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Media Effectiveness: How CMOs Can Get CFOs to See Marketing as a Value Driver

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Media Effectiveness

By Lorraine Landon

Marketing is far more than just creative ads or social media buzz—it’s a measurable driver of business growth. Yet many Chief Marketing Officers (CMOs) still face an uphill battle when trying to convince their Chief Financial Officers (CFOs) that marketing is not merely a cost centre, but a strategic revenue generator. In regions like sub-Saharan Africa, this disconnect is even more pronounced. With 40 percent of all advertising spending in Nigeria expected to shift to digital channels by 2029, the pressure is on for marketing leaders to demonstrate clear, quantifiable business value.

In my journey working with diverse marketing teams, I’ve found that a handful of targeted, actionable steps can improve communication between CMOs and CFOs. Here are practical tips and tools that have proven effective in enhancing marketing strategies and demonstrating true business value—turning initiatives into measurable drivers without claiming to have all the answers.

1. Rethinking Measurement: From Clicks to Conversions

For many, the success of a marketing campaign has traditionally been measured in impressions, click-throughs, or video views. While these metrics offer insight into reach and engagement,the action of a video view may not necessarily lead to revenue for the business. Modern marketing demands a measurement framework that goes beyond surface-level data. This is where a combination of incrementality, attribution, and marketing mix modelling (MMM) comes into play.

Incrementality is the process of determining how much a particular marketing effort boosts sales that wouldn’t have happened otherwise. Think of it this way: if you invest in a billboard or an online ad, incrementality testing (using tools like Campaign Experiments, Conversion Lift, or Search Lift) can reveal whether that campaign genuinely contributed to increased purchases or merely captured sales that would have occurred regardless.

Attribution works like detective work. It tracks the steps a customer takes along their journey—from seeing an ad to making a purchase—and assigns credit to each interaction. Modern attribution models, such as data-driven attribution in Google Ads, help pinpoint which specific ad or interaction influenced the final decision. This insight is crucial because it allows you to understand which channels or touchpoints are most effective in driving results.

Marketing Mix Modelling (MMM) involves analysing a range of data sources to understand how different marketing activities collectively contribute to business goals. Google’s very own MMM solution, set to be available soon to marketers, promises to simplify this process by offering deeper insights into the overall impact of your marketing mix.

When you combine these three elements—incrementality, attribution, and MMM—you create a robust framework that not only measures performance more accurately but also builds a compelling case for marketing as a key business driver.

2. Speaking the Language of Value

Once you’ve set up a modern measurement framework, the next step is communication. Too often, the dialogue between CMOs and CFOs is hampered by jargon or a focus on vanity metrics that don’t directly link to business outcomes. To bridge this gap, marketing leaders must “speak the language of value.”

  1. Align Marketing with Business Goals:
    Start every campaign with a clear business objective—whether it’s boosting sales, enhancing brand loyalty. Ensure that every marketing activity, from the platforms you choose to the messaging you craft, directly supports that objective.

  2. Clarify ROI at Every Stage:
    Recognise that different stages of the marketing funnel deliver different types of value. For example, while brand awareness campaigns might not yield immediate sales, they lay the groundwork for future revenue by building trust and favourability. Setting clear ROI expectations at each stage helps CFOs understand how early investments translate into long-term gains.

  3. Map the Consumer Journey:
    Document the customer’s path from awareness to purchase. This mapping justifies your media choices and budget allocations by clearly linking each marketing action to a step in the consumer journey.

  4. Monitor and Report Continuously:
    Keep your CFO in the loop with regular updates that tie marketing activities back to your business objectives. Establish benchmarks from the outset so that performance can be tracked and strategies adjusted as needed.

3. Reframing Your Marketing Strategy for Greater Impact

Despite the best efforts of CMOs, many marketing teams struggle to demonstrate the full impact of their campaigns. Only 41% of marketing leaders believe their companies are mature in performance measurement, highlighting a significant gap in strategy.

To overcome this, it’s time to reframe your marketing approach from the ground up. Start with your company’s overarching business objective and then translate that into measurable key performance indicators (KPIs). This top-down approach ensures that every campaign, whether it’s on Search, YouTube, social media, or other digital channels, is designed with the end goal in mind.

