This post is a collaborative effort with Ross Katz and our partners at CorrDyn, a data-driven consultancy that helps enable scalable growth. CorrDyn’s data expertise combined with Bluetext’s command of marketing provides an additional opportunity to segment and target in the B2G marketplace.

Where is the next great opportunity for your business? Well, government agencies for one. According to USAspending.gov, approximately five trillion dollars is being allocated to government agencies in Fiscal Year 2021, with over $1 trillion going to Health and Human Services alone. These agencies are growing, and their needs for hardware, software, and services are increasing along with them. 

If you are already marketing to “the government,” you understand that winning government contracts is a long sales cycle. The opportunity-to-award process might be 90 days on average, but the lead-up to those 90 days is a critical period where the deal is won or lost. During those 90 days, all data gathering and relationship-building you have done over the previous 2-5 years comes to fruition. So what exactly sets the winning businesses apart? Memorability. Government contracting is a long game, built on endurance. After many years of B2G marketing experience, Bluetext is here to break down what gets your foot in the door and sustains success in business to government marketing.

Division of time between positioning your company for success with government agencies and bidding on specific contract awards.

Winning government contracts is not as simple as pointing your existing sales and marketing engine at a new target. “The government” is not a monolithic entity, and even “the agency” needs to be treated with more nuance: It is composed of dozens of sub-entities that make independent decisions based on independent decision criteria. In enterprise sales, winning over a single decision-maker can often close the deal. In government contracts, groups of stakeholders across the agency influence which business wins the contract, even if a single decision-maker completes the signs off. So instead of persuading a single stakeholder, B2G companies are tasked with winning over multiple groups, at multiple different stages and occasions. Hence, why brand endurance is critical. 

Complicating matters further, traditional channels for establishing relationships with government agencies have been disrupted by the pandemic. Most in-person conferences and meetings will not occur this year, and some will remain online for the foreseeable future. Government stakeholders are more geographically distributed and digitally dependent than ever. 

The tides have shifted. Once an industry that operated in an isolated siloe of its own rules, business seeking government contracts must adopt new, digital marketing initiatives to effectively position themselves.B2G companies should leverage the data-driven, digital marketing tools developed for B2C companies to segment and personalize their approach to agency stakeholders. B2G is too broad a term, and even business-to-agency (B2A) abstracts away from the customer understanding your company needs to have to win contracts consistently. A business-to-stakeholder (B2S) marketing approach is what your company needs to win consistently.

To succeed in data-driven B2S marketing, we explore:

1. What success looks like in B2S
2. The lifecycle of data-driven stakeholder cultivation
3. The division of labor between internal departments for successful execution of that lifecycle.

Begin with the End Goal in Mind

Before we determine how to develop our marketing and sales pipeline, we need to define success. Agency leadership and stakeholders can frequently change, at a minimum, with every new government administration.

Therefore, we prioritize targets that will allow your company to evolve as agency priorities and decision-makers change. Your company must first make its impression as a strong, reputable industry player, whilst also remaining top of mind through consistent brand recognition and relevant thought leadership content. These are the characteristics of a successful B2A marketing approach:

• Your company is considered a thought leader in the space where the agency is procuring products and services.
• Government agency stakeholders regularly call your company to ask your opinion on upcoming agency initiatives, product and service specifications, RFPs, and contract awards. Occasionally, you are invited to co-craft the RFP in ways that position your company to win.
• You are aware of the potential for shifting priorities months before those shifts occur.
• Information on the priorities and interests of your agency stakeholders is filtering directly to your sales team, who pass relevant information to content creators, who are crafting bespoke campaigns that reach your contacts as related conversations occur internally at the agencies.
• Business development staff follow up on that content with meaningful conversations with key stakeholders. Those conversations assure your agency contacts that your company is focused on their individual and organizational priorities.
• You have both breadth and depth of relationships at the agency: deep relationships with key stakeholders and associations across the organization. A few people leaving the agency does not impact your company’s ability to retain the status and relationships described above.

Does your content dress the part? A sure sign of a reputable industry player is professionally branded collateral assets, such as Invictus

The Stakeholder Development Lifecycle

In order to accomplish those goals, start by treating the agency as a combination of individual stakeholders and stakeholder groups. Organize your company’s sales and marketing approach around the Stakeholder Development Lifecycle for B2A marketing, which includes:

