Q&A with Jay Gaines, CMO at Forrester

Q&A with Jay Gaines
Jay Gaines, CMO at Forrester has over 20 years of experience in organizational design and leadership, marketing strategy and planning, marketing budget and operations management, demand creation, sales and marketing alignment, and digital strategy in a variety of b-to-b industries.   

In this Q&A, Jay shares insightful thoughts about the audience-centric approach at SiriusDecisions and what marketing means to him.

MEDIA 7: How old were you when you had your first paying job?
JAY GAINES:
 I was 10 years old! I delivered newspapers in my neighborhood on my bike five days a week after school.

M7: You have been recognized as one of the top 10 CMOs in 2019 by The Silicon Review. What skills have enabled you to become a marketing industry leader?
JG:
In my time at SiriusDecisions, I’ve had the good fortune to work closely with many amazing CMOs. That work provided me great insight into what makes for a highly effective and successful marketing leader. There are three primary skills that I think have helped me the most; first, to be a business leader and then a marketing leader. This means focusing on, being accountable for, and consistently reporting on marketing’s contribution to the same business goals that the CEO, CFO, board of directors and head of sales care about most. It also means always speaking the language of business, and avoiding marketing jargon when communicating with my colleagues outside of marketing. Second, is just being a good leader for my team by providing structure and clear goals, defending their focus, and promoting a culture of experimentation and rigor. Third, is constantly staying curious. Marketing is evolving so rapidly in terms of strategies, approaches, technologies, and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object.

"Marketing is evolving so rapidly in terms of strategies, approaches, technologies and measurement that part of any leader's job must be keeping up what’s new without chasing every new shiny object."



M7: How impactful are the leadership summits from a marketing outreach perspective, and how significantly have they enabled SiriusDecisions to push towards the forefront as an industry leader?
JG:
Our summits are a key driver of growth for us. We put a huge amount of effort into them and they have become a primary brand experience for our customers and other audiences. We attract thousands of B2B marketing, sales and product leaders to these events and use them to release our latest research, data and insights. Especially as SiriusDecisions has expanded into new geographies (Europe and Asia) and new verticals (healthcare, financial services, etc.) our events have enabled us to quickly establish presence, acquire audiences and build positive perception.

M7: You have been leading marketing initiatives for SiriusDecisions across various geographies including North America, EMEA and APAC. In your experience, how does the approach to marketing strategy vary based on different regions?
JG:
At SiriusDecisions we take a very audience-centric approach in how we go to market through the use of audience frameworks and personas. We typically create personas centrally and then adapt them for geos and vertical industries. Most of the important differences we see are in persona preferences, in how they want to be contacted and engaged, how they consume information, and what their trusted sources of information are. So, while our campaign and program themes remain largely consistent globally the assets, tactics, and channels we utilize vary widely across geographies. For example, in Asia we’ve had great success and lean more heavily on mobile-specific strategies as well as a higher volume of smaller local events.


"Most of the important differences we see are in persona preferences, in how they want to be contacted and engaged, how they consume information, and what their trusted sources of information are."


M7: From a little cottage in Southport, Connecticut to a global leader in B2B marketing solutions, what has been the main force behind the overwhelming success of SiriusDecisions?
JG: 
By far the main driving force for SiriusDecisions has been our relationships with our clients and our commitment to their success. We have a deep culture of customer-centricity and helpfulness that permeates everything we do. For example, every piece of research we produce must pass the test of being supported by data and evidence, and also must include details about how to actually do whatever it is we’re recommending. Unlike many other firms similar to us, we also consider our work with clients to be collaborative. All of our research is based on our work with our clients and our ability to observe and measure what actually works and what doesn’t. This means we learn as much from them as they do from us and their success is our success.


"All of our research is based on our work with our clients and our ability to observe and measure what actually works and what doesn’t."

M7: What is Marketing to you?
JG:
To me marketing is the art and science of engaging target audiences through the delivery of value in order to achieve specific business outcomes. Value can be delivered in any number of ways including information, entertainment and purpose, and business outcomes can span everything from customer acquisition to retention to advocacy.