For instance, if your company’s objective is to increase market share, your marketing strategy should include targeted campaigns that focus on both broad brand awareness and specific conversion metrics. Each channel should have tailored messaging and clearly defined ROI metrics that can be easily explained to your finance team. In practice, this means understanding the unique characteristics of each platform. For example, the audience on YouTube might respond to engaging, visual storytelling, while users on Search might be more responsive to direct calls-to-action.

By framing your marketing strategy around clear business goals and measurable outcomes, you transform marketing from a cost centre into a proven revenue driver. This shift not only helps in gaining the trust of CFOs but also sets the stage for more strategic decision-making across the organisation.

4. Leveraging the Right Tools for Performance Tracking

No modern measurement framework is complete without the right set of performance tracking tools. Having accurate and timely data is paramount to demonstrating marketing effectiveness.

Tools to improve your conversion tracking right now:

  • Add offline conversion tracking to include the data from conversion events that can be harder to track otherwise, for example in-store purchases, interactions with call centres, or events on the way to a conversion such as moving through the sale process for car insurance.

Why measurement is a necessity for marketers in sub-Saharan Africa in 2025

The industry’s current climate feels like shifting tectonic plates: marketing budgets are shrinking, customer interactions across marketing channels are increasing and changing, and consumer behaviour is ever-evolving.

CMOs in sub-Saharan Africa have an opportunity to rebrand themselves as business critical in the eyes of the C-suite with a renewed ability to prove that marketing is aligned with business goals. By embracing this transformation, you’ll not only earn your CFO’s confidence but also establish a future where every marketing decision is grounded in data, insights, and clear business value.

Lorraine Landon is the Head of Advertising Products and Solutions at Google for Sub-Saharan Africa

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A Simple Guide to Obtaining Pension Clearance Certificate in Nigeria

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Pension Clearance Certificate

By Gbolahan Oluyemi

In 2025, the National Pension Commission (PenCom) directed all Licensed Pension Fund Operators (LPFOs) to demand a Pension Clearance Certificate (PCC) from service providers before engaging their services. This new policy typically affects various types of entities, including small and medium-scale enterprises, most of which are not usually compliance-driven. Following this directive, the PCC has become an essential compliance document for both large, medium and small-scale firms. This article provides a guide on what a PCC is, why it matters, and how it can be obtained.

What is a Pension Clearance Certificate (PCC)?

A Pension Clearance Certificate (PCC) is an official document issued by PenCom confirming that an organisation has complied with the provisions of the Pension Reform Act. It is an annual document that must be renewed every year at no cost.  The yearly renewal is intended to ensure that organisations treat compliance as a continuous activity rather than a one-off act.

Why is a PCC Important?

The PCC is important because it demonstrates that an organisation is compliant with the provisions of the Pension Reform Act, especially as it relates to employee pension contributions under Section 4 (1) of the Pension Reform Act and subscription to group life insurance under Section 4 (5) of the Pension Reform Act. It is also required for certain transactions, such as government contracts and engagements with compliance-sensitive partners. In essence, a PCC assures investors, partners, and clients that your business is properly structured and compliant with regulatory requirements.

Who Needs a Pension Clearance Certificate?

Under Nigerian law, companies with three or more employees are required to participate in the Contributory Pension Scheme (CPS). If your organisation employs at least three staff members and provides or intends to provide services to Licensed Pension Fund Operators (LPFOs) or other regulated entities, you are expected to obtain a PCC annually.

How Do I Obtain a PCC?

PenCom issues the PCC electronically and at no cost through its web portal: https://pcc.pencom.gov.ng/.  Please note that Applicants who are just beginning compliance and remitting employees’ pensions are required to first obtain an employer code from a Pension Fund Administrator (PFA). This code is necessary to initiate the PCC application on the PenCom portal.

Upon logging into the portal, you will be required to complete your company profile by providing your date of incorporation, contact details, and website (if applicable), as well as uploading your CAC documents.

Next, you will upload an Excel schedule (using the template provided on the website) containing your employee list. After this, you will be required to upload Excel sheets detailing pension contributions. You will also need to upload your organisation’s group life insurance documentation and payment instrument.

