Capability overviewdigital.successflow.co.uk/rs/994-GQU-125/images/SF... · Think big, start small and grow smart across the technology maturity curve. Using best-of-breed technology

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Capability overview

Stay ahead.Go beyond.

2 CAPABILITY OVERVIEW

Stay ahead.Go beyond.

160+ 19 8Professionals Years of Experience Offices



PlanningDelivery

Foundations

A BLUEPRINT FOR SUCCESS

GETTING YOUR STARS TO ALIGN Success is built on many parts coming together to create the whole. You need to have a

plan (strategic and/or tactical), working alongside your delivery activity—across the whole

funnel. All built upon the right foundation—people, processes and technology. Knowing

what needs to be in each area and how to bring these areas together requires expert

knowledge combined with experience, giving you the right mix for your needs.

PLANNING

Don’t fail; succeed! Success starts with a

plan. Understand where you are today and

know where you want to be tomorrow—

with clearly defined success measures.

BUILT ON STRONG FOUNDATIONS

Having the right tools, process, tactics,

skills and governance, means that you have

the right foundations to build on. Ultimately

making success easier to achieve.

DELIVERY ACROSS THE FUNNEL

Generating the right type of new leads,

passing them from Marketing to Sales

and guiding them through the sales

funnel as quickly and effectively as

possible is everyone’s objective.


PLANNING PHASE

DELIVERING SUCCESS THROUGH A DATA-DRIVEN STRATEGY Static or data-driven, proper planning begins with a robust framework. PR Smith’s SOSTAC

gives the structure needed to make sure all areas are covered. MoSCoW keeps priorities

in order and Impact vs Effort focuses on what is essential for the business. But it’s not just

a box-ticking exercise. To keep plans achievable, we will outline the tactics and actions that

deliver our plan against our objectives.

STRATEGY

The strategy is the overarching direction

that outlines and prioritises your goals and

objectives for the next 12-18 months. This

must be a living, breathing, data-driven

strategy.

PLAN

The plan covers your campaigns and

projects that live below the strategy. All

activity is tied to one or more objectives

and focuses on delivering results.

INSIGHTS

The most powerful tool we use to drive

long-term success is insights. A mixture of

real data and experience helps shape and

optimise what’s working and what isn’t.

Strategy

Plan

Insights

PlanningDelivery

Foundations


DELIVERY ACROSS THE FUNNEL

FEEDING THE SALES AND MARKETING MACHINE Delivery across the funnel focuses on delivering results against a particular activity

set—such as core engagement programmes or marketing campaigns. These tactics are

designed to improve flow and velocity across the full lead lifecycle, from lead generation to

new customer acquisition and onto customer retention and growth.

REACH AND LEAD GENERATION

Reach your target audience using a multi-

channel approach across paid and organic

social, and display. From brand awareness

to targeted ABM use the right tactics to

deliver against your success metrics.

LEAD MANAGEMENT AND INTERACTION

Getting qualified and prioritised leads

through the funnel to Sales quickly and

efficiently is everyone’s goal. A lead

lifecycle model and automation with

reporting is key to this success.

LEAD CONVERSION AND SALES ENABLEMENT

There’s no point generating leads if they’re

not followed up. Sales need to deliver the

right experience at the right time, every

time. Combining sales enablement and

a defined cadence process will see your

conversion from SQL to customer grow.

CUSTOMER ENGAGEMENT

To grow and retain customers, developing

solid onboarding, upselling and cross-

selling within a customer advocacy

framework enables this for all customers

efficiently and effectively.

Strategy

Content &Campaigns

Training &Development

Governance& Support

Plan

Insights

Experience &Creative

Reach & LeadGeneration

Lead Management& Interaction

Lead Conversion & Sales Enablement

CustomerEngagement

Integration &Analytics

Marketing &Technology

PlanningDelivery

Foundations


FOUNDATION BLOCKS

BUILDING SUCCESS ON THE RIGHT FOUNDATIONS Foundation blocks are core areas needed to support all activity moving forward. From the

people you have, to the processes in place and the technology that supports and enables

you to deliver, these must all be in place (or created) at the start of any phase

and then reviewed and updated regularly, ideally in 90-day cycles.

MARKETING AND TECHNOLOGY

Technology is an enabler. It needs to be

set up and optimised for your needs and

requirements. Think big, start small and

grow smart across the technology maturity

curve. Using best-of-breed technology

to underpin each stage of the customer

journey will provide a better experience

while improving results.

EXPERIENCE AND CREATIVE

From first touch to a repeat customer,

the experience needs to be consistent

and have your customer at the epicentre.

Everything from social to whitepapers

needs to compel the viewer to convert.

INTEGRATION AND ANALYTICS

Siloed technology with fragmented data is

all too common. Providing a fully integrated

view across retrospective and predictive

data is essential.

Strategy

Training &Development

Governance& Support

Plan

Insights

Experience &Creative

Integration &Analytics

Marketing &Technology

PlanningDelivery

Foundations


TOOLS FOR SUCCESS

CORE

Standard core technologies are used every day by Sales and Marketing to give all

the information they need daily. CRM, marketing automation, CMS and DAM are all

technologies that have been around for a while. And, at the heart of most organisations.

