Reference
Clear, practitioner-written definitions for the terms that drive B2B growth - written by a Fractional CMO who uses them every day.
Understanding the fractional model
A part-time Chief Marketing Officer who provides senior marketing leadership on a monthly retainer - without the full-time cost.
The complete breakdown of what "fractional CMO" means, what they do, and how the engagement model works.
The Chief Marketing Officer - the C-suite executive responsible for marketing strategy, brand, demand generation, and revenue growth.
The Chief Operating Officer - the executive responsible for day-to-day operations, processes, and executing the CEO's vision.
The numbers that drive GTM decisions
Customer Acquisition Cost - the total marketing and sales spend divided by new customers acquired. The foundation of GTM unit economics.
Customer Lifetime Value - the total revenue expected from a customer over the full relationship. Determines how much you can spend to acquire them.
A Marketing Qualified Lead - a prospect who has shown enough interest to be worth passing to sales, based on fit and behavioral signals.
Building the motion that scales
The cross-functional plan that defines who you sell to, how you reach them, what you say, and how you win - across marketing, sales, and product.
The full-funnel marketing strategy that creates awareness, builds brand preference, and drives qualified pipeline for B2B companies.
RevOps aligns marketing, sales, and customer success under unified processes, data, and technology to drive predictable revenue growth.
Ideal Customer Profile - the detailed description of the company or person most likely to buy, retain, and generate maximum lifetime value.
The degree to which a product satisfies strong market demand - demonstrated by retention, referrals, and organic growth rather than paid acquisition.
Mark Gabrielli brings the strategy behind these terms to your business - with accountability to pipeline, not just advice.
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