The Mindset Shift That Shaped Justin Steinman’s CMO Style
Executive: Justin Steinman, Chief Marketing Officer Company: ModMed Industry: Healthcare SaaS; specialty EHR, practice management Company Snapshot: PE-backed, fast-growing platform serving 40,000+ specialty providers across 15+ specialties. Format: CMO Journeys Interview In This Article Why It Matters Their Path, in Short Big Themes From the Conversation How They Choose the Right Agency Partners What Stood Out The Inside Scoop Why It Matters Justin Steinman is the Chief Marketing Officer of ModMed, a specialty-focused healthcare SaaS company that supports tens of thousands of providers with EHR, practice management, revenue cycle, patient engagement, and AI-driven tools. He has spent much of his career moving between healthcare, data platforms, and software, often wearing both the CMO and GM hat at the same time. That mix gives him a rare view of how story, numbers, and operations all fit together. For agencies, his journey is a masterclass in what a modern, operator-minded CMO looks for in partners—and how he actually makes those decisions. Their Path, in Short Justin didn’t start in marketing or healthcare. He started as an English and history major who fell in love with storytelling at a college newspaper. Running The Daily Dartmouth, he learned to write on deadline, accept edits from tough editors, and motivate dozens of unpaid student volunteers to ship a paper five days a week. That’s where he first learned how to lead, empower, and hold a high bar for quality without crushing people in the process. After business school, he joined Novell and stepped into the world of enterprise technology. Over time, he gravitated toward healthcare and healthcare IT and stayed there. He talks about himself as a storyteller who wants to understand people’s challenges and then figure out how the company he works for can help improve their quality of life—not just their efficiency or revenue. People buy from people, he says, and stories that speak to emotional needs beat “corporate gobbledygook” every time. At Definitive Healthcare, he sat on top of a massive healthcare data set and launched a podcast, “definitively speaking.” Each episode used real data as a jumping-off point for conversations with industry leaders. The show wasn’t a product pitch. For him, success was simple: if someone walked away thinking the podcast was interesting and connected Definitive Healthcare with data in their mind, the job was done. He has also led as both a GM and a CMO, owning P&L while running brand and demand. That experience shaped how he thinks about marketing as a lever for growth and how he talks to other operators about pipeline, bookings, and awareness in ways they actually understand. Along the way, he’s led high-stakes moments such as a full company rebrand at Insora Health, where the business changed its name from Therapy Brands. For those “once in a company’s life” moves, he’s turned to agencies with deep repetition and expertise. Today, as CMO of ModMed, he’s energized by two things: a culture he describes as full of decent people with low ego, and a product he genuinely believes in. He points to an AI product demo he ran live, unscripted, for fifteen minutes on stage in front of 1,200 customers. It worked so well that ModMed put that unedited demo video on the front page of its website. For someone who admits he has “sold some vaporware” earlier in his software career, that kind of reality is a big deal. Big Themes From the Conversation One theme that comes up again and again with Justin is storytelling. He calls himself a storyteller and says he’s always been drawn to learning about people and sharing what he learns. In his view, each person is “the collection of their stories,” and the same is true for brands. He believes that if you can connect with a buyer on a human level, you can cut through the buzzwords that usually clog B2B marketing. Another theme is craft—especially the craft of writing. He talks about getting rewritten early in his newspaper days by people who now write for places like The New York Times and The Wall Street Journal. That experience taught him how to write and how to take feedback. It also taught him how to enforce quality while still appreciating people’s effort. Those lessons show up in how he leads teams under pressure now. Justin also sees marketing as a customer-service business. His “customers” are not just buyers and physicians; they’re internal teams too: product management, sales, sales engineering, HR, finance, even investors. Having lived in a GM seat, he understands the pressure of “trying to hit my number and using marketing as a lever.” That’s why he pushes his team to translate complex marketing activity into simple, operator-friendly metrics