Johannes Hoech shares a practical post and instructional video that explains how to grow more lead generation enquiries with less budget using LinkedIn tools.
As a follow on to MarqetU’s recent blogs on low-cost lead generation approaches for B2B companies to re-start their sales pipelines, MarqetU’s CEO Johannes Hoech recorded this 7 minute instructional video below on how to use LinkedIn Navigator and 4 companion extensions to generate highly targeted leads.
The 4 extensions useful for leveraging LinkedIn Navigator’s wealth of high quality contact information featured Johannes’ video are Dux-Soup, LinkMatch, Sharetivity, and CrystalKnows. We have launched several new demand generation efforts using practical, high-velocity strategies such as these since the pandemic hit in March 2020 with good success and on rapid timelines.
These two graphics show a recent B2B lead generation effort where we hit the goals set by the company’s growth architecture within a few weeks of launch.
Key points include:
- How to use LinkedIn Navigator
- 4 companion extensions to generate highly targeted leads
- B2b sample pipeline ramp up
Read the full article, Grow more with less budget – Low $ demand gen with LinkedIn tools, on MarqetU.com.
In this comprehensive report, Angela Thompson shares marketing insights on Black Friday patterning.
Retailers’ promotions during Black Friday were significantly reduced this year; both in number of promotions offered and the richness of those offers
Retailers spread out their promotions for a longer period of time to reflect a lower in-store capacity and acknowledge a shift of consumer behavior driven by COVID-19. In order to provide a longer promotional time period, retailers were financially driven to reduce how high they discounted products
Further, with the expected increase of online orders, free shipping offers often required thresholds. 1/3 of the retailers offering free shipping required a minimum purchase; often around $50
Last year, more retailers shifted to a percentage reduction on specific styles or items (moving away from an entire store promotion viewed in 2018), and many followed a similar strategy in 2020. Select items were offered on promotion, frequently with a range of percentage discounts across the site, depending on the product or category
While mass retailers continued doorbusters, especially earlier in the holiday selling period, specialty retailers backed down from this strategy, as they mitigated their risk of selling low margin items online and while knowing that a drive to store push may not be as successful this year as in the past
GWP, PWP and PLCC messaging were also very low this year. Alternative financing options, such as Klarna and Affirm, were reinforced in direct marketing more frequently than observed in previous years
Retailers used their direct marketing communications to remind customers of BOPIS and curbside options. Few, however, capitalized on this method of pickup with an associated promotion for selecting this option over shipping.
Information in this report include:
- Key takeaways from 2020
- Observations by brand
Download the full report, 2020 Black Friday Patterning, from ThompsonMarketingConsulting.com.
Tommy Kim provides an article that explains how rethinking your brand can help you grow.
The picture of a Lockheed Martin F35 at the opening of this article sends a very clear message. It demonstrates power, pride, quality, stealth, and dominance. Similarly, throughout your life, you will craft a very clear, personal brand for yourself. A brand identity that you want people to identify you with and to remember you by. As you grow and thrive, you will deepen the relationship you have with your brand and it will not only become a reflection of who you are, but also the characteristic by which others will associate with you and everything you do. This includes where you were educated and what you learned from there and who you met along the way that made an impact in your life.
Then, where you went to work and what you learned, contributed, and achieved there.
What you do now matters as you build yourself up and begin maintaining strong relationships with those you meet along your path. Your reward as you do so is a stronger personal brand equity at each junction in your journey. Remember, even “Rome wasn’t built in a day.” Like this feat of this engineering marvel, your career will be built over a lifetime of dedication, incredible perseverance, and talent. From it, you will harvest fruit in the form of clearly defined identity and respect.
Key points in this article include:
- Building confidence
- Investing in growth
- Planning for progression
Read the full article, In Search of the Most Important Brand in Your Life, on LinkedIn.
Umbrex is pleased to welcome Bart Sichel with bps Captura. Bart is President of bps Captura, which provides independent advisory and consulting to corporate senior leaders, private equity firms, and boards across multiple consumer facing industries. Bart has hands on experience driving growth, and provides expertise in Marketing, Digital Transformation, Ecommerce, Innovation, Format Renewal, and Customer Loyalty.
Bart was Chief Marketing Officer at Burlington Stores, leading Marketing, Ecommerce, and Corporate Strategy, and he was part of the dedicated executive management team that turned the business around under private equity ownership, took the company public, and increased shareholder value over ten-fold.
Prior to Burlington, Bart was a Principal at McKinsey & Company where he co-led McKinsey’s North American Retail Marketing Practice among other leadership roles. Before McKinsey, Bart was involved in several startups, and was a Vice President at Chemical Bank. Bart also teaches graduate classes on the topic of leadership at NYU, and serves on the National Board of Directors for the Leukemia & Lymphoma Society.
