  • Phone: (661) ***-****
  • Agency Partners: Omelet, PHD & PHD USA

Crystal Cruises
  • Senior Vice President, Marketing & Sales: Carmen Corvos-Roig
  • Email: *****@crystalcruises.com
  • Phone: (310)***-****
  • Agency Partners: Finn Partners, VMLY&R, Anderson Direct & Digital & Moxie

 

Top 20 Boston Agencies

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As we all know by now, Boston houses some of the world’s most successful teams and I’m not just referring to their sports teams. I am also referring to their multitude of award-winning ad agencies.

Our team has curated a list of the top agencies in Boston according to size and client spend. Whether your brand is searching for an agency that specializes in UX design, branding, web development, or digital marketing, you can trust that you will be in good hands with any of the agencies on this list.

Check our list of Boston’s Top 20 agencies: 

1. Allen & Gerritsen

Allen & Gerritsen is an integrated company of thinkers and makers. The agency creates actions that solve business problems to drive growth for its clients.

Discipline: Advertising

Total Client Spend: $96.85M

Employees: 60

Main Phone: (857) 300-2000

Address: Two Seaport Lane, Seventh Floor, Boston, MA 02210

Top Clients: Staples, BlueCross BlueShield Association, MFS Investment Management, AmerisourceBergen Corporation, Temple University

2. Allied Integrated Marketing

Allied Integrated Marketing is a full-service integrated marketing agency working with some of the worlds largest entertainment, consumer and lifestyle brands.

Discipline: Public Relations

Total Client Spend: $47.09M

Employees: 50

Main Phone: (617) 859-4800

Address: 55 Cambridge Parkway, Suite 200, Cambridge, MA 02142

Top Clients: Twentieth Century Fox Film Corporation, New Line Cinema Corporation, Twentieth Century Fox Home Entertainment, Fox Searchlight Pictures

3. Arnold Worldwide

Arnold Worldwide is a global creative agency that delivers a full range of advertising services including digital promotions, design and branded content.

Discipline: Advertising

Total Client Spend: $2.49B

Employees: 610

Main Phone: (617) 587-8000

Address: 10 Summer Street, Boston, MA 02110

Top Clients: Progressive Casualty Insurance Company, Sanofi U.S, The American Red Cross, Fidelity Investments / FMR Corp., VistaPrint

4. Boathouse Group, Inc.

Boathouse Group, Inc. is an advertising agency that provides campaigns, content, strategy, technology and media services specifically for food, healthcare, higher education, and real estate markets.

Discipline: Advertising

Total Client Spend: $18.67M

Employees: 50

Main Phone: (781) 663-6601

Address: 260 Charles Street, Waltham, MA 02453

Top Clients: Merill Lynch & Co., Caritas Christi

5. Brodeur Partners

Brodeur Partners is a communications agency that provides branding, marketing, public relations, communications, and social media services.

Discipline: Public Relations

Total Client Spend: $28.02M

Employees: 35

Main Phone: (617) 587-2800

Address: 535 Boylston Street, Boston, MA 02116

Top Clients: American Cancer Society, Orbitz, LLC, Corning, Inc.

6. C Space

C Space

Discipline: Market Research

Total Client Spend: $11.04M

Employees: 94

Main Phone: (617) 316-4000

Address: 290 Congress Street, Seventh Floor, Boston, MA 02210

Top Clients: Stop & Shop Supermarket Companies, Inc.

7. Connelly Partners

Connelly Partners is an integrated agency that marries art and science to create rapid customer insights and business change.

Discipline: Integrated

Total Client Spend: $10.78M

Employees: 150+

Main Phone: (617) 521-5400

Address: 46 Waltham Street, Fourth Floor, Boston, MA 02118

Top Clients: Al Fresco, BJ’s Wholesale Club, Moo, American Tourister

8. Digitas

Digitas is a global marketing and technology agency that transforms businesses for the digital age.