like pipeline coverage, SQLs, bookings, and clear brand health numbers such as awareness and consideration. Scale is another recurring idea. Justin thinks in systems. He talks about building a marketing organization where everyone in the company has a single point of contact into “the marketing machine.” He organizes around core functions like product marketing, marketing operations, demand generation, corporate marketing, and partner marketing. Then he connects those to ModMed’s own structure—product teams on one side, specialties and sales segments on the other—so that planning becomes one integrated story, not a set of disconnected campaigns. That story, for ModMed, is the “AI powered practice.” It’s a single idea that can flex. A dermatology marketer can talk about building an AI-powered dermatology practice. A product marketer can talk about building an AI-powered practice with specific tools like the EMR or an AI ambient solution. Justin’s line is simple: if you stand for everything, you stand for nothing. One master story, with smart customization, is how he keeps the company focused. Finally, his leadership philosophy is grounded in bringing people along. He shares advice from an early mentor: it can be better to get 80% of the way to your destination with 100% of the people on board than to arrive alone. He’s honest that he used to be
CMO Moves – Week of January 26, 2026
Asad Ayaz named Chief Marketing and Brand Officer at Disney This is a newly created role and the first time Disney has put a single top marketing leader across the entire company. The remit is built around a more connected approach to how Disney reaches audiences, elevates campaigns, and supports business goals across segments. Agency lens: A unified, cross-segment marketing organization signals more integrated brand + campaign work across creative, media, and experiential. Press release Executive’s LinkedIn Company website Claudine Cheever named CMO at Pinterest Pinterest is a social platform that helps people discover ideas—and is pushing harder into shopping. The company frames this as a shift toward becoming a full-scale shopping hub. The hire lands as Pinterest leans into its ecommerce ambitions and its “next phase,” focused on helping people engage more deeply with products and services found on the platform. Agency lens: Commerce expansion points to a heavier emphasis on shoppable content, brand storytelling tied to conversion, and integrated retail-media-style programs. Press release Executive’s LinkedIn Company website Meghan Gendelman named CMO, B2B at Canva This appointment underscores Canva’s increasing focus on larger organizations, with enterprise features and centralized controls. The mandate is tied to helping teams move from scattered usage to a shared, secure, “always-on-brand” way of working—especially as AI becomes more embedded in daily tools. Agency lens: Enterprise + “always-on-brand” governance signals demand-gen plus brand system work (templates, enablement, and content operations at scale). Press release Company website Executive’s LinkedIn Andrea Mallard named CMO at Microsoft AI Microsoft AI is Microsoft’s dedicated AI research lab, established in 2024. The appointment comes as the group has been shaping how it presents its tools and products, alongside broader industry scrutiny around AI’s impact. Mallard’s own framing emphasizes building AI that earns trust—positioning marketing as a core lever in how Microsoft AI explains its mission, products, and responsibility to the market. Agency lens: Trust-building in AI elevates crisp positioning, thought leadership, and product storytelling—tight alignment across brand, comms, and go-to-market. Press release Executive’s LinkedIn Company website Rebecca Stone named CMO at Plume Plume provides cloud-managed Wi-Fi, security, and smart home services for internet service providers. The company is positioning this hire around a “next phase of growth,” with marketing accountable for strategy, brand positioning, and go-to-market execution. The mandate includes deepening engagement with ISP customers and clearly articulating Plume’s expanding capabilities across areas like Wi-Fi management, analytics, cybersecurity, and customer care. Agency lens: This is classic enterprise GTM work—clear positioning, integrated campaigns, and demand programs tied to a broadened product story. Press release Executive’s LinkedIn Company website All Appointments The following is a complete list of CMO appointments and transitions tracked this week across industries. CMO Moves are tracked weekly based on public announcements, filings, and market intelligence. Not every leadership change results in agency engagement, but historically, these moments often precede strategic reviews and realignment of partners.
