1. Digital Marketing Mix
for B2B Business
By shiddiq@inagri.asia

2. DEFINE 4P , 4C AND 4E

4. FIRST STEP : DISCOVERY
Content should be focused on your
buyer’s pain points — not your
product or brand.
Ask several question to your
customer :
• What can I help ?
• What is your pain point ?
Don’t forget tell them what you do
• Set KPI how many customer you
can attract and engage

5. DISCOVERY - RESEARCH
72% of buyers will turn to Google. The
first stage of research begins with
general search terms as buyers explore
the options at their disposal. Buyers are
usually looking for educational material,
customer reviews, and testimonials.At this stage you must
• Create SEO and SEM Campaign in
google.
• Press Release and create article in
online media (7-10 online media)
• Create Blog Post (3-5) post
• Create digital presence in social
media ( twitter,fb,linked in,instagram)
• Ask testimonial / Endorsement

6. DISCOVERY : SET KPI

7. SECOND STAGE : CONSIDERATION
According to Pardot’s State of Demand Generation
report, 70% of buyers return to Google at least 2-3
times during the course of their research, diving
even deeper into each company’s specific offerings
to see how they can address their particular pain
points.

8. CONSIDERATION - DEMO
Potential customer will reduce options into 2
potential vendor. This is the stage where they’ll start
reaching out to sales reps for further inquiries or
personalized product demos.

9. DISCOVERY : SET KPI

10. THIRD STAGE : CONVERTION
Before getting too close to decision time, most
buyers will have to secure buy-in from upper
management. Any purchase that involves a
monetary investment is going to require sign-off by
c-level execs, so your buyers are going to begin
focusing on content that contains information
about pricing, ROI, and the bottom line to justify
their expenditure.

11. CONVERTION - DECISION
Once your buyers have the support of upper
management, they’re ready to select a vendor and
make a purchase. At this point, they’ll start thinking
about preparation, implementation, quick start
costs, and customer support — the final items that
will determine which solution best fits their needs
and budget.

12. DISCOVERY : SET KPI

13. FOURTH STAGE : RETENTION STAGE

14. DISCOVERY : SET KPI

15. FIFTH STAGE - ADVOCATE
How do customers
perceive our brand?

16. DISCOVERY : SET KPI

17. RESOURCE
• http://www.pardot.com/buyer-journey/
• http://www.mckinsey.com/business-functions/marketing-and-
sales/our-insights/the-consumer-decision-journey
• http://www.pardot.com/blog/5-marketing-kpis-the-c-suite-actually-
cares-about-how-to-calculate-them/