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Posts Tagged ‘b2b’

Content Strategy Versus Content Volume: How HR tech company, WorkCompass, wrote less content, but increased leads by 300%

January 29th, 2016
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Content marketing is a lot of work. Any company doing content marketing has to also run a media business on the side of their regular business.

But what if you could do less writing and still increase your leads by 300%?

That’s exactly what Alan O’Rourke did at HR performance management software company, WorkCompass, with a small marketing team.

According to his blog post on Audience Stack, O’Rourke was having trouble getting his content marketing efforts to pay off.

I tried it for a few months but found I was just sending more content to the same people. More was not better. It was just more. Using basic inbound marketing our audience and reach was not growing.

So what he did instead was create an inbound marketing strategy that focused 70% of his team’s effort on promoting his content, and 30% of his team’s effort in actually creating the content.

The results were fantastic. In fact lead capture (my primary measurement of success) jumped by over 300%!

Fortunately, he mapped out his entire strategy in a nice infographic. He calls it the One Month Micro B2B Marketing Plan — although I’m sure most savvy ecommerce marketers out there will be able to apply the same principles to their own content marketing strategies.

Micro B2B Marketing and Promotion Plan - Audiencestack.com
The Micro B2B Marketing and Promotion Plan from AudienceStack.com

 

So what does this mean for your team?

It means you can at least test slowing down your editorial calendar to produce higher quality long form content to promote over and over again.

P.S. I found O’Rourke’s blog post and infographic from a post on Reddit, where he had promoted it. Now I’m writing about it here, giving him links and hopefully sending a significant amount of traffic his way. So he’s doing something right.

 

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B2B Marketing: Content strategy results in 50% of qualified leads being inbound [From MarketingSherpa]

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Content Marketing: How an energy data company’s content strategy increased leads by 733% [From MarketingSherpa]

Inbound Marketing: Beef jerky company develops content strategy around brand character to increase social media fans 2,113% [From MarketingSherpa]

How to Engage in the B2B Sphere With Nostalgia

January 15th, 2016
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Having lighthearted fun with your customers is probably the most effective way to engage them with your services. Especially when you want to stand out in the B2B sphere.

At data protection company Intronis, a multi-channel campaign was launched around a dimensional mailer with an initial incentive of an Atari game console replicator.

Intronis sells to a very specific type of customer, IT service providers, who is “very busy, they have a lot going on. They have to run their business, they have to help their customers with their problems. So we were looking for a way that we could break through that noise,” Aaron Dun, CMO, Intronis, said.

Aaron’s team discovered that with their targets, traditional tactics like phone calls and email weren’t really getting through. After a challenge by their CEO to do a direct mail piece, they began thinking about what would resonate with customers.

“Our target audience … are, generally speaking, men between the ages of 30 and 50. So with that is insight. We started thinking around, ok what kind of thing can we send to them, that will really get them to engage with us and think about Intronis in a different way,” Aaron said.

 

The team, lead by Richard Delahaye, Director of Marketing, Intronis, began looking into what Intronis could send out that would be distinguishing.

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B2B External Communications: How IBM conveys the value of complex products, spotlights innovative employees and entrusts employees with social media

October 6th, 2015
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B2B companies often face a struggle with communications to the outside world. Regularly, products or technologies are shrouded in secrecy with an occasional blimp on social media.

At &THEN 2015, DMA’s annual event, Jon Iwata, Senior Vice President of Marketing and Communications, IBM, sat down with Daniel Burstein, Director of Editorial Content, MarketingSherpa, to discuss how B2B companies can have a voice in a consumer world.

Simply, Jon talked about how to communicate brands and products, how to establish authority and credibility among employees and how employees can become company advocates on social media.

You can watch the full interview with Jon Iwata here:

 

How to communicate brand and products to the world

Although IBM is primarily a B2B company, for many it remains a household name in technology, innovation and computer science.

“Even though we are a B2B company, we want to be a company that is relevant to millions and millions of people,” Jon said. “You can call them consumers; you can call them future IBMers, future business decision makers, shareholders, neighbors.”

