Demand Generation: Complete Guide to B2B Growth Strategy
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Demand generation (B2B)
Tailored for B2B companies searching to build scalable demand generation efforts in terms of increasing numbers of visitors, leads such as MQLs, SQLs, as well as clients.
Clients
This service works for most B2B companies - we have experience working with early-stage startups and Unicorns, as well as with traditional B2B companies. However, in the case of startups, we prefer working with those with investments from $2M to 30M.
Areas of expertise
Inbound marketing
SEO
Non-gated content production
Account-based marketing
Gated content production
CRM
Marketing automation
Sales automation
Paid advertising
Demand generation web production
Conversion rate optimization
Sales outreach
HubSpot implementation & onboarding
B2B growth strategies are very different from traditional B2C marketing models. They are more focused on educating and attracting audiences using inbound tactics rather than outbound activities that push certain messages to potential clients. As a more complex form of marketing, it’s an effort in which marketing and sales need to be 100% integrated and aligned - but an effort that pays off.
How it works
Such intricate cooperation always starts with a discovery process that aims to unwrap the current situation, pinpoint available resources, and define project ambitions and goals. After the discovery phase, we enter the implementation phase, where we can either take a full-service approach and assume all responsibilities or work together with the client and divide responsibilities between us. Usually, the partnership starts with a bigger focus on the attract phase, later progressing to the convert and close phases.
E-BOOK
Inbound marketing
Activities that attract new visitors, as well as new businesses, tailored to build relationships by providing value before the buying process even starts.
Non-gated content production
Content production with the goal of attracting new visitors to the website. Created content is mostly in textual form with accompanying images, but we can also offer photo/video production and other audio and visual formats.
Gated content production
Content production with the aim of creating high-value content where visitors will be willing to leave their information to access the content. We can produce the most frequent types of gated content: ebooks, whitepapers and research papers, webinars, templates, or even simple tools.
Marketing automation
After scaling marketing activities and experiencing growth of lead inflow, you’ll need more efficient and effective tactics. In comes marketing automation, which refers to automating segmented activities with the goal of potential clients getting the best nurturing with minimum sales/marketing team effort.
Paid advertising
Although most of these activities are focused on building long-term assets and a scalable organic system, paid advertising is recommended to boost results.
Conversion rate optimization
On the one hand, most companies focus much more on visitor acquisition, which usually comes with the biggest expense. On the other hand, conversion rate optimization tactics aim to grow your website conversion rate while increasing the number of leads or decreasing acquisition activities. With scaling acquisition budgets, this service becomes one with the highest ROI.
SEO
SEO stands for “search engine optimization.” In simple terms, it means the process of improving your site to increase its visibility when people search for products or services related to your business on Google, Bing, and other search engines. The better visibility you have in search results, the more likely you’ll be to garner attention and attract potential customers.
Account-based marketing
Account-based marketing is a focused approach to B2B marketing — one in which marketing and sales teams work together to target best-fit accounts and turn them into customers.
CRM
The baseline of all demand generation activities is a well-set CRM. It’s the heart and brain of all demand generation activities, as all leads have to be stored, segmented, and connected with activities across the board.
Sales automation
Demand generation is most successful when sales and marketing work together with the same metrics and goals. If successful, the sales team will have more and more operational activities, and the goal of this service is to automate those activities to increase efficiency and effectiveness.
Demand generation web production
A website for demand generation and seeking clients is not a typical one. This website’s first and most important goal is functional — attracting visitors and converting them to leads. We can provide the complete web development process, both for smaller websites and more complex ones.
Sales outreach
Sales outreach is the process of reaching out to potential and former customers to engage them in cooperation and persuade them to make a purchase.
HubSpot implementation & onboarding
Scale your business, enhance customer experience, and drive growth with our tailored HubSpot solutions.
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