welcome to changeassets.marketing-interactive.com/.../presentationslides/… · · 2017-05-02b2b...

Welcome to

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Welcome to

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COMMUNICATIONCOMMUNICATION

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjT5YfDzO3OAhUQS2MKHSeiAsYQjRwIBw&url=http://www.managingamericans.com/BlogFeed/Communication-Skills/7-Tips-for-Communicating-with-Clarity.htm&bvm=bv.131286987,d.cGc&psig=AFQjCNHZWf1Uj1FCMlgzh2sm1bTLFTfxvg&ust=1472799403667969

source credits : We Are Social

WeAreSocial Report

• Annual growth


• Share of Web Traffic by device

WeAreSocial Report


Buying Journey

Easy digital access has disrupted…. …. traditional buying path

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwj8i4KI0u3OAhVY32MKHbBVCV8QjRwIBw&url=http://www.winman.com/blog/the-3-secrets-of-using-crm-systems-to-optimise-b2b-ecommerce-solutions&psig=AFQjCNFTzN9sRbi0yZr1L3LezzqVOdTkTg&ust=1472801169916229

Customers

Are more knowledgeable and self-directed Put significant trust in online reviews

Continuously monitor and evaluate suppliers

Use multiple touch points Expect tailored solutions Expect “NOW” service

Customers

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiZ3KSE1O3OAhUM8WMKHUTFAEYQjRwIBw&url=http://www.market8.net/b2b-web-design-and-inbound-marketing-blog/Detailing-the-Buying-Process-for-B2B-Awareness-Evaluation-and-Decision&psig=AFQjCNFTzN9sRbi0yZr1L3LezzqVOdTkTg&ust=1472801169916229

Buying Journey

>60% of B2B deals are …. ….before proposal is made

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiWlYTN1u3OAhVGj5QKHSIkD2MQjRwIBw&url=http://www.pngall.com/b2b-png&bvm=bv.131286987,d.cGc&psig=AFQjCNFIDTbLXb1GlhzuDDzEkMHC7dQqig&ust=1472802389376880

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=&url=http://www.canstockphoto.com/illustration/misplacement.html&bvm=bv.131286987,d.cGc&psig=AFQjCNE7wrehQ-iWmYCCB0Rzs6dqTVSjGw&ust=1472802519962285

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=&url=http://www.istockphoto.com/illustrations/a-man-fishing-silhouettes&bvm=bv.131286987,d.cGc&psig=AFQjCNFZvuaL9r7trrafnj0xgRaHIyfBDA&ust=1472802639045788

https://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiKp_em2O3OAhUUz2MKHSQfCRAQjRwIBw&url=https://www.fotolia.com/id/104986490&bvm=bv.131286987,d.cGc&psig=AFQjCNEFeDoNEM_Jro2a9Qtlhq0g3sPvtg&ust=1472802838713155

Buying Journey

Digital… …is not just disrupter…

…is also the Enabler

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwi6peDB2O3OAhVH4GMKHSw2BFIQjRwIBw&url=http://www.123rf.com/stock-photo/3_dimensions.html&bvm=bv.131286987,d.cGc&psig=AFQjCNHyWyzSS9AfhXyapogjkL_Tttk5Fw&ust=1472802900771654

https://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwj4hbmp2e3OAhUW0WMKHVmgDWQQjRwIBw&url=https://www.dreamstime.com/illustration/digital.html&bvm=bv.131286987,d.cGc&psig=AFQjCNEp4Y8wOneIkpAL44PyJeXh7rgG8g&ust=1472803024578073

Digital Transformation

Brands with greater digital capabilities

convert 250% more leads to sales as compared to lesser digital brands. - McKinsey research

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwi4no2p2u3OAhXEFZQKHVOVAe8QjRwIBw&url=http://theretailoutsource.com/point-of-sale-tips&bvm=bv.131286987,d.cGc&psig=AFQjCNEsl_RxqJsX5m1ePzyGN227HHepxg&ust=1472803386607132

Digital Transformation Goals

source credits : Accenture

60% 51% 47%

Digital transformation is a journey is to …

…improve customer experience…

…across the multiple channels

Digital Transformation

UNDERSTANDING…

…customer’s Dynamic needs

…is the key to success.

Understanding the Customer Strength: B2B is inherently good at understanding the customer

Opportunity: Customers are willing to engage with vendors – more than ever before.

Willingness to Engage

Understands my company’s business

Knows my company’s products / services

Is a Thought Leader

Provides education source credits : LinkedIn research

Engaging content is…. ….content that ADDS

Content Marketing

Content Preference

source credits : LinkedIn Research

….the amplifier!

It’s the ROI that clicks!

(Pun intended)

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwiXzLrq7e3OAhVE5GMKHZ_xC6kQjRwIBw&url=http://www.canstockphoto.com/illustration/watch-out.html&bvm=bv.131286987,d.cGc&psig=AFQjCNHDO_9C8_wXo_iiDzXBnN586f64ww&ust=1472808623065621

Social Media Impact – B2B

Sectors with largest audiences on LinkedIn

14 out of 17

Engagement by Social Media platforms

source credits : TrackMaven

5.99

22.53

1.09

15.88

0.86

https://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwikvveg8O3OAhUP0mMKHTVJDVgQjRwIBw&url=https://en.wikipedia.org/wiki/Twitter&bvm=bv.131286987,d.cGc&psig=AFQjCNHy5pznMtwFvcZq9pS6cSwh_jIw8g&ust=1472809276595545

Each customer touch point….

….generates valuable data.

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=&url=http://loyaltytruth.com/the-convergence-of-loyalty-marketing-and-gamification/&bvm=bv.131286987,d.cGc&psig=AFQjCNG-AUa1TmziCstYgTkGBEUBnVyllA&ust=1472809390349370

Data analytics enables… …Proactive decision making…

…that delivers

https://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwifjuD68O3OAhVD6WMKHeOlBr4QjRwIBw&url=https://www.jigsawjungle.com/testimonial/?p=4&bvm=bv.131286987,d.cGc&psig=AFQjCNHsmxU0bpWrmxAhece2oliLnqvxcg&ust=1472809460065978

represents touch points…

…that blend digital…

…and physical experiences

https://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwjW6MGy8e3OAhVBRGMKHdd9AfYQjRwIBw&url=https://openclipart.org/detail/242296/internet-of-things-iot-in-icons-pattern&bvm=bv.131286987,d.cGc&psig=AFQjCNETBRjEYBx-K7EhmOAXtQaBVIlrtQ&ust=1472809561212428

Marketing can leverage on IoT…

…to significantly enhance …

…customer’s experience

http://www.google.com.sg/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwi90cSr8u3OAhVHymMKHZkFBNUQjRwIBw&url=http://blog.marketo.com/2015/04/infographic-the-marketing-power-of-the-internet-of-things-connectivity-for-better-customer-interactivity.html&bvm=bv.131286987,d.cGc&psig=AFQjCNHH5uxHLR0PeDjJ_Rmpm2nsZqpg-w&ust=1472809833063520

It’s not the fastest or the strongest…

…but most @daptable to change…

…in CUSTOMERS’ expectations

THANK YOU !

welcome to changeassets.marketing-interactive.com/.../presentationslides/… · · 2017-05-02b2b...

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