M&A Signals – Deals Announced Through January 21, 2026
Highlights SPINS acquired MikMak SPINS is a retail and CPG data company known for in-store purchase and shelf data. MikMak is a click-to-buy ad tech and analytics platform that drives ecommerce conversions. In the announcement, SPINS says it wanted to expand into MikMak’s space as an extension of its data offering. MikMak’s CEO cites SPINS’ proprietary data asset as a key reason for combining. Agency lens: The story is end-to-end commerce media, from data to conversion. Expect unified product messaging, customer comms, and refreshed GTM materials aimed at large CPG brands. Press release Delinea acquired StrongDM Delinea sells privileged access management and identity security for enterprises. StrongDM is a developer-first access platform for engineering, DevOps, and modern infrastructure. Delinea says StrongDM’s just-in-time runtime authorization will extend the Delinea Platform into a single policy, governance, and audit layer. The stated goal is to enforce least privilege in real time as non-human identities and AI agents proliferate. Agency lens: This is a positioning and packaging moment. Expect refreshed messaging, product-page changes, and coordinated customer comms as the combined platform story gets rolled out. Press release Cloudflare acquired Astro Cloudflare is a connectivity cloud company. Astro is an open-source JavaScript framework used to build fast, content-driven websites. Cloudflare says the Astro team is joining to keep Astro open source and help it scale faster. The stated aim is to reinforce Astro as a go-to framework for high-performance sites where speed shapes search rankings and user experience. Agency lens: This is a clear story shift for Astro’s developer audience. If your clients run content sites on Astro, watch for updated positioning, docs, and platform messaging as Cloudflare takes stewardship. Press release Filevine acquired Pincites Filevine is a legal work platform that positions itself around “Legal Operating Intelligence.” Pincites is an AI drafting and contract redlining tool built into Microsoft Word. Filevine says it acquired Pincites to create litigation-specific drafting technology while continuing to invest in transactional redlining. The announcement frames the combined product as a more connected system for contracts, depositions, and related legal tasks, with the full Pincites team joining Filevine. Agency lens: This is an integration-and-storytelling job. Expect new product narratives, updated site copy, and customer education that explains how AI drafting fits inside Filevine’s broader platform. Press release Invitation Homes acquired ResiBuilt — Deal value: $89M Invitation Homes is a single-family home leasing and management company. ResiBuilt is a build-to-rent developer in high-growth Southeast markets. Invitation Homes says the deal strengthens its ability to deliver new communities and increase housing supply through new construction. The company reports a $89M purchase price plus up to $7.5M in incentive earn-outs, with ResiBuilt continuing under its brand. Agency lens: This is heavy on trust and stakeholder comms. Expect messaging around the “why,” how the ResiBuilt brand fits, and what changes (or doesn’t) for residents, partners, and local communities. Press release All M&A Deals
Funding Signals – Activity Through January 20, 2026
Highlights Skild AI raised $1.4B (Series C) led by SoftBank Group Skild AI is building a foundation model for robotics. The company said its model is designed to work across different robot types, with training in simulation and real-world data. It also said enterprise tasks come first, with an eventual goal of robotics in consumer homes, and that the new capital will support model training and deployment. Agency lens: As deployments broaden, proof-point storytelling and enterprise-ready messaging start to matter more. Press release ClickHouse raised $400M (Series D) led by Dragoneer Investment Group ClickHouse builds an open-source database for real-time analytics and observability. The company said the new capital will support global expansion and product development tied to AI applications and production observability. It also framed the round as a push deeper into AI infrastructure and application monitoring. Agency lens: Expansion and new product surface area usually call for sharper positioning, launch comms, and demand-gen content that make the technical story simple. Press release Onebrief raised $200M (Series D) led by Battery Ventures and Sapphire Ventures Onebrief makes AI-driven collaborative planning software for the military. The announcement text frames the product as a way to speed up planning work that was previously done on paper, via email, and through hand-written notes. It does not list specific uses for the new capital, but it ties the round to rising venture investment in defense tech. Agency lens: Defense buyers need clarity and trust, so product messaging and credibility-building content carry extra weight. Press release JetZero raised $175M (Series B) led by B Capital JetZero is an airplane start-up