Discipline: Digital

Total Client Spend: $301.33M

Employees: 800

Main Phone: (617) 867-1000

Address: 33 Arch Street, Boston, MA 02110

Top Clients: Dunkin’, Bank of America Corporation, Merrily Lynch & Co, Inc., Merrill Lynch, Univision Communications, Inc.

9. Havas Edge

Havas Edge is an award-winning, fully integrated performance marketing agency, specializing in direct response advertising.

Discipline: Direct / Relationship

Total Client Spend: 5.95M

Employees: 40

Main Phone: (617) 585-3000

Address: 10 Summer Street, Seventh Floor, Boston, MA 02110

Top Clients: The Humane Society of the United States

10. Havas Media Group

Havas Media Group is the media division of the global marketing and communications group, Havas.

Discipline: Media Buying & Planning

Total Client Spend: $466.02M

Employees: 150

Main Phone: (617) 425-4100

Address: Ten Summer Street, Fifth Floor, Boston, MA 02110

Top Clients: TracFone Wireless, Inc., Fidelity Investments/ FMR Corp., Bob’s Discount Furniture, Inc., Titleist Pro V1

11. Hill Holiday

Hill Holliday is a full-service marketing and communications agency serving a variety of Future 500 companies.

Discipline: Advertising

Total Client Spend: $991.15M

Employees: 608

Main Phone: (617) 366-4000

Address: 53 State Street, 35th Floor, Boston, MA 02109

Top Clients: Novartis Pharmaceuticals Corporation, TracFone Wireless, Xarelto, Bank of America Corporation, Tempur-Pedic, LG Appliances

12. iProspect

iProspect is the world’s leading digital performance marketing agency that serves to drive direct business performance for its clients.

Discipline: SEO / SEM

Total Client Spend: $89.87M

Employees: 55

Main Phone: (617) 449-4300

Address: 200 Clarendon Street, 23rd Floor, Boston, MA 02116

Top Clients: Staples, Inc.

13. MERGE

MERGE is an award-winning marketing agency with expertise in health, life sciences, financial services, hospitals, and healthcare.

Discipline: Advertising

Total Client Spend: $3.6M

Employees: 40

Main Phone: (617) 330-9393

Address: 23 Drydock Avenue, Suite 810W, Boston, MA 02210

Top Clients: Dell EMC, Horizon BlueCross BlueShield of New Jersey

14. MullenLowe U.S.

MullenLowe U.S. is an award-winning full-service integrated advertising agency offering services from brand strategy and creative to media planning and buying.

Discipline: Integrated

Total Client Spend: $486.17M

Employees: 350

Main Phone: (617) 226-9000

Address: 40 Broad Street, 10th Floor, Boston, MA 02109

Top Clients: Capital One Finacial Corporation, Indeed, Yahoo! Inc., US Cellular Corporation, Whole Foods Markets, Royal Caribbean Cruises, Ltd.

15. PAN Communications

PAN Communications is an award-winning integrated marketing and public relations agency best known for its work among the B2B tech and healthcare spaces.

Discipline: Public Relations

Total Client Spend: $7.47M

Employees: 56

Main Phone: (978) 474-1900

Address: 255 State Street, Boston, MA 02109

Top Clients: GreatCall Inc., Carbonite Inc.

16. PJA Advertising + Marketing

PJA Advertising + Marketing is a full-service B2B marketing agency that helps marketers in innovation-driven categories such as healthcare and technology.

Discipline: Integrated

Total Client Spend: $6.76M

Employees: 24

Main Phone: (617) 492-5899

Address: 12 Arrow Street, Third Floor, Cambridge, MA 02138

Top Clients: Juniper Networks Inc., Brother International Corporation, Infor Global Solutions, Trend Micro, Inc., Brother Printers

17. Racepoint Global

Racepoint Global is an integrated marketing communications agency with technology thinking woven into it’s DNA. Services include public relations, marketing, creative and media.

Discipline: Public Relations

Total Client Spend: $1.52M

Employees: 30

Main Phone: (617) 624-3200

Address: 53 State Street, Fourth Floor, Boston, MA 02109

Top Clients: Panasonic Corporation of America, Panasonic, Toughbook, Columbia Gas of Massachusetts, Tangoe, Inc.

