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B2B SMALL BUSINESS CONTENT MARKETING:
2014 Benchmarks, Budgets, and Trends – North America

SponSored by
Overview: The State of B2B SMALL BUSINESS Content Marketing IN NORTH AMERICA
Greetings Content Marketers,
Welcome to 2014 B2B Small Business Content Marketing Trends, North America. In this report, we look at how the content marketing
practices of small business marketers (10-99 employees) in the business-to-business (B2B) space have changed over the last year.
In some areas, we show how the most effective small business marketers approach content marketing differently than their less
effective peers. In other areas, we compare small business marketers with enterprise marketers (1,000+ employees).
Here are some of the key findings:
•	 Confidence is up. Last year, 34% of B2B small business marketers said they were effective at content marketing. This year,
45% say they are effective.
•	 B2B small business marketers are more likely to have a documented content strategy when compared with their peers at
both smaller and larger organizations.
•	 B2B small business marketers are using social media more frequently than they did last year. The biggest jumps have been
in Google+ (40% to 61%), SlideShare (24% to 40%), Instagram (9% to 23%), and YouTube (62% to 75%).
While B2B small business marketers continue to be challenged with producing enough content as well as engaging content,
they have made improvements in both of these areas. They also continue to invest in content marketing, with 60% saying they
will increase their spending over the next 12 months.
We hope you find this information useful in executing your own content marketing strategy.

Joe Pulizzi

Founder
Content Marketing Institute
SponSored by

2
USAGE

94% of B2B small business marketers use content marketing.
Percentageof B2B
Percentage of B2B
Small BusinessMarketers
Small Business Marketers
Using Content Marketing
Using Content Marketing

6%

do not
use content
marketing

	 Compared with last year, the percentage
of B2B small business marketers who use
content marketing has remained the same.

94%
use content
marketing

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

3
OVERALL EFFECTIVENESS

45% of B2B small business marketers say
they are effective at content marketing.
How B2B Small Business Marketers
How B2B Small Business Marketers
Rate the Effectiveness of
Rate the Effectiveness of
Their Organization’s
Their Organization’s
Use of Content Marketing
Use of Content Marketing

5
4
3

Very Effective

10%
35%

	 Last year, 34% of B2B small business
marketers said they were effective at
content marketing.

40%
13%

2
1

Not At All Effective
0

10 20 30

2%

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

4
OVERALL EFFECTIVENESS

Profile of a best-in-class B2B small business marketer.
Comparison Most Effective B2B Small Business Marketers
Comparison ofof Most Effective B2BSmall Business Marketers
with Least Effective B2B Small Business Marketers
with Least Effective B2B Small Business Marketers
Most Effective

Overall/Average

Least Effective

Has a documented content strategy

69%

48%

7%

Has someone who oversees content marketing strategy

88%

78%

51%

Producing more content than one year ago

81%

75%

55%

Average number of tactics used

15

13

9

Average number of social media platforms used

7

6

4

Percentage of marketing budget spent on content marketing

35%

27%

13%

Plans to increase content marketing spend over next 12 months

66%

60%

66%

Challenged with producing engaging content

33%

45%

60%

Challenged with producing a variety of content

33%

40%

49%

Challenged with lack of budget

24%

37%

47%

• “Most Effective” = Respondents who rated their organization’s use of content marketing as 4 or 5 in terms
of effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”)
• “Least Effective” = Respondents who rated their organization’s use of content marketing as 1 or 2 in terms
of effectiveness (on a scale of 1 to 5, with 1 being “Not At All Effective”)
2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs

SponSored by

5
STRATEGY

48% of B2B small business marketers have a
documented content strategy.
Percentage of B2B Small Business
Percentage of B2B Small Business
Marketers Who Have a Documented
Marketers Who Have a Documented
Content Strategy
Content Strategy

5%
Unsure

47%

48%
Yes

No

	 B2B small business marketers are more
likely to have a documented content
strategy when compared with their peers at
all other sizes of B2B companies.
	 B2B small business marketers who have
a documented content strategy are more
effective and less challenged with almost
all aspects of content marketing when
compared with their peers who do not have
a documented strategy.

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

6
STRATEGY

78% of B2B small businesses have someone in place
to oversee content marketing strategy.
Percentage of B2B Small Businesses
Percentage of B2B Small Businesses
with Someone Who Oversees
Someone Who Oversees
Marketing Strategy
Content MarketingStrategy
	 B2B small businesses are far more likely
than enterprise companies to have someone
in place who oversees content marketing
strategy (78% vs. 58%).

4%
Unsure

18%
No

78%
Yes

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

7
CONTENT VOLUME

75% of B2B small business marketers are producing
more content than they did one year ago.
Change in Amount of Content Creation
Change in Amount of Content Creation
Among B2B Small Business Marketers
Among B2B Small Business Marketers
(Over Last 12 Months)
(Over Last 12 Months)

3%
Less

19%
Same Amount

36%

	 B2B small business marketers have
increased their content production more
so than enterprise marketers (75% vs. 70%).

