Communications & New Media Nov 2015 Vol 29 No 11

FEATURE
Top traits to look for in an IoT PR agency
Any successful marketing executive — either at an IoT vendor , or a technology company looking to
enter the IoT market — needs to know how to pick the right marketing communications agency partner .
Here’s a list of top traits to look for when choosing an IoT PR agency.
By Tom Rice
PR news brief
Sard mounts PR defense for
HeartWare
Heartware International, which tangled with an activist
investor opposed to its $860 million acquisition
of Valtech Cardio, is relying on Sard Verbinnen & Co.
for PR support.
Heartware, a Framingham, MA.-based maker of
heart pumps for patients with advanced heart failure,
announced in September its deal for Valtech, an Israel-based
developer of valve repair and replacement
devices for heart valve diseases.
Engaged Capital, a top 20 shareholder of Heartware,
went public this week against the Valtech
deal with the help of PR shop Bayfield Strategy. EC
released a letter to Heartware’s board which laments
“years of disappointing returns” and urges the board
to “walk away from this highly-dilutive, highly-risky
acquisition and return to the company’s focus to the
core left ventricular assist device business.”
The hedge fund wants Heartware to pursue its own
sale, rather than the acquisition.
Heartware “respectfully disagree[d]” with the EC
position, noting the fund only recently bought Heartware
shares and affirming its commitment to the deal.
“we are confident this acquisition will deliver significantly
greater value to shareholders and patients alike
than could be achieved through Engaged capital’s recommended
alternatives,” the company said.
Sard Managing Directors Andrew Cole and Mark
Harnett lead the Heartware account for the firm.
Failure to pick the right marketing communications
agency partner from the
start could result in wasted time, money
or even hurt relationships with the IoT
(Internet of Things) influencers you want
to reach. From what we hear from clients
across our Practice Groups, finding the
right agency fit comes down to a few key
ingredients: strategic thinking, agility, relationships,
ability to execute and cultural fit,
to name a few.
As you’re entering the crowded and
evolving IoT market, you need an agency
that has all those traits, but also one that
knows the IoT market, has a proven track
record, and can keep up with the rapid
pace of change inherent with that industry.
Here is what you should be looking for
when searching for an IoT marketing communications
agency.
Make sure the agency knows IoT
Perhaps the most important trait to look
for in a marketing communications agency
is finding one that understands your industry
and knows how to implement and
execute on a marketing strategy in your
industry with those nuances in mind. You
don’t want to have to spend extensive time
acclimating the agency on your business
and the basics of your market or the players
you need to influence.
Given the ever-growing size of the IoT
market, the agency should be able to understand
the overall IoT landscape to develop
a plan that will break into the IoT
market and beat out competitors in an
increasingly noisy space. Make sure you
see case studies on work they’ve done for
other relevant companies and that they can
demonstrate how they have developed a
strategy and executed said strategy to obtain
great results.
Choose the right-sized agency
Nobody wants to be on the bottom rung
of a national brand-chasing ladder. If an
agency spends most of their time pursuing
large brands outside your industry to
meet lofty revenue goals, they likely aren’t
a good fit. This type of agency will likely
give you the B or C team, when you want
their A team to help you accomplish your
goals. The right agency will be adaptable to
change, especially within the tech space,
and will be able to adjust on the fly when
it comes to milestones, strategies and developments.
Get a team that communicates your way
It’s crucial that you choose an agency that
can implement the proper communication
framework. They should be willing to communicate
often, and over-communicate
when needed. They should offer strategic
counsel, and not be afraid to tell you when
a plan needs adjustment. The IoT market
continues to grow and expand, constantly
gaining influencers, meaning that the
agency you work with needs to be able to
keep up with the changes and insights and
communicate them correctly and aggressively.
Select the right team within the agency
At the pitch meeting, you should meet
the team members who will be servicing
your account, not just the executive leadership.
It’s also important to make sure the
agency is a good cultural fit. You’re going
to work with them day-in and day-out.
Your agency is an extension of your brand,
so make sure you share similar values and
principles.
You can tell a lot about potential fit by
meeting the people you’ll be working
with. Make sure this team fits all the criteria
above — that they are the A team, that
they communicate fully and fearlessly, they
know the IoT market and that they share
the goal of promoting your business.
Find an agency that knows the landscape
According to some recent studies, 30%
of the U.S. population
gets their news on
Facebook and 44% of
U.S. smartphone users
consume news on
their mobile device.
Moreover, the top 10
most visited websites
in the world aren’t destination
content sites
— they’re platforms
like Google, Facebook,
Tom Rice
Twitter and Baidu. Destination news and
content sites with massive editorial teams
and budgets — like CNN.com, MSNBC.
com, New York Times, BBC and USA Today
— aren’t even found on the list of most
visited sites.
The IoT agency you choose needs to understand
the shifting power structure that’s
happening between publishers, marketers
and content consumers to ensure that your
message is going to reach the maximum
number of qualified eyeballs.
This shift seems to be happening from
content destinations to content platforms.
The audiences are definitely on social and
mobile platforms, and they are growing
fast. Selecting an agency that’s in sync with
the future of media, content distribution
and monetization will guarantee that your
programs will remain relevant as the landscape
evolves.
There’s little argument that IoT is one of
the hottest segments in technology today.
Therefore, it’s critical that companies competing
in this market have the blueprint to
find the right agency partner that can provide
the right mix of strategy and execution
to deliver high-impact success on an
ongoing basis.
Tom Rice Executive Vice President and
Partner at Merritt Group.
28 NOVEMBER 2015 | www.ODwyERPR.COM