5 Questions to Elevate the Marketing Conversation in Your Client’s Level 10 Meeting™

A Practical Guide for EOS^® Implementers to Keep Marketing Aligned and Accountable

As an EOS® Implementer, you’re the architect of operational excellence — helping your clients bring vision to life through disciplined focus, measurable traction, and team-wide accountability. But when it comes to marketing, even the best-run EOS companies can hit a wall.

The Vision/Traction Organizer™ (V/TO™) may be clear, the Rocks well-scoped, and the Scorecard dialed in — yet marketing still feels vague or off-track. That’s not a strategy problem. It’s a conversation problem.

That’s why Chief Outsiders developed these five simple but powerful questions — designed specifically for EOS Implementers to use with clients during Level 10 Meetings™ or quarterly planning. Each question brings focus, surfaces real issues, and gives marketing a seat at the table it can actually deliver from.

1. Are our marketing KPIs on track with the Scorecard — and if not, what’s standing in the way?

Why this works: This question invites the team to ground the conversation in facts. Are we hitting our numbers — leads, conversions, CAC, NPS? If not, it sets the stage for IDS.

EOS Alignment: Ties directly to the Scorecard and reinforces the discipline of measurable performance.

Example IDS Launchpad: “MQLs are at 40 against a goal of 50. Are we targeting the right audience or is something breaking in the conversion path?”

2. How are our marketing efforts supporting this quarter’s Rocks — and are there tradeoffs we should be making?

Why this works: Rocks represent your 90-day sprint. If marketing isn’t aligned here, effort gets diluted. This question ensures marketing is in service of the most important outcomes.

EOS Alignment: Direct connection to quarterly Rocks and the V/TO’s traction component.

Example IDS Launchpad: “We’re spending on brand awareness, but our Rock is revenue growth. Should we shift focus to bottom-of-funnel campaigns this quarter?”

3. What external feedback or market signals should we be paying attention to?

Why this works: EOS is an internally disciplined system — but growth happens when companies adapt to what's happening outside their four walls. This question brings in the voice of the customer and emerging market trends.

EOS Alignment: Enhances the Vision component and feeds quality insight into quarterly planning.

Example IDS Launchpad: “We’re hearing requests for short-form video demos. Should we reprioritize content development around that?”

4. Is the Marketing seat on the Accountability Chart™ performing effectively — and do we have the right resources in place?

Why this works: EOS makes a clear distinction between roles and accountability. If the Marketing seat isn’t driving results, this question surfaces gaps early — whether in skill, capacity, or direction.

EOS Alignment: Accountability Chart™, “Right People, Right Seats” principle.

Example IDS Launchpad: “Our current lead is strong in digital but weak in strategic planning. Do we need outside support to build our Q4 go-to-market plan?”

5. Are our marketing processes scalable — and are we building the foundation to support long-term growth?

Why this works: This question helps future-proof your company. Whether you’re targeting your 3-Year Picture™ or 10-Year Target™, scalable marketing processes are essential.

EOS Alignment: Strengthens the Process Component and ensures marketing supports long-term Vision.

Example IDS Launchpad: “We’re still manually routing leads. Should we implement marketing automation before the next sales hire?”

Why These Questions Matter

EOS excels at establishing operational clarity — but it doesn’t always provide a roadmap for market traction. That’s where these questions come in. They:

• Keep marketing accountable, measurable, and tied to EOS tools

• Elevate the role of marketing beyond tactics into strategic growth

• Help Integrators and Visionaries align around market-facing priorities

• Reinforce the EOS pulse while expanding its reach into revenue-driving conversations

A Tool for EOS Implementers and Their Clients

Whether you’re helping a client define Rocks, fill out the V/TO™, or identify IDS issues, these five questions can spark clarity, drive alignment, and surface the kind of insight that unlocks real growth.

Want more tools like this? Download our Five Critical Success Factors Guide for EOS-Run Companies—and see how strategic marketing leadership can accelerate your clients' growth without compromising the EOS framework.

Interested in a complimentary Level 10 Prep Workshop? We’ll pressure-test your client’s Three Uniques™, align messaging with market realities, and identify quick wins before their next quarterly planning session. Contact us to schedule.

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