Marketing strategy

Somaye Dehban | Strategic content development

Client

Somaye Dehban | Nexus Strategist

Project

Strategic content development

Marketing palette

Value proposition

Event messaging

Website wireframes and content

Newsletters in HubSpot

Client

Somaye Dehban | Nexus Strategist

Project

Strategic content development

Marketing palette

Value proposition

Event messaging

Website wireframes and content

Newsletters in HubSpot

550+

people expressed interest in the event within 2 weeks

40%+

newsletter open rates

6%+

newsletter click rates

Need

Somaye Dehban is a Nexus Strategist, Change Leader and Connector. She brings together seemingly unlikely partners to drive sustainable change and helps mission-driven organisations develop practical strategies for SDG impact scale-up. Somaye needed to: 1) define the value proposition for her new business; 2) clarify and tailor de messaging for a strategic event she was going to organise; 3) develop customer-centric content for her new website; and 4) produce a series of newsletters for different target groups.

Solution

After a series of deep-dive sessions to gain an in-depth understanding of the target audience’s challenges and Somaye’s unique approach to addressing those challenges, we distilled the value proposition for her business as well as the overarching message for the event. This gave us the foundation to then tailor the message to her various target groups, develop the website wireframes, write engaging website content and send newsletters that resonate with the audiences’ interests.

Results

Somaye now has a solid value proposition, clear customer-centric website messaging as well as tailored messages per audience, which she can easily re-purpose across channels. The event messaging attracted the interest of 550+ people within two weeks. The email campaigns generated open rates of 40%-50% and click rates of 6%-11.5%. Somaye can also save time on future campaigns by making use of the email templates created for this project.

Indigenous Lift Collective | Cause Canvas workshop series

Client

Indigenous Lift Collective

Project

Cause Canvas workshop series

Marketing palette

Cause Canvas implementation

Marketing strategy for social impact

Client

Indigenous Lift Collective

Project

Cause Canvas workshop series

Marketing palette

Cause Canvas implementation

Marketing strategy for social impact

About the project

In the summer of 2021, I facilitated a Cause Canvas workshop series for the Indigenous Lift Collective‘s community of women entrepreneurs. Over the course of a few weeks, we had four workshops of two hours each in which we worked together to apply the Cause Canvas to the context of their work and co-create inclusive growth ideas anchored in a higher values-based goal. Here are the goals at the centre of the six participating businesses:

• Supporting women in amplifying their creative gifts by sharing and celebrating the beauty and wisdom of Indigenous being.
• Transforming the world of business by decolonising and creating heart-centered organisations and managers.
• Helping women and empaths get through trauma, grief and exhaustion, find their voice and embody resilience by using the power of music and spiritual teachings.
• Awakening to the use of natural products and natural economy and supporting the livelihoods of Northern trappers.
• Eliminating racism from schools and workplaces – ensuring that Diversity, Equity & Inclusion/Antiracism initiatives are more than performative lip service.
• Empowering Indigenous folks to stand in their power to demand justice and change for a better future.

The Cause Canvas is a strategy framework for organisations committed to sustainable change and inclusive growth. Consisting of nine elements that revolve around your dream for a more just and sustainable world, the framework guides you through questions that are key in amplifying your cause – all the while staying true to your foundational values and engaging in lasting relationships with everyone involved. Excited to apply it to your business? Download your free copy and get in touch if you need support in implementing it.

* The screenshot below has been blurred for confidentiality purposes.

TBB by EIT InnoEnergy | Buyer personas & key messages

Client

EIT InnoEnergy | The Business Booster (TBB) event

Project

Buyer personas & key messages

Marketing palette

Data analysis & audience segmentation

Buyer persona research

Buyer persona profiles

Key messages

Client

EIT InnoEnergy | The Business Booster (TBB) event

Project

Buyer personas & key messages

Marketing palette

Data analysis & audience segmentation

Buyer persona research

Buyer persona profiles

Key messages

Need

Every year, EIT InnoEnergy organises The Business Booster (TBB) event to help foster new business opportunities and investments in innovations that will speed up the energy transition. TBB brings together some of Europe’s most promising sustainable energy startups as well as industry, investors and policy makers in the energy ecosystem. In order to ensure consistent growth and impact, EIT InnoEnergy needed to gain a deeper understanding of TBB’s audiences and sharpen the key messages for the event.