18. Regan Communications Group

Regan Communications Group offers a full range of services including public relations, marketing, social media, advertising, event, and video production.

Discipline: Public Relations

Total Client Spend: $3.36M

Employees: 42

Main Phone: (617) 488-2800

Address: 106 Union Wharf, Boston, MA 02109

Top Clients: Friendly’s Ice Cream Corporation

19. SHIFT Communications, LLC

SHIFT Communications, LLC is an award-winning public relations and marketing firm based in Boston with offices in New York, San Francisco, and Austin.

Discipline: Public Relations

Total Client Spend: $113M

Employees: 47

Main Phone: (617) 779-1800

Address: 120 Saint James Avenue, Boston, MA 02116

Top Clients: Travelocity.com, Inc., Virgin Mobile USA, Foxwoods Resort Casino, The Rockport Company, Joss & Main, Shimano America Corp.  

20. Weber Shandwick

Weber Shandwick is one of the world’s leading public relations firms with offices in major media, business and government capitals around the world.

Discipline: Public Relations

Total Client Spend: $122.54M

Employees: 90

Main Phone: (617) 661-7900

Address: 40 Broad Street, Eighth Floor, Boston, MA 02109

Top Clients: General Electric Corporation, L.L. Bean, Inc., Ocean Spray, Monster Worldwide Inc., QlikTech International

 

Want access to the decision-maker contact info for these agencies? Request your free trial of Winmo today!

4A’s Decisions 20/20: Complete Contact List

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4A’s Decisions 20/20 is bringing the media industry together for two days in Washington, D.C in order to explore the technological, social and data advances driving industry change. The 2019 theme focuses on how the decisions we make today at the intersection of media and technology will shape our work and lives for years to come.

The conference will include keynote addresses, debate panels, and breakout sessions in order to provide attendees with action plans leaving the conference. In order to make the most of the leaders throughout the community speaking, we’ve created a downloadable speaker contact list of LinkedIn profiles, company websites, specific titles, and even email addresses.

If you like what you see, stop by the Winmo booth at Decisions 20/20 and we will pull a custom prospecting list for you complete with decision-maker contact info!

Check out the speaker contact list here via excel and PDF:



Prospecting Isn’t Cheap: Tips To Help Your Sales Team Close Deals Faster

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Prospecting is one of the most crucial parts of the sales process, and identifying potential clients is easier said than done.

As you know, half the battle of sales is racing to meet quota against the clock. In order to save time and maximize productivity, it’s important to prospect as efficiently as possible.

Take a look at what prospecting is costing you, and follow these steps on how to help your team be as effective as possible:

How Much Is Prospecting Costing You?

UK-Winmo-Prospecting-Infographic-Updated

As you can see, having a sales team is not a cheap expense. As shown above, if you have a team of just two people and they are conducting just one hour of research per day, this could be costing you close to 20K per year.

Wouldn’t you rather put those dollars towards systems and processes that will help your team close more deals faster?

Here are a few tips on how you can help your sales team close more deals, faster:

Set Clear Goals:

Well-defined goals are specific, measurable, attainable, relevant and time-related. Determine where you want to be at the end of the process, and then put systems in place to reach those targets.

In order to be successful in crushing your sales goals, it’s important to put a consistent, scalable growth process in place. While each growth process looks different, a good high-level model to mirror includes:

  • Customer Retention
  • Customer Lifetime Value
  • Introduce New Products/Services to Enter New Markets
  • Expanding Your Networking Presence In Key Organizations

Once you and your team specifically define the best way to approach these specific areas, you can begin to focus more granularly on customers and prove to them why your product would benefit them. According to studies, 97% of customers chose the winning vendor because they demonstrated a stronger knowledge of their company and its needs.

When goal setting, it’s important to break down your annual goals into periodic goals in order to keep you on track throughout the year and allow you to adjust tactics based on results. A data-driven business development process allows teams to stay on top of KPI performance and target specific metrics to determine if their efforts are successful.

