The Buyer 2.0 Content Strategy Checklist

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "The Buyer 2.0 Content Strategy Checklist"

Transcription

1 The Buyer 2.0 Content Strategy Checklist Consumers have dramatically changed the way they buy products and services in the past seven years. Today, buyers are taking the lead in the decision-making process, so companies must create new strategies to deliver content that will attract and retain customers. In the past, salespeople interrupted the buyer s behavior to capture attention. But this is no longer effective, because buyers are more selective about the content they consume. Since 2012, click-through rates for unsolicited messages have flattened, according to research by MailerMailer.com. Only 5% of B2B marketers cite electronic newsletters and as highly effective top-of-funnel tactics, according to Forrester. 1 In addition to being more selective, they have also chosen to interact with companies later in the buying process. Where salespeople previously shepherded prospects through the buying process, buyers now turn to Internet sources before consulting salespeople. Research by the Corporate Executive Board Company shows that the average B2B customer had completed more than half of the purchase decisionmaking process prior to engaging a supplier or sales rep directly. 2 As companies shift strategies to engage buyers at the right time, they must also communicate through the right channels. While traditional outbound marketing has declined, inbound marketing is thriving as consumers tune into more online content, including podcasts, infographics and videos. To capitalize on changing buyer behavior, companies need to enhance their content strategy. First, they must deliver compelling content that addresses specific types of customers. Salespeople must intercept customers amid their organic buying patterns and engage people as they search for solutions. Plus, companies should communicate consistently through several channels and use the most effective tactics for each stage of the buying cycle. 1 MailerMailer, Marketing Metrics Report, Click Rates, July 2010 Edition ; Oceanos, The List Intelligence Report, Spring & Summer 2011 ; Forrester (L. Wizdol), 2012 Tech Marketing Planning Guidance With Proliferating Tactics and constrained budgets, Targeting and Focus are a Mandate, 2011 (from webinar slide) 2 The Corporate Executive Board Company, The Digital Evolution in B2B Marketing, 2012 (from webinar slide) 1

2 Create Engaging, Substantive Content High-quality content is still king. When buyers create shortlists of vendors they ll consider, 79% base their lists on the vendor s level of relevant content, according to a study by IDG Connect. Vendors that deliver irrelevant content are 25% less likely to make the shortlist. 3 Create content that focuses on the buyer s journey, not the products. Research by marketing expert Tim Riesterer shows that 86% of the unique benefits touted by vendors were not perceived by consumers as unique or having enough impact to create a preference. 4 When first crafting content, don t focus on marketing tactics. Don t focus on the platform whether to use blog posts, or other channels. Instead, determine who the buyers are, how they interact, what buying stages they go through, which channels they prefer and what information they need. Conduct an audit to ensure that all marketing and sales content is aligned to the buyer s journey. Then, enhance content to address any gaps in messaging or opportunities to reach buyers. Determine core KPIs that the company is targeting, by channel. Decide how to analyze data from each channel to optimize marketing efforts. Analyze your marketing mix to identify the channels and tactics that are working and the ones that aren t. Reallocate spending accordingly. 3 IDG Connect, Buyer Research Provides Irrelevant Digital Content Impacts B2B Vendors Bottom Line, February Tim Riesterer, Three B2B Value-Proposition Rules That Create Preference, Not Just Parity,

3 Align Content to the New Buyer Journey Timing is everything. It s crucial to deliver the right message at the most opportune moment. Research shows that 85% of companies say they are doing content marketing, but only 36% say they are doing it effectively. 5 A primary problem is that marketers fail to match content to the appropriate stage of the buyer s journey. Discovery Stage Align content by customer personas who they are, what their goals are, how and why they make buying decisions. At this stage, the customers are searching for similar companies or people who share their challenges. Exploration Stage Here, the buyer is trying to determine requirements that will steer decision-making, so address the customer s specific issues and goals. Buy Stage It s critical that content offer the customer quick validation. After a purchase, engage customers within 30 days to ensure they understand the benefits and values of the product, the service and the company. Engagement Stage Create customer loyalty and inspire customers to tell friends and colleagues about the product and brand. Use Persona-Driven Marketing Based On Insights While companies must deliver timely content, they must also tailor messages to resonate with certain types of customers. To achieve this, companies need a process to study and understand buyer behavior. To better understand the buyer, pinpoint the stages of the buying cycle and identify the buyer s needs, interests and goals at each stage. Figure out where buyers spend time, and deliver content through these channels. Determine what stage of the buying cycle customers are in as they engage with your content. Facilitate consistent interaction between marketing and sales personnel. This will ensure a smooth hand-off as customer interaction moves from marketing to sales. Develop a strategy to acquire customer contact information, and nurture leads throughout the buying cycle. 5 PR Newswire, Driving Success in the Age of the Customer, August

