Category: Articles

Amber Chawner,  Senior Account Manager

July 2023 marked the 75^th anniversary of our beloved NHS, and what a 75 years it has been. Our national health service has undoubtably had its challenges, but it amazes me that every working day it still manages to allow 1.3 million people to be seen in GPs, provide 250,000 people with an outpatient appointment, and give access to a community health professional or therapist for 285,000 people.

However, despite the enormous volume of patients like you and I that it does manage to treat, there is still more that is needed for it to keep up with the ever-growing list of patient requirements. Every day we are seeing more headlines of waiting lists hitting record highs, and how ongoing staff and resource shortages having a detrimental impact on patient care.

In amongst the storm, the NHS is still looking forward, setting out its new priorities for the years ahead. In its latest report, the following seven areas of enablement is where the NHS will be focusing its efforts in order to address the acceleration in society’s ill health. These include:

• Supporting those who provide care
• Building partnerships
• Harnessing the power of digital and data
• Investment in infrastructure
• Maximising the value of care and treatment
• Leadership and learning
• A new relationship between the NHS and the public

These new priorities are ambitious, but they are also presenting an exciting opportunity for MedTechs that are looking to gain widespread adoption. The NHS is putting a focus on data and digital innovation, meaning it is going to be looking to implement new technologies that can help them address these seven priority areas – and that means forging new partnerships to drive this forward.

For MedTechs, this could be a golden ticket, but only if they can demonstrate how their technology or solutions add value, are easy to use, and can work alongside existing the legacy solutions that are in place (the latter being one of the trickier pieces of the puzzle). By aligning to the NHS priorities and having those in mind from the start of their development journey, MedTechs have a real opportunity to help the NHS deliver a pivotal change in the way healthcare is delivered and patients are treated. However, adoption will only be successful if they consider the intricate technology ecosystems already in place within the NHS at the start of product development, adhering to all necessary data standards and requirements to ensure their product can slot in from the go. Any less, and the headache will outweigh the opportunity for stretched NHS trusts.

There are MedTech developers who have already succeeded in doing this, as evidenced by the new, exciting developments we’ve seen coming to the fore. In 2023 alone, there have been AI trials that are helping doctors in Aberdeen detect breast cancer earlier, research that could reveal early causes of Parkinson’s, and artificial pancreases being created to better help those are living with type 1 diabetes.

With new technologies such as these, the possibilities for healthcare seem endless. As someone that both uses the NHS, and works with healthcare and MedTech companies that are having a real and lasting direct impact on helping deliver better patient care, I’m excited to see what’s next, and the future opportunities that will be available to me if and when I need it.

By Bekki Bushnell, Associate Director

Fuelling B2B Tech Businesses in Turbulent Times

In the fast-paced and ever-evolving world of B2B tech, businesses face unprecedented challenges. With uncertainty looming, market volatility threatening stability, and competition intensifying, it’s crucial for marketing leaders, like CMOs and heads of marketing, to navigate these turbulent waters with the most effective tools at their disposal. Amidst this chaos, one powerful weapon emerges: Public Relations (PR). By leveraging the full potential of strategic PR, B2B tech businesses can not only survive but thrive in these challenging times.

Unleashing the Force of Strategic Partnerships

Marketing is the lifeblood of B2B tech enterprises, driving a constant stream of qualified leads for the sales team. However, for marketing to reach its full potential, it must extend beyond traditional boundaries. This is where PR comes into play, expanding your reach and forging connections with customers, partners, journalists, and the wider public.

Gone are the days when PR was solely about press releases and media coverage. A well-crafted PR strategy becomes a catalyst for positive relationships with the media. By securing key content placements in influential publications, your organisation’s experts can share their insights and knowledge, captivating target audiences and propelling your brand reputation to new heights. Moreover, strategic partnerships with industry influencers provide an invaluable opportunity to amplify your brand’s reach, leveraging their expertise to make a lasting impact.

Igniting Engagement with Compelling Content

In the realm of PR, content and storytelling reigns supreme. While marketers traditionally associate impactful content with their domain, its influence extends far beyond. In today’s world, outbound marketing strategies fall flat, failing to resonate with audiences. Instead, an inbound approach is essential, where content marketing becomes the backbone of your brand narrative.

