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Lance Ng - B2B Growth Hacking in Singapore (Searix Solutions)

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Lance from Searix Solutions shares tips and techniques for digital marketing, getting B2B leads and closing B2B sales in Singapore. There is something for all types of businesses, from utilizing GeBIZ to things, to look out for in implementing online advertisements, to SEO in the Singapore context.

Check out http://srx.to/portfolio-pdf for select works or email lance@searix.net right away!
Searix Solutions (https://searix.net/) is a business technology consultancy based in Singapore that specializes in business automation and software development in the cloud.

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Lance Ng - B2B Growth Hacking in Singapore (Searix Solutions)

  1. 1. B2B Growth Hacking in Singapore Lance Ng 16 Feb 2017
  2. 2. • Twisted Balloons | The Asian Hustle | Searix Solutions Searix Solutions | B2B Growth Hacking in SG INTRODUCTION 01 searix & i • Online and offline growth & lead generation techniques • Super passionate about SEO
  3. 3. Defining “Growth Hacking” CONTEXT Searix Solutions | B2B Growth Hacking in SG02 A process of rapid experimentation across marketing channels and product development to identify the most effective, efficient ways to grow a business.
  4. 4. 428 ways to growth hack a SaaS in the global market. PROBLEM 1 How about Singapore? Searix Solutions | B2B Growth Hacking in SG03
  5. 5. 428 ways to growth hack a digital product. PROBLEM 2 How about offline products & services? Searix Solutions | B2B Growth Hacking in SG04
  6. 6. Searix Solutions | B2B Growth Hacking in SG05 • >S$10b annual expenditure • $2.8b for ICT projects in 2016 • Every available category • Consistent opportunities $ingapore GET LEADS FROM THE GOVERNMENT ACQUISITION
  7. 7. GET LEADS FROM THE GOVERNMENT Searix Solutions | B2B Growth Hacking in SG06 ACQUISITION P.S. 22 words not included
  8. 8. GET LEADS FROM THE GOVERNMENT Searix Solutions | B2B Growth Hacking in SG07 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer ACQUISITION
  9. 9. Searix Solutions | B2B Growth Hacking in SG08 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer GET LEADS FROM THE GOVERNMENT ACQUISITION
  10. 10. Searix Solutions | B2B Growth Hacking in SG09 01 Register as Trading Partner 03 GeBIZ Mall listing 04 Track & conquer 02 EPPU rating GET LEADS FROM THE GOVERNMENT ACQUISITION
  11. 11. Searix Solutions | B2B Growth Hacking in SG10 01 Register as Trading Partner 03 GeBIZ Mall listing 04 Track & conquer 02 EPPU rating GET LEADS FROM THE GOVERNMENT ACQUISITION
  12. 12. Searix Solutions | B2B Growth Hacking in SG11 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer GET LEADS FROM THE GOVERNMENT ACQUISITION
  13. 13. Searix Solutions | B2B Growth Hacking in SG12 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer GET LEADS FROM THE GOVERNMENT ACQUISITION
  14. 14. Searix Solutions | B2B Growth Hacking in SG13 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer GET LEADS FROM THE GOVERNMENT ACQUISITION
  15. 15. Searix Solutions | B2B Growth Hacking in SG14 01 Register as Trading Partner 02 EPPU rating 03 GeBIZ Mall listing 04 Track & conquer GET LEADS FROM THE GOVERNMENT ACQUISITION
  16. 16. Searix Solutions | B2B Growth Hacking in SG15 ACQUISITION $ingapore GET LEADS FROM THE BIG BOYS • >S$5b annual e-POs • ST, CAG, SATS, OCBC, DBS, SBS • SIA, NHG, AHG, WRS, • Consistent opportunities
  17. 17. Searix Solutions | B2B Growth Hacking in SG16 01 Identify opportunities 02 Sign up & pay 03 Tender away! 04 Track & conquer ACQUISITION GET LEADS FROM THE BIG BOYS
  18. 18. Searix Solutions | B2B Growth Hacking in SG17 01 Identify opportunities 02 Sign up & pay 03 Tender away! 04 Track & conquer ACQUISITION GET LEADS FROM THE BIG BOYS
