May 08, 2023

#73: Recorded Future CMO Tom Wentworth - Growing Past $250M ARR in Cybersecurity, Hiring Journalists, No Agencies, & Why You Need Middle Management To Scale

53 minutes

Tom Wentworth is CMO at Recorded Future, a $250m+ revenue high growth cyber security company. Prior to Recorded Future Tom was CMO at Rapid Miner and CMO at Acquia. We talk about:

- Running marketing at 1,000 person company doing $250M ARR
- The breakdown of Recorded Future's 45 person marketing team roles & responsibilities & goals
- RF's marketing operating system, campaigns, themes, and running plays quarterly and annually
- Managing up, working with the CEO, and why "if you don't have a plan you'll be given one"
- Why he hates category creation
- Why he doesn't like spending budget on agencies
- Why middle management is important to scaling marketing
- Why RF built a news organization, how it works, hiring top journalist, how it fits within the marketing org, what they report on, doing millions of pageviews/month
- And more

Send guest pitches and ideas to [email protected]
Exit Five on LinkedIn: https://www.linkedin.com/company/exitfive/
Exit Five on Twitter: https://twitter.com/exitfiveco

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Thanks to our 2023 presenting sponsors Demandwell, Jasper, and Zapier.

This episode is brought to you by Zapier. Zapier empowers anyone to automate their work across 5,000+ apps, so that every person and business can move forward at growth speed. We power over 2.2 million businesses, from startups to Fortune 100, and we’ve been doing it for over a decade. Learn more + get started for free at zapier.com

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Send guest pitches and ideas to [email protected]
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Become an Exit Five member: https://community.exitfive.com/checkout/exit-five-membership

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By Dave Gerhardt

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