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May 2012




Content Preferences
SURVEY REPORT
Executive Summary

          Business executives are increasingly wary of sales             a primary sharing mechanism, the survey found that
          messaging, as The Content Preferences Survey,                  more than half (53%) of executives share content using
          conducted by DemandGen Report, found that 75% of               LinkedIn.
          respondents encourage solution providers creating              The white paper still reigns supreme, crowning the list of
          content to “curb the sales messaging.” Research                content types that buyers use to research a business
          findings indicate a need for marketers to reevaluate           topic or solution at 88%. But more visual formats, such as
          their content strategies to ensure that prospects              webinars (72%); videos (44%); and infographics (38%)
          understand the value for their business and objectives,        also were cited as emerging formats for research.
          rather than resorting to obtrusive, ineffective sales-speak.
                                                                         The findings also support the need to ungate top-of-
          To offer recommendations to solution providers creating        funnel content offers such as infographics; however,
          content, 55% of respondents selected “focus less on            buyers expect they’ll have to share their basic
          product specifications and more on value.” The survey          information for certain types of content. A majority
          also underscored the importance of “trustworthy”               (77%) of respondents will share basic information
          content. When asked how their content consumption              (name, company and email) to access a white paper.
          habits have changed over the last year, 60% of                 Conversely, for resources that are more informal and
          respondents said they place a higher emphasis on the           engaging, executives expect immediate access.
          trustworthiness of the source creating content.                Nearly three quarters (74%) of respondents expect to
          Despite their busy schedules, business executives take         access infographics without registration, while 67%
          time to share content they find valuable. While email is       expect to access videos without registration.

2 • DemandGen Report, Content Preferences Survey, May 2012
Executive Summary (continued)

          The Content Preferences Survey report will guide B2B        SURVEY RESPONDENT DETAILS
          organizations looking to kick off a new content marketing   For The Content Preferences Survey, DemandGen Report
          strategy or improve upon an existing strategy, to support   received responses from about 120 business executives
          progression of the buyer’s journey and enhance demand       across all revenue streams and in a variety of industry
          generation initiatives. Some key topics addressed in the    segments, during March and April 2012. The survey,
          survey include:                                             developed to understand the research patterns and
              • Preferred content formats for potential purchase      content preferences of today’s B2B buyer, includes input
                 research                                             from business executives in Tech/Enterprise; Telecom;
                                                                      Financial Services; Media/Internet; and Manufacturing.
              • The emergence of mobilized content
                                                                      Results were highlighted during a presentation at
              • Time business executives are willing to spend with    DemandGen Report’s B2B Content2Conversion
                 various content formats                              Conference, April 24 in New York City. Click here to
                                                                      access the archived video of the survey recap session.
             75% of respondents
           encourage solution providers
               creating content to
         “curb the sales messaging.”
3 • DemandGen Report, Content Preferences Survey, May 2012
Table of Contents
         page   question                                              page   question


          5 Initiating The Search For Content                         12 Frequent Sharing Channels


          6 Content Formats For Research                              13 Preferred Structure For Web Site Content


                                                                      14 Time Spent Consuming Content
          7 Most Valuable Content Formats

                                                                      15 Recommendations For Content Creators
          8 Devices Used For Content Consumption


          9 Content Consumption Preferences                           16 Trustworthy Content

         10 Content Consumption Changes                               17 About DemandGen Report


         11 Content Sharing Habits



4 • DemandGen Report, Content Preferences Survey, May 2012
Where do you typically being your search for content addressing business
                            topics and challenges?