ABOUT SIRIUSDECISIONS

SiriusDecisions® is the leading global b-to-b research and advisory firm. We deliver actionable intelligence, strategic and operational frameworks, and personal guidance from experienced practitioners.

Sales, marketing and product executives rely on SiriusDecisions® to contextualize problems and bring to light opportunities to drive sustainable growth. Our holistic solutions are founded on proprietary research, a deep understanding of b-to-b complexities, and the tenet that organizational alignment brings better outcomes.

SiriusDecisions was acquired by Forrester (NASD: FORR) in January of 2019.

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SONY MUSIC MASTERWORKS LAUNCHES NEW JOINT VENTURE WITH UK-BASED LIVE ENTERTAINMENT COMPANY, ROAST PRODUCTIONS

PR Newswire | January 11, 2024

Sony Music Masterworks, a division of Sony Music Entertainment, today announced a new strategic venture with Roast Productions, a live entertainment company founded by Bonnie Royal and Michael Stevens. Based in London and operating internationally, Roast Productions focuses on producing theatre, concerts, and family entertainment events. Royal and Stevens will continue to lead the company's day-to-day operations and collaborate with Masterworks on the development of a range of new productions, working in close partnership with both Masterworks President Mark Cavell and Ollie Rosenblatt, founder and CEO of Senbla, a UK producer/promoter. Recent and current shows include MACBETH starring Ralph Fiennes and Indira Varma playing in Liverpool, Edinburgh, London and Washington DC; 2:22 A GHOST STORY in the West End (Apollo Theatre), touring in the UK and Australia; CHRISTMAS ACTUALLY, a Christmas variety show curated by "Love Actually" filmmaker Richard Curtis and produced in partnership with Senbla; the highly acclaimed West End run of VANYA starring Andrew Scott; and the new musical COWBOY BOB at the Alley Theatre in Houston, TX; as well as the 2024 UK tour of THE 13-STOREY TREEHOUSE based on the best-selling book by Andy Griffiths and Terry Denton. The company will also offer production, general management, and marketing services in the West End and beyond. At the same time, Roast Productions is pleased to announce strategic agreements with National Theatre Productions and Various Productions, as co-producer for STANDING AT THE SKY'S EDGE at the Gillian Lynne Theatre opening in February, and with the Ambassador Theatre Group, as Creative Producer of the inaugural WIMBLEDON CHILDREN'S FESTIVAL at the New Wimbledon Theatre, launching in Summer 2024. Mark Cavell, President of Sony Music Masterworks, said, "I'm absolutely delighted to welcome Bonnie and Michael to the Sony Music Masterworks family. Their creativity and expertise will further support our endeavours in securing and creating new quality and original live productions that will captivate and entertain audiences across the globe, and provide first-class content for our other partners to promote and market." Bonnie Royal and Michael Stevens, Producers and Co-Managing Directors of Roast, commented, "It is an absolute honour to join Sony Music Masterworks and develop new work and new markets together. The strength of its vision and values makes it the ideal partner for us as we develop a diverse body of work in the UK and internationally." Sony Music Masterworks' agreement with Roast Productions is the latest in a series of strategic partnerships and acquisitions advancing its growth as a multi-faceted worldwide entertainment business operating in more than 30 countries. The network of companies includes Black Ink Presents, a Los Angeles-based creative design and production services company; Culture Creative, a production and project management team specialising in developing site-specific and bespoke projects in unique heritage and landscape settings; Netherlands-based GEA Live, which designs, represents and produces shows and experiences based on prominent IP in music, film, television, anime and gaming; The Luna Entertainment Group, the UK market-leader of open-air, drive-in and pop-up cinema experiences which also stages high quality location-based entertainment experiences, exhibitions and events; MAC Global, an award-winning, pan-regional concert promotion, talent management, events and production company based in Dubai, United Arab