B2B DIGITAL
MARKETING
B2B digital marketing promotes businesses that sell their products or services to other companies.

An aspect of B2B is targeting the decision-makers (DM) and influencing their decisions.

B2B digital marketing helps generate more leads and close more deals using online tools.
HubSpot Email Marketing
Certified 2020
HubSpot Inbound Certified
Professional 2009
Reply.io Outbound
Sales Mastery 2021
WHO IS SUITABLE FOR
B2B DIGITAL MARKETING

You have a sales team, established relationships with partners, suppliers and customers, but you want to get more leads.
1
You want to inform your target audience about the benefits of your products or services, persuading them to choose you.
2
You want to sell more to existing customers.
3

You have a sales team, established relationships with partners, suppliers and customers, but you want to get more leads.
1
You want to inform your target audience about the benefits of your products or services, persuading them to choose you.
2
You want to sell more to existing customers.
3
HOW WE WORK
1
Determining ICP (Ideal Customer Profile)
We make a list of companies and decision-makers with three levels of detail:

— general client characteristics: business sectors, size and profit of the company, positions of decision-makers and persons initiating or influencing decisions

— names of specific companies most interesting for you to cooperate with, and a description of their decision-makers

— specific people from specific companies

For example:
Level 1. CEO, COO in marketing agencies of up to 15 people.

Level 2. СЕО, СОО in Roman.ua.

Level 3. Roman Rybalchenko, Olga Rybalchenko.

At the same time, we compose the semantic core, considering how people search for a product or service on the web. We work through the names of competitors, professional jargon, standards and regulations, references to the law, categories of goods and services, specialized resources, words that mark opportunities, related queries.
2
Nurturing relationships with potential clients
  • We actively use lead prospecting: from Linkedin, Crunchbase, Angellist, classified advertisements websites like Craigslist, job search websites, listings, open databases, niche resources and associations.

  • We use ICP criteria: geo, industry, size, technical stack and use of certain software, availability and size of investments, open job positions, etc.

  • We find people responsible for decision making, or those who can be the "drivers of change": collect their names, positions and contacts. We aim for the maximum number of touches with one person in different channels.

  • We warm up the leads through paid advertising on social networks. We contact them on LinkedIn, by mail on behalf of the manager; we offer to get a demo version of the product or download the White Paper.

3
Bringing a warm client into contact with the manager
We filter out cold leads, and when a warm opportunity arrives, managers get involved.
4
Developing your own media
We determine what case studies and white papers are needed and help to prepare them. We draw up a content plan, come up with engaging activities and build a warm contact with the audience. We enhance the effect of social media posts with boosting. We help with finding a team for video production.
5
We run ads on the platforms:
  • Facebook Ads
  • LinkedIn Ads
  • Google Ads
  • Youtube
  • Quora, Bing, Twitter, Reddit, Capterra, G2, and other appropriate platforms.
We help build the company's PR process on third-party platforms: in thematic business publications and popular blogs.
6
Working with feedback from the sales team
We get information about who is already a good buyer, to whom you want to sell more, which services, geo and areas are working well, and which need improvement.



  • For Clients with a short sales cycle: we ask the sales team for sales results and make frequent Ads optimizations by ROI.

  • For Clients with a long sales cycle: we ask the sales team for data on lead qualification, and make frequent Ads optimizations using MQL (Marketing Qualified Lead) or SQL (Sales Qualified Lead).
7
Building marketing automation around CRM
We help maintain constant contact with clients, and do not let them forget about your company, so you become top of mind for them when making a decision.

We help salespeople be more prepared to communicate with new leads by enriching CRM with additional data — the contact's source of entry into the database, their path through the website, reaction to our letters and other marketing activities.

We create a system in which we gently but persistently push the contact to a deal:



  • we accompany communication with managers with relevant letters and messages (next call reminder, short conversation status, links to key materials, etc.)

