2. Agenda
• What
• Why
• How
• Tools
• Best Practices…
Photo:TheFashionApprentice.com<http://ow.ly/MYl80>
3. How well we
communicate is
determined not by
how well we say
things but how well
we are understood
- Andrew Grove -
Photo:LegoFan-Tastic<http://ow.ly/MY3Qv>
5. Marketing
• CEB: studied 1,400+ B2B customers across industries revealing that
57% of a typical purchase decision is made before a customer even
talks to a supplier (1)
• SeriusDecisions:
67% of the buyer’s journey is now done digitally (2)
KNOW YOUR CUSTOMERS
Sources:(1)“TheEndofSolutionsSales,”CEB,2013<http://ow.ly/MX1vO>
(2)“TheMythsofthe67%statistic”MeganHeuer,SeriusDecisions,Jul2013<http://ow.ly/MX32z>
8. HOW to use it?
• Targeted Messages
• Engaging Content (Web, Product Marketing…)
• Content speaks to Needs customers
(wants, goals, desires, pain points, needs)
• Common understanding of ideal customer
• Consistency (Product Marketers, Social Media Planner, PR Person…)
• Channel: Where to communicate
• Speak in customer’s language
10. Marketing
• Ideas@Work: Personas to develop email campaigns: (1)
2x Open Rate
5x Click Through Rate (CTR)
• Hubspot: Personas for Websites
2x – 5x more effective & easier to use (2)
Persona for Email campaigns:
+14% CTR
+10% Conversion
18x more revenue than Generic Email
Sources:(1)“ROI&BuyerPersonasinB2BMarketing,”VanMorris–Ideas@WorkBlog
(2)“TheScienceofBuildingBuyerPersonas”Hubspot,Dec2014
21. Communicate
• Project Team
• Team Driving Initiative
• Change Agents
• Key Stakeholders
• Communicators
• Explain how to use Personas
Source:www.Conrad.com<http://ow.ly/MXXL7>
33. Keys Points (5 Steps)
• Define Target Market
• Research
• Summarize Persona & Attributes
• Communicate
• Revisit
34. Resources
• Strategy D for Digital Marketing
http://strategyd.org/marketing-personas-still-relevant/
http://strategyd.org/personas-5-quick-steps/
http://strategyd.org/persona-tool-review/
• Ideas@Work Blog
http://blog.mltcreative.com/ROI-Buyer-Personas-in-B2B-Marketing
• Hubspot
http://knowledge.hubspot.com/contacts-user-guide/how-to-create-personas