• Acquiring Stakeholder Contacts: Start with breadth. In order for your company to establish deep relationships in an agency, you need to acquire as many points of contact as possible. Target ads based on geolocation to get in front of as many relevant stakeholders as possible. Get their title, contact information, and social media presence. Build from there.
• Monitoring Stakeholder Contacts: Capture social media posts, digital content interaction (with a privacy-first approach of course), conference attendance, and internal agency relationship information from contacts over time so that you can understand and target their needs, interests, and priorities.
• Segmenting Stakeholder Contacts: Based on a contact’s position in the organization and their activities and expressed perspectives, segment them into groups that should be targeted and messaged together consistently.
• Nurturing Stakeholder Contacts: Develop marketing, business development, and sales outreach that messages contacts according to their segment and the depth of their relationship with your company. Build a customer journey map that helps you identify what messages move contacts deeper into understanding your company’s value proposition and believing in it.
• Fostering Stakeholder Promoters: Identify your company’s highest value and strongest promoting contacts as the champions your company needs to win individual contract awards. Prioritize according to how naturally the contact aligns with your company’s offerings and how important the contact is to your company’s long-term relationship with the agency.

Stakeholder Development Lifecycle for B2A Marketing

Considering Stakeholder Segments

Within each agency, there are groups of stakeholders with priorities that will govern how well your company competes in a given contract award.  The priorities of the agency can be efficiently stored within a single person’s head. But understanding the priorities of each stakeholder within each stakeholder group requires a data acquisition and data management approach that efficiently captures, aggregates, and generates insights about how your company is positioned with regard to that stakeholder group and the awards they oversee. 

To understand how stakeholder priorities can differ, we use an example company, CyberSample, selling cybersecurity solutions to the Department of Transportation (DoT). 

If CyberSample were to interface only with the DoT’s contract oversight and contract administration team, they would get a simplified and sanitized understanding of what governs the contract award. They would miss the critical details and priorities needed to assuage the concerns of each stakeholder group.

If they were to interface only with agency leadership or technology leadership, they would get a sense of broad organizational priorities and gain credibility from being introduced by internal power brokers. However, unless they leverage those introductions to dig deeper into specific needs surrounding an award, CyberSample’s team is unlikely to understand the tactical needs of technology implementers, users, or initiative leaders. 

Example stakeholder groups and their corresponding priorities for CyberSample are provided in the figure below.

CyberSample stakeholder segments and their priorities. Segments and priorities should be validated by marketing interactions, public discussions, and business development and sales conversations.

Within each agency and with regard to each industry vertical selling into the agency, there will be a different set of stakeholder groups that influence decision-making. Your first task is to gather the intelligence needed to identify, segment, and target each stakeholder group. Taking a card from the B2C marketing playbook, it’s very similar to traditional customer personas, focus groups, data collection and tracking. Businesses that open their minds to alternative digital marketing and outreach methods are putting themselves miles ahead of the competition.  This will allow you to move from a broad B2A approach to a more focused B2S methodology.

Executing on B2S Marketing with a Data-Driven Approach

For the approach described above to be successfully executed, each of your internal departments needs to coordinate. That coordination is built on a shared understanding of the agency landscape. A shared understanding requires a consistent and comprehensive approach to data collection, manipulation, and utilization.

Within the Contact Acquisition phase, your company’s Marketing and Content teams need to develop top-of-the-funnel landing pages, emails, webinars, white papers, and presentations that make agency contacts want to opt-in to a relationship with your company. Your Technology team needs to have the systems in place to capture customer interactions from your web properties and events, as well as to trigger intelligent outreach based on those interactions. Your Data team needs to clean and integrate the information captured from these interactions so that intelligence can filter back to Marketing, Content, Business Development, and Sales.

A summary of your company’s information needs is provided in the table below.

Once your company has acquired contacts and is actively monitoring activity, your Marketing, Content, and Business Development teams need to know what messages are resonating with agency stakeholders, and who are credible thought leaders through which to filter those messages. That provides the platform for new content development and for influencer marketing via the people who already have your stakeholders’ attention. 

Those messages also enable the Business Development team to schedule meetings and start having conversations with stakeholders about their individual priorities and the interaction between those priorities and the organization at large. Your company can surface conflicts between agency groups to discover how to navigate potential barriers to contract awards. 

Meanwhile, your Marketing team can deepen relationships with agency stakeholders through increasingly targeted messaging that moves those stakeholders closer to being promoters of your business. Your Product & Service team can ensure that your product or service value proposition is aligned with the priorities of each stakeholder group as you enter the RFP process. Your Business Development and Sales teams can focus on the individual needs of key stakeholders and customize your messaging to those stakeholders’ needs. 

It is the job of your Data team to ensure that each department has the intelligence they need, when and where they need it, to effectively cultivate those relationships and respond with well-honed sales and marketing messages. 

Below, we illustrate the division of labor between different departments throughout the Stakeholder Development Lifecycle.