  • we accompany the key transaction stages with emails, SMS and other interactions

  • we react if there is a risk of a lost deal, and if the client has not been active for a long time
8
Setting up end-to-end analytics
1. We analyze the user's path through the sales funnel, potential "entry points" (chat, phone, newsletter subscription, White Paper download, requests on the website), and all critical stages. We study the systems and tools that are used in the sales process - a website, chat and dynamic call-tracking systems, various CRMs, accounting and inventory control software.

2.
We describe how and when we save the source of user acquisition and "transmit" it to other systems when moving from one stage to another. After receiving the final status, we transfer information to classic and BI analytics systems.

3. We summarize and combine data from different sources (Google Analytics, advertising systems, CRM, internal databases) in one place (Power BI, Google Data Studio) and build reporting.

As a result, the Client can see which advertising sources bring the orders and sales. Accordingly, they understand the real effectiveness of advertising activities: cost per opportunity, payback, the efficiency of each channel.
1
Determining ICP (Ideal Customer Profile)
We make a list of companies and decision-makers with three levels of detail:

— general client characteristics: business sectors, size and profit of the company, positions of decision-makers and persons initiating or influencing decisions

— names of specific companies most interesting for you to cooperate with, and a description of their decision-makers

— specific people from specific companies

For example:

Level 1. CEO, COO in marketing agencies of up to 15 people.

Level 2. СЕО, СОО in Roman.ua.

Level 3. Roman Rybalchenko, Olga Rybalchenko.

At the same time, we compose the semantic core, considering how people search for a product or service on the web. We work through the names of competitors, professional jargon, standards and regulations, references to the law, categories of goods and services, specialized resources, words that mark opportunities, related queries.
2
Building contacts with potential clients
  • We actively use lead prospecting: from Linkedin, Crunchbase, Angellist, classified advertisements websites like Craigslist, job search websites, listings, open databases, niche resources and associations.

  • We use ICP criteria: geo, industry, size, technical stack and use of certain software, availability and size of investments, open job positions, etc.

  • We find people responsible for decision making, or those who can be the "drivers of change": collect their names, positions and contacts. We aim for the maximum number of touches with one person in different channels.

  • We warm up the leads through paid advertising on social networks. We contact them on LinkedIn, by mail on behalf of the manager; we offer to get a demo version of the product or download the White Paper.
3
Bringing a warm client into contact with the manager
We filter out cold leads, and when a warm opportunity arrives, managers get involved
4
Developing your own media
We determine what case studies and white papers are needed and help to prepare them. We draw up a content plan, come up with engaging activities and build a warm contact with the audience. We enhance the effect of social media posts with boosting. We help with finding a team for video production
5
We run ads on the platforms:
  • Facebook Ads
  • LinkedIn Ads
  • Google Ads
  • Youtube
  • Quora, Bing, Twitter, Reddit, Capterra, G2, and other appropriate platforms.
We help build the company's PR process on third-party platforms: in thematic business publications and popular blogs.
6
Working with feedback from the sales team
We get information about who is already a good buyer, to whom you want to sell more, which services, geo and areas are working well, and which need improvement.



  • For Clients with a short sales cycle: we ask the sales team for sales results and make frequent Ads optimizations by ROI.

  • For Clients with a long sales cycle: we ask the sales team for data on lead qualification, and make frequent Ads optimizations using MQL (Marketing Qualified Lead) or SQL (Sales Qualified Lead).
7
Building marketing automation around CRM
We help maintain constant contact with clients, and do not let them forget about your company, so you become top of mind for them when making a decision.

We help salespeople be more prepared to communicate with new leads by enriching CRM with additional data — the contact's source of entry into the database, their path through the website, reaction to our letters and other marketing activities.

We create a system in which we gently but persistently push the contact to a deal:



  • we accompany communication with managers with relevant letters and messages (next call reminder, short conversation status, links to key materials, etc.)

