Houston expert: How B2B industries can leverage go-to-market strategies for maximum impact

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By pinpointing and customizing efforts to meet the specific needs of the most lucrative customers, businesses can maximize ROI and achieve revenue objectives. Photo via Getty Images

Crafting a successful go-to-market strategy is a must for driving revenue and profit growth, especially for investor-backed, high-growth businesses. But there is no one size fits all approach. Companies need nuanced GTM strategies tailored to their unique products or services.

There are six key sales and marketing motions:

Inbound Marketing: Attract customers through valuable content like white papers, how-to guides, and market overviews and then deploy this content across blogs, social media, emails, and publications for broad engagement. Think about a client's needs, and then deliver them content that directly helps them.
Outbound Outreach: Employ targeted strategies for account engagement, reaching specific prospects through personalized emails, calls, and digital outreach. This pushes out that valuable content to the identified target accounts and markets.
Product-Led Marketing: Engage customers directly through the product with free trials or freemium models. This approach integrates marketing, sales, and the product itself. Encouraging hands-on interaction with the product or service is a great way to convert potential leads into buyers.
Channel Partner Marketing: Collaborate with distributors, resellers, or affiliates to advocate for products. Referrals, commissions, and "nearbound relationships" amplify market presence, turning partners into an extension of the sales team.
Event Marketing: Enhance visibility and connection through things like trade shows, webinars, and demo days. It’s an opportunity to reach a broad audience but also to get that one-on-one interaction.
Community Marketing: Foster advocacy through authentic engagement, leveraging social media influencers, user-generated content, and online forums. This is more common in B2C but can also be helpful with B2B.

Each company, characterized by unique products, budgets, and requirements, will employ these strategies in varying combinations. Using examples of three different types of companies — B2B services targeting the healthcare industry, an industrial services company, and SaaS (software as a service) — let’s see examples of how they can best leverage different tactics for maximum impact.

Strategic GTM Tactics for B2B Healthcare

We’ll start with a company that offers business services to healthcare organizations. Inbound marketing for this company means content that showcases specialized solutions, addressing unique pain points of the decision makers. Through blogs, social media posts, and targeted emails, the company demonstrates its expertise, attracting organizations seeking solutions.

To push this message out, the company identifies targeted healthcare institutions matching their ideal customer profile and begins more personalized outreach, like highly tailored emails or phone calls. A next step might be a complimentary trial of the company’s service, if that is possible within the business model. Are there any channel partners that could talk about the company’s product, or maybe even help sell it?

Healthcare industry trade shows provide a platform to showcase exactly how the service can benefit clients. To broaden the audience reach, webinars provide a digital platform for showcasing the service.If there are online communities for this target market, can your satisfied customers be there too? They can provide authentic advocacy for the service.

Strategic GTM Tactics for Industrial Services

This hypothetical company specializes in precision machining and fabrication services, serving clients from industries like automotive, aerospace, and general manufacturing. Inbound marketing includes case studies and industry-specific guides, showcasing how the company stacks up favorably to the competition.

Targeted follow up with key manufacturing and industrial companies emphasizes custom services based on in-depth industry research and analysis to determine target rich markets. Tell potential customers specifically how your company best meets their needs. Are you a better value? Best rated? How exactly are you different, or better?

Channel Partner Marketing looks for collaborations with distributors or resellers in industrial equipment. Leveraging existing distribution networks is another way to enhance market presence and accessibility. What unexplored avenues exist to broaden the company's reach?

Trade shows are an optimal way for this company to demonstrate its services. Preparation is the key to seek out targets in advance and set up one on one meetings.

Strategic GTM Tactics for SaaS

Lastly, consider a cloud-based project management software company that improves collaboration and boosts efficiency for businesses. The informative content potential buyers want to see includes software guides and case studies, highlighting the software's competitive edge and successful integration by other companies.

Look at how the company can further refine its outbound marketing strategy to effectively reach and engage its target audience. You want to forge one-on-one interactions with those prospects most likely to buy.

For SaaS, the free trial is a powerful strategy, while the freemium model, providing basic features for free and charging for premium options, boosts functionality and fosters adoption. Channel Partner Marketing can be a good strategy too, where consultants, resellers, or integrators endorse the SaaS product, and earn commissions for referrals.

Through webinars, the company directly demonstrates the capabilities of its solution to businesses who need more efficient software tools. Active involvement in virtual or industry-specific events can keep leads interested. In this case, this company has its own online forum where users share experiences and tips related to the SaaS software.

Conclusion

Once a company determines the ideal mix of marketing and sales tactics for optimal outcomes, it becomes necessary to prioritize them. This step in strategy is crucial for efficiency and profitability. There are always limits to budget and manpower. Companies can boost efficiency by prioritizing technology over manual processes in outreach strategies.

