Strategic Entrepreneurial Marketing

Table of Contents

Introduction 3
Characteristics of SME tribe and knowledge and understanding of SEM 4
Application of SEM to reach the SME tribes 6
Application of SEM in CIM 7
Contemporary approaches of Digital Marketing for CIM 9
Appraise the SEM function in CIM 11
The application of Design Thinking and BMC 12
Value Proposition offered by CIM to the SME tribe 16
Recommendation 18
Conclusion 19

Reference list 20

Introduction

In this jeopardised business environment, the organisations are constantly struggling to stabilize their market environment through the support of both productive as well as the profitable business tagline. In this case, the strategic entrepreneurial marketing approach is related to the productive business performance of the SME organisations. The effective success of small organisations like Microsoft, Dell and Virgin has been visualised through their unique tactics within the opportunities as well as challenges. Entrepreneurs are struggling against the larger and resourceful companies. In addition, limited budget, as well as lack of proper technological effort, may lead then to severe risks. The current research is based on the case scenario of the Chartered Institute of marketing, which is a UK based organisation can offer training and qualification in marketing and another related context (cim.co.uk, 2018).

Characteristics of SME tribe and knowledge and understanding of SEM

Over the last decade, the SME describes as a broad church of business from high tech manufacturer, greengrocer and the exporter. As per the report of the Guardian, within the group of 4.5 million UK companies, a notable subset of dynamic business process and fast-growing status is evident (telegraph.co.uk, 2018). However, it is true that the entrepreneurs are facing difficulties to deal with the long-term supportive financing. The country needs a more diverse funding environment for the sustainable business process. The current report is based on the case scenario of the CIM, who are providing training and they have a professional association with the marketers in the UK (cim.co.uk, 2018). The organisation has a range of employee engagement initiatives, personal development and social events. They are emphasised on the development of different marketing and the sales profession. As per the current report, they are the largest professional marketing body, who has more than 35000 members and student across the world.

Therefore, the organisation has an effective opportunity to crack the market but still the lack of proper entrepreneurial may lead to severe issues. As per the viewpoint of Fillis (2015), the organisation have to adopt p[roper entrepreneurial marketing strategy to retain the customers for the longer period. Strategic marketing principles are utilising a toolkit of unorthodox as well as new marketing practices, which can help the firm to gain a foothold in the crowded market environment. In the competitive market, entrepreneurs of the organisation like CIM can face biggest challenges from the standpoint of the competitors. It is evident that there are effective marketing tactics, which can make the business unique. In this scale of the environment, the SEM is retained with the several marketing approaches such as relationship marketing, One to One marketing, Expeditionary marketing, real time marketing, Digital as well as viral marketing. Over the last years, the SME tribes have understood the requirement of customer satisfaction to maintain long-term success. However, the customers have wide alternative options to get their facilities in a single platform due to the existence of advanced technologies. As a part of the strategic entrepreneurial marketing, digital marketing can leverage the power of internet tools like social networking and other support for marketing efforts. Now here the question is not related to the improvement of the services of the CIM. CIM is not a SME organisation and they are capable to improve the marketing tactics of both large and the small brands. As per the current report Loreal are the parts of their training associates and they have helped Loreal to achieve market success. Therefore, they have the ability to innovate the way of thinking of small entrepreneurs and that can be effective to gain future success. In the SME tribe community, they are providing the membership and the training and sales.

However, the CIM cannot reach the SME companies as they are in different locations and they have to boost proper access to the technology as well as other resources (Kowalik and Duliniec, 2015). In this case, tribe organisations are capable to reach those SME companies. Tribe organisations are the directory of the small business and from here, the training professionals of the CIM can found new brands. Mama tribe is consisting of a brand directory, which can inspire the retail business around the country. The main aim of Mama is to promote and connect the small business professionals (mamatribe.uk , 2018). If the CIM can take the support of that tribe, they easily reach the sub tribes or the SMEs who need proper training to facilitate successful business procedures (Hoque and Awang, 2016). For instance, Rogue Lipstick can be taken as an example of sub tribe under the Mama tribe, who want to grow their business identity at all over the country. CIM has the capability to deal with such sub tribes for offering effectively the marketing approach as well as strategic entrepreneurial marketing. However, the issue is related to the way to connect with such SME tribes through effective marketing tactics.

