Digital Litmus

BACKGROUND

Please describe your company and position.

I am the Head of Strategic Growth of Fooditude

Describe what your company does in a single sentence.

We run food and beverage programmes for offices.

OPPORTUNITY / CHALLENGE

What specific goals or objectives did you hire Digital Litmus to accomplish?

• Help with content strategy
• Help with inbound campaign
• Ultimately help us find leads

SOLUTION

How did you find Digital Litmus?

• Online Search
• Clutch Site

Why did you select Digital Litmus over others?

• High ratings
• Specific B2B knowledge

How many teammates from Digital Litmus were assigned to this project?

2-5 Employees

What was your primary form of communication with Digital Litmus?

Virtual Meeting

Describe the scope of work in detail. Please include a summary of key deliverables.

PPC Management Content Strategy Copy Writing Inbound Campaign Structure

RESULTS & FEEDBACK

What were the measurable outcomes from the project that demonstrate progress or success?

30 leads/quarter

Describe their project management. Did they deliver items on time? How did they respond to your needs?

Digital Litmus are very organised and clear about where we stand both in terms of budget and project deliverables. We communicate with them on a platform as opposed to email which helps with organisation and means all files can be found easily. We have catch ups every 2 weeks but they are available anytime for ad hoc questions and help. So far, everything has been delivered on time.

What did you find most impressive or unique about this company?

Digital Litmus took the time to understand our company and what we do. They visited our offices, they experienced our product, they interviewed our clients, etc. This has meant that their work for us, like writing blog posts, has been effective. They really "get" what we do and who our customers are.

Are there any areas for improvement or something Digital Litmus could have done differently?

We're still in the early stages of working with Digital Litmus. So far so good! They've set us up really well for success. I'm confident we have a good foundation. I hope to see some results over the next few months.

BACKGROUND

Please describe your company and your position there.

A technology company powering social and environmental change, we do this through a number of ways. I lead on Sales and Marketing for the Solutions division which designs and builds bespoke Solutions for non profits and charities.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Digital Litmus?

We needed to scale up our bus dev efforts rapidly but had never done any lead gen work - all previous new business had been through direct contacts. We needed to start from scratch, experiment, see what worked and then implement sustainable ways of working.

SOLUTION

How did you select this vendor and what were the deciding factors?

I knew Digital Litmus from work they had delivered for a company I used to work for. They had done a great job.

Describe the project in detail and walk through the stages of the project.

They started by creating a complete picture of the target market. Ran workshops with us to develop Ideal Customer Profiles to define the addressable market and created Buyer Personas to facilitate marketing personalization based on customer needs.

The workshops they ran were excellent, and they undertook interviews with existing customers to establish Personas. They implemented Hubspot Marketing Pro with us, supporting our teams to set it up and integrating it with our existing CRM.

They created a cohesive content roadmap based on customer needs. Their work on this was incredibly comprehensive, including:

• Content Audit
• Current Rankings & Competitor Research
• Pain Points & Topic Ideation
• Keyword Research
• Audience & Channel Research
• Topic Clusters & Title Planning
• Creating a Content Roadmap

They then planned experiments to find successful demand generation strategies. We were unable to undertake these experiments - but this was unrelated. We continue to work with them and are adapting our plans.

How many resources from the vendor's team worked with you, and what were their positions?

Managing Director Client Services Director Head of Delivery

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

I can't yet since the first project did not get off the ground and we haven't started our second project. They have been patient and flexible as we have had to pivot.

How effective was the workflow between your team and theirs?

They are super responsive and happy to work to a cadence that suits us. Their use of click up is good.

What did you find most impressive or unique about this company?

The MD and Client Services Director are insightful, practical and offer great counsel. They are also flexible and willing to adapt.

Are there any areas for improvement or something they could have done differently?

no

BACKGROUND

Introduce your business and what you do there.

I’m the CEO of a technology business focused on enabling people, teams, and organizations to be their best selves by training their emotional intelligence.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Digital Litmus?

The main challenges were around growth and execution. We have a client with a proven product and a breach of listed customers but we needed a full suite of acceleration tools to enable the business to achieve the commercial success they deserve.

SOLUTION

What was the scope of their involvement?

They’re focusing on growth. They’re doing work on website redesign, SEO, content strategy, value proposition creation, sales enablement tools, CRM, administration, webinar creation, and basically everything that has to do with sales and marketing growth. They took over the strategy and the execution of the project, as well.