designing an “all-wing” aircraft concept. The company said the new capital will accelerate development of its Demonstrator, a prototype targeting at least 30% improved aerodynamics versus traditional tube-and-wing aircraft. It also said the Demonstrator is on track for a first flight in 2027. Agency lens: Strategic backers plus a 2027 Demonstrator milestone create demand for PR, stakeholder storytelling, and partner-ready messaging. Press release Deepgram raised $143M (Series C) led by AVP Deepgram offers voice AI APIs, including speech-to-text and text-to-speech. The company said it will invest in expanding its intellectual property. It also plans to open a Voice AI Collaboration space in San Francisco for live demos, executive briefings, developer hackathons, and other events. Agency lens: Platform positioning plus developer adoption usually means crisp messaging, strong docs, and web/content that turns capabilities into use cases. Press release All Funding Signals
How Oakland’s First CMCO Is Reframing Enrollment Marketing
An analysis of the executive conversation and our research, surfacing the priorities and opportunity lanes agencies can leverage to win new business. At A Glance Interviewee: Chris Foley Pilsner, Chief Marketing & Communications Officer Company: Oakland University Estimated Revenue: $318 Million Location: Rochester, Michigan Website: https://oakland.edu/ Industry: Public research university; higher education Company Notes: Mid-sized public research institution serving roughly 16,000 students with a strong regional, experiential focus. Best-Fit Agencies: Higher-ed brand strategy shops; enrollment marketing specialists; CRM and digital experience partners; media and performance agencies; content and storytelling studios. Source: CMO Journeys Interview The Big Picture Oakland University is a rising regional public research university with recent gains in enrollment, fundraising, and brand visibility. Chris steps in as the university’s first CMCO with a mandate to unify brand, marketing, and communications under Strategic Vision 2030. She is focused on organizing a stretched team, sharpening Oakland’s brand against powerful in-state competitors, and tying marketing more tightly to enrollment outcomes.| At the same time, she is bringing deep experience in CRM, digital ecosystems, and data-driven marketing from UMass to modernize OU’s web and communication journeys. This moment matters because OU has real momentum but faces the same demographic and value pressures reshaping higher education.consumer value from its authenticity. Top Stated Priorities Chris’s first priority is understanding her team and helping them work more effectively across many competing requests. This matters now because higher-ed marketing groups handle everything from crisis communications to program recruitment, often with limited capacity. She is focused on defining and unifying Oakland’s brand so the university speaks with one clear voice in the shadow of Michigan and Michigan State. This is critical as OU tries to stand out in a crowded regional market while building on its “Be Golden” platform. A core priority is supporting enrollment and admissions in the face of shrinking college-age populations and questions about degree value. This is urgent because OU’s recent freshman growth and diversity gains must be sustained as the national “enrollment cliff” approaches. She wants to modernize the digital ecosystem and website so it serves different audiences while preparing for AI-driven search. This matters because current higher-ed sites often feel generic, and students expect consumer-grade, mobile-first experiences that answer questions quickly. Chris is prioritizing CRM and personalized journeys that connect each individual to the most relevant Oakland story. This is important now because she has led enterprise CRM efforts before, and OU must nurture prospects, students, and alumni across the full lifecycle. Under-the-Surface Signals She is signaling a need for stronger internal brand governance and education across campus leaders and faculty. This is implied because she describes higher ed as immature in marketing and often needing to justify why marketing staff and budgets matter. There is a clear intent to separate “best in breed” brand research from creative execution rather than a single bundled award. This is implied because her live RFP splits market research and creative and she explicitly says she wants different strengths, even if one firm can do both. She shows a strong appetite for peer case studies and practical thought leadership that her team can immediately apply. This is implied because she highlights conferences, collegial sharing in higher ed, and case-based content as what actually grabs her attention. She is relying on external partners to keep Oakland current on Gen Z and Gen Alpha expectations. This is implied because she specifically asks agencies to bring trend reports and insights on younger audiences her team cannot easily access on their own. Your Next Big Wins There is an active opportunity in the brand research and positioning RFP that deliberately