Demand Generation, Media Buying, ABM and Go-to-Market Advisory for B2B Tech Leaders
Scratch M+M drives demand and growth for B2B technology leaders through our integrated marketing services, including demand generation, media buying, GTM advisory, and ABM campaign design and execution. With a deep understanding of the technology sector, we tailor our strategies to meet the unique needs and goals of each client. Let us help you navigate the complex landscape of B2B marketing to achieve unparalleled success.
Our Approach and Process in a Nutshell
We guide clients through a strategic demand generation process, from defining goals and market opportunities to executing multi-channel campaigns that deliver measurable growth. Our approach ensures continuous optimization, aligning every step with clients’ business objectives to drive impactful, long-term results.
Initial Assessment and Client Goals
- Deep dive with client team to assess current marketing landscape and activities and review goals.
- Understanding market dynamics and competitive environment in order to inform GTM strategy.
Nailing down TAM & ICP
- Understand total addressable market (TAM) with a focus on ICP segmented by market drivers/ rev size and stage of funnel.
- Review buying committee and current contact data and augment where possible, so we achieve better and deeper account reach and engagement.
Strategy & Campaign Approach
- Build an Advertising Management & Execution (AMX) and Account-based Experience (ABX) plan targeting ICP.
- Outline desired customer journey mapping content, touchpoints and account measurement approach.
Execution, Testing & Optimization
- Develop content, landing pages, ads and collateral to be utilized for campaigns.
- Build & activate campaigns across channels. Continuously monitor results and compile learnings for iterative testing + optimization.
- Regular touchpoints with marketing and sales to ensure alignment.
Full-funnel ABX Capabilities
Our funnel-funnel ABM capabilities spann intent, look-like data modeling, multi-touch account targeting, ABM platform management and in-market engagement, and reporting.
Launch: Strategy and Toolset Development
Media Strategy
We’ve deployed almost every programmatic tactic – from traditional display to high-impact. What matters most is our methodology of determining just the right strategy for a given challenge.
Media Planning
A clear understanding of a buyer’s point of view informs our media planning. We are committed to learning what people actually do, think and need by thorough observation and consumer research.
Audience & Media-Mix Modeling
Each and every buyer follows a different path. We map those paths and their effectiveness in detail, so we can accurately determine the best media mix for your goals.
Industry Media Buying
Research, recommendation, buying and executing paid media placements – from native formats to bundled packages to content syndication, etc.
Marketing Operations
Deployment, integration, management and optimization of marketing automation systems & processes.
Targeting / Lists / Intent Data
Deep relationships with B2B target list vendors across core industrial and life sciences verticals. Deep relationships with proprietary Intent Data sources.
Grow: Campaign Design and Execution
ABM
Integrated ABM capabilities spanning intent, look-like data modeling, multi-touch account targeting, ABM platforms management and in-market engagement, and reporting.
Paid Social
Amplify the conversation with paid social across Facebook, LinkedIn, Twitter, Reddit, Snapchat, Instagram and beyond.
Paid Search / SEO
Full-service search management that quickly positions clients within the most relevant results through paid search & SEO.
Optimize: Data-Driven, Results-oriented Enhancements
Data Integration
Feed data from third parties, your CRM and/or marketing automation platform to inform targeted media buys.
Programmatic
Utilize best-in-class technology to precisely reach target audiences with a curated mix of tactics, targeted proprietary DSP.
Analytics & Reporting
We bring transparency and simplicity to reporting and decision-making. With a custom view and set of tools & platforms we present integrated views of the metrics that matter and unique insights.
Unique B2B consulting + digital media strategy
Powerful digital reach that’s crafted around human behavior and driven by data. Through strategic collaboration, the businesses we work with are able to fundamentally strengthen identity and presence, gain customer trust, increase sales, and thrive.
Leverage an ABM ‘Lite’ Mindset
At Scratch, we enable ABM strategies where the level of segmentation and personalization drives the effort and impact. Our programs range from broad One-to-Many approaches to targeted One-to-Few and highly personalized One-to-One campaigns.
We partners with B2B tech leaders to build a strategic full-funnel approach to demand generation
- Our integrated approach allows us to align messaging, targeting, design, and technical execution to support your marketing program and goals.
- We look at our clients unique needs, goals, ICP and budget to create custom solutions from digital strategy to execution focusing on campaigns that will drive the biggest impact.
- We offer full stack marketing expertise when it comes to ABM, RevOps, and marketing operations, building a sustainable demand gen models that deliver direct impact for in house marketing and revenue teams.
- Deep domain expertise in B2B allows Scratch to onboard quickly, put a focus on what matters, and speak the unique language of our clients’ targets.
- We take a partnering approach with our clients, building and executing plans in coordination with in-house leaders. We encourage close collaboration with marketing and sales teams to create a well-oiled demand gen machine that spans from first touch to closed-won.
- Our results-driven demand generation strategy focuses on tangible outcomes and longevity, informed by continuous learning + optimization to support internal revenue teams and drive significant results.