Blog : Business Basics Series

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The Ins and Outs of a Go-To Marketing Campaign

One of the most important things to understand about any disruptive marketing event is that they tend to happen when you least expect them.

Take the Robinhood app, for example. Few mobile app aficionados could have predicted the type of press it would get when a group of amateur Reddit investors used it to upend the stock market, but here we are. Obviously, when you construct your campaign, you want to make an impression. But what you really want to do is change the way people think about products and services like yours.

That level of disruption doesn’t come easy, but it is very much within reach. All you have to do when building your own go-to marketing campaign is keep a few key things in mind.

Building Better Marketing: An Overview

By far, the most important step to take when constructing your disruptive, go-to marketing campaign involves not only understanding who your audience is, but where they hang out online.

Forget about trying to craft a message that will appeal to everyone equally. Not only is it largely impossible (try getting a Baby Boomer and a Gen Xer to agree on just about anything and see how it goes), but it’s also pointless. It doesn’t make a lot of sense to spend money getting your digital marketing collateral in front of the eyes of people who aren’t likely to become one of your customers in the first place.

Therefore, you’ll need to go a fair bit deeper. Who are these people? Where do they live? How much money do they make? What do they like and what do they absolutely hate? You’ll want to answer questions like these before you sit down and even think about coming up with that next great ad.

Then, you’ll need to find out where the majority of these people spend their time online. If they’re older, they’re probably entrenched in the Facebook ecosystem. If they’re younger, they probably spend a lot of time scrolling through Twitter, Snapchat, or even TikTok. Understand which channels they use and take the message directly to them. Don’t assume that they’ll find you.

Part of the reason why it’s so important to understand as much as you can about your audience is because a successful digital marketing campaign depends on high quality, relevant content to thrive. People don’t want to be “sold to” any longer. They don’t have time for it. You can’t turn on your computer or pick up your phone without getting bombarded from every direction by ad after ad.

Because of that, people have gotten really good at tuning that kind of thing out – meaning that you’ll have to find a way to cut through the noise and make your presence known.

These days, that involves things like blog posts and videos that people actually want to read and watch. Make a list of relevant topics and start creating content around them. Is there a breaking news story in your industry that people keep getting wrong that you can shed some light on? Is there a common myth or misconception that you can shatter? These are the types of areas that you should be focusing on.

Beyond that, always make sure that you’re measuring the results of your campaigns for maximum impact. Digital marketing success is all about continuous improvement and you can’t improve upon that which you aren’t measuring. Pay attention to key performance indicators like conversion rates and engagement. Anything that you try that works really well, you should be doubling down on whenever you have the opportunity to do so. Anything that you try that doesn’t work you should kick to the curb and try something else.

In the end, every marketing campaign should be unique unto itself – but that obviously doesn’t mean that there isn’t a solid framework that you’ll be able to follow. By keeping things like these in mind when constructing your own marketing campaigns, you’ll be able to reach the right people at the perfect moment, increasing your chances of turning them from a casual observer to a loyal customer along the way. 

<em>Product-led growth and the startup: What does it mean?</em>
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Product-led growth and the startup: What does it mean?

“You’ve got a product, not a company!” rebuke the investors on Shark Tank.

It’s a common complaint, especially with SaaS. Really, is Salesforce a product or a company? It’s both.

You can be a product-company if you have a really good product. In fact, for startups it’s pretty much the defacto standard.

From AirBNB to Microsoft, software companies are closely entwined with their products. Even the Robinhood company is just the Robinhood app. And that’s what makes product-led growth so important.

What is product-led growth–and why does your startup need it?

Product-led growth (PLG) is a marketing and sales strategy that centers around the customer’s experience of your product. It focuses on creating an engaging product that users will come back to again and again rather than focusing heavily on traditional outbound marketing strategies.

In other words: If you build it, they will come.

A product-led strategy can include features like simple onboarding flows and automated trial experiences, as well as self-service solutions like help centers and FAQs. You’re basically automating everything positive about your customer’s experience of the product.

For startups, PLG is especially beneficial because it allows them to invest in product development instead of more expensive marketing campaigns.

By creating an accessible and engaging product, companies can capture more leads through organic growth that’s driven by the user experience. This can result in cheaper acquisition costs, a larger customer base, and a more reliable revenue stream.

At the same time, PLG is also an effective way to build relationships with customers by creating an engaging product that encourages them to come back for updates or new features.

OK–how does product-led growth differ from customer-led growth?

Here’s the elephant in the room, because you’re probably talking a lot about customer experience, user experience, etc these days.