                                                              (check all that apply)

                     General web search                                                                               81%

     Directly on vendor web sites                                                            35%

               Industry guides/reports                                                       34%

                                   Social Media                                   23%

           Content syndication sites                                         19%

                               Word of mouth                                18%

                                                 Other              11%

                                       RSS feeds                   9%

                                                             0%                        23%         45%   68%                         90%




5 • DemandGen Report, Content Preferences Survey, May 2012                                               Numbers are approximated and may not total exactly 100%.
Which of the following types of online content have you utilized to research a
      business topic or potential business solution over the past year?
                                                                           (check all that apply)

                                                       White paper                                                            88%

                                                               Webinar                                                  73%

                                                         Case study                                                67%

                                                             Blog posts                                           63%

                                                                E-book                                      51%

                                                                 Video                                44%

                                                         Infographic                                38%

                                 Interactive presentation                                    28%

                                                               Podcast              18%
                                                                          0%                23%           45%           68%     90%


6 • DemandGen Report, Content Preferences Survey, May 2012
What do you find to be the most valuable online content formats when you
    are researching a business challenge or looking at potential solutions?
                                                             (Respondents had the option to rank each content option)



                                                                   Most Valuable                 Somewhat Valuable      Least Valuable


                         White paper                                   30%                              18%                  6%
                             E-book                                    23%                              17%                 11%
                            Webinar                                    21%                              24%                  8%
                            Podcast                                    14%                              21%                  6%
                          Infographic                                  14%                              23%                 13%
                          Case study                                   26%                              15%                 13%
                              Video                                    20%                              24%                  6%

                 Interactive presentation                              21%                              19%                  7%

                          Blog posts                                   22%                              21%                  9%


7 • DemandGen Report, Content Preferences Survey, May 2012
What devices do you use, and how often, to access business-related content?
                                                                      (please rate all that apply)




                                                             Rarely                                  Frequently   More Frequently




                    Desktop computer                         30%                                        7%             29%



                     Laptop computer                          3%                                       11%            84%



                        Mobile phone                         27%                                       32%            38%



                              Tablet                         20%                                       26%             23%



8 • DemandGen Report, Content Preferences Survey, May 2012
How would you describe your typical content consumption preferences?
                                                                   (please pick top choice)




                      Prefer text/narrative                                                                                47%

                         Prefer more visual                                                         33%

                                       Prefer data                     16%

                Prefer more interactive                       3%

                                                 Other 2%

                                                             0%     13%                       25%         38%                         50%




9 • DemandGen Report, Content Preferences Survey, May 2012                                                Numbers are approximated and may not total exactly 100%.
How have your content consumption habits changed over the past year?
                                                                     (please check all that apply)


                     I am finding and utilizing more content on the web                                                                68%

     I place a higher emphasis on the trustworthiness of the source                                                              60%

     I find myself overwhelmed by the amount of content available                                                    39%

                           I have less time to devote to reading/research                                      35%

         I prefer mobile-optimized content (for access on a tablet or
                                                     mobile device)
                                                                                                               34%

     I am willing to consider vendor-created content as trustworthy                                          32%

I prefer interactive (audio/video) content I can access on demand                                        28%
                    I get more of my content through social networks or
                                                    recommendations                                    25%

                                                                          0%                     18%               35%     53%               70%

  10 • DemandGen Report, Content Preferences Survey, May 2012
I am most likely to share the following types of content with my colleagues:
                                                                         (please check all that apply)

                                 White paper                                                                                  70%

                                    Case study                                                                          56%

                                     Blog posts                                                                  48%

                                          Webinar                                                          40%

                                               Video                                                      39%

                                            E-book                                                       37%

                                     Infographic                                                         37%

             Interactive presentation                                           21%

                                          Podcast                  10%

                                                              0%             18%                         35%           53%     70%

11 • DemandGen Report, Content Preferences Survey, May 2012
I share content most frequently using:
                                                                           (please check all that apply)




                                Email                                                                                        88%
                          LinkedIn                                                                               54%
                              Twitter                                                       39%
                       Facebook                                     18%
            Text/SMS/MMS                                      12%
                          Google+                        11%
                        Pinterest                  6%
                               Other             5%
                      SlideShare               4%
                                            0%                            23%                              45%         68%         90%