Finally, you will review your application and submit it for further processing by PenCom. Before commencing an application, ensure you have the following:

  1. Certificate of Incorporation (CAC documents)
  2. Group Life Insurance Policy for employees
  3. Evidence of Pension Fund Administrator (PFA) registration for employees
  4. Three years’ proof of monthly pension remittances, including penalties for any defaults (where applicable). For companies less than three years old, provide proof of remittances from the date of incorporation
  5. A valid Tax Identification Number (TIN)
  6. An employee schedule showing staff details and contributions (usually in Excel format) Templates are available on the PenCom portal

Also note that for the portal to accept employee details and remittance records, employees must have completed their data capture with their respective Pension Fund Administrator and updated their records to reflect their current employer.

Conclusion

Obtaining a Pension Clearance Certificate in Nigeria may seem technical at first, but once proper processes are established, it becomes routine. The key is consistency in remittance, maintenance of accurate records and prioritisation of compliance in overall operations.

For many Nigerian businesses, the PCC is more than a regulatory requirement; it is a mark of credibility. In a competitive environment, that credibility can make all the difference.

Gbolahan Oluyemi is a Legal Practitioner and currently leads Olives and Candles – Legal Practitioners. For further information, enquiries, or clarification, please contact Gbolahan via: [email protected] or [email protected]

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David Ogbueli and the Emerging Framework for Value-Driven Global Leadership

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Ogbueli's pix 2

By Blaise Udunze

Milestones often invite reflection. Birthdays, especially, offer a pause to measure time not merely in years lived, but in lives shaped and systems influenced. This is especially true for David Ogbueli, who is celebrating his birthday. But instead of focusing on how old he is getting, it is more interesting to think about the impact he has had, not just building visible success, but the quiet, persistent architecture of transformation that his ministry has helped construct across continents.

Come to think of it, that in an era obsessed with visibility, metrics, and viral impact, Ogbueli’s work represents something different and distinguishing, slower, deeper, and far more enduring. Yes, multitude within and outside the country who know him either closely or from a distance definitely can attest that it is common with him, as this happens to be the kind of influence that rarely trends but steadily alters the trajectory of individuals, institutions, and nations.

To understand the global footprint of his work, one must first confront a fundamental shift he embodies, which emphatically is the redefinition of ministry itself. Through Dominion City International, founded from humble beginnings as a campus fellowship in 1991 at the University of Nigeria and later formalised in 1995 in Enugu, Ogbueli has built what is now a vast global movement. With over 2,000 chapters spanning Africa, Europe, Asia, the Middle East, and the Americas, alongside regional offices in the United States, the United Kingdom, and Nigeria, Dominion City has evolved into far more than a church network, into a leadership engine with an ambitious ongoing vision across Nigeria and beyond.

What distinguishes this expansion is not just its scale, but its philosophy. Beyond running a church, Dominion City was never designed merely to gather people; it was built to raise leaders who transform society. One emerging fact today is that the philosophy has shaped a generation of professionals, entrepreneurs, public servants, and ministers who carry its influence into boardrooms, government institutions, and grassroots communities across the world.

At the heart of this ecosystem is a deliberate investment in human capital development. Verifiably, through platforms like the Dominion Leadership Institute, which has produced over 30,000 graduates globally, Ogbueli has undeniably and consistently built a leadership pipeline that addresses one of Africa’s most persistent challenges. These prevailing challenges are the deficit of capable, values-driven leadership. At this point, this narrative definitely contradicts societal beliefs that his curriculum must be confined to spiritual formation; rather, it will interest society to know that his agenda integrates systems thinking, governance, productivity, and ethical leadership, equipping participants to function effectively in complex environments.

This emphasis on leadership extends into a broader scope and platforms. One of them is the Global Leadership Forum, and it would be of interest that it is not just designed for spiritual pursuit, but it is a mentorship and training hub designed to enhance performance and productivity across sectors, including business, politics, ministry, and enterprise. It reflects Ogbueli’s conviction that transformation must be holistic, that transcendence and cutting across every sphere of human endeavour.

Yet leadership, in his framework, is incomplete without economic empowerment. Across his ministry network, initiatives have been structured to move individuals from dependency to productivity. This is evident in large-scale interventions such as a N1 billion entrepreneurship support fund introduced to equip participants with the resources, skills, and networks required to succeed in business and career pursuits. At leadership retreats and empowerment programs, thousands are trained in areas ranging from agriculture and food security to innovation, healthcare, and global enterprise.

