How did you both network "up" with C-level executives, VCs, and investors to get your first CMO roles?

I would say that most VCs and seed or A-stage believe that if they had a great marketer, things would be different. Part of my job is to make sure that I build a relationship with people in my network and steer them to my companies. 

As hard as the job of a CMO is, we’d all love amazing ones! Great marketers emote and have connections to the company. The 2 hardest roles to hire for in a start-up are 1) a great marketing leader and 2) a great SDR leader

In marketing, we forget that we didn’t get into marketing because we are a bunch of automatons. We got into it for the art and craft. It's what can we do that draws and elicits emotional responses from someone who wants to engage with us. Protect that “kernel”, as I call it. What is it you allow people that they can’t do on their own?

People buy for two reasons. The first is fear (something bad will happen to me if I don’t) and the second is greed (something will help me). Don’t forget that.

While networking is important, building your reputation as someone who is both strategic and execution oriented is critical. The industry is very well connected so focus on being world class at what you do. Be a person that people can count on to deliver just a bit more than what is being asked. Be willing to help others for no other reason than it is the right thing to do. Be a continuous learner and ask lots of questions. If you do this, the opportunities will come. 

Also, don’t be afraid to reach out to senior leaders to ask questions or build connections. You will be surprised how many people will respond and connect. I have lots of conversations with people across the industry to network and learn. While it may not be obvious now, these type of encounters may yield interesting opportunities several years down the road. Being very deliberate and carving out time to learn and network is very important. 

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You can spend all of your time networking, but if you don’t build your reputation as someone who is trustworthy and has a reputation of execution, then that is a huge problem. Build it internally and externally as someone who leaders look to first to solve hard problems. Also be willing to say - I have a question, would you be willing to spend 2 minutes with me?

Build the reputation first. In this industry, your reputation speaks volumes, and everyone is connected. Someone will backchannel you. If you don’t deliver on what you say you will do, it might come back to haunt you later.