Crafting captivating content is just the beginning. Effective content marketing is a multidimensional endeavour, encompassing a strategic distribution plan. It’s not limited to prominent industry publications alone; social media channels play a pivotal role. Tailoring your content to each platform ensures maximum engagement. LinkedIn becomes a stage for sharing corporate messaging, while Twitter offers a platform for light-hearted banter. Stay ahead of the curve by embracing emerging channels like TikTok, where short-form videos provide a dynamic means of showcasing your company culture and the perks of working with you.

Unlocking Success through Measurable Objectives

In the realm of marketing, clear and measurable objectives are paramount. The same holds true for PR strategies. Defining specific Key Performance Indicators (KPIs) aligned with broader business goals allows you to measure the success of your campaigns effectively. Regular reporting, ideally on a monthly and more detailed quarterly basis, provides the clarity needed to gauge progress and make data-driven decisions.

Embracing PR as a Growth Catalyst

In these challenging times, where many businesses face uncertainty and cost-cutting measures, B2B tech marketers must wield the right tools to communicate impactful messages to prospects and customers. As a strategic complement to marketing, PR becomes the driving force behind brand building, generating high-quality leads, and fostering sustainable growth amid economic pressures.

Ready to Ignite Growth?

If you’re eager to level up your PR to fuel growth for your B2B tech business, we’re here to help. Our team of experts is dedicated to supporting businesses like yours in navigating the ever-changing landscape of PR and achieving remarkable results. And if you’re wondering what qualifies us in all of the above? We have a proven track record of assisting B2B tech companies in establishing strong industry relationships, enhancing their brand reputations, and driving sustainable growth for more than 30 years.

Get in touch with our team today to start a discussion that could transform your business. And don’t forget to subscribe to our newsletter for a steady stream of captivating content, designed to inspire and empower marketing leaders like you. Together, let’s unlock the full potential of strategic growth in these turbulent times.

By Hayley Goff, CEO

Fuelling Growth for B2B Tech Businesses in Turbulent Times

In an era where digitalisation revolutionises product and service delivery, the B2B technology industry finds itself immersed in a sea of SaaS and cloud-based solutions. The battleground has intensified, as customers demand more from their providers, turning fierce competition into a ferocious battle. Adding to the complexity are economic uncertainties and persistently high inflation, compelling buyers to scrutinise every investment and tighten their purse strings. To thrive amidst these challenges, ambitious B2B tech brands must strive for market differentiation and secure a healthy bottom line. But how can they make it happen?

Harnessing Insights from Visionaries

Successful marketing hinges on effectively communicating unique and impactful messages to customers. However, many B2B tech businesses struggle to achieve this. Beyond the aforementioned pressures, these companies face challenges such as low market awareness, content that fails to resonate with the audience or ineffective communication channels. Take a moment to assess your current content. Does it effectively showcase the expertise and knowledge of your business specialists?

Gone are the days when a hard sell would captivate customers during initial conversations. Instead, thought leadership acts as the rocket fuel that ignites positive brand perception. By focusing on raising awareness and fostering market credibility rather than solely emphasising product benefits, thought leadership can attract new business opportunities. Although this strategy may initially seem counterintuitive to corporate owners and leaders eager to drive immediate revenue, a well-structured brand-building approach pays off in the long run.

Forging Enduring Relationships

At the heart of fruitful B2B tech operations and profitable strategies lie strong customer relationships. Effective crisis communication strategies, in the event of a disaster, also play a crucial role in building these relationships. Such strategies help mitigate potential reputational damage, maintain stakeholder trust, and ensure business continuity during turbulent times. Proactive reputation management forms the foundation for building a robust brand.

Market differentiation extends beyond customer relationships to encompass other stakeholders. Does your business have direct contact with industry influencers or media professionals? Collaborating with relevant influencers can elevate your products and services above the competition, while media connections ensure that your content reaches the right channels where your customers can be found. Media partnerships can also be leveraged to showcase your company’s vibrant workplace culture, attracting top talent as your business expands.

With a new strategy in place, it is imperative to set measurable KPIs that align with broader business objectives. Regular reporting, ideally on a quarterly basis, should be implemented. If you collaborate with suppliers, the same principle applies to gain clarity on the expected outcomes from your investments.

