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Strategic Communications Advisory For Visionary Founders
Conversation
Highlights
In this episode of The Marketing Front Lines, we speak with Carolyn Crandall, a seasoned marketing executive who has spent four decades in B2B tech marketing, from the early days of Cisco and Juniper to her most recent role at Attivo Networks (acquired by SentinelOne for over $600M). After transitioning from full-time executive roles to fractional CMO work, Carolyn shares the tactical realities of building a fractional practice, the red flags to watch for when evaluating clients, and the specific strategies that work when you have limited time to deliver maximum impact.
Topics Discussed:
- Transitioning from full-time CMO to fractional consultant
- Identifying red flags in potential fractional partnerships
- Building efficient tech stacks for early-stage companies
- Moving “left of MQL” with AI-powered engagement
- Managing multiple fractional clients simultaneously
- Pricing strategies and contract structures for fractional work
Actionable
Takeaways
Structure Fractional Contracts for Success:
Carolyn recommends four-month minimum contracts for fractional CMO work. This provides enough time to understand the business, build programs, execute, and measure results without being locked into problematic relationships. Shorter engagements don't allow for meaningful impact, while longer initial commitments can trap you with difficult clients.
Move Left of MQL with AI-Powered Outreach:
Rather than waiting for qualified leads, use AI and automation to engage prospects immediately when they hit your website. Set up separate domains for aggressive outreach using tools like Lemlist or Clay to protect your primary domain reputation, while keeping HubSpot clean for engaged prospects.
Avoid Expensive ABM Platforms Until You Have Operators:
Tools like 6sense and Demandbase are powerful but require dedicated operators to extract value. Early-stage companies often waste money on these platforms when simpler tools like Apollo, LinkedIn automation, and targeted databases can achieve similar results at a fraction of the cost.
Train AI Tools as Your Marketing Assistant:
Develop a working relationship with ChatGPT or Claude by creating custom projects and training them on your voice and style. Use AI not just for content creation but as an editor, strategist, and quality checker. Test your AI-generated content through AI detection tools to ensure it doesn't sound robotic.
Evaluate Cultural Fit During the Sales Process:
Red flags include CEOs who expect unrealistic results, want to work exclusively through you rather than embedding you with the team, or give you KPIs without providing resources for execution. Ask specific questions about meeting expectations, collaboration style, and performance metrics upfront.
Build Your Fractional Network Before You Need It:
Success as a fractional CMO often comes through referrals from VCs, former colleagues, and vendor partners. Start building these relationships while you're still in full-time roles. Have a clear answer for why you're choosing fractional work beyond "I'm looking for full-time work in the interim."
Invest in Foundational Tech Stack Elements:
Don't cut corners on essential infrastructure like marketing automation setup, website development, and initial content creation. Poor implementation of tools like HubSpot or Salesforce creates long-term problems that are expensive to fix later. Budget appropriately for professional setup and configuration.
Maintain Industry Focus for Operational Efficiency:
Specializing in similar industries (like cybersecurity) allows you to reuse playbooks, understand buyer personas deeply, and leverage existing industry relationships. Taking on clients across vastly different industries requires significant additional learning time and reduces your efficiency.
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