Your Allies

Experienced marketing professionals - we lead, we do, we mentor

B2B

Frog Capital + Your Allies = GTM Due Diligence Toolkit

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Go-To-Market (GTM) strategy and execution are crucial success factors for any scaling software business. When Your Allies sets out to support founders and leadership teams in growing their business, we begin by looking under the hood at their GTM plans.

Through a shared and deep interest in all-things GTM, Your Allies and Frog Capital put their heads together to build a practical resource for scaling businesses. Frog Capital is known for its success in investing in European purpose-led software scale-ups and providing them with world-class operational support. To help inform the industry and support people tasked with scaling, Frog has developed a set of helpful, practical toolkits.

In this co-created How to Scale toolkit, Frog’s Operating Partner James Bagan and Your Allies founder Linsay Duncan outline:

  • Which core areas should be covered in a GTM due diligence process – across Marketing, Partners, Sales and Customer Success
  • How Frog Capital conducts due diligence and how they identify risks and opportunities
  • A comprehensive checklist to help you assess your own GTM and prepare for investor due diligence.
Frog Capital and Your Allies GTM due diligence toolkit

Download now to understand which areas across Sales, Marketing, Partners and Customer Success your GTM due diligence should focus on… and much more.

Access more GTM insights here.

Best in B2B Marketing at The Corporate LiveWire Global Awards

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B2B marketing strategy and “doing” is what the entire team has been immersed in for years and years. What a brilliant feeling therefore, to be seen in the industry as people that do this well.

On the back of this wonderful accolade, we thought we’d draw on this experience and share some of those common issues that impact marketing performance. (It’s understanding these that’s helped us earn this Best in B2B marketing badge). Whilst every business has its own unique situation, there are common underlying problems which prevent them getting the traction they needed. Spot the root of these issues and you’re a step closer to being able to fix it.

Outbound over-reliance

Focusing on outbound communications, relentlessly hitting the same prospect audience, is a limited approach which will tire quickly. There’s a crucial balance to be struck across new business, brand building, nurturing and retention efforts in any marketing strategy in order to engage prospects and avoid potentially irritating them.

Risks

It’s risky to assume that by simply knowing a prospect’s email address or telephone number it means that eventually, through one of those routes you’ll reach them and break them down. (Time and time again we see email marketing counted on as the key leadgen solution. Some people will simply never respond to email, and some company email servers will never let your email reach the intended recipient – fact.)

Tips

A multi-channel lead generation strategy is the only sensible approach. One where you test channels based on where your prospects “hang out” and seek information, and assess the quality of leads that each generates. You’ve heard this one before, “test, review, improve” – simple.

Counting on a junior

For a business ready for professional marketing, investing in a full-time junior marketing resource may seem like a smart move, and still a significant investment. However, without supporting your new marketer with the right direction and support you might be setting yourself up for a fail.

Risks

Without careful, skilled leadership and senior marketing expertise in the business to guide them how will they be equipped to a) deliver the right strategy and b) execute on it successfully? Similarly, how will you know what success looks like and how to measure your junior marketer against sensible KPIs if you’ve not done this before yourself? How will you know what success looks like?

Tips

Consider how to maximise your investment in junior marketing resource by:

  • Mentoring your leadership team, to build the right level of marketing awareness at the top, and around your marketer.
  • Bringing in marketing expertise on a part-time or flexible basis to guide and coach.
  • Upskilling your marketer through training or courses.

Loving yourself too much

Alarming to us, but still we frequently see businesses leading with messages on the pedigree of their company, the wonderful “key features and benefits” of its products and services (yawn) and other self-centred aspects. Not sure where you sit on the scale of self-centred to customer-first? Do a quick scan on your website and collateral and count the “WEs” and the “OURs” and the “USs”. It’s a useful first indication of sounding like you love yourself.

Risks

The risk of alienating potential clients through this approach is huge. The B2B buyer expects to see their pain points reflected back in what they see and hear, and to understand why a business deserves their attention (i.e. through awards, case studies etc).

Tips

Keep the client at the heart of all marketing efforts and you give yourself the best chance of success. Show deep understanding of their issues and a genuine interest in helping. And have a tonne of proof to back it up.

A final word

Best B2B marketing

You’ll find more of our marketing insights and advice in the Corporate Livewire publication here:

And from Your Allies founder, Linsay Duncan:
“Although much of our work is with London-based businesses or firms trying to crack the UK market, it’s brilliant for Your Allies to be showcased alongside such innovative companies from around the globe. A hearty thanks goes to my phenomenal team – I’m proud of what we have achieved. Happy to receive this recent award but happier still to see that what we do keeps helping our clients grow.”

It isn’t all right-brain – KNOW YOUR NUMBERS! (Essential for getting B2B marketing measurement right)

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We’ve all looked away when we’ve seen it unfold on BBC2’s shows “Dragons’ Den” and “The Apprentice”. So-called entrepreneurs, amongst them self-professed experienced marketers, who fall apart when it comes to talking about figures or miss out on investments due to shaky maths. Have a cringe at these massive number fails:

Dragon’s Den

The Apprentice

This is pure gold dust for the producers and happily for them, it’s a regular occurrence. Whilst you’re unlikely to be facing the pressure of a Beeb camera crew intently focused on you anytime soon, you still cannot leave this area to someone else or think you’ll somehow avoid questions here.