Significantly
More

39%
More

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

8
TACTIC USAGE

B2B small business marketers use an average of 13
content marketing tactics.
Content Marketing Usage Among
Content Marketing Usage Among
B2B Small Business Marketers
B2B Small BusinessMarketers

100

88%

(by Tactic)
Tactic)

82%82%

80

77% 76%

	 For the second year in a
row, B2B small business
marketers said their top
three tactics are social
media content (other
than blogs), articles
on their website, and
eNewsletters.

75% 74%

69%
63% 62%

60

61%

48%

Games/Gamification

Print Newsletters

Annual Reports

8%
21%
%
17% 17
Podcasts

Virtual Conferences

Mobile Apps

24% 24% 23%

Licensed/Syndicated Content

21%

Digital Magazines

Books

Print Magazines

eBooks

Branded Content Tools

Mobile Content

Microsites

Infographics

Webinars/Webcasts

White Papers

Online Presentations

Articles on Other Websites

In-person Events

Case Studies

Videos

Blogs

eNewsletters

Articles on Your Website

0

Social Media – Other than Blogs

20

Research Reports

40%
36% 35%
33% 32%
29%
26%

40

	 Most percentages
shown here are fairly
similar to last year,
with the exceptions of
infographic use, which
has risen from 39%
to 48%, and mobile
content, which has risen
from 27% to 35%.

2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs
SponSored by

9
TACTIC EFFECTIVENESS

B2B small business marketers say case studies and
in-person events are the most effective tactics they use.
Effectiveness Ratings of Tactics Among
Effectiveness Ratings of Tactics Among
B2B
B2B Small Business Marketers Who Use Them
Marketers Who Use Them
Say It’s Effective*

69%
67%
65%
65%
64%
63%
63%
59%
59%
58%

Say It’s Less Effective

Case Studies
In-person Events
Blogs
eNewsletters
eBooks
Videos
Webinars/Webcasts
Articles on Your Website
Research Reports
White Papers

31%
33%
35%
35%
36%

	 Confidence with all of these tactics has risen
this year. The biggest jumps have been with
eBooks (53% to 64%), eNewsletters
(56% to 65%), and articles on your website
(50% to 59%).

37%
37%
41%
41%
42%

100 90 80 70 60 50 40 30 20 10 10 20 30 40 50 60 70 80 90 100
* Percentage of respondents who rated these tactics as a 4 or 5 in terms
of effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”)

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

10
SOCIAL MEDIA USAGE

B2B small business marketers cite LinkedIn as the social
media platform they use most often to distribute content.
Percentage of B2B Small Business
Percentage of B2B Small Business
Marketers Who Use Various Social
Marketers Who Use Various Social
Media Platforms to Distribute Content
Media Platforms to Distribute Content
LinkedIn
Twitter
Facebook
YouTube
Google+
SlideShare
Pinterest

40%
36%

61%

91%
86%
82%
75%

0

20

40

	 Once again this year, LinkedIn, Twitter, and
Facebook (in that order) are cited as the
platforms used most often.
	 Usage of all these platforms has risen since last
year. Vine was a new option this year.

23%
Vimeo
23%
Vine 16%
15% Flickr
15% Foursquare
15% StumbleUpon
14% Tumblr

Instagram

	 B2B small business marketers use an average
of six social media platforms to distribute
content, compared with five last year.

	 Compared with last year, the biggest jumps in
usage have been with Google+ (40% to 61%),
SlideShare (24% to 40%), Instagram
(9% to 23%), and YouTube (62% to 75%).
60

80

100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

11
SOCIAL MEDIA EFFECTIVENESS

Although adoption rates for social media are high, B2B
small business marketers are unsure of its effectiveness.
EffectivenessRatings of Social Media
Effectiveness Ratings of Social Media
Platforms Among B2B Small Business
Platforms Among B2B Small Business
Marketers Who Use Them
MarketersWho Use Them
Say It’s Effective*

60%
49%

SlideShare

49%

Twitter

LinkedIn

Vimeo
43%
42% YouTube
30% Pinterest

28%

Say It’s Less Effective

40%
51%
51%
57%
58%
70%

Facebook

	 This is the first year that survey respondents
were asked to rate the effectiveness of social
media platforms. Like their enterprise peers,
B2B small business marketers say LinkedIn is
the most effective.