Application of SEM to reach the SME tribes

It is evident that CIM has an effective approach to train the marketers regarding the process of long term as well as sustainable business. On the other hand, a small business organisation such as the companies of handmade cloth and others cannot gain success due to lack of proper resources as well as support. CIM can afford these services to those companies, who are lacking such issues. As per the opinion of Gilmore et al., (2018), if those small sub tribe organisations can join them into a specific directory, CIM can get a scope to reach them. In this case, the CIM has to deal with the directory organisation like Mama Tribe. However, in this case, lack of a strategic marketing process will be an issue to deal with such tribe directory.

As commented by Kilenthong et al., (2016), common features of the entrepreneurial marketing may include risk taking, innovation and proactive market approaches. The organization can understand the value of the organisational strength through the support of entrepreneurial marketing campaigns. In order to reach the small tribes, the organisations have to take the significant approach such as digital marketing through the support of email marketing, Tweets and Facebook. It is evident that there are various market players, who are offering the same services to the customers or companies. As a client, they have to use a more effective marketing strategy, which is used by the business in a unique manner (Yang and Gabrielsson, 2017). For instance, Burger King and Nike have several strategies of viral marketing, which has a great effect. Now, this term Viral is important in the process of structuring Business model canvass for the CIM. As the CIM is the client organisation, they need an identification identity to those SME tribe directories. Therefore, the reaching tactics are related to the marketing plan, based on the target business motto. In the current study, the CIM has targeted the SMEs to give them proper resource and support towards market success. Therefore, the CIM has to improve their existing entrepreneurial marketing plan, which is based on every aspect of business such as from production to finance and personnel. As a trainer, the SME will try to learn the specific methods from the CIM. Therefore, the CIM have to deal with a proper marketing strategy, which can be acceptable for the start-up business. In this case, digital marketing has the higher importance at all levels. Through this, the CIM can present that they can deliver the effective marketing training facilities and supports, which can be available for the SME tribes. Through this, different SMEs can be easily reached and they can understand the dimension of the current marketing tactics of the CIM

Application of SEM in CIM

As per the current report, the Chartered Institute of Marketing can offer the following definition of marketing as marketing is the management process, which is related to anticipation, identification and customer satisfaction requirements. Their application of existing strategic entrepreneurial thinking can be understood by gathering knowledge about their concept of the marketing process. In case of a small to the medium sized organisation, marketing can be seen as selling, promotion as well as advertising. In order to get the attention of the SME tribes, CIM have to take them as the customer and they have to understand their perception. Such as if the organization is trying to connect with the Mama tribe, they have to understand that nature of business of them, where ethics is an important factor. A SME tribe is primarily dealing with the various small business organisation, who have not a proper resource as well as identity. Technically Mama Tribe is also a type of training or network firm, who can offer support to the small business organisations. Therefore, if they can see the CIM has effective marketing strategy than they will take proper interest to join them. Therefore, strategic entrepreneurial marketing process and concept need to be applied properly for joining such tribes.

The CIM have to modify their existing business model canvas as well as the angle of value proposition before reaching the SME community. However, without a solid marketing approach as well as roadmap, the organisation cannot deal with the stakeholders. If they cannot identify the involved key partners, they cannot get proper success on their marketing contact with the clients of specific SME tribes. In this case, the effectiveness of digital marketing strategy needs to be discussed. Through the process of online marketing, they can easily reach different groups of SME organisation, who need training on the marketing, attributes as well as productive success. For instance, they can build brand awareness and can attract target SME tribes in to their websites. The organisation have to keep in mind that the entrepreneurs from the rural areas has lack of significant technology and the Tribe network can arrange them as a unit in their operation. Therefore, for all the SMEs, CIM has to avail specific facilities, which can be understood easily through the process of digital marketing.

As a part of the strategic marketing, the contemporary digital marketing will help the CIM in the development process of value proposition. They have to create action towards the betterment of the website. They can use various options such as social media marketing, email marketing and others. Under the SEM, digital marketing is the part of the modern marketing process. Therefore, the organisation not only has to deal with the SEM tribes but also they have to focus on the sub tribes, who have not proper access to technology, training and other resources.

