Revenue-focused Marketing Strategy
Ashmita Dutta
Melwood was a boutique agency in India and was seeking to expand its business internationally.
Challenge
The brand was unknown in international markets, and the portfolio reflected reputable work, but only in one country.
Strategy
Leverage our market knowledge of APAC and target clients’ expansion plans into our known market as a go-to-market strategy.
Actions taken
Market Diagnosis and Targeting: Through demand research, I narrowed down to 2 markets – Germany and Mauritius and found companies that were expanding into the APAC market. I found that while the localised needs of the target clients were being met, global expansion required market knowledge of APAC. These target clients were working with local boutique agencies that did not have a presence in APAC.
Positioning and Messaging: Instead of targeting the potential clients, I targeted the agencies working for the regional marketing of those clients. I positioned Melwood as a boutique agency that has the relevant market insights of APAC and an effective partner to those agencies without them losing market share. Those agencies then recommended us as trusted partners to their clients.
Client Expansion: Using this initial group of clients as proof of work and brand advocates, I expanded the business to other clients internationally.
Result
Within 3 months, expanded the business to two new countries, generating an incremental revenue of $76K.
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Posted Aug 29, 2024
For a marketing agency, Ashmita devised a revenue-focused marketing strategy that significantly boosted the agency's revenue within six months.