Beyond structured programs, his personal actions reinforce this philosophy.  has sparked widespread reactions following a remarkable act of generosity during a recent church service

From distributing financial support to individuals in need during church services to empowering teams within the ministry with significant financial gifts, as one recent such act sparked widespread reactions following a remarkable benevolence, gifting about 35 choristers N1 million each during a recent church service. With several other instances of generosity in the past, Ogbueli consistently underscores a critical principle that reveals that while immediate relief matters, sustainable change comes from enabling people to create value. In the course of one such intervention, which captures this ethos succinctly, he said that giving alone is not enough; people must be equipped to build.

With the right mindset, this approach aligns with a broader development truth that clearly states nations do not rise on charity, but on the strength of productive citizens. By embedding this mindset within a faith-based structure, Ogbueli is redefining how development can be pursued at scale.

Equally significant is his ability to mobilise faith as a development asset. It is an irony that in many parts of Africa and the global South, religious institutions remain among the most trusted social structures. Yet, their potential as vehicles for development often remains underutilised. Ogbueli’s model challenges that limitation by positioning the church as a hub for leadership incubation, economic activation, and social accountability.

Through initiatives like the Golden Heart Foundation, he has extended this vision into the nonprofit space. One of the good feats is that the foundation’s flagship program, the National Youth Summit, attracts over 50,000 participants annually from across Africa, focusing on leadership education, value reorientation and entrepreneurial development. These interventions target young people, especially a demographic that represents both Africa’s greatest asset and its most urgent responsibility.

His influence also extends into collaborative networks such as the Global Missions Network, which usher in developmental change, thereby bringing together leaders with a shared mandate of expanding the reach of the Gospel while driving national transformation. One important aspect of Ogbueli’s strategic drive for change is that through such alliances, his ideas are not confined to a single organisation but are disseminated across a broader ecosystem of leaders and institutions.

Beyond ministry and nonprofit initiatives, Ogbueli’s engagement with development takes on an institutional and structural dimension. This is driven through ventures like Huram Development, which is involved in large-scale projects including auditoriums, estates, and universities. Noteworthy also is that he is contributing to physical infrastructure that supports long-term growth. Similarly, Priesthood Institute is equipping ministry professionals with the competence and capacity required for modern-day leadership, while Shalom World ensures the distribution of knowledge resources through books and media.

Also, one significant dimension of Ogbueli’s influence lies in his intellectual contributions, which portray him as a prolific author with nearly a hundred published titles spanning leadership, personal development, spirituality, and nation-building. His more recent works include Pillars of King Solomon’s Wisdom & Wealth, Jewish Secrets, and The Laws of Proper Speech. Meanwhile, this reflects his continued effort to distil timeless principles into practical frameworks for contemporary living and reinforce his broader mission of transforming minds as a pathway to transforming societies.

Ogbueli is the host of the TV and Radio Program Expand Your World, which runs on TV and radio stations across Nigeria, extending his influence to seven continents, reinforcing his role not just as a pastor but as a global thought leader in transformation and leadership.

Importantly, Ogbueli’s credibility is not confined to religious circles only. Being a management and public policy consultant, an alumnus of institutions such as the Harvard Business School, Lagos Business School, and National Institute for Policy and Strategic Studies, he operates at the intersection of spirituality and strategy. It must be established that his engagements with governments, corporate organisations, and policy platforms reflect a rare ability to translate faith-based principles into actionable frameworks for development.

Unbeknownst to many, perhaps the most enduring feature of his model is its emphasis on multiplication. Rather than building a personality-driven movement, Ogbueli has focused on raising leaders who can replicate systems independently. This distributed approach ensures that his influence is not limited by geography or personal presence. It also guarantees continuity, a critical factor in sustainable development.

Of course, the challenge of measuring such an impact remains. Unlike infrastructure projects or economic indices, which are factors on which the government’s progress is reliant, the outcomes of leadership development and mindset transformation are not immediately quantifiable but have a greater impact. They unfold over time, often expressed in stories rather than statistics used for evaluation, a thriving business birthed from a training program, a principled leader emerging in public service, a community mobilised for collective progress.

