Marketing’s New Role in Product and Service Delivery

This is the first in a series of posts about the three greatest challenges facing marketing organizations in 2018: Becoming more accountable, undergoing a digital transformation and evolving to put the customer experience front-and-center.

These are not demand generation communications, they are communications that are part of the product or service that the company is selling. I.e. Marketing is becoming accountable for delivering part of the service.

Peter Drucker nailed this when he said:

“Marketing is not only much broader than selling, it is not a specialized activity at all.  It encompasses the entire business.  It is the whole business seen from the point of view of its final result, that is, from the customer’s point of view.”

Takeaways

If your firm is small or mid-sized and has neglected investment in marketing to date, the question expands beyond can the founders understand the role of marketing in offering product marketing and demand generation capabilities? The question becomes do the founders understand marketing’s role to deliver product and services and their ongoing relationship with customers to convert them into loyal advocates? Marketing is taking on responsibility for delivering these parts of the total solution.

Yes, as David Packard once said, “Marketing is too important to be left to the marketing department.” The things we are accountable for extend beyond the bounds of traditional marketing views. We have become part of operations and part of the product and service delivery system because we are masters of communication with customers. We are becoming a service organization to more parts of the firm than ever before, including operations.

Should these marketing capabilities be a center of excellence and centralized in marketing, or do we encourage other parts of the firm to develop their own communications operation? That is a question for another time.

Bottomline:

  • Don’t settle for just being accountable for the traditional marketing influenced outcomes.
  • Explore how marketing can contribute to the delivery of the product or service.
  • Recognize that marketing’s assets include communication skills and mastery of the technologies that make it efficient and effective.

Author: Kevin Joyce

Kevin Joyce is VP of strategy services for The Pedowitz Group. He's a marketing executive with 34 years of experience in high tech, in positions in engineering, marketing, and sales. In the past 16 years Mr. Joyce has worked with many companies on their revenue marketing and demand generation strategies. With a unique combination of marketing skills and sales experience he helps bridge the gap between sales and marketing.

Mr. Joyce has successfully launched numerous products and services as a Director of Product Marketing at Sequent, as a Director of Sales at IBM, as Vice President of Marketing at Unicru, and as CEO at Rubicon Marketing Group. He has been VP of Marketing Strategy with the Pedowitz Group for more than six years. He holds a BS in Engineering from the University of Limerick, Ireland and a MBA from the University of Portland. Connect with Kevin on LinkedIn or email him at kevin@pedowitzgroup.com. Download TPG’s new white paper: "TPG ONE: A New Approach to the Customer Journey."

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