As Workfront’s CMO, Heidi is responsible for telling the Workfront story, creating and executing an integrated marketing strategy, driving increased awareness, and building a customer marketing function to deepen Workfront’s customer relationships.
Heidi brings to Workfront over two decades of senior marketing leadership and a reputation for building award-winning marketing teams in the technology industry. She has a proven track record of driving measurable growth for some of the most respected enterprise SaaS technology brands and has been recognized for her industry expertise. Her knowledge in B2B marketing has enabled her to become a thought leader and a sought out speaker at many industry events throughout the country.
Prior to Workfront, Heidi was the CMO of Plex Systems, Inc., where she was responsible for strategy and execution of all marketing efforts. She also previously served as CMO at Eloqua, Polycom, Taleo, Hyperion, and was the group vice president of marketing at PeopleSoft. In addition, Heidi served as a public company board director for Accelrys.
In Heidi’s free time she enjoys spending time with her family, gardening, traveling—especially to Lake Tahoe—and is an avid reader.
In this episode, we’re joined by Heidi Melin, CMO at Workfront. Heidi illustrates how she’s pivoting Workfront’s marketing strategies in response to the paradigm shift that companies are experiencing in the new decade. She highlights how companies that survive must invest in hyper-targeted sales and marketing strategies, including ways to surface and act on insights about how buyers engage with your brand throughout the buying cycle.
“As marketers, if we have learned anything over the course of the last few months, it's that we have to be able to adapt much more quickly in order to be successful. All the things that we knew were effective are changing and they're changing immediately. So how do we adjust and continue to drive demand to support the pipeline that's required for our selling organization?”
“One of the most important things that we have learned out of the pivot in response to COVID is that the entire business process needs to change, not just a marketing tactic here or there. It's a paradigm shift that we're going through right now that is not only going to change our marketing programs and tactics, but it's going to change how organizations buy enterprise software.”
“I think in terms of what channels give us the ability to be very focused and targeted in our investments. We're prioritizing those channels that allow us to more accurately target our target accounts. We have the tools today to be very specific about who our messages go to. Leveraging those tools becomes really important, because our spend levels aren't necessarily going up, but the pressure on marketing teams to deliver engagement and demand is going up.”
“I always talk about marketing as an investment versus an expense. If we want to make sure that each one of those dollars is used to its fullest impact, we want to make sure we get to the people that have the highest likelihood to buy from us.”
“I very seldom use the term ABM because it's been overused and over promoted. Isn't ABM just a category of software that allows us to deliver on the premise of marketing that's always been there? ABM technology provided the ability for us as marketers to do what we've always said we should be doing, which is targeting the right people with our message.”