4 Use a Consistent, Integrated Content Distribution Strategy Consumers have not only taken the lead in the buying process, they have also taken the process online, expanding the number of marketing channels to include social media, mobile devices and more. To boost the power of content, companies must communicate consistently through several channels and use the appropriate channels for each stage of the buying cycle. Discovery Stage Here, buyers primarily use search engines and other online resources, so deliver content through corporate communications and online ads. Exploration Stage Engage customers through mobile campaigns, apps, blogs, forums and social media. Consider using press releases, infographics, videos and images. Through consistent communication, the company can track and measure data across channels. Buy Stage Utilize the company website, reviews and consumer references, while also using the sales team to engage customers directly. Engagement Stage Communicate with customers through customer service representatives and the company website. 4

5 Include a Mix of Paid, Earned and Owned Channels An effective content strategy includes a mix of paid, earned and owned media. Keep in mind that the mix will vary by company. For example, research shows that B2C companies rank PR as the second most important channel, while B2B companies rank PR sixth in importance. An Outsell study shows that social media is effective for B2B and B2C companies, but press releases actually rank ahead of social media. 5 Keep in mind the importance of earned media. People engage one page of a typical article for more than 15 seconds, but they engage a native ad for about 5 seconds, according to Chartbeat research. While 71% of readers scroll down editorial content, just 24% scroll native ad content. 6 Conclusion Changing buyer behavior dictates a new paradigm for effective customer engagement. It s critical to reach prospects in the right channel at the right time. To do that effectively, companies must deliver consistent, compelling content that s designed to address buyers needs at each stage of the buying cycle. ABOUT PR NEWSWIRE For more than 60 years, PR Newswire has helped PR, corporate and marketing communications, and investor relations professionals achieve their communications goals from building awareness with new audiences and gaining media pickup, to managing reputation and inspiring investor confidence by sharing, targeting, tracking and enhancing their messages to make the most of their communications campaigns and content investments. 5 Outsell 2014 Advertising and Marketing Study 6 Chartbeat 5 Copyright 2014 PR Newswire Association LLC. All Rights Reserved.

How to Drive Maximum Returns on Content Marketing with Effective Distribution

How to Drive Maximum Returns on Content Marketing with Effective Distribution How to Drive Maximum Returns on Content Marketing with Effective Distribution With the rapid uptake of content marketing, more and more marketers across industries are crafting content strategies, building

More information

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM 8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM Produced by Katie Wilson Aspire Internet Design www.aspireid.com @aspireid Overview... 2 1: Set Goals and Create a Set of Metrics for Your Content Marketing

More information

How a New PR and Communications Strategy Helped Transition a Traditional Company into a Modern and Strategic Marketing Culture

How a New PR and Communications Strategy Helped Transition a Traditional Company into a Modern and Strategic Marketing Culture Communications and PR Case Study Company: Planes Specialized Logistics Fall 2014 How a New PR and Communications Strategy Helped Transition a Traditional Company into a Modern and Strategic Marketing Culture

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget.

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget. 1 CNBC s list of the Top 10 Most Stressful Jobs of 2011 revealed that the sixth most stressful job was that of an advertising account executive. The reason today s account executives are so stressed is

More information

Top 5 Keys to Generating Leads On Your Website

Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Online marketing is not a new concept. Businesses have long been integrating online advertising tactics into

More information

B2B Content Marketing Playbook

B2B Content Marketing Playbook B2B Content Marketing Playbook B2B Content Marketing Playbook This white paper will outline a series of factors that are the backbone of a successful B2B Content Marketing strategy, addressing not only

More information

HOW TO TURN A. Single E-Book Into a 101+ Piece Content Marketing Machine

HOW TO TURN A. Single E-Book Into a 101+ Piece Content Marketing Machine HOW TO TURN A Single E-Book Into a 0+ Piece Content Marketing Machine Table of Contents! Introduction. Blogs 2. Audio & Video 3. Promotion 4. Social Media 5. Branding 6. Visual Content 7. Additional Content

More information

A TechTarget Research Brief The Digital Convergence of Content, Communities and Social Media

A TechTarget Research Brief The Digital Convergence of Content, Communities and Social Media ad A TechTarget Research Brief The Digital Convergence of Content, Communities and Media ad The Digital Convergence of Content, Communities and Media The socialization of the How and where does the IT

More information

CONNECTING PRODUCT MARKETING & DEMAND GENERATION

CONNECTING PRODUCT MARKETING & DEMAND GENERATION CONNECTING PRODUCT MARKETING & DEMAND GENERATION As a product marketer, you nurture your relationships with your company s product and sales teams, which help you to excel at launching your products into

More information

What s ahead in 2010?