72%

100 90 80 70 60 50 40 30 20 10 10 20 30 40 50 60 70 80 90 100

*Percentage of respondents who rated these tactics as a 4 or 5 in terms of
effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”)

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

12
ORGANIZATIONAL GOALS

B2B small business marketers say brand awareness is
their organization’s top goal for content marketing.
Organizational Goals for
Organizational Goals for
Content Marketing
ContentMarketing
(B2B Small Businesses)
(B2BSmall Businesses)

85%
Lead Generation
78%
Customer Acquisition
74%
Thought Leadership
69%
Engagement
62%
Website Traffic
62%
Customer Retention/Loyalty 58%
52%
Sales
Lead Management/Nurturing 50%
Brand Awareness

0

10 20 30

	 Brand awareness is the top goal for most
B2B content marketers, regardless of
company size.

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

13
MEASUREMENT

B2B small business marketers cite Web traffic
as their top content marketing metric.
Metrics for
Metrics for
Content Marketing Success
Content Marketing Success
(B2B Small Businesses)
(B2B Small Businesses)
Website Traffic
64%
Sales Lead Quality
57%
Sales Lead Quantity 51%
Social Media Sharing 49%
SEO Ranking
48%
Time Spent on Website 41%
Direct Sales 37%
Qualitative Feedback from Customers 37%
Inbound Links 35%
Subscriber Growth 34%
Benchmark Lift of Company Awareness 27%
Benchmark Lift of Product/Service Awareness 23%
Increased Customer Loyalty 22%
Cross-selling 13%
Cost Savings 7%

0

10 20 30

the last year, with two notable exceptions:
B2B small business marketers are looking
less often at direct sales and qualitative
feedback from customers, which are both
down seven percentage points this year.

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

14

	 Metrics have remained fairly steady over

SponSored by
BUDGET

60% of B2B small business marketers plan to increase
their content marketing budget over the next 12 months.
Content Marketing Spending Among
Content Marketing Spending Among
B2B Small BusinessMarketers
B2B Small Business Marketers
(Over Next 12Months)
(Over Next 12 Months)

1% 7%
Unsure

Decrease

12%

Significantly
Increase

48%
Increase

	 Last year, 57% of B2B small business
marketers planned to increase spending.
	 More B2B small business marketers say they
will increase spending when compared with
enterprise marketers (60% vs. 52%).

31%
Remain the
Same

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

15
BUDGET

On average, B2B small business marketers allocate
27% of their total budget to content marketing.
Percentage ofMarketing Budget
Percentage of Marketing Budget
Spent on Content Marketing
Spent on Content Marketing
(B2B Small Businesses)
(B2B Small Businesses)

1%
4%

100%
75%-99%
50%-74%
25%-49%

13%
13%

10%-24%

13%
13%

5%-9%
1%-4%

2%

0%

22%

	 B2B small business marketers allocate
more budget to content marketing when
compared with enterprise marketers
(27% vs. 25%).

18%

Unsure
0

	 Last year, B2B small business marketers
allocated 31% of their budget to content
marketing.

10

20

30

Average Spent: 27%
2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

16
INSOURCING VS. OUTSOURCING

34% of B2B small business marketers outsource
content creation.
Insourcing vs. Outsourcing
Insourcing vs. Outsourcing
of Content Creation
of Content Creation
(B2B Small Businesses)
(B2B Small Businesses)

66%

In-house Only
Outsourced Only 1%

10

	 B2B small business marketers outsource
far less frequently when compared with
enterprise marketers (34% vs. 73%).

33%

Both
0

	 Last year, 39% of B2B small business
marketers outsourced content creation.

20

30

40

50

60

70

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

17
INSOURCING VS. OUTSOURCING

Writing and design are the functions that B2B small
business marketers are most likely to outsource.
Functions that B2B
Small Business
Functions that B2B Small
Business Marketers Outsource
Marketers Outsource
61%
56%

Writing
Design

	 Writing and design are the top two
functions that content marketers outsource,
regardless of company size.

Content Distribution/Syndication 35%
Editing

21%

Content Planning & Strategy 11%
Measurement/Analytics 11%
Buyer Persona Creation 2%
0

10 20 30

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

18
SEGMENTATION

B2B small business marketers tailor content
most often by industry trends.
How B2B Small Business Marketers
How B2B Small Business Marketers
Tailor Content
Tailor Content
68%

Industry Trends

58%

Profile of Individual Decision Makers
Company Characteristics

43%

Stage in the Buying Cycle
Personalized Content Preferences
Competitors’ Content
None

0

4%
10

20

	 95% of B2B small business marketers tailor
their content in at least one way.

