CMOs Under Pressure: The Unseen Challenges In B2B Marketing

A recent study of 121 B2B CMOs and marketing leaders has uncovered current marketing industry challenges.

The study by Bospar, CMO Huddles, and Redpoint examines the concept of an “underground recession” in marketing departments and its implications for professionals in the field.

Key findings include:

• Budget constraints and their impact on marketing strategies
• Changing deal cycles and their effects on revenue
• Staffing challenges and increased pressure on marketing teams
• Evolving CMO roles and job market trends

Read on for a data-driven exploration of the current state of B2B marketing.

Marketing Industry In A “Hidden” Recession

Despite positive macroeconomic indicators, including a 9.34% increase in the S&P 500 since the beginning of 2024, marketing departments are experiencing a different reality.

The survey found that 69% of respondents believe their industry is in a recession, while 61% feel that the overall unemployment rate doesn’t accurately reflect the situation in their sector.

Key Challenges Facing CMOs

The study identified four main trends making the job of marketing leaders increasingly difficult:

1. Budget Cuts & Revenue Declines: 77% of marketing leaders reported flat or reduced budgets, with 38% experiencing cuts of at least 3%.
2. Longer Deal Cycles: 54% of respondents noted extended sales cycles, impacting revenue timing and marketing budgets.
3. Staffing Cuts & Layoffs: Half of the surveyed companies experienced layoffs, with 41% seeing cuts within their marketing departments.
4. Pressure to Deliver More with Less: 69% of marketing leaders were asked to do more with reduced budgets in the past year.

Personal & Professional Toll on CMOs

The pressures of the current economic environment are reportedly taking a toll on marketing leaders.

67% of respondents reported that the past year’s challenges have impacted their overall well-being.

Many experienced adverse effects, including reduced exercise (80%), less time off (70%), and weight gain (40%).

Declining Job Prospects For CMOs

The study also highlighted a concerning trend in the job market for CMOs.

LinkedIn data shows a 62% decrease in CMO job postings in the United States from February 2023 to February 2024.

This decline is partly attributed to companies consolidating marketing responsibilities under other C-suite roles.

Adapting To The New Reality

Despite these challenges, industry experts emphasize the need for CMOs to adapt and evolve their strategies.

MarTech entrepreneur Jon Miller suggests that “the old playbooks just aren’t working anymore, and it’s time for a new playbook (and new technology) that aligns with modern buyers.”

Drew Neisser of CMO Huddles recommends four key areas for CMOs to focus on:

1. Role expansion beyond traditional marketing duties
2. Metrics expansion to demonstrate marketing’s full value
3. Idea concentration to maximize impact with limited resources
4. AI implementation to drive innovation and efficiency

Why Does This Matter?

This study shows what’s happening in marketing beyond the rosy economic headlines.

It matters because:

• It explains why your job might feel harder lately.
• It shows we need to get creative with our strategies.
• It highlights why proving marketing’s value is so important right now.

What Does This Mean For You?

Here’s what you should keep in mind:

• Learn skills that clearly show your worth, like data analysis.
• Get ready to do more with less – focus on what really matters.
• Look for ways to expand your role in the company.
• Network more – it could help you find new opportunities.
• Keep learning about new trends and tools.
• Take care of yourself – everyone’s feeling the pressure, not just you.

Featured Image: Ground Picture/Shutterstock