separates insight work from downstream creative. This matters now for higher-ed specialist research firms and insight-led agencies that can quantify Oakland’s position versus regional peers and feed a future creative platform. A second opportunity is helping re-architect OU’s web and digital experience so public content, internal resources, and AI-friendly knowledge are clearly structured. This is timely for UX, content, and web partners who have redesigned complex university sites around prospective-student journeys and emerging AI search behaviors. Agencies can also support enrollment marketing and CRM optimization that ties storytelling, media, and data into one measurable pipeline. This matters now for performance, CRM, and marketing-operations specialists who can help OU extend its recent freshman and transfer growth while protecting retention. There is room for partners who blend creative and technology to design AI-enabled student support, from chat experiences to service flows. This is a strong fit for digital and CX agencies that understand how to embed AI tools without losing the human, student-centered tone Chris wants to protect. Finally, Chris is a clear buyer for thoughtful thought leadership that brings fresh ideas, benchmarks, and usable case studies to her team. This is a near-term win for agencies that can offer workshop-style engagements, trend briefings, and formal case stories rather than generic “AI slop” content. How I’d Break In I would lead outreach around helping Oakland protect and grow its enrollment momentum while sharpening a distinctive “Be Golden” brand in a tough Midwest market. The messaging would anchor on her own focus areas: team effectiveness, clear positioning, student journeys, and a modern digital front door. Proof would come through one or two concise case studies from regional public universities showing measurable gains in enrollment, web engagement, or CRM performance. The first step I would propose is a low-risk, working-session pilot: a half-day virtual workshop with her core team to stress-test Oakland’s current journey from first touch to enrollment and identify two or three quick, measurable experiments an external partner could help run.
CMO Moves – Week of January 19, 2026
Alison Wagonfeld named Chief Marketing Officer at NVIDIA NVIDIA named Alison Wagonfeld its first Chief Marketing Officer, bringing marketing and communications under a single top seat. The announcement says she will report to CEO Jensen Huang and that all members of NVIDIA’s marketing and communications team will report to her. Wagonfeld comes from Google Cloud, where she was vice president of marketing and wrote that she helped build the business “from a promising start-up in 2016 to a thriving ($60 billion) run-rate business today.” Agency lens: With marketing + comms centralized, expect more integrated platform storytelling and partner marketing—especially tied to Omniverse-based creative workflows and collaborations with holding companies/agencies. Press release Company website Executive’s LinkedIn Lujean Smith named Chief Marketing Officer at GlobalLogic GlobalLogic appointed LuJean Smith as Chief Marketing Officer, positioning marketing as a “growth engine” to elevate the brand and showcase AI capabilities and collaboration within the Hitachi Group. The announcement says she will spearhead global marketing strategy, lead high-impact multi-channel campaigns, and showcase GlobalLogic VelocityAI (its AI-powered service offerings), aligned to Hitachi’s “Inspire 2027” strategic priorities. Smith brings 30 years of marketing leadership, including senior marketing and communications roles at GE, Siemens, Accenture, and Cognizant. Agency lens: This is set up for brand positioning work, integrated comms, and campaign development around VelocityAI and the GlobalLogic–Hitachi value story—built for enterprise buyers. Press release Company website Executive’s LinkedIn Shannon Scott named Chief Marketing Officer at Hawaiian Bros Island Grill Hawaiian Bros named Shannon Scott Chief Marketing Officer as the chain prepares for rapid national expansion and franchise growth. The announcement says she will oversee national and local marketing, digital engagement, menu storytelling, and market entry strategies after serving in a fractional capacity for the past year. Scott’s background includes chief strategy officer and deputy EVP at the American Academy of Family Physicians, plus more than a decade as a marketing executive at Applebee’s supporting franchise operators. Agency lens: Expect franchise-ready marketing systems—local launch playbooks, digital engagement programs, and creative that scales menu storytelling consistently across new markets. Press release Company website Executive’s LinkedIn All Appointments The following is a complete list of CMO appointments and transitions tracked this week across industries. CMO Moves are tracked weekly based on public announcements, filings, and market intelligence. Not every leadership change results in agency engagement, but historically, these moments often precede strategic reviews and realignment of partners.