56%

22%

11%
30

40

50

60

70

80

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

SponSored by

19
CHALLENGES

Content production issues top the list of challenges
for B2B small business marketers.
Challenges that B2B
Challenges that B2B
Small Business Marketers Face
Small Business Marketers Face
70%
Producing Enough Content 58%
Lack of Time

Producing the Kind of Content that Engages
Producing a Variety of Content
Lack of Budget

37%

40%

45%

28%
Inability to Collect Information from SMEs 25%
Lack of Knowledge and Training 24%
Lack of Buy-in/Vision 22%
Lack of Integration Across Marketing 17%
Lack of Integration Across HR 14%
Finding Trained Content Marketing Professionals 11%

Inability to Measure Content Effectiveness

0

10 20 30

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs

20

	 When compared with last year, fewer B2B
small business marketers are challenged
with:
	
•	Producing enough content
		 (down from 64% to 58%)
	
•	Producing engaging content
	 (down from 54% to 45%)
	
•	Producing a variety of content
	 (down from 43% to 40%)

SponSored by
CHALLENGES

Lack of time and producing enough content are the biggest
content marketing challenges for B2B small business marketers.
BiggestContent Marketing
Biggest Content Marketing
Challenge for B2B
Challenge for B2B
SmallBusiness Marketers
Small Business Marketers
Lack of Time

34%

Producing Enough Content 13%
Lack of Budget 9%
Lack of Buy-in/Vision

8%

Producing the Kind of Content that Engages

8%

	 When compared with B2B enterprise
marketers, small business marketers are
more challenged with lack of time
(34% vs. 13%) and producing enough
content (13% vs. 5%), but less challenged
with producing engaging content
(8% vs. 16%).

Inability to Measure Content Effectiveness 6%
Inability to Collect Information from SMEs
0

10 20 30

5%

40 50 60 70 80 90 100

2014 B2B Small Business Content Marketing Trends—North America:
Content Marketing Institute/MarketingProfs
SponSored by

21
DEMOGRAPHICS
B2B Small Business Content Marketing: 2014 Benchmarks, Budgets, and Trends—North America was produced by Content Marketing
Institute (CMI) and sponsored by New Rainmaker. It is based on the responses of a subset of 406 small business (10-99 employees)
business-to-business (B2B) marketers located in North America who replied to the fourth annual Content Marketing Survey. The
responses of the entire pool of B2B North American marketers, from companies of all sizes, were previously reported on in the
CMI/MarketingProfs report, B2B Content Marketing: 2014 Benchmarks, Budgets, and Trends—North America.
The fourth annual Content Marketing Survey was mailed electronically to a sample of marketers using lists from CMI, MarketingProfs,
Brightcove, Blackbaud, King Content, The Association for Data-driven Marketing & Advertising (ADMA), the Direct Marketing Association
UK (DMA), Industry Week, and New Equipment Digest. A total of 4,397 recipients from around the globe—representing a full range of
industries, functional areas, and company sizes—responded throughout July and August 2013.
This report also provides comparisons with the 241 marketers who identified themselves, in the same survey, as for-profit B2B enterprise
(1,000+ employees) marketers located in North America.

Industry Classification,
B2B Small Business

Industry Classification,
B2B Enterprises

(10-99 employees)
Other

Healthcare/
Pharmaceuticals

Advertising/
Communications/
Marketing/PR

22%

Accounting/
Banking/
Finance
Consulting

Publishing/
Media

5%

Internet/Online
Services

6%

7%

Software Design/
Development/
Distribution

15%

Manufacturing

10%

Software Design/
Development/
Distribution

Job Title/Function,
B2B Small Business

29%

3%

3%

(1,000+ employees)

Other

36%

14%

7%

General
Management

7%

Accounting/Banking
Finance

Other

6%

2%

Marketing/
Advertising/
Communications/
PR Management

Content Creation/
Management

10%

Corporate
Management/
Owner

21%

43%

(1,000+ employees)

Sales/Business Management

Sales/Business
Management
Marketing
Administration/
Support

Corporate
Management/Owner

Manufacturing

(10-99 employees)

6%

Job Title/Function,
B2B Enterprises

15%

7%

Publishing/
Media

5%

Advertising/
Communications/
Consulting Marketing/PR

Insurance

5%

Healthcare/
Pharmaceuticals

6%

6%

6%

3%

Website/Technology

4%

General Management

6%

Content Creation/
Management

9%

Other

4%
Marketing/
Advertising/
Communications/
PR Management

61%

Marketing
Administration/
Support

11%

SponSored by

22
About Content Marketing Institute:
Content Marketing Institute (CMI) is the leading global content marketing education and training organization.
CMI teaches enterprise brands how to attract and retain customers through compelling, multi-channel storytelling.
CMI’s Content Marketing World, the largest content marketing-focused event, is held every September, and Content
Marketing World Sydney, every March. CMI also produces the quarterly magazine Chief Content Officer, and provides
strategic consulting and content marketing research for some of the best-known brands in the world. CMI is a 2012
and 2013 Inc. 500 company.
View all original CMI research at www.contentmarketinginstitute.com/research. Learn how to create a documented
content marketing strategy, a key component for improving overall content marketing effectiveness.
About New Rainmaker:
New Rainmaker is the complete resource for small businesses that want a more effective and powerful approach to
online marketing. Brought to you by content marketing pioneers Copyblogger Media, the site provides free education
and a demonstration of the technology platform that attracts more prospects and converts more leads.
You get audio lessons, reports, webinars and more—all at no charge. You’ll also see firsthand how Rainmaker—the
next-generation content marketing platform—makes it possible to extract the amazing benefits of content marketing
without the painful technology hassles or expense.
Sign up for free here.