Division of Labor Between Departments for the Stakeholder Development Lifecycle

With an improved strategic approach to B2A marketing, focusing directly on the stakeholders, and a commitment to building the infrastructure and processes to gather and interpret data about them, your company will be better positioned to win government contracts for many years to come. We understand that building the Stakeholder Development Lifecycle from the ground up may be daunting, which is why Bluetext and CorrDyn are partnering to help B2A companies build the systems, processes, and brand assets needed to accelerate your path to agency contract awards.

Centauri utilized Bluetext’s services to launch a new name, brand, and website following a merger. Their go-to-market strategy succeeded in winning new awards, company recruits, and even an acquisition from KBR. Check out how Bluetext has set up more brands for M&A success.

How Do I Get Started? 

For the approach described above to be successfully executed, each of your internal departments needs to coordinate. That coordination is built on a shared understanding of the landscape within the agency. A shared understanding requires a consistent and comprehensive approach to data collection, manipulation, and utilization.

The starting point depends on the maturity of your company, specifically in the Data and Marketing Teams.  For those with fully staffed teams that can execute, you can follow the plan outlined in this post.  

The Data Team holds responsibility for timely, reliable access to data to allow the MarCom Team to execute and your other teams to act on the results. If you are still attempting to develop the overall strategy and buy-in from departmental or executive leadership, or if you don’t have the confidence in the systems in place, Bluetext and CorrDyn can help you move forward: 

• Data Summit:  This workshop is customized to your specific requirements, but is designed to bring together stakeholders from the relevant departments to educate them on the goals of the initiative, gather input from various departments about any concerns or limitations, and move toward a consensus regarding the strategic approach that will improve your targeted marketing efforts.     
• Data & Systems Assessment: For those who have made the decision to move forward with improved data-driven marketing, it is critical to have confidence in your data systems (reliability, scalability, and accessibility), data governance (security and policies), and ROI (time to value and budget).  Our assessment process addresses all of these aspects and culminates with the development and delivery of a Data Infrastructure and Capabilities Roadmap (DICR).  The DICR includes the findings of the assessment, strategic vision, proposed infrastructure solution, and an implementation plan (typically phased).

With the organizational buy-in in place, and you have the data and reliable systems in place,  but require assistance in execution in the marketing and content, working with industry-leading partners like Bluetext will allow you to start executing your strategy.    

Bluetext brings the marketing and business development expertise needed to elevate your targeting and messaging. CorrDyn brings the data expertise needed to make your web, marketing, sales, and business development data work for you. Reach out to start the conversation about how we can position your company to succeed with government agency marketing and business development.

Have you ever navigated to a new website with a question, and spent too much time hunting for an answer? While companies spend large amounts of time developing and building out an information architecture for their user journeys, they may not always have the use case of each unique user in mind. To be fair, they aren’t mind readers! There are times when consumers may simply need to be guided to exactly what they’re looking for – and there is no better way to ensure that than with a chat experience integrated on your site. 

As consumer behavior changes over time, it is important to be able to meet your user and provide a user experience that matches what they have become accustomed to. In the same way that it has become the norm to order a pizza online instead of calling into your neighborhood spot, the prevalence of 24/7 support and availability should be captured in the online experience.

With younger generations, in particular, an instant messaging option is a preferred way to communicate, and if companies can make it easier for their customers to get what they are looking for through a chatbot, this will pay off. A recent study found that up to 68% of respondents indicated that they are more likely to use a business that offers convenient communications if they have the option to choose where to make a purchase.

A seamless integration for a chat experience where a bot or a real person responds in real-time is critical. It can be extremely frustrating when users are waiting around for something that should warrant a quick response. Ever been stuck on the phone waiting for hours to get past automated messaging machines to ask a question? It’s incredibly frustrating and more often than not people get impatient and hang up. Online inquiries are no different, if you leave a user aimlessly browsing on their own and unsuccessful in finding their answer they will get impatient and bounce from your site. Installing an automated chatbot gives users a clear destination for their questions, and avoids the dead-end drop-off. While chatbots may not be real people, it gives users the illusion of a more personal experience and grows brand trust that your company is willing to solve their problems. Convenience is key in today’s society, and online browsing is no exception. 

Online chatbots sound great in theory but can seem intimidating to execute. However, with the assistance of a website design and development agency, such as Bluetext, you can integrate a chat service into your current or new website design. The advantage of working with a full-service digital marketing agency is that they can analyze your search traffic patterns, help identify some common user journeys and pain points, but also style and develop a chatbot fit to your brand identity. This creates an even more seamless user experience on your site because the chatbot integrates and matches the current website, almost like a well-dressed store employee ready and able to answer any questions.  

Is it time for your website to step up its support game? Consult Bluetext to find out what kind of chatbot or user experience modifications can improve your website. 

