Waypointers

Traditionally, agencies have marketed the services they offer through credentials and pitch decks which reel off the services they offer. But as clients become more sophisticated, agencies must adapt to become a strategic partner rather than simply a contracted service provider. 

Making that mentality shift in agency sales teams will help agencies to scale and give them greater senior access with clients.

In this episode of Waypointers, Maddy Cooper, Founding Partner and Chief Commercial Officer at Brilliant Noise joins Steven Mallon, Director at Waypoint Partners, to discuss her experience and the benefits that have come from changing the sales model of her agency. 

There is a cohort of ambitious agencies that is increasingly making waves in the marketing services world, collectively described as “challenger” groups. A diverse mix of agencies, what unites these businesses? 

In this special deep-dive edition of Waypointers, Jim Houghton and Matt Lacey from Waypoint Partners discuss what it means to be a “challenger” agency, what makes them different, how they do deals, and  the outlook for the year ahead.

Just because an agency isn’t scaled doesn’t mean that its sales processes and growth strategy shouldn’t be professional and considered. Many smaller agencies find positioning to scale difficult, but it needn’t be.  

Smaller agencies need to act big to be big. Professionalising the sales function will help agencies achieve scale. Evolved Search is a shining example of how overhauling the sales function can help agencies to overcome barriers to growth. In this episode, we hear about their experience and what other agencies can learn from it as well as Waypoint Partners’ expertise in supporting businesses like Evolved Search. 

Agency exits can be tricky, particularly when you want to balance profitability with a socially conscious approach. In response, agencies are increasingly turning to employee ownership trusts (EOTs) which have more than doubled in number to almost 500 in the last 12 months, according to the Financial Times. 

In this episode of Waypointers, Jamie Learmont and Jim Houghton from Waypoint Partners look at EOTs and MBOs as agency exit routes, de-mystifying what they mean and discussing the merits of these increasingly popular options. 

Host Martin Ward is joined by Phill Robinson from Boardwave to discuss what European tech companies can learn from their US-based counterparts to compete with Silicon Valley. 

Hear about Phill's own experiences in the US and why he believes the solution is through creating effective networks within the European software industry.

Host Phil Gripton and guest David Kean discuss strategies to seize opportunities during a recession. 

David Kean has decades of experience in business development and implementing growth actions during tough economic times.