Customer Centric and Data Driven

We combine design thinking and digital best practices to improve business performance and customer experience.

A Customer-Centric Approach to Demand Generation

It takes more than ‘random acts’ of marketing to build a brand you can be proud of.

B2B service-based businesses thrive on relationships. Traditional approaches to direct response marketing and sales can certainly generate leads. But are those leads turning into long-lasting relationships?

 

Customer-centric demand generation is a mindset and a strategy.

It is a commitment and a strategy to make and keep great brand promises that customers reward and that competitors cannot match.

First, it is the recognition that your B2B customers have a lot more control and a new set of expectations about how they find and hire businesses like you (5 things every B2B business owner should know about their customers.)

 

Our approach is grounded in customer-centricity and tailored for B2B service businesses.

It starts with generating fresh insights into your business and your customers’ journey. Then, we develop a system to put your limited resources to work smartly, using the best mix of offer, message, media and technology. We also prioritize the right mix of channels and approaches to convert high quality demand into long-lasting profitable client relationships.

We combine several modern marketing practices including — design thinking, data insights, experimentation, growth hacking and smart technology — to help you grow your business.

We use customer-centric research methods such as buyer personas and journey mapping with process optimization, prototyping and experiments to design and build better marketing, sales and service experiences.

EMPATHIC. ADAPTIVE. DIGITAL FIRST.

Are the principles that guide our approach because they work for business and are expected from your customer.

Our Process

We follow a 4-step process to crafting and executing a fresh strategy that positions your brand for success.

1.

INSIGHTS

First, we strive to understand your customers’ journeys, jobs-to-be-done, problems to solve, and what inspires them to action and loyalty. We dive into the why, who, what, where, when and how of your business to develop the right strategy that sets you apart. 

We ask the right questions (starting with ‘why’) to diagnose potential problems in the way of good execution. At the same time, we’re generating fresh insights from your business and competitive space and best-in-class experiences in order to define the ‘ideal’ marketing experience for goal setting. We gather, diagnose and synthesize these insights through a combination of quantitative analytics review and qualitative generation of new formative insights focused on what your business wants to achieve.

2.

ALLOCATION

With fresh insights, combined with best practices of what works well, we then set smart goals and priorities to build a modern marketing system tailored to your business with a higher confidence of success and ROI. We also look for growth and culture hacking opportunities to multiply limited resources so you can ‘punch above your weight.’

This includes a strategic demand generation audit of current brand, value proposition, processes, content and technology, followed by selection and implementation of new marketing and sales technology as needed to build a strong digital presence and enable growth. We specialize in conversion-tuned, sales ready websites integrated with CRM /  marketing automation to amplify your brand story and convert high-quality demand. From this foundation, we would layer on precision targeted paid and influencer media with offers matched to your ideal customer’s journey.

3.

OPTIMIZATION

Once your system has liftoff, it’s time to start optimizing. We set up experiments to fine tune the system using a combination of data signaling (flying on instruments) and instinctive judgment (flying on visuals). We connect the dots between inputs (digital activity) and outputs (business outcomes) in order to measure what matters most. We use data storytelling to make it easier for clients to understand and take action on the metrics.

4.

ADAPTATION

Even with the right approach and insights, a good strategy is adaptive to new opportunities and challenges that come along. We allow for flexibility and testing into new opportunities, especially when budgets are lean. We look for ways to hack into growth using proven methods.

See Our Approach In Action

Review our case studies

B2B Demand Generation Strategy
Starter Kit

Customer-Centric Strategies Tailored for Service Businesses

Get our step-by-step approach for developing a B2B demand generation strategy and system for growing service-based businesses that is customer-centric, insight-driven, digitally enabled and adaptable for future growth.

Our starter kit gives you a step-by-step approach to:

  • Develop a B2B demand generation strategy and system that produces results
  • Make your sales funnel more customer-centric
  • Build long-lasting customer relationships
  • Measure, learn and adapt to optimize performance