Ever heard the phrase “if you’re not first you’re last”? A little extreme, but not untrue when it comes to search results. Businesses of every industry are scrambling to refine their content strategy in hopes of ranking within the first page of search results for relevant searches. However, the advice for how to do so is muddled by different strategies and outdated information. Keywords. Inbound links. Outbound links. Content velocity. Imagery alt text. Which one is it? Well, the simplest answer is all of the above…plus more. The truth is Google search algorithms are not completely transparent. If you feel like you’ve been shooting in the dark for a stronger search ranking, you’re not alone. Thankfully, Google does hint to what goes into its search algorithms and what search crawlers are prioritizing in rankings. And the latest news from the tech giant is the consideration of page experience. 

Beginning mid-June, Google will be factoring Page Experience metrics into how they rank websites on the search engine’s results page. Is your website ready for this update? Before you panic over years of perfecting your organic search and content strategy, let’s break down exactly what Google means by “Page Experience”. 

Despite the subjective phrase, Page Experience is actually dependent on measurable technical factors that affect how a website visitor interacts with your content. The latest update will concentrate on Web Core Vitals, but also include the following UX considerations, such as:

• Mobile-friendliness
• Safe-browsing
• HTTPS-security
• Intrusive interstitial guidelines

Breaking Down Core Vitals:

1. Largest Contentful Paint: The time it takes for the main content (defined as “above the fold”, first viewport or hero zone) of a page to fully load. Websites should strive for a LCP measurement of 2.5 seconds or faster.
2. First Input Delay: Reaction time of user’s first action (click, hover, tap). This measures the time it takes for a page to become fully interactive. An ideal measurement is less than 100 ms for 75% of pages.
3. Cumulative Layout Shift: Time for all content on page to load and position correctly. This refers to the amount of unexpected layout shift of visual page content. For example, ever visiting a web page that loads, then jerks and shifts a couple seconds later? It’s a frustrating user experience, especially if you have begun reading or interacting with content. The ideal measurement for CLS is less than 0.1 seconds for 75% of pages.

75 and Sunny Rule 

Each of these benchmarks have defined benchmarks that Google recommends for 75% of pages on a website. This is what Bluetext refers to as the 75 and Sunny Rule. Especially with an older website build, it may not be achievable to reach these metrics for every page. However, if you prioritize pages by traffic level or content hierarchy, you can isolate the 75% highest value pages that should reach these measures. With these prioritized pages in mind, site speed and page experience optimization can be made by website developers to meet Google’s recommended benchmarks. 

There is even rumor of visual tags being implemented on Google search results to show which websites are meeting these Core Vital criteria. It’s likely that in the near future there will be no hiding whether or not your site meets these benchmarks. 

How often do I need to check my core vitals?

Well, how often do you visit the doctor? Just like your health, your website’s Page Experience should be evaluated on a regular basis. You should be checking the pulse of your website every 3-6 months to ensure everything is running smoothly and not getting dinged by Google search crawlers. There are a number of site speed and page experience tools available, each providing varying levels of detail. Google PageSpeed Insights will most prominently display core vitals with lab data (measured by single, predefined device, location, and internet connection.), field data (aggregate measure of real time user experience), diagnostics and recommended solutions. However, use caution. This tool is not known for consistent accuracy. Most experienced website development agencies will cross check site performance across multiple tests, such as: Google Search Console, Lighthouse and GTMetrix.com.  Consulting a website development agency offers many advantages in optimizing your website, as they are best equipped to diagnose a problem, address and resolve an issue and conduct regular maintenance to continue optimizations.  

If you’ve been ignoring your site’s technical health, there is no better time than now to ramp up your site speed and site experience to give you a competitor an edge on the search engine results page. SEO is a marathon, not a sprint. A strong SEO strategy involves a multi-faceted approach to cover the bases across multiple fronts. Keyword strategy, site speed, page experience, mobile compatibility, and more still need to be considered to reach or maintain a top search ranking. As a digital marketing agency that specializes in website development and SEO content strategy, Bluetext understands the importance of page experience in both initial site build and ongoing maintenance. 

Ready to be proactive and take the pulse of your website core vitals? Contact Bluetext for a website assessment and learn how we can optimize your site to meet Google’s – and your user’s – expectations.

Have you been searching for the best way to compete in the new frontier of web design? Do you need to stand apart from your competitors in a big and bold way? Well, here’s your answer: motion design.

Motion design refers to anything from an animated logo to subtle motion on a website. But why is it worth investing in? Let’s take a look at how custom animation can yield much stronger ROI than static graphic design or leveraging stock animations.

