Mike Marcellin is the Senior Vice President and Chief Marketing Officer at Juniper Networks—leading the global marketing team responsible for their product and services portfolio. He’s also responsible for stewarding the brand, driving preference for Juniper in the market, training their partners and account teams, and developing a differentiated-information experience for their customers.
Mike Marcellin, CMO of Juniper Networks, joins host Ian Faison to explain the benefits of having automated, AI-driven systems that allow marketers to focus on understanding the market and creating organic connections with potential customers.
“If we do our job right, we'll eventually get to a conversation about technology, but the first goal is: Why should I be talking to you? What's in it for me? How's it going to help my business?”
“AI is worthless without data. The more data, the better the AI can be, and the more value you can deliver.”
“Centralize what you can, and distribute what you must. It’s pretty profound because obviously, we know the benefits of centralization that you can get from efficiency, But you also realize that, at times, you do have to distribute things if there's a strong, compelling reason to do so.”
“Many of our competitors are much larger and will outspend us from a marketing perspective. And for that matter, from a sales perspective. They'll have more feet on the street. So we have to be super smart and super targeted, effectively outsmart them, because we can't outspend them.”
“This has become much more of a science over the years, and with the amount of data that we now have at our fingertips, that can be hugely valuable to making demand gen successful. But it's only valuable if you have people that can make sense of that data.”
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