Invest In A Strong Tech Stack

According to Hubspot research, 50% of sales time is wasted on unproductive prospecting. If your team is spending time manually building lists, lacks sales enablement, or doesn’t have access to the technologies needed for success, odds are your business is falling victim to this statistic.

Your sales team cannot be successful without the proper technologies that will keep them organized and on track.

Other than the basics, such as a computer and email address, here are some technologies you absolutely need to provide your sales team for ultimate efficiency:

  • CRM (Salesforce, Hubspot, etc.)
    • With feature-rich capabilities, a CRM software will allow you and your team to automate your business development process to optimize sales and marketing.
  • Sales Engagement Platform (Salesloft, Outreach, Groove, etc.)
    • These platforms create an opportunity to elevate your sales organization by helping them connect with customers in meaningful ways. The main purpose of an engagement platform is to generate your pipeline, create a structure to improve processes and build better relationships through efficient sales processes.
  • Sales Intelligence Platform (Winmo)
    • In order to step up your prospecting game and save time, a sales intelligence platform unlocks more sales opportunities for you. Winmo’s database provides you with key decision makers budget by budget, projected opportunity timelines, so you know when to pitch, who to talk to, and what to say to win more business.
  • Sales Enablement Platforms (Seismic, Highspot, Showpad, etc.)
    • These platforms allow sales teams to find the appropriate content, present content to buyers, view the activities of potential buyers and therefore optimize content. Businesses can also monitor interactions between their potential buyers and the content generated by the system.

Having your salespeople juggle too stay organized makes them less effective. The more time available to sell, the better. The key is to minimize wasted time, which as you know is one of the most valuable resources in the realm of sales.

We want to help your team grind less and sell more. To find out more about how our platform can save you time, money and effort, request a free Winmo trial today.

 

cmos-to-target

CMO Sweet Spot: 5 CPG CMOs to Target Now

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Knowing when to approach a CMO is vital when it comes to pitching your services, especially if you’re an agency. If you can understand when CMOs are likely to rotate up or out of their roles, the likelihood of successfully introducing your business during their ‘time of need’ more than doubles.

According to our recent CMO Tenure Report, the sweet spot for engaging CMOs is within 3-12 months after beginning their role. During that time, we can expect agency reviews along with media vendor shifts to take place.

While our report surfaced data across multiple industries, we found that the CPG category made up the majority of our CMO tenures and highlighted one of the highest CMO churns, pointing to an average tenure of 37 months.

Intelligence like this can help agencies proactively target the right accounts at precisely the right time. This report pinpoints when CMOs are likely to rotate up and out of positions, so you know exactly when to approach a newly named CMO or go down the corporate ladder prior to their hiring. 

Depending on how quickly these industry CMOs are likely to rotate up or out allows you to refine your pitch understanding the timeline they are working under to launch campaigns and prove ROI.

If you know CPG CMOs are likely to move out at the 37-month mark, it’s smart to begin connecting with other internal stakeholders 6 months prior. Between then and when the new CMO is named offers a short window of opportunity to claim your spot in the AOR pitch early.

Example CPG  CMO Outreach Cadence:

So how do you know what CPG CMOs to start targeting now? That’s where Winmo comes in. In this article we’ve surfaced five CPG marketing executives that fit into this “CMO sweet spot” and who you should be targeting right now:  

Rivian 

Chris Wollen, former Droga5 CMO, was selected as Rivian’s new CMO effective at the end of 2018. So far, Rivian has only debuted two cars but hopes to eventually compete with Range Rovers and Land Rovers. The goal is to provide customers with the option to buy directly from the company with the freedom to go to auto dealers for service and support.

The first brand experience centers and retail stores will debut in 2020, with potential for partnerships with established dealerships. The leadership team is growing in an effort to support company growth as well.

Rivian has historically relied on social media engagement, but will likely launch into other digital spaces with new leadership. Droga5 won duties as the creative AOR for the company, so keep an eye out for upcoming campaigns. As you know, reviews tend to follow each other so the appointment of Droga5 suggests that opportunities for media/PR will become available shortly. When pitching, keep in mind the target audience consists mainly of males.