SponSored by

23

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B2B Small Business Content Marketing: 2014 Benchmarks, Budgets and Trends - North America

  • 1. B2B SMALL BUSINESS CONTENT MARKETING: 2014 Benchmarks, Budgets, and Trends – North America SponSored by
  • 2. Overview: The State of B2B SMALL BUSINESS Content Marketing IN NORTH AMERICA Greetings Content Marketers, Welcome to 2014 B2B Small Business Content Marketing Trends, North America. In this report, we look at how the content marketing practices of small business marketers (10-99 employees) in the business-to-business (B2B) space have changed over the last year. In some areas, we show how the most effective small business marketers approach content marketing differently than their less effective peers. In other areas, we compare small business marketers with enterprise marketers (1,000+ employees). Here are some of the key findings: • Confidence is up. Last year, 34% of B2B small business marketers said they were effective at content marketing. This year, 45% say they are effective. • B2B small business marketers are more likely to have a documented content strategy when compared with their peers at both smaller and larger organizations. • B2B small business marketers are using social media more frequently than they did last year. The biggest jumps have been in Google+ (40% to 61%), SlideShare (24% to 40%), Instagram (9% to 23%), and YouTube (62% to 75%). While B2B small business marketers continue to be challenged with producing enough content as well as engaging content, they have made improvements in both of these areas. They also continue to invest in content marketing, with 60% saying they will increase their spending over the next 12 months. We hope you find this information useful in executing your own content marketing strategy. Joe Pulizzi Founder Content Marketing Institute SponSored by 2
  • 3. USAGE 94% of B2B small business marketers use content marketing. Percentageof B2B Percentage of B2B Small BusinessMarketers Small Business Marketers Using Content Marketing Using Content Marketing 6% do not use content marketing  Compared with last year, the percentage of B2B small business marketers who use content marketing has remained the same. 94% use content marketing 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 3
  • 4. OVERALL EFFECTIVENESS 45% of B2B small business marketers say they are effective at content marketing. How B2B Small Business Marketers How B2B Small Business Marketers Rate the Effectiveness of Rate the Effectiveness of Their Organization’s Their Organization’s Use of Content Marketing Use of Content Marketing 5 4 3 Very Effective 10% 35%  Last year, 34% of B2B small business marketers said they were effective at content marketing. 40% 13% 2 1 Not At All Effective 0 10 20 30 2% 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 4
  • 5. OVERALL EFFECTIVENESS Profile of a best-in-class B2B small business marketer. Comparison Most Effective B2B Small Business Marketers Comparison ofof Most Effective B2BSmall Business Marketers with Least Effective B2B Small Business Marketers with Least Effective B2B Small Business Marketers Most Effective Overall/Average Least Effective Has a documented content strategy 69% 48% 7% Has someone who oversees content marketing strategy 88% 78% 51% Producing more content than one year ago 81% 75% 55% Average number of tactics used 15 13 9 Average number of social media platforms used 7 6 4 Percentage of marketing budget spent on content marketing 35% 27% 13% Plans to increase content marketing spend over next 12 months 66% 60% 66% Challenged with producing engaging content 33% 45% 60% Challenged with producing a variety of content 33% 40% 49% Challenged with lack of budget 24% 37% 47% • “Most Effective” = Respondents who rated their organization’s use of content marketing as 4 or 5 in terms of effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”) • “Least Effective” = Respondents who rated their organization’s use of content marketing as 1 or 2 in terms of effectiveness (on a scale of 1 to 5, with 1 being “Not At All Effective”) 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 5
  • 6. STRATEGY 48% of B2B small business marketers have a documented content strategy. Percentage of B2B Small Business Percentage of B2B Small Business Marketers Who Have a Documented Marketers Who Have a Documented Content Strategy Content Strategy 5% Unsure 47% 48% Yes No  B2B small business marketers are more likely to have a documented content strategy when compared with their peers at all other sizes of B2B companies.  B2B small business marketers who have a documented content strategy are more effective and less challenged with almost all aspects of content marketing when compared with their peers who do not have a documented strategy. 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 6