The Ultimate Goal

In today’s uncertain environment, employees, customers, and investors seek senior leaders they can trust and feel confident in. Effective PR strategies make this possible by communicating the unique value of your business and its people through targeted knowledge sharing. Furthermore, building trusted relationships with industry partners helps expand your business brand. While financial prosperity remains a top priority for business leaders, it is essential to recognise that PR is the driving force behind growth in all its forms during turbulent times.

And if you’re wondering what qualifies us in all of the above? We are a team of experienced professionals dedicated to helping businesses like yours navigate the complexities of PR and achieve impactful and measurable results. With our expertise and strategic approach, we have successfully assisted numerous clients in establishing strong relationships, enhancing their reputations, and driving growth for over 30 years.

If you’re interested in discussing any of the above or would like to receive more of our content, please don’t hesitate to get in touch or subscribe to our updates. Let’s fuel your growth together!

By Hugh Cadman, Interim Head of Content

The eruption of ChatGPT has triggered a major debate about generative AI and how it will reshape work and business, especially in PR.

A survey by a recruitment firm this year found 45 per cent of employees believe AI will help them do their jobs better. In the US, a Harris poll found 60 per cent of workers optimistic about the technology.

Although many of these respondents see the technology’s advantages in admin settings, ChatGPT’s runaway popularity is built substantially on its ability to create coherent content from scratch – and at speed.

Its success in attracting hundreds of millions of users has accelerated plans among the tech giants to come up with rival AI applications such as Google Bard and Palm, while Amazon and IBM have their own initiatives. More services are constantly evolving, such as Cohere Generate, or Copy.ai. Cohere, for example, will generate custom content for emails, advertisements, landing pages and so on.

OpenAI – the company behind ChatGPT – is in partnership with Microsoft, whose founder, Bill Gates believes AI “is as fundamental as the creation of the microprocessor, the personal computer, the internet and the mobile phone”. For Gates, the gains will be in productivity and more specifically in areas such as the development of new vaccines and medicines.

What are we left with in tech PR?

Given all the claims made for generative AI, it’s worth asking what its effect will be on B2B tech PR? At Whiteoaks our clients pay us for many services, including the creation of highly-targeted content written with skill to engage knowledgeable tech audiences.

But if AI automates marketing and creates comprehensible content in a few seconds, what are clients paying for? Should we get rid of our team of content-writers and ditch their years of expertise in favour of outsourcing to a ChatGPT-type service? Of course not.

Experience already shows that AI-created content, although coherent, needs human intervention to make it more tightly relevant to its purpose. It needs a writer to render it idiomatic so does not sound like every other piece of content put together by AI. It’s worth remembering that generative AI mines content from the internet. It will re-form what others have already said, which is hardly a formula for compelling originality.

And although it may have mechanisms to judge the authority of what it finds, AI is still far from infallible. We know that in the absence of figures or quotations, it can twist them or make them up. A business relying totally on AI-generated content may find that is repeating mistakes or biases that have gone uncorrected or unchallenged in other content already out there. Auditability and provenance are significant challenges, along with compliance with data regulation.

Commercial confidentiality and security concerns

There are serious concerns too about data leakage from generative AI services and the potential for breaches of commercial confidence through cyber attacks or lax procedures. It is not advisable to upload a mass of sensitive data of any kind into an AI service. Copyright is also a potential minefield, given that the AI is lifting and adapting pre-existing content and then claiming to create something new. Who does own the copyright? AI companies want to use the information inputted as part of their training models to hone accuracy – but for how long?

It’s not as if AI has come from nowhere. Apple Siri, Amazon Alexa and IBM Watson are all forms of AI and at Whiteoaks we have been writing about the technology for a long time – as a tool to transform the work of contact centres, for example.

Where does this leave us? We know the AI algorithms will continue to “learn” and improve the quality of generative AI output. But there will always be a gap between what a machine produces and the flair, insight and creativity of a human. A human with experience and client/market knowledge will be necessary to comb through copy to spot errors and the significant risks of legal, copyright and compliance infringements.

