What Boards Really Expect From Marketing with Sham Sao

Sham Sao did not start his career in marketing. After studying law and beginning his career as a management consultant at McKinsey, he worked with technology companies on growth strategy before transitioning into B2B marketing leadership. That unconventional path gave him a unique perspective on how marketing, sales, and executive leadership work together to drive company growth.

In this episode of B2B Marketing Unlocked, Sham joins host Jony Mansilla to break down what boards really expect from marketing leaders. He shares why marketing should own more than just pipeline, how CMOs can earn credibility in the boardroom, and why strategic thinking is becoming just as important as campaign execution. Sham also explains what companies look for when hiring modern marketing leaders, how founder-led growth eventually reaches its limits, and why AI should amplify marketers instead of replacing them.

Watch the full episode

Listen to this episode on Apple, Spotify, or YouTube.

What You’ll Learn

• How marketing leaders can earn credibility in the boardroom

• Why growth is a shared responsibility across marketing, sales, and customer success

• What companies look for when hiring modern CMOs

• How founder-led companies successfully scale beyond the founder

• Why AI should enhance marketing teams instead of simply reducing headcount

About Sham Sao

Sham Sao is the CEO of Growth 11, where he advises B2B companies on growth strategy, executive hiring, and go-to-market leadership. With a background spanning management consulting, executive leadership, and B2B marketing, he helps organizations build stronger marketing teams, improve revenue performance, and scale through strategic growth.

Episode Resources

• Sham Sao on LinkedIn

• Growth 11 Website

• Jony Mansilla on LinkedIn

• Jony Studios Website
  
  

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes and subscribe to stay updated on new releases each week.

Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.

From Logistics to B2B Marketing Director with Leticia Rodriguez

Leticia Rodriguez started her career in import-export nearly 19 years ago, never expecting that hands-on work in transportation and supply chain would later strengthen her approach to marketing. Her operations background became a real advantage, helping her communicate value in a crowded logistics market.

In this episode of B2B Marketing Unlocked, Leticia joins host Jony Mansilla to share how she moved from operations into marketing, built a lean team at The ILS Company, and shifted the company’s message from basic shipping to full supply-chain solutions. She also breaks down what’s working today, how her team supports sales on LinkedIn, and why listening to prospects matters more than ever.

Watch the full episode

Listen to this episode on Apple, Spotify, or YouTube.

What You’ll Learn

• How operational experience can give marketers an edge
• Why ILS shifted from transactional shipping to full supply chain value
• What is working now for brand awareness and qualified pipeline
• How her team empowers sales on LinkedIn with content
• The importance of listening to prospects in real time to shape messaging

About Leticia Rodriguez

Leticia Rodriguez is the Director of Marketing at The ILS Company, where she leads a lean team focused on brand awareness, lead generation, and sales support. With 19 years of experience in logistics and operations, she understands the full customer journey and knows how to communicate real pain points. Her background helps her position ILS’s supply-chain solutions across warehousing, transportation, VMI, and cross-border operations.

Episode Resources

• Leticia Rodriguez on LinkedIn
• The ILS Company Website
• Jony Mansilla on LinkedIn
• Jony Studios Website

Enjoyed This Conversation?

If you liked this episode, you’ll enjoy the other conversations on B2B Marketing Unlocked, where we interview top CEOs, marketing executives, and business leaders to unlock the stories behind their growth, the lessons they’ve learned, and the marketing secrets that drive results.

Explore more episodes, share this with a colleague, and subscribe to stay updated on new releases each week.

Produced by Jony Studios

B2B Marketing Unlocked is produced by Jony Studios, where we help B2B brands turn conversations into content systems that build trust, generate pipeline, and attract the right customers. We handle everything from strategy to distribution, helping you create a podcast that drives your entire marketing engine.