They’re doing a whole facelift for the website. It will end up being a fully redesigned website alongside automation and content generation. We did the work around the customer’s profile, target markets, total addressable market analysis, and everything regarding the research for the project, but we needed a competent agency to work alongside our team to ensure that things happen fast and to an exceptional level.

At first, they looked at the business and then did a strategy review including staff, team members, and customers. Later, they produced a set of strategic recommendations and an execution document for a 12-month period. We prioritized work around ideal customer profiles and personas, and from there, built a set of campaigns and deliverables like the website redesign, content creation, account-based marketing campaigns, and data sourcing.

Those were the preliminary foundation stages and now we’re working on the execution. We’re working through the campaigns and the programs that we decided will have the biggest impact through the next 12 months.

What is the team composition?

We’ve been talking to about six people in total.

How did you come to work with Digital Litmus?

I’ve known them for 4–5 years; they’ve done work for other companies I worked for in the past.

How much have you invested with them?

We’ve spent about £75,000 (approximately $100,000 USD), so far.

What is the status of this engagement?

We signed a contract in mid-September 2020, so about six months ago. The project is still ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

The biggest evidence is to say we’ve grown our pipeline by 600% in six months.

How did Digital Litmus perform from a project management standpoint?

They’re very structured. They recruited a project manager specifically for this project and they run through Monday.com, email, and phone to keep everyone posted. We have weekly standups, monthly briefs, and quarterly review sessions. We also like their flexibility– whenever I change my mind or see an opportunity they react to perform that for me.

What did you find most impressive about them?

We think that their mix of strategic thinking with first-class execution is impressive. A lot of people have great ideas but can’t deliver or vice versa, but Digital Litmus brings both to the table. 

Are there any areas they could improve?

It’s still early in the project so I can’t think of anything right now.

Any advice for potential customers?

Make sure to give them all the information upfront. Be completely honest, don’t hold back your concerns, bring ideas to the table, and think about what you’re trying to achieve in a collaborative way. Also, treat them as your internal marketing, not an external agency.

BACKGROUND

Please describe your company and your position there.

I'm the CEO of a Digital Design agency. We help clients create new digital products or revamp the ones they have.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Digital Litmus?

We wanted to scale and invest in our marketing and were unsure where to start. We had a good grasp of the options available to us as we work in digital but didn't have a strategic approach. Our activities had been scattergun and as we were about to invest more we needed direction.

What were your goals for this project?

To understand the channels that might work for us and how to practically test them.

SOLUTION

How did you select Digital Litmus?

We looked at outsourcing our marketing efforts to an agency but because we didn't have a set strategy we were unsure who to select. Every marketing agency will tell you that the thing they are good at works best. We needed someone with a broad knowledge and I was referred to Seb and Tony.

Describe the scope of their work in detail.

We ran a series of workshops designed by Digital Litmus to understand our business and our perfect customer. This created a set of personas and summarised the conditions under which they were likely to buy.

Lighthouses co-founders were heavily involved and we combined our understanding of our customer with Digital Litmus' knowledge of marketing. We then identified the channels most likely to bring results.

What was the team composition?

The workshop was with Digital Litmus directors Seb and Tony.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

This work set the course for us ramping up our marketing efforts and delivering the best year for leads in our history (despite a pandemic!). We have taken the strategies that Seb and Tony defined and built on them. They are always there for advice.

How effective was the workflow between your team and theirs?

The process was designed and run by Digital Litmus and we found it easy to follow. Everything delivered was as we expected.

What did you find most impressive about this company?

I was most impressed by how knowledgeable and genuinely passionate they were. Marketing is hard and they don't pretend it's simple, they just break down what you are trying to achieve and use their huge experience to give you a way forward. I felt I understood a lot more after talking to them because they communicate the 'why' as well as the 'how'.

Are there any areas for improvement?

There was an exercise in one of the workshops that didn't really apply to us, but they adjusted it on the fly so we got to where we wanted to.

BACKGROUND

Please describe your company and your position there.

I’m the Country Head for the UK’s leading independent marketing measurement and attribution platform. We help our clients take control of their 1st party data to unlock hidden value to reduce wasted spend, increase efficiency and drive growth.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Digital Litmus?

