While a megabrand can take months to model out layers of annual plans, startups can take an agile approach. The basics are: Know who your target buyers are, their titles, where they are geographically located, what industries they’re in, what conferences they attend and their reading/personal interests. Now, prioritize. It’s tempting to want to go after everyone at once. Take this data, pick one vertical where you have expertise and resource to support it, then choose two more verticals to start nurturing. LinkedIn is a great tool for this primary research and your outreach.
Contributors: Michael Hammond from Storyboard Media Group