What s ahead in 2010? Insights into 2010 B2B Marketing Budgets and Tactics Mix Peter Burris, Principal Analyst and Research Director, Forrester's Technology Marketing Research Team Roy Young, President, MarketingProfs LLC What

More information

Engagement: Measuring the Impact of Social Media

Engagement: Measuring the Impact of Social Media Engagement: Measuring the Impact of Social Media Laura Ramos Vice President, Principal Analyst Forrester Research June 3, 2009 Social media will change how marketing engages with customers and demonstrates

More information

Product Marketing Manager

Product Marketing Manager Product Marketing Manager JOB TITLE: Product Marketing Manager Either Part Time or Full Time COMPANY DESCRIPTION: SmartUQ (SmartUQ.com) provides breakthrough analytics software for engineering applications.

More information

Measuring the Effectiveness of Your Content Marketing

Measuring the Effectiveness of Your Content Marketing Measuring the Effectiveness of Your Content Marketing 1 Measuring the Effectiveness of Your Content Marketing A 5-Step Process to Prove Value and Grow Your Business Measuring the Effectiveness of Your

More information

Written by: Francois Muscat, Digital Marketing Expert

Written by: Francois Muscat, Digital Marketing Expert Written by: Francois Muscat, Digital Marketing Expert Copyright 2013 WSI. Each WSI franchise office is an independently owned and operated business. In the past, businesses could get away with sending

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

Solving the Challenge of Lead Management Automation

Solving the Challenge of Lead Management Automation WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing

More information

CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES

CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES 1 INTRODUCTION If you re a B2B software company trying to grow, you must find effective ways to build brand awareness, connect with customers and prospects,

More information

The Top B2B Marketing Trends to Prioritize

The Top B2B Marketing Trends to Prioritize The Top B2B Marketing Trends to Prioritize B2B marketing is undergoing seismic transformations. With a focus on attracting and engaging a better target audience, tactics, tools, and strategies are evolving

More information

GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE. How to make online lead generation work for your business. Firstbase

GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE. How to make online lead generation work for your business. Firstbase GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE How to make online lead generation work for your business Firstbase INTRODUCTION INTRODUCTION In today s digital world, online lead generation

More information

TOP 8 B-TO-B CMO MARKETING CHALLENGES OF 2015

TOP 8 B-TO-B CMO MARKETING CHALLENGES OF 2015 TOP 8 B-TO-B CMO MARKETING CHALLENGES OF 2015 Gleaned from research and assessment of reports from Gartner, Forrester, IBM, Forbes, Altimeter, LinkedIn, CMO.com, AAMA, Harvard Business Review, McKinsey,

More information

THE B2B FULL-FUNNEL MARKETER S HANDBOOK

THE B2B FULL-FUNNEL MARKETER S HANDBOOK THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the

More information

Paul Mosenson, Founder of NuSpark Marketing

Paul Mosenson, Founder of NuSpark Marketing Paul Mosenson, Founder of NuSpark Marketing For sales and business development people to find and nurture prospects through social media For marketing people to support the sales efforts by providing content,

More information

GUIDE CONTENT MARKETING 101. How to make it work for your business from strategy to execution. Firstbase

GUIDE CONTENT MARKETING 101. How to make it work for your business from strategy to execution. Firstbase GUIDE CONTENT MARKETING 101 How to make it work for your business from strategy to execution Firstbase 1. WHAT IS CONTENT MARKETING AND WHY SHOULD YOU CARE? INTRODUCTION To understand the enormous potential

More information

3 Building Blocks for Demand Generation

3 Building Blocks for Demand Generation Demand Gen Coach 3 Building Blocks for Demand Generation Presented by Jay Hidalgo, Demand Gen Coach November 14, 2013 Agenda About Demand Gen Coach The State of Demand Generation Today Overview of the

More information

Guide to Digital Marketing for Business-To-Business (B2B)!