MARKETING

With the vast array of technology to

support marketing, it is vital to choose the

right technology for your business. There is

technology to support lead generation and

Account-Based Marketing (ABM) through to

content technology, AI and conversational

marketing.

SALES ENABLEMENT

With the buyer dictating the buyer journey,

Sales teams are going digital. Guided

selling has replaced stale datasheets and

PowerPoint. Advanced Sales teams have

moved online and have social selling in

their toolkit.

BUSINESS INTELLIGENCE

People say data is power, but it is

nothing without intelligence. Every

platform gives us data. But knowing

what is essential and understanding

what it means, enables us to provide

insights and improvements.

SUPPORTING

You can’t market, and you can’t sell if

you can’t use your data. Robust data

governance to support GDPR and access

to data for both people and technology is

essential. You then need to have ordered

clean data and regular data-cleanse

processes so you can segment and target.

Social

Intent

Predictive

Visualisation

Socialselling

Salesexperience

ConversationalAI

ABS

Video

ABM

Conversational

Webinar

Email andmarketing automation

CRM

DAM CMS

Content

Integration

Data

Governance

Marketing

Business IntelligenceSales

Ena

ble

men

t

Supporting


Marketing

Business IntelligenceSales

Ena

ble

men

t

Supporting

TOOLS FOR SUCCESS

CORE

We are certified experts, partners and providers of Marketo, Pardot,

Eloqua and Salesforce. From set-up through to optimisation, we can

help you implement, optimise, deliver and train your team.

MARKETING

Our expert marketers support key

marketing technology including

Demandbase, Drift, Uberflip,

Hootsuite, GoToWebinar, 23

Video and much more.

SALES ENABLEMENT

Not only do we have platform experts,

but our Sales team practices what

we preach. Daily use of LinkedIn and

SalesLoft supported by Showpad for

our interactive sales presentations.

BUSINESS INTELLIGENCE

Whether it is intent data from

Demandbase or intelligent email sending

with SeventhSense we recommend

running all your data through PowerBI

or Tableau for full MI and BI.

SUPPORTING

We support you through ZenDesk,

we support your data cleanse

through RingLead and we support

your integration through tools like

Stitch and custom API builds.


Plan SupportDeliver Train

HOW WE HELP OUR CLIENTS

STRATEGIC ROADMAP

From planning your budgets to delivering results, it all starts

with a strategy. Our strategic consultants will work with you

to help identify and prioritise your goals and objectives,

including defining the KPIs and success metrics. These will

then be broken down into achievable phases, typically 90-

days, with tactics and actions assigned.

TACTICAL MARKETING PLAN

It’s great having an overarching strategy, but you need to

deliver revenue-focused activity. Our marketing consultants

can help you plan activity to generate results and make the

best out of your resources, from people and technology

through to content and experience.

ROADMAP MANAGEMENT

For a fixed monthly cost, we will assist in the creation and

updates of the roadmap to ensure all is on schedule. We

will attend pre-agreed workshops to review the status and

insights to stay agile and see your digital transformation

stay on course to meet your business goals and objectives.

Think big, start small, grow smart. Success is not always about starting from scratch.

We’ve all been delivering successful activities and

projects; it’s now time to be strategic. Building on

previously successful projects, using the best practice

frameworks that deliver results, we build our tactics and

actions to deliver the objectives in the strategy. Move

away from focusing on the siloed projects that deliver

scope-creep, change of functionality, divergence from

the goal and let the strategy take control!



WHAT WE DELIVER FOR OUR CLIENTS

MARTECH IMPLEMENTATION

We help you set up your martech platforms,

configure for your specific needs and optimise for

ROI. From simple set-ups to full-enterprise roll-outs,

we have certified consultants to support all of your

requirements and needs.

EXPERIENCE & CONTENT

Our Creative team craft content and digital

experiences across Sales and Marketing to engage,

inform and convert your prospects into customers

and customers into advocates. From design and

video to web and experiential, we’ve got it covered.

MARKETING DELIVERY & REPORTING

Once the martech stack is in place we can support the delivery of your marketing activity across the funnel. Using tactics such as ABM, social, email, paid media, conversation marketing and nurture we will get the results you are looking for. With ongoing performance reporting across all aspects of the marketing activity and funnel we will modify where required to improve conversion.

A team ofcertified experts at your fingertips. We’ve invested in people so you don’t have to. Technology set-up, delivering

your marketing, creating the right customer experience, we have experts who

can train, guide or deliver your projects in full or as an extension of your team,

as and when needed. We pride ourselves on delivering valuable outcomes for

our clients, rather than stuff. A one-size approach doesn’t fit all, so we support

several delivery options enabling us to match our skills with how you work.