  19. 19. Searix Solutions | B2B Growth Hacking in SG18 Did you know…01 PDPA doesn’t apply 02 Automated email harvesting is illegal 03 Bulk emailing laws are applicable 04 Not saying you should, but you can buy lists ACQUISITION EMAIL MARKETING IS NOT DEAD
  20. 20. Searix Solutions | B2B Growth Hacking in SG19 ??????? Sure, I can spare 5 minutes
  21. 21. Searix Solutions | B2B Growth Hacking in SG20 ACQUISITION EMAIL MARKETING IS NOT DEAD 80% READ 67% RESPONSE 40% CONVERSION
  22. 22. Searix Solutions | B2B Growth Hacking in SG21 ACQUISITION 1 NEW LEAD EACH DAY • Intent-driven • Target SG or interest in SG • High Quality Score
  23. 23. Searix Solutions | B2B Growth Hacking in SG22 ACQUISITION 1 NEW LEAD EACH DAY • Interest-driven • Target SG • Target by interests • High Relevance Score
  24. 24. Searix Solutions | B2B Growth Hacking in SG23 ACQUISITION 1 NEW LEAD EACH DAY • Interest / desire-driven • Target SG • Target by role / industry • High Relevance Score
  25. 25. Searix Solutions | B2B Growth Hacking in SG24 ACTIVATION TRACK CONVERSIONS, REDUCE COSTS • Each has conversion tracking • Convert bids to CPA • Effectively calculate ROAS (Conversion / Cost)
  26. 26. Searix Solutions | B2B Growth Hacking in SG25 ACTIVATION “STALK“ THEM AND ASK AGAIN • Retargeting tracking available • Ask again (with a different offer) • Higher CTR, lower cost, higher ROAS
  27. 27. Searix Solutions | B2B Growth Hacking in SG26 RETENTION PREP ‘EM BEFORE YOU SELL TO ‘EM • Download “Connections” from LinkedIn
  28. 28. • 50.4% / 48.99% Match Rate (Wordstream, 2015) • Customer Match / Custom Audience Searix Solutions | B2B Growth Hacking in SG26 RETENTION PREP ‘EM BEFORE YOU SELL TO ‘EM • Download “Connections” from LinkedIn
  29. 29. • Sales become more effective • Retarget for education, not sales Searix Solutions | B2B Growth Hacking in SG26 RETENTION PREP ‘EM BEFORE YOU SELL TO ‘EM • Past / future customers
  30. 30. “OUTSOURCED PART-TIME SALES TEAM” Searix Solutions | B2B Growth Hacking in SG27 REFERRAL • 33 local chapters • 30 – 75 members per chapter • Referral marketing is effective • Millions of dollars per chapter
  31. 31. EVENTS Searix Solutions | B2B Growth Hacking in SG27 REFERRAL • Meetup.com • Eventbrite.com • Startup Hubs
  32. 32. SURE WILL BARGAIN ONE Searix Solutions | B2B Growth Hacking in SG28 REVENUE Pricing Model • Singaporeans love to bargain • Create opportunities for bargaining • Price slightly higher • Didn’t bargain? Give anyway
  33. 33. Searix Solutions | B2B Growth Hacking in SG29 ACQUISITION THE SEO YOU HAVE YET TO HEAR ABOUT Local SEO • Local brands compete with big brands • The Snack Pack • Different algorithm
  34. 34. Searix Solutions | B2B Growth Hacking in SG30 ACQUISITION THE SEO YOU HAVE YET TO HEAR ABOUT • Local brands compete with big brands • The Snack Pack • Different algorithm
  35. 35. THE SEO YOU HAVE YET TO HEAR ABOUT • Local brands compete with big brands • The Snack Pack • Different algorithm Searix Solutions | B2B Growth Hacking in SG31 ACQUISITION
  36. 36. LOCAL SEO Searix Solutions | B2B Growth Hacking in SG32 Good Website FACTORS 01 02 Citations03 Backlinks04 Google My Business
  37. 37. LOCAL SEO Searix Solutions | B2B Growth Hacking in SG33 Good Website FACTORS 01 02 Citations03 Backlinks04 Google My Business
  38. 38. Searix Solutions | B2B Growth Hacking in SG34 LOCAL SEO FACTORS
  39. 39. Searix Solutions | B2B Growth Hacking in SG35 LOCAL SEO FACTORS
  40. 40. LOCAL SEO Searix Solutions | B2B Growth Hacking in SG36 Good Website FACTORS 01 02 Citations03 Backlinks04 Google My Business
  41. 41. Searix Solutions | B2B Growth Hacking in SG37 LOCAL SEO FACTORS Good Website Mobile-Friendly • Mobile search algorithm is different • +28% drop-off in SG • Higher converting
  42. 42. Searix Solutions | B2B Growth Hacking in SG39 LOCAL SEO FACTORS Good Website Mobile-Friendly Original, Unique Content • What the algorithm’s always favoured • Get backlinks more easily • Better contextual understanding • Define canonical pages