Understanding and being confident talking figures, particularly with the C-Suite is key to ensuring that marketing is measured, understands what success looks like and continues to receive the investment it needs to succeed. To stand up and confidently share your lead targets, conversion rates, ROI expectations, and all the other metrics you need to know to do your job well will:

  • Show that your department is accountable and measured
  • Demonstrate there is sane rationale behind your planning
  • Present you as a credible individual

Ready to get your head around some numbers?

Here are some useful articles to help you get a grip on your figures:

Know Your B2B Marketing Metrics: Measure Your Way to Success Act On, August 2018

Chickens and eggs? Monkeys and peanuts? Just what should my B2B marketing budget be? Your Allies, July 2017

How B2B Marketers Should Measure the Business Impact of Their Campaigns LinkedIn, March 2018

Five wise ways to invest your B2B marketing budget Your Allies, March 2017

How to maintain a healthy B2B marketing budget The Drum, May 2018

Need a bit more right-brain help? Drop us a line if you or your marketing team could do with a little help around the numbers side of things. It’s what we do day in, day out.

Your Allies hailed as ‘SME Marketing Company of the Year 2018’ for B2B Sales and Marketing alignment know-how

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Whatever the extent of misalignment, this ultimately limits performance. It needn’t be this way though – fusing these forces is not rocket science. Over the years Your Allies (formerly Marke2ing) has worked with many SMEs and larger enterprises, transforming their fractured culture into one of collaboration and shared vision. This work has resulted in recognition from the UK Enterprise Awards 2018 as ‘SME Marketing Company of the Year 2018’.

The UK Enterprise Awards recognise the key players and smaller enterprises making their mark within the UK business scene. The awards acknowledge those who thrive amongst fierce competition on a national scale, highlighting stand-out performance and practices. We couldn’t be more thrilled to have our approach to sales and marketing alignment commended. It’s particularly close to our hearts, as we strive to bring this to each and every client. Here we share a few insights into the foundations that build unified sales and marketing.

One vision, shared objectives, joint reward

Tension typically stems from the two teams working towards different goals and a lack of cohesive vision. Working at odds, not understanding what the other team is doing and why, and poor communication are all common symptoms of this. When sales and marketing are focused on one clear vision, and with shared goals and rewards, that’s when the magic happens. Less friction, greater efficiencies, deeper learnings, improved performance and shared success.

Dig deep into company roots and culture

Before analysing the ins and outs of the sales and marketing teams themselves, first take a hard look at the leadership and organisational structure. Reporting structures dictate so much – the visibility of teams, relationships between departments, culture and how systems and processes flow.

A seat at the table

Here’s an example of the impact hierarchy and reporting structure can impact B2B sales and marketing alignment. How often do you hear of a CMO or Marketing Director responsible for Sales? Not in our time. Flip that, and marketing departments reporting into a Sales Director is far more common. The mere fact Marketing has no comparable senior counterpart to sit equally alongside Sales, Product Finance and IT is highly likely to hinder both their accountability and their visibility. To the rest of the business it says, “Marketing can be shoehorned into another department, it doesn’t warrant the same space at the table.” This trickles down through a business.

Our advice here is simple. For marketing to drive business performance, and for marketing to have the best chance of success, CEOs and MDs must provide a space at the table – where marketing can have a voice and be seen as a strategic partner.

Foster collaboration

With all the best intentions to make marketing and sales more joined-up, efforts will fall to the wayside unless backed up by the right processes. As well as processes and systems that help manage and track sales and marketing efforts, the way in which your teams can collaborate will underpin success.

Teams that don’t talk, teams that physically aren’t near one another, are at risk of working in siloes. Bedding down processes that encourage regular face-to-face time and frequent two-way communication is essential. Marketing cannot do their job without having a deep understanding of sales, and the ins of out of how they engage with prospects and clients.

Nor can marketing truly understand channel performance without sitting down with Sales to find out about the quality of the leads they’re delivering. We often sense immense discomfort when asking our client’s marketers to ask for open feedback on their leads: which were good, which were average, and which really didn’t hit the mark. Leaving egos aside, marketers will really grow by gaining insight into what’s working and what’s not. Their sales counterparts will respect them too for being open to such frank discussions.

The power of B2B Sales and Marketing Alignment

Here we’ve merely touched on some of the positive impacts you can expect when marketing and sales are allies. A harmonious culture where communication channels are open and planning, spend and activity are aligned will reap endless rewards.

Need an extra hand fine-tuning your Sales and Marketing teams?” Our award-winning part-time marketing directors know how to transform B2B marketing and sales teams from misaligned and underperforming to an engine of growth. Find out how we can develop your sales and marketing function – get in touch.

Your Allies named Most Outstanding Marketing Agency 2018 – UK

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Most Outstanding Marketing Agency 2018The awards celebrate business leadership, women in business and more across all seven continents of the world. Your Allies was chosen after successfully beating off competitors throughout the far-reaching and intense selection process.

Our commitment to marketing excellence

Earlier this year we were named Marketing Agency of the Year by the Innovation & Excellence Awards 2018 so it’s a great honour to once again have our work – and approach – acknowledged.

Your Allies (formerly Marke2ing) has grown consistently over the past few years – proof that businesses need part-time experienced marketing director support. Commitment to marketing excellence for our clients has also been a key contributor to this growth. To once again receive recognition for this is something we’re incredibly proud of and highlights the value of our flexible business model.

We’re excited for what the rest of 2018 holds and look forward to continuing our work with our esteemed clients and brilliant partners.

Contact

hello@yourallies.co.uk

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0203 137 3343

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