Yes, in most cases, these outcomes may be difficult to measure, but they are foundational to nation-building and transformation beyond boundaries.

One important aspect the world must clearly know is that Pastor David Ogbueli’s contribution lies not merely in what he has built, but in what he has set in motion, which is transgenerational. This tells that his work challenges conventional development paradigms by emphasising that lasting change begins with people, their values, their thinking and their capacity to build systems that endure.

One of Ogbueli’s outstanding influences, beneath the surface, even in a world grappling with complex challenges, from economic instability to leadership crises, is such that his model offers a compelling reminder that transformation is not only engineered through policies and capital but through the deliberate cultivation of human potential.

His legacy is rapidly unfolding. But already, it is evident that the structures he has built, across ministry, leadership development, youth empowerment, and enterprise, are quietly shaping a future that extends far beyond the pulpit.

And perhaps that is the most powerful kind of transformation, the kind that is not always seen, but is deeply felt, widely spread, and ultimately, enduring.

Blaise, a journalist and PR professional, writes from Lagos and can be reached via: [email protected]

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3 Lessons Nigerian Marketers Can Learn from Top YouTube Creators

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Nigerian Marketers

By Olumide Balogun

The Nigerian digital landscape is evolving rapidly. Across the country, YouTube creators have become the new mainstream entertainment. They command millions of views, shape modern culture, and heavily influence purchasing decisions.

For digital marketers and advertisers, observing these creators provides a masterclass in modern audience engagement. Creators understand exactly how to hold attention and drive action in a crowded digital space. They know how to speak to their communities, keep them entertained, and build lasting loyalty.

By studying their methods, brands can transform their marketing strategies to build deeper, more profitable relationships with consumers. Here are three powerful lessons your brand can learn from the success of top YouTube creators.

1. Prioritise Authenticity and Relatability

Corporate videos typically rely on high budgets and perfect scripts. Top creators prove that raw, relatable content builds much stronger trust. Audiences connect deeply with real people sharing genuine experiences. They want to see the real faces behind the screen.

Brands can apply this by showing the human side of their business. You can share behind-the-scenes moments from your office, highlight real employee stories, or feature unscripted user-generated content. When you prioritise authenticity over absolute perfection, your message resonates perfectly with modern consumers. They begin to see your brand as a relatable partner rather than just a faceless corporation.

2. Master the Multiformat Storytelling Approach

Successful creators utilise the entire YouTube ecosystem to reach their fans. They use YouTube Shorts to attract new viewers quickly with bite-sized entertainment. They create long-form videos to explore topics in depth. Finally, they use Live streams to build real-time connections with their most dedicated followers.

Marketers need to adopt this exact mixed format strategy to stay relevant. You can capture attention quickly with an engaging short video and then lead those interested viewers to a comprehensive product review or tutorial. Utilising all available formats ensures you reach your customers exactly how they prefer to consume content on any given day. It allows you to tell a complete story from quick discovery to deep consideration.

3. Cultivate Community and Borrow Influence Safely

Traditional advertising relies heavily on one-way broadcasting. YouTube thrives on active community participation. Creators ask their viewers for input, respond to comments, and build fiercely loyal fandoms. This creates immense credibility. Viewers are 98% more likely to trust the recommendations of YouTube creators compared to other platforms.

Brands can mirror this interactive approach by hosting live Q&A sessions, asking for audience feedback, and making customers feel involved in the brand’s journey. Furthermore, marketers can tap into this existing loyalty by collaborating directly with trusted voices.

Using specific collaboration tools allows your brand to align seamlessly with popular channels. For example, Creator Takeovers give your brand a dedicated presence on a creator’s channel, while Partnership Ads let you boost creator-made content directly to a wider audience. This approach allows you to respect the creator’s unique voice while turning their authentic endorsements into highly effective marketing assets for your business.

The Bottom Line: YouTube is a dynamic, community-driven ecosystem. By adopting a creator mindset, Nigerian marketers can completely revitalise their digital video strategy. Embrace authenticity, utilise multiple video formats, and partner with trusted voices to turn casual viewers into loyal brand advocates.

Olumide Balogun is the Director of Google West Africa

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