Emirates; Proactiv Entertainment, the live event producer and promoter based in Barcelona, Spain; Raymond Gubbay Ltd., the music, dance & Light Trail/Lightscape promoter; RoadCo Entertainment, the New York-based producing and distribution agency specialising in live entertainment experiences; Seaview, the Tony and Olivier award-winning media company with theatre, film, TV, and digital verticals; Senbla, the London-based producer/promoter of quality music, theatre and immersive events, shows and festivals and Terrapin Station Entertainment, an artist management, tour production and sports/stadium consultancy company which specialises in family-friendly and brand-led events, immersive exhibits, game shows and charity concerts. ABOUT BONNIE ROYAL Over her career, Bonnie Royal has headed up an extensive and diverse portfolio of productions. Previously as Commercial Director of Fierylight, she worked with global brands including the children's entertainment icon PEPPA PIG for over 10 years (including 11 seasons in London's West End), and led the development and production of family titles such as Julia Donaldson's THE SMARTEST GIANT IN TOWN with Little Angel Theatre in 2020, which went on to have a sell-out UK tour and played an Olivier Award-nominated West End season. As Marketing Director, Royal's credits include The Kenneth Branagh Theatre Company: PLAYS AT THE GARRICK season (which included THE WINTER'S TALE starring Dame Judi Dench and ROMEO AND JULIET starring Lily James and Richard Madden) to HAIRSPRAY (London Coliseum), CIRCUS 1903 (Southbank Centre), THE 39 STEPS (West End) and FLEABAG (West End), as well as the West End transfers of The Almeida's MARY STUART and the National Theatre's HOME, I'M DARLING. Most recent projects include Rodgers and Hammerstein's OKLAHOMA! (West End) and THE PADDINGTON BEAR EXPERIENCE (County Hall). ABOUT MICHAEL STEVENS With over more than 20 years in the performing arts industry, Michael Stevens has focused on creative collaboration, with a sustained commitment to the commissioning and production of new works. His work in an Executive Producer role with organisations – including the Australian Chamber Orchestra, Melbourne Festival and Arts Centre Melbourne – led to dozens of new (and many award-winning) creations across theatre, musical theatre, dance, opera, circus, classical and contemporary music, film, visual arts and in the digital arena. Returning in 2016 to London, Stevens co-founded Fiery Angel Entertainment, with which he introduced CIRCUS 1903 to London for four seasons at Royal Festival Hall and Hammersmith Apollo and BARRY HUMPHRIES' WEIMAR CABARET at the Barbican Theatre. New productions have included GUYS AND DOLLS at the Royal Albert Hall, directed by Stephen Mear with an all-star cast, and the European premiere of DOLLY PARTON'S SMOKY MOUNTAIN CHRISTMAS CAROL at the Southbank Centre, as well as touring projects such as ROB BRYDON – A NIGHT OF SONGS AND LAUGHTER (80 shows at London Palladium and on tour around UK/Australia/New Zealand); PEPPA PIG – MY FIRST CONCERT (Royal Festival Hall, London Coliseum, & 90+ UK dates); BLACK BLUES BROTHERS (UK regional tour) and TUBULAR BELLS – THE 50TH ANNIVERSARY CELEBRATION (50 shows at Royal Festival Hall and on UK tour). ABOUT SENBLA A leading producer and promoter of hundreds of live shows around the world annually, Senbla provides a wide range of services in support of performing arts productions, artist tours, large scale artist concerts, and concept-based shows, as well as theatrical and family entertainment events. Its extensive capabilities includes licensing and production, plus management of all aspects of global Intellectual Property rights. The company has worked on numerous recent productions including the 'Spider-Man: Into The Spider-Verse' concert with live orchestra which played 85 dates globally; Michael Bublé at the Bath Royal Crescent; a run of Lionel Richie UK shows; Diana Ross's recent UK Arena Tour; concert with live orchestra dates from Ennio Morricone, Sophie Ellis-Bextor, Joss Stone, The Holiday, Love Actually, and A Muppets' Christmas Carol; opera events, the Disney 100 UK Arena Tour, and Circus 1903. Senbla also is an investor in theatrical shows including "Six" on Broadway and its US Tour, and is a co-promoter and producer of shows internationally.

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