Hypergrowth and Target Marketing - Inseparable

A technology company grows from $40 million to $120 million in 2+ years

• A professional services/consulting company grows from $45 million in billings to $65 million in 1 year

• A boutique financial services company grows from $3 million to $5 million in one year

• A SaaS company's Annual Recurring Revenue (ARR) grows from $4 million to $7 million in less than 1 year

• A 20-year-old company was adding 30 new customers a year (while losing 30 customers per year add 200 new customers a year for 5 consecutive

Each of these companies embraced a target mass marketing strategy. Target Mass Marketing is a marketing approach that blends multi-touch marking, social media, public relations, and event marketing (including webinars, seminars, and conferences) against a target list of “profiled suspects” to generate qualified prospects for sales organizations. The key is developing a targeted database of 'suspects.'

Start with something and build and update your database over time. Then, parse your database to deliver target messaging based on suspect job title and how they fit into the categories of decision-makers, champions, and influencers.

Every marketing vehicle is developed to 'educate' your prospects and customers about the value your company delivers to their organization. Each marketing vehicle becomes synergistic to your marketing approach. The resulting email marketing campaigns drive 20% to 50% open rates and 5% to 30% click-throughs. Strategic social media buys deliver new prospects and suspects for your database. Press releases become touches in your campaigns.

Target Mass Marketing is the most cost-effective marketing approach to dynamically grow your company. It taps the creativity of your organization and it is essential your organization adopts and follows the process while tying your sales organization to your marketing efforts.

The Three Commandments of Marketing Hypergrowth

1. It is a numbers game

2. If you cannot measure it; you cannot manage it.

3. Repetition pierces even the dullest of minds.