Startup marketing: How Houston founders should approach their strategy

guest column

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:

Customer Acquisition Cost (CAC): What is the expense of acquiring each customer?
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:

Founder-Led Storytelling
The Imperative of Building Brand Awareness
Delineating the Distinctions Between Marketing and Advertising and How They Synergize
The Necessity of Outbound Email Marketing
The Power of Marketing Email Automation in Nurturing Your Endeavors
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.

From Your Site Articles

The music industry has adapted to the digital age — so should financial securities. Getty Images

The financial industry needs to digitize not tokenize, says this Houston expert

Guest column

One of my favorite movies growing up was Empire Records. It was the mid-1990s, and the closest we got to Instagram feeds was who had the best mixtapes. If you're not familiar with Empire Records (or what a mixtape is), I recommend watching the movie, but you don't have to worry too much about mixtapes any more.

Since Empire Records was released in 1995, the way we purchase and consume music has fundamentally changed. The physical music store was displaced by iTunes, and then the music industry evolved even further into a streaming economy. It took 24 years, but music evolved and it now operates in a fundamentally different way. Digitization of music was initially viewed as an existential threat to the industry, but in the end, music was digitized globally and the music industry very much survived.

The music industry has evolved and adapted to the digital age. The same happened across countless other industries, including financial services. Today we can invest in publicly traded stocks through a mobile app for free. However, a critical segment of capital markets has not evolved yet. The private securities space.

Transactions in private securities are still done on paper (no, DocuSign does not count as securities digitization.) Administrative costs are kept high due to the amount of paper that is processed and pushed through this system. As long as the foundation of private securities is paper, there is no amount of administrative technology out there to create an efficient market.

Public markets took the plunge into digital long before music did, and digitization of public markets enabled exponential growth globally. Trading volume, access to capital, and liquidity have all increased, and a large part of that can be attributed to the efficient and transparent nature of most public exchanges.

Efficient markets rely on price transparency and information equality. Currently, the private securities markets do not offer either of these characteristics. This is nothing new to people in the alternatives space, but how to reach these lofty goals, to create liquidity and reduce costs, is what I am excited about.

The reduction of cost does not relate only to commissions. There are administrative costs associated with private securities. Information distribution is slow and unilateral, forcing investors to depend on antiquated systems in order to track their investments. Nearly all of these costs are absorbed by the investor, and most efforts to date have not helped address the core issue, analog private security transactions.

Digitization of private securities is fundamentally different than tokenization. Tokenized securities are considered bearer securities. A digitized security, on the other hand, maintains its original status as a registered security, as long as its digitization is implemented in a manner that fits current regulatory requirements. Until recently, that had not been possible in a scalable way. Blockchain changed all of that.

Initial attempts at utilizing blockchain for private markets applied tokenization. Essentially, this configuration took securities that had clearly defined ownership records, anonymized them and put them on a public blockchain such as Ethereum. While there are some benefits to this approach, it also opened doors to significant fraud and securities regulation violations. Tokenization may provide liquidity, but the long-term risk far outweighs the value of liquidity for any prudent investor.

Blockchain does provide a framework that supports compliant digitization of private investments, it's simply not tokenization. The solution lies in using private permissioned blockchains that allow an appropriate degree of technical security while also ensuring transparency and accountability.

Blockchain enables us to maintain a statement of record that is both compliant, and scalable. Across the financial services industry, and across most other industries, blockchain is being deployed to help solve problems that were previously unmanageable. The blockchain is even helping farmers track their crops through IBM's blockchain. iownit has integrated blockchain at the core of our technology, proving that compliant digitization of private securities is possible and scalable.

The United States has a free market economy, so in the end, winners are determined by the market. It is our belief that the digitization of private securities is the responsible way to help this industry evolve. If you're still skeptical, just look at how the public securities markets have evolved since the '70s when electronic stock trading was enabled and the first digital public security trade was placed. Now try and imagine how private security markets will look in four years.

------

Yosef Levenstein is the head of marketing at iownit, a Houston-based financial technology firm that is democratizing how investors and private companies transact.

Ad Placement 300x100

Ad Placement 300x600

CultureMap Emails are Awesome

Property Showcase

Houston space companies take off with new tech, deals and contracts

space update

Space City has had a busy month.

Houston-based aerospace institutions Venus Aerospace, Axiom Space, and Aegis Aerospace have each recently announced advancements in their respective fields that include expansions and new contracts from U.S. and international government agencies.

Here’s the latest:

Venus launches new test stand

Earlier this month, Venus Aerospace added infrastructure to support the ongoing progress of its Rotating Detonation Rocket Engine (RDRE) with the opening of its new propulsion test stand at the Houston Spaceport.

The Texas Space Commission's Space Exploration and Aeronautics Research Fund is funding the test stand, which is part of a larger effort from the state to increase investments in the aerospace economy. The ribbon-cutting event on Sept. 10 welcomed officials from Venus Aerospace, the Texas Space Commission, the Houston Spaceport, Houston business and local community leaders.

