BW Summit: Today, it’s about constantly evolving customer experiences: CVL Srinivas
CVL Srinivas, Country Manager, WPP, in his leadership chat at the BW Businessworld Marketing Whitebook Summit, decoded the drivers of real growth

Truth be said, finding ways in which you can maximise the importance of your brand at the strategic level is something everyone knows is of great significance. The identification of potential growth drivers for a brand is key and yet many brands struggle to ask the right questions while undertaking this task.
CVL Srinivas, Country Manager, WPP, in his leadership chat at the 15th edition of BW Businessworld Marketing Whitebook, decoded these drivers of real growth.
Srinivas highlighted that real here implies growth that is long-term and sustainable. He hinted that incrementalism isn’t working anymore. “The age-old formula of growing one’s business by either taking products into new markets or incrementally adding value to certain products hasn’t really worked out like it worked 20 years ago,” he added.
According to Srinivas, bringing in value-engineering, driving more profit too is not really yielding results as it used to before. What should be the new rule? Srinivas opined that the barriers of entry are disappearing. “There are a lot of new players emerging and defining new categories. The so-called disruptors that came to our industry (digital companies) are themselves getting disrupted. And then there are challenges that stakeholders and employees are raising around transparency of corporate culture,” he explained. However, Srinivas was quick to add that despite the gloom and doom, there is growth to be found.
He observed that the number of CMOs who got reshuffled in 2018 has to be a record-high. “The way the CMO’s role has evolved over the years, many a times we see them over-index their time in developing communications and looking at advertising while actually their role is to grow the business. Some companies change the title from a CMO to CGO thinking that will help as for a CMO growth needs to be on top of the agenda or else their role will get irrelevant,” Srinivas hinted.
WPP recently created a new growth architecture to help clients find their right place in the organisation by setting up the IRG (Institute For Real Growth) and identifying levers of growth in the new world. He said gone are the days when it was merely about market share. “85% of the over-performers expand their market definition and take a broader view rather than just the market share,” Srinivas added.
Deconstructing the next lever he emphasised the importance of the pillar around multiple models. He explained that if an idea doesn’t fit in the ROI model it usually gets rejected. However, according to him, the ones who do well run multiple business models within the organisation. Srinivas also touched upon the importance of evolving experiences. “Today, it’s not just about customer satisfaction but constantly evolving the customer experiences,” he contended.
He went on to add that over-performers rewrite the culture script of their brand, sharing the example of Microsoft and how it has evolved the brand from being a tech one to being a customer-centric one. He explained that leveraging the diversity of leadership and people sitting at the top could also be of essence. Another example he shared was that of Unilever, a brand that has done many acquisitions but decided to retain the founders of the companies leveraging them as change agents within the organisation.
“Companies with open communication across levels have done well,” Srinivas said. He also opened up on why companies must be whole-brained. “It is not just about getting data but about insights, creativity and creatively using the data that you have,” he shared. Moreover, he added that while most under-performers focus on the bottom-line, over-performers are focused on people they serve which helps them stand out.
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E4M Our strategy is to target younger audiences through Sports: Rajiv Dubey, Dabur
The Head of Media at Dabur India spoke exclusively to exchange4media on the World Cup, associating with Indian Idol, the company’s digital spending and much more
With quirky campaigns, memes and moment marketing, timed with the ongoing World Cup and particularly the India-Pakistan matches, Dabur India has got considerable consumer attention for its popular brands – Red Paste, Cool King Hair Oil, Chyawanprash, Dabur Vita and the recently launched Bae Fresh Gel toothpaste.
The 140-year-old company is going big on key sporting events, World Television Premiere (WTP) movies and reality shows. It is now gearing up to become the title sponsor of popular talent show ‘Indian Idol’ on Sony TV for the first time, shared Rajiv Dubey, who leads the media strategy at Dabur.
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Swapan Seth's new book 'COOL' is out
The book is a reflection of the author's 'eclectic taste across categories'
Advertising professional and art collector Swapan Seth has announced the launch of his new book COOL. The book is described as "a ready reckoner to the hip and the happening, of the known and the very unknown."
The book is a reflection of the author's "eclectic taste across categories: from boltholes to exotic hideaways."
COOL has been published by Simon & Schuster India and is available on Amazon.
Seth is an ad veteran with a long and illustrious career in the industry. He became the youngest-ever Creative Director at Clarion at age 24. He was VP at 26 at Trikaya Grey. Two years later, he started his agency Equus.