Contemporary approaches of Digital Marketing for CIM

Digital marketing has changed the face of promoting brands and products. More of the SMEs have adopted digital marketing as their approach to deal with the brand promotion issues. But it is also evident that not all approaches are equally effective while developing the digital image for a brand. Thus, new and more contemporary approaches are developed every day to make these approaches hit the right strategies so that the competitors are not able to compete or come close for setting up the brand position in the market. In this modern time, digital marketing strategy is essential to the success of any modern marketing policy. While the traditional definition of digital marketing approach only considered websites as their options, the contemporary digital marketing approaches to strategy includes emails, text messaging, online advertising, mobile apps, podcasts, communities, social media, webinars and broadcast channels (Ryan, 2016). The CIM is currently lagging in demand generation through its traditional marketing strategy which needs to be overcome using the above-mentioned contemporary approaches. These new methods will not only focus on short term lead generation but rather concentrates on creating sustained demands for the CIM’s products and services. Thus, to generate a greater demand using digital marketing strategy among the various SME tribes, the company must focus on the development and use of targeted marketing programs in order to drive more awareness and interest about its presence among the SME tribes (Armstrong, et al., 2015).

Along with the demand generation, these contemporary digital marketing approaches will also help CIM in Value Proposition Development for the SME tribes. Using this Value Proposition framework, CIM will be able to help the SME tries in defining their audiences thus helping in establishing market opportunities and pressures along with reviewing the SME tribe’s needs. Also, this will help CIM in discussing and understanding their product capabilities and the benefits those products yield along with discovering the competitive differences CIM faces in the market and establishing their unique selling points (Payne, et al., 2017). Through the contemporary digital marketing approaches, CIM will also be able to manage its content better as content is the food for any modern digital marketing policy. Today, the modern organizations are no longer interested in sales calls from the sales representatives rather they themselves research and finds out information which are in interest for them. This helps the organizations to make much informed decisions which in turn helps them to do their jobs better. Through these contemporary digital marketing approaches, CIM will also be able to better maintain and design their website which will generate an impressive digital presence attracting more of SME tribes to come under the organization for better business.

The following are a detailed discussion about some of the contemporary digital marketing approaches that CIM can adopt to attract the SME tribes towards their brands and have a greater outreach to them.

Email Marketing

Even though email is an old concept in the marketing world, still email has been somehow able to deliver a handsome return on investment to the marketers. For CIM, this can prove itself as a major channel to promote itself as a brand to the SME tribes. This will also be including paid search, direct mails and social media. For CIM, email marketing will prove itself as a convenient and economically convenient option. Not all companies are able to harness the right capabilities out of an email marketing which if excelled, CIM can also use as a deliverable product to the SME tribes as well as this is a much cost-effective approach which might be a genuine factor for the SME (Kingsnorth, 2016).

Social Media Marketing

With the modern technologies, social media presence is a major determinant of the business outputs. Many surveys have proven that most of the marketers feel social media as an important aspect of their business. Thus, CIM needs to rigorously work on the social media marketing approach to also help the SME tribes to grow in their fields.

Search Engine Optimization

It is not enough to build a great website only. This only will not attract visitors to CIM’s website. It is also very important to monitor how the company’s website can come up on the top while the visitors or customers search using keywords which are relevant to the CIM’s business. This is why the company highly needs to incorporate a great search engines optimization plan which will not only increase the traffic for CIM’s website but also build the trust among the customers as a reliable and reputable brand (Park, et al., 2015).

Appraise the SEM function in CIM

Strategic Entrepreneurial Marketing does not include only one market8ing strategy but rather focuses on a varied number of marketing spirit that will help CIM in differentiating itself from the traditional marketing practices. It also instils many of the fundamental principles of marketing as these are typically designed for large and well-established firms. Through Strategic Entrepreneurial Marketing, CIM will also be able to emerge with a strong foothold in the crowded markets. By implementing Strategic Entrepreneurial Marketing, CIM will be able to include and promote innovation, risk taking and being proactive in its business operations. This will help CIM to also highlight its greatest strengths as a company while emphasizing on their great customer value policies. Through this, CIM is also able to focus most on the innovative products that they offer in order to stand out in the competitive market. CIM should be able to pitch this as their strength using cheap and accessible tools like social media, videos and email marketing etc. (Miles, et al., 2015).