Strategic growth in revenue and margins, especially in challenging markets, entails concentrating on acquiring customers aligned with the company's ideal customer profile. By pinpointing and customizing efforts to meet the specific needs of the most lucrative customers, businesses can maximize ROI and achieve revenue objectives.

To achieve optimal results, Craig Group can help companies determine who these potential customers are and the best way to reach them, using a data-driven approach.

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Libby Covington is a partner with Craig Group, a technology-enabled sales and marketing advisory firm specializing in revenue growth for middle-market, private-equity-backed portfolio companies.

From Your Site Articles

These guest articles — with advice and perspective on topics ranging from quiet quitting to emotional intelligence — attracted the most readers throughout the year. Photo via Getty Images

These were the most-read guest columns by Houston innovators in 2022

2022 in review

Editor's note: Every week, InnovationMap — Houston's only news source and resource about and for startups — runs one or two guest columns written by tech entrepreneurs, public relations experts, data geniuses, and more. As Houston's innovation ecosystem gets ready for 2023, here are some of this year's top guest contributor pieces — each with pertinent information and advice for startups both at publishing and into the new year. Make sure to click "read more" to continue reading each piece.

Is your New Year's resolution to start contributing? Email natalie@innovationmap.com to learn more.

Houston expert: How to navigate Gen Z's quiet quitting movement at your company

Your perspective on quiet quitting is probably generational, says one Houston expert and startup founder. Photo via Getty Images

This month, the internet has been discussing "quiet quitting," the practice of employees setting hard boundaries about when they work and to what extent they are willing to go beyond the outlined expectations of their jobs.

The conversation around quiet quitting has also been lively at the Ampersand offices. As a training company that is dedicated to training new professionals for employers both big and small, it's critically important for our team to have a good grasp on the relationship employees have with their jobs, and what motivates them to succeed. So we had a long meeting where we discussed what quiet quitting meant to each of us. Read more.

Houston expert shares how small business leaders can encourage PTO use

Retaining employees is no easy feat these days. Encouraging a healthy PTO policy can help avoid burnout. Photo courtesy of Joe Aker

As many small businesses continue to operate in a challenging, fast-paced environment, one thing that has arrived at breakneck speed is midyear, along with the summer months. Theoretically, to ensure work-life balance, most employees should have 50 percent of their PTO remaining to use for summer vacations and during the second half of the year. In reality, that is probably not the case given workers are hesitant to use their PTO, leaving approximately five days of unused PTO on the table during 2020 and 2021.

While the pandemic affected PTO usage the last two years, the labor shortage appears to be a major contributor in 2022, which has led to PTO hoarding and increasing levels of employee burnout. Although these factors can be compounded for small business owners because there are fewer employees to handle daily responsibilities, it is imperative for workers to take PTO, returning recharged with a fresh perspective on the tasks at hand. Read more.

Houston expert: 3 emotional intelligence tips for improving patient-practitioner experience

A Houston expert shares how to improve on communication in the health care setting. Image via Getty Images

After spending hours with healthcare professionals as both a consultant and patient, I know that it takes a special kind of person to take care of others in their most distressing and vulnerable times. That responsibility has been in overdrive because of COVID, causing emotional burnout, which in turn affects patient care. By equipping yourself with emotional intelligence, you can be more resilient for yourself and patients.

Emotional intelligence is keeping your intelligence high, when emotions are high.

Health care sets up an environment for a tornado of emotions, and the rules and regulations centered around patient-provider interactions are often complex to navigate. This leaves many on the brink of emotional exhaustion, and for survival’s sake, depersonalization with patients becomes the status quo. Feeling a disconnect with their patients is another added weight, as few get into this industry for just the paycheck – it’s the impact of helping people get healthy and stay healthy that motivates them. I’ve seen it time and time again with people in my life, as well as on my own patient journey as I battled stage 3 cancer. Read more.

Here's what types of technology is going to disrupt the education sector, says this Houston founder

Edtech is expected to continue to make learning more interactive, fun, and inclusive for people around the world. Photo via Pexels

Technology has always maneuvered education in a certain direction but the COVID-19 pandemic has forced it to shift towards a new direction entirely.

What started off as a basic video lecture turned into a more hybrid and innovative form of education, enabling student engagement and interactivity like never before. Social media forums allow teachers to pay one-on-one attention to students boosting their learning process.

With an edtech boom on the rise, there is a question of what further expansion in educational technology is expected. Here are some technology breakthroughs currently underway in the education sector. Read more.

