What CEOs Really Want from Their CMO or Fractional CMO

CEOs are demanding a new breed of CMO: one who drives REVENUE as aggressively as they build BRANDS.

Technology and AI have become a most disruptive force in the industry today. It has changed the roles of C-suite leaders now more than ever.

While brand still matters, it’s no longer the sole focus. CEOs now expect CMOs to "integrate brand with purpose-driven strategies, data-driven decision-making, and customer-centric execution" (Hodak, B. 2025).

They must authentically advocate sustainable, value-driven growth aligned with the company vision.

Here’s what CEOs really want from their marketing leader, whether it’s a full-time or fractional:

Data, Technology, and AI Fluency

Tech savviness is critical for CMOs now. CEOs expect their marketing leaders to not only select the right tools from the vast marketing technology stack (over 11,000 and counting!) but more importantly, to understand how these technologies, particularly data analytics and AI, can IDENTIFY and ANTICIPATE customer needs.

It is a huge competitive advantage for CMOs to be 'fluent' and 'savvy' in AI and predictive analytics to personalize experiences and scale operations.

CEOs also understand how important it is to strike a balance between innovation, authenticity, and ethical issues, particularly those pertaining to data privacy. They look to their CMOs to optimize the tech stack, sifting through the clutter and concentrating on solutions that offer genuine efficiency and value.

As Gartner highlights, CMOs are under pressure to "do more with less," investing in technology that delivers operational efficiency and customer insight, all while maintaining digital trust.

Customer-Centricity Above All

“Start with the customer first”, the mantra echoed by Gartner and PwC to which CEOs expect their CMOs to live by.

This requires deep empathy, active listening, and a relentless focus on understanding what truly matters to customers, going beyond superficial metrics.

As noted by Meenu Bagla, CMO of Cyient:

In a world where purpose and pace are paramount, CMOs must adapt quickly to changing consumer expectations.

Furthermore, Simon Mouyal, CMO of athenahealth says:

“The first thing that comes to mind,” began Simon, “is to be a full-stack CMO, so you can provide a holistic experience to audiences. One has to have touchpoints that drive demand and growth, brand and messaging and positioning to deliver consistent and compelling work across those channels, at a high level. In short, a CMO has to be a master of all those channels. We learned that brands couldn’t fake it anymore. You see it, you say it, you be it—and people can tell when you’re lying within any of those steps,” he warned.

In essence, the insights from marketing leaders underscore the critical importance of adapting to evolving consumer expectations and delivering a consistent, authentic, and holistic experience across all touchpoints.

Growth and Revenue

Marketing is now even more inseparable from revenue generation, and CMOs are held accountable for financial results on par with their peers in sales and operations.

No more hiding behind “brand lift.” Every marketing initiative, from messaging to campaign execution, must demonstrably contribute to measurable business outcomes, such as pipeline growth and customer retention.

Time for Marketing Leadership That Delivers

Full-time or fractional, your marketing leader must speak the language of growth.

It’s not about abandoning brand. It’s about integrating it into a system that fuels awareness, demand, and revenue on repeat.

The goal is to be the "most trusted brand" and provide real value to customers.

Contact us today and let’s kickstart your next stage of growth.