  • we accompany the key transaction stages with emails, SMS and other interactions

  • we react if there is a risk of a lost deal, and if the client has not been active for a long time
8
Setting up end-to-end analytics
1. We analyze the user's path through the sales funnel, potential "entry points" (chat, phone, newsletter subscription, White Paper download, requests on the website), and all critical stages. We study the systems and tools that are used in the sales process - a website, chat and dynamic call-tracking systems, various CRMs, accounting and inventory control software.

2.
We describe how and when we save the source of user acquisition and "transmit" it to other systems when moving from one stage to another. After receiving the final status, we transfer information to classic and BI analytics systems..

3. We summarize and combine data from different sources (Google Analytics, advertising systems, CRM, internal databases) in one place (Power BI, Google Data Studio) and build reporting.

As a result, the Client can see which advertising sources bring the orders and sales. Accordingly, they understand the real effectiveness of advertising activities: cost per opportunity, payback, the efficiency of each channel.
TOOLS AND MECHANICS
Leads and sales for a virtual data room service increased with a $50 million revenue from 2015 to 2020.
Targeting
Worldwide
Tools
Visitors and sponsors were attracted to the conferences on renewable energy, energy storage and residential energy.
Targeting
Europe
Tools
PPC in ___Google Ads,
___Linkedin, ___Facebook,
retention marketing, cold mailing
M&A experts were engaged to join the community with online and  offline events.
Targeting
Europe, Americas
Tools
PPC in ___Facebook, ___Linkedin,
___Quorra
PPC in___Google Ads,
___Capterra, ___Linkedin, ___Bing
WHO WORKS ON
THE PROJECT
Roman Rybalchenko, agency founder
15 years of experience in digital marketing
choose the best conditions on the market

achieve favorable price conditions while maintaining the quality of service

supervise contractors and the team

build systems: beginning with money, ending with clients for the business

share knowledge and experience
My job is to:
12 years of experience in marketing
My job is to:
build reporting on ROI and teach everyone to study and analyze it regularly

choose a promotion strategy

select tools and their combinations

control the process of implementation and use of tools: analytics, retention marketing, PPC advertising
Web analyst
B2B marketer
PPC specialist
Retention marketer
Assistant
Project manager
Experts by role
CASES AND ACHIEVEMENTS
TESTIMONIALS
We were looking for a contractor who would tell us what we needed to do with our numbers. For us, the main value is that you analyze our data better than we understand it. We really liked the approach to work. For instance, a detailed checklist in Google Docs with all the key points highlighted in red and the rest in other colors. Read the full review
Chingis Barinov
Co-founder of Worksection
Every month, we spend over $100,000 on user acquisition, and we approached Roman with the aim of optimizing our spending. And within the next three months, we got the results. Our average costs were reduced by 35-40%. Read the full review
Alexander Hlevnyuk
Chief Revenue Officer at iDeals
We were looking for a contractor who would tell us what we needed to do with our numbers. For us, the main value is that you analyze our data better than we understand it. We really liked the approach to work. For instance, a detailed checklist in Google Docs with all the key points highlighted in red and the rest in other colors. Read the full review
Chingis Barinov
Co-founder of Worksection
Every month, we spend over $100,000 on user acquisition, and we approached Roman with the aim of optimizing our spending. And within the next three months, we got the results. Our average costs were reduced by 35-40%. Read the full review
Alexander Hlevnyuk
Chief Revenue Officer at iDeals
PRICE
From $2,000 per month
The client pays separately for the advertising budget, SEO, PR, programmers, designers, and other contractors.

A minimum contract term is 6 months.
The price does not include the advertising budget and external contractors.

Partners

Google Analytics Individual Qualified
since 2009

Meta Business Partner.
Only ~16 in Ukraine

  • Certificates: Bing Ads Accredited Professional 2015
  • HubSpot Email Marketing Certified 2020
  • HubSpot Inbound Certified Professional 2009
  • Reply.io Outbound Sales Mastery 2021
  • Certified Google Ads Consultant 2011

Clients

We have worked with 252 Clients and helped them enhance online marketing and earn more.

Clients
ABOUT US

Why did we choose Roman.ua?
Because they are geeks.