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Three Programs to Help Growing Companies

Outbound at Scale

We build a big database and then move your prospects through their buying journey fast and at scale. That's what we have been doing for five decades.

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Venture Marketing

Having difficulty raising capital for sales & marketing efforts? Consider a venture marketing partnership with Scale Partners, a more sophisticated form of performance marketing. It's a win-win for all involved.

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Strategic Acquisitions

Whether you are a PE firm looking for a platform investment or a strategic company looking for inorganic growth, we have the marketplace data to enable you to effect your strategy at scale.

Our Platform & Current Assignments

A Powerful Combination of Experience & Resources

Scale Partners is a joint venture that includes The Inforefinery and Trigger Digital, formed to combine decades of experience in positioning and messaging, demand capture, and demand generation strategies.

For over a decade, Scale Partners has been helping companies clarify their positioning, align their messaging, and streamline their customer journey in order to bring in more customers without the need to add significant personnel. 

Trigger Digital has been providing clients with targeted digital advertising programs for over 10 years, and our team has over 50 years of collective industry experience.  Our key strength is staying at the forefront of technology in today’s ever changing digital ad-tech landscape.

The Information Refinery has been a full service list brokerage, list management and lead generation company since 1986. Our executive management team has over 100 years of combined direct marketing experience. Our strength lies in our proprietary databases.

Resources

Helpful web pages, great books, and white papers regarding the self servicing prospect and the new customer journey.

Venture Marketing

Venture Marketing ROI Calculator
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Case Study
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For growing companies that are light on cash and strong on promise

  • Execute go-to-market w/o capital raise
  • No change to existing equity
  • Experienced marketing team
  • Flexible marketing agreement – revenue share or commission structure
  • Ability to purchase any content from Scale Partners for use on your own website

Who should apply – The Company must be generating revenue, have an established product/service with a short list of satisfied clients (product-market fit), and the capacity to grow (solid onboarding and CX).

Venture Marketing: What is it?

  • The purpose of venture marketing is to provide early-stage or small companies, with little investment capital, access to an outsourced marketing team to get through the initial stages of go-to-market and revenue build.
  • The concept is straightforward – the Scale team can take one of two approaches – a revenue split or commission structure. In a revenue split, we work closely with the company to recreate the website, positioning, messaging, customer journey etc., and then simply split all new revenue. In the commission structure, we create our own marketing platform/website, we build our own databases, and conduct our own direct marketing, and then receive a commission for each sale.
  • There is a shadow equity component. It is structured as a Termination Fee.  Specifically, the company will have the option to buyout the contract at any time but must pay a termination fee to Scale Partners if/when the Company seeks to bring marketing in house, sell the Company etc. If the partnership works well, our termination fee grows as we increase our sales.

General Process

  • Education process – Company conducts full marketing due diligence with our team
  • Decide on a deal structure – either a revenue share or a commission structure.
  • Establish lead accountability and enable transparency – All lead flow (revenue share or commission structure) will be captured in a CRM system and either be passed from Scale to the Company (in the case of a commission arrangement), or accessed directly by the company in the forms submissions etc. (revenue share structure). Scale will have access to that CRM system to monitor progress, KPIs etc.


Decide on deal structure:

  • Commission arrangement: leads can be subject to initial level of qualification (which can result in a higher commission rate); meetings will be set up in Company sales calendar for Company sales team; Scale will have access to the Company’s CRM system to track wins, close rates etc.
  • Revenue Share arrangement: Scale will have access to current invoicing, list of current clients, and access to accounting statements, specifically customer receivable reports). 

The Basic Economics of Venture Marketing

Like any venture capital or growth equity investment, the possible deal structures are numerous. They range from a simple revenue share (see below) to a commission arrangement for new leads.  Generally, we prefer revenue sharing as it aligns everyone’s interests and is the most transparent. 

Your Company: Assumptions

Company Growth & Valuation Assumptions

Scale Partners: Assumptions

Scale Partners Economics

Calculate Your Demo Economics & See What's Possible

See what happens: increase the count, increase the close rate, and toggle the the product price

Software Demo ROI

Case Study: B2B SaaS Software Company - DevOps/Testing

Starting point: Revenue stall, no website traffic, no marketing effort.

What we proposed to speed the customer journey: create clear positioning language, new messaging that aligns with positioning, modernize website look, show pricing, case studies, develop competitive positioning, create thought leadership content.

Our initial proposed approach/channel: develop a database to target three primary job titles at SMB to enterprise companies requiring DevOps and/or testing software via email.

What we did:

  • Created database of approximately 120k target leads (with emails and full firmographic data)
  • Created initial thought leadership content for distribution via email (and linkedin groups)
  • Completed full overhaul of website and all customer journey improvements that were proposed

Results in month 1 (as per Google Analytics 4):

  • Almost 5k new users in month 1
  • 1,700 users that scrolled
  • Almost 2k engaged sessions
  • 32k new website events 
  • Significant step up in form fills
  • Significant increase in demo requests

FAQs

General

Process Questions

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