CRM strategy
Home > Ask the CRM Experts > Customer equity: Long-term and short-term Questions & Answers > Is CMO turnover related to a lack of interest in long-term customer value?
Ask The CRM Expert: Questions & Answers
EMAIL THIS

Is CMO turnover related to a lack of interest in long-term customer value?

Don Peppers and Martha Rogers EXPERT RESPONSE FROM: Don Peppers and Martha Rogers

Pose a Question
Other CRM Categories
Meet all CRM Experts
Become an Expert for this site


CRM and call center FAQs
Digg This!    StumbleUpon Toolbar StumbleUpon    Bookmark with Delicious Del.icio.us    Add to Google


>
QUESTION POSED ON: 26 February 2008
In a few large organizations where I've worked, there was rapid turnover in the CMO position. In your eyes, is CMO tenure so short because they're not interested in long-term results in terms of customer value, or is it just job churn?

>
EXPERT RESPONSE
I believe there is more turnover than is healthy in many corporate management positions, not just CMOs. However, marketing is a good deal more dynamic and fluid than many other business disciplines (finance and accounting, for instance) and so the CMO position probably suffers even more from turnover.

Yes, some of it is probably due to the short-termism that is rampant within corporate boardrooms. But if a company were to put metrics in place (like Return on Customer) that allowed it to assess the long-term customer value created or destroyed with current-period actions, then it would matter a good deal less when the CMO changes jobs, because we could hold today's CMO accountable for the long-term customer value effects of his current actions.


Hear more in Creating Customer Value, a SearchCRM.com monthly podcast series with Peppers and Rogers.


Sound Off! -   Be the first to post a message to Sound Off!


Digg This!    StumbleUpon Toolbar StumbleUpon    Bookmark with Delicious Del.icio.us    Add to Google


RELATED CONTENT
Customer equity: Long-term and short-term
Customer complaints handling in the call center
Customer complaint handling and resolution policies
Identifying customer needs to create customer value
Tracking consumer purchase behavior with third-party data
How do we recognize the value of customers with growth potential?
Strategies to increase customer value without sufficient customer data
Customer value and successful marketing: How are marketing trends changing?
Measuring customer worth in the financial services industry
Customer worth and customer lifetime value: What's the difference?
How to alert call center agents when high-value customers call

CRM strategy
Gartner: CRM spending looking up
Customer complaint handling and resolution policies
Identifying customer needs to create customer value
Understanding customer behavior with Don Peppers
Maximizing shareholder value through customers with Martha Rogers
Gartner suggests seven ways to improve the customer experience
Knowledge management in the call center: Top 10 buzzwords
Customer value in the long-term with Don Peppers
What does a recession mean for CRM spending, deployments?
Strategies to increase customer value without sufficient customer data

RELATED GLOSSARY TERMS
Terms from Whatis.com − the technology online dictionary
collaborative CRM  (SearchCRM.com)
escalation plan  (SearchCRM.com)
partner relationship management  (SearchCRM.com)
project planning  (SearchCRM.com)

RELATED RESOURCES
2020software.com, trial software downloads for accounting software, ERP software, CRM software and business software systems
Search Bitpipe.com for the latest white papers and business webcasts
Whatis.com, the online computer dictionary



Search and Browse the Expert Answer Center
Search and browse more than 25,000 question and answer pairs from more than 250 TechTarget industry experts.
Browse our Expert Advice

About Us  |  Contact Us  |  For Advertisers  |  For Business Partners  |  Site Index  |  RSS
SEARCH 
TechTarget provides enterprise IT professionals with the information they need to perform their jobs - from developing strategy, to making cost-effective IT purchase decisions and managing their organizations' IT projects - with its network of technology-specific Web sites, events and magazines.

TechTarget Corporate Web Site  |  Media Kits  |  Reprints  |  Site Map




All Rights Reserved, Copyright 2000 - 2008, TechTarget | Read our Privacy Policy
  TechTarget - The IT Media ROI Experts