4 / December / 2016
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What We Deliver
WE PARTNER WITH ORGANISATIONS TO DELIVER GREAT MARKETING OUTCOMES, HELPING YOU USE TIME, SKILLS AND BUDGETS EFFECTIVELY TO AVOID THE WASTE OF 'RANDOM ACTS OF MARKETING'. HERE, WE IDENTIFY TYPICAL BUSINESS CHALLENGES AND SOME OF THE WAYS WE CAN HELP OVERCOME THEM.
The challenge with marketing - and you may find this - is seeing a real return for your investment and ensuring it genuinely supports the growth of your business and brand.
To get marketing right, you also need time, and the appropriate skills, both of which you may be struggling to find, retain or justify having on a full-time basis.
Then there is budget, and the consideration of whether you have the resources in house to address the challenge; you may not be ready or willing to invest in more heads.
Outsourcing marketing means you can address all of these issues, as long as you have a strong partner to do it with. See how we did this at Accumuli.
Retaining existing customers and acquiring new ones is the perpetual challenge in a business-to-business model. Retention should be easier but often businesses stop communicating, making it simpler for customers to move away.
Making it easier for sales to sell often complex products and services is critical too. Clear, consistent and accurate messages and tools to facilitate selling are essential, whether for employees or as part of the extended (channel) sales force.
To fuel the pipeline the market needs to be ‘warmed’. Education and knowledge sharing builds understanding, confidence and brand trust; you want prospects to come to you first. For longer-term sales and growth, the hard yards have to be put in and essential to that is a strong sales-aligned marketing function.
The challenge with a business to business to consumer model is having to embrace two markets; the dealer/franchise/channel/partner and then the end consumer.
Do your potential partners know who you are or understand why they should sign with you? Do they understand what value you bring, and what your competitors are claiming?
Understanding consumer buying behaviours and market trends is vital. Do your consumers really think what you think they think? Do your existing programmes really increase footfall and share of wallet on an on-going basis?
If this sounds like the world you face day to day then please get in touch.
As a growing business, you will look to engage with new markets, services and opportunities. You will, we are sure, want any spend to be focused on the right things. Urgency to grow can lead to costly delays through random acts of marketing based on the latest marketing ‘trends’; often the job ends up back with (a by then frustrated) sales force.
We suggest that you don’t just ‘do’ but think first. Understand your goals, audiences, opportunities and constraints and align activity accordingly. Find the best resourcing option and ensure activity dovetails tightly with the other core functions of your business to deliver value on an ongoing basis. We help you slow down to speed up business growth.
Customers (business or consumer) now do as much as 80% of their research into a product or service before they ever approach a sales person. They wish to buy, not be hard sold to; persuaded, not pushed.
Creating proposition clarity (with the right people) and then building understanding, credibility, confidence, and in turn trust, commitment and loyalty, is hard and takes time. You want to be sure that when a customer is ready to buy or partner it is you they turn to.
We help form and articulate value propositions for B2B and B2B2C organisations and create award-winning content across product marketing, sales enablement, internal, customer, partner and prospect communications.