With the new stand, Venus will be able to test at higher thrust and for longer durations, which will allow the company to better replicate real-life conditions.

"Building and testing propulsion systems at this pace requires the right infrastructure around the technology," Sassie Duggleby, CEO and co-founder of Venus Aerospace, said in a news release. "We're grateful to the Texas Space Commission and the State of Texas for investing alongside companies like Venus. Public investment like this helps companies move faster and keeps critical aerospace capability growing here in Texas."

Venus closed a $91 million Series B in July and expanded its leadership team.

Axiom partners in Europe

Axiom Space has signed a memorandum of understanding with the European Space Agency for “sustained European access to low-Earth orbit (LEO)” following the retirement of the International Space Station, according to a news release from the company.

Under the agreement, Axiom and the ESA agreed to explore future astronaut missions on the ISS and Axiom Station, research, transportation and spacesuit partnerships. The organizations will explore using the ESA’s European Cargo Return service and potentially a future European crew vehicle to support operations at Axiom Station, the company's forthcoming commercial space station. The partnership could also involve Axiom's AxEMU spacesuit for orbital and lunar applications, according to the release.

“With the upcoming de-orbitation of the ISS, it is our duty to anticipate and prepare future solutions to ensure our access to low-Earth orbit,” Daniel Neuenschwander, director of human and robotic exploration at ESA, said in the release. “The two documents signed today underline both our commitment to safeguard our ability to pursue in-orbit science and to keep offering flight opportunities to our European astronaut corps, as well as the growing interest of international partners for our ongoing project to develop an autonomous European cargo vehicle.”

The announcement comes as Axiom has made several international moves this year. The company shared plans to establish Axiom Space Switzerland this summer and launched Axiom Space Japan in July.

"The path to a sustainable human presence in space runs through international collaboration — reliable supply chains, shared innovation, and partners who bring real capability," Jonathan Cirtain, CEO and President of Axiom Space, said in the release. "Europe's contributions to microgravity science and deep space technology make ESA exactly that kind of partner. This MoU strengthens our work together, and we look forward to ESA and its member states joining us as customers for future astronaut missions."

Aegis expands DoW deal

Webster, Texas-based Aegis Aerospace announced that it has won a new task order to continue supporting the U.S. Space Force’s Space Test Program.

The contract starts in October and covers designing, building, testing and operating Department of War payloads or equipment on NASA, government, and commercial launch vehicles and platforms. The contract was issued by the USSF Space Systems Command, Space Test Program under NASA Johnson Space Center’s Research, Engineering, and Mission Integration Services 2 (REMIS 2).

Currently, the company is working on three payload facilities on the ISS and has plans for two more in development.

“Aegis Aerospace is grateful to continue our exceptional payload integration support to the USSF and the STP to meet their critical mission objectives,” President Matt Ondler added in the release. “This work is more important than ever to maintain U.S. superiority in space. This new contract will take us beyond the current life of the ISS and see us integrate and test payloads on commercial space stations, free-flyers, and cislunar missions.”

10 Houston billionaires land on Forbes' 2026 list of richest Americans

America's Richest

The richest billionaires in America have a collective worth of $8 trillion in 2026, a staggering $1.4 trillion increase since last year, says Forbes. American billionaires are so wealthy that it now takes an unprecedented $4.4 billion net worth to be considered one of the richest people in the country. And one local billionaire has regained the title as Houston's wealthiest resident.

Oil tycoon Jeffery Hildebrand, 67, now reigns as the No. 1 richest Houstonian, the 9th richest Texan, and the 88th richest person in America for 2026.

The annual Forbes 400 list is a definitive ranking of the wealthiest Americans, using interviews, financial data, and documentation provided by billionaires and their companies. In all, 43 billionaires across Texas made it on the 2026 list, and 10 are based in Houston.

Hildebrand's net worth has surged $4.7 billion since last year, bringing his current net worth to $14.7 billion. He cofounded Hilcorp, one of the largest privately owned oil and natural gas producers in the U.S., in 1990 and served as its CEO until 2018. He still serves as the chairman of the company.

Hildebrand skyrocketed past several other Houston billionaires to claim the top spot citywide: Kinder Morgan chairman Richard Kinder, Toyota mega-dealer Dan Friedkin, and hospitality honcho Tilman Fertitta.

Kinder, 81, was dubbed Houston's richest billionaire in the 2025 Forbes 400 list, whose net worth has increased from $11.1 billion to $12.9 billion in just one year. He is the 11th richest Texan and the 100th richest person in America.

Friedkin, 61, is the third-richest Houstonian and the 102nd richest American with an estimated net worth of $12.9 billion, up from $9.7 billion last year. He most notably owns Gulf States Toyota, which sold $14.5 billion worth of Toyotas in 2025, per Forbes.

The Friedkin family is also in talks to launch a new NHL team in Texas, with Houston and Austin being eyed as potential home bases, CultureMap reports. Bringing a professional hockey team to Houston would be a major boon for the city, which has been without one since the Houston Aeros folded in 2013.