Guide to Digital Marketing for Business-To-Business (B2B)! o2markit consulting ltd Guide to Digital Marketing for Business-To-Business (B2B) A brief guide aimed at small business or start-up executives who are not Marketing professionals but who need to understand

More information

11 Things You Should Know About Influencer Marketing

11 Things You Should Know About Influencer Marketing 11 Things You Should Know About Influencer Marketing Table of Contents 1 2 Introduction Influencer Programs Must Have Clear Goals 13 15 Niche Influencers Often Create the Most Engagement Authentic Content

More information

The Social Bridge to the IT Committee How trusted content on social media builds relationships with IT buyers COMMISSIONED STUDY CONDUCTED BY

The Social Bridge to the IT Committee How trusted content on social media builds relationships with IT buyers COMMISSIONED STUDY CONDUCTED BY The Social Bridge to the IT Committee How trusted content on social media builds relationships with IT buyers COMMISSIONED STUDY CONDUCTED BY Building the bridge Tech companies are at risk of being left

More information

Multi-channel Marketing

Multi-channel Marketing RIGHT TIME REVENUE OPTIMIZATION How To Get Started RIGHT TIME REVENUE OPTIMIZATION How To Get Started Summary: The Short List Here s our suggested short list from this paper: Multi-channel marketing is

More information

How to Audit Your. Marketing Strategy. The Purpose of an Audit. How to Conduct an Audit. Audit Topics and Questions. Applying Your Insights

How to Audit Your. Marketing Strategy. The Purpose of an Audit. How to Conduct an Audit. Audit Topics and Questions. Applying Your Insights How to Audit Your Marketing Strategy The Purpose of an Audit How to Conduct an Audit Audit Topics and Questions Applying Your Insights @ @ Boost Your Marketing ROI with a Marketing Audit What s the best

More information

Best Practices for Creating a Content Marketing Strategy

Best Practices for Creating a Content Marketing Strategy & Best Practices for Creating a Content Marketing Strategy i Best Practices for Creating a Content Marketing Strategy Executive Summary Whether it s a targeted campaign or comprehensive program, you need

More information

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step...

Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... Contents Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... 27 Introduction Your goal is to generate leads that you can

More information

How to Measure the ROI of a Press Release

How to Measure the ROI of a Press Release How to Measure the ROI of a Press Release The Secret Formula for Success Great content + Great content distribution = Higher ROI What a News Release Does Awareness! Aids potential discovery by customers

More information

Inbound Marketing Report for Anchor Computer Systems. September 2015

Inbound Marketing Report for Anchor Computer Systems. September 2015 Inbound Marketing Report for Anchor Computer Systems September 2015 Introduction First of all, thank you very much for your time on the phone last week. The information we were able to gather will prove

More information

Data Driven Marketing

Data Driven Marketing Data Driven Marketing B2B MARKETING AUTOMATION BENCHMARKS FIND. NURTURE. CONVERT. The most challenging obstacles to B2B Marketing Automation success and how marketers will overcome them in the year ahead.

More information

Digital Marketing Institute s. Professional Diploma in Digital Selling. Validated by the Syllabus Advisory Council (SAC)

Digital Marketing Institute s. Professional Diploma in Digital Selling. Validated by the Syllabus Advisory Council (SAC) Digital Marketing Institute s Professional Diploma in Digital Selling Validated by the Syllabus Advisory Council (SAC) Content Professional Diploma in Digital Selling Welcome Course overview Course content

More information

Marketing s New Paradigm: Show Us the Money!

Marketing s New Paradigm: Show Us the Money! A FROST & SULLIVAN EXECUTIVE SUMMARY Marketing s New Paradigm: Show Us the Money! View the ondemand version of the ebroadcast: www.frost.com/paradigm Marketing departments are under a lot of strain right

More information

Nurturing Beyond Your Current Pipeline. TechTarget

Nurturing Beyond Your Current Pipeline. TechTarget Nurturing Beyond Your Current Pipeline Globally consistent trend: purchasing decisions shaped online before sales contact Over 2/3s of the buying process occurs before sales is even contacted (Sirius Decisions)

More information

3 Keys to a Successful Lead Generation Campaign

3 Keys to a Successful Lead Generation Campaign 3 Keys to a Successful Lead Generation Campaign Ken Horst 612-251-8237 http://digitalmarketingwingman.com If you haven t noticed, more and more companies are starting to use marketing automation and nurture

More information

MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation

MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation Chapter 2: Lead Generation - overview Introduction...3 The Modern Marketer...4 Lead Generation basics...5 Modern Marketing

More information

IS YOUR WEBSITE LEAKING LEADS?

