Ep. 103 - Jenny Petty: The Alignment Gap That's Bankrupting Higher Ed Marketing

Jeff Dillon talks to Jenny Petty, Vice President of Industry Relations and Advisory Services at Simpson Scarborough, who has spent over a decade inside higher ed—most recently as VP of Marketing Communications at the University of Montana, where she helped reverse a decade‑long enrollment decline. Jenny brings a rare combination of private‑sector marketing experience (including growing a Facebook community from under 200 to over 1 million at IGT, working with brands like Dolly Parton and Family Guy) and deep institutional knowledge.

Jenny doesn't hold back. She argues that many CMOs are operating from fear disguised as prudence—dressing up inaction as "getting more buy‑in" or "the campus isn't ready." She challenges the instinct to centralize everything when things feel chaotic, warning that org chart changes often mask deeper alignment problems. She introduces the concept of "alignment debt"—the organizational equivalent of technical debt—that compounds quietly until it becomes one of the most expensive problems an institution faces.

For anyone leading marketing, enrollment, or institutional strategy, this episode offers both a diagnosis of what's broken and a framework—assess, align, activate—for actually fixing it.

Key Takeaways

Fear Disguised as Prudence Is Holding Marketing Back: Many CMOs are afraid—afraid of exposure, afraid of making a public mistake. That fear gets dressed up as "getting more buy‑in" or "socializing the idea more." The result is inaction. The institutions that need to change most are the ones that can least afford to wait.

Alignment Debt Is the New Technical Debt: Just like technical debt, unresolved misalignment in people, processes, and decision rights compounds quietly until it becomes one of the most expensive problems an institution faces. It shows up in missed enrollment goals, budget crises, and systems that break at the worst possible moment.

The Scope of the CMO Role Has Become Unmanageable: Job descriptions for higher ed CMOs read like seven jobs in one—crisis communicator, media relations, digital transformation lead, enrollment partner, and more. Marketing can't fix problems with the academic portfolio, pricing, or leadership misalignment. That's not a marketing problem—it's an institutional problem.

Political Savvy Is Necessary—But It Can Become Self‑Protection: You have to be political in these jobs. But the moment political maneuvering starts protecting your own position instead of serving the mission, it stops being leadership. Know your warning signs. Ask yourself: "Am I building healthy coalition, or am I being manipulative?"

Assess, Align, Activate Is a Flywheel, Not a One‑Time Process: The activation stage exposes false agreement. It reveals even more misalignment that you would have missed if you skipped from assessment straight to activation. Continuous improvement requires cycling through all three stages repeatedly.

AI Is Moving Production Work Upstream—Design Around That: AI is making production cheaper and faster. The question isn't whether to use AI tools—it's what humans should be doing when production is no longer the constraint. Judgment, synthesis, creativity, institutional knowledge, and relationship‑building are all moving upstream.

Managing Decline Is Not Stability: Growth, stasis, and managed decline are all strategies. But many campuses act like they're in a growth strategy while actually managing decline—and the misalignment shows up in budget, resources, and morale. Marketing leaders need to be at the table helping to resolve institutional contradictions, not just communicating outcomes after decisions are made.

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