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B2B Marketing Trends 2016
www.digitalmarketingchennai.com
Ecommerce definition and types
of ecommerce
Ecommerce can be broken into:
B2B, B2C
B2B (Business-to-Business) B2C (Business-to-Consumer)
 Companies doing
business with each other
such as manufacturers
selling to distributors and
wholesalers selling to
retailers. Pricing is based
on quantity of order and
is often negotiable.
 Businesses selling to the
general public typically
through catalogs utilizing
shopping cart software.
By dollar volume, B2B
takes the prize, however
B2C is really what the
average Joe has in mind
with regards to
ecommerce as a whole.
Difference between B2B & B2C
B2B Buyers B2C Buyers
 B2B buyers are more
focused on the logic of
the product
 There is no personal
emotion involved in the
purchasing decision of a
B2B buyer
 B2B buyers focus on
how your product or
service saves their time,
money and resources.
 B2C buyers are more
focused on the benefits
of the product
 B2C buyer's decision is
more emotional
 B2C buyers will focus on
the result and benefits
that your product or
service will bring to them.
B2B Purchase B2C Purchase
 It usually includes multi-
step buying process that
needs more than one
person to decide on the
purchase
 It requires long time to
get
executed.
 It usually includes short
and simple purchasing
process
 It takes few days to get
executed.
Purchasing process
Sales process
B2B Sales B2C Sales
 It requires consultative
selling, that is based on
understanding a client's
needs and developing a
relationship of trust.
 It includes a process that
is direct to the consumer
or involves a retailer.
Importance of Brand
B2B Market B2C Market
 In this type of marketing
brand will help you to be
considered and
recognized
 In this type of marketing
brand is created through
personal relationships
and consultative selling.
 In this type of marketing
brand will encourage the
customer to buy, remain
loyal and potentially pay
a higher price
 In this type of marketing
brand is created through
advertising and social
media.
The things that will matter the
most for B2B marketers in 2016
Predictive analytics
 "2016 will be the year when
organisations finally put their money
where their mouth is and turn
predictive analytics from a theoretical
nice-to-have, into something that can
drive real prospect and customer
engagement." Chris Benedetto,
Pegasystems
Recruitment and up-skilling
 Rick Schultz senior VP of marketing
at Alteryx makes the point plainly:
“Every single role in marketing now
needs analytical skills. Not everyone
needs to be a data specialist – but
they have to have the ability to think
analytically about data in a way that
allows them to test and measure
Marketing automation
 Paul Houston , director of Cognition ,
says: “MA isn’t just limited to email.
Your social media activity can be
integrated into your campaigns. For
example, by engaging with the right
audience on social media in a helpful
manner, you can expand your
audience and capture a consistent flow
The Multi-channel customer
 Henning Ogberg, Senior VP, EMEA at
SugarCRM , concludes: “What
customers really want is to be able to
switch between channels seamlessly
while continuing a single conversation
or transaction with a business. If they’re
not able to do this, marketers risk
facing a disgruntled customer.”
Events and tradeshows
 Some old techniques are making a
comeback (for most companies they
never got old). In any relationship-
driven business, in-person interactions
act as the best marketing technique
since there is no substitute to it.
Social media
 The highly interactive nature of social
networks allows you to build strong
customer relations and provide
frequent product updates. Since
membership is generally free, social
networks are a cost-effective way of
engaging customers.
Blogs
 Blogs are powerful marketing tools for
establishing yourself as an expert and
promoting your goods or services.
Your expertise and passion will earn
your customers' trust.
Email marketing
 Sending sales and newsletters to your
customers creates awareness of new
products, promotions and updates.
Telephone marketing
 Preparation is the key to successful
telephone marketing. Sending your
customers promotional materials or
discount coupons before making your
call gives them time to familiarize
themselves with your service or
product.
Video marketing
 70% of marketers are now using
online video.
 A video on a B2B landing page can
increase conversion by 80% .
 46% of B2B buyers will purchase a
product or service after viewing video
content
Contact
 Fortune Communications,
76, 1st Floor,
Odiampet Main Road, Villianur,
PUDUCHERRY 605110, INDIA
9894 780 972
 Email: mybayceo@gmail.com
 Digitalmarketingchennai.com
 CEO: Joseph D.