IS YOUR WEBSITE LEAKING LEADS? GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream

More information

Lead Generation - what it takes to make a sale. B2B marketing, PR & digital content

Lead Generation - what it takes to make a sale. B2B marketing, PR & digital content Lead Generation - what it takes to make a sale What it takes to make a sale Successful business development and sales require skill, focus, commitment and unbounded enthusiasm and persistence Selling anything

More information

EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME

EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME Introduction Marketing Automation is the practice of using technology to automatically manage the targeting, timing,

More information

Managed Service Marketing

Managed Service Marketing Managed Service Marketing Produce Deliver Design Measure Enterprise Marketing on an SMB Budget. The Problem: Your Prospects are Shopping Without You They self educate and do whatever it takes to thin the

More information

How to Plan Your Content with Purpose and Ease

How to Plan Your Content with Purpose and Ease A PRACTICAL GUIDE to BUILDING A KILLER CONTENT STRATEGY How to Plan Your Content with Purpose and Ease A publication of a practical guide to building a killer content strategy Sarah Goliger manages Paid

More information

Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can do to keep them.)

Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can do to keep them.) Special Bonus: Lead Nurturing Workbook to help you optimize your content and stop losing leads. Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can

More information

Marketing Automation Simplified. The Small Guide to Big Ideas

Marketing Automation Simplified. The Small Guide to Big Ideas Marketing Automation Simplified The Small Guide to Big Ideas Table of Contents Introduction What is Marketing Automation?...4 The Role of Reactive Marketing Using Behavioral Insights....6 The Role of Database

More information

Introducing Challenger Marketing

Introducing Challenger Marketing Introducing Challenger Marketing Competing in Today s B2B Battleground Click the icons on each page to share with your network! 1 B2B buying will never be the same. Customers are cutting suppliers out

More information

OMNI-CHANNEL MARKETING. Top 9 Questions

OMNI-CHANNEL MARKETING. Top 9 Questions OMNI-CHANNEL MARKETING Top 9 Questions TABLE OF CONTENTS 2 3 5 7 8 9 10 11 12 13 14 15 16 Table of Contents Introduction Top 9 Questions How does omni-channel differ from multi-channel marketing? Why is

More information

INBOUND CERTIFICATION STUDY GUIDE

INBOUND CERTIFICATION STUDY GUIDE The following guide walks through key lessons from each of the eleven certification classes. Use this guide as you prepare for your Inbound Certification test. INBOUND FUNDAMENTALS - Traditional marketing:

More information

Outbound Marketing in the Content Era Delineo June 2013

Outbound Marketing in the Content Era Delineo June 2013 Outbound Marketing in the Content Era Delineo June 2013 Outbound marketing in the content era! The findings in this report highlight that content marketing is now an important marketing strategy due to

More information

B2B Display Advertising : Find, Nurture, and Harvest

B2B Display Advertising : Find, Nurture, and Harvest B2B Display Advertising : Find, Nurture, and Harvest Find, Nurture Harvest with B2B Display Ads 1 21st Century Most people don t realize just how deeply Internet technology has disrupted the traditional

More information

Inbound Marketing White Paper: What Every CEO/CMO/CFO Should Know. By Cary Baskin Managing Partner The Marketing Department Malvern, PA

Inbound Marketing White Paper: What Every CEO/CMO/CFO Should Know. By Cary Baskin Managing Partner The Marketing Department Malvern, PA Inbound Marketing White Paper: What Every CEO/CMO/CFO Should Know By Cary Baskin Managing Partner The Marketing Department Malvern, PA Copyright, November 2013, The Marketing Department, Malvern, PA. All

More information

Building A Dominant Online Presence. What You Need To Know

Building A Dominant Online Presence. What You Need To Know Building A Dominant Online Presence What You Need To Know About LocalDirective LocalDirective s Big Idea LocalDirective was formed to bring big marketing agency skills & capabilities to mid-size companies.