Motion is Memorable

People are more likely to remember something that moves. People spend 2.6 times longer on webpages that have videos than ones that don’t. Motion design is ideal for marketing because it’s design + messaging + memorable movement, all in one piece of content. It’s a golden trifecta for a brand’s first impression. Think kinetic typography in hero zones, micro-interactions in UI and CTA buttons, explaining your tagline through an animated logo, or even a full segmented-explainer-video-landing-page experience. These motion integrations will not only catch a user’s eye, but sustain their attention on page long enough to peak interest.

The PLASTICS Industry Association turned to Bluetext to develop a full new brand system for their triennial trade show, NPE_®. Within the new CVI, Bluetext developed a logo animation that could be incorporated into the new video assets and onto the new website. The logo, which leverages a globe design, animates each individual element of the globe to form into one, highlighting how NPE brings together plastic industry professionals from around the globe.

Motion Helps Tell Your Brand Story

While, yes, motion design gets (and keeps) attention, it also tells a story. If a user is watching and absorbing, they are tangibly engaging in your message. A static design doesn’t allow you to express your brand to its fullest potential.

For SonicWall, Bluetext incorporated a parallax effect that follows the user’s cursor as they move it across the page. This subtle movement brings the visuals to life, making the focal point really feel like it’s floating, or in the case of SonicWall, boundless. SonicWall used this effect to bring their metaphor of Boundless Cybersecurity to life and fully engage users in a big way.

Motion Brings Your Brand to a New Level

Motion design brings your brand to life in ways you could never imagine. Take static brand elements and transform them into tools for storytelling. When Appgate turned to Bluetext to establish a new brand and help bring the company to market, we took their new brand and created a 30-second product video marked exclusively with animated brand elements. It was memorable, clean, and told the story of who Appgate is and where they are heading. Appgate truly got the most out of motion design by also integrating subtle animation into their website. Pairing a memorable and exciting video with recognizable animated elements on the website truly reinforces the branding and creates a memorable experience for the user.

Interested in getting the most out of motion? Contact Bluetext to learn more about our video and animation services.

You’ve spent months working with a video design & production company to write the perfect script, find the right voice-over actor, polish your storyboard, and so much more. Now, you have a video that captures your brand essence and you want users to see it. So what’s the best way to get impressions on your video? As a premier video design & production company, we know there are countless options for getting your video in front of users. 

With over 2 billion users and more than a billion hours of videos watched daily, YouTube is one of the best ways to ensure your target audience finds the video content you’ve produced. To truly understand just how powerful YouTube can be as a platform, it’s important to understand the basics. Keep reading to learn more about YouTube advertising and it’s different kinds of ad formats.

What Type of YouTube Ads are There?

YouTube Ads are controlled through the Google Ads platform, allowing advertisers to maximize their reach. Through YouTube Ads, you can decide whether you want your video to appear before, during, or after the video a user is watching. The six primary ways you can advertise through YouTube are:

1. Skippable in-stream ads
2. Non-skippable in-stream ads
3. Video discovery ads
4. Bumper ads
5. Masthead ads
6. Outstream Ads

Let’s take a look at each one.

Skippable In-Stream Ads

If your goal is to drive website traffic and/or conversions, this is a great option for you.

Skippable video ads play before, during, or after a video and users have the option to skip the ad after five seconds. As such, advertisers are only charged when a viewer watches 30 seconds of the video (or the full duration of the video if it’s shorter than 30 seconds) or interacts with the video. With this in mind, it’s important to keep your ad short, sweet and to the point. Don’t bury your main points 25 seconds in the video, but rather front load with interesting content that hooks a user and encourages that conversion action. Alongside skippable video ads, advertisers have the option to display a companion banner in the top right and a video overlay CTA button in the left. Needless to say, skippable video ads can be great for a lot of reasons.

Non-Skippable In-Stream Ads

Given the nature of non-skippable in-stream ads, this is a great format if you’re aiming for a lift in brand awareness. With 76% of users skipping ads out of habit, it can be worthwhile to run ads that don’t have an option to be skipped. However, with non-skippable ads, you need to be confident that your video is strong enough to hold your audience’s attention for the full 15 seconds. Given that viewers have to watch the full video, these ads typically have higher CPMs than other formats on YouTube.

Video Discovery Ads

Video Discovery ads are best for product and brand consideration. Just like Google paid search ads, YouTube Discovery Ads display alongside organic YouTube search results. As a more native approach, if your video appears relevant to users, people are more likely to watch it. Alongside a thumbnail of the video, these ads allow for three lines of text to help provide users with more context and information. The text opportunity is great, because it ensures that a user consumes some brand messaging even if the video isn’t played. Furthermore, in the best case scenario, the description text further encourages the video play action, and eventually results in a lead or conversion. 

Bumper Video Ads

Are you looking to capture viewers with a short, memorable message? Then bumper ads are for you! At only 6 seconds, bumper ads are a quick, snappy way to leave viewers wanting more. Billed on a CPM basis, these ads are best for building brand awareness, given that they are also non-skippable.