12 • DemandGen Report, Content Preferences Survey, May 2012
How would you like to see vendor content delivered/structured on their web
      sites so that content is easy to navigate and most useful for you?
                                                                    (please check all that apply)




                            By business role                                                                              46%

                                      By industry                                                                   42%

                                        By vertical                                                     33%

                              All of the above                                                        31%

                                      By location              3%

                                                              0%       13%                      25%           38%               50%




13 • DemandGen Report, Content Preferences Survey, May 2012
How much time do you typically spend reviewing content
                                       in the following formats?
                                                                            (please check all that apply)


                                           Less than 5        Between 5 and 10   Between 10 and        Between 20 and   Between 30 and
                                                                                                                                       More than an hour
                                            minutes               minutes          20 minutes            30 minutes       60 minutes

               White paper                      9%                 26%                30%                   13%              6%               3%
                   E-book                      14%                 21%                 17%                  12%             11%               8%
                  Webinar                       9%                  7%                 16%                  25%             36%               2%
                  Podcast                      16%                 16%                 12%                  9%               7%               0%
                Infographic                    41%                 25%                 11%                  2%               1%               0%
                Case study                     13%                 31%                30%                   12%             10%               1%
                    Video                      31%                 40%                 13%                  8%               2%               0%
                Interactive
                                               11%                 24%                 19%                  14%             10%               1%
               presentation
                Blog posts                     30%                 35%                 19%                  1%               3%               2%


14 • DemandGen Report, Content Preferences Survey, May 2012
What general recommendations would you make to solution providers who
            are creating content resources about business issues?
                                                                      (please check all that apply)




                                                        Curb the sales messages                                                 75%


Focus less on product specifications and more on value                                                              55%


                                           Condense content to be shorter                                     48%


                        Don’t overload the content with copy/type                                           45%


                                                                            Other               14%

                                                                                       0%             20%   40%           60%         80%

 15 • DemandGen Report, Content Preferences Survey, May 2012
Which of the following types of content do you give more credence to?




                         Peer reviews/user generated feedback                                               51%


                          Authored by a third-party publication or                                  33%
                              analyst and sponsored by a vendor


                                                              Co-branded content        12%



                                        Branded directly from a vendor 4%

                                                                                   0%         15%   30%   45%     60%


16 • DemandGen Report, Content Preferences Survey, May 2012
About DemandGen Report


                                                              DemandGen Report (DGR) is a targeted e-media
                                                              publication spotlighting the strategies and solutions that
                                                              help Business-to-Business (B2B) companies better align
                                                              sales, marketing and disparate teams to support growth
                                                              and drive revenue. DGR content and news coverage
                                                              focuses on the sales and marketing automation tools
                                                              that enable companies to better measure and manage
                                                              multichannel demand generation efforts. DemandGen
                                                              Report is the only information source directly focused on
                                                              this rapidly emerging business discipline.