Fertitta, 69, has a net worth of $12.3 billion and is the fourth richest Houstonian and the 110th richest American. Fertitta owns hospitality corporation Fertitta Entertainment and the NBA team Houston Rockets. He most recently purchased the WNBA's Connecticut Sun and plans to relocate them to Houston under the Houston Comets name in 2027. He also keeps himself busy as President Trump's ambassador to Italy.

There's also one new Houston-based billionaire making his debut on the Forbes 400: Houston Texans owner and CEO Cal McNair.

McNair, 64, took over as the principal owner of the NFL team after his late mother, Janice McNair, transferred her principal stake to him in 2024. Janice, who cofounded the Texans with her late husband Bob McNair, passed away in July 2026. She previously had an estimated net worth of $7.3 billion.

Cal McNair ranks as the 218th richest person in America with an estimated net worth of $7.7 billion.

Here's how the rest of Houston's billionaires fared on this year's list:

Houston pipeline heir Randa Duncan Williams ranks 124th with an estimated net worth of $11.7 billion. Fellow pipeline heirs Dannine Avara and Milane Frantz tie for 128th nationally. Each has an estimated net worth of $11.6 billion. Scott Duncan ties for No. 137 with an $11.3 billion estimated net worth.
Energy exploration chief exec George Bishop of The Woodlands ranks No. 380 with an estimated net worth of $4.5 billion. Last year: $4.7 billion.

Texas' richest billionaires
Walmart heiress Alice Walton, 76, who currently leads as the richest woman globally, is also the richest woman in America, the third-wealthiest person in Texas, and the richest Fort Worth resident for 2026.

Walton's net worth has grown by $12 billion since last year, bringing her current net worth to $118 billion. She is the only daughter of late Walmart cofounder Sam Walton, though she focuses her attention on other endeavors like the Crystal Bridges Museum of American Art and the Alice L. Walton School of Medicine in Bentonville, Arkansas. Forbes still lists her residence as Fort Worth. Walton is one of only 62 women billionaires on the Forbes 400 list, making up just 16 percent of the total list.

---

This article first appeared on CultureMap.com.

3 Houston children's hospitals ranked best in the nation by U.S. News

Hospital Honor Roll

Houston has many renowned hospitals providing exceptional care, and now three local medical centers have earned national acclaim for their top-notch healthcare for children and adolescents.

Texas Children's Hospital, Children's Memorial Hermann Hospital, and Children's Cancer Hospital-MD Anderson Cancer Center are the three local pediatric care centers named in U.S. News and World Report's 2026-2027 Best Children's Hospitals.

Each year, U.S. News surveys over 100 children's hospitals and thousands of pediatric specialists to determine it's Best Children's Hospitals rankings. The winning hospitals excel at various factors such as "clinical outcomes, compliance with established best practices, and level and quality of hospital resources directly related to patient care."

Out of the 90 total children's hospitals selected across 34 states and Washington, D.C., only six were based in Texas.

"For two decades, U.S. News has helped guide families to top-tier pediatric care," said Ben Harder, chief of health analysis and managing editor at U.S. News, in a release. “Finding the right medical team for a rare diagnosis or complex surgery can be overwhelming, and U.S. News’ annual evaluation of the Best Children’s Hospitals provides a clear starting point for parents and referring pediatricians alike."

Texas Children's Hospital reigns as the No. 1 pediatric hospital in the Lone Star State and in the Southwest, and it was the only Texas hospital to be named in U.S. News' national Best Children's Hospitals Honor Roll list for 2026-2027.

Texas Children's also leads as the No. 1 best hospital in the U.S. in two pediatric specialties — Cardiology and Heart Surgery; Diabetes and Endocrinology. It earned top-five acclaim in seven more nationally ranked specialties: Nephrology (No. 2); Pulmonology and Lung Surgery (No. 2); Urology (No. 2); Neurology and Neurosurgery (No. 3); Gastroenterology and GI Surgery (No. 5); Neonatology (No. 5); and Orthopedics (No. 5).

The hospital also ranked as the country's 12th best pediatric cancer hospital, and it's one of the top 50 Best Children's Hospitals for Behavioral Health in the U.S.

Children's Memorial Hermann Hospital is the No. 3 best pediatric hospital in Texas for 2026-2027, and it earned top-50 ranks in seven specialties:

No. 12 – Cardiology and Heart Surgery
No. 26 – Neonatology
No. 28 – Gastroenterology & GI Surgery
No. 34 – Neurology and Neurosurgery
No. 40 – Orthopedics
No. 50 – Nephrology
"Top 50" Best Children's Hospitals for Behavioral Health

MD Anderson's Children's Cancer Hospital was unranked in the statewide list of the best pediatric care centers. It ranked as the No. 33 best pediatric cancer hospital in the U.S.

Other high-performing Texas pediatric hospital include Children's Health Dallas, Dell Children's Medical Center in Austin, and Cook Children's Medical Center in Fort Worth.

---