More information

How to Drive An Effective Demand Generation Strategy

How to Drive An Effective Demand Generation Strategy Thought Leadership Article Channel Demand Generation How to Drive An Effective Demand Generation Strategy It s no secret: B2B buying patterns are changing. In the past, buyers had few options to acquire

More information

57% Aligning content marketing with the buying cycle. Marketing has changed. of buyer's journey is complete before contacting sales 1

57% Aligning content marketing with the buying cycle. Marketing has changed. of buyer's journey is complete before contacting sales 1 Aligning content marketing with the buying cycle Marketing has changed. From product reviews and service forums through to technical specs and comparison sites, it has never been easier for customers to

More information

#contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE

#contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE contentmkt13 PRESENTED BY: AMERICAN MARKETING ASSOCIATION Pawan Deshpande Founder and CEO, Curata Brian Kelly

More information

HOW CONTENT MARKETING FILLS THE SALES FUNNEL

HOW CONTENT MARKETING FILLS THE SALES FUNNEL HOW CONTENT MARKETING FILLS THE SALES FUNNEL Are you driving enough prospects into your sales funnel? Are you qualifying enough prospects as sales leads? Are you converting qualified leads into customers?

More information

TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING: 2015 BENCHMARKS, BUDGETS, AND TRENDS NORTH AMERICA SPONSORED BY:

TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING: 2015 BENCHMARKS, BUDGETS, AND TRENDS NORTH AMERICA SPONSORED BY: TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING: 2015 BENCHMARKS, BUDGETS, AND TRENDS NORTH AMERICA TABLE OF CONTENTS Welcome... 3 Usage & Overall Effectiveness... 4 Strategy & Organization... 6 Goals & Metrics...

More information

Using Social Media to Grow Your Brand. www.parkerwhite.com life@parkerwhite.com we give brands life

Using Social Media to Grow Your Brand. www.parkerwhite.com life@parkerwhite.com we give brands life Using Social Media to Grow Your Brand www.parkerwhite.com life@parkerwhite.com we give brands life INTRODUCTION: Why Social Media? Social media is powerful because of its authenticity people take messages

More information

HOW TO USE CUSTOMER DATA TO RECHARGE YOUR MARKETING

HOW TO USE CUSTOMER DATA TO RECHARGE YOUR MARKETING advanced THE 3-STEP MARKETING AUDIT: HOW TO USE CUSTOMER DATA TO RECHARGE YOUR MARKETING Learn How To Find Valuable Insights About Your Lead Conversion Experience By Running a HubSpot Customer Audit A

More information

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.

More information

Content Creation for Content Marketing. Chris Bagnall EMEA Managing Director DWA

Content Creation for Content Marketing. Chris Bagnall EMEA Managing Director DWA Content Creation for Content Marketing Chris Bagnall EMEA Managing Director DWA 1 Content marketing is the creation and distribution of educational and/or compelling content in multiple formats to attract

More information

HOW TO MARKET A TECHNOLOGY BUSINESS.

HOW TO MARKET A TECHNOLOGY BUSINESS. HOW TO MARKET A TECHNOLOGY BUSINESS. An Incisive Edge publication CONTENTS. INTRODUCTION. HOW TO MARKET A TECHNOLOGY BUSINESS INTRODUCTION The UK Technology Sector According to KPMG, the UK technology

More information

Five Steps to Inbound Marketing Bliss. Presented by

Five Steps to Inbound Marketing Bliss. Presented by Presented by In this ebook, we will walk you through the five-step process of running a holistic inbound marketing campaign. If you want to generate more leads and sales, keep reading! Step 1: Develop

More information

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted.

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted. About this Report In May 2014, Bizo, in association with Oracle Marketing Cloud, surveyed more than 500 business executives about their companies lead nurturing challenges and strategies. The survey revealed

More information

Revenue Opportunities

Revenue Opportunities revenue + associates Revenue Opportunities Created by Low Adoption Rates of Modern Sales and Marketing Programs A study of 196 New England B2B companies revenue + associates page 0 Revenue Gap Study The

More information

Eleven Steps for Successful Lead Generation Using Marketing PR and White Papers fo Generate Leads

Eleven Steps for Successful Lead Generation Using Marketing PR and White Papers fo Generate Leads Eleven Steps for Successful Lead Generation Using Marketing PR and White Papers fo Generate Leads Eleven Steps for Successful Lead Generation Using Marketing PR and White Papers to Generate Leads Results

More information

INTRODUCTION TO INBOUND MARKETING

INTRODUCTION TO INBOUND MARKETING INTRODUCTION TO INBOUND MARKETING 1. WHAT IS INBOUND MARKETING? 2 OUTBOUND VS INBOUND MARKETING Outbound marketing focuses on reaching OUT to your target audience advertising, buying email lists, sending

More information

TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING. 2016: Benchmarks, Budgets, and Trends North America SPONSORED BY

TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING. 2016: Benchmarks, Budgets, and Trends North America SPONSORED BY TECHNOLOGY B2B TECHNOLOGY CONTENT MARKETING 2016: Benchmarks, Budgets, and Trends North America TABLE OF CONTENTS Welcome...3 Section 1: Usage & Effectiveness...4 Section 2: Strategy & Organization...8

More information

A Business Owner s Guide to: Lead Nurturing

A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing Did you know that when people visit your website, 95% of them are merely conducting research? In fact, only 5% of

More information

Neolane Case Study KoMarketing Associates

Neolane Case Study KoMarketing Associates Neolane Case Study KoMarketing Associates The Company: Neolane, Inc. is a conversational marketing technology provider, which develops marketing automation and campaign management software and services

More information

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix Partner Marketing Playbook A guide to integrating the SharedVue platform into your existing marketing mix SharedVue Marketing Playbook foreword In a busy world of managing relationships with customers

More information

THE FUTURE OF SEO: MARKETING TO PEOPLE, NOT PAGES

THE FUTURE OF SEO: MARKETING TO PEOPLE, NOT PAGES THE FUTURE OF SEO: MARKETING TO PEOPLE, NOT PAGES Table of Contents Introduction The New Wave of SEO: Applying User Experience SEO Myth-Busting Getting Started with SEO: Short-Term Success Getting Started

More information

Online Lead Generation:

Online Lead Generation: Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of

More information

Improving Qualified Lead Generation and ROI with Lead Nurturing

Improving Qualified Lead Generation and ROI with Lead Nurturing Improving Qualified Lead Generation and ROI with Lead Nurturing Brian Carroll, Executive Director of Applied Research Kaci Bower, Senior Research Analyst Today, we re going to discuss 1. Key findings from

More information

MEASUREMENT. Blogging ROI. 100 stats for Content Marketers

MEASUREMENT. Blogging ROI. 100 stats for Content Marketers Blogging ROI 100 stats for Content Marketers Blogging ROI: 100 stats for Content Marketers CONTENTS: Blogging and SEO Blogging frequency Length of blog posts Lead generation from blogging B2B blogging

More information

Defining Social Media. 7 Golden Rules to Successful Social Media in Business

Defining Social Media. 7 Golden Rules to Successful Social Media in Business Defining Social Media Social media isn t just a handful of social networks, it s anywhere on the web where you can interact and share your thoughts with others, ie most of the internet. It s also not stand

More information

DIGITAL MARKETING AN INTEGRATED APPROACH

DIGITAL MARKETING AN INTEGRATED APPROACH DIGITAL MARKETING AN INTEGRATED APPROACH OCTOBER 2015 Theme Group 2015 themegroup.co.uk WHAT IS DIGITAL MARKETING? The key objective of digital marketing is to promote brands, build preferences and increase

More information

Company Pages and Followers

Company Pages and Followers Company Pages and Followers Relationships That Drive Results 5 steps to engaging followers on LinkedIn linkedin.com.companies 1 Table of contents Intro 03 03 Engage followers 07 01 Establish your presence

More information

Inbound Marketing ebook for Managed Service Providers

Inbound Marketing ebook for Managed Service Providers Inbound Marketing ebook for Managed Service Providers Guide to Leverage Inbound Marketing to Generate Leads and Grow Your Revenue! Published by: Inbound Marketing ebook for Managed Service Providers Author:

More information

STATE OF B2B SOCIAL MEDIA MARKETING 2015

STATE OF B2B SOCIAL MEDIA MARKETING 2015 STATE OF B2B SOCIAL MEDIA MARKETING 2015 Research Report - June 2015 WHO WE SPOKE TO In a study that we did earlier this year on B2B marketing trends 1, we asked our respondents which distribution channels

More information

Content Marketing in 2014:

Content Marketing in 2014: Benchmark Report Content Marketing in 2014: Sponsored By: 2014 Demand Metric Research Corporation in Partnership with Ascend2. All Rights Reserved. TABLE OF CONTENTS 3 Executive Summary 10 Content Campaign

More information

Why Automation Should Drive Your Marketing Engagement, Starting Now

Why Automation Should Drive Your Marketing Engagement, Starting Now Why Automation Should Drive Your Marketing Engagement, Starting Now Do we need a marketing automation system? If you re planning on marketing in 2016 and beyond, the answer is Yes. The truth of the matter

More information

Attention is a Currency. We earn it, we spend it, and sometimes we lose it. Why now is the time to invest in digital experiences that matter.

