Dear SaaStr: What should a CEO look for in hiring a fractional or part-time Chief Marketing Officer?

Someone that can own a number.

There are tons of folks, especially in the Bay Area, who want to consult with you in a senior marketing role. Tons of them.

What very few will do is own a number:

  • Own a lead commit.
  • Own growing your pipeline.
  • Own a marketing budget against a revenue commit.
  • Etc. etc.

I see fairly little point in hiring a senior resource that won’t own a key number (and a key goal) or two.

If you can find one that will do this part-time and is effective, though, it sometimes can work.

Run from those that won’t sign up for quantitative goals.

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