Houston expert weighs in on marketing from an investor’s perspective

What should Houston startups know about marketing? Photo via Getty Images

Just what do investors want to see from a startup with regards to the company’s marketing? I recently spoke on this topic to a cohort of early-stage technology startup entrepreneurs at Softeq Venture Studio, an accelerator program that helps founders build investable technologies and businesses. Read more.

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Rice Business Plan Competition awards $1.4M to 2026 student teams

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Editor's note: This article has been updated to correct the total amount of investment and cash prizes awarded at the RBPC.

Another team from the Great Lakes State took home top honors and investments at this year's Rice Business Plan Competition.

BRCĒ, a material-tech startup from Michigan State University, took home the top-place finish and the largest investment total at the annual Houston event. It has developed Lattice-Grip technology to create utility-based polymers that can replace traditional fabric. The materials are stronger, fire-resistant and more stable than traditional textiles, according to the company. Last year, the University of Michigan's Intero Biosystems won first-place finish and the largest investment total of $902,000.

In total, the RBPC doled out more than $1.4 million in investment and cash prizes, according to Rice. Over the three-day event, held April 9-11, the 42 competing startups presented their business plans to 300 angel, venture capital and corporate investors. Seven finalists were selected and each competing startup received at least $950 in prizes for placement in the competition.

Three Texas teams, including one from Houston, were named among the finalists. Here's who won big this year.

BRCĒ, Michigan State University — $571,500

The recent Shark Tank alum finished in first place for its utility-based polymers technology.

$200,000 Goose Capital Investment Grand Prize
$100,000 The OWL Investment Prize
$100,000 Houston Angel Network Investment Prize
$75,000 The Indus Entrepreneurs (TiE) Texas Angels Investment Prize
$50,000 nCourage Investment Network’s Courageous Women Entrepreneur Investment Prize
$25,000 New Climate Ventures Sustainable Investment Prize
$20,000 Aramco Innovator Cash Prize
$1,000 Anbarci Family Company Showcase Prize
$500 Mercury Fund Elevator Pitch Competition Prize – Consumer Hard Tech

Legion Platforms, Arizona State University — $425,500

The startup won second place for its multiplayer gaming platform that can be accessed with slow internet speeds.

$100,000 Anderson Family Fund & Finger Interests Second Place Investment Prize
$200,000 Goose Capital Investment Prize
$100,000 The OWL Investment Prize
$25,000 Pearland EDC Spirit of Entrepreneurship Cash Prize
$500 Mercury Fund Elevator Pitch Competition Prize – Consumer

Imagine Devices, University of Texas at Austin — $101,000

The pediatric medical device company won third place for its multifunction neonatal feeding tube, known as Trinity Tube

$50,000 Anderson Family Fund & Finger Interests Third Place Investment Prize
$25,000 Pearland EDC Spirit of Entrepreneurship Cash Prize
$25,000 The Eagle Investors Investment Prize
$1,000 Anbarci Family Company Showcase Prize

Altaris MedTech, University of Arkansas – $6,000

The startup won fourth place for its pain-free strep test.

$5,000 Norton Rose Fulbright Fourth Place Prize
$1,000 Mercury Fund Elevator Pitch Competition Prize — Overall Winner

Routora, University of Notre Dame & University of Texas at Austin – $5,500

The team won fifth place for its route optimization app that works to reduce fuel costs, travel time and carbon emissions

$5,000 Chevron Fifth Place Prize
$500 Mercury Fund Elevator Pitch Competition Prizes — Digital

DialySafe, Rice University — $5,500

The startup won sixth place for its technology that aims to make at-home peritoneal dialysis simpler and safer.

$5,000 ExxonMobil Sixth Place Prize
$500 Mercury Fund Elevator Pitch Competition Prizes — Life Science

Arrow Analytics, Texas A&M University – $6,000

The startup won seventh place for its AI-powered sizing system for carry-on baggage.

$5,000 Shell Ventures Seventh Place Prize
$1,000 Anbarci Family Company Showcase Prizes

Other significant prizes included:

BiliRoo, University of Michigan – $26,000

$25,000 Southwest National Pediatric Device Consortium Pediatric Device Cash Prize
$1,000 Anbarci Family Company Showcase Prizes

BeamFeed, City University of New York – $25,000

$25,000 Amentum and WRX Companies Rising Stars Space Technology and Commercial Aerospace Cash Prize

Grapheon, University of Pittsburgh — $20,000

$20,000 Aramco Innovator Cash Prize

Last year, the Rice Business Plan Competition facilitated over $2 million in investment and cash prizes. According to Rice, more than 910 startups have raised more than $6.9 billion in capital through the competition over the last 25 years.