Masthead Ads

Masthead ads are a fantastic way to drive awareness for a new product, service, or event for a short period of time (i.e. a trade show). While most YouTube ads are purchased through the Google Ads auction, masthead ads are bought on a reservation basis. By buying on a reservation basis, masthead ads give you more control over your budget (buy impressions at a fixed rate), greater visibility (guarantee the placement of your ad), and better brand awareness (reach a wide audience).

Outstream Ads

Outstream ads are another great tactic for boosting brand awareness and bringing users to your site. With over 40% of YouTube viewers watching content on their mobile devices, a mobile-first ad campaign is a smart approach. Outstream ads, for example, are mobile-only and play on partner sites and apps outside of YouTube. While this might seem counterintuitive at first, this actually allows advertisers to expand their reach to publishers such as CNN and Forbes. In addition, users are more likely to view outstream video ads by over 25% when compared to instream ads. 

Knowing that there are so many options for YouTube ads, it can sometimes be overwhelming to know what format to select. It’s important to start with your goal, and work backward from there. Better yet, consult a digital marketing agency for advice on the best ad format and strategy for your business. If you’re interested in working with a video design & production company to create your next video or need help figuring out how to promote your videos, contact us here!

It’s no secret that any business striving for success has to find a way to differentiate themselves from their competition. The same goes for companies operating in the government contracting arena, where players big, small, old, and new, are all looking for ways to get their messages into the market uniquely.

I know what you’re thinking… so much easier said than done, right? Well, what if I told you that a solid and effective brand story is one of the most critical ingredients of a government contractor’s success? And, what if I told you that as a government contracting marketing expert that specializes in brand storytelling, Bluetext can help you significantly improve your market standing and brand goals?

Now that I’ve got your attention, keep reading to learn more about why brand storytelling is so critical in government contracting, and just what Bluetext can do for you.

So, why exactly should I care about brand storytelling?

The reality of the situation is that without a strong brand story, many government services providers look exactly alike. Strong brand storytelling can make a government contractor stand out and come to stand for something valuable to all of the stakeholders.  In a trust-based industry like government contracting, a resonant message can both attract and motivate buyers to conduct business with your company.

In a world so focused on numbers, proposals, minimizing risk and technical requirements, it can be easy to forget that your buyers are still human! Yes, they want to understand your company, services, and products and see those fancy charts and data, but they also want to relate. Most proposals are going to have very similar data, and after so many they all seem the same. What won’t be the same is the emotion tied to your company‘s proposal — if you tell your story right. Customers need to recognize your brand and trust that you are the right organization to fulfill their contracts in the long term.

That’s where brand storytelling comes in to help.

Studies show that humans actually rely heavily on our subconscious feelings to make decisions and that we respond positively to the impact of stories. That’s why storytelling is such a powerful tool to help evoke positive emotions around your brand and facilitate connections with your audience. When your audience connects with your story, they will pay attention longer, want to learn more, and be more trusting of your brand. 

Storytelling that is consistent with your brand allows your audience to see the how and why behind your products or services. It allows them to be enticed by your company without being explicitly aware that they were in a sales pitch. Across any industry, tolerance is low for gimmicky sales ploys. However, there is attention bandwidth to be gained for a corporate responsibility and clear values. Companies who get this right are companies who win government contracts.

Okay, I’m in. But how do I get my brand storytelling right?

Enter: Bluetext.

As a top brand development agency, we’ve worked across industries to learn the most effective ways to tell unique brand stories. We have worked with countless government contracting firms to help them tell their stories in a way that captivates audiences, leads to real, tangible business results, and establishes them as a trusted partner who can solve real-world problems.

Check out a few of our favorite examples of storytelling in government contracting below:

Convinced? Contact Us if you’re ready to work with a government contracting marketing firm to help tell your story.

Given the speed at which news is consumed today, timing is everything. Latching onto a rapidly developing news cycle is a great way to gain visibility for your brand, establish thought leadership on a topic and build relationships with reporters. Rapid response, or newsjacking, opportunities are when brands capitalize on breaking news to provide relevant commentary on the story while drawing attention to their own content.

As brand storytellers, we’re scanning the news daily for what’s happening in the industry, what brands are standing out, how our clients are showing up and more. Thus, implementing a rapid response strategy during your daily news scans is easy, time-efficient and can be very fruitful. However, there are a few things to be wary of, including sensitivities around the news, reaction time and offering valuable insights. 

Read the Room

Not every breaking news story needs commentary. Consider the sensitivities around the developing story, read the room and evaluate if a comms strategy is necessary around this cycle. If yes, then designate who your spokesperson will be and develop your commentary. 