Solution

We started the project with an in-depth analysis of the event’s audiences from previous years, which indicated clear audience segments, key purchase patterns and potential buyer personas. The next step was to conduct a series of interviews to confirm the buyer personas, analyse the qualitative data and start building the persona profiles. To further validate and complement the persona research findings, we also conducted a survey of EIT InnoEnergy’s relevant segments of the database. Based on all the findings, we developed tailored messages that address the goals and challenges of the different personas.

Results

EIT InnoEnergy now has an in-depth understanding of TBB’s audiences’ backgrounds, goals, challenges, purchase preferences, communication preferences, common objections etc and can easily tailor its content to make sure it resonates with each target group. The key messages concisely explain the value of TBB in addressing each persona’s needs and speak the (potential) customers’ language. In addition, EIT InnoEnergy received a series of strategic action points and content ideas to help boost their marketing efforts for TBB across channels.

Azkua | Customer journey & website wireframes

Client

Azkua

Project

Customer journey & website wireframes

Marketing palette

Persona definition

Customer journey

Website wireframes

Client

Azkua

Project

Customer journey & website wireframes

Marketing palette

Persona definition

Customer journey

Website wireframes

Need

Azkua provides coaching programmes and workshops that support professional, purpose-driven women in unleashing their leadership potential and finding more meaning in their jobs. The company needed to optimise their marketing efforts so they could generate, nurture and convert more qualified leads for their programmes. In addition to needing a CRM and marketing automation system, they also needed a strategy and plan for driving effective engagement and conversions.

Solution

In order to ensure that Azkua could attract the right leads, engage them and convert them successfully, a customer journey was needed. We started by refining their persona profiles and then organised a series of workshops to brainstorm the content needed to address the goals and challenges of the personas at each stage of the customer journey. Based on the workshops, I helped map and sequence the actions needed to attract, engage and retain the audience across Azkua’s key channels. We then zoomed in on the website part of the customer journey and I helped build wireframes for the pages that would be key for marketing and sales.

Results

Azkua now has a clear customer journey and content plan to build a funnel that attracts qualified leads, nurtures them with tailored content and converts them into long-term customers. The workshops generated strategic content ideas and actions that empathically address the needs of the personas and can help Azkua consistently position itself as a thought leader in its field. The website wireframes ensured that the website structure and content flow are in line with Azkua’s business goals and meet the needs of potential customers wherever they are in the customer journey.

We worked with Laura to streamline Azkua’s marketing processes and define our customer journey. We now have a well functioning marketing automation system that ensures all relevant data goes through one channel. She also helped us identify our client persona and designed our website wireframes, so we can ensure that all our communications address the client base we want to reach. Laura brings a wealth of knowledge with her and her maximising nature will make sure you deliver on the deadlines agreed at the outset.

Dovile Corrigan, Strengths Coach & Trainer

Azkua

We’ve had the pleasure of working with Laura to set up our new CRM and email marketing system. Laura is a true expert in her field and easily transported us out of the ”dark ages” to a place where we can now easily measure our client engagement, create tailor-made automations for specific needs, and welcome new joiners to our tribe. Laura reviewed and tested several systems before recommending the one that would suit our needs, budget and future aspirations the very best. She also helped us clarify and sequence our customer journey, generate plenty of ideas for our content strategy, and from there develop the wireframes for our website. Professional, detailed, action oriented and quickly responding to our questions and needs Laura is a true asset.

Manuela Damant, Women's Leadership Coach & Trainer

Azkua

Akvo | A to Z HubSpot marketing & sales implementation

Client

Akvo

Project

A to Z HubSpot marketing & sales implementation

Marketing palette

Marketing-sales bridge

Marketing funnel optimisation

Marketing automations

Website and HubSpot integration

Database management

Marketing and sales reporting in HubSpot

Client

Akvo

Project

A to Z HubSpot marketing & sales implementation

Marketing palette

Marketing-sales bridge

Marketing funnel optimisation

Marketing automations

Website and HubSpot integration

Database management

Marketing and sales reporting in HubSpot

1700+

New online leads

27%+

Email campaigns open rate

2mln+ euro

Sales from online leads

Need

Akvo helps governments and non-governmental organisations unlock the power of data for sustainable change. The company needed a system that would underpin its marketing and business development strategy and support the bridge between the two. It also needed to streamline its CRM, develop targeted campaigns, build a funnel that effectively converts leads into customers, and improve its reporting.

