how to plan and execute great startup marketing programs with april dunford - mars best practices
Post on 17-Oct-2014
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A Systems Approach to Startup Marketing
A solution to random acts of marketing
April Dunford @aprildunford
RocketWatcher.com
April Dunford
As a marketing exec: 6 startups: 4 launches, $1B revenue, $2B acquisitions 3 big companies: 2 product line launches, $3B revenue, 8 acquisitions (buy side)
As a Marketing Bon Vivant/Gallivanter: project-based marketing work, advisor, instructor, investor, coffee/beer drinker
How do I market my startup?
How do I buy shoes I love?
Advice is Always Based on Assumptions
How much you want to spend Where you like to shop What style of shoes you normally wear Why you need new shoes now
Startup Marketing Advice is the Same
Who are your customers What motivates them to purchase What they love about your offering How they make purchase decisions
Marketing is Big
Branding Lead gen Advertising Social Media Content Messaging Sales Support Events
Marketing Questions Google can Answer
how to increase blog traffic, get email signups, improve your SEO, run adwords campaigns, get more Twitter followers/ Facebook fans, create better content, improve your sales effectiveness, shorten sales cycles, convert free trials to paid and on and on and on and on.
Marketing Questions Google Can’t Answer:
What tactics should you focus on? How should you tailor them for your business?
The Cycle of Marketing Meh Marketing
Fashion Assessment*
Select tactics
Execute Measure
Improve
* Where you look at what everyone else is doing
1. Shifting assumptions 2. All tactics presumed OK until tested 3. No relationship or consistency
between the tactics
You need to start with a marketing model
Inputs
3 aspects of customer knowledge Who they are How they view solutions How they buy stuff
Customer Company Characteristics (B2B):
– Geography, size, industry – Stuff they do, type of customer they serve, how they sell, their
ecosystem, budgets, risk tolerance, power structure, etc. Decision Maker Characteristics:
– demographics, education, skills, interests, motivations, goals
Pain: – list of things that drives this group crazy
Where they hang out: – Social networks, communities, associations/groups, events
Where they find out about stuff: – Search engines, word of mouth, peers, media outlets, blogs,
experts, influencers/famous people
Offering
• What do we do? • What market are we in? • Competitive Alternatives: – Examples: Do nothing, manual effort, Word/
Excel, competitive product
• Key Differentiated Points of Value – When compared to the alternatives above the
specific value you bring that the others don’t.
• Proof – Customer references, 3rd party reviews,
statistics, metrics, expert endorsements,
Buying Process
No Need Need Eval Buy Enjoy Re-
new
Knowing the cost of not solving the problem
Knowing the Value of solving the problem
Knowing the value of your solution
Why purchase now?
Using and enjoy the offering
Knowing I can’t do without the offering
Current solution good enough
Value not compelling
Risks too high
Not knowing how to evaluate
Great but not for me
I might change my mind
Too much $
Bad service,
Bad user experience
Not using
Decided there was no need
Move to other solution
Accelerators
Friction points
Tactics
Selected based on: Who you need to reach Where you can reach them Stages where the friction is What you need to do to move them to the next stage
No Need, Need What: Problem-focused Content/Programs
– Articles and blog posts – Infographics/Industry data/trend reports – Videos (problem focused) – Curated Content – Newsletters – SEO, Website, landing pages, content optimized around the
problem Where: Where the prospects already are
– Forums, Social networks, newsgroups, industry events, associations, media, blogs, etc.
Purpose: Entertain, Educate, Engage Desired Action: Permission to regularly provide information
– Social Media: Likes, follows – Email: Newsletter/blog signups
Eval/Buy What: Solution Focused Content/Programs
– Articles and blog posts – Demo Videos/interactive Demos – Webinars – In-person events – Analyst reports – Case studies – Feature guides/whitepapers – ROI/pricing calculators – Advertising, Sponsorships – SEO, Website, landing pages, content optimized around the solution
Where: Where the prospects are and Increasingly on Your Turf – Forums, Social networks, newsgroups, industry events, media, blogs,
etc. – Your branded sites (website, Facebook page, etc.)
Purpose: Educate, Differentiate, Move to Evaluation and/or Sale Desired Action: Permission to “sell”
– Contact information for sales (through content, events, etc.) – Free Trial sign up – Purchase
Enjoy, Refer, Renew • What: Activation/Engagement-oriented content/programs
– Customer Support Content – Demo Videos/interactive Demos – How-to, Best Practice guides – User forums/User Groups – ROI/pricing calculators – Customer newsletters
• Where: Mainly on Your Turf but also where they are – Your branded sites (website, Facebook page, etc.) – Customer Support portal/forum, – User group forums, events, etc. – Forums, Social networks, newsgroups, associations, media, blogs, etc.
• Purpose: Get customers to experience the value, Create raving fans,
• Desired Action: Referrals, Renewals – Act as a reference – Refer business – Renewal
Operations
Plans based on selected tactics Email marketing plan/process/calendar Paid traffic plan/process Content plan/calendar Social media plan/calendar Media/Influencer relations plan/calendar
Metrics
How prospects are flowing through the buying process
Analysis
What conclusions can you draw? How do these impact the inputs?
The Circle of Marketing Awesome
Tactical Execution
Outputs
Analysis
Inputs Customer
Offering Buying Process
Metrics
Conclusions
Project plans
Thanks!
RocketWatcher.com @aprildunford
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