Amid tragedy at a global scale, like social unrest, natural disasters or pandemic, it is best advised to redirect external communications to focus on internal messaging and making sure employees feel supported. Exploiting tragedy and proactively telling a reporter how a company’s software product might have altered a tragic situation can be perceived as insensitive and will put your brand in a negative light. 

A prime newsjacking market is cybersecurity. There are countless hacks that offer  opportunities for cybersecurity firms to comment on topics like how the hack occurred, how that kind of hack or bad actor will evolve throughout the year and beyond, background on the hack or bad actor, what cybersecurity protocols can be implemented to prevent the hack from occurring again and more. But the noisier the market (and there are thousands of cybersecurity vendors with something to say), the more you will have to carve out a defined lane and message that reporters will find of value. 

Timing Is Crucial

News comes and goes fast. Rapid response opportunities work best when you’re the hare, not the tortoise. In your daily scans, once you see a trending piece or developing piece and think that news cycle will pick up, get ahead — reach out to your spokesperson, pick their brain about how the story will develop, compile their thoughts into a pitch and ship it off to relevant reporters. From there, wait for the story to develop and see if the reporter has any other questions. 

Yes, and ?

While timing is crucial in rapid response opportunities, it isn’t everything. Messaging is just as important. It does help to be the first to comment, but other brands won’t be far behind, and if your messaging does not add value to the conversation, it will not be included. On top of that, given the opportunity is industry-wide, keep the commentary broadly applicable but nuanced enough to stand out. This is not the time to gush about your company and the latest products. 

There is a time and place for everything. While we as communicators want to jump on as many opportunities as they come, we need to be cautious about the ever-changing news landscape, the sensitivities of the world and the reputational risk that comes with it. 

To learn more about how Bluetext can improve your newsjacking processes and timing, contact us today. 

The hamburger, what’s not to love? No, not the American classic, but the navigation menu design. You know, the one with those three straight lines found in the top right corner of your screen. It’s an icon that hides a collapsible menu of possible link destinations, normally appearing on mobile designs. The hamburger menu is actually quite controversial in the UX design community. As such, Bluetext decided to break it down to deconstruct the user experience pros and cons of the hamburger menu. 

Where does this funky food inspired design come from? The icon is actually a remnant of the 1980s, making it the perfect choice for retro embracing brands. The hamburger menu first debuted on Xerox copy machines, which had limited space and were therefore designed to be as simple as possible. The icon itself looked a lot like the menu that appeared when you clicked on it. 

The design fell off designers’ radars for a few decades until a sudden resurgence in the mid-2000s. Why so? The emergence of mobile browsing had UX design teams more challenged to fit information on screens smaller than ever before. Facebook was one of the early adopters of the retro style and the design trend quickly caught on with many other websites and applications. 

Larger websites have even adopted a hybrid approach, which uses both traditional top navigation and the hamburger even on desktops. Take the Bluetext client, SonicWall, for example. With a large number of products, solutions, and support resources to showcase, they needed a mega menu to encompass all links in an organized and interesting fashion. The top menu drops down to display page titles, short descriptions and even iconography for the high traffic areas of the website. To avoid overcrowding, other sections of the website are moved to a hamburger side menu for a cleaner user experience. 

Some UX designers (vegans if you will) hate the hamburger menu. The main complaint with the design is that users can’t go anywhere or see anything without clicking the menu open. Many users expect immediate and obvious information, as seen in traditional top navigation designs. Many UX designers believe an intuitive navigation should obviously show two things: where a user currently is, and where they can go.  

The hamburger menu has been the UX design go-to for years, but many companies are starting to debut some new menu items. For example the three dot approach often dubbed “the kebab”.

With mobile and tablet devices growing in popularity, there’s no doubt menu designs will continue to evolve in the future.  

Does your website menu need a refresh? Contact Bluetext today to learn about our web and UX design services.

 

What’s the biggest obstacle to securing national media coverage? Companies often struggle to develop a message, pitch, and story that will resonate with Tier 1 journalists. If done right, exposing your brand to a large audience – assuming it is the right audience –  can result in stronger brand recognition as well as new business deals. There are a few things to keep in mind as you strive to place a national media opportunity. 

Lean into News Attention

The ability to adapt your message and pitch to current stories in the current news cycle unlocks a wider range of opportunities to get in front of a reporter who will cover a certain topic. The pandemic is an extreme, yet instructive example of how companies seeking media coverage had to recognize that COVID-19 was going to dominate the national conversation. This was a challenge, but also an opportunity if your company has legitimate insights and contributions for businesses and consumers. 

