How do you balance creativity and data-driven decision making in field marketing?

- It is important to highlight that your data should serve as the foundation for the program you are building. If you launch a campaign without integrating your data, you likely could be wasting time, money and resources.

Marketing teams need to think like sales teams in this day and age. Between the competition’s differentiators and the volume of marketing being done in the digital space, understanding sales goals before you even conceive of developing a marketing strategy is critical. Once you understand the target KPI’s, focus comes back, as it always has, to the client - the drivers and detractors that your target market presents. What are their concerns and how can you fix them? What are their fears when moving to a new service or brand partner? What will get them off the fence? Start there.

Different organizations have different metrics. But to me, Pipeline and/or revenue should be the northstar metric. Pipeline should be a combination of marketing sourced as well as overall regional pipeline because marketing touches every function and every stage of the buying cycle. When looking at pipeline, slice and dice it by source, industry, country, segment, ARR value, people involved and any other company specific fields. At a deeper level, field marketers need to look at leading metrics like leads/ funnel (HI MQLs, SQL, Opps), conversions, sales cycle, win/loss reasons, customer retention (NPS/NRR), brand search volumes, content consumption and so on. These help in deciding the overall strategy and also identify gaps.

In my experience data should be the foundation of your creativity - knowing who, when and how to best reach your desired audience can all be data driven through a mix of firmographic, demographic and behavioural insights, with intent data layered in. How you bring that to life for maximum impact and engagement is through your creativity - there are so many amazing digital and OOH channels to leverage, and creative tools to support you on your journey, that the only limit is really your imagination (and perhaps the depth of your pockets!).

Something very important to consider is to go beyond metrics and look at people at the initial stage: what are your field people feeling the need for? What do they bring you in terms of news that were not contemplated in the initial planning and why were they not contemplated? Something else to consider is the competitive landscape and any new forces impacting your industry. Determine goals - overall and for specific markets / segments. You can set goals that focus on: more sales, increasing leads, getting followers, increasing traffic, brand awareness and so on. The activities/ channels and their spends will depend on this.

Let the data lead you to creativity. Review historical data and identify which channels and tactics have delivered the best results. In parallel, analyze industry trends and competitor presence to identify gaps or opportunities in the market. Now that you've identified the channels and tactics that yielded the best results, align them with your Go-to-Market motions and let your creativity flow! Regular analysis and adaptation based on performance metrics will help you stay agile and optimize your approach over time.