The Growth Pivot: Stop Building for Yesterday’s Customer

Episode #345:

Charlie Harris, Chief Marketing Officer at Connective3, explains why past success cannot define a company’s next growth strategy. She shares how direct conversations with enterprise buyers revealed new challenges, changed positioning, and strengthened internal decisions. Charlie also explores the revenue impact of customer insight, executive events, thought leadership, and LLM search.

“We have to think about what's happening outside of our world, and then how do we better position ourselves to tackle those challenges. Those conversations are the evidence I need to be able to come back and have growth conversations quite confidently.” - Charlie Harris

Charlie explains why B2B leaders must test their positioning against the needs of the customers they want next, not only the customers they already serve. She shares practical ways to turn executive conversations into stronger strategy, more credible boardroom recommendations, better inbound demand, and measurable revenue growth. She also explains why LLM search and employee-led thought leadership are becoming essential growth investments.

Follow Charlie Harris on LinkedIn

Follow Steve MacDonald on LinkedIn