  • 7. STRATEGY 78% of B2B small businesses have someone in place to oversee content marketing strategy. Percentage of B2B Small Businesses Percentage of B2B Small Businesses with Someone Who Oversees Someone Who Oversees Marketing Strategy Content MarketingStrategy  B2B small businesses are far more likely than enterprise companies to have someone in place who oversees content marketing strategy (78% vs. 58%). 4% Unsure 18% No 78% Yes 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 7
  • 8. CONTENT VOLUME 75% of B2B small business marketers are producing more content than they did one year ago. Change in Amount of Content Creation Change in Amount of Content Creation Among B2B Small Business Marketers Among B2B Small Business Marketers (Over Last 12 Months) (Over Last 12 Months) 3% Less 19% Same Amount 36%  B2B small business marketers have increased their content production more so than enterprise marketers (75% vs. 70%). Significantly More 39% More 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 8
  • 9. TACTIC USAGE B2B small business marketers use an average of 13 content marketing tactics. Content Marketing Usage Among Content Marketing Usage Among B2B Small Business Marketers B2B Small BusinessMarketers 100 88% (by Tactic) Tactic) 82%82% 80 77% 76%  For the second year in a row, B2B small business marketers said their top three tactics are social media content (other than blogs), articles on their website, and eNewsletters. 75% 74% 69% 63% 62% 60 61% 48% Games/Gamification Print Newsletters Annual Reports 8% 21% % 17% 17 Podcasts Virtual Conferences Mobile Apps 24% 24% 23% Licensed/Syndicated Content 21% Digital Magazines Books Print Magazines eBooks Branded Content Tools Mobile Content Microsites Infographics Webinars/Webcasts White Papers Online Presentations Articles on Other Websites In-person Events Case Studies Videos Blogs eNewsletters Articles on Your Website 0 Social Media – Other than Blogs 20 Research Reports 40% 36% 35% 33% 32% 29% 26% 40  Most percentages shown here are fairly similar to last year, with the exceptions of infographic use, which has risen from 39% to 48%, and mobile content, which has risen from 27% to 35%. 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 9
  • 10. TACTIC EFFECTIVENESS B2B small business marketers say case studies and in-person events are the most effective tactics they use. Effectiveness Ratings of Tactics Among Effectiveness Ratings of Tactics Among B2B B2B Small Business Marketers Who Use Them Marketers Who Use Them Say It’s Effective* 69% 67% 65% 65% 64% 63% 63% 59% 59% 58% Say It’s Less Effective Case Studies In-person Events Blogs eNewsletters eBooks Videos Webinars/Webcasts Articles on Your Website Research Reports White Papers 31% 33% 35% 35% 36%  Confidence with all of these tactics has risen this year. The biggest jumps have been with eBooks (53% to 64%), eNewsletters (56% to 65%), and articles on your website (50% to 59%). 37% 37% 41% 41% 42% 100 90 80 70 60 50 40 30 20 10 10 20 30 40 50 60 70 80 90 100 * Percentage of respondents who rated these tactics as a 4 or 5 in terms of effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”) 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 10
  • 11. SOCIAL MEDIA USAGE B2B small business marketers cite LinkedIn as the social media platform they use most often to distribute content. Percentage of B2B Small Business Percentage of B2B Small Business Marketers Who Use Various Social Marketers Who Use Various Social Media Platforms to Distribute Content Media Platforms to Distribute Content LinkedIn Twitter Facebook YouTube Google+ SlideShare Pinterest 40% 36% 61% 91% 86% 82% 75% 0 20 40  Once again this year, LinkedIn, Twitter, and Facebook (in that order) are cited as the platforms used most often.  Usage of all these platforms has risen since last year. Vine was a new option this year. 23% Vimeo 23% Vine 16% 15% Flickr 15% Foursquare 15% StumbleUpon 14% Tumblr Instagram  B2B small business marketers use an average of six social media platforms to distribute content, compared with five last year.  Compared with last year, the biggest jumps in usage have been with Google+ (40% to 61%), SlideShare (24% to 40%), Instagram (9% to 23%), and YouTube (62% to 75%). 60 80 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 11
  • 12. SOCIAL MEDIA EFFECTIVENESS Although adoption rates for social media are high, B2B small business marketers are unsure of its effectiveness. EffectivenessRatings of Social Media Effectiveness Ratings of Social Media Platforms Among B2B Small Business Platforms Among B2B Small Business Marketers Who Use Them MarketersWho Use Them Say It’s Effective* 60% 49% SlideShare 49% Twitter LinkedIn Vimeo 43% 42% YouTube 30% Pinterest 28% Say It’s Less Effective 40% 51% 51% 57% 58% 70% Facebook  This is the first year that survey respondents were asked to rate the effectiveness of social media platforms. Like their enterprise peers, B2B small business marketers say LinkedIn is the most effective. 72% 100 90 80 70 60 50 40 30 20 10 10 20 30 40 50 60 70 80 90 100 *Percentage of respondents who rated these tactics as a 4 or 5 in terms of effectiveness (on a scale of 1 to 5, with 5 being “Very Effective”) 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 12