We needed an agency to develop our go-to-market strategy, put in place MarTech foundations and begin bringing in qualified leads to our sales team. Digital Litmus helped us with a variety of projects including defining our value proposition, developing customer personas, setting up our outbound automation platform and running a series of inbound marketing campaigns over the course of a year.

What were your goals for this project?

- Develop an outbound marketing programme to bring leads in for our sales team - Bring in leads using content and paid social - Build a solid MarTech foundation to support our growth

SOLUTION

How did you select this vendor?

They were recommended by one of my peers.The management team were impressed with the Digital Litmus’ strategists in the initial discovery meetings and the relationship continued in a positive direction from there.

Describe the scope of their work in detail.

Digital Litmus ran a strategic phase of work designed to help us identify our key audience segments and develop customer personas. They also developed a demand generation strategy that outlined a roadmap of activity across the engagement, advising us on the MarTech platforms that we needed to support our growth, configuring them too. Over the course of the relationship, they developed a series of inbound and outbound marketing campaigns designed to bring in new qualified leads for the business from our target audience.

What was the team composition?

We mainly worked with 3 main individuals from their team, a strategist, an account director and a content marketer but there were a number individuals behind the scenes working on our account.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Their inbound and outbound campaigns yielded over 300 qualified leads from the target accounts we were going after which was a solid return on investment.

How effective was the workflow between your team and theirs?

Workflow was always good, the team were always very responsive and the project management tool they use, Monday.com was meticulously planned meaning everything was really transparent.

What did you find most impressive about this company?

They were strong on the strategic side, married it with good campaign creativity and made decisions based on data, meaning that we saw results straight away. The team was always on-hand to support, upskill our own team, and provide advice whenever we needed it.

Are there any areas for improvement?

I really can’t think of anything. It’s been a great experience.

BACKGROUND

Please describe your company and your position there.

ArchOver is a FinTech / peer-to-peer lending platform supporting SMEs business borrowing. I 'm am a Co-Founder of the business and the current COO there.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Digital Litmus?

Archover and Digital Litmus worked together c. mid 2017 to mid 2018 At this time, there was no inbound marketing capability at Archover. Digital Litmus got Archover up and running with inbound marketing, covering the following:

• A content development programme
• creating blogs and high-value content e.g. eBooks
• Website improvements inc. conversion optimisation
• Driving organic results
• SEO optimisation getting the business ranked in Google for target keywords
• Paid content campaigns targeting our prospects
• Configuring and optimising our existing Hubspot setup

What were your goals for this project?

• Generate new leads for our platform through paid and organic channels
• Improve our search engine presence using content
• Build a solid MarTech foundation on which to scale leads and content 

SOLUTION

How did you select this vendor?

We reviewed a few agencies and found Digital Litmus to be the best fit for our business due to their experience working specifically with B2B tech companies as well as other FinTech businesses. Their proposal was highly aligned to our needs from a strategic standpoint and the team quickly demonstrated their knowledge and expertise throughout the selection process.

Describe the scope of their work in detail.

The initial engagement was a discovery stage which involved a number of workshops where Digital Litmus got to understand the different commercial components of our business and our target customer, as well as undertaking an audit of our Hubspot installation. Once this was complete they built out variety of projects and activities to begin actioning, from fixing up our Hubspot configuration to developing a content strategy. On a monthly basis the team began to develop a series of blog pieces and premium content as well as supporting our lead generation though paid social advertising. I was a key stakeholder in the engagement and participated in status meetings and reviews but largely let Digital Litmus get on with it.

What was the team composition?

The team that worked on our businesses consisted of two senior strategists who were involved in the initial planning, an account management who was our direct point of contact throughout the course of the relationship and then a behind the scenes team of content writers, designers, paid media specialists and a MarTech expert who configured our Hubspot.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

The content development programme was well received within the business and had a positive impact on our traffic and early lead volume. We also began to see some good results in search over the course of the relationship. In general, the results were good and we saw good ROI on our investment in Digital Litmus.

How effective was the workflow between your team and theirs?

There was a good working relationship between our business and Digital Litmus. The team were good communicators, highly responsive, projects were well managed via Monday.com and timelines were very transparent throughout.

What did you find most impressive about this company?

The inbound strategy that was put in place was exactly what we needed at that moment in time. We really benefitted from the expertise of their senior team who demonstrated their understanding of our business. They understood the needs of growth stage B2B businesses like ours. They were highly systematic in their approach and were very effective in laying down strong foundations for our ongoing content development programme, underpinned by good MarTech.