Bart holds a B.A. in Economics from Vassar College, and an M.B.A. in Marketing and Finance from Columbia University.
Jayanth Krishnan provides an article that explains how the revised metrics of CLV2.0, inspired by jobs theory, reveals the limitations of customer lifetime value (CLV) metrics and provides better customer insight, consequently lowering your acquisition cost and creating demand.
CLV is a sound quantitative metric provided the data fed to it has a sound basis in customer’s fundamental approach to making choices. CLV2.0 is a revised metric inspired by Jobs theory, that addresses CLV’s limitations in addition to making growth and margin the lingua-franca of the whole organization.
Recap of the problem
CLV does not help you design or build a great product. It’s great for the nerds to crunch numbers and for C-suite to develop strategy. JTBD thinking is great to figure out customer needs, but it does not tell me which customer is valuable to the business.
We did the research
We went deep and researched the foundations of JTBD. We studied the behavioral psychology assumptions embedded in the theory. We studied the foundational ideas embedded in demand influencing theories and other alphabet soup theories surrounding the simple (but elegant idea) of Jobs.
We went meta. We looked at the philosophy of CLV, the different research streams into CLV including marketing science, finance, management science and what management strategy has to say on the topic. We realized that the foundations of customer lifetime value have long been forgotten in the frenzy that has followed big data/data science and computational prowess of contemporary Machine Learning (ML) methods.
Key points in this article include:
- The problem of biased data
- How JTBD theory addresses demand generation
- Who the formula helps
Read the full article, CLV.2.0 – Generating Demand, not Just Estimating Demand, on LinkedIn.
Umbrex is pleased to welcome Anthony Howe. Anthony has worked at three leading consultancies including McKinsey (strategy), AT Kearney (manufacturing/operations) and Accenture (Information Technology). After leaving consulting, Anthony joined the financial services industry, initially launching a corporate development team for the CEO of a private payments company and then progressing to leadership roles at Wachovia, Wells Fargo and, most recently, USAA.
In his most recent role as Head of Strategic Intelligence at USAA, Anthony managed three teams including corporate strategy, enterprise competitive intelligence and strategy analytics. Mr. Howe has the ability to integrate and coordinate complex transformation initiatives given his functional breadth spanning strategy, marketing, operations, information technology, data and analytics and corporate development. Anthony has only recently decided to pursue independent consulting after USAA necessarily turned its focus from growth to risk and compliance given the current regulatory environment.
When interviewed on the P is for Profit podcast, Susan Meier exposes the biggest myths about branding, identifies what a small business can do to establish its brand and create a competitive advantage, and explains how to make your business relevant to your target audience.
A visual artist is just a fancy way of saying, I make art, like, sketching, drawing, sculptures. And that’s what I studied in my undergrad, visual art and making art as well as art history. So it’s a little bit of a zigzag path from there to strategist, isn’t it? But the way I, the path that I took started out with management consulting, which was really just a leap of faith, first job out of college.
And okay, I’ll try something new that I don’t know anything about, but sounds pretty interesting. The way the company described it, I worked for the Boston Consulting Group which is, you know, a terrific company and they really gave me a great education. And the way they described what they did and the job that I would be having was like solving puzzles, which is something I like to do.
And in general, I guess I’m a curious person, I like to try new things. And so that was how I jumped off into a completely new world, much of which I was totally unprepared for. But like I said, it was a great learning experience. And where I came out of that, with this really strong interest in branding because I had the opportunity to do a lot of customer research as part of their consumer goods practice.
And I found it fascinating how people had these really intimate emotional connections with the products or the brands that they were using. And I wanted to learn more about that and get involved in that. And when I discovered that there was this whole discipline or industry called branding, which looked at that connection, that relationship between humans and brands and also have this visual component because, you know, an important component of expressing your brand is design. I thought, wow, that’s for me.
Points covered in this article include:
- How Susan defines brand
- Branding myths busted
- Small business branding
Listen to the full podcast, Susan Meier | Small Business Branding, on the CFO Project website.
Umbrex is pleased to welcome Ulrich Schumacher. Ulrich is an expert in CRM, CEM, e-commerce and marketing; especially in the B2B and B2C retail environment. To date, he has been able to successfully apply his skills in various renowned companies in consulting and line functions. Ulrich is able to lead and realign large marketing areas in a contemporary and future-oriented way.