To develop the Strategic Entrepreneurial Marketing, CIM must develop a plan after determining several aspects regarding their business model. CIM professionals must have a clear understanding of the core missions of the company along with clearly identifying the SME tribes as the target customers along with all the other competitors they have in the market. CIM can also use self-analysis in order to set their objective and goals which will help the company in establishing a comprehensive marketing plan (O’Cass and Morrish, 2016). CIM through Strategic Entrepreneurial Marketing will be able to develop inputs from every aspect of the company right from production to personnel to finance, etc. CIM will be working in a much-coordinated way so that their resources are utilised to fullest in the most efficient way. This will also help CIM to reflect to the real-world circumstances and issues that the company is currently facing the competitive market. CIM along with all this must also develop a metrics to evaluate the Strategic Entrepreneurial Marketing plan so as to orient the organizational operations to the company goals. Through this plan, CIM will be able to achieve goals by maximising the profits, greater customer base, new and better market, etc. Thus, to achieve these, CIM must develop individual strategy for each goal and thus must be evaluated on different terms (Anderson, et al., 2018).

The application of Design Thinking and BMC

Design Thinking Approach

Through Design Thinking approach, CIM will be able to provide solution-based approach to solving problems. This will also help CIM in tackling the most complex problems that are ill-defined or may be unknown to the company by understanding the needs of the humans involved along with re-framing the problem in human-centric ways. To do so, CIM can organize different ideas in various brainstorming sessions and also by adopting a hands-on approach in prototyping and testing (Liedtka, 2015). The first stage of this model is Empathize which is a process to gain an empathic understanding of the problem of the SME tribe that CIM is trying to solve. The next stage is Define where CIM will be able to put together the information that was created and gathered during the Empathize stage. At this stage CIM needs to analyse the observations regarding the SME tribes and then finally synthesise them in order to define the core problems that CIM had identified till the point. The next stage is the Ideate stage where the CIM employees are ready with the ideas after having an in-depth understanding and synthesis of the SME tribes and their needs in the previous stages. This will help CIM to come up with a concreate problem statement and thus start thinking out of the box to attract and develop products that can be offered is the

Prototype. After the development of various versions of solutions, at this stage the CIM team will be sharing and testing the solutions as this is an experimental phase and the main aim of this stage is to identify the best possible solution that can be adopted to approach the SME tribes. Finally, at the Test stage will be rigorously testing the best solution which is identified in the previous stage in order to use the solution to redefine more than one problem (Elsbach and Stigliani, 2018.).

Another approach that should be implemented at CIM in order to approach the SME tribe is as follows:

Key Partners:

CIM has small companies who are investors in the company. There are many professionals from the United States and United Kingdom and Germany who are working for the company in order achieve the goals and objectives. There are many Corporate Sectors, Chemical Industries and Investment banks who are major partners thus helping the company to grow and run in the competitive market. The company must also look for more partners mainly who are interested in investing and promoting SME tribes and sub tribes as the company is interested approaching the SME tribes.

Key Activities:

The key activities of CIM includes training small and big enterprises and companies on the Marketing and Sales departments. They also help the companies to focus mainly on the training of these company’s employees in order to grow their presence globally. They also help the company to become pioneers in producing the best products in order to survive in the competitive market. The company must also develop more new approaches like incorporating Strategic Entrepreneurial Marketing plan, contemporary digital marketing approaches, etc. to help develop more services and products which can be offered to the new clients.

Value Propositions:

The company helps its client companies to get a better access to the Global Market with better branding and more strengthened policies. Also, CIM gives better solutions with better understanding of its client company’s needs along with providing all the required support during the training period. The company can involve more of new approaches like digital marketing techniques which can help the client companies like SME tribes to have a greater demand generation, develop a better target market, better online presence, etc.

Customer Relationships:

CIM leads to better customer relationship to giving them strategic marketing suggestions. Also, CIM arranges for summits and campaigns for its client companies in order give them a better marketing presence and a strong market foothold so as to sustain in the competitive market. The growing client relationship and gaining profits for client companies and CIM itself, has given them the opportunity to develop a strong client base. CIM can develop a rigorous feedback system along with developing a dedicated team who will look after the customer needs so as to make the company more favourable for the clients thus expanding their outreach in the global market.

Customer Segments:

CIM has its major customer segments from the small companies who are trying to grow their market outreach and outshine the market competition making the brand most desirable. CIM also trains the companies to target outside their geographical boundaries. To enhance its customer segments CIM should develop more advertising and promotion of its varied and end to end services so that more of clients get attracted to the brand. CIM should also try to target varied customer from different industries in order to develop a stronger and diverse customer base.

