Full transcript

Getting the right health insurance is serious business; it's the number one reason for bankruptcy in America, says eHealth Insurance CRO Michelle Barbeau. But when she joined eHealth — which helps consumers compare and select providers — she realized that scaring people into action was not a winning strategy.

"What we found was, it's all about transparency," says Michelle, who initially served as eHealth's CMO, and is now a CRO who also oversees marketing. "We had just never told the story. And so that's where our campaign was born. Our strategy was 'Your remarkably transparent advisor.'"

Today on Building Better CMOs, Michelle and MMA Global CEO Greg Stuart talk about her transition from CMO to CRO, the importance of stepping out of one's comfort zone, and the role of marketers as change agents. They also discuss brand-building from scratch, consumer research, and how unifying marketing efforts can lead to significant growth.

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This episode was produced and edited by Eric Johnson from LightningPod.fm.

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