How Much Should I Spend on Marketing?

Strategy Should Define Marketing Spend

It’s not always simple to define the appropriate level of marketing spend for a business. However, here are some considerations that should make it a little easier to analyse.

1. How long has your business been established? If your company is well established with a good market share, it may be possible to operate marketing at a stable, but not aggressive level. However, this depends on:

2. What are your competitors spending on marketing? Although these calculations will never be 100% accurate, you should aim to spend more than your competitors.

How is Marketing Spend Calculated?

The most common method of calculating marketing spend is a term coined by IDC called ”MBR’ or Marketing Budget Ratio. MBR is essentially, a ratio of your marketing spend to sales revenue.

So What is Normal Marketing Spend?

Marketing spend varies by sector, type of business and other factors such as product lifecycle and competition. Technology companies’ marketing spend ranges from 1.1% MBR for IT service companies, to software companies who spend an average 6.5% of sales revenues. Yet there are some quite dramatic exceptions even within this band. Dot com startups seeking rapid growth and market share can spend as much as five times their annual revenues on marketing, although this is only sustainable through investment and with a view to establishing their market position as quickly as possible.

Business to business companies also vary significantly from business to consumer companies. In the Fast Moving Consumer Goods (FMCG) sector, it is common to spend 50% of net sales in the first year of a new product, reducing this to 8-10% within a few years. Conversely, B2B companies will typically spend a few percent of their sales revenues on marketing.

Although it only covers media spend, you may enjoy Paul Dunay’s excellent blog on how major technology companies only spend 0.2% of their revenues on media. As he explains, the bigger the company, the smaller media spend becomes as a percentage of overall revenues, making it harder for smaller companies to compete.

I’ve mentioned the importance of tracking competitors’ spend. It is also wise to think about the platforms on which you will need to promote your company. The online space is becoming increasingly crowded; competition for certain keywords is high. It is best to consult with an expert in online marketing before setting marketing budgets if these areas are important to you.

Finally, rather than allocating marketing spend on the basis of what is affordable, it’s perhaps important to take a step back and consider what will really move your business forward. How can you flourish in the competitive landscape? What are the important promotional routes to gain exposure? If the budget is not available, it’s worth considering outside investment or a change of product offering. Unfortunately a good product is not enough. It’s about making sure the market knows you have it.

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