Breaking the D2C mindset: launching B2B marketing from scratch with Natalie Naik @ SharpLaunch.
In this episode of Executive Conversations Natalie Naik shares her experience launching a B2B marketing function from scratch inside a traditionally
Head of Marketing, SharpLaunch
Maeva CifuentesHost, Founder and CEO of Flying Cat
In this episode of Executive Conversations Natalie Naik shares her experience launching a B2B marketing function from scratch inside a traditionally D2C-focused company. Natalie tells us how she navigated educating leadership unfamiliar with B2B marketing, especially around handling long sales cycles and fundamentally different KPIs.
Natalie also touches on selecting the right channels for niche B2B markets, advocating for organic growth, ABM, and partnerships over paid channels. Throughout the episode, Natalie provides practical insights into influencing stakeholders, simplifying executive communication, and driving effective collaboration with sales teams in a rapidly evolving marketing landscape.
“What’s the minimal amount of information you can give someone to help them make a decision? That’s always the advice I give to people I manage.”Natalie Naik, Head of Marketing at SharpLaunch
What leaders can take from Natalie
- 1Simplifying executive communicationNatalie highlights the value of concise communication—focusing on context, desired actions, and outcomes—to drive executive decisions.
- 2Educating leaders on B2B marketingStrategies for effectively explaining B2B’s longer buying cycles and different KPIs to D2C-focused executives.
- 3Balancing sales input strategicallyHow to leverage sales feedback proactively without becoming an order-taker, using collaborative sessions to prioritize marketing activities.
- 4Choosing channels wiselyEmphasis on events, ABM, partnerships, and organic over paid channels in highly niche B2B markets.
- 5Immediate alignment and actionConducting early-stage workshops to quickly identify friction points and create actionable marketing strategies aligned with sales.