Where we should use AI, is to take care of the routine, repetitive element in content-drafting, which includes research and structuring. ChatGPT is a very useful research tool providing nuanced answers. And with skilled supervision, the technology is effective at reworking and refreshing existing content.

The advent of ChatGPT and advanced AI will prove to be watershed moment for many industries and will transform productivity in innumerable areas of work. It will create new jobs and lead to dramatically effective integrations we cannot currently foresee. But it will not eliminate the need for skilled and experienced content creation in B2B tech PR.

If this article has struck a chord – why not get in touch to chat?

By Nick Wheywell, Head of Social

Ever checked out a company on LinkedIn to get a feeling for their culture, philosophy, product offering? Of course, there’s always their website, full of relevant information (you hope!) but a good LinkedIn page provides the perfect microcosm. Ever navigated to a company page that’s just… lacking?

Now, flip that around; as a business, it makes sense to ensure your LinkedIn page gets just as much love as your website.

The ‘Why’

Optimising your business’ LinkedIn profile will have several benefits, including increased engagement and lead generation. By making sure your profile is complete and up to date, you can help potential new followers and customers find you more easily. It also helps in ensuring they get a better sense of what your business has to offer, and how you can help them.

One of the key benefits of optimising your LinkedIn profile is that it can help you build your brand and establish yourself as an authority in your industry. By sharing valuable content and engaging with your followers, you can demonstrate your expertise and build trust with potential customers.

Another benefit is that it can help you generate more leads. By including clear calls to action (CTAs) and making it easy for people to get in touch with you, you can encourage people to reach out and learn more about your business, and the solutions you provide.

Whether you’re a small business owner or a large corporation, taking the time to make sure your business LinkedIn profile is performing effectively can help you connect with potential customers and grow your business.

That’s the why… if you’re interested in the how, why not get in touch for a chat?

By Ellie Nash, Senior Digital Account Executive

You may have seen the news…effective June 26^th 2023, LinkedIn will be removing the ability to create carousels within the platform.

The announcement was made by the LinkedIn team, who received creator feedback that suggests carousels aren’t facilitating the ability to share all members’ experiences and knowledge.

Although this news may seem discouraging, there is no need to worry. The current carousels on LinkedIn will still be viewable and accessible to viewers.. However, no new carousels can be created after June 26^th.

So, what are the options for those who want to share information using the carousel format?

LinkedIn has given creators an alternative. Instead of creating carousels within the LinkedIn tool, the platform has added a feature to upload carousels as PDFs. To do this, click the ‘More’ button on your post and select ‘Add a document,’ where you can upload your carousel as a PDF.

If you need support on creating and posting your new carousels, get in touch with our Digital and Creative teams.

By Ellie Nash, Senior Digital Account Executive

LinkedIn recently launched a new feature which allows users to reach their target followers organically, without spending a penny. So what does it mean and why is it a good thing?

Well, until now targeting was only available for paid campaigns. However, this latest feature empowers you to customise your organic posts according to your follower traits such as company size, industry, job function, and others. Now you can engage with the followers that are most valuable to your business and provide them with specific content that is suitable for their needs.

Benefits of LinkedIn organic targeting include:

1. Reach the right audience: By targeting posts to specific followers, you can ensure that content is seen by the people who are either the most likely to engage with it, or that you most want to engage with it.
2. Increase engagement: When content is seen by the right people, you’re more likely to see higher engagement rates such as likes, comments, and shares.
3. Improve conversion rates: Targeting posts to specific followers can increase the likelihood of conversions, whether that means website visits, form fills, or other desired actions.

To track the success of your targeted posts, we recommend using LinkedIn’s metric tools. These tools make keeping up with progress and engagement easier. Being able to track metrics such as views, impressions, clicks, and engagement helps refine target audiences and optimise content to achieve higher engagement levels for next time.

Interested in learning more about this new tool and how to implement it within your social media strategy? Contact our team of social media experts on 01252 727313 or Digitalpractice@whiteoaks.co.uk.

By Hayley Goff, CEO

Money doesn’t grow on trees…When I was growing up this was a favourite pearl of wisdom from my mum. Now, as an adult and more notably as a CEO, I can fully appreciate it. Every pound counts – and with budgets and economic conditions being what they are, those pounds are highly scrutinised. Even though you’re likely the one doing the scrutinising, as a business leader you’re answerable to your board and your shareholders. Part of your remit is to refine your focus areas, your goals, and forge the best path forward to make them happen – all within the constraints of budget. And with departments clamouring for more, how do you prioritise what needs to be done?