Due to his extensive knowledge in the areas of on- and offline instruments, he achieved concrete marketing successes. He is familiar with the peculiarities of e-commerce sales channels, omni-channel marketing approaches and has a proven track record of building and expanding CRM programs profitably. Ulrich is happy to collaborate on projects involving CRM and marketing in Europe
Umbrex is pleased to welcome Stefan Faust with < F A U S T >. Stefan spent 2,5 years at McKinsey, as a generalist consultant, then became a partner at a leading communications consultancy. Followed by 15 years of experience in the banking / wealth management sector, focusing on strategy, programme management & coordination, transformation & change and marketing & communications.
He lives in Zurich / Switzerland and practices and teaches yoga and meditation. He is a certified coach and loves to work with people.
Currently he is taking an advanced training in “Business Sustainability Management” from University of Cambridge in order to move into this seminal area, increasingly relevant to all businesses.
Stefan is open to any project request which may fit his field of experience and also willing to travel.
Umbrex is pleased to welcome Sara Zanichelli. Sara has 10+ years of strategy consulting experience, as core member of Financial Services Practice at BCG and previously at Simon-Kucher & Partners (recognized as world leader in pricing consultancy). After BCG, she held managerial roles in ING Bank (innovative digital bank, agile pioneer), being responsible for customer value management (marketing, pricing, customer intelligence, complains) and later serving as tribe leader for lending products.
Sara spent the last 6 months in Qatar, working on digital strategy and transformation projects at Oliver Wyman. She is in the process of relocating to Singapore with her husband.
Sara is happy to collaborate on digital transformation and marketing projects.
Umbrex is pleased to welcome Kordt Griepenkerl with Med-Beratung. Kordt spent five years in the McKinsey healthcare practice in Germany and then worked in leadership positions for the medtech firms Biotronik and Trumpf Medical (now part of Hill-Rom). He covers a wide range of fields from operations to sales and marketing and extensive international experience. He and has been running his own consulting firm Med-Beratung UG since 2012.
Prior to McKinsey, Kordt obtained this PdD in theoretical physics. He lives in Reutlingen, South of Stuttgart, Germany.
In his spare time, he tries to improve this skill on his trombone and baritone horn as well as getting up to speed, running in the hills behind his house.
Kordt is happy to collaborate on projects in the healthcare industry.
James Black shares the third article in the series Seeing 20/20 in 2020. Each post shares steps to help brands and businesses improve their marketing strategies. This article focuses on marketing plans and capabilities.
To kick off the new year, I suggested “20 Questions to Help Your Brand or Business See 20/20 in 2020.” And what a year it has been already! No doubt, COVID-19 is leading many brands/businesses to revisit their marketing plans, but the logic here still applies. To help brands and businesses assess the state of the business and identify opportunities, I advocated taking a closer look at the topic of Customer Understanding (Part 1), and then turning attention to the Brand/Business Proposition and The Path to Purchase (Part 2). In this post (Part 3), I conclude the series by looking at Marketing Plans and Marketing Capabilities.
Points covered in this article include:
- Identifying objectives
- Evaluating tactics
- Success criteria
Read the full article, Seeing 20/20 in 2020: Part 3 – Marketing Plans and Capabilities, and access links to the series, on LinkedIn.
In this latest post from Robbie Kellman Baxter, she explains the difference between ad revenue and subscription revenue, subscription pricing, valuable content, and advertising in a subscription-based business.
I have always encouraged organizations to choose a lane when it comes to pricing. The power of subscriptions is that they are a good way to price when you’re solving the subscriber’s problem on an ongoing basis.
Subscription pricing aligns the goals of the reader with the ongoing goals of the organization. In advertising models, you might say that the readers are the product and the advertisers are the customers.
Doing both concurrently is problematic, because you’re trying to please two groups with different goals.
Advertisers want eyeballs. So the goal is to attract lots of viewers–maybe with a video about Kim Kardashian, or the day’s most sensational breaking news story.
In contrast, audience revenue is generated through content worth paying for. So it’s going to need to be differentiated content, and perceived of as being valuable, like an analysis of the bond market or the final match of a water polo tournament. It may attract a smaller, more committed audience.”
Included in this article:
- The move from cost per click to cost (CPC) per acquisition (CPA)
- The relationship between content and advertisements
Read the full article, Maybe the Secret to Advertising Is… Subscriptions?, on LinkedIn.
Umbrex is pleased to welcome Chris Moe with Cartograph. Chris Moe joined McKinsey in 2011 as a BA, focusing primarily on Sales & Marketing for B2C companies, across topics including pricing, digital pricing, and growth. After leaving to spend two years at a structured credit hedge fund in NYC, he returned to McKinsey and split between Marketing and Sales and work in Education, focused on University transformations. Chris co-founded Cartograph in 2018, an agency focused exclusively on Amazon consulting for emerging CPG brands.