Waterfall-style projects—fixed

outcomes, timelines and cost

Training and upskilling—when you

need your team up to scratch so you

can deliver your plans

An Agile and MVP-first approach

—we deliver maximum value in the

shortest time with learnings for the

next stage of delivery

Support desk—when it’s support you

need, not projects



HOW WE SUPPORT OUR CLIENTS

CONSULTING ON DEMAND

Our Martech support desk is ready and waiting to

help – from answering quick questions, checking

your build, through to consultancy. Your dedicated

support desk manager accesses a team of certified

experts to keep your in-house team motoring—all

backed up by an SLA.

AD HOC TIME & MATERIALS

You have a skilled in-house team designed to plan

and deliver, but every now and again you need

specific skills or extra resources. Don’t worry; you

can access our consultants and experts when you

need them. Buy time upfront and use it as and when

you need it.

Complementing your in-houseteam. You’ve got a great in-house team delivering results, but need to do more with

fewer resources is becoming pervasive. Don’t worry; our Martech Support

team is here to take the strain. From access to experts for one-off projects to

getting quick advice to get a campaign out of the door, we are at the end of the

phone for your team.



HOW WE HELP OUR CLIENTS GROW

PLATFORM TRAINING

There is little point having shiny and expensive

tools if your team don’t know how to use them.

Our platform certified trainers support your team

through essential and advanced techniques needed

to get the most out of the platform.

Our training ranges from short online courses to

bespoke training programmes, run over several

days, for up to 12 delegates at a time.

CERTIFICATION TRAINING

Do you need platform certification, such as Marketo

MCE? Then our platform-certified trainers will guide

you along a course specifically designed to get

certified, in the shortest amount of time. We will not

only cover the course material, but we will provide

you with sample questions to make sure you are

exam-ready.

Build yourown expertsin-house.

As your team and technology usage grows, you need the skills and knowledge

of your team to keep pace. Our expert trainers help your team get the best out

of your technology by creating bespoke courses and running them either face

to face or virtually. We even support delegates to become certified, so you can

grow your in-house experts.


REASONS WHY TO USE US

FULL RANGE OF EXPERTS, SO YOU DON’T NEED TO RECRUIT

• Digital marketing strategists/experts• Marketing automation consultants,

developers and trainers• Martech consultants and developers • CRM consultants• Integration experts• User experience specialists, senior

creatives and designers• Senior project managers

PROVEN DELIVERY PROCESS FROM PLAN TO RESULTS

• Qualified Agile project managers • Robust framework for success

FOCUSED ON OUTCOMES, NOT JUST TASKS

• Your success is key to our success • Projects are designed around your

success and we deliver results• We’ll put your customer experience at the

forefront of your digital strategy

CONFIDENCE THAT WE WILL STICK AROUND

• We’ve been here for ten years and we’re still growing

• If someone is ill, we’ve got the cover

ALWAYS-ON AND REAL-TIME VISIBILITY ON THE STATUS

• Our online platform gives your stakeholders visibility at any time

• Reports and status based on your objectives

ONLY PAY WHEN YOU USE US

• No need for bloated internal teams • Negate the need for massive retainers • We can do as much or as little as needed,

when you need it • We work both fixed price or pay-as-you-go

YOU ARE OUR PRIORITY

• Your project manager will be your single point of contact

• You will have a specialist team blended for your specific requirements

• We are always available for a call

WE ADVISE NOT REACT

• Our team is made from consultants and experts

• We’ll advise you on the best solution for your unique requirements

• We will challenge your thinking if we think there is a more effective solution

• We pre-empt problems so there are no nasty surprises

ADOBE USE US FOR THEIR PROFESSIONAL SERVICES

• There’s no better accreditation than the software vendor

• We consult, build and train for Marketo—as Marketo

10 YEARS EXPERIENCE IN DIGITAL

10 years ago, we were one of the very first marketing automation companies worldwide. Since then our service offering has grown way beyond marketing automation to offer an end-to-end service to align marketing and sales with your business goals and customer experience.

We’ve successfully delivered hundreds of projects with SMB to Enterprise clients, so you know you are in safe hands.


WE TAKE A DATA-DRIVEN APPROACH

INTRODUCING OUR DIGITALSTRATEGY PLATFORM

We have brought together our strategic

framework with a data-driven approach to

create a cloud-based platform which offers

greater visibility, agility and control for your

digital roadmap. Real-time status alerts and

stakeholder reporting all give a far more

genuine chance of achieving everyone’s

dreams—a strategy management system for

today’s modern digital strategists.


Get in touch CAPABILITY OVERVIEW

YOUWE UK LTD.

Thank you!

ANY QUESTIONS, OR JUST WANT TO HAVE A CHAT ABOUT HOW WE COULD HELP YOU, GIVE US A CALL.

+44 (0) 113 320 55 26

LEEDS.LONDON.

ROTTERDAM.GRONINGEN.

KIEV.HELSINKI.

STOCKHOLM.

Documents

Capability overviewdigital.successflow.co.uk/rs/994-GQU-125/images/SF... · Think big, start small and grow smart across the technology maturity curve. Using best-of-breed technology