“We still want to be known; recognized; frankly, admired; and relevant to people,” Jon said. IBM is an early innovator in taking some of these complex B2B technologies and communicating them through more B2C means.

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2016 MarketingSherpa Awards: Customer-focused campaigns that drive results for 4 award nominees

October 2nd, 2015
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2015 MarketingSherpa Readers' Choice Award WinnerWe will be evolving this year to keep up with our audience — you.

This year’s MarketingSherpa Awards extend beyond just email marketing and include marketing campaigns across all disciplines. All year long, MarketingSherpa covers compelling stories in the B2C, B2B, email and inbound spheres, so why shouldn’t our yearly awards?

The three-month process of rewarding talent is a serious endeavor. The selection process included 50 hours of pre-screening more than 300 submissions, followed by 15 hours of group deliberation by our panel of five judges. As we searched through stacks of awards and speaking applications, we were looking for a team that could carry on the legacy of previous years’ winners.

It’s now your turn. We’ve narrowed the submissions down to four of the best campaigns, and you can now vote for your Readers’ Choice Award winner through November 10. After voting, please share your favorite nominee or insight on social media.

All of the campaigns met our judging criteria:

  • Be transformative
  • Be customer-centric
  • Be innovative
  • Offer transferable principles that marketing peers can apply to their efforts
  • Display strong results

From here, it’s up to you to decide which one deserves top honors.

Have different criteria? Thoughts to share on any of the campaigns? Let us know in the comments.

Among many others, here are four lessons you can expect to take from this year’s Awards:

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Crawl, Walk, Run: How Ferguson began customer-centric email habits to generate over $21 million in online revenue

September 4th, 2015
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I’ve interviewed around 500 marketers since I started as a reporter at MarketingSherpa. Looking back, most of those conversations are inevitably a bit of a blur, but it’s marketers like Mary Abrahamson, Email Marketing Specialist, Ferguson Enterprises, that truly stand out.

Mary was a first-time attendee at MarketingSherpa Email Summit 2014, and took back what she learned to her office and implemented a transformative, customer-centric campaign that led to her winning Best in Show at Email Summit 2015.

“I learned a lot at Email Summit last year, and coming back [to the office], I felt like we were in an okay place, but we had a lot of room to grow,” she said, explaining that the team began taking steps to refuel their database.

When the team began making changes to view the email program as a whole enterprise, they took what Mary referred to as the “crawl, walk, run approach,” which is where they started off small and went back to optimize later.

The first thing to know when it comes to email relevancy is: there is no email that fits your entire list.

Marketers get requests all the time from different teams and interests to send out an email, and it’s up to the email marketing team to be the stopgap for what goes out to customers.

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Four Key Discoveries from “The Economist’s” Global Content Survey of Brand Marketers and Their B2B Audiences

June 16th, 2015
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The Economist, in association with New York-based marketing research firm Peppercomm, recently conducted a global survey of top business leaders and marketers on the topic of content marketing. 500 global business executives were surveyed to find out what they look for from content providers, and 500 global marketers were asked about how they build their content strategy. Findings were published in a study titled “Missing the Mark: Global Content Survey of Brand Marketers and their B2B Audiences.

Let’s take a brief look at four key discoveries from “Missing the Mark”:

 

1. Though marketers are increasing their investment in content, content strategy remains poorly understood organizationally

93% of brand marketers surveyed have plans to either maintain or increase their budget for content marketing. Despite this heavy investment in content creation, less than a third of marketers believe that the purpose of the brand’s content is highly understood within their organizations.

 

2. There is a massive disconnect between the content that business executives seek and the content that marketers provide

1-final

 

The majority of global business leaders surveyed (75%) report that they turn to content to research complex business ideas within their industries. Specifically, executives find the most value in content that helps them to better understand the general views and practices of their peers. Also, content that presents two sides of complicated industry issues and content that confirms or sheds new light on business strategies are considered to have value.

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How Public Speaking Can Enhance Your Career and Professional Development

June 9th, 2015
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At MarketingSherpa Email Summit 2015, Mary Abrahamson, Email Marketing Specialist, Ferguson Enterprises, not only spoke onstage in front of 1,000 of her peers but she was also awarded the Best B2B Campaign.

