Digital Marketing: What is at stake for B2B companies?

A friend of mine is working in the marketing department of a medium sized B2B industrial company. The latter has just over 300 employees and operates on a large network of distributors throughout the world. The business is quite flourishing. But things can change. In fact, things are changing very fast today. My friend believes he should board on the digital marketing wave, to increase his company’s visibility on the web: in other words, he wants to develop a strategic presence on social networks. The problem is that he is not really familiar with all the digital concepts. So, he turned to me and asked me for advice.

This lead to a long reflection with him about what digital marketing really is and especially what the benefits can be for him and his business. It is important to understand digital before rushing into it prematurely. Finally, I quickly described to him the different steps that are essential to the success of his “digital marketing” project.

Digital Marketing and B2B: the two make a pair!

Digital marketing is first a matter of trend. To be competitive and innovative it is necessary to stay in the race, and therefore follow the flow.

B2B marketing budgets are shifting to digital and social. Overall, B2B marketing budgets are expected to increase, on average, by about 5% in the coming year. But spending on digital marketing programs is projected to rise three times as fast, and over the next five years, the share of budget dollars dedicated to social media marketing will more than double.”

But digital marketing goes well beyond a simple trend. It has real advantages in B2B.

Digital Marketing advantages

What are the advantages of digital marketing in B2B

Multi-channel: By using multiple channels, digital marketing offers many opportunities (complementary to traditional marketing) and allows users / companies to act at all levels of the purchasing process

Cost-efficiency: Digital marketing is less costly than “traditional” marketing; indeed …Even stalwart traditional marketers know that they cannot compete the Internet’s potential to reach thousands with just a single post”. Printing and shipment costs are not taken into account in digital, this is the advantage of CPC (you pay only when click). Read more

How far can your Twitter bird chirp?

They say “word travels fast”, but today, it can travel the world in a few clicks. Have you ever wondered where your 140 characters on Twitter fly to? I recently re-activated my twitter account. I’ve been sharing and retweeting quite a lot of content with people from all around the world. Indeed, people from different origins follow my account now. Thus, making me curious to know where my followers come from. When I asked myself this question the other day, I decided to try different tools available online. These tools are as practical as scary. I decided to try and compare some of them. Let’s discover what different features they offer.

Mapmysocial:

Mapmysocial is a tool that allows a social media user to map their Facebook, Twitter, LinkedIn and Foursquare followers. It gathers followers’ profile pictures and positions them on the world map. This map can be then shared on social media in 2D or 3D. The use of this application is totally free. There is no obligation to follow mapmysocial on any platform, or publish a promotional post. All you have to do is sign in on the platform, through the mapmysocial website. This authorizes the website to access some of your account’s information.

Twitter map my social
www.mapmysocial.com

Tweepsmap:

Personally, I found this second tool to be great. It allows Twitter users to map their followers – even to a city level-, to observe their followers’ trending topics, and explore keywords (hashtags). This is useful to analyze further the engagement and effectiveness of a digital activity on Twitter. It also helps Twitter users to Read more

Adblocking: a cat-and-mouse game built on trust

Adblocking is a hot topic these days. A never ending cat and mouse game between advertisers and consumers in which ingenious developers are constantly finding new ways of avoiding or trying to avoid advertising pressure. What Adblocking is showing us too is a lack of trust on the part of consumers. Who else but Doc Searls, one of the co-writers of the celebrated Cluetrain Manifesto was in better position to raise the subject? This is exactly what he did at our late September meeting in Prague*. Once more, consumer trust ranked high on the agenda.

“Adblocking is becoming a big deal and it’s even one of the biggest downloads and even more so in certain countries like Germany and Austria” Doc said in his introduction to the subject. “This has grown and grown and journalists are describing it as a War now”. Even better, Apple has made this decision to add adblocking in the IOS 9 SDK. You will then be able to block whatever you want. “Immediately after this change” Doc said, “Adblockers became the most popular apps on the store”. 

Adblockers-Trust-consumers
Doc Searls talking about Adblocking in front of the panel of ODR experts at the Prague September meeting organised by Youstice

Adblocking: Apple knows before consumers they really need it

“It’s very easy for the Press to describe this as an Apple vs Google feud” Doc added “but the point is somewhere else”. Doc’s argument is that Apple is making it easy for consumers, because “they know what the customers want even before they know themselves what they want”. Apple has indeed taught us to expect the unexpected, offer products we don’t need apparently, and then once the object has been created we suddenly realise we are craving for it.

One of the interesting things about the Adblock controversies is that it emphasises that our world works through advertising. “But online, the junk-mail world has taken over and this isn’t what we were expecting” Doc added. Things have gone out of control. The publishing world acts as if they didn’t understand what is happening. To them, this is how the world works and that’s that but “we, as consumers, we have never signed up for this”.

Why do we need trust in business?

Lea Whing has an interesting point to make on this. when Doc Searls mentions trust, what are we hearing? “Are we only interested in trust because this is what will trigger consumer purchase?” She asked wittily, “or is it because people need it? If so, what do customers really need?”

