Borsa Italiana's Parzani on Tariff Uncertainty, IPO Pipeline
Claudia Parzani, chairman of Euronext NV's Borsa Italiana SpA, said tariffs are 'at this moment shaking the world,' and offers her outlook on the initial public offering pipeline. She spoke with Francine Lacqua at the Bloomberg New Voices event on Tuesday. (Source: Bloomberg)
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What are you hearing people talk about here at the festival? A lot is going on. There's a recurring theme. I think . . . everyone is trying to figure out, How can I cut through without being cut out? How can I cut through without alienating a core part of my audience? Because we're living in such a polarized time, where there are very few things people can align on. And so there is really that, but we are also in an attention recession, where it's so difficult to get attention, and getting attention is not enough, because you have to convert that attention into intention, right? To get people to actually go into discovery, consideration, and ultimately purchase. So, it's not just getting the attention, but the attention in the way that's right for your brand. Exactly. Getting attention in a way that's right for your brand and drives action, drives engagement. And now, there's just so much that grabs people's attention, so grabbing attention isn't enough. It's actually converting the attention into intention, into buyer intent. Are there any rules about it, or is it that each brand has to do it in its own way? I think that there are some themes that we're seeing about how brands in general are doing this, across all industries, B2B, B2C, healthcare, technology, beauty, retail. We're seeing some recurring themes. And I think one of the big themes is leaning into creators and community, because people show up for people. They might not necessarily show up for brands in the same way as we've seen in the past. So a lot of brands are leaning into [that]. I mean, creators are all over the place. Creators and athletes. Because creators and athletes come with a more dedicated and a more engaged and a more, I'm going to use the word rabid, a little bit, fan base. Yes, real fans. Real fans, rather than just celebrities that you see. I mean, we've been talking for a few years about influencers and how that has sort of changed the marketplace. It sounds a little bit like we've broken through to a new layer with that? We've certainly broken through to a new layer. And in fact, they don't want to be called influencers. They want to be called creators. Because they're saying, 'Hey, I'm not here to just influence. I'm here to co-create with you to drive a certain outcome.' So we're seeing that happen more now. And does that change the relationship that a brand like yours has with a traditional advertising firm? Are you going to creators in a different way? It definitely changes, because creators have, I think, a lot more say and a lot more power, and they're taking a bigger space at the table. So, gone are the days, I think, where it's just you find a creator, you tell them exactly what you want to do. If you're actually trying to drive real results and you want their fans to show up, they're taking an audience-first approach. So first of all, you've got to find that creator that aligns with your values. So you have to know they agree with you or they're simpatico in that way before they start. There's got to be trust. . . . And the trust goes both ways. You have got to trust that they are aligned to your brand values, they are aligned to your customer base, because remember, you want to cut through, you want to break through, but you are not trying to cut out a big portion of your customer base. So you need to make sure that you have that trust that yes, they are aligned to your brand values, they're aligned to your purpose, they're aligned to the outcomes, but then you also have to trust them to give them the space to do what they do. Because it can't come across as an ad. It has to come across as something more organic, something that they would truly want to do on their own, because that's when their audience shows up, and that's what determines the result. Are you, in your conversations with your peers, with other CMOs, are you hearing them privately acknowledge like, 'Oh, we didn't do that quite right? We alienated a group we didn't want to.' One hundred percent, especially in today's world. . . . As we're having these private CMO roundtables, we're all sharing, here's what went wrong, here's what went right, here's what I learned. And a lot of it is just, the margin for error is a lot slimmer than it ever was. There is a very thin line between cutting through and cutting out. It's like walking on high heels on a teeny-tiny thread. There is no margin for error. And so . . . a lot of CMOs are thinking about, How do I do this and how do I do this well? . . . And I think one of the things that's really important is making sure that you have a broad pull at the table as these decisions are being made, and that you are also able to pivot and adjust very quickly. I mean, you talked to me previously about this idea of opine with a spine, right? Yes. The idea that to break through, you have to say something sharp, but you're also saying that the risk is higher than ever, but you have to take that risk. There's no way out of this bind. There's no way out. Let me tell you. We've got to give CMOs and marketers, all marketers at all levels, we've got to give [them] a break. It is a tough world out there. And so, yes, you have to opine with a spine, but you got to be careful what you opine on. So you need to pick the thing that truly makes sense for your brand and business. You cannot opine on everything. If you speak about everything, you're speaking about nothing. And if you end up speaking about things that you have not earned the right to speak about, you don't have the credibility to speak about, you could end up in some real hot water that you don't want to be on. Not the good kind of bath, the scalding kind of bath. So there really is that thoughtfulness that has to go into it. This post originally appeared at to get the Fast Company newsletter: Error in retrieving data Sign in to access your portfolio Error in retrieving data Error in retrieving data Error in retrieving data Error in retrieving data