One of those departments is marketing, stating with absolute certainty they can help you drive the business growth you’re after. Sounds like a win-win – but again, you’re balancing keeping shareholders happy with achieving your organisational objectives. In theory, the two are inexorably linked. In practice, you’re still scrutinising that spend to make sure you’re getting the expected return.

So how do you ensure your business is getting the right return on investment from marketing? Is marketing even worth it?

Emphatically, yes. But where do you start?

Trust your marketing leader.  As CEO, you can’t be expected to know everything about marketing and lead gen – whether you have an internal team or fully outsourced support – take advantage of those capabilities and trust their consultancy. It also goes without saying that you and the business need clarity in terms of what you’re trying to achieve and this will influence the brief for marketing. Importantly, based on that, agree KPIs with your marketing team to guide delivery and hold them to account.

If you don’t have internal marketing resource (or even if you do and it’s not quite as mature as it could be) evaluate whether you need external agency support. I appreciate you may have been burnt in the past with agencies and left wondering about the value that was delivered (you’re not alone) but they can be helpful in helping you reach those growth or awareness objectives. They can be mobilised quickly and offer the added benefit of having specialist skills in the right places, able to either take on your whole marketing function or become an extended part of your existing team.

Important to note here that if you do decide to use an agency partner (or partners), make sure they’re the right fit for your business – not just in terms of skills and specialisms, but also when it comes to culture and (of course) targets and ROI. Ensure your marketing team establishes KPIs against the plan that they and agency partners are delivering with regular performance updates – if you are exploring agencies only work with ones that can clearly define a scope of work, budget and performance commitments so you are clear on the ROI that any investment will deliver.

With established KPIs you and your marketing team (or external partners) can measure impact. You are making a significant investment (again, be it internally or with agencies) and it should be clear how marketing communications is performing and supporting the business achieve its goals. Understanding what is working so you can replicate success and where things haven’t worked to understand why and adjust accordingly.

Resist the urge to bow to economic pressure and apply the brakes if you don’t see immediate results – an agency should deliver tangible assets from very early on but this doesn’t necessarily mean in month one the MQLs will see a massive spike. PR and marketing needs a sustained effort to deliver maximum impact, and cutting marketing often means cutting the new business pipeline. In the same vein, avoid the temptation to do ‘a little bit of everything’. Instead, prioritise your marketing critical activities, establish success and then scale.

Each business is different – but we all face some of the same pressures and the same scrutiny when it comes to spend, whether that is on marketing efforts, product development or digital transformation. The key to success, is establishing objectives and having the right facts and figures to prove ROI. Of course the bits in the middle are also important, but will be guided largely by your goals.

If you’d like to start a discussion about any of the above, please get in touch. Or subscribe to receive more of our content.

By Bekki Bushnell, Associate Director

We’re all having to do it – justify that spend in marketing & PR. Especially in tougher times. Unsurprisingly, we’re in the same boat; it’s not just a challenge for our prospects and clients. We also have to prove to our Board or senior management team that our efforts are worth the investment, and as budgets are tightened, this becomes more of a focus.

Speaking from experience, it helps to start off on the right foot by making sure your marketing objectives are aligned to organisational goals with a clear strategy in place to realise them. Sounds simple enough. But often, when the company adjusts its goals in response to market conditions or internal changes, those same adjustments aren’t carried through to the marketing plan.

The next step is building trust with your board or senior management team using the results you’ve achieved for the business and ROI to garner goodwill, which ultimately equates to more budget or fewer cuts.

When budget cuts are decided, PR & marketing are nearly always first on the chopping block. We’ve said it before and we’ll say it again – don’t do it. According to a recent PRWeek article, brands that don’t cut spending on PR & marketing during a recession experience far greater sales than their competitors when coming out of it – 256% in fact. This alone won’t necessarily sway your board or SMT, so you’ve got to keep them in the loop.