Attention is a Currency. We earn it, we spend it, and sometimes we lose it. Why now is the time to invest in digital experiences that matter. Attention is a Currency We earn it, we spend it, and sometimes we lose it. Why now is the time to invest in digital experiences that matter. Table of Contents 1 5 6 7 8 15 16 20 21 23 24 28 29 30-31 32

More information

How to Optimize Your Web Presence for Lead Generation

How to Optimize Your Web Presence for Lead Generation How to Optimize Your Web Presence for Lead Generation Introduction B2B Buyer behaviour is changing. In Four B2B Buyer Behaviour Trends Changing Business we identified and explored four key trends that

More information

CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers.

CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers. CONTENT MARKETING CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers. 2 CONTENT MARKETING B2B buyers go through

More information

Lead Nurturing Benchmarking Study

Lead Nurturing Benchmarking Study 2014 A Lead Nurturing Benchmarking Study look at strategies and best practices for engaging prospects at all stages of the sales funnel SURVEY 2014 Lead Nurturing Benchmarking Study 2 Lead Nurturing Pro

More information

Boost Your Marketing ROI Using Marketing PR

Boost Your Marketing ROI Using Marketing PR Most leading human resource and employee benefits suppliers spend 20 percent or more of gross revenue on marketing and public relations, but how this money is allocated is dramatically changing especially

More information

Get on the Fast Track with RSS-Driven Automation.

Get on the Fast Track with RSS-Driven Automation. Get on the Fast Track with RSS-Driven Automation. Streamline your content delivery program through RSS, email, and social media. Maximize reach, increase engagement, build customer trust and, ultimately

More information

5 TIPS FOR SETTING MEASURABLE SOCIAL MEDIA GOALS

5 TIPS FOR SETTING MEASURABLE SOCIAL MEDIA GOALS TIP SHEET 5 TIPS FOR SETTING MEASURABLE SOCIAL MEDIA GOALS Social media participation has become a must for businesses today. A survey by CMO in February 2012 revealed that marketers expect to spend almost

More information

CONTENT STRATEGY FOR ENTERPRISE SOFTWARE DEVELOPMENT HOUSE

CONTENT STRATEGY FOR ENTERPRISE SOFTWARE DEVELOPMENT HOUSE CASE STUDY STRATEGY FOR ENTERPRISE SOFTWARE DEVELOPMENT HOUSE CLIENT OVERVIEW COUNTRY: UK INDUSTRY: Enterprise Software Development SECTOR: Charity and Insurance Markets CLIENT PROFILE: MSM is a software

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

Pow-wow thegrowthfactory

Pow-wow thegrowthfactory POW-WOW thegrowthfactory Contents Introduction 3 Tidal Marketing 5 Signal to Noise: Which comes first... 7 Inbound Marketing: Your Secret Weapon 9 Who You Tellin?! 11 Event Summary Page 12 2 INtroduction

More information

New Solutions New Opportunities

New Solutions New Opportunities New Solutions New Opportunities What is Penton Marketing Services Penton Marketing Services offers a full range of content solutions, digital services and lead nurturing and qualifying services that leverage

More information

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery & The Lead Nurturing 5 & 10 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success i The Lead Nurturing 5 & 10 Five Reasons You Can t Ignore Lead Nurturing; Ten Fundamentals for Your

More information

STATE OF B2B CONTENT MARKETING 2015. Research Report - Jan 2015

STATE OF B2B CONTENT MARKETING 2015. Research Report - Jan 2015 STATE OF B2B CONTENT MARKETING 2015 Research Report - Jan 2015 WHO WE SPOKE TO The respondents we surveyed were predominantly B2B marketers. Over half of them offered a mix of product and services; one-third

More information

REACH. CONNECT. ENGAGE.

REACH. CONNECT. ENGAGE. REACH. CONNECT. ENGAGE. POSITION YOUR COMPANY WITH CONFIDENCE. B2B PUBLICATIONS Print & Online Advertising INDUSTRY EVENTS Sponsorship & Exhibitor Opportunities MARKETING SERVICES Creative, Responsive

More information

How to Close The Effectiveness Gap in B2B Content Marketing

How to Close The Effectiveness Gap in B2B Content Marketing How to Close The Effectiveness Gap in B2B Content Marketing 1 table of contents Executive Summary 3 The Content Marketing Challenge 3 Essential Content Marketing Components 5 Content Marketing Amplification

More information