Chris now lives in Austin, TX, and is always happy to talk Amazon, eCommerce, or CPG.
Jonathan Paisner shares his expert insights on branding in this new video series. This week, a 150-second overview of The Branded House vs. The House of Brands.
There is a little bit of brand in everything your business says and does. We’ve created this series to give you a little bit of brand thinking to inject into your business strategy, and help you make smarter decisions. So today, let’s spend the next 150 seconds talking about brand architecture.
Included in this video:
- Why brand architecture matters
- Building and extending relationships
- Portfolio flexibility
Watch the full video, #be150 – Brand Architecture 101, on Vimeo.
David Fields explains how to maximize the benefits of video conferencing by encouraging clients to give a testimonial. He provides five stellar tips, including questions to ask to ensure you make the most of the moment.
Your consulting firm’s prospects and clients are settling into the video call format. Other than the relationship-building advantages of video, has this newly-accepted communication medium ushered in any valuable opportunities for your consulting firm?
Video testimonials are where it’s at.
Any testimonial from a happy client builds credibility for your consulting firm.
However, since most people trust what they see more than what they read, videos of people earnestly extolling your consulting firm’s virtues pack a particularly powerful punch.
Also, clients who record testimonials for you are more likely to hire you again and recommend you.
The five tips include:
- Stage setting
- Directing the response
- Camera direction
Read the full article, 5 Pro Tips For Transforming A Lockdown Into Killer Testimonials on David’s website.
Umbrex is pleased to welcome Mika Malin. Mika has broad experience in line management and business development roles, as a senior executive and as a management consultant. He’s tackled complex board level as well as factory floor level business problems as a consultant at the BCG, in a boutique consulting firm and as an independent consultant.
Mika has a track record of successfully leading businesses and people with a P&L responsibility, as well as planning and executing strategy and M&A transactions in a publicly listed media company as a member of the corporate leadership team. He’s sharpened his marketing and sales skills in world-class fast moving consumer goods companies, in both local and international roles.
MBA from Harvard Business School has provided him with a solid foundation for strategic thinking, an analytical mindset to problem solving and a structured approach towards business issues.
Mika is analytical but action-oriented, he believes in concrete strategy and brilliant execution, he like to structure complex issues into actionable concepts, he take challenges seriously but want to have fun in the team.
Mika lives in Helsinki with his wife and daughter. In his spare time he runs the Harvard Club of Finland as the President of a non-profit organization of 120 members, and what ever spare time he has left, he spends in the hockey rink or on the golf course.
Mika’s geographic focus is in the Nordics and Europe, but will be happy to discuss relevant opportunities beyond these regions as well.
Umbrex is pleased to welcome Shubu Mitra with MarCaps. Shubu is COO of MarCaps and is dedicated to helping clients successfully apply industry leading frameworks, tools and processes to design a modern marketing organization and create a capability development plan. Prior to co-founding MarCaps LLC, Shubu led Agile Measurement to assist marketers measure, monitor and manage their online and offline marketing, advertising and promotion efforts using agile data-driven approaches.
Shubu was also Director of Connection Effectiveness and Productivity at The Coca-Cola Company where he led Coca-Cola’s global effort to improve the effectiveness of brand marketing communications and increase media productivity. He started his career as a consultant with McKinsey & Company and worked with several CPG clients on brand growth strategy and marketing spend effectiveness. Shubu looks forward to collaborating on projects requiring marketing organization design and capabilities planning
Umbrex is pleased to welcome Swan Sit. wan Sit is an independent consultant specializing in digital, marketing and strategy. Having spent the past decade of her career accelerating digital into legacy companies, she held two key roles as a Vice President at Nike — overseeing Global Digital Marketing during the Emmy-winning “Dream Crazy” campaign featuring Colin Kaepernick, and running Digital Operations, Product, Supply Chain and Service for a $2B ecommerce business during the Air Jordan 11 Concord launch, the largest in online history. She led digital at Revlon and Elizabeth Arden, using it to pull them out of a turnaround, and ran online strategy for the Esteé Lauder Companies, increasing its digital footprint to 400+ sites across 50 countries in 5 years. From modernizing hundred-year-old brands and partnering with unexpected influencers like Chelsea Handler, Iris Apfel and Gigi Gorgeous, to launching augmented reality makeovers and driving double-digit growth, Swan has demonstrated both the left- and right-brain skills required for a marketer that drives revenue. She was selected as a Brand Innovators 40 under 40 and Marketing Woman to Watch, and took home both Best Social Campaign and Best in Show at the Glossy Awards. You might recognize her as one of the faces in Twitter’s national “She Inspires Me” campaign during the Oscars, or from judging the world’s largest hackathon in Saudi Arabia alongside Steve Wozniak.