Now I’m not suggesting they need to know the minutia of what you’re doing and every tactic that your strategy entails – rather keep it to high-level updates looking at performance against KPIs to meet the business objectives supported with  data-driven insights that can help the organisation improve or take action on.

In the same vein, when developing your strategy in the first place, involve the stakeholders, be it board, management team etc., as early as possible. It’s a lot easier to get buy-in if people feel like they’ve been involved from the beginning. Again, it’s not about getting them involved in the finer details, rather including them in critical meetings and getting in face time with your partners. All of which helps build that confidence and support internally.

To recap:

Set objectives: Start at the beginning by ensuring your marketing strategy is aligned to the wider business goals

Manage expectations: Be clear on your short- and long-term objectives. Identify where the quick wins will come from and what will take a more sustained effort.

Set measurable KPIs: With KPIs that are aligned with the broader business objectives you should report back regularly on progress (at least quarterly) on the plan. If you’re working with suppliers, apply the same logic. Ensure you’re clear on what the investment is and expected results.

Proactively communicate: Update the board or senior team on your progress, being clear about results against your KPIs. This will help build the profile of the marketing department.

Replicate success: Understanding what works (and what doesn’t) is key to replicating that success across other marketing campaigns and likewise discontinuing or tweaking what isn’t working. Don’t keep doing the same things if the results aren’t as expected; show you’re listening to the data and taking action.

Don’t roll over: Don’t let your board or senior team cut your budgets without defending them! People want to do business with brands that they know will deliver in the way they need. If you stop spending on PR & marketing you’ll lack the ammo to help the wider business deliver on that – so be sure to point out the implications and impact of cut budgets.

If you’d like to start a discussion about any of the above, please get in touch. Or subscribe to receive more of our content.

By Vicki Curtis, Head of Media

Your quarterly meeting with the board is coming up. You’ve launched a great campaign this quarter with incredible media results that you and your PR agency are proud of – you could say it’s  career defining! However, you know the million-dollar question they are going to ask at the meeting – this is great, but how will all this impact our sales?

With budgets tightening due to the economic issues, boards, and those that hold the purse strings, are certainly placing more focus on measurement and return on investment than ever before. Especially when it comes to PR and marketing.

As you know, PR is something that has come under fire for decades and calculating a return on investment and comparing it to other marketing disciplines is one of the biggest challenges in the industry. But how do we overcome this challenge? What methods and metrics are at our disposal to enable us to demonstrate the impact PR is having?

Starting off on the right foot

Before you start work on a campaign, there needs to be agreement and collaboration from the outset with your PR agency. The first step is defining your objectives – what do you want the campaign to do? Who do you want to reach? From there, align those objectives with the wider business goals. The rest flows from here; a strategically aligned scope of work, KPIs and the commitments an agency will make based on your investment. It is the latter that is perhaps most important. What guarantees will your PR agency make in terms of business impact? For example, many agencies won’t go as far as guaranteeing coverage but we see this as a vital step in putting our money where our mouth is. My colleague Bekki Bushell covers this very topic in her blog.

A key requirement in this process is having the right messaging and content to ensure we can meet targets and get the right message in front of the right audiences. This isn’t a one-off; rather, it requires proactivity and evaluation throughout the relationship. Which ties into my next point…

It’s all about the audience

It’s not all about coverage…once a campaign starts, you can’t just measure results by counting the pieces of coverage. PR and the way we measure impact has moved on significantly over the last few years. As has the way we present it; becoming more sophisticated to demonstrate that PR is making a valuable contribution to the business – and ultimately the bottom line. And this is where an audience-centric approach to measurement comes in.

By demonstrating how your campaign activity reached the desired target audience (audience visibility), the response and reactions of the target audience to the activity (audience engagement) and the effect of the campaign on the company’s goals and objectives (audience impact) you are on your way to really validating the impact your work is having and showing a true ROI.

How can we help you?

When it comes to measuring that impact, we work with you, give you the tools and insight to be able to show how that career defining campaign has reached the right audience and ultimately had an impact on their perception of your brand. But most importantly, we can help you to use this insight to improve and amend campaigns in the future!

If you’d like to hear more about our approach to measuring impact, and how you can incorporate measurement into your campaigns from the outset, feel free to get in touch or subscribe to receive more content.