In the startup world, marketing is not just lead generation. This Houston expert explains. Photo via Getty Images

Until recently, the concept of marketing within the startup sphere was often equated solely with lead-generation. It's not entirely inaccurate to say that "marketing is lead-generation," as revenue generation is undeniably the end goal of marketing efforts.

However, what tends to be overlooked by founders is the intricate path to achieving revenue generation and how marketing can pave the way. I firmly believe that a similar paradigm exists in the realm of B2C marketing.

Distinguishing "Marketing" from "marketing"

I'd like to start by establishing a distinction between Marketing and marketing. This distinction might not be perfect, but it encapsulates how I conceptualize these concepts. When I refer to Marketing with a capital "M," I'm alluding to the overarching strategies that companies employ to drive revenue through marketing and advertising activities. This is the domain of the chief marketing Officer. The role of a CMO entails overseeing marketing and advertising efforts to ensure their alignment and efficiency in achieving the company's broader strategic goals.

Given this concept, where should a startup begin when figuring out their marketing strategy?

The role of brand

There is a common tendency amongst startups to create a product, establish a name, and swiftly attempt to enter the market. While the initial step for a startup involves achieving product-market fit, I advocate that once this milestone is reached, startups should pause to invest time in crafting their brand identity. Branding serves as the facet of a company that sets it apart and defines itself. This encompasses articulating a vision, mission, and values. Founders have the opportunity to shape their company's voice, articulate how they add value to customers, and delineate the organizational culture they aspire to foster. This phase is pivotal because it establishes the foundational elements that necessitate internal alignment for efficient scalability.

Once the brand is established, it can be handed over to a skilled marketer to start driving revenue growth. However the path to revenue growth goes straight through brand awareness.

Distinguishing marketing from advertising

This distinction can be perplexing, as the activities described here largely fall under the Marketing umbrella. However, I find it beneficial to differentiate between marketing and advertising within the broader context of Marketing strategy. Marketing revolves around cultivating brand awareness. Marketing is about building brand awareness. In marketing campaigns the wording can be about the company and its team. While I don’t recommend the old visuals of people in a boardroom having meetings, it’s ok to talk about the people and goals of the company in marketing campaigns. What does your brand represent? What is your product? What do you do? Who are your people? What are your values? It’s ok to share all of these things, and depending on the channel a company is marketing on, their marketing person will be well equipped to display this.

Advertising has a different tone and purpose. When advertising a company is talking to their customer, and offering the customer a solution to their pain and problem. This is a company’s what. I assume that a company that has made it this far offers a solution that is a cure, and not a nice-to-have.

Most advertising campaigns follow a simple formula, “are you suffering from X?” with a clear answer of “our company can solve that with Y”. If the answer to the pain question is yes, there is a good probability that the person will click on the ad they are seeing. That probability improves when the advertising campaign is layered on top of a well executed brand awareness campaign.

The significance of brand awareness

Although I'm not a psychologist, I do recognize the potency of the subconscious mind. This isn't about psychological manipulation, but rather an acknowledgment that the subconscious retains more than the conscious mind is capable of. Unlocking this potential might be challenging for individuals, but for marketers, the process is comparatively more accessible. Present information to an individual, and as long as they see it, their subconscious mind will register and retain it. This underscores the importance of brand awareness in revenue generation. By exposing a target audience to the company’s messaging through brand awareness campaigns, enhances the likelihood of engagement.

This fundamentally reshapes how companies connect with their ICP.

The nuance of timing

When an individual encounters advertising, a part of their brain will recognize the brand and might even associate it positively. This underscores the criticality of brand awareness, as it allows companies to focus on their target audience and continuously engage them until they are ready to make a purchase. Determining the precise moment when a customer is ready to buy is nearly impossible. However, this moment invariably arises, usually propelled by a pain point. When that decisive moment arrives, the goal is for the company’s brand to be the first that comes to their mind or that they see. This necessitates an ongoing investment in brand awareness campaigns.

So what does this mean in the context of startups?

A capital-efficient marketing approach

A key component of any Marketing strategy is capital efficiency. Founders must familiarize themselves with crucial metrics, such as:

  1. Customer Acquisition Cost (CAC): What is the expense of acquiring each customer?
  2. Customer Lifetime Value (CLTV or LTV): What is the anticipated revenue generated from engaging this customer?

While it's acceptable to commence with assumptions, any shifts in these assumptions warrant corresponding adjustments in a Marketing budget.

In the initial stages of a company’s lifecycle, a significant portion of sales might stem from direct, personalized selling efforts. This entails founders engaging in activities like providing software demos for enterprise sales or conducting face-to-face interactions within the target market. However, as revenue grows, capital is raised, and founders transition from selling to leading, this selling strategy should be phased out. This also marks the moment for founders to begin contemplating their Marketing budgets.

A starting point for figuring out your Marketing budget can be based on a CAC to LTV ratio of 1:3, where CAC is a third of your LTV. Once you have determined your CAC to LTV ratio, you need to determine what your revenue goal is, and then set your marketing budget based on that. Finally, you need to divide your Marketing budget between marketing and advertising activities. Depending on the stage the company is at, the division should be around 60% for marketing and 40% for advertising to start. This is to enable brand awareness to work its magic to build an audience for retargeting.

If you’re unsure about how to proceed, we can talk.

In the upcoming months, I intend to delve deeper into several topics:

  1. Founder-Led Storytelling
  2. The Imperative of Building Brand Awareness
  3. Delineating the Distinctions Between Marketing and Advertising and How They Synergize
  4. The Necessity of Outbound Email Marketing
  5. The Power of Marketing Email Automation in Nurturing Your Endeavors
  6. Embarking by Selling Your "What"

I hope these insights contribute value to the founder journey.