Are there any areas for improvement?

We were really happy with the engagement so nothing to add here!

BACKGROUND

Introduce your business and what you do there.

I’m the co-founder of an investor marketplace.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Digital Litmus?

We were trying to attract investors to our new marketplace platform. We wanted to use digital media as a way to reach the segment.

SOLUTION

What was the scope of their involvement?

Digital Litmus started with the strategy. We looked at our objectives and discussed what we were trying to achieve as well as our options to do so. Their team put together a strategy as well as a series of campaigns. We focused on attracting investors via LinkedIn outreach and advertising as well as sales navigation on Facebook, Twitter, and Google. Then, we went into campaign creation mode when we created the various digital assets needed for our marketing efforts. Their team created all the ad copy including the look and feel of the ads. Finally, we flipped the switch. Now, we have regular account management calls when we review progress and modify our efforts.

What is the team composition?

We’ve been exposed to five people throughout the assignment. Our main point of contact’s Tony (Campaign Director, Digital Litmus). In the early part of the strategy, we worked with Seb (Founder and Managing Director, Digital Litmus). There are a couple of other members of their team who’ve worked on various aspects of the project.

How did you come to work with Digital Litmus?

We typed in top digital marketing agencies in London and Digital Litmus was on a top 10 list. We contacted a few people on that list and their team was the one we chose.

How much have you invested with them?

The project has cost around £40,000 pounds (approximately $53,300 USD) of which £20,000 (approximately $26,600 USD) has been spent on media and the other £20,000 on their services.

What is the status of this engagement?

We started working together in August 2019, and our work’s ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement? 

They've provided high-quality work and great results. The ads have generated a lot of activity such as traffic and sign-ups. Their team delivered what we expected. We’ve created the buzz that we wanted. They’re nice, professional people. I fully recommend them.

How did Digital Litmus perform from a project management standpoint?

Digital Litmus's professional. I’ve felt very confident that they’re doing what’s right for us. Their team’s always managing what’s going on with our campaigns.

What did you find most impressive about them?

Digital Litmus built the strategy carefully. Also, their team provided services with a high level of professionalism. They’re a high-quality agency.

Are there any areas they could improve?

No, it’s all good.

Do you have any advice for potential customers?

Work hard on the strategy because that pays dividends later. Digital Litmus’s good at that piece.

BACKGROUND

Introduce your business and what you do there.

I’m the head of commercial operations at Spektrix, a service software platform for the cultural sector.

OPPORTUNITY / CHALLENGE

What challenge were you trying to address with Digital Litmus?

We operate within a mature market in the UK, so we were looking to ensure growth. We needed a partner to direct strategic marketing and systematic activation of prospects.

SOLUTION

What was the scope of their involvement?

Digital Litmus created strategies for account-based marketing and outbound sales enablement. After learning our target audience, the team helped us develop specific messages and executed campaigns on several platforms including Outreach and Drift. They expanded and refined our MarTech Tools to make better use of our data, which enables us to act on leads. 

What is the team composition?

We work with two team members at Digital Litmus.

How did you come to work with Digital Litmus?

A colleague recommended Digital Litmus when we started considering sales enablement. In terms of company scale, they were a good match, which is only one reason we chose to work with them. 

How much have you invested with them?

This year we’ll probably spend about £80,000 (approximately $102,000 USD).

What is the status of this engagement?

We began collaborating in March 2018, and it’s ongoing.

RESULTS & FEEDBACK

What evidence can you share that demonstrates the impact of the engagement?

Their efforts increased the number of prospects within our hardest to reach markets. Digital Litmus is highly regarded within our business.

How did Digital Litmus perform from a project management standpoint?

The team’s good at managing themselves and meeting the deadlines they set. Digital Litmus is a good match for us in terms of size; we would've struggled if they were smaller or larger.

What did you find most impressive about them?

They took the time to understand the target audience’s profile. It was a new market for Digital Litmus, but they made the effort to understand it, which clearly benefited the work they’ve produced.

Are there any areas they could improve?

I would encourage them to challenge their suppliers sooner. But other than that, it’s been great.

Do you have any advice for potential customers?

Make sure to have an idea of exactly what work is involved on both sides so resources are available to deliver what’s needed.