The video below was recorded at Email Summit, and I recently had the privilege of talking to Mary about how speaking has impacted her career and what other marketers can do to find success through public speaking.

“When I was doing the [interview at Email Summit], that’s exactly how I feel, still exactly how I feel [about speaking at events],” said Mary, describing the importance of public speaking events.

With the Call for Speakers for MarketingSherpa Summit 2016 ending Monday, June 15, I asked Mary what advice she had for marketers selected to speak at industry events.

“You will get out of the experience what you put into it. It will bring you tremendous growth both personally and professionally — don’t take a moment of the experience for granted. Also, just like you do in your daily job, think about your ‘customer’ — the attendee — first. What do they want to hear about?  That is the key,” she said.

Since MarketingSherpa Email Summit 2015, Mary has had two other speaking opportunities and continues to find ways to improve the quality of her email program.

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How a Single Source of Data Truth Can Improve Business Decisions

September 12th, 2014
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One of the great things about writing MarketingSherpa case studies is having the opportunity to interview your marketing peers who are doing, well, just cool stuff. Also, being able to highlight challenges that can help readers improve their marketing efforts is a big perk as well.

A frustrating part of the process is that during our interviews, we get a lot of incredible insights that end up on the cutting room floor in order to craft our case studies. Luckily for us, some days we can share those insights that didn’t survive the case study edit right here in the MarketingSherpa Blog.

Today is one of those times.

 

Setting the stage

A recent MarketingSherpa Email Marketing Newsletter article — Marketing Analytics: How a drip email campaign transformed National Instruments’ data management — detailed a marketing analytics challenge at National Instruments, a global B2B company with a customer base of 30,000 companies in 91 countries.

The data challenge was developed out of a drip email campaign, which centered around National Instruments’ signature product, after conversion dropped at each stage from the beta test, to the global rollout, and finally, to results calculated by a new analyst.

The drip email campaign tested several of National Instruments’ key markets, and after the beta test was completed, the program was rolled out globally.

The data issues that came up when the team looked into the conversion metrics were:

  • The beta test converted at 8%
  • The global rollout was at 5%
  • The new analyst determined the conversion rate to be at 2%, which she determined after parsing the data set without any documentation as to how the 5% figure was calculated

Read the entire case study to find out how the team reacted to that marketing challenge to improve its entire data management process.

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B2B Social Media Marketing: 5 career killers and how to overcome them

August 28th, 2012
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Day one of B2B Summit 2012 has finally arrived.  Today, I had the opportunity to listen in on the panel discussion “5 B2B Social Media Career Killers … and how to overcome them.”

This session went beyond simply helping your company, and on to improving the future of your personal career.

MECLABS Director of Editorial Content Daniel Burstein moderated the panel of three B2B social media experts: Eddie Smith, Chief Revenue Officer, Topsy Labs; Chris Baggott, Chairman, Compendium; and Nichole Kelly, President, SME Digital.

 

With the introductions made, they jumped straight into the first B2B social media killer …

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Social Media Marketing: A look at 2012, part 1

February 2nd, 2012
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A couple of weeks ago, I wrote a popular blog post on using social media profiles for login on third-party websites rather than the more traditional form field registration. The post featured research from Janrain, a social Web user management platform, and some additional commentary from Larry Drebes, founder and CEO of Janrain.

That topic was very specific and applies to one marketing issue — gathering data from website visitors.

Janrain’s research found that Facebook is the clear favorite for social login at 42%, followed by Google at 29% and Yahoo! at 11%.

 

Click to enlarge

 

In preparation for the innovation panel Wednesday afternoon, February 8th, at next week’s MarketingSherpa Email Summit 2012, I also had the chance to speak with Larry about the social channel in more general terms, and to get his take on where it is heading and what marketers should be thinking about over the next six to 12 months.

Tomorrow’s blog post will feature the thoughts of panelist Loren McDonald, Vice President Industry Relations, Silverpop.

Here is the result of my conversation with Larry:

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