How are you approaching the evolution of marketing’s role when it comes to owning or shaping customer insight strategy on your team?

Since most potential buyers aren't actively looking, we focus on efficient resource allocation. Quantitatively, we refine account scoring to predict who’s in-market, improving accuracy. Qualitatively, we use synthetic users to validate messaging and understand pain points across personas, allowing us to scale insights even with fewer direct customer contacts.

The marketing team must be both integrator and curator of customer insight, with an ear to the ground on customer views. We bridge product, sales and research, translating insights into actionable stories. This dynamic, ongoing search for insight guides our communication strategies and attracts diverse talent to marketing roles.

Marketing has evolved dramatically, with a much greater emphasis on understanding the market. Technology now allows us to access both internal and external perspectives efficiently. Tools like virtual visitor help us identify website visitors and build intent data, combining human interaction and internal data to build better strategies.

We've focused on brand messaging and understanding what makes our institution unique through extensive focus groups with students, whom we view as customers. We listen to feedback from students and parents, conduct surveys and share insights to improve processes. Marketing acts as a catalyst, helping the campus better understand and serve our students/customers.