What 20 marketing leaders said about reaching executives and practitioners at the same time.
- The swing: why executive-only strategies break
- Experience: what earns executive attention now
- Boards and communities: what’s being rebuilt
- Pipeline: one event-to-pipeline system, end to end
WHAT’S INSIDE
Four things the table agreed on, and one uncomfortable truth
The conversation covered how senior marketing leaders at developer-tools companies are running campaigns for split audiences right now – not the theory, but the programmes, the failures, and the systems that worked.
The executive audience doesn’t scale on its own
One company’s pivot to executive-focused marketing looked right on paper and came apart in practice. The table recognised most of it. Where they ended up instead, and why dropping the executive track worked better than running both.
Winning executive attention now takes something they can’t arrange themselves
Another dinner is no longer a draw. What’s working: sports hospitality, borrowed investor access, custom on-site experiences, invite-only tiers. The compliance catch most teams discover too late.
Download the full write up
The full discussion, specific tactics, and the four questions the table agreed to take back.
INCLUDES
- Why the swing from practitioner to executive focus so often breaks
- What’s actually working for executive engagement right now
- The advisory board formats that are being built and borrowed
- A full event-to-pipeline system, described step by step
- The advisory board formats that are being built and borrowed
Advisory boards are being rebuilt, and communities are being borrowed
One attendee is 90 days in and on her 13th iteration of an advisory board plan. The format that’s working, the one that isn’t, and why smaller brands are partnering rather than building community from scratch.
One event-to-pipeline machine, described end to end
The most detailed system described all night: before, during, and after. A sales champion who sits in planning from day one. 300+ meetings booked in year one. The number dropped when the sales floor changed, and what that means for the system.
“There is a major difference between the stakeholder and the user, especially in dev tools. They care about different things, they have different motivations. The most complicated thing about selling for developers is trying to speak both languages, which never works.”
Attendee · Marketing Leaders Dinner · LDX3 New York 2026
Four questions to take back
What is your real split between practitioner and executive audiences right now, and is anyone accountable for it?
What does your next executive event offer that a senior guest could not arrange for themselves?
Where do conversations from your events actually live a week later: in the CRM, or in a rep’s memory?
What is the smallest ask you could make of a warm lead instead of a meeting?
The full answers, examples, and systems are in the write-up.
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