He writes for publications such as The Economic Times, Hindustan Times and India Today. This is his second book and he has previously published THIS IS ALL I HAVE TO SAY.
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Disney Star signs 9 sponsors for Asia Cup PAK
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up come on board
e4m Staff Disney Star has signed nine broadcast and digital streaming sponsors for the upcoming Asia Cup.
Charged by Thums Up, Nerolac Paint+, Amazon Pay, Jindal Panther, My11Circle, MRF, Samsung Galaxy Z Flip5, Wild Stone and Thums Up have come on board for the upcoming tournament.
As reported earlier by exchange4media, Disney Star has sought Rs 26 crore for the co-presenting sponsorship on TV and Rs 30 crore for Disney+ Hotstar.
According to industry sources, the associate sponsorship on Star Sports has been priced at Rs 19.66 crore, whereas for the ‘powered by’ sponsorship on Disney+ Hotstar, the broadcaster is seeking Rs 18 crore.
As per the information available with exchange4media, Disney+ Hotstar has three sponsorship tiers-- co-presenting (Rs 30 crore), powered by (Rs 18 crore) and associate sponsorship (Rs 12 crore). The broadcaster is offering an estimated reach of 120-140 million for co-presenting sponsors, 90-100 million for powered by and 60-70 million for associate sponsorship.
A spot buy for 10 seconds has been priced at Rs 25 lakh for the India vs Pakistan matches, while for the non-India matches, the ad rate for 10 second is Rs 2.3 lakh. The India matches plus the final for ODIs has been priced at Rs 17 lakh per 10 seconds.
Asia Cup is scheduled to be held from 30 August, 2023, to September 17, 2023.
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Sorted 360 wins creative & social media mandate of Reliance Mall
The agency will manage offline and online campaigns for Reliance Mall
Sorted 360, an integrated creative and social media agency, has won the mandate to providing brand solutions for Reliance Malls across India.
“Sorted 360 is set to enhance Reliance Malls' market presence with their unparalleled creative prowess and strategic thinking,” read a press release.
“Sorted 360's commitment to pushing the boundaries of creative communication aligns perfectly with Reliance Malls' ethos. With a pan-India presence spanning across 19 cities and growing, Reliance Malls has consistently captivated customers by offering an array of Reliance brands and third-party fashion & lifestyle brands. The mall has established an unparalleled connection with its patrons through superior quality, a remarkable value proposition, and an unmatched shopping experience,” it read further.
"We are thrilled to welcome Sorted 360 as our trusted partner in advancing our brand presence across the nation," said the Head of Marketing at Relaice Malls. "Their proven expertise in retail, shopping center management, and innovative creative strategies make them the perfect fit for our vision."
"Partnering with Reliance Malls is a testament to our commitment to shaping extraordinary brand experiences," remarked Prerana Anatharam, Co-founder of Sorted 360. "We are excited to leverage our strategic and creative acumen to further elevate Reliance Malls as the epitome of convenience, choice, and excellence."
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KlugKlug onboards Hemang Mehta as Country Manager for Indias
Mehta was most recently Head of Agency Relationships at Network 18 Media & Investments
KlugKlug has appointed Hemang Mehta as its Country Manager for India.
Mehta will play a pivotal role in driving KlugKlug's growth and expansion within the Indian market and be responsible for Sales & GTM Strategy
Prior to that, he has also represented organisations like Exponential (now VDX.tv), India Today Digital and Rediff.com. His expertise spans various domains including digital media sales, mobile marketing, media planning, and buying, social media marketing, and more.
Hemang Mehta expressed his enthusiasm about joining KlugKlug, saying, "I am thrilled to be a part of KlugKlug, a forward-thinking platform that is reshaping the influencer marketing landscape. As much as I look forward to collaborating with the exuberant team at KlugKlug, I am super excited to interact with the brands to deliver powerful data-backed Influencer solutions that will guarantee business outcomes."
Commenting on the appointment, Kalyan Kumar, Co-Founder and CEO of KlugKlug, stated, "We are excited to welcome Hemang Mehta to our team as the Country Manager for India. His extensive experience in digital media sales and marketing will be instrumental in driving our efforts to provide influencer marketing solutions to our clients. We believe Hemang's leadership will be key in scaling our operations and expanding our reach within the Indian market."
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