See a full list of this year's winners and stream rounds from the competition here.

Here's the income it takes to live comfortably in Houston in 2026

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2026 report analyzing how much it costs to live "in sustainable comfort" in the biggest U.S. cities has found Houston residents have the 11th lowest salary requirement to live a comfortable life in 2026.

SmartAsset's annual report found single adult residents in Houston need to make $89,981 a year to qualify as "financially stable." Compared to last year, single Houstonians needed to make $83 more to live comfortably in the city.

Families with two working parents and two children need to make a household income of $204,672 to have a financially stable life in Houston, the report found. That's almost $2,000 less than what families needed to make last year.

To determine the rankings, SmartAsset's analysts examined 100 of the largest U.S. cities and used the latest cost of living data – such as the costs for housing, food, transportation, and income taxes where applicable – from the MIT Living Wage Calculator for childless individuals and for two working adults with two children.

For the purpose of the study, the 50/30/20 budgeting strategy was used to determine "comfortable lifestyle" costs for both individuals and families: 50 percent of income to cover needs and living expenses, 30 percent for "wants," and 20 percent for savings or paying down debt.

Here's breakdown of a Houston resident's comfortable lifestyle based on SmartAsset's findings:

$44,991 dedicated to needs and living expenses
$26,994 dedicated to wants
$17,996 dedicated to savings or debt repayment

This is SmartAsset's interpretation of a comfortable lifestyle for families of four:

$102,336 dedicated to needs and living expenses
$61,402 dedicated to wants
$40,934 dedicated to savings or debt repayment

SmartAsset said single individuals and families should compare the fluctuating local cost of living and their long-term goals to fully "understand the context" of their respective household incomes. But it's worth pointing out that a financially stable life in Houston isn't quite attainable for many residents: The city had a median household income of $64,361 in 2024, according to the U.S. Census Bureau.

Comfortable salaries in other Texas cities

Elsewhere in Texas, the report found that families in the Dallas-Fort Worth suburbs Frisco and McKinney "are closest to a comfortable salary."

"In Frisco, the median household earns $145,444 – substantially higher than the national median of $83,730," the report's author wrote. "This figure also accounts for 63.1 percent of the $230,464 income a family of four in Frisco needs to live comfortably. In McKinney, TX, the $124,177 median household income accounts for 53.9 percent of the $230,464 needed."

Both cities also tied with Plano for the 29th highest salary needed nationally to live comfortably in 2026. Single adults living in these cities need to make $109,242 a year to live a financially stable life this year.

On the opposite end, San Antonio has the lowest salaries needed to live comfortably in the U.S. Single adults only need to make $83,242 a year, and $192,608 for families of four.

Houston medtech startup clears FDA approval for new surgical tool

precision surgery

Houston-based Prana Surgical will soon bring a new electrosurgical tool to operating rooms around the country. The Prana System officially cleared U.S. Food and Drug Administration (FDA) approval earlier this month.

"Receiving FDA clearance for the Prana System represents a defining milestone for our company," Joanna Nathan, CEO and co-founder of Prana Surgical, said in a news release. "Surgeons today are increasingly focused on achieving precise outcomes while minimizing disruption to healthy tissue. The Prana System was designed to support that shift by integrating targeting and excision into a single, streamlined tool."

Prana Surgical began as Prana Thoracic in 2022. Back then, the company primarily focused on developing screening tools for lung cancer diagnosis. It raised $6 million in series A funding rounds in 2023 and 2024 before transitioning to broader surgical needs in 2025.

The Prana System is a minimally invasive, image-guided, single-use tissue extraction tool designed to retrieve samples without damaging healthy tissue. The tool is still designed with the respiratory system in mind, helping Prana in the fight against lung cancer and other thoracic diseases.

Reducing the impact of tissue extraction via electrosurgery and enhanced image scanning can significantly reduce complications. The Prana System combines localization and tissue-cutting capabilities in one, which keeps surgeons from having to swap out components during a procedure, making for a smoother process. It can core, cut and feel blood vessels on the way toward the intended target, giving surgeons greater control over tissue preservation.

"Electrosurgery is foundational to modern surgery, but there is still opportunity to improve how energy-based tools are applied in minimally invasive settings," Nathan added. "Our goal is to introduce a new class of image-guided surgical tools that enable more precise intervention across a range of procedures."

The company projects sales of $7.5 billion from the Prana System in the United States, estimating that 2.5 million surgical modules will be able to use the new tool. While starting out focused on biopsies, the company plans to evolve the system into other procedures, such as ablation, in the future. It is also planning for a controlled U.S. clinical rollout as it moves toward commercialization

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