The IT and High-tech industries are well-known for innovation. But having a great product is only half of the work of a successful go-to-market strategy. Now more than ever, it's crucial for marketers to step up and add value, to help differentiate and stay ahead of the fierce competition in the sector. How do you do that? Read our steps to creating a winning marketing plan for your technology company.
Insights from LinkedIn's global B2B Technology Buying survey show many decision-makers are active in all stages of a new technology purchase; including problem identification, vendor research, shortlisting, and purchasing. This means technology marketers need to implement an omnichannel approach to planning their tech marketing.
After all, your buyer may discover you while searching online for an answer to their problem (SEO), they may read about you on a social media post (yours or somebody else's) or in an e-newsletter, they may hear your name in a board meeting and head to your website. All of these touch-points have been identified as valid start points for your relationship with your customer. So, planning your customer journey and nurturing your leads/prospects toward that all-important sale, is a must.
We recommend structuring your marketing plan for your technology company around the RACE Growth System. This practical framework supports technology marketers to optimize their results from your digital marketing. Ultimately, it’s about using a data-driven approach, applying web analytics and recommended best practices to get more commercial value from your investments in digital marketing for your technology company.
As demonstrated in the infographic below, the RACE Growth System covers how to improve your marketing across the full customer journey, from generating awareness to build your audience, encouraging interaction, lead generation, purchase, and then loyalty. All the tools and training you need are available for Business Members in the RACE Practical Digital Strategy Learning Path.
Use our RACE Growth System to structure your technology company's marketing plan. Key goals and measures are explained at each part of the customer lifecycle. Each stage of the RACE Growth System integrates a data-driven marketing approach, defining the KPIs that marketers need to set to measure their reach, interaction, conversion and engagement.
Apply a step-by-step process so you can confidently set targets, review your results and utilize data and analytics to inform your optimization. Find out more.
With so much competition, you need to stand out. Use the RACE Growth Process to win more customers
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Deciding to purchase technology is often a big decision, which has both emotional and rational factors. Your marketing plan must be informed by both. We recommend that marketers in the technology sector use social listening to inform their strategies. Thankfully, that's not difficult to do, especially this year with digital disruption bringing more conversations into the social sphere. LinkedIn found a 173% increase in IT Decision Makers engagement.
You can monitor what your audience is doing and saying online through social listening. This technique is defined in our Social Media Marketing Learning Path as 'the management and analysis of customer data from social sources, used to activate and recalibrate marketing and business programs'.
To implement social listening for your technology company, we recommend you set up tracking on keywords related to your industry to monitor the following:
Common KPIs for social listening include share of voice and brand sentiment. For your own individual pieces of content you can also track engagement metrics. Once you have worked out which KPIs are the most important for you achieving your vision (ie not 'vanity metrics'), you can use these to inform your planning.
You may want to increase your share of voice for a particular keyword identified to build leads. Or you could aim to increase the conversion rate of a piece of a social asset.
Once you have set your social goals, you can plan and monitor your social media marketing strategy using tools from our Social Media Marketing Learning Path to ensure you stay on track across all elements of the RACE Growth System.
Our RACE Practical Digital Strategy Learning Path and specialist channel resources empower IT/high tech managers and marketers to plan, manage and optimize a data-driven marketing strategy to drive growth in a challenging environment.
We have established that getting to know your market is crucial to articulating their pain points. But we also know that one technology company may be offering tens/hundreds of solutions to different markets. So, considered personalization is a vital element of marketing planning for technology companies who want to segment their key messages.
One simple example is the size of the company making the purchase. The long story short here being - IT spending is driven by different things for different company sizes.
So, if the only thing we knew about a lead was the size of their company, serving content to address end of life drivers to small companies and upgrades/refresh cycles to large and mid-sized companies would be a good bet.
Company size is just one factor of many. It's likely that once a customer is on your website their behaviour will tell you more about their individual situation. So, it's important to capture and utilize as much of this personal data as you can. See below an example of a developed website personalization program taken from our Digital Experience Learning Path.
Web personalization is truly a lifeline for marketers wanting to put the right technology in front of their target audiences. We have identified 7 benefits you can use to justify personalization within the marketing plan for your technology company.
A full breakdown of how you can implement and benefit from web personalization, plus tools and templates to optimize your customer's digital experience can be found in our Digital Experience Learning Path, structured over the RACE Growth System.
As you can see, there are huge benefits of using web personalization to put the right messages in front of your IT/high tech customers. The 7 benefits above don't even start to go into the time and resource savings a well-implemented web personalization process can create. We've got strategy and planning solutions to support you at every stage of your digital marketing optimization journey. Find out more.
With so much competition, you need to stand out. Use the RACE Growth Process to win more customers
Get Started TodayI hope you have found the above a useful insight into our recommendations for planning, managing and optimizing marketing for your technology company. Not sure where to look next? Our RACE Practical Digital Strategy Learning Path has everything you need to optimize the marketing plan for your technology company.
Once you're confident using RACE, our additional Learning Paths (in this case, social media and digital experience) will provide you with supplementary channel-based training. The benefit of choosing Smart Insights is that all our Learning Paths are structured across our RACE Growth System, to ensure your omnichannel marketing is fully integrated.
So, get started today so you can start applying our RACE Growth System to acquire more customers and accelerate your ROI.
By Gabrielle Wright
Gabrielle Wright is the Smart Insights blog editor, managing the company's SEO and social media strategies. With specialisms in marketing for the pharmaceutical/healthcare industry, financial services, manufacturing, IT/high tech, brands and e-commerce, Gabrielle can generally be found in her home office in Sandiacre, with a cup of tea, reading and writing about marketing theory and its practical application in the global economy! You can connect with Gabrielle on LinkedIn.
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