Craft a Timely Pitch 

After determining a topic appropriate to engage with, attention is turned to crafting the message of a pitch. A timely hook and a captivating subject line are two pieces that should be used to grab the attention of a reporter. The body of the pitch should include relevant data and information that would be useful to an article and the conclusion should outline what is being offered to the reporter, such as an interview with a subject matter expert or CXO. 

Locate Specific Beat Reporters

Another key aspect of upleveling messaging to gain national media attention is finding specific beat reporters. Aggregating a list of national media reporters from a large range of outlets is essential to find a reporter who will cover a story. Pitching to a wide variety of outlets allows for a higher chance of securing national media coverage. Once the outlets to pitch have been determined, searching for reporters who have very specific beats relating to what you want to be covered is crucial for getting a reporter’s attention. 

Be Persistent

Follow-up with reporters that have been pitched in the days after the pitch went out. Sending follow-up pitches to reporters the day after can bump the original email to the top of the reporter’s inbox and remind them of the information shared the previous day. Reporters often will not respond to a pitch if uninterested, but a follow-up email ensures the pitch wasn’t lost in the reporter’s inbox. Strike the right balance; be proactive but don’t beat a dead horse.

National media coverage is important for both brand recognition and business lead generation. Due to recognition of the impact Tier 1 coverage can have, it is always hard to secure coverage in national outlets. Tactics such as leaning into news attention, creating a timely pitch, locating beat reporters, and being persistent will help in securing businesses’ worthwhile press coverage.

To learn more about how Bluetext can help you uplevel your message, contact us today. 

We’re now more than a year into the COVID-19 pandemic and admit it: you miss in-person conferences and events. At least a little. While segments of the country are inching back toward some sense of normalcy, it will be a while before thousands of people are gathered in convention centers and hotel conference centers again. 

This continues to pose a challenge for traditionally face-to-face organizations that need to reach business, government, and consumer technology decision-makers. Additionally, it’s why many have been evaluating and participating in virtual technology conferences and events, or even shifting their own user conferences and events from in-person to virtual. 

As your organization maps out its 2021 in-person, hybrid, and virtual event strategy, there are several considerations when it comes to investing time, money, and resources. 

Is This Their First Rodeo?

Technology providers must determine if the event organizer has hosted virtual events in the past. If they are familiar with the virtual event landscape, it is important to determine what attendance and sponsorship looked like at the previous event and if the speaker lineup has been credible and on target. Determining past event involvement can also help speakers form expectations about participation levels. An experienced virtual event host suggests a deeper attendee pool and gives companies a glimpse at the event at hand by looking at past hosted events.

Pay to Play?

It is important for organizations to evaluate investment in sponsored speaking opportunities or sponsorships overall. Speaking engagements provide companies with a hard-to-come-by platform depending on attendance. Speaking slots with no fee associated can be competitive when you’re submitting with a pool of people to a program with strict standards. Sponsored sessions, on the other hand, are easier to get if you’re willing to pay for it, and give speakers more leeway on what they cover. Because of this, organizations should consider how the event host will drive attendance, especially now that travel doesn’t pose an issue, and how the conference content will be made available to optimize virtual viewership.

Try Not ‘Playing to Play’

When looking for opportunities, there are a few key things to consider before nominating a subject matter expert for speaking roles. Various event organizers offer calls for speakers when looking for guests to participate in panels at conferences. The submission form may offer a broad nomination for a general conference or may offer categories in which specific topics will be discussed. Categories narrow down the specificities of the topic the thought leader will be speaking about. It allows experts to delve deeper into the topic at hand and, in turn, highlights the speaker’s expertise. Finding the right speaking role is important, as is including the right members of the press to listen to a speaking engagement for potential coverage opportunities. Inviting reporters from trade publications specific to an industry, as well as national reporters who cover specific topics are valuable assets to optimize additional press opportunities and increase the overall value of the session.

Host Your Own Virtual Event

While industry events are all reeling from the switch from in-person to virtual, this may be the time to consider hosting your own virtual event – if you are not doing so already. There are more avenues now than ever before to bring customers, partners, prospects, and thought leaders together virtually. Even before the global pandemic, some potential event prospects were limited by the event’s location. With digital events, that is no longer an issue. All an attendee needs these days is a viable internet connection. The importance of convening has not gone away, we just had to change the way we approach it.

Bluetext Virtual Events are built on the idea that bringing the right people, information, and ideas together is what events are all about. Our platform was designed to feel as close to a real event as possible, rather than just another webinar, video conference, or live stream.

While some may see virtual events as a Plan B to in-person events, virtual events have brought new opportunities to a wider, global audience. Whether you are looking for the right PR agency partner to navigate the virtual and in-person event landscape or leverage our platform to host your own virtual event, Bluetext can help. If you want to learn more contact us today.