As marketing leaders, we know the power of a well-crafted campaign—brand impressions, website visits, marketing-qualified leads.
But when we present these numbers to CFOs or board members, there’s often a disconnect.
Why? Because they’re not seeing the direct link to the metrics that matter to them—revenue, profitability, and EBITDA.
It’s not enough to speak the language of marketing. If we want to be heard at the highest levels of the organization, we have to translate those metrics into terms that resonate with finance.
This shift is essential, and it’s our responsibility to build that bridge.
Stop Speaking in Impressions, Start Speaking in Outcomes
Here’s the hard truth: CFOs don’t care about impressions or clicks.
To them, these are abstract numbers with no clear financial impact. The moment we start talking about web traffic or social engagement, we lose them. They’re asking themselves, “How does this impact revenue?”
So, how do we make the connection?
Simple. Translate marketing’s outcomes into business results. If a campaign increased web traffic by 20%, you need to follow that thread: How many leads did it generate? How many closed deals? What was the revenue impact?
The shift isn’t just in the numbers—it’s in the mindset. Start framing marketing success in terms of outcomes that your CFO cares about. That’s when they’ll start to listen.
Budget Season: Think Investment, Not Spend
As you gear up for budget discussions, here’s a tip: stop calling it a marketing budget. The moment you frame marketing as a cost center, you’re inviting scrutiny. Instead, refer to it as an investment model.
Why? Because investments imply growth, ROI, and strategic deployment of resources. When you present your budget as an investment in the company’s future, you’re aligning with the CFO’s language. You’re not just spending money—you’re fueling business objectives, driving revenue, and increasing profitability.
Here are a few simple shifts that can help reframe the conversation:
- Don’t Say “Marketing Budget” – Say “Investment Model”: When you present your “budget” for the upcoming year, frame it as a model that directly supports the company’s growth objectives. You’re not just spending money—you’re making strategic investments that drive revenue and margin.
- Show the Impact on EBITDA: CMOs may focus on revenue, but for CFOs and boards, the ultimate measure of success is EBITDA. Speak directly to how your marketing initiatives contribute to profitability. Highlight efficiencies, customer retention, and cost-saving innovations driven by your campaigns. Don’t just tell them marketing is important—prove that it drives profitability.
- Speak the Language of Efficiency: Especially during times of economic pressure, CFOs want to know that marketing is efficient. Present strategies that improve marketing efficiency—whether it’s optimizing spend or driving higher returns from existing resources.
Meet the C-suite Where They Are
The key is simple but profound: Know your audience. In the same way you’d craft a message for an external campaign, you need to do the same internally. You wouldn’t bombard potential customers with jargon they don’t understand; don’t do it to your CFO either.
Approach your finance counterparts like you would any other customer segment—identify their pain points, speak in their terms, and show how marketing can solve their problems. Frame your requests in ways that resonate with their objectives.
Instead of saying, “I need more budget for X campaign,” flip the conversation: “Here’s how our investment in X will help the company meet its revenue and profitability targets.”
Help Me Help You
This isn’t about dumbing down marketing—it’s about building a stronger connection with the people who can amplify your impact. When you shift your language, you’re not just speaking to be understood—you’re positioning marketing as an essential partner in business growth.
So, as you prepare for those critical finance conversations, remember this: you’re not just asking for a bigger budget. You’re showing how your marketing investments will drive meaningful business outcomes. That’s a conversation every CFO wants to have.
And the sooner you start speaking their language, the sooner marketing will be seen for what it truly is—a growth engine for the business.
We’ve launched a webisode series to help marketing leaders significantly and consistently prove marketing ROI—as discussed by real-time B2B CMOs and marketing veterans.
Here’s a glance at how CMOs and marketing leaders can begin shifting their language and fostering more productive relationships with their financial counterparts.
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