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Major Minor Marketing: how to determine your marketing budget

Major Minor Marketing: how to determine your marketing budget

In today’s ever evolving business landscape, many things are changing how businesses secure new revenue and build a solid business – but at the end of the day the most important factor is still marketing. Oddly, marketing is being ignored more today by start-ups and new businesses than any other business aspect. A recent CB Insights study showed the greatest factors for why start-ups fail are all tied to marketing.
One major factor is that most start-ups do not understand the true scope and impact of marketing. Many simply view marketing as an activity to be conducted after the product or service is finalized and ready. When pushed, most start-ups will say their marketing will simply consist of Facebook ads and some social media posts. This classically falls into the “Build it and (t)he(y) will come” strategy, which eventually leads to either a pivot and significant loss of investment or an inability to attract a large enough customer base – both paths leading to business failure.

Marketing is a foundational business strategy that starts with determining the market need (does it really exist), size and proper pricing models. These aspects must be reviewed and researched before a company can move into the next step of building brand awareness – the single most important facet to generating sales.

While brand awareness is so important to building a successful company, many companies and start-ups struggle with determining how much to spend. The growing idea of bootstrapping has led many to think that the brand building side marketing isn’t that important or difficult because they really believe in their product, which is important but few in the actual market will share that passion – especially if they never learn of the company.

So how should a company determine how much to allocate for this level of marketing each year?
It’s a bit easier for companies with existing sales. Traditionally companies will allocate 10% of overall yearly net revenue to maintain existing brand awareness and sales. As a rule of thumb B2B companies will allocate an additional 5-8% of overall yearly net revenue for each new product or service launched in a specific year, while B2C companies will double or triple that amount depending upon the competitive landscape — retail, pharmaceuticals and CPG products can have marketing budgets upwards of 50% of total yearly revenue.
This style of strategic marketing activity snowballs over time, delivering exponentially increasing return the longer the tactics are underway in a coordinated, diversified fashion that covers the right audiences with the right messages.

For newer companies and start-ups that are working from seed funding and just getting to their first sales cycle or the first product launch, the process can be more difficult. It’s also easy to push all the initial funding to development and wait for sales to build a marketing budget, but this can also drastically slow the sales cycle and allow competition to claim needed market share.

The best method for strategically determining your needed marketing budget for early brand awareness building is to look directly back at your business plan or funding deck. At some point the founders forecasted a specific amount of sales. The biggest question now becomes, “How much revenue would we secure this year IF everyone in my target sales demographic knew my company and product or service?” (This number is usually the second or third year in a start-up business plan.) Obviously that number will be far more than your existing projections – this is the opportunity cost of not doing a strategic, ongoing brand building campaign. In this case you cannot solve the opportunity cost problem with a small budget. This is the basis of the Major Minor Marketing Solution.

If you have a major problem, you need a major fix. You wouldn’t try to solve a crumbling foundation on a $5M home with a contractor charging $5K. Likewise, you wouldn’t buy a $5M computer to send email. Major problems require major fixes, and minor problems require minor fixes.
Remember that big question? This is where you base your budget. If you COULD be selling $1M more in product/service each year if everyone knew your company, then 10% is a reasonable amount for marketing. Most everyone would invest $100K to make a million more in revenue. Now the good news – good, boutique marketing firms today can provide that level of service for as low as 5% — take advantage and grow.

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Whether you just need a quick PR-related question answered, an unbiased review of a press release, a sounding board for whether your pitch should be offered to everyone or as an exclusive – PRIME|PR is ready to help.

If you need more – top level strategy on messaging and branding, creative pitch creation and execution to get more ink, or a fully integrated PR and marketing campaign from scratch, PRIME|PR is your agency. Let us show you what we can do.

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Thanks for stopping by, visting the PRIME | PR website, and your interest in working with us.

Whether you just need a quick PR-related question answered, an unbiased review of a press release, a sounding board for whether your pitch should be offered to everyone or as an exclusive – PRIME|PR is ready to help.

If you need more – top level strategy on messaging and branding, creative pitch creation and execution to get more ink, or a fully integrated PR and marketing campaign from scratch, PRIME|PR is your agency. Let us show you what we can do.

At PRIME|PR, we understand that selecting the right public relations partner is crucial for your business. To help you make an informed decision, we’ve compiled a list of frequently asked questions tailored to the overall industry and specifically to our agency.

Answer:  At PRIME|PR, we have extensive experience in technology and B2B industries, successfully representing a diverse range of clients from start-ups to Fortune 100 companies. Our team of experts stays up-to-date on industry trends, ensuring we have the necessary knowledge and expertise to effectively represent your company. Our founder, Nicolia Wiles, was a Gartner analyst before starting PRIME|PR and has some of the best tech expertise f any PR professional today.

Answer: This is one of the most important questions to ask any PR firm. Unlike other firms that have different bills rates for staff according to title/position, we use a single bill rate of $150/hour for everyone that works on your account – but one of the biggest differences for our firm is that we have no junior staff, so you always work with someone with at least 15 years experience (which is typically $400+/hour at other firms).

Answer: This is one of the most important questions to ask any PR firm. Unlike other firms that have different bills rates for staff according to title/position, we use a single bill rate of $150/hour for everyone that works on your account – but one of the biggest differences for our firm is that we have no junior staff, so you always work with someone with at least 15 years experience (which is typically $400+/hour at other firms).

Answer: In almost every client engagement, we start with foundational messaging to ensure you are telling the right story to the right people. We’ll then update all marketing material (including your website) and create a 12-month Communication Plan that we’ll use as a tool to make sure we are building your brand in the most effective way possible. We’ll then create individualized monthly plans that we’ll use to prioritize activity together – this also ensure that everyone from the CEO down knows exactly what is happening, what to expect and how to judge success each month.

Answer: Absolutely! We are proud of our track record and are happy to share case studies and examples of successful campaigns we’ve executed. Our portfolio showcases our strategic approach to public relations and demonstrates our ability to deliver results. Our Case Study page provides some immediate examples.

Answer: We measure success by assessing various data metrics, such as media coverage, audience reach, and impact on brand reputation. We work closely with our clients to set realistic expectations and strategic KPIs custom to their individual pain points and goals. We use multiple software packages to track everything from media engagement to sales.

Answer: Our strong media network is one of our core strengths. We have established relationships with key journalists, influencers, and other relevant media contacts, enabling us to secure valuable coverage for our clients. Prior to starting PRIME|PR, Nicolia Wiles was an analyst at Gartner and created strong relationships with media that contacted him for intel, making him a true resource with media.

Answer: PRIME|PR offers a wide range of services, including media relations, social media management, and event planning. We are committed to customizing our services to meet your company’s unique needs and requirements.

Answer: We value open and transparent communication with our clients. Our preferred methods of communication include regular email updates, phone calls, and in-person or Zoom meetings. We are always available to handle urgent situations any time of day.

Answer: We are happy to provide client references upon request. Our clients can attest to our professionalism, working style, and the results we deliver. We believe their testimonials offer valuable insights into our performance as a PR partner. Immediate testimonials can be seen at our GMB page.

Answer:  Our team at PRIME|PR is committed to seamless integration with your existing marketing and communications efforts. We develop strategies for collaboration and coordination, ensuring a cohesive and effective approach to achieving your goals. We work best with a client when we have an integrated team approach where we are part of the team vs a PR vendor. We are often brought on as interim CMO and marketing departments for companies that have not yet expanded those roles.