Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative

PRAISE FOR HACKING MARKETING

"A brilliant road map on how to evolve the capability and culture of marketing practices using parallels from the most disruptive industry in the world, the software industry."
RAM KRISHNAN, SVP and CMO, PepsiCo

"Creates a compelling model for how to think about the intersection of marketing and our digital world. It helped me rethink the way I approach my role as a CMO."
JOHN L. KENNEDY, CMO, Xerox Corporation

"Marketing success is based on the experience it delivers, and now Scott Brinker lays out a terrific manifesto about how to rethink the operations underlying it."
DAVID C. EDELMAN, Principal, McKinsey & Company

"An original take on how the management of marketing must transform to keep pace with our increasingly digital world. It′s a must–read for anyone looking to stay relevant in this modern marketing era."
ANN HANDLEY, Chief Content Officer, MarketingProfs

"A must–read operating manual for CMOs who want to lead in the digital age."
AJAY AGARWAL, Managing Director, Bain Capital Ventures

"We are all digital now. Scott makes it easier than ever for smart marketers to ask the right questions and to discover what they need to know now."
SETH GODIN, author, All Marketers Are Liars

Introduction ix

I MARKETING DIGITAL SOFTWARE 1

1 Hacking Is a Good Thing 3

2 Marketing Is a Digital Profession 9

3 What Exactly Are Digital Dynamics? 15

4 Marketing Is Now Deeply Entwined with Software 25

5 Marketers Are Software Creators Now 31

6 Parallel Revolutions in Software and Marketing 37

7 Adapting Ideas from Software to Marketing 47

II AGILITY 53

8 The Origins of Agile Marketing 55

9 From Big Waterfalls to Small Sprints 65

10 Increasing Marketing s Management Metabolism 75

11 Think Big, but Implement Incrementally 85

12 Iteration = Continuous Testing and Experimentation 95

13 Visualizing Work and Workflow to Prevent Chaos 105

14 Tasks as Stories along the Buyer s Journey 117

15 Agile Teams and Agile Teamwork 129

16 Balancing Strategy, Quality, and Agility 143

17 Adapting Processes, Not Just Productions 155

III INNOVATION 161

18 Moving Marketing from Communications to Experiences 163

19 Marketing in Perpetual Beta with an Innovation Pipeline 173

20 Collaborative Designs and the Quest for New Ideas 183

21 Big Testing Is More Important Than Big Data 193

IV SCALABILITY 205

22 Bimodal Marketing: Balancing Innovation and Scalability 207

23 Platform Thinking and Pace Layering for Marketing 219

24 Taming Essential and Accidental Complexity in Marketing 233

V TALENT 245

25 Chasing the Myth of the 10× Marketer 247

Notes 255

Acknowledgments 263

About the Author 267

Index 269

SCOTT BRINKER is the editor of the popular Chief Marketing Technologist blog (chiefmartec.com), where he covers topics at the intersection of marketing and technology, and he is the program chair of the MarTech conference series. He is also the cofounder and CTO of ion interactive, a marketing software company that serves leading brands such as Dell, DHL, Dun & Bradstreet, eHealth, General Mills, Iron Mountain, Paychex, Pearson, and Symantec.