                                                              www.demandgenreport.com




17 • DemandGen Report, Content Preferences Survey, May 2012

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Content Preferences Survey

  • 2. Executive Summary Business executives are increasingly wary of sales a primary sharing mechanism, the survey found that messaging, as The Content Preferences Survey, more than half (53%) of executives share content using conducted by DemandGen Report, found that 75% of LinkedIn. respondents encourage solution providers creating The white paper still reigns supreme, crowning the list of content to “curb the sales messaging.” Research content types that buyers use to research a business findings indicate a need for marketers to reevaluate topic or solution at 88%. But more visual formats, such as their content strategies to ensure that prospects webinars (72%); videos (44%); and infographics (38%) understand the value for their business and objectives, also were cited as emerging formats for research. rather than resorting to obtrusive, ineffective sales-speak. The findings also support the need to ungate top-of- To offer recommendations to solution providers creating funnel content offers such as infographics; however, content, 55% of respondents selected “focus less on buyers expect they’ll have to share their basic product specifications and more on value.” The survey information for certain types of content. A majority also underscored the importance of “trustworthy” (77%) of respondents will share basic information content. When asked how their content consumption (name, company and email) to access a white paper. habits have changed over the last year, 60% of Conversely, for resources that are more informal and respondents said they place a higher emphasis on the engaging, executives expect immediate access. trustworthiness of the source creating content. Nearly three quarters (74%) of respondents expect to Despite their busy schedules, business executives take access infographics without registration, while 67% time to share content they find valuable. While email is expect to access videos without registration. 2 • DemandGen Report, Content Preferences Survey, May 2012
  • 3. Executive Summary (continued) The Content Preferences Survey report will guide B2B SURVEY RESPONDENT DETAILS organizations looking to kick off a new content marketing For The Content Preferences Survey, DemandGen Report strategy or improve upon an existing strategy, to support received responses from about 120 business executives progression of the buyer’s journey and enhance demand across all revenue streams and in a variety of industry generation initiatives. Some key topics addressed in the segments, during March and April 2012. The survey, survey include: developed to understand the research patterns and • Preferred content formats for potential purchase content preferences of today’s B2B buyer, includes input research from business executives in Tech/Enterprise; Telecom; Financial Services; Media/Internet; and Manufacturing. • The emergence of mobilized content Results were highlighted during a presentation at • Time business executives are willing to spend with DemandGen Report’s B2B Content2Conversion various content formats Conference, April 24 in New York City. Click here to   access the archived video of the survey recap session. 75% of respondents encourage solution providers creating content to “curb the sales messaging.” 3 • DemandGen Report, Content Preferences Survey, May 2012
  • 4. Table of Contents page question page question 5 Initiating The Search For Content 12 Frequent Sharing Channels 6 Content Formats For Research 13 Preferred Structure For Web Site Content 14 Time Spent Consuming Content 7 Most Valuable Content Formats 15 Recommendations For Content Creators 8 Devices Used For Content Consumption 9 Content Consumption Preferences 16 Trustworthy Content 10 Content Consumption Changes 17 About DemandGen Report 11 Content Sharing Habits 4 • DemandGen Report, Content Preferences Survey, May 2012
  • 5. Where do you typically being your search for content addressing business topics and challenges? (check all that apply) General web search 81% Directly on vendor web sites 35% Industry guides/reports 34% Social Media 23% Content syndication sites 19% Word of mouth 18% Other 11% RSS feeds 9% 0% 23% 45% 68% 90% 5 • DemandGen Report, Content Preferences Survey, May 2012 Numbers are approximated and may not total exactly 100%.
  • 6. Which of the following types of online content have you utilized to research a business topic or potential business solution over the past year? (check all that apply) White paper 88% Webinar 73% Case study 67% Blog posts 63% E-book 51% Video 44% Infographic 38% Interactive presentation 28% Podcast 18% 0% 23% 45% 68% 90% 6 • DemandGen Report, Content Preferences Survey, May 2012
