Episode 2: Aligning Everyone from the Buyer to the Boardroom

JAMIE CLEGHORN

Senior Partner, Bain & Company

RISHI DAVE

Expert Partner, Bain & Company

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In the second episode of The Storied Future Podcast, Chris talks to Jamie Cleghorn and Rishi Dave of Bain & Company about how to create alignment across the B2B organization, from the buyer to the boardroom.

Jamie is a Senior Partner focused mainly on growth strategy, go-to-market effectiveness, and organizational alignment. Rishi is an Expert Partner in the firm’s commercial excellence practice with deep expertise in B2B marketing and digital marketing.

This conversation covers a ton of ground and centers around a few core principles—perhaps the biggest of which is how to get buy-in and achieve alignment across the enterprise. You’re going to get a lot out of this episode, especially if you’re trying to craft a strategic narrative with integrity from the top of the organization down to the frontlines.

In this conversation, Chris, Jamie, and Rishi talk about:

  • How to use the B2B elements of value— a framework designed to help B2B brands measure and deliver what customers want—to drive growth
  • What it takes to create strategic narratives that authentically align everyone from the boardroom to the frontline
  • How Bain and Company’s Sales Play System helps close the gaps between marketing and sales
  • Why CMOs can’t afford to not invest in brand AND demand
  • How a blank piece of paper can be a powerful tool for realigning your thinking

And much more!

ABOUT JAMIE

Jamie’s LinkedIn

Jamie Cleghorn is a partner in the Chicago office of Bain & Company. He is a member of Bain’s Technology and Sales & Marketing practices. He partners with clients to drive transformational change, primarily in the areas of growth strategy, go-to-market effectiveness, and organizational alignment.

Jamie leads Bain’s B2B Commercial Excellence products globally and had led the development of the B2B Elements of Value® for value proposition development, Go-to-market Transformation for go-to-market system re-engineering, and Sales Play SystemSM for strategy translation and revenue execution management.

While at Bain, Jamie has worked extensively across industries, including technology, telecom, industrial goods, healthcare, and consumer products. His client work has spanned a variety of areas including corporate and business unit strategy, customer and go-to-market, performance improvement, organizational effectiveness, and M&A.

Prior to joining Bain in 2005, Jamie worked in healthcare marketing.

He has an MS in Marketing from Northwestern University and a BA in History from the University of Illinois.

ABOUT RISHI

Rishi’s LinkedIn

Rishi Dave is an expert partner in the firm’s Commercial Excellence practice with deep expertise in B2B marketing and digital marketing. Rishi partners with CMOs and management teams to drive marketing transformations and build modern marketing capabilities. Rishi also serves as an expert on the implementation of Bain’s B2B Marketing Diagnostic and Sales Play System.

Rishi has held global CMO roles at public technology and cloud companies including Dun & Bradstreet, Vonage, and MongoDB. Prior to these roles, he served as the global head of digital marketing for Dell’s B2B businesses. Rishi started his career at Bain & Company.

As a marketing executive, Rishi built world-class marketing organizations and capabilities that drove top-line growth leveraging the right marketing technology, data, analytics, and content strategy. Rishi drove major brand and messaging transformations, reimagined digital customer experiences, and built and scaled go-to-market models.

Rishi earned an MBA in Marketing from The Wharton School at the University of Pennsylvania as well as a B.S. in Chemical Engineering and an A.B. in Economics with Honors from Stanford University.

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