Startup marketing: How Houston founders should approach their strategy

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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.

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

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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.

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

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Houston's IAH soars in new ranking of U.S. airports with best dining

Flying High

Here's news that'll make a flight delay at Houston's George Bush Intercontinental Airport a bit more palatable: IAH arrives at No. 12 in a new ranking of the country’s best airports for food and beverage options.

The 2025 study by commercial furniture manufacturer Restaurant Furniture relied on Google reviews of food and beverage establishments at the busiest U.S. airports to come up with its list. The study included only those restaurants and bars with at least 20 Google reviews.

IAH earned an average Google review rating of 3.29 out of 5 stars for its food-and-beverage establishments.

The study analyzed 61 restaurants and bars at George Bush Intercontinental Airport. The Houston airport’s highest rated establishment was Pappadeaux Seafood Kitchen. That Pappadeux location garnered an average Google review rating of 4.48 out of 5. George Bush International also is home to the study’s highest-rated Chick-fil-A and Whataburger restaurants.

Several years ago, IAH made a major effort to upgrade its dining options by partnering with local chefs such as Chris Shepherd, Ryan Pera (Coltivare), and Greg Gatlin (Gatlin's BBQ) on concepts for Terminal C North. More recently, a change in the city's airport concessions contract brought local favorites such as The Annie Cafe and Common Bond to the George Bush.

“Airports aren’t usually renowned for their choices of bars and restaurants, and this is often because people just want to get through the airport and onto their final destinations as quickly as possible,” Nick Warren, head of e-commerce at Restaurant Furniture, says in a release. “However, a good airport bar or restaurant can provide a great rest stop after a long flight, and these positive experiences can go a long way towards travelers choosing which airport they will fly from in the future.”

Dallas Fort Worth International Airport soared to No. 1 in the rankings. Restaurants and bars at DFW earned an average of 3.56 out of 5 stars on Google — the highest number among 31 airports.

Just like in Houston, among 74 locations at DFW, the study found Pappadeaux Seafood Kitchen in Terminal A scored the highest average Google review rating — 4.59. DFW also boasts the top-rated IHOP, McDonald’s, Panera Bread, and Panda Express among the 31 airports that were analyzed.

Rounding out the top five airports with best food are Miami International Airport (No. 2), San Francisco International Airport (No. 3), Denver International Airport (No. 4), and Hartsfield-Jackson Atlanta International Airport (No. 5).

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A version of this story originally appeared on CultureMap.com.

Axiom Space launches semiconductor and astronaut training initiatives

space projects

Axiom Space, a Houston-based commercial spaceflight and space infrastructure company, has launched initiatives in two very different spheres — semiconductors and astronaut training.

On the semiconductor front, Axiom has signed a memorandum of understanding with Japanese chemical company Resonac Corp. to collaborate on semiconductor R&D and manufacturing projects carried out in space. Among Resonac’s products are materials used in chip manufacturing.

Axiom said the deal “paves the way toward leveraging microgravity to advance next-generation chip technologies and accelerate the in-space manufacturing market.”

Under the agreement, Axiom and Resonac will explore the potential production of semiconductor materials and chip packaging in microgravity and low-Earth-orbit environments.

“The unique environment of space offers immense potential for advancing semiconductor materials, especially in crystal growth,” Masato Fukushima, Resonac’s chief technology officer, said in a news release.

The deal will also extend Resonac’s work with Axiom on the development of molding compounds that can reduce “soft errors” when semiconductor devices are exposed to space radiation.

“Our collaboration with Resonac underscores how Axiom Space is enabling global corporations from around the world to leverage space to drive manufacturing innovation across critical technology sectors such as semiconductors,” Axiom astronaut Koichi Wakata, the company’s chief technology officer, said.

In the astronaut training arena, Axiom has tapped Portuguese physiologist Emiliano Ventura as its first “Project Astronaut.” Ventura will apply his expertise in human performance to a pilot program aimed at testing six-month astronaut training protocols.

“His goal is to participate in a future mission and explore, with scientific depth and curiosity, how the human body adapts to microgravity, contributing fresh insights to the current body of research in space physiology,” Axiom said.

Ventura has helped several Axiom crewmembers with physiological needs before and after missions aboard the International Space Station.

Axiom said Ventura’s pilot program will study astronauts’ physiological responses to microgravity during spaceflight. The program eventually will benefit Axiom astronauts heading to the world’s first commercial space station, which is being built by Axiom.

Michael López-Alegria, Axiom’s chief astronaut, said he and the company’s two other astronauts will train with Ventura. The Project Astronaut initiative “strengthens our commitment to enabling safe, effective, and inspiring commercial space missions while supporting scientific objectives worldwide.” López-Alegria said.

Houston scientist launches new app to support mental health professionals

App for that

One Houston-based mental health scientist is launching a new app-based approach to continuing education that she hopes will change the way doctors, therapists, and social workers evolve in their field.

The app, MHNTI, is named for its parent company, the Mental Health Network & Training Institute. It's a one-stop shop for mental health professionals to find trainers, expert consultations, local providers, webinars, and other tools related to licensure certification and renewal.

Free and paid tiers offer different levels of access, but both offer doctors, counselors, and more an easier way to engage with continuing education. When a mental health professional is looking to expand their knowledge in a way that coincides with CE requirements, MHNTI provides it; as easy as using Amazon.

"We built MHNTI for the clinicians craving meaningful, ongoing training that fits real-life schedules," said Dr. Elizabeth McIngvale. "MHNTI is more than an app. It's a movement to support mental health professionals at every career stage."

McIngvale, the daughter of celebrated Houston entrepreneur Jim "Mattress Mack" McIngvale, co-founded MHNTI after becoming one of the leading experts on obsessive-compulsive disorder (OCD) in the United States. Born with the condition herself, she suffered greatly as a child to the point that she required extensive repetitive rituals daily just to function. She responded to exposure with response prevention (ERP) treatment, earned her Ph.D. from the University of Houston, and is now the director at the OCD Institute of Texas.

This is not the first time she used the internet to try to improve the mental health industry. In 2018, she launched the OCD Challenge website, a free resource for people with OCD.

McIngvale's co-founder is New York-based doctor, entrepreneur, and author Lauren Wadsworth, another expert in OCD and other anxiety disorders. Like McIngvale, she understands that the labyrinthian world of continuing education can keep mental health professionals from achieving their potential.

"Mental health providers are often overworked and under-resourced. MHNTI is here to change that," said Wadsworth. "We're creating a space where clinicians can continuously learn, grow, and feel supported by experts who understand the work firsthand."

MHNTI is available in the App Store, Google Play, and for desktop.

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A version of this article originally appeared on CultureMap.com.

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