Diego Oquendo

Catalyst Consulting

We partner with B2B SaaS companies on the strategy, execution, and reporting of switching from lead gen to demand gen.

Performance Marketing Manager

RevGenius

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other.

Member

Vulkan Marketing 

(Now part of Catalyst Consulting)

Attract more inbound opportunities and dominate your category with customized marketing focused on your customers and revenue, not tactics or one-size-fits-all strategies.

What we do:

Our 5-step playbook is focused on the things that will drive long-term, sustainable growth for your business:

- Setting the right objectives, we don't focus on vanity metrics or ''leads''. We understand the activities that drive real growth are hard to measure. But our north star for success is always revenue.

- Deep Customer & Market Research, we help you nail down your Ideal Customer Profile, identify what are the problems and pain points they are facing and find holes in the market that aren't being met.

- Nail down your winning messaging, find the best way to communicate your brand narrative, highlight the problems your customers are facing, and position your company as the ideal solution.

- Develop, execute & optimize your growth strategy, know what activities to execute to stay in front of your ideal customers, build trust for your company and DEMAND for your solution.

- Run consistent growth experiments across social channels, finding new successful levers to add to the strategy mix to scale long-term.

Learn more here:
https://www.catalystconsulting.services/

Founder & CEO

Generating New Demand For B2B SaaS & Tech Companies To Achieve Sustainable Growth | Founder @ Vulkan Marketing | LinkedIn Top Voice Marketing & Advertising

3 years ago, I started my entrepreneurial journey with Vulkan Marketing

My initial goal was not to change the B2B marketing landscape or create a new category, just to learn more about the marketing craft, contribute my 2 cents to the industry and make a good living with it.

3 years later, a bunch of amazing things happened:

- I started my LinkedIn journey, connected with many amazing professionals and marketers all over the world, became a Top Voice on the platform and learned a TON about business.

- Worked with companies all over the globe, learning new stuff & insights about B2B marketing along the way

- Above everything I learned what’s possible, the number of opportunities you can create for yourself if you’re willing to put in the work and show up every day

Today, I'm working as a Performance Marketing Manager at Catalyst Consulting, managing ad accounts over Google, LinkedIn & Facebook ads for the most exciting B2B SaaS companies out there and building the future of demand generation.

Want to learn more?

Send me a DM or check out our website:
https://www.catalystconsulting.services/

At Vulkan we are changing the way B2B SaaS companies go to market and grow. 

Attract more inbound opportunities and dominate your category with customized marketing focused on your customers and revenue, not tactics or one-size-fits-all strategies.

What we do:

Our 5-step playbook is focused on the things that will drive long-term, sustainable growth for your business:

- Setting the right objectives, we don't focus on vanity metrics or ''leads''. We understand the activities that drive real growth are hard to measure. But our north star for success is always revenue.

- Deep Customer & Market Research, we help you nail down your Ideal Customer Profile, identify what are the problems and pain points they are facing and find holes in the market that aren't being met.

- Nail down your winning messaging, find the best way to communicate your brand narrative, highlight the problems your customers are facing, and position your company as the ideal solution.

- Develop, execute & optimize your growth strategy, know what activities to execute to stay in front of your ideal customers, build trust for your company and DEMAND for your solution.

- Run consistent growth experiments across social channels, finding new successful levers to add to the strategy mix to scale long-term.

Learn more here:
https://vulkanmarketing.com

As a marketer, having constraints is what pushes you create your best work.

These constraints force you to think outside of the box and get creative.

What often ends up happening from this?

- It helps you become efficient, you're always looking for ways to trim the extra fat from your strategy and minimize waste.

- You look for new ways to innovate and experiment to unlock new growth levers.

Which helps you...

- Create marketing that's unique, stands out from the norm and actually delivers results.

We all dream of working with a company that has unlimited budget and gives us an unlimited timeline to deliver results, but not having the pressure to achieve targets will make you complacent and comfortable.

This doesn't mean you should have completely unrealistic goals if you want to grow (which many marketers unfortunately have)

But if you never push yourself to achieve things that seem scary, you will never know what your full potential is.

Your best work as a marketer will (probably) come from the moments of highest pressure.

How can you create demand in 3 days, 3 weeks, and in 3 months?

This is an interesting scenario that Bolaji Oyejide presented to me in his show "Demand Wars" a few months back.

And this brought up very interesting ideas, and I'm going to share the strategy I proposed here:

3-day sprint: In the most hypothetical sense, the lowest hanging fruit (and more of a demand capture play) would be to retarget on paid social the audience that has visited our highest-intent pages like request a demo and talk to sales, segmenting the audience with firmographic targeting.

I would run a quick win/loss analysis from our CRM to see what are the main objections and questions our audience is facing, then create short blog posts or videos addressing these objections.

For example, not the right time - I would bring customer stories and examples of how companies can take advantage of our solution to address their problems during ad times.

If our solution helps them scale, show them during bad times how our solution helps them cut waste.

3-week sprint: Expand this retargeting layer to people who visited our website pages like home, pricing pages, looking to learn more about the product.

Then I would run product marketing ads, case studies and testimonials specific to their role use cases, plus an on-demand product demo directly on the ad so if they pull the trigger, they will receive a more personalized demo.

To take it a step further, I would also add some retargeting to the audience that visited our review sites like G2 if applicable

3-month sprint: If there is no pillar content we could take advantage of, I would jump on a 1-hour call with our internal SME and interview them about the role.

What problems do they believe the buyer faces on a daily basis, what solution they found and what they might believe is broken in the process?

Record, post-produce this content and create clips distribute it on social with the sole purpose of the content being consumed, and direct them to the full 1-hour episode or blog post if built.

Then retarget those who saw 50-75% of the video or visited our website with more content sharing about how other companies solved the issues we talked about in the full episode, starting to bring in more product marketing ads and testimonials.

But prioritizing the top of the funnel content to build some brand affinity and feed our retargeting layers.

Because there’s more time to work, I would also start testing the messaging on our content and positioning to see what are the key pain points that resonate the most, and double down on them to refine our POV.

Feel free to steal pieces of this strategy and apply it to your marketing mix ;)

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