Key Resources:

CIM uses the magazine named Catalyst as a key resource to attract more clients for their training campaigns. Also, they have developed a separate query department for its clients in order to clarify their doubts and queries. CIM also uses various marketing strategies to develop their business as a key resource. They also follow a strict rule of conduct and has defined set of rules and regulations which also acts as a key resource for developing the brand name. CIM can develop a more diverse set of regulations based on the global standards as this will help the brand to develop a reliable image thus attracting more clients. This will also attract the SME tribe as they will get a positive word of mouth which will act as a key resource for the company promotion and branding.

Channels:

CIM uses the technical and digitalized channels along with online booking for training purposes. Then company can also use channels like search engine optimization etc. to promote its products and services in order to get a better reach to the SME tribes.

Cost Structure:

CIM has its costs and investments in the departments like research and development, employee’s salary and wages, etc. To regain these costings the company uses diversification, sales department, training companies and promotional campaigns etc. This can also be developed by arranging for more funds from the investing companies who will be more interested in this industry.

Revenue Streams:

CIM has revenue streams from training companies, more business clients, promotional strategies for the client companies, etc. This can be developed even more by increasing the variety of services and more customer-oriented training sessions which will again attract more clients thus generating more revenue streams.

Value Proposition offered by CIM to the SME tribe

Value Proposition have a proven record that helps in the growing of the business faster and also boost in marketing campaigns but still they are overlooked and underestimated in the marketing mix. It is seen that since CIM has very string proposition with marketing campaigns it achieves a growth of 168 percent as compared to other weak companies. Writing a value proposition always starts with the customer and the understanding of their needs. In CIM since they have a very strong proposition, they play a crucial role in the SME. The Small Medium Sized Enterprises forms of the backbone of the economy. Companies like CIM with typical enterprise values between twenty million Euro to two fifty million euro are the investment opportunities to enhance the portfolio. At CIM they do provide a window on the market of SME as investment opportunity. They also help in enhancing the portfolio by focusing in also in other cases helps in expanding the investment scope while being alert on the potential risks. It also helps the SME’s in protecting the investment stakes by continuously monitoring and providing the feedback on the investments. It helps the SME’s outweigh the cost to the customer. As per the value proposition of CIM, the aim is to maximise the benefits that the SME’s value the most, the more differentiating, the better it is (Payne, et al., 2017).

With this in mind the best value proposition are often around tangible benefits. As per CIM they tend to contribute to the SME within certain time frame, here which is measurable. At CIM they stay true to their mission and extending help to the SME’s and continue to listen to their requirement and remain focused on delivering the products that helps the SME’s to reach the goal or targets. Since CIM has a differentiated product offering it also makes for a winning value proposition. CIM maximises on the benefits and the differences and sets apart from the competition. It is very important to put yourself in the shoes of the customer and think what actually is need of the customer or what the customer is thinking, SME’s don’t want to buy a quarter inch drill, they want a quarter inch hole (Key, et al., 2017). Since Small Market Enterprises are an important mix to the economic growth and also plays an important role in employment and entrepreneurship in the business value chain. CIM do analyse the product or service for the SME as in it considers what problem or challenges the SME is going through and then address them accordingly thinking both the practical and the psychological needs that it is addressing to, for example if any SME is into financial advising they will not only help in buying and selling of stocks they will also provide specific financial advice that makes the client feel that their money is secure and well invested. CIM also focuses on zeroing in on how exactly make the customers lives easier and more enjoyable, this helps in defining the value proposition clearly. CIM goes straight to the source as in they always ask for a quick survey from the SME’s, why they have chosen CIM for the business, since it has a robust marketing list, it goes for a simple survey of the SME’s to find out what they actually want from them and then address the issues accordingly, this data is actually treasure trove of information (Sheehan and Bruni-Bossio, 2015).

Recommendation

In the current report, the research is related to identify proper opportunity to deal with the SME sub tribes through effective SEM strategies. In this case, the organisation has to follow following strategic recommendation.

They have to apply proper digital marketing strategy

They have to find out available SME tribes, who are connected with wide SME sub tribe sources.

They have to evaluate effective tactics towards the BMC as well as VP, which is required to involve with key partners and investment.

