Opinions, best practices and research into B2B marketing strategy and practices

“Help us to get more out of what we know!”

Knowledge-intensive B2B companies are a special breed. Unlike many simple consumer products that perform a straightforward function, their product offerings are often experts who can solve a wide variety of problems and take on greenfield challenges. Clearly communicating what the company can do, therefore, is difficult at best. Continue reading

Knowledge sharing platform for a knowledge-intensive company

A new thought leadership platform encouraging stakeholder engagement and subject matter expertise has been launched by a global B2B technology company. Continue reading

What’s your company’s Return on Know-how?

Our team spends a lot of time discussing business cases – real business cases, not “feel good” benefit-based stuff, but the ones with numbers on them. We’re keen to work out, for each of the customers or prospects we speak to, where revenue can be generated and/or savings can be made by putting knowledge-sharing campaign platforms in place.

At the center of it all is a concept we call “Return on Know-how” (ROK). OMG, you may be thinking, another word dreamed up by marketers. And that’s what it is, for sure. But there’s a real point to it, too – and it’s a goodie: What potential gains or savings are hidden in the know-how of your subject matter experts? What can be done to unlock this potential? Continue reading

Top rated tools for your Social Media Monitoring Toolbox

Social media monitoring tool

Whether you are just getting started or are all about social media this article is for you. Just as a boxer cannot win a fight with his hands tied behind his back, a company cannot maximize its online presence without a robust toolbox to support its social media strategy. A serious social media strategy cannot exist without the support of game-changing tools and, even more importantly, the right people to appreciate and leverage them (you).

Here I look at some top rated tools that help B2B companies listen, engage, promote and analyze in the realm of social media. Continue reading

Content marketing – old wine in new bottles?

Effective content marketing is based on a genuine desire to help potential customers – and can, when implemented, lead to fundamental change in company culture. But old wine is old wine…

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Leveraging Voice of Industry in your B2B communication strategy

If you have been a returning reader you will know that we are big on the ongoing changes in B2B buyer behavior and how most B2B companies have yet to follow suit and create a communication strategy to match the changes. But how can you actually do that? One way is by establishing a respected and credible Voice of Industry. Continue reading

Brian Walker of Hybris: If you don’t know your clients’ online buyer behavior, you will soon lose out

We’ve said it before: B2B buyer behavior is changing and it’s high time that B2B suppliers follow suit. In this interview with Brian Walker, former Vice President with research giant Forrester, now Senior Vice President of Strategy at commerce software vendor Hybris, we discuss the changing face of B2B buyer behavior and what B2B companies need to do to stay ahead. Continue reading

Content production? Danish companies have got it right.

With content marketing exploding onto the scene of mainstream B2B marketing in 2012, marketers everywhere are scrambling to re-adjust marketing plans to reap the benefits of more comprehensive content strategy and content production. But, while strategic planning, in itself, isn’t an easy task for many companies trying to adjust to changes in B2B buyer behavior, apparently it’s content production that presents the biggest challenge to executing content strategy. Continue reading

Social media takes your marketing event to the next level

To date, few B2B companies have capitalized on the full potential of the seminars, receptions, trade show stands and other marketing events they hold for business partners, clients and prospective customers. Social media holds the power to unlock this potential, drastically altering the ability to interact and engage with attendees before, during and after any event. But there’s a catch. Continue reading

B2B and the tourism industry: A strong digital strategy can make the difference

Antique Barometer

After experiencing a dramatic slump in 2009, the global tourism industry is steadily regaining momentum. With revenue increasing at an annual rate of 1.5 percent, the tourism industry is estimated to be worth USD 1.15 trillion globally in 2012. However, according to data from the United Nations World Tourism Organization, this upturn is more evident in some areas than others. For the tourism industry a strong B2B online presence plays a vital role in marketing a particular destination. With competition fierce, what can a B2B strategy do to capture a greater share of the tourist spend? Continue reading