B2B

From Russia’s invasion of Ukraine to the fight for racial equality in the U.S., there’s no shortage of issues on which brands might take a stand. But simply speaking out isn’t what customers and prospects are looking for, particularly among millennials. People will see right through companies that insist they are concerned with social issues but do not follow through with any concrete action.

While in-person sales meetings slowly come back and offices start to reopen, digital communications — including video calls — remain the go-to strategy for brands that want to strengthen existing relationships and build new ones.

There is a serious gap between perception and reality when it comes to B2B marketing innovation, a recent study finds, with many marketers believing they are more competent marketing innovators than the evidence shows.

There are several reasons B2B buyers seek out new vendors, ranging from a problem with an existing solution to relocating the business. But the reality is that buyers could be on the hunt for new vendors at just about any time. That's why marketers need an "always-on" approach to providing relevant content, according to a recent study, making sure they get on the short list of potential suppliers.

Social media has pulled ahead of email marketing as the top marketing tactic for B2B companies, says a recent study. As social platforms command a growing number of ad dollars, the challenge for marketers will be to tailor their messages so they play into the strengths of each channel, whether text for Twitter, visuals for Instagram, or original video content on YouTube.

A rising number of B2B marketers are starting to adopt account-based marketing (ABM) strategies. But developing ABM programs can't be done quickly, and it requires a concerted effort to align sales and marketing departments.

The pending "cookiepocalypse" combined with new privacy regulations may be a blessing in disguise, as they force B2B marketers to prioritize the cultivation of first-party data. However, a new study suggests that a majority of marketers are not taking the necessary steps to adapt their data approaches and operations accordingly.

Sales and marketing alignment remains one of the toughest challenges among many B2B companies. However, while they may have different views of what defines success, sales and marketing executives are acting much more in tandem when it comes to serving their customers, says a new study. Buyers are also playing a key role in pushing marketers to integrate with their sales counterparts.

A recent study reveals that priorities among B2B buyers have shifted dramatically amid the pandemic. No longer satisfied with companies that simply save them time or boost their productivity, decision-makers are now looking for companies that can help them stay on top of the marketplace and deliver their products and services quickly.

B2B marketers see themselves as more ethical and honest than average, according to a recent Forrester survey. However, separate studies show that people have a different take, causing a trust gap within vertical sectors. To start to close the gap, B2B organizations need to conduct a comprehensive assessment of their brand and figure out where the weak spots lie.

Over-the-top (OTT) media services, which entail streaming TV, are not exclusive to sexy consumer-facing brands. A growing menu of programming catering to the business crowd — and more and more decision-makers working from home due the pandemic — makes it increasingly harder for B2B marketers to ignore the opportunities presented by OTT.

Improving the customer experience (CX) is a major priority for B2B marketers, according to a recent Forrester study, as companies look for new and creative ways to deliver their content across the purchasing landscape. Having comprehensive measurement programs may be half the battle.

B2B brands continue to struggle getting the most out of their marketing technology stack. The problem ranges from a lack of training among sales and marketing teams to the integration of all of their disparate software programs. But that's starting to change, as companies put more strategies in place based on collaboration.

Bombarded by marketing content for nearly the past two years, B2B buyers are feeling burned out and are dramatically reducing their content intake. But that doesn’t mean brand managers can let up when it comes to developing their messaging efforts. To the contrary, CMOs and marketers have to stir their creative juices to develop the kinds of campaigns that have a touch of fun and, perhaps more important, treat their customers like humans.

B2B marketers continue to struggle with developing thought leadership content that will grab their customers and prospects and drive new revenue, new research suggests.

Marketplace and industry factors are forcing marketers to adopt new metrics for measuring email engagement, and they’re taking a close look at the value (and content) they’re providing to customers and prospects while they’re at it.

While search still commands the biggest portion of the budgeting pie, display advertising is poised to pull even with search in 2022 and overtake it in 2023. As digital spending continues to shift, B2B companies are looking to optimize all their various online ad formats and drive better outcomes.

Gamification is built around competition, of course, but it can also spur camaraderie among B2B marketing teams. By adding social interaction and personal challenges, gamification gives more and more employees (read: millennials) a way to enjoy their day while striving to hit their business goals.

B2B brands are struggling with generating decent returns from their video investments. Part of the problem may be that marketers are getting hung up on thinking they have to produce Hollywood-style movies to justify their investments. Most important is conveying information that’s easy to digest and focuses on customers’ needs.

B2B marketers were betting that the economic impact of the pandemic would be short-lived. It hasn't turned out that way, and now they're facing major budget cuts. With fewer dollars to demonstrate returns, marketers are turning to pure-play channels — encompassing paid, earned, and owned media — and moving more of their work in-house. Lead-gen programs are also taking precedence over branding efforts.