The document discusses the importance of optimizing online strategies for B2B markets, emphasizing the need for localization to accommodate cultural differences, and variety in consumer behavior across different countries. It highlights that C-level executives rely heavily on the internet for information and decision-making, and outlines common mistakes businesses make when targeting international markets. Key takeaways include the necessity of tailored content, awareness of local preferences, and setting clear goals for online campaigns.

1. Using online in B2B
From the basics to taking over the world

2. “One-size-fits-all
approach won't work!”

4. “Between 60 – 80%
of searches are
informational”

5. Important to understand
• Google is a huge part of the decision making factor
• More education decision makers have
• Higher they are up in the ladder
• More money they have to spend
• Higher income they have
• Information managers are bypassing tradeshows
and using the Internet

6. The C-Level Uses the Internet
• The Internet is the MOST influential & important source of
business information for the C-Level executives around the world
• Before starting the work day, C-Level executives prefer to access
the Web rather than read the newspaper
• 7 out of 10 C-Level executives believe that the Web is the MOST
important source of business information
• C-Level executives consume media on the Web more than any
other medium
• The C-Level uses online media more than their average consumer

7. The Quick guide in how to use social media

8. Taking over the world

9. The POST Method
• People
• Realize the capabilities of your audience
• Objectives
• What do you want to accomplish?
• Strategy
• Imagine the endpoint, know where to begin
• Technology
• Choose the technology

10. Making the most of it
Close to 2.2 billion people online
– It is the 8th continent but there is little to no boarders

11. Still a massive opportunity growth

12. To underline the opportunity
There are:
– Close to 200 billion searches world wide per
month
– Around 6 billion per day
– 250+ million searches per day
– 4 million searches per minute

13. One size does not fit all
• In the UK, Brits look at delivery options and are repeat
buyers.
• In Germany, privacy policies and local payment options
need to be clear on the site to convince them to buy.
• In France, product pictures are as essential as local
language to get their attention.
• In Spain, return options need to be clear, as does access to
customer services to process those returns.
• In Italy, brand equity plays the most important role.
• Netherlands searchers need clearly secure transactions.
• Swedes care about reviews and recommendations.

14. The need to localize is clear
• Most of all, using translated keywords and content without
also localizing them for idiom and culture just doesn’t work.
For example:
• Online businesses selling laptop computers in Sweden need to
know that more than 40 percent of Swedes use local words
when searching for a PC.
• More than 50 percent of searches for Brazil in the world are
spelled wrong (Brazilians actually spell their country name as
“Brasil”).
• A company that sells soccer cleats in the United States will
not get much traffic in the United Kingdom

15. “Foolish and expensive mistakes are made because
multinational advertisers fail to accommodate differences
among searchers in foreign markets without thinking
through what the target customers might actually be doing
or seeing on their sites.”

16. To stress that point
• Although 83 percent of Germans shop online and spend an average of
€520 online every six months, they do not use search engines to buy
airline tickets as much as those in other European countries.
– Advertisers depending on PPC to attract German air travelers will see low
return on their investments.
• English-speaking kitchen remodeling customers in the United Kingdom
might be attracted to kitchen appliance vendor results in Google.
– Imagine their dismay when a site on a .com or .net domain they click through
to is entirely in Italian. This could happen if the site was hosted in Italy,
because hosting is one of the signals that Google uses to gauge which
language to display if the site’s domain is not country specific (for example,
ending in .com instead of .co.uk). Without addressing such technical details,
businesses will miss potential costumers.

17. Common Mistakes pt. 1
• Having a single page for “international” customers...in English.
• Having a single page for multiple countries that speak variants of
the same language (for example, using Mexican Spanish for all
Spanish speaking countries).
• Using the same content for a single language across a number of
country sites—for instance, using the same Spanish content on
your sites for Mexico, Argentina, and Spain. Doing this can put you
at risk of tripping Google’s duplicate content filters.
• Using only a U.S. / European keyword set.
• Using mechanized translations.

18. Common Mistakes pt. 2
• Using literal translations of your English keywords, without taking local usage
into consideration.
• Developing links only to your .com site instead of to your individual country
sites.
• Neglecting to obtain links to each of your individual country sites from sites in
each of those countries. While linking extensively between your many
different country domains’ sites will enhance search visibility for large global
companies, your individual country sites need in-country links to do well in
search results in each country.
• Designing sites for broadband, high-speed, and/or smartphone access only.
• Launching campaigns without regard for local holidays or setting the time for
display of your ads (day parting) for the time where you are based rather than
the ideal time where your target customers are found.

19. “If you launch your campaign without clear
goals and KPIs, you are pretty much shooting
in the dark, and it’s hard to hit even the
broad side of a barn that way.”

20. Any…
Questions?

21. Food for thought
• Even in a country like Germany where English
is a recognized part of their business lingo you
are missing out if you do not localize

22. Thank you
Kristjan Mar Hauksson
kmh@nem.is
@optimizeyourweb