Solution

After researching a range of systems, I supported Akvo in acquiring HubSpot Marketing and Sales Professional as the ideal choice for the organisation’s business model. I then managed the implementation of the system across Akvo’s seven offices around the world: from aligning the system’s processes with Akvo’s strategy, migrating all data into a cohesive set-up and integrating Akvo’s website and blog with HubSpot, to building the organisation’s funnel, creating automated workflows that bridge marketing and sales, and developing reporting dashboards. I also provided training for the Akvo staff to maximise the use of HubSpot.

Results

Akvo can now better understand and easily optimise its customer journey from the awareness stage to customer conversion and retention. Because all data and processes are centralised and automations are in place, the organisation can now save a great amount of time on managing its marketing and sales. It can also produce powerful campaigns by easily slicing and dicing its database for optimum segmentation, and can make strategic decisions and reliable predictions based on real-time data. In less than two years, Akvo generated 1,700+ qualified online leads and over €2mln in sales from online leads.

Laura is one in a million. I have never encountered a person with her unique mix of high-level strategic thinking and brilliantly detail-oriented executive skills. Laura is creative, determined and enthusiastic as well as a great sparring partner whose solid and thoughtful advice is to be taken seriously. She can navigate complex situations and deliver on a project against all odds. I always trusted her to pick up and enrich the brief on the fly and make things happen. Usually exceeding expectations, she was ahead of the curve in bringing innovation when the organization most required it. During her time at Akvo, Laura improved our marketing efforts enormously. Thanks to her, we’ve been able to roll out consistent marketing campaigns and generate qualified leads like never before. She used her creativity, intelligence, abundance of energy and entrepreneurial drive to make a marketing strategy that worked, brought results and hit the bottom line.

Alvaro de Salvo, Head of Marketing & Communications

Akvo

Akvo | Marketing & content strategy

Client

Akvo

Project

Marketing & content strategy

Marketing palette

Personas and key messages

Customer journey

Content strategy

Website revamp

Online campaigns

Client

Akvo

Project

Marketing & content strategy

Marketing palette

Marketing strategy

Personas and key messages

Customer journey

Content strategy

Website revamp

Online campaigns

1700+

New online leads

27%+

Email campaigns open rate

2mln+ euro

Sales from online leads

Need

Akvo helps governments and non-governmental organisations unlock the power of data for sustainable change. The company needed to generate more qualified leads, boost business development and kick-start more projects in key sectors. In order to achieve this, Akvo needed a more strategic approach to marketing and a stronger alignment between marketing and sales.

Solution

I developed a marketing strategy primarily focused on inbound marketing principles. This included defining Akvo’s buyer personas, developing marketing messages, optimising its customer journey and supporting a full website revamp. I also implemented the HubSpot system to bridge marketing and sales. In addition, I laid the foundation for Akvo’s Data Journey blog and put together a content strategy that addresses the goals and challenges identified during the persona research phase and is key in lead generation and nurturing campaigns.

Results

In less than two years, the new practices resulted in 1,700+ qualified online leads and over €2mln in sales from online leads. In addition, Akvo now has a more strategic and structured approach to marketing, a clear understanding of its customers’ journey and a value proposition that better resonates with its customers’ needs and goals.

Alvaro de Salvo, Head of Marketing & Communications

Akvo

SNV Netherlands Development Organisation | Digital strategy

Client

SNV Netherlands Development Organisation

Project

Digital strategy

Marketing palette

Web analytics

Content strategy

Marketing strategy

Website revamp

Social media

Email marketing

Client

SNV Netherlands Development Organisation

Project

Digital strategy

Marketing palette

Web analytics

Content strategy

Marketing strategy

Website revamp

Social media

Email marketing

About the project

As Global Marketing & Communications Advisor at SNV Netherlands Development Organisation, I drew up the organisation’s digital strategy for its 26 country offices. The strategy is based on a website and social media audit I conducted, is aligned with SNV’s marketing strategy and includes thorough guidance on how to strengthen SNV’s digital presence. It also outlines ways in which SNV staff worldwide can effectively contribute to online initiatives and provides guidelines to ensure content quality and consistency across all SNV’s digital channels in the 26 countries. The strategy is key in:

• Cultivating relationships with key donors and partners through engaging online content.
• Effectively promoting SNV’s products, programmes and publications across digital channels where donors are present.
• Positioning SNV as thought leader in its relevant sectors and as key contributor to the Sustainable Development Goals through online campaigns.
• Strengthening the SNV brand by ensuring a cohesive tone and voice across the organisation.

