We were looking for a few things. First, what types of organizations were reaching out to us organically? Meaning, which types of organizations were naturally finding and pursuing us, without much “effort” on our end. Answering this question showed us our natural strengths, and began to illuminate the markets that we were thriving in, which ultimately showed us the markets that we were failing in as well. Second, we looked at who from those organizations was our primary contact. As a SaaS organization, it is critical to us to reach team members at certain levels in target organizations. So, by reviewing the titles of the contacts we had acquired, we were able to see how effectively we were reaching the right people, rather than simply focusing on whether we were reaching the right organizations.
How to Plan Content Marketing Campaign
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