Debbie Williams

MD & Principal Consultant SMART b2b marketing Ltd

B2B Marketing Predictions for 2013 & Beyond

8 Key Trends not to ignore..

1. Humanise Your Brand 2. ‘Big’ Data & Buyer Personas 3. Customer Experience Management 4. Real-Time Social Conversations 5. The Mobile Life Style 6. Technology Evolution & the Cloud 7. Revenue Performance Management 8. The Agile Marketing function

Buying behaviour has changed…..

75% of buyers want vendors to curb the sales

messages Source DemandGen

9 out of 10 business buyers say when they are ready to buy, they

will find you Source DemandGen

Many are 50-60% of the way into the buy cycle before they will even make contact

with a vendor Source DemandGen

84% said word of mouth recommendations

influence their purchase decisions

Genius.com

70% of buyers say they review 4 or more pieces of content prior to purchase but 60% of

buyers say they don’t have the time for reading – so the

shorter, the better Source MarketingProfs

Mobile searches have increased by 247% in the

last year Stateofsearch.com

C levels are self sufficient - 79% do their own research

Source Forbes

88% of people confess to lying on web forms

B2B Digital

80% of business leaders are

watching more online video than

ever before Source Forbes

#1 Humanise Your Brand

#2 Big Data & Marketing Personas

#3 Customer Experience Management - An Exchange of Value

7

Multi-channel Dynamics

#4 The Art of Social Conversations

Publisher &

Socialiser

De

Blogging – Integrated social media

The Social Enterprise

#5 The ‘Mobile Life Style’

#6 Technology is a ‘Given’ & the Rise of The Marketing Cloud

#7 Revenue Performance Management

Aberdeen Group, June 2012

Understand Your CEO/CFO Agenda

Source: Metrics that matter for B2B Marketers Forrester October 2011

#8 The Agile Marketing Function

1. Flexibility 2. Short Term Goals 3. Quick Execution 4. Review & Change

8 Key Trends not to ignore..

1. Humanise Your Brand 2. ‘Big’ Data & Buyer Personas 3. Customer Experience Management 4. Real-Time Social Conversations 5. The Mobile Life Style 6. Technology Evolution & the Cloud 7. Revenue Performance Management 8. The Agile Marketing function

Social Measurable Authentic

Relevant Trusted

b2b marketing

Debbie Williams e: debbie@smartb2bmarketing.co.uk Twitter: @debbiemwilliams www.smartb2bmarketing.co.uk

These slides are from the webinar hosted by GoToWebinar on January 17, 2013.

A copy of the on-demand recording can be

accessed via this link: http://bit.ly/B2BTrends

With GoToWebinar you can host virtual events with up to 1,000 people – all for one flat rate.

- Generate more qualified marketing leads – for less. - Set up a webinar in minutes – without IT support.

- Present to hundreds of people from your Mac or PC.

Try GoToWebinar for free gotowebinar.co.uk uk@citrixonline.com