Read more

Brands on Social Media: “Start With Strategy, Not Listening”

exclamation-smallToday’s selection is my friend Dominique Lahaix’s piece on Ecairn’s blog. Ecairn is a leading social media influence measurement and management tool, primarily aimed at gauging influence and building networks of bloggers in a co-creation spirit. In that piece, it seems that Dominique is leaning towards my vision of Digital Media (and Social in particular) , and advises brands to start with Strategy (vs. listening, engagement and all the trappings which are only technical and therefore should only come second). As a reminder I have reposted the video of my presentation at Atlanta in 2009 in which I was explaining just that. Sometimes, being too much of  a visionary means that you have to wait for years for the mass to come to your conclusions; but this is a flaw which I am prepared to take like a man.

Why should Social Marketing restart with strategy | Influencers & Community Marketing (by Dominique Lahaix)

Wherever we look, we find evidence that Brands get limited value from Social Media:Here is an article mentioning that out of 5000 top Youtube Chanels, only 2% are brands.and here is Chris Heuer post:  Social Business is Deadand another excellent one from Augie Ray: What if everything you knew about social was wrong.

My 2009 SMBC presentation at SocialMedia.org on Vimeo.

The main thing is that most marketers approach Social as just an extra channel to promote products and services defined … when social media did not even exist and with the same techniques and metrics as before.But there is more into it, provided that marketers can challenge what used to know and really digest the paradigm shift that Social Media has brought to business, marketing and sales:

via Why should Social Marketing restart with strategy | Influencers & Community Marketing.

Social media adoption: Europe Seen from down under (1000heads’ @JoanneJacobs)

Social Media Adoption

We, in Europe, see ourselves as whingers (Britons are supposedly nicknamed “whingeing poms**” by Australians) and on both sides of the Channel, one keeps hearing complaints about this and that and the other. Yet, seen from down under I realised that our image and potential is probably a lot better than we think and that “old” Europe isn’t yet finished. I asked Joanne Jacobs who now leads 1000heads in Australia to share her view of Europe, social media adoption by businesses and also Asia. I have known Joanne for many years now. We met while she was based in England as part of the Like Minds alumni. Not only is she a social media expert but she is also a trained actor, able to deliver a pitch on stage, captivating hundred of people, with a timed presentation and … cracking jokes on the go without losing track! She came back to Australia over two years ago and we caught up with each other through Skype … despite time differences which, as you will see, are far from being abolished.

** “prisoners of her Majesty” for those who don’t know the joke…

Europe? More Internet savvy than we may think, Australian expert says (photo: antimuseum.com)

Interview of Joanne Jacobs of 1000 heads Australia

Now  that Facebook is 10 years old and LinkedIn 11 years old, what is your view of the status of social media in general?

Generally, I think we are living in a transition phase. The critical mass has been reached in terms of users but, there is still a lot more to teach of the actual benefits for the business community in terms of its adoption of social media. The business community is, generally speaking, fumbling in the dark. Either because they’ve been given the wrong advice, by people who are marketing themselves as social media experts, or they’ve been measuring the wrong thing. Lots of it comes down to the fact that businesses are used to measuring eyeballs across a marketing campaign and then they are not really thinking about how to engage with their audiences effectively. There is a great potential for the use of social media which has not yet been tapped into.

We are living through this transition phase but I think that it will change in the course of the next 5 years to 10 years. One will develop some degree of maturity as to what we should be measuring.

You relocated to Australia a couple of years ago what did you find?

I have to say, that coming back to Australia was very hard indeed for me. Never let it be said that technology overcomes the tyranny of distance. It doesn’t. And one of the main reason why doesn’t is that time zones exist. I was not able to communicate as effectively with the people and the networks that had built up in the UK and Europe. So, it was therefore very difficult for me to come back to an environment which was so isolated that it was effectively between 9 and 11 hours difference in terms of time zones. It was quite difficult too because, even though Australia is a technology savvy country, there are serious problems of interconnectivity here, the cost of broadband in this country is unbelievably expensive and the quality of the connections that we get is poor. So in terms of social media, the community was smaller, there is less engagement, and ironically, they are little communities in Melbourne, Sydney, Adelaide and Perth, but we are all disconnected from one another because it takes an hour to fly between Melbourne and Sydney and that’s one of the shortest journeys that we have in this country. So, even inside our own country, we suffer from the tyranny of distance.

You mentioned losing your Twitter following from the UK when you moved to Australia can you expatiate on that?

In many respects, that issue of losing my following was a product of those time zones differences. when you are no longer communicating regularly at least during working hours, with the people that you are engaging with, you will then lose followers because people will not be able to communicate with you any more nor share information nor participate in discussions. For me in particular it’s been really difficult to participate in online events that were happening in Europe or in the UK because they are always happening between 7:00 PM and 6:00 AM my time. By participating in those events, even remotely, you gain a lot of information from various subject matter experts. So, I lost a lot of followers that way and I also lost followers I believe because I started to communicate with other people in other interest areas and I had to communicate with a community locally, and as a result was considered less of an influencer in the areas and the markets and the audiences within my previously connected life.

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