  • 13. ORGANIZATIONAL GOALS B2B small business marketers say brand awareness is their organization’s top goal for content marketing. Organizational Goals for Organizational Goals for Content Marketing ContentMarketing (B2B Small Businesses) (B2BSmall Businesses) 85% Lead Generation 78% Customer Acquisition 74% Thought Leadership 69% Engagement 62% Website Traffic 62% Customer Retention/Loyalty 58% 52% Sales Lead Management/Nurturing 50% Brand Awareness 0 10 20 30  Brand awareness is the top goal for most B2B content marketers, regardless of company size. 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 13
  • 14. MEASUREMENT B2B small business marketers cite Web traffic as their top content marketing metric. Metrics for Metrics for Content Marketing Success Content Marketing Success (B2B Small Businesses) (B2B Small Businesses) Website Traffic 64% Sales Lead Quality 57% Sales Lead Quantity 51% Social Media Sharing 49% SEO Ranking 48% Time Spent on Website 41% Direct Sales 37% Qualitative Feedback from Customers 37% Inbound Links 35% Subscriber Growth 34% Benchmark Lift of Company Awareness 27% Benchmark Lift of Product/Service Awareness 23% Increased Customer Loyalty 22% Cross-selling 13% Cost Savings 7% 0 10 20 30 the last year, with two notable exceptions: B2B small business marketers are looking less often at direct sales and qualitative feedback from customers, which are both down seven percentage points this year. 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs 14  Metrics have remained fairly steady over SponSored by
  • 15. BUDGET 60% of B2B small business marketers plan to increase their content marketing budget over the next 12 months. Content Marketing Spending Among Content Marketing Spending Among B2B Small BusinessMarketers B2B Small Business Marketers (Over Next 12Months) (Over Next 12 Months) 1% 7% Unsure Decrease 12% Significantly Increase 48% Increase  Last year, 57% of B2B small business marketers planned to increase spending.  More B2B small business marketers say they will increase spending when compared with enterprise marketers (60% vs. 52%). 31% Remain the Same 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 15
  • 16. BUDGET On average, B2B small business marketers allocate 27% of their total budget to content marketing. Percentage ofMarketing Budget Percentage of Marketing Budget Spent on Content Marketing Spent on Content Marketing (B2B Small Businesses) (B2B Small Businesses) 1% 4% 100% 75%-99% 50%-74% 25%-49% 13% 13% 10%-24% 13% 13% 5%-9% 1%-4% 2% 0% 22%  B2B small business marketers allocate more budget to content marketing when compared with enterprise marketers (27% vs. 25%). 18% Unsure 0  Last year, B2B small business marketers allocated 31% of their budget to content marketing. 10 20 30 Average Spent: 27% 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 16
  • 17. INSOURCING VS. OUTSOURCING 34% of B2B small business marketers outsource content creation. Insourcing vs. Outsourcing Insourcing vs. Outsourcing of Content Creation of Content Creation (B2B Small Businesses) (B2B Small Businesses) 66% In-house Only Outsourced Only 1% 10  B2B small business marketers outsource far less frequently when compared with enterprise marketers (34% vs. 73%). 33% Both 0  Last year, 39% of B2B small business marketers outsourced content creation. 20 30 40 50 60 70 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 17
  • 18. INSOURCING VS. OUTSOURCING Writing and design are the functions that B2B small business marketers are most likely to outsource. Functions that B2B Small Business Functions that B2B Small Business Marketers Outsource Marketers Outsource 61% 56% Writing Design  Writing and design are the top two functions that content marketers outsource, regardless of company size. Content Distribution/Syndication 35% Editing 21% Content Planning & Strategy 11% Measurement/Analytics 11% Buyer Persona Creation 2% 0 10 20 30 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 18
  • 19. SEGMENTATION B2B small business marketers tailor content most often by industry trends. How B2B Small Business Marketers How B2B Small Business Marketers Tailor Content Tailor Content 68% Industry Trends 58% Profile of Individual Decision Makers Company Characteristics 43% Stage in the Buying Cycle Personalized Content Preferences Competitors’ Content None 0 4% 10 20  95% of B2B small business marketers tailor their content in at least one way. 56% 22% 11% 30 40 50 60 70 80 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 19
  • 20. CHALLENGES Content production issues top the list of challenges for B2B small business marketers. Challenges that B2B Challenges that B2B Small Business Marketers Face Small Business Marketers Face 70% Producing Enough Content 58% Lack of Time Producing the Kind of Content that Engages Producing a Variety of Content Lack of Budget 37% 40% 45% 28% Inability to Collect Information from SMEs 25% Lack of Knowledge and Training 24% Lack of Buy-in/Vision 22% Lack of Integration Across Marketing 17% Lack of Integration Across HR 14% Finding Trained Content Marketing Professionals 11% Inability to Measure Content Effectiveness 0 10 20 30 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs 20  When compared with last year, fewer B2B small business marketers are challenged with: • Producing enough content (down from 64% to 58%) • Producing engaging content (down from 54% to 45%) • Producing a variety of content (down from 43% to 40%) SponSored by
