Understand the modern digital nurturing impetus in the era of Buyer 2.0 and the strategic role of content + email/ Web nurturing in the new content- based buyer dialogue.
3. Agenda
Ā§ļ§āÆ The art of digital nurturing
Ā§ļ§āÆ Buyer 2.0 and the buying process
Ā§ļ§āÆ Content marketing: The new āsecret sauceā
Ā§ļ§āÆ Digital nurturing basics
Ā§ļ§āÆ Straumann nurturing pilot program
4. Presentation goal: Understand the
modern digital nurturing impetus in
the era of Buyer 2.0 and the
strategic role of content + email/
Web nurturing in the new content-
based buyer dialogue.
10. B2B demand-gen is a numbers game
Ā§ļ§āÆ Only 2-5% of raw inquiries
coming into the top of the
B2B marketing and sales
āfunnelā convert to sales.
Ā§ļ§āÆ 25-30% of B2B marketing
databases have bad or
incomplete records.
Source: SiriusDecisions Summit 2010
18. Lead quality is key to sales.
ā[S]ales reps that focused on fewer,
more winnable deals tend to do
better. Flooding the rep with low
quality/high quantity leads only
increases their ineļ¬ciencies ā¦ .ā
Source: SiriusDecisions, āThe Perfect Pipeline: When Less Is Moreā
19. Digital nurturing improves sales.
Best-in-class:
Ā§ļ§āÆ Double the bid-win-ratio on
nurtured leads
Ā§ļ§āÆ Nurtured leads delivered 47%
higher average order values
Source: Aberdeen Group, "Lead Nurturing: The Secret to Successful Lead Generation"
22. #1 - B2B buyers are increasingly
turning to online sources, on their
own, earlier in their process, to
research purchases before ever
calling a 'live' sales rep.
23. Turning to online sources ...
Source: Enquiro, āIntegrated Persuasion: Online and Offlineā
24. As they need things ...
72% of the time ā t for a speci c
need at a speci c timeā is the
number one reason for a B2B
purchase today.
Source: Forrester Marketing Forum 2010 presentation
25. #2 - B2B buyers are increasingly
leveraging social media -- such as
Twitter, blogs, etc. ā for peer
communication in the information
collection and validation phases of
the buying process.
26. Peer in uence is king ...
Source: ITSMA, āHow Customers Choose Solution Providers, 2009.ā Global data.
27. Leveraging the Groundswell ...
āThe groundswell is: A social
trend in which people use
technologies to get the
things they need from each
other, rather than from
traditional institutions like
corporations.ā
Source: Charlene Li and Josh Bernoļ¬, Groundswell.
28. Leveraging social media ...
Source: B2B Marketing/Base One, "BUYERSPHERE, Survey
of B2B Buyers' Use of Social Media"
29. #3 ā B2B marketers are shifting their
attention away from traditional, ad-
driven demand generation channels
as B2B buyers shift to new channels.
42. Relevant messaging?
ā86% of the 'unique bene ts'
touted by vendors were not
perceived as unique or
having enough impact to
create preference.ā
Source: Tim Riesterer, "Three B2B Value-Proposition Rules That Create Preference, Not Just Parity"
43. One-to-one engagement?
āBuyers have higher expectations
for intimacy. ā¦ We have built
intimacy into the later stages of the
buying process. ā¦ But at the front
end, our traditional tactics are starting
to come oļ¬ with all the warmth and
sincerity of an English royal.ā
Source: Chris Koch, āWhy you need to turn your customers into stalkersā
44. Content is now ...
Ā§ļ§āÆ Critical information
Ā§ļ§āÆ Conveyed on speci c topics
Ā§ļ§āÆ Carries the buying process forward
Ā§ļ§āÆ Delivered via right channel / timing / voice
... aligned to speci c phases of the buying cycle.
45. Aligning content by buying stage
Acknowledgment
Social media
Thought leadership
(w/ E-mail nurturing)
Traditional media
Investigation Decision
Detailed product literature
E-mail nurturing
Sales proposals
Field events
Search
Criteria
Measurement Analyst reports
Analyst reports Blog + Web reviews
Search Search
Source: R. Jolles Product Web sites
w/ A. Needles contributions
52. Nurturing path = the dynamic campaign
Ā§ļ§āÆ Buyer triggered; pull not push
Ā§ļ§āÆ Match content to stage of process
Ā§ļ§āÆ Persona targeting
Ā§ļ§āÆ One-to-one relevance
Ā§ļ§āÆ Progressive pro ling
Ā§ļ§āÆ Scoring/routing drive next touch point
57. Email = Top B2B tactic
ā¢āÆ 89% of B2B marketers use email.
ā¢āÆ Email is the number-one
outbound B2B marketing tactic
used today.
Source: Forrester Marketing Forum 2010 presentation
59. Email strengths and weaknesses
Ā§ļ§āÆ Great for
āāÆ Sustaining engagement ... nurturing thread
āāÆ Delivering targeted oļ¬ers to buyers you know
Ā§ļ§āÆ Not so good for
āāÆ Front-end lead generation
āāÆ Repeated mass oļ¬ers to buyers you donāt know
66. Inbound is more critical than ever
āCurrently, more than half of all
new inquiries are generated
through the Web; we believe
that by 2015, this number will
rise to nearly 75%. Inbound
marketing [is not] new in theory,
but ... marketers must plan for
it ... .ā
Source: SiriusDecisions, āInbound Marketing, the Sirius Wayā
67. Strong inbound Web content
Ā§ļ§āÆ Blog content
Ā§ļ§āÆ Downloads
Ā§ļ§āÆ Social updates, thread participation
Ā§ļ§āÆ Webinars
Ā§ļ§āÆ White papers
Ā§ļ§āÆ Video
69. Nurturing integration
Twitter to Live
Field
White Field
Twitter Webinar Nurture Sales
Paper Event
Pick-up
Search to Inside
Call Inside
Blog Other
Google Nurture āQualā Sales
Post Download
Team Pick-up
71. Marketing technology adoption
Ā§ļ§āÆ CRM adoption has grown from 53% in 2003 to
75% in 2010. (CSO Insights)
Ā§ļ§āÆ Marketing automation adoption is 7-10%,
projected to rise to 30% by 2015. (SiriusDecisions)
Sources: SiriusDecisions Summit 2010; CRM Magazine, "CRM: Then and Now"
73. System integration
Marketing Analytics
Ad/Site Tracking
Social Media
Activity Tracking
Link Source Tracking
CRM Platform
Inbound
Website + Blog Marketing
Marketing
CMS Automation
Optimization
Source: Left Brain DGA