Marketing to the CIO in 2027

Overview

For marketing leaders selling to enterprise CIOs and technology leaders.

15 seats · Complimentary · Led by Factor · Chatham House rules · Lunch provided

What we will cover

• Reaching CIOs who ignore email, cold calls and most events
• The campaigns, content and events that genuinely move enterprise buyers
• Account-based marketing that sales will actually use
• Where AI is changing the B2B marketing stack, and where it's still hype
• Proving marketing's contribution to pipeline when budgets are tight

Agenda

• 0:00 pm Marketing to the CIO in 2027(Enterprise IT, Marketing) What actually gets a CIO's attention in 2027
• 0:10 pm Reaching CIOs who ignore email, cold calls and most events(Enterprise IT, Marketing) CIOs are the hardest enterprise buyer to reach: their inbox is triaged by someone else, their phone goes to voicemail, and they skip the events that feel like sales in disguise. This session digs into the channels and formats that actually earn a CIO's time, and how peers get in front of them without a cold pitch. Which channels CIOs still open, and who they let past the gatekeeper Why peer-led and referral routes beat volume outreach The formats that get a yes versus the ones that get ignored
• 0:30 pm The campaigns, content and events that genuinely move enterprise buyers(Enterprise IT, Marketing) Plenty of marketing gets attention; very little of it moves a deal. This session separates the campaigns and content that shift enterprise buyers from the activity that just fills a dashboard, with real examples of what changed a buying decision. What "engagement" actually predicts pipeline, and what is vanity The content formats enterprise buyers act on How to design an event a CIO would clear their diary for
• 0:50 pm Account-based marketing sales will actually use(Enterprise IT, Marketing) ABM lives or dies on whether sales picks it up. This session covers how to build account plays that reps run rather than ignore, and how to keep marketing and sales pointed at the same accounts. How to pick and agree the target account list with sales Building plays reps will actually run Measuring ABM without punishing the long deal cycle
• 1:10 pm Where AI is changing the B2B marketing stack — and where it's still hype(Enterprise IT, Marketing) AI is reshaping parts of the marketing stack and overselling others. This session cuts through it: where teams are already getting real leverage, and where the promise still outruns the product. Where AI is saving real time in the stack today The tasks it is not ready for yet What to pilot next, and how to judge it
• 1:30 pm Proving marketing's contribution to pipeline when budgets are tight(Enterprise IT, Marketing) When budgets tighten, marketing is asked to prove its worth in pipeline, not impressions. This session covers the attribution and reporting that survives a CFO's scrutiny and keeps the budget. Attribution models that hold up under pressure The metrics a CFO trusts How to tell the pipeline story without overclaiming

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