The real beauty of Kevin’s article When will CMO heads roll? isn’t the observation that corporate marketing budgets are broken and that change is amazingly slow in coming.

That’s an easy target.

What I like is his description of who is changing.

He describes an actual target market that a marketer can begin to get to know and flush out through sales-related communications as well as corporate positioning.

Why?

It isn’t “people in [Department] with [Job title] at companies with revenue between $[X] and $[Y] million, whose [CMO] is [40] or younger, headquartered in [US].” That is how 90% of business people think of their target markets. In B2B especially, it’s really not true.

Your customer is someone who has a reason to buy from you. That’s not intrinsic to size, location or any other easy demographic or firmographic marker.

Check out Kevin’s article and see what I mean.