37 - What Happens When Marketing Heads Up Sales with Christina Mautz, CMO at Moz

Christina Mautz, CMO and head of sales at Moz, joined me on the show.  This is an interesting episode because Christina has that unique experience - a CMO that also heads up the sales team. Christina's been a marketing executive at Amazon and Yahoo!, as well as a few Seattle VC-backed SaaS startups where she earned the nickname “Chief Problem Solver.” Moz was founded in 2004, has ~170 people, and is based out of Seattle, WA with offices in Vancouver, BC and Cork, Ireland. They've raised Series C ($29.1M total). Started by Rand Fishkin and Gillian Muessig, Moz is a source of robust, reliable data, with accessible training and easy-to-use software to help SEOs. The folks at Moz believe there's a better way to do marketing. A more valuable way where customers are earned rather than bought. Here's what we hit on: “Customers are earned rather than bought” - what does that mean; Quick pitch on Moz - why you exist, who you’re for (what segments are most popular), problems you solve; SEO is not dead, but it’s changing. You can’t just write blog posts and expect to rank high in search. Ranking on Google is hard, especially for startups. Reaching your target audience through other channels like social media can be faster. What’s Christina's advice? Christina joined 3 years ago - what stage was the company in with their marketing back then, and what was her team working on back then vs. focused on now; What does Christina's (marketing) team look like; I asked Christina to explain how she's both CMO and head of sales - how does that work? (HINT: very well); We talked about MQLs and SALs and what's effective for shortening the sales cycle. You can find Christina on LinkedIn: www.linkedin.com/in/christinamautz Find out more about Moz: www.moz.com For more content, subscribe to Modern Startup Marketing on Apple or Spotify (or wherever you like to listen). You can find Anna on LinkedIn: www.linkedin.com/in/annafurmanov on Youtube: www.youtube.com/channel/UCYgrBn-Y6P9o_OJ2lxHkWyg or visit this website: www.furmanovmarketing.com Thanks for listening!

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