Where Agencies Can Help Eightfold Operationalize Its AI Story
An analysis of the executive conversation and our research, surfacing the priorities and opportunity lanes agencies can leverage to win new business. At A Glance Interviewee: Navneet “Nav” Singh, Chief Marketing Officer Company: Eightfold AI Estimated Revenue: $160 Million Location: Silicon Valley, California Website: www.eightfold.ai Industry: AI-powered talent intelligence and HR technology platform for enterprises Company Notes: AI-native talent platform with 100+ enterprise customers, including roughly one-third of the Fortune 500. Best-Fit Agencies: B2B tech storytellers, AI-native content shops, HR-tech demand-gen firms, video and event partners. Source: CMO Journeys Interview The Big Picture Eightfold AI is a fast-growing talent intelligence platform using agentic, responsible AI to match people and work. Nav Singh has just stepped into the CMO role, focused first on sharpening and unifying the company story. He wants every seller to show a clear humans-plus-agents future of work. The company is scaling globally with major funding, enterprise customers, and a chief growth officer model. This matters because HR tech is crowded with AI claims, and only proof-backed stories will cut through. Top Stated Priorities Sharpen Eightfold’s core narrative so “my first priority is messaging” becomes reality across every team. This matters now because agentic AI is noisy, and a sharp human story will stand out. Equip sellers to tell a vivid future-of-work story where humans set goals and agents execute repeatable tasks. This matters now because many HR leaders cannot yet picture that world and need a trusted guide. Ground all marketing in real product innovation and customer outcomes, not surface-level AI buzzwords. This matters now because Eightfold’s deep AI credibility and certifications can win trust in skeptical enterprises. Lean into thought leadership, research, and events that frame Eightfold as strategist of the skills-based workforce shift. This matters now because the company co-creates reports and summits, giving agencies strong platforms to amplify. Under-the-Surface Signals Build an AI-native marketing org where humans and agents work together, from content engineers to advisor bots. This is implied because Singh wants to break the headcount–output link and already uses custom AI agents. Favor agencies that lead with future-focused ideas, not awards or generic claims about past campaigns. This is implied because he downplays trophies and praises partners who show where marketing is headed. Prefer outreach that shows the work, like a short Loom-style video, over the usual 15-minute meeting asks. This is implied because he reviews LinkedIn pitches, values concrete ideas, and wants quick proof before meetings. Your Next Big Wins Design an “Agentic AI in Talent” content engine that turns one strong POV into many channel-specific assets. This matters now because Singh wants to scale a clear future-of-work story, and AI-native partners can help. Build a library of short explainer videos and Loom-style walk-throughs tailored to CHROs, HR operations, and IT stakeholders. This matters now because he prefers concise, asynchronous content and video-led agencies can help sales teams stay aligned. Co-create a micro-influencer and practitioner program that mirrors models he admires, using HR leaders as paid creators. This matters now because he tracks innovative creator programs and agencies can turn HR customers into visible advocates. Partner on a pilot that proves AI-assisted marketing productivity inside his team, then publish a joint case study. This matters now because he wants to break the people-to-output equation, and agencies can measure lift and impact. How I’d Break In I would lead with a two-minute Loom-style video, showing a concrete idea for an agentic content engine. The messaging would anchor on helping Eightfold prove the humans-plus-agents future of work, not just talk about features. I would bring one or two short examples where AI-powered content improved reach, engagement, or pipeline for peers. Then I would propose a short pilot on one AI use case, with shared KPIs across teams.