  43. 43. Searix Solutions | B2B Growth Hacking in SG40 LOCAL SEO FACTORS Good Website Mobile-Friendly Original, Unique Content HTTPs • SSL is a ranking signal • You don’t want this (-58%) • HTTP/2 implementation
  44. 44. Searix Solutions | B2B Growth Hacking in SG41 LOCAL SEO FACTORS Good Website Mobile-Friendly Original, Unique Content HTTPs Schema Tags • NPL cannot be 100% accurate • Organization, Branch, Local Business • Childcare, Dentist, Store, Travel Agency • Address, Contact Information, Opening Hours, Currency Accepted, Area Served, etc.
  45. 45. Searix Solutions | B2B Growth Hacking in SG42 LOCAL SEO FACTORS Good Website Mobile-Friendly Original, Unique Content HTTPs Schema Tags <h1>Fish &amp; Co.</h1> Seafood in a pan. The best fish &amp; chips in town! 23 Serangoon Central, #B1-05/06, NEX Singapore 556083 Phone: 6634 4230 <div itemscope itemtype="http://schema.org/LocalBusiness"> <h1><span itemprop="name">Fish &amp; Co.</span></h1> <span itemprop="description">Seafood in a pan. The best fish &amp; chips in town!</span> <div itemprop="address" itemscope itemtype="http://schema.org/PostalAddress"> <span itemprop="streetAddress">23 Serangoon Central, #B1-05/06</span>, <span itemprop="containedInPlace">NEX</span>, <span itemprop="addressCountry">Singapore</span> <span itemprop="postalCode">556083</span> </div> Phone: <a href="tel:66344230"><span itemprop="telephone">6634 4230</span></a> </div>
  46. 46. Searix Solutions | B2B Growth Hacking in SG43 LOCAL SEO FACTORS Good Website Mobile-Friendly Original, Unique Content HTTPs Schema Tags Exorcise Spam Techniques • Seriously, exorcise them • Private Blog Network Links – OUT • Keyword Stuffing – OUT • Like & Comment Spamming - OUT
  47. 47. Searix Solutions | B2B Growth Hacking in SG44 LOCAL SEO FACTORS Good Website Exorcise Spam Techniques • Seriously, exorcise them • Private Blog Network Links – OUT • Keyword Stuffing – OUT • Like & Comment Spamming - OUT
  48. 48. Searix Solutions | B2B Growth Hacking in SG45 LOCAL SEO FACTORS Good Website Exorcise Spam Techniques • Seriously, exorcise them • Private Blog Network Links – OUT • Keyword Stuffing – OUT • Like & Comment Spamming - OUT Google Support
  49. 49. Searix Solutions | B2B Growth Hacking in SG46 LOCAL SEO FACTORS Good Website Exorcise Spam Techniques • Seriously, exorcise them • Private Blog Network Links – OUT • Keyword Stuffing – OUT • Like & Comment Spamming - OUT AdWeek
  50. 50. LOCAL SEO Searix Solutions | B2B Growth Hacking in SG47 Good Website FACTORS 01 02 Citations03 Backlinks04 Google My Business
  51. 51. Searix Solutions | B2B Growth Hacking in SG48 LOCAL SEO FACTORS Citations • News sites • Award sites • Directory listings • Job sites
  52. 52. LOCAL SEO Searix Solutions | B2B Growth Hacking in SG49 Good Website FACTORS 01 02 Citations03 Backlinks04 Google My Business
  53. 53. Searix Solutions | B2B Growth Hacking in SG50 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting
  54. 54. Searix Solutions | B2B Growth Hacking in SG51 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting
  55. 55. Searix Solutions | B2B Growth Hacking in SG52 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting
  56. 56. Searix Solutions | B2B Growth Hacking in SG53 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting
  57. 57. Searix Solutions | B2B Growth Hacking in SG54 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting “write for us” “submit a guest post” “guest posting guidelines” “guest post by”
  58. 58. Searix Solutions | B2B Growth Hacking in SG54 LOCAL SEO FACTORS Backlinks • Google Alerts for brand mentions • Immediate network • Competitor research • Legit guest posting Offered by Vulcan Post, Shopify, Forbes, HubSpot, e27, TSL, etc. Editorial and unique only.
  59. 59. QUESTIONS? Keep in touch lance@searix.net

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