How did you approach building enough depth in marketing areas you didn't have as much experience in? And is that necessary to do a pre-CMO role, or is it something you can hire a strong complement for once you're in the role and then learn as you go? As a specific example, coming up through brand & product marketing, how much demand gen expertise would you recommend building (pre-CMO role) and what's the best way to do that?

It depends on the company that you’re working at. The idea of a CMO as an expert in all of the domains (brand, demand gen, pmm) is unrealistic. I do not think that there is an expectation that you are great at all of these things. I think you have to have a broad view of marketing, be a tough judge of talent, have experience hiring really great people, and have the right mix of quantitative and qualitative skills. You have to be good at both paying attention to win/close rates and being very analytical (numbers based), while also paying attention to the narrative. (How are you from a storytelling perspective and what is resonating?)

I think you have to be good at one of these things, but not all of them. And also, it’s important that you’ve built good relationships with others who you can pull in to cover the things that are not your strong suits. Hire people to supplement the areas where you are not as strong.