Request a Trial for Chris Wollen Contact Info

Kellogg’s 

The Kellogg company created a new position effective January, North American CMO, to combat struggles over the past years. Gail Harwood was promoted to the position after serving as SVP of integrated marketing. Prior experience includes her time as VP of worldwide digital strategy at Johnson & Johnson.

Although this is a promotion and not an outside hire, agency changes may still be imminent due to the fact that long term agency partners are not assisting in the effort to turn the company’s struggles around. Relationships include Leo Burnett as creative AOR and Starcom as media AOR, however, agency and martech readers are encouraged to reach out to help end the struggles.

Be sure to focus pitches on recent initiatives such as promoting inclusivity and building the brand as a whole. New product launches consist of better-for-you products in order to attract millennials. There’s been a shift for a heavier focus on national TV spend recently, and Kellogg’s typically operates through out-of-home, print, social media, experiential and radio along with significant spend going to print. Sellers have plenty of opportunities to get involved, particularly with recent spend increases and new product launches. Top spending periods are typically Q3 and Q4.

Request a Trial for Gail Harwood Contact Info

Blue Nile 

Online diamond and fine jeweler Blue Nile hired Alexandra Wheeler as their new CMO, effective November. Wheeler’s previous positions include an 11-year tenure at Starbucks. Wheeler is not the only new hire with Blue Nile. Rounding out their executive team also includes new hires CEO Jason Goldberger and CFO Bill Koefoed. Lower-level marketing personnel hires have also contributed to the boost of revenue growth the company has seen recently.

The main focuses according to Koefoed include forming direct and tighter relationships with manufacturers and bolstering their technology in order to continue growth. Customer relationships will be a priority as well, so look for personalized marketing to become more prominent in their spend. Most dollars currently go to social media and digital. Spend continues to increase with their success, so sellers should keep Blue Nile top of mind and prepare to target their main demographic of millennials. Spend typically spikes during Q2 and Q4, so be sure to reach out for upcoming opportunities.

Request a Trial for Alexandra Wheeler Contact Info

Poshmark 

The mobile clothing and accessory marketplace, Poshmark, selected Steven Tristan Young as it’s first CMO, effective October to lead the company in its next phase of growth. Young’s previous experience includes growth VP at GrubHub, and positions at DirectTV, American Express, Endurance International Group, and Puma. Young has a proven track record of scaling high-growth companies, perfect for Poshmark who was recently named one of Forbes’ Next Billion-Dollar Startups for 2018.

The highest channel of spend is typically TV, targeting mostly Gen-Z audiences. Digital display is also an area of focus and has grown significantly in the past year. Agency and martech readers are encouraged to reach out to the new hire to be involved in the rapid growth occurring at Poshmark.

Monster Energy 

After Mark Hall left the CMO position last May, Monster Energy has selected Dan McHugh as their new CMO, effective October. McHugh joins the team with quite a bit of experience in the beverage industry, including a 68-month tenure as CMO of Pabst Brewing Company and a 19-year career at Anheuser-Busch prior to that. Most of his background lies in brand marketing and sponsorships. In fact, Monster is predicted to lose its sponsorship agreement with NASCAR in spring of 2019, and their future partnerships are to be determined.

Along with sponsorship opportunities, a number of other personnel changes suggest a chance for digital work and project-based work available for agencies and adtech. Specifically, those with beverage experience should reach out. Remember when pitching to be creative with advertising strategies because based on their history, Monster will invest in sponsorships, experiential marketing, and fan engagement activations.

Being in the position for nearly six months now, McHugh lies right in the CMO sweet spot and we predict agency reviews and spending shifts on the horizon. Keep in mind the target demographic consists of men age 18-30, and spend is typically highest during Q4.

Request a Trial for Dan McHugh Contact Info

Winmo helps agencies and media sellers track important decision-maker shifts like this every day. To start targeting CMOs based on their tenure, request a trial today.