B2B Marketing - How B2B Marketing is different from B2C Marketing and What works in B2B Marketing. Presentation given by Arun Tyagi, GM, Marketing, IndiaMART at NIILM. 04 March 2011.

1. B2B Marketing How it is different from B2C Marketing. What works in B2B Marketing . ARUN TYAGI GM – Marketing, IndiaMART.com Seminar on Service Sector: An Agenda for India’s Growth, NIILM. 04 March 2011.

2. Idea of Marketing Ultimate objective of marketing is to generate intent to buy the product.

3. Marketing Communication Everything is driven by TG. Know your TG and understand their needs/aspirations. COMMUNICATION Features/ Benefits Pain Areas/ Needs Aspirations Map Marketing Communication is a marriage of Product’s features/benefits and TG’s pain areas/needs/aspirations… Product Target Audience

4. B2B Marketing How it is different from B2C Marketing. B2B B2C Small/Focused Target Market Large Target Market Features/Functional/Education Benefits/Symbolic/Appeal Rational….mostly Emotional…mostly Less/Selective Media Consumption Multiple Touch Points Long Lead Time/Multi Step Process Short Lead Time/Single Step Process Long Term Relationship Instantly Interesting Create and Support Demand Drive Demand

6. Accolade This PPT is acclaimed to be featured on Slideshare Homepage!

7. Thank You. ARUN TYAGI GM – Marketing, IndiaMART.com Twitter: twitter.com/aruntyagi77 LinkedIn: linkedin.com/in/aruntyagi77