Introduction to B2B Market
B2B Content Marketing
Micro Targeting
Rise of Smarketing
Predictive Analytics.
Paid Placements
Definition:“Business Marketing is the practice of individuals, or organizations, including commercial businesses, governments and institutions, facilitating the sale of their products or services to other companies or organizations that in turn resell them, use them as components in products or services they offer, or use them to support their operations”
Areas of Difference
B2B Market
Consumer Market
Market Characteristics
Geographically Concentrated
Geographically Disbursed
Relatively Fewer Buyer
Mass Market
Technical Complex
Standardize
Product Characteristic
Customized
Service Characteristic
Service , timely Availability extremely Important
Somewhat Important
Buying Behavior
Involvement of Various functional area from both the ends
Involvement of family members
Purchase Decisions are performance based and rational
Purchase decisions are mostly based on Physiological
/social/psychological needs
Technical Expertise
Relatively less technical expertise is required Stable Interpersonal relationship
Non- Personal relationship
Manufacturer
Company Sales
Force
Representative
Agency
Distribution Dealer
Customer
Customer
Customer
General Electric used Pinterest and Instagram to showcase their great creativity right across the company. It included things like what it is doing, where it has come from and many more things.
Micro-targeting is much like traditional demographic and geographic targeting, except that it works at the individual, or
“micro,” level.
Recent talk of B2B marketing sector
Data and analytics used to better understand audience
Historically speaking, sales and marketing have always had a problematic relationship. In 2015, this might change. In B2B, the close communication between marketing and sales teams is crucial for getting maximum value from the new buyer behaviors.
According to a study conducted by SiriusDecisions, B2B
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