Should you have any questions I can help with, please don't hesitate to connect with me on LinkedIn.

------

Yosef Levenstein is the chief marketing officer and venture partner at Golden Section Ventures.

Ad Placement 300x100
Ad Placement 300x600

CultureMap Emails are Awesome

Houston organizations identify promising life science cos. at annual event

startups to watch

For the 13th year, the Texas Life Science Forum hosted by BioHouston and the Rice Alliance for Technology and Entrepreneurship celebrated innovative companies from around the world that are creating new treatments and solutions to today's biggest health care challenges.

This week, over 40 companies presenting their innovations across cancer, cardiovascular disease, biotechnology, and more. Nearly 700 venture capitalists, corporate innovation groups, angel networks, industry leaders, academics, service providers, and others attended the event on November 7 at Rice's BioScience Research Collaborative in the Texas Medical Center.

Just like in previous years, the event ended with the announcement of the 10 companies that were deemed "most promising" based on their pitches and technologies. Of the 10 companies named, six are headquartered in Houston and an additional two startups on the list have a presence here.

The 2024 most-promising life science companies are:

Houston-based clinical-stage cell therapy company March Biosciencesis developing a pipeline of innovative therapies, beginning with targeting relapsed an refractory T cell lymphoma.

ImmunoGenesis, headquartered in Houston, is a clinical-stage biotechnology company developing a potent PD-1 pathway targeting agent specifically engineered for immuneexcluded tumors, which account for over 50 percent of all cancers

Taurus Vascular, based in Houston, is revolutionizing endovascular aneurysm repair by addressing the critical issues of residual aneurysm pressurization and endoleaks with its catheter-deployable aortocaval shunt.

Headquartered in Australia with a Houston presence, Foxo Technologyoffers HIPAA-compliant, communication software for anyone in health care.

Another Houston company,Voythoshas built an AI platform to better predict and diagnose cardiovascular disease earlier to enhance quality and cost of care.

Dutch company Loop Robot, which has a presence in Houston, automates disinfection with its intelligent robot to make medical-grade disinfection faster, safer, and digitally auditable.

London-based Case45develops and commercializes pan-cancer prognostic tests using unique integration of tumor evolution and AI and is beginning with breast and lung cancers.

OmniNano Pharmaceuticals, headquartered in Houston, has developed a nano-drug delivery platform technology enables simultaneous co-delivery of multiple therapeutic agents designed specifically to treat solid tumors.

Houston-based clinical-stage biopharmaceutical company Mongoose Bio is pioneering first-in-class T cell receptor T cell (TCR-T) therapies for cancer treatment.

Rua Diagnosticsfrom New York is redefining point-of-care diagnostics with advanced micro gas chromatography technology for breath analysis that's capable of detecting a wide range of prevalent and deadly diseases.

In addition to this list, the event named two additional awards. United Kingdom's Cytecom, which provides quick and accurate diagnosis and treatment of blood infections stems, was selected by the crowd as the People's Choice award winner.

Last, but not least, BioHouston's Ann Tanabe awarded this year's Michael E. Debakey Award to Houston-based Autoimmunity BioSolutions, seed-stage biotech developing a next-generation, immuno-corrective therapy for treatment of autoimmune diseases to restore normal immune function.

University of Houston taps global partner to work on hydrogen, sustainability breakthroughs

team work

The University of Houston and Scotland’s Heriot-Watt University have been awarded seed grants to six energy projects, which is part of an innovative transatlantic research collaboration.

Researchers from both universities will take on projects that will concentrate on innovations that range from advanced hydrogen sensing technology to converting waste into sustainable products.

This will mark the first round of awards under the “UH2HWU” seed grant program. The program was created following the signing of a memorandum of understanding between both institutions in 2024. The universities will “seek to drive global progress in energy research, education, and innovation, with a particular focus on hydrogen as a key element in the shift toward cleaner energy,” according to a news release.

“This partnership is rooted in a shared commitment to advancing research that supports a just energy transition,” Ramanan Krishnamoorti, vice president for energy and innovation at UH, says in a news release. “Hydrogen, and in particular low carbon hydrogen, is essential to achieving sustainable energy solutions.”

The UH2HWU program provided $20,000 in seed funding to each of the projects. The program will help with the goal of helping researchers secure additional funding from private sources, companies, and government with a total of 11 proposals being submitted, and a panel of industry experts reviewing them.

One of the winning projects was titled “A joint research project on the feasibility of Repurposing Offshore Infrastructure for Clean Energy in the North Sea aka ROICE North Sea,” and was led by Ram Seetharam, ROICE Program executive director at UH, Edward Owens, professor of energy, geoscience, infrastructure and society at HWU, and Sandy Kerr, associate professor of economics at HWU.

The UH ROICE team focused on reusing old offshore structures for clean energy instead of removing them after their productive life. The UH team created cost and project models for the Gulf of Mexico and will now work with Heriot-Watt University to apply to UK North Sea. UK North Sea has over 250 platforms and about 50,000 kilometers of pipelines. To see more of the projects click here.

“We wanted to bring in industry experts to not only assess the quality of the proposals but also to attract industry support of the projects,” assistant vice president for intellectual property and industrial engagement at UH Michael Harold said in a news release. “It’s a win-win —reviewers get a first look at cutting-edge ideas, and the projects have a chance to build industry interest for future development.”

------

This article originally ran on EnergyCapital.