Our Proven B2B Growth Marketing Solution
Taking the guesswork out of customer acquisition and growing businesses at scale
The Challenge
Businesses often self-diagnose their conditions, prescribe their own medications, and then try to find a consultancy to fix the symptoms. The problem is that the prescriptions they write only address the symptoms, not the root cause.
From what we’ve seen after 15+ years of working with a variety of businesses, most B2B organizations struggle with:
- Brand Awareness
- Lead Generation
- Customer Acquisition
- Customer Retention
Any of that sounds familiar? Here’s what you can do about it.
The Solution
- Static, deliverable-based tactics like SEO, PPC, Social Media, Email Marketing, etc. can be effective on their own, but they don’t address the root of the issue. After all, the reason you are investing in marketing is to build awareness around your brand, generate new opportunities for your business, and increase your revenue. You do not invest in marketing for keyword rankings, cheap clicks, or increases in open rates.
- Your ideal customers are already looking for you. You just need to get in front of them. Every organization is unique, every sales process is unique, so your marketing strategy must be unique, too. Gaining a complete understanding of your customer’s decision-making process, our team of experts will work alongside you to align your marketing strategy with your buyer’s journey.
Growth Formula Framework
Acquisition + Retention = Growth
The overarching growth strategy for any business is to acquire new business and retain existing business. This simple equation of Acquisition + Retention leads to Growth. To feed that formula, businesses need to address opportunities and gaps in their current marketing and sales arsenal, which may include:
- Creating demand for their services or products
- Capturing demand for their services or products
- Managing and nurturing leads to customers
- Managing and nurturing existing customers for retention and growth
Ready to develop a unique growth strategy for your business?
The Demand Pyramid
Creating a sustainable and repeatable marketing strategy requires focusing on key areas that yield growth:
Create Brand Awareness & Generate Demand
Reach & Educate 97% of Out-of-Market Buyers
If you are in an established segment, at any given moment, only about 1 to 3% of the total addressable market is in-market to buy. The other 97% may or may not be aware of their problem or how to articulate it. It is therefore imperative that you introduce your company and solutions to the new potential buyers within your total addressable market. To do this, educate the buyer about the problem, the solution, and your organization so that they can make an informed decision.
Capture Demand
Lead Generation - Capture the 1 to 3% of In-Market Buyers
Right place, right time. If you are in an established market with existing demand for your products or services, you can capitalize on it by attracting the attention of your in-market buyers. When potential customers are trying to find a solution to their problem, be found for what you have to offer. It’s your job to stay at the top of their minds if you want to capture the existing demand.
Manage & Nurture
Convert Leads & Delight Customers
It is estimated that 98% of website visitors do not take any action. Out of that 2% who take action, 79% never convert into sales. The main reason for this is the lack of lead nurturing. You must segment and nurture prospects and customers with relevant and valuable content.
To keep your audience engaged, nurture them with omnichannel campaigns throughout the entire sales process and beyond. To encourage your customers to become brand advocates, create campaigns that delight them.
How We Help Execute Our Growth Marketing Solution
Benjamin Franklin once said, “If you fail to plan, you are planning to fail.” In order to help our clients achieve their business growth goals, we take them through our systematic and proven 5D Process. Step 1 of that process is the Growth Blueprint Development and Step 2 is Growth Blueprint Execution. Our client’s success is our success.
Our Proven 5D Process
We employ our systematic process and proven methodology to help you achieve your business objectives.
Discover Challenges
We understand your existing business challenges and the market landscape.
Define Goals
We pinpoint your top marketing objectives and set specific, measurable goals.
Develop Strategy
We create a custom strategy to reach those goals within your budget.
Deploy Campaign
We execute our plan to deliver the desired results.
Deliver Results
We track performance and optimize continuously to maximize ROI.
Step 1:
Growth Blueprint Development
The first step in developing any effective marketing campaign is setting the proper foundation for your long-term goals. OneIMS has developed a proven methodology to integrate into your business and create a Growth Blueprint for success.
In order to develop the Growth Blueprint and achieve the desired business goals, we take our clients through the first 3Ds in our systematic 5D process.
- Discover Challenges: What market conditions does your company currently struggle with? Any external or internal factors that are hindering its growth? We will work alongside you to define your challenges and pinpoint the best solutions for your business.
- Define Goals: Where do you want your company to be in the next 2 to 5 years? We will help you set specific, measurable, and realistic goals so you can achieve your objectives in a timely fashion.
- Develop Strategy: How do you want your company to grow? Together, we will create a custom strategy to help you achieve your goals, all within your budget.
Typical Deliverables of Growth Blueprint
- Deliverables Include:
- Discovery Meeting
- SMART Goal Setting
- Buyer Persona Development
- Keyword Research
- Competitive Research
- Website, SEO Audit and Analysis
- Paid Media Audit and Analysis
- Social Media Audit and Analysis
- Lead Nurturing Audit and Analysis
- Content Strategy and Editorial Calendar
- Marketing Blueprint Development
- Timeline: 30 Days
Buyer Persona Development
Before developing a marketing strategy, we must first understand and define your ideal customer profile. These buyer personas will be the basis of your messaging and approach from here on out.
Industry Analysis
Once we understand who we are targeting, we need to thoroughly analyze your current market position. This involves an audit of your current marketing efforts, competitor research, and product/service review.
Buyer’s Journey Review
The next step is to map out the decision-making process of your new buyer personas and begin to understand strategic marketing efforts that align with the sales process.
Goal Setting
Results-oriented marketing revolves around creating and meeting SMART goals. Every strategy implemented thereafter will be tied to reaching these defined goals.
Campaign Planning
Now that we know your target market, understand your competition, and have developed key objectives that are tied to revenue goals, it’s time for a plan of action to set things in motion. This involves marketing channel selection, technology recommendations, budget allocation recommendations, and a complete list of action items for the upcoming marketing sprints.
Step 2:
Growth Blueprint Execution
Once your Growth Blueprint has been developed, it’s time to put it into action. In order to effectively market your business, OneIMS allocates a team of specialists dedicated to reaching your growth goals and maximizing your investment.
We complete the 5D Process with the last two never-ending D’s: Deploy Campaign and Deliver Results.
Deploy Campaign: Based on the strategy outlined in the Growth Blueprint, we will work with you to prioritize action items and deploy campaigns to achieve your goals.
Deliver Results: We will maximize your ROI by tracking performance and optimizing your results over time.
What it takes to execute a winning strategy
- Tools and Technology (Track & Measure)
- Capture Existing Demand
- Create New Demand
- Manage and Nurture Leads and Customers
- Win on Brand
Below are our three main plans for the ongoing inbound marketing management:
Foundation
Building the basics of your marketing engine. Attract, engage, delight.
Growth
Leverage all 4 core marketing channels: Paid, Earned, Shared & Owned to effectively create, capture, manage, and nurture your ideal customers.
Scale
Accelerate your growth and scale your resources. Leverage technology and automation deeper in the funnel to drive impactful revenue increases
Schedule a Consult
In order to see if we are the right fit for your business, schedule a call with one of our strategists.
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