How Nav Singh Blends Technical Depth With Emotional Storytelling
Why It Matters Nav Singh’s path to the CMO seat at Eightfold AI is anything but typical. His story blends engineering, product leadership, and a deep curiosity about how people work and what they need. He’s someone who made bold pivots, embraced uncertainty, and kept following the spark of what interested him. For agencies, his journey matters because it reveals what impresses him, how he thinks about partners, and what truly earns attention in a fast-changing AI world. Their Path, in Short Nav began his career expecting to build a future in consulting. Coming out of his MBA, he imagined himself rising through Deloitte and becoming a tech partner. But when projects dried up early in his career, he had to pivot fast. That shift took him into a startup and eventually into Oracle—where someone pointed out that the work he was doing was actually product management. Until that moment, he didn’t even know what product management was. That discovery kicked off a 15-year run building products, meeting customers, shaping roadmaps, and becoming deeply fluent in how technology works. But another turning point came while he was at a small startup, wearing multiple hats because there wasn’t a marketing team. When he found himself creating emails and updating the website, he noticed something important: he loved connecting with customers emotionally, not just technically. That insight pulled him into marketing. He turned down several product roles to take a marketing position at Palo Alto Networks—an unusual move for someone with his background. But it paid off. Over the next decade, he blended product depth with storytelling to help shape narratives that moved people and drove business impact. Today at Eightfold AI, he’s drawing on everything he learned to sharpen a clear, human-centered story around what the company does and where the world of work is heading. Big Themes From the Conversation A major theme in Nav’s journey is curiosity. He has a habit of stepping toward what he doesn’t know rather than away from it. He chose product without understanding the field. Later, he chose marketing because something about it felt creatively alive. He treats curiosity not as a trait but as a path forward. Another theme is his belief in listening. When he stepped into his CMO role, he didn’t build strategies based on decks, templates, or AI-generated plans. He sat down with about 40 people to understand what customers were saying, what teams had experienced, and what wasn’t written anywhere. For him, the best answers come from people, not algorithms. A third theme is staying grounded in customer truth. Nav has seen how easy it is for teams to fall in love with their own product. He knows what it feels like to get fixated on what you’ve built instead of what customers actually need. He’s committed to making sure storytelling and decisions stay rooted in real customer insight. And running through his leadership philosophy is encouragement. He keeps a simple rule in mind: give far more positive feedback than corrective feedback. In his experience, teams do their best work when they feel seen, supported, and challenged in the right balance. Watch CMO Journeys Interview How They Choose the Right Agency Partners When I asked Nav how he finds great agency partners, his answer showed just how open he is to new ideas—and how practical he is about time. Some agencies come from past experience. At Palo Alto Networks, he had a front-row seat to world-class partners across social, web, and creative. That gives him a baseline of what good looks like. He also taps his network when he needs recommendations. But he doesn’t stop there. Nav actually scans his LinkedIn messages, not because he has time to reply to most of them, but because he doesn’t want to miss someone with a creative spark. What he doesn’t respond to are the “Do you have five minutes?” messages. Those go nowhere. What works is clarity. He wants agencies to tell him what they do, explain the value, and show an idea—preferably in a short video. A two-minute Loom with a clear explanation can get his attention faster than any pitch deck. He wants to see how someone thinks, not just what they claim. At events, he browses booths, watches demos, and talks to people, but he doesn’t go to conferences specifically to shop for agencies. Inspiration happens in conversations or in unexpected moments. And one of the most revealing parts of his philosophy is how he views awards. They don’t move him. Awards look in the rearview mirror, and he’s far more focused on who is thinking about the future. He’s drawn to agencies that bring ideas about where marketing is headed and how teams will work alongside AI—not just what they’ve done before. If you can show new ways to scale content, use technology wisely, or experiment with fresh approaches, you have his attention. What Stood Out One moment that really stood out was when Nav talked about the hero’s journey. He believes the customer—not the company—is the hero. The company is the guide. That mindset echoes through how he listens, how he shapes stories, and how he keeps teams from getting lost in their own product. Another revealing moment was how he keeps his own creativity sharp. He pulls inspiration from solo road trips, conversations with his kids, time in the wilderness, and watching an eclectic mix of YouTube content. He treats creativity as something that needs space, input, and curiosity—not a rigid process. Inside Scoop This article focuses on the journey, the leadership philosophy, and how this CMO works with agency partners. To access the exclusive analysis, including priorities, initiatives, and opportunities, become a Next Big Win Pro member.