 CTO: Parimala @ Deborah, USA.

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B2B Marketing Trends 2016

  • 1. B2B Marketing Trends 2016 www.digitalmarketingchennai.com
  • 2. Ecommerce definition and types of ecommerce
  • 3. Ecommerce can be broken into: B2B, B2C B2B (Business-to-Business) B2C (Business-to-Consumer)  Companies doing business with each other such as manufacturers selling to distributors and wholesalers selling to retailers. Pricing is based on quantity of order and is often negotiable.  Businesses selling to the general public typically through catalogs utilizing shopping cart software. By dollar volume, B2B takes the prize, however B2C is really what the average Joe has in mind with regards to ecommerce as a whole.
  • 4. Difference between B2B & B2C B2B Buyers B2C Buyers  B2B buyers are more focused on the logic of the product  There is no personal emotion involved in the purchasing decision of a B2B buyer  B2B buyers focus on how your product or service saves their time, money and resources.  B2C buyers are more focused on the benefits of the product  B2C buyer's decision is more emotional  B2C buyers will focus on the result and benefits that your product or service will bring to them.
  • 5. B2B Purchase B2C Purchase  It usually includes multi- step buying process that needs more than one person to decide on the purchase  It requires long time to get executed.  It usually includes short and simple purchasing process  It takes few days to get executed. Purchasing process
  • 6. Sales process B2B Sales B2C Sales  It requires consultative selling, that is based on understanding a client's needs and developing a relationship of trust.  It includes a process that is direct to the consumer or involves a retailer.
  • 7. Importance of Brand B2B Market B2C Market  In this type of marketing brand will help you to be considered and recognized  In this type of marketing brand is created through personal relationships and consultative selling.  In this type of marketing brand will encourage the customer to buy, remain loyal and potentially pay a higher price  In this type of marketing brand is created through advertising and social media.
  • 8. The things that will matter the most for B2B marketers in 2016
  • 9. Predictive analytics  "2016 will be the year when organisations finally put their money where their mouth is and turn predictive analytics from a theoretical nice-to-have, into something that can drive real prospect and customer engagement." Chris Benedetto, Pegasystems
  • 10. Recruitment and up-skilling  Rick Schultz senior VP of marketing at Alteryx makes the point plainly: “Every single role in marketing now needs analytical skills. Not everyone needs to be a data specialist – but they have to have the ability to think analytically about data in a way that allows them to test and measure
  • 11. Marketing automation  Paul Houston , director of Cognition , says: “MA isn’t just limited to email. Your social media activity can be integrated into your campaigns. For example, by engaging with the right audience on social media in a helpful manner, you can expand your audience and capture a consistent flow
  • 12. The Multi-channel customer  Henning Ogberg, Senior VP, EMEA at SugarCRM , concludes: “What customers really want is to be able to switch between channels seamlessly while continuing a single conversation or transaction with a business. If they’re not able to do this, marketers risk facing a disgruntled customer.”
  • 13. Events and tradeshows  Some old techniques are making a comeback (for most companies they never got old). In any relationship- driven business, in-person interactions act as the best marketing technique since there is no substitute to it.
  • 14. Social media  The highly interactive nature of social networks allows you to build strong customer relations and provide frequent product updates. Since membership is generally free, social networks are a cost-effective way of engaging customers.
  • 15. Blogs  Blogs are powerful marketing tools for establishing yourself as an expert and promoting your goods or services. Your expertise and passion will earn your customers' trust.
  • 16. Email marketing  Sending sales and newsletters to your customers creates awareness of new products, promotions and updates.
  • 17. Telephone marketing  Preparation is the key to successful telephone marketing. Sending your customers promotional materials or discount coupons before making your call gives them time to familiarize themselves with your service or product.
  • 18. Video marketing  70% of marketers are now using online video.  A video on a B2B landing page can increase conversion by 80% .  46% of B2B buyers will purchase a product or service after viewing video content
  • 19. Contact  Fortune Communications, 76, 1st Floor, Odiampet Main Road, Villianur, PUDUCHERRY 605110, INDIA 9894 780 972  Email: mybayceo@gmail.com  Digitalmarketingchennai.com  CEO: Joseph D.  CTO: Parimala @ Deborah, USA.