Prior to beauty, Swan was a management consultant at Bain, owned an ad agency focused on emotional branding, was a product manager at Newell (she launched a factory in China during SARS) and created infamous marketing campaigns at Trilogy Software during the dotcom boom. Swan graduated with a BA in Economics from Harvard and an MBA from Columbia.
Swan does speaking engagements around the world on Marketing, Digital Transformation and Leadership in the Digital Age. She is a Board Director of a publicly-traded pharmaceuticals company, advises a variety of businesses and sits on the boards of industry and philanthropic organizations including AdWeek’s Diversity and Inclusion Council, L2 Digital Think Tank, Women in Retail, Consumer Goods Technology Council, Impact Network, Foundation Rwanda and Worldview’s space think tank. Having traveled to 85+ countries, her favorites include Antarctica, North Korea, Mongolia, Rwanda, Bhutan, Myanmar and Tanzania for Kilimanjaro. She can often be found smashing a volleyball and chasing restaurant openings, or flying around on skis and horses – her two newest hobbies.
Umbrex is pleased to welcome Caroline Wooldridge. Caroline Wooldridge spent a few years at BCG after an MBA at Wharton. Since BCG, she has led operations at ~100 person start-up, and most recently spent a year in strategy & transformation work at WeWork. Prior to Wharton, she worked 7 years in marketing and media.
She has just left WeWork to begin independent consulting. Caroline has particular experience in transformation, operating models and org structure, strategic planning, board / funding material, marketing, product development, and customer satisfaction analysis. She lives in Brooklyn and is exploring opportunities in both New York and Los Angeles, as well as remote engagements.
Umbrex is pleased to welcome George Nahra with GZN Consulting. George spent four years in the Chicago office of McKinsey, in the retail and sales & marketing practices, serving predominantly retailers and other consumer-facing clients.
After leaving McKinsey, he spent several years as a Senior Management Associate at Bridgewater Associates. He then returned to retail, re-joining Abercrombie & Fitch (where he started his career several years earlier) and building the company’s first Strategic Planning function.
He then move to Chico’s FAS, a women’s apparel/accessories retailer with three principal brands: Chico’s, White House I Black Market, and Soma. At Chico’s FAS, George led Strategy, Business Development, and International.
George has been an independent consultant twice – once between working for Abercrombie and Chico’s, and most recently since roughly December 2019. He serves retailers across a wide range of topics.
George lives in Fort Myers, FL, with his wife and dog. He’d be happy to collaborate on any retail projects
Stephen Wunker explores the emotional connection in marketing and how this connection can be applied to Jobs to be Done to lay out pathways for creating targeted, meaningful, and relevant innovations.
The modern Mini Cooper—offered in a variety of eye-popping colors—burst onto the scene in 2001 as a chic version of an old British classic. It quickly became a fixture in trendy urban neighborhoods around the globe. Today, nearly twenty years later, the car still hasn’t lost its freshness: demand for Minis has remained robust with annual sales increasing at a steady pace of 5.2% per year.
On paper, the Mini doesn’t look like it should be such a break-out success. While its modest size makes it ideal for city living, other cars such as the Honda Fit or the Chevy Sonic are equally manageable in tight quarters. The Mini’s Comfort ratings in the Kelley Blue Book are tied with those of the VW Beetle and Toyota Yaris. Its gas mileage is no better than its competitors’, and sometimes it is worse. And with a sticker price that averages about $5,000 more than comparably sized rivals, the case for buying a Mini seems pretty weak.
The Mini’s surprising success comes from its unique, almost ineffable customer appeal. People just feel good about buying one.
Points covered in this article include:
- Figuring out emotions
- Quantifying emotional jobs
- The hierarchy of emotions
Read the full article, Measuring Emotional Jobs To Be Done, on the Branding Strategy Insider website.
James Black provides a comprehensive list of questions designed to help you build a marketing strategy that can help your business move forward in 2020.
Entering the New Year provides a great opportunity to take a quick audit of your brand or business to identify opportunity areas in your 1) customer understanding, 2) go to market strategy and 3) marketing capabilities. These 20 questions are designed as thought-starters to help you get a sense of the state of your business.
Areas covered by the questions include:
- Brand/Business proposition
- The path to purchase
- Marketing plans
- Marketing capabilities
Read the full article, 20 Questions to Help Your Brand or Business See 20/20 in 2020, on LinkedIn.