Town of Pittsboro Integrated Marketing to Drive Visits, Foot Traffic, and Investment
At a Glance Buyer: Town of Pittsboro, North Carolina Industry: Local Government / Economic Development / Tourism Location/markets: Downtown Pittsboro, North Carolina (residents, visitors, entrepreneurs, investors) Primary scope: Integrated marketing services for Downtown Pittsboro Key deliverables/channels: Weekly social content (reels + photography); event marketing; economic development collateral; wayfinding/signage design manual; experiential video storytelling Budget: Not specified Contract type/term: Not specified (Town may select one or two primary firm(s), or a lead firm with subconsultants) Key dates: Questions due: Jan 30, 2026; Proposal deadline: Feb 13, 2026.; Interviews (if required): TBD; Anticipated award: Mar 9, 2026 Eligibility/must-haves: PDF proposal; relevant experience + work samples; proposed approach/work plan; itemized cost proposal; team/key personnel; at least three professional references Why This Could Be Interesting The Town of Pittsboro, North Carolina, is looking for a marketing partner to elevate Downtown Pittsboro as a destination and economic engine—not just a place to run errands. The ask is integrated and practical: social media strategy and content creation, event promotion, economic development storytelling, and visitor-facing wayfinding support, all focused specifically on downtown. A standout detail is the content vision. The Town wants experience-based storytelling that shows how people can actually enjoy downtown—like a “date night,” a “Saturday afternoon,” and a full weekend itinerary—delivered as short-form videos optimized for web and social. They’re also aiming for one original social post per week that includes reels and still photography. Another signal: this isn’t limited to marketing posts. The scope includes an editable business recruitment brochure and a Wayfinding and Signage Design Manual with strategy, visual standards, and sample sign types—work that can shape downtown’s identity for years. Best suited for place-based/destination marketing teams with strong content production, design, and civic collaboration chops. Proposal deadline: February 13, 2026 Download the full RFP here.
National Forest Foundation Seeks Growth Marketing Partner For $400K Paid Media + Creative
At a Glance Buyer: National Forest Foundation (NFF) Industry: Nonprofit / Conservation / Public Lands Location/markets: United States (national audiences) Primary scope: Growth marketing and paid media agency support Key deliverables/channels: Social media audit; campaign strategy + creative assets; paid media plan + buys; “always-on” lead gen/email capture; monthly reporting; bi-annual strategic reviews Budget: $400,000 total (agency fees + media placement/ad buying costs) Contract type/term: Master Rate Agreement (MRA) with work orders; initial term expected 1 year with up to four 1-year extensions Key dates: Questions due Jan 21, 2026; Q&A posted Jan 26, 2026; proposal deadline Feb 2, 2026 (11:59 PM ET); bidder notification by Mar 16, 2026; contract anticipated April 2026 Eligibility/must-haves: Demonstrated direct-to-consumer + nonprofit growth/fundraising results; ability to drive email and social growth; clear success measurement approach; three references Why This Could Be Interesting The National Forest Foundation (NFF) is a congressionally-chartered nonprofit that brings people together to restore and enhance America’s national forests and grasslands. They’re hiring a growth marketing and paid media partner to develop brand and conversion campaigns, manage paid media, and help drive measurable growth in email subscribers, social followers, and fundraising performance. This is a rare blend of mission + performance marketing. NFF is running multiple campaigns across 2026 (summer and winter tentpoles, quarterly annual giving, and an always-on lead gen engine), while also preparing for a new website launch and building out its marketing tech stack. They’re also engaging a separate agency in parallel for positioning and visual identity—meaning the growth partner will be activating fresh messaging as it’s developed. The budget is set at $400,000 total (including media), with an emphasis on clear measurement and optimization. Best suited for agencies with paid media leadership, conversion-focused creative, and nonprofit fundraising growth experience. Proposal deadline: February 2, 2026, at 11:59 PM ET Download the full RFP here.