SNV Netherlands Development Organisation | Website revamp

Client

SNV Netherlands Development Organisation

Project

Website revamp

Marketing palette

Website strategy & structure

Project (website revamp) management

Web analytics

Content strategy

Marketing strategy

Client

SNV Netherlands Development Organisation

Project

Website revamp

Marketing palette

Website strategy & structure

Project (website revamp) management

Web analytics

Content strategy

Marketing strategy

15%

increase in monthly visits

80%

decrease in bounce rate

15%

increase in monthly unique visitors

45%

increase in number of pages/visit

About the project

As Global Marketing & Communications Advisor at SNV Netherlands Development Organisation, I initiated and managed a major website revamp in order to improve the user experience, increase engagement and return rates, better showcase SNV’s impact, boost the organisation’s thought leadership around key products and decrease website costs in the long run.

I conducted a website audit, identified bottlenecks, developed user stories and wireframes for new functionalities and worked closely with web developers on the implementation. The end result was a dynamic, engaging and flexible website, supporting SNV’s business objectives. New functionalities ensured:

• A focus on campaigns and important calls to action.
• Extra visibility for news, blogs, social media updates, multimedia, new publications –based on specific campaigns.
• More exposure for SNV’s multitude of activities (through project updates, infographics, social media integration, videos).
• Support for boosting thought leadership around key products (through regular fresh content, extra exposure, infographics, calls to action).
• A more intuitive user experience (through consistency, better search functionality, clearer and engaging language, prioritisation of content based on web analytics).
• A more flexible content management system.

Huygens Talent Circle (HUTAC) | Website revamp

Client

Huygens Talent Circle (HUTAC)

Project

Website revamp

Marketing palette

Website strategy & structure

Project (website revamp) management

Website content

Marketing automations

Marketing strategy

Content strategy

Client

Huygens Talent Circle (HUTAC)

Project

Website revamp

Marketing palette

Website strategy & structure

Project (website revamp) management

Website content

Marketing automations

Marketing strategy

Content strategy

About the project

As a Board member and Marketing Strategist at Huygens Talent Circle (HUTAC), I developed a new website to support the organisation’s member engagement and recruitment objectives. The end result was a dynamic website with a fresh and modern look, an improved user experience and a host of interactive features to reflect the organisation’s vibrant community.

• Developed the website strategy, user journeys and structure.
• Designed the website in WordPress from scratch.
• Wrote all copy, including the value proposition and developed all visuals and infographics. Gathered testimonials.
• Ensured social media and Mailchimp integration.
• Developed a blog and kick-started blogging.
• Worked closely with a web developer to design a member center with a search functionality and an event registration system based on a two-tier membership model.
• Performed the testing of all new functionalities to ensure a good user experience.
• Launched the website at HUTAC’s annual conference and online, through the blog, newsletter and social media.

Huygens Talent Circle (HUTAC) | Marketing strategy

Client

Huygens Talent Circle (HUTAC)

Project

Marketing strategy

Marketing palette

Marketing strategy

Content strategy

Website revamp

Email marketing

Social media

Client

Huygens Talent Circle (HUTAC)

Project

Marketing strategy

Marketing palette

Marketing strategy

Content strategy

Website revamp

Email marketing

Social media

About the project

In my role as a Board member and Marketing Strategist, I advised Huygens Talent Circle (HUTAC) on a new marketing strategy that would increase its member engagement and recruitment.

• Conducted a member survey to measure the level of engagement and identify needs, interests, points of improvement etc.
• Helped define the organisation’s objectives and target groups and advised on a refresh of the service portfolio.
• Crafted a new value proposition and key messages to resonate with the newly identified personas.
• Developed a new website from scratch based on the organisation’s objectives. This included defining the website strategy and structure, developing the design, writing the copy for all pages and advising on the user experience of the new member centre and event registration system.
• Defined a new mix of promotional channels.
• Based on the members’ needs, I came up with engagement tactics.
• Kick-started content generation in order to increase engagement; contributed to the blog.
• Created new marketing materials for events (to increase member recruitment). Advised on the organisation’s video production.
• Developed and executed the marketing plan for the 2015 HUTAC Annual Conference, bringing together a record number of participants, half of whom were new members.