Social Media and B2B - SoCon09

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Social Media and B2B - SoCon09

  1. 1. B2B and Social Media Jon Gatrell VP, Product Marketing & Strategy Inovis @spatially
  2. 2. Who, What and Why? the market brands Buyers customers BLOGS everyone employees analyst influencers everyone products people relationships competitors
  3. 3. In a WORD Community
  4. 4. What is community, besides a buzzword?
  5. 5. People are using all types of social networks to self-publish, share, connect, reconnect and establish an array of communities. This is happening in both professionally and personally .* *David Armano If Facebook were a country—it would be the 6/7th largest country in the world .
  6. 6. Social, Web 2.0 tactics seen as “new thing” “ Of the following interactive marketing tactics, which ones are you using or piloting?” Base: 189 B2B marketers Source: Forrester’s Q1 2008 B2B Online Social Computing Survey Email newsletters Webinars and/or teleconferencing Microsites, landing pages, or personal URLs Online display ads (static or dynamic) Rich media demonstrations/apps Video marketing (brand, product, or testimonial RSS feeds Blogs Podcasts Online communities or forums Social Networks (e.g., LinkedIn, Facebook) Virtual tradeshows or conference Contextual or behavioral targeting of ads Customer (or partner) contributed content 86% 2% 75% 8% 72% 11% 66% 4% 60% 10% 39% 10% 33% 13% 31% 17% 29% 12% 28% 15% 25% 17% 23% 10% 21% 10% 19% 6% Using Piloting
  7. 7. B2B Uses <ul><li>Thought Leadership </li></ul><ul><li>Lead Generation </li></ul><ul><li>Communication </li></ul><ul><li>Knowledge Management </li></ul><ul><li>Service </li></ul>
  8. 8. Define YOUR Objectives, Know the metrics B2B Social Objectives Functional Alignment Success metrics LISTENING Research <ul><li>Customer insight </li></ul><ul><li>Improved segmentation </li></ul><ul><li>Reduced pain; alignment of offering with need </li></ul>TALKING Marketing, education <ul><li>Changes in reach, impressions, brand awareness </li></ul><ul><li>Increased share of voice </li></ul><ul><li>Higher quality of responses to offers </li></ul>ENERGIZING Sales <ul><li>Increased velocity of messages in market </li></ul><ul><li>Increased recommendation, promotion, advocacy </li></ul><ul><li>Higher trust, brand trust perception </li></ul>SPREADING Professional services <ul><li>Faster deployments at new customers </li></ul><ul><li>Existing customers create new business capacity </li></ul>SUPPORTING Customer service, technical support <ul><li>Reduced support costs </li></ul><ul><li>Higher customer satisfaction </li></ul><ul><li>Less churn </li></ul>EMBRACING Development, Product Marketing <ul><li>Deliver products faster to market </li></ul><ul><li>Increased loyalty, increased advocacy </li></ul>
  9. 9. Social media isn’t about the strategy so much as it is about being part of the medium, the tactics. Prior to social media, marketing was far more a spectator sport. But, with the outside-in brand reality emerging , the traditional investment in marketing programs and measurements just isn’t going to work. The Social Marketing Construct: Evolving Brands and Emerging Realities
  10. 10. Do nothing is NOT option
  11. 11. GO ALL IN!
  12. 12. Encourage Employees
  13. 13. Corporate Blogs
  14. 14. Thinking New: Supply Chains? Social Network Platforms Business Community Platforms
  15. 16. jon gatrell @spatially CONVERSATION STARTS HERE

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