  • 21. CHALLENGES Lack of time and producing enough content are the biggest content marketing challenges for B2B small business marketers. BiggestContent Marketing Biggest Content Marketing Challenge for B2B Challenge for B2B SmallBusiness Marketers Small Business Marketers Lack of Time 34% Producing Enough Content 13% Lack of Budget 9% Lack of Buy-in/Vision 8% Producing the Kind of Content that Engages 8%  When compared with B2B enterprise marketers, small business marketers are more challenged with lack of time (34% vs. 13%) and producing enough content (13% vs. 5%), but less challenged with producing engaging content (8% vs. 16%). Inability to Measure Content Effectiveness 6% Inability to Collect Information from SMEs 0 10 20 30 5% 40 50 60 70 80 90 100 2014 B2B Small Business Content Marketing Trends—North America: Content Marketing Institute/MarketingProfs SponSored by 21
  • 22. DEMOGRAPHICS B2B Small Business Content Marketing: 2014 Benchmarks, Budgets, and Trends—North America was produced by Content Marketing Institute (CMI) and sponsored by New Rainmaker. It is based on the responses of a subset of 406 small business (10-99 employees) business-to-business (B2B) marketers located in North America who replied to the fourth annual Content Marketing Survey. The responses of the entire pool of B2B North American marketers, from companies of all sizes, were previously reported on in the CMI/MarketingProfs report, B2B Content Marketing: 2014 Benchmarks, Budgets, and Trends—North America. The fourth annual Content Marketing Survey was mailed electronically to a sample of marketers using lists from CMI, MarketingProfs, Brightcove, Blackbaud, King Content, The Association for Data-driven Marketing & Advertising (ADMA), the Direct Marketing Association UK (DMA), Industry Week, and New Equipment Digest. A total of 4,397 recipients from around the globe—representing a full range of industries, functional areas, and company sizes—responded throughout July and August 2013. This report also provides comparisons with the 241 marketers who identified themselves, in the same survey, as for-profit B2B enterprise (1,000+ employees) marketers located in North America. Industry Classification, B2B Small Business Industry Classification, B2B Enterprises (10-99 employees) Other Healthcare/ Pharmaceuticals Advertising/ Communications/ Marketing/PR 22% Accounting/ Banking/ Finance Consulting Publishing/ Media 5% Internet/Online Services 6% 7% Software Design/ Development/ Distribution 15% Manufacturing 10% Software Design/ Development/ Distribution Job Title/Function, B2B Small Business 29% 3% 3% (1,000+ employees) Other 36% 14% 7% General Management 7% Accounting/Banking Finance Other 6% 2% Marketing/ Advertising/ Communications/ PR Management Content Creation/ Management 10% Corporate Management/ Owner 21% 43% (1,000+ employees) Sales/Business Management Sales/Business Management Marketing Administration/ Support Corporate Management/Owner Manufacturing (10-99 employees) 6% Job Title/Function, B2B Enterprises 15% 7% Publishing/ Media 5% Advertising/ Communications/ Consulting Marketing/PR Insurance 5% Healthcare/ Pharmaceuticals 6% 6% 6% 3% Website/Technology 4% General Management 6% Content Creation/ Management 9% Other 4% Marketing/ Advertising/ Communications/ PR Management 61% Marketing Administration/ Support 11% SponSored by 22
  • 23. About Content Marketing Institute: Content Marketing Institute (CMI) is the leading global content marketing education and training organization. CMI teaches enterprise brands how to attract and retain customers through compelling, multi-channel storytelling. CMI’s Content Marketing World, the largest content marketing-focused event, is held every September, and Content Marketing World Sydney, every March. CMI also produces the quarterly magazine Chief Content Officer, and provides strategic consulting and content marketing research for some of the best-known brands in the world. CMI is a 2012 and 2013 Inc. 500 company. View all original CMI research at www.contentmarketinginstitute.com/research. Learn how to create a documented content marketing strategy, a key component for improving overall content marketing effectiveness. About New Rainmaker: New Rainmaker is the complete resource for small businesses that want a more effective and powerful approach to online marketing. Brought to you by content marketing pioneers Copyblogger Media, the site provides free education and a demonstration of the technology platform that attracts more prospects and converts more leads. You get audio lessons, reports, webinars and more—all at no charge. You’ll also see firsthand how Rainmaker—the next-generation content marketing platform—makes it possible to extract the amazing benefits of content marketing without the painful technology hassles or expense. Sign up for free here. SponSored by 23