While product-led growth focuses on creating a great product experience, customer-led growth (CLG) centers around the customer’s needs. This involves learning about their wants and needs, analyzing user data to identify trends, and using that information to create a personalized experience tailored to each individual.

But in simplest terms, let’s say the customer needs blue, and you provide green. Under customer-led growth, you’d produce a blue product offering. Under product-led growth, you’d more effectively target green-loving customers.

CLG is an effective way to build customer relationships and loyalty over time, as it provides a more personalized experience. And really, you should use them together. But the main difference between PLG and CLG is that PLG focuses on the product experience while CLG focuses on the customer experience.

But what’s your product? The potential weaknesses of product-led growth

Product-led growth does require that you have a really strong product. If you’ve got nothing, then nothing will ever materialize. You’re banking on the strength of your product to carry you through all your marketing.

I mean, you can get pretty far on nothing. Remember when Elon Musk sold us all an expensive lighter as a flamethrower? We thought he was cool back then. Tesla is still primarily a product-led business, focused on the production of slick electric cars–they don’t need to advertise. They’re Tesla.

So, remember: You’ve got a product, not a company. Without the product, you don’t have much. So make sure your product is amazing and engaging before launching into PLG.

That being said, there’s kind of a reason those millionaires on Shark Tank hate it when a company has only a product. A company supports its product: You need excellent support staff and a great company architecture to back it up.

The world’s changing–time to disrupt it

Whether you’re working on an enterprise SaaS mobile app or just trying to make the next Twitter (yo, we need it), the world is changing fast. A product you develop today might not even be necessary or relevant tomorrow.

Visionaries are able to shift paradigms and pivot fast. Continue to gauge the temperature of the startup world through everything from high-powered think-tanks to regular Reddit threads. When you hit upon the right product for you, you’ll know it.

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Startup Financing and the Economy: Is it a VC Drought?

Yes and no. Alright, if you’ve got a mobile app that you want to sell, it’s going to be a lot harder for you. But if you have a truly innovative and courageous product, you’re good to go. Let’s take a real look at what’s happening in startups, the economy, and the VC drought.

What’s a K-Shaped Recession?

The good do better and the bad do worse; that’s capitalism, baby. 

Currently, we’re in what you would call a K-shaped recession, but most people don’t want to talk about that because of the widespread and chaotic implications that might have.

A K-shaped recession is a recession in which the poor get poorer and the rich get richer, in extreme. You’ve already seen it. People who make under $50,000 a year are getting crushed by inflation. But your friends in tech just got like eight raises, didn’t they?

Money is bleeding all over Silicon Valley. But we also know that major companies are axing employees left and right. What are we to make of this strange and, let’s face it, terrifying dichotomy?

The reality is that we’re on the precipice of dramatic digital transformation. Money is coming into digitization and tech, while it’s absolutely bleeding from everywhere else. People are pulling back on spending (including VC funding) because they’re terrified of the upcoming recession. At the same time, the recession is by far hitting the poor, working class more than it is hitting the rich—the rich have only gotten much, much richer.

What Does That Mean for Venture Capital?

A lot of private investors are holding back not because their balance sheets are going south (which they are) but because of psychology. Yes, the market is crashing. But any actual investor understands that the “market crashing” is the time to buy.

But it’s an unprecedented time. This means people can’t really anticipate who is going to do well or who is going to do poorly. Before you load up that Robinhood app, think about how wrong Reddit was about most of their stocks. Any time an individual thinks they can “disrupt” the stock market, well. It’s probably not going to go in the direction they expected. 

It’s not a drought, it’s a dry season. The money is there to invest. The rich are getting richer. So, eventually, the dams are going to break. For now, though, investors are being conservative with their money because they don’t know what direction the water’s going to go. And who’s going to get wiped out.

Getting Funding for Your Startup

VCs are still going to invest in companies. You need to be the best company for their dollar. It’s getting harder to get capital, but that doesn’t make it possible. Don’t ignore the temperature. Address, head on, why VCs want to get on the ground floor with your technology now. Address the fact that the economy means they are getting a fantastic deal on your company that they could never get during more auspicious times. Talk to them about how far their dollar can go right now.

People are still investing. But they’re being rightfully cautious. The K-shaped recovery isn’t pure good for the people on the upper angle of the K; it’s bad for everyone. It builds a shaky economy that could collapse at any time. But it also means the people at the upper angle have more relative wealth to invest than ever.

So, go after those dollars. But be smart. A VC drought means you have to be the best pitch available.