Conclusion

It can be deduced that he strategic entrepreneurial marketing approach is related to the productive business performance of the SME organisations. Guardian report has revealed that within the group of 4.5 million UK companies, a notable subset of dynamic business process and fast-growing status is evident. It has been visualized that CIM is the client organisation and need an identification identity to those SME tribe directories. Therefore, the reaching tactics are related to the marketing plan, based on the target business motto. In this case, they have to generate a greater demand using digital marketing strategy among the various SME tribes; the company must focus on the development and use of targeted marketing programs in order to drive more awareness and interest about its presence among the SME tribes

Reference list

Anderson, B.S., Eshima, Y. and Hornsby, J.S., 2018. Strategic entrepreneurial behaviors: Construct and scale development. Strategic Entrepreneurship Journal.

Armstrong, G., Kotler, P., Harker, M. and Brennan, R., 2015. Marketing: an introduction.

cim.co.uk (2018). About us. Available at: https://www.cim.co.uk/qualifications/diploma-in-professional-marketing/strategic-marketing/ [Accessed on 09/01/2019]

Elsbach, K.D. and Stigliani, I., 2018. Design thinking and organizational culture: A review and framework for future research. Journal of Management, 44(6), pp.2274-2306.

Fillis, I., 2015. Biographical research as a methodology for understanding entrepreneurial marketing. International Journal of Entrepreneurial Behavior & Research, 21(3), pp.429-447.

Gilmore, A., McAuley, A., Miles, M.P. and Pattinson, H., 2018. Four questions of entrepreneurial marketing education: Perspectives of university educators. Journal of Business Research.

Hoque, A.S.M.M. and Awang, Z., 2016. Exploratory Factor Analysis of Entrepreneurial Marketing: Scale Development and Validation in the SME context of Bangladesh. In AND TOURISM RESEARCH CONFERENCE 20-22 APRIL 2016 (p. 22).

Key, M., Clark, T., Ferrell, O.C., Pitt, L. and Stewart, D., 2017, May. Marketing’s Theoretical and Conceptual Value Proposition: An Abstract. In Academy of Marketing Science Annual Conference (pp. 255-256). Springer, Cham.

Kilenthong, P., Hultman, C.M. and Hills, G.E., 2016. Entrepreneurial marketing behaviours: impact of firm age, firm size and firm’s founder. Journal of Research in Marketing and Entrepreneurship, 18(1), pp.127-145.

Kingsnorth, S., 2016. Digital marketing strategy: an integrated approach to online marketing. Kogan Page Publishers.

Kowalik, I. and Duliniec, E., 2015. The Entrepreneurial Marketing Concept and Its Application by the International New Ventures. Chinese Business Review, 14(5), pp.253-264.

Liedtka, J., 2015. Perspective: Linking design thinking with innovation outcomes through cognitive bias reduction. Journal of Product Innovation Management, 32(6), pp.925-938.

mamatribe.uk (2018). About us. Available at: https://www.mamatribe.uk/about-mama-tribe-uk/ [Accessed on 09/01/2019]

Miles, M., Gilmore, A., Harrigan, P., Lewis, G. and Sethna, Z., 2015. Exploring entrepreneurial marketing. Journal of Strategic Marketing, 23(2), pp.94-111.

O’Cass, A. and Morrish, S., 2016. Anatomy of entrepreneurial marketing. Journal of Strategic Marketing, 24(1), pp.2-4.

Park, L.S., Yu, J., Yu, S. and Liao, L., BrightEdge Technologies Inc, 2015. Search engine optimization for category specific search results. U.S. Patent 9,116,994.

Payne, A., Frow, P. and Eggert, A., 2017. The customer value proposition: evolution, development, and application in marketing. Journal of the Academy of Marketing Science, 45(4), pp.467-489.

Ryan, D., 2016. Understanding digital marketing: marketing strategies for engaging the digital generation. Kogan Page Publishers.

Sheehan, N.T. and Bruni-Bossio, V., 2015. Strategic value curve analysis: Diagnosing and improving customer value propositions. Business Horizons, 58(3), pp.317-324.

telegraph.co.uk (2018). Meet the UK’s fastest-growing SMEs. Available at: https://www.telegraph.co.uk/finance/1000-companies-inspire-britain/10485854/Meet-the-UKs-fastest-growing-SMEs.html [Accessed on 09/01/2019]

Yang, M. and Gabrielsson, P., 2017. Entrepreneurial marketing of international high-tech business-to-business new ventures: A decision-making process perspective. Industrial Marketing Management, 64, pp.147-160.