  • 7. What do you find to be the most valuable online content formats when you are researching a business challenge or looking at potential solutions? (Respondents had the option to rank each content option) Most Valuable Somewhat Valuable Least Valuable White paper 30% 18% 6% E-book 23% 17% 11% Webinar 21% 24% 8% Podcast 14% 21% 6% Infographic 14% 23% 13% Case study 26% 15% 13% Video 20% 24% 6% Interactive presentation 21% 19% 7% Blog posts 22% 21% 9% 7 • DemandGen Report, Content Preferences Survey, May 2012
  • 8. What devices do you use, and how often, to access business-related content? (please rate all that apply) Rarely Frequently More Frequently Desktop computer 30% 7% 29% Laptop computer 3% 11% 84% Mobile phone 27% 32% 38% Tablet 20% 26% 23% 8 • DemandGen Report, Content Preferences Survey, May 2012
  • 9. How would you describe your typical content consumption preferences? (please pick top choice) Prefer text/narrative 47% Prefer more visual 33% Prefer data 16% Prefer more interactive 3% Other 2% 0% 13% 25% 38% 50% 9 • DemandGen Report, Content Preferences Survey, May 2012 Numbers are approximated and may not total exactly 100%.
  • 10. How have your content consumption habits changed over the past year? (please check all that apply) I am finding and utilizing more content on the web 68% I place a higher emphasis on the trustworthiness of the source 60% I find myself overwhelmed by the amount of content available 39% I have less time to devote to reading/research 35% I prefer mobile-optimized content (for access on a tablet or mobile device) 34% I am willing to consider vendor-created content as trustworthy 32% I prefer interactive (audio/video) content I can access on demand 28% I get more of my content through social networks or recommendations 25% 0% 18% 35% 53% 70% 10 • DemandGen Report, Content Preferences Survey, May 2012
  • 11. I am most likely to share the following types of content with my colleagues: (please check all that apply) White paper 70% Case study 56% Blog posts 48% Webinar 40% Video 39% E-book 37% Infographic 37% Interactive presentation 21% Podcast 10% 0% 18% 35% 53% 70% 11 • DemandGen Report, Content Preferences Survey, May 2012
  • 12. I share content most frequently using: (please check all that apply) Email 88% LinkedIn 54% Twitter 39% Facebook 18% Text/SMS/MMS 12% Google+ 11% Pinterest 6% Other 5% SlideShare 4% 0% 23% 45% 68% 90% 12 • DemandGen Report, Content Preferences Survey, May 2012
  • 13. How would you like to see vendor content delivered/structured on their web sites so that content is easy to navigate and most useful for you? (please check all that apply) By business role 46% By industry 42% By vertical 33% All of the above 31% By location 3% 0% 13% 25% 38% 50% 13 • DemandGen Report, Content Preferences Survey, May 2012
  • 14. How much time do you typically spend reviewing content in the following formats? (please check all that apply) Less than 5 Between 5 and 10 Between 10 and Between 20 and Between 30 and More than an hour minutes minutes 20 minutes 30 minutes 60 minutes White paper 9% 26% 30% 13% 6% 3% E-book 14% 21% 17% 12% 11% 8% Webinar 9% 7% 16% 25% 36% 2% Podcast 16% 16% 12% 9% 7% 0% Infographic 41% 25% 11% 2% 1% 0% Case study 13% 31% 30% 12% 10% 1% Video 31% 40% 13% 8% 2% 0% Interactive 11% 24% 19% 14% 10% 1% presentation Blog posts 30% 35% 19% 1% 3% 2% 14 • DemandGen Report, Content Preferences Survey, May 2012
  • 15. What general recommendations would you make to solution providers who are creating content resources about business issues? (please check all that apply) Curb the sales messages 75% Focus less on product specifications and more on value 55% Condense content to be shorter 48% Don’t overload the content with copy/type 45% Other 14% 0% 20% 40% 60% 80% 15 • DemandGen Report, Content Preferences Survey, May 2012
  • 16. Which of the following types of content do you give more credence to? Peer reviews/user generated feedback 51% Authored by a third-party publication or 33% analyst and sponsored by a vendor Co-branded content 12% Branded directly from a vendor 4% 0% 15% 30% 45% 60% 16 • DemandGen Report, Content Preferences Survey, May 2012
  • 17. About DemandGen Report DemandGen Report (DGR) is a targeted e-media publication spotlighting the strategies and solutions that help Business-to-Business (B2B) companies better align sales, marketing and disparate teams to support growth and drive revenue. DGR content and news coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage multichannel demand generation efforts. DemandGen Report is the only information source directly focused on this rapidly emerging business discipline. www.demandgenreport.com 17 • DemandGen Report, Content Preferences Survey, May 2012