Ep12: Jeff Reekers, CMO at Aircall

JEFF REEKERS

Jeff has spent his career at the intersection of marketing and technology. He joined as CMO of Aircall, the cloud-based phone system of choice for modern business, in 2017. Over this time Aircall has grown to over 6000 customers and 350 employees worldwide, and has raised over $100M in venture capital.

In addition to his current role, Jeff serves as advisor for several New York based venture capital firms and technology startups.

Jeff lives in Brooklyn, NY with his wife and son. In his downtime, he’s an active endurance athlete, competing in Ironman races, marathons and ultramarathons, and cross country ski events.

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SUMMARY

At Aircall, Datavana is the point where it is simply information itself that tells you what decisions to make.

Jeff Reekers, CMO at Air Call, puts his own spin on growth, explaining how the customer journey from awareness, to evaluation, through purchase and onboarding,then to advocacy is ultimately what drives revenue. He shows how naturally there is little operational conflict along the way if data is the central point of truth.

TIMESTAMPS

[00:14] What would Jeff Reekers be, if he was not the CMO of Aircall
[01:29] Would Jeff Reekers be interested in writing a novel?
[02:52] What is Aircall about as a company and how long Jeff Reekers has been a part of it?
[03:43] What does data mean to Jeff Reekers and what is its importance to a company?
[04:51] From the right data on the report, data that comes from external sources & data that you show up on the board, which one does Jeff consider as the most important?
[06:33] How does the foundational data connecting systems work?
[07:05] Does Aircall have a dedicated team that ensures that there’s data transparency and is orchestrated well across the company?
[08:40] Does Aircall’s Data Team, Marketing Ops and Revenue Ops team have a healthy conflict and how do they operate to make healthy decisions?
[10:00] What do Aircall see as leading indicators to find the data truth?
[12:11] Why is it so important to know which attribution is working and which one isn’t?
[13:37] Does Jeff Reeker have any data horror story to share with us?
[16:01] How does Jeff Reeker ensure that his data is aligned to his strategy and is based on real customer engagement?
[18:08] What does Jeff Reekers think about MQL and how people perceive it?
[19:59] Is Revenue and Pipeline the goal of marketing for Jeff Reekers?
[22:02] Does Jeff Reeker own the SDR and BDR team that falls under him and why?
[23:30] What does the state of Data Nirvana mean to Jeff Reekers?
[25:37] What’s Jeff Reekers view on the most sophisticated CMO tool that no one has ever built?
[27:32] What would Jeff Reeker tell CEOs from his experience about what to expect so that they are successful and don’t burn out the marketers?
[29:15] What does one need to do to understand the buyer’s journey
[34:49] Why marketing is more than just a one touch attribution for CEO or a founder as per Jeff Reekers?
[37:12] What is the definition of success for Jeff Reekers and how does he measure the same when it comes to Marketing?