Are you looking to create an impactful content marketing strategy that results in high levels of engagement? This white paper explores the evolving role of content in marketing strategies and the IT purchase process — and how making the right moves directly impacts success.
This white paper will provide insight into:
The role content consumption plays in the purchase process for major technology products and services.
Creating distinctive and high impact content marketing campaigns that create high levels of engagement with IT decision-makers, driving awareness, trust, and, most importantly, sales.
Native advertising can be controversial because the sponsored content is made to blend in more with editorial than typical online ads. IDG Communications Chief Content Officer, John Gallant, helped write rules for native within IDG media sites.
Gallant explained to IDG Communications Director Howard Sholkin how native content is produced in IDG and what needs to be done to separate it from editorial….
Business card information or the download of digital content is often times not enough to judge the quality of a prospect. If you can determine a person’s Budget, Authority, Need, and Timing (BANT) then a marketer delivers a truly qualified prospect to sales.
In an interview with IDG Communications Director Howard Sholkin, IDG Connect General Manager Andrew Sambrook explained the value of skilled telephone qualification and how BANT can help turn a lead into a customer….
IDG Enterprise’s 2013 Customer Engagement Research Details the Role Content Marketing and Social Media Play in the Technology Purchase Process and what Customers Expect from Vendors
Framingham, Mass. – September 18, 2013 – IDG Enterprise—the media company comprising Computerworld, InfoWorld, Network World, CIO, DEMO, CSO, CIO Executive Council, ITworld, CFOworld and CITEworld —shares insights on how IT decision-makers (ITDMs) use and share content throughout the IT purchase process from the 2013 Customer Engagement research. The research also delves into ITDM’s vendor expectations, providing actionable data for tech marketers.
ITDMs Search, Read and Share Trusted Content
During the IT purchase process, ITDMs download an average of eight informational assets to help guide their purchase decision, from product reviews, product demos/literature, technology news and feature articles (see infographic). Additionally, ITDMs are turning to video at the beginning of the purchase process, watching IT news, interviews with industry experts and technology primers. During their content search, 86% of IT heads register for content and almost half appreciate content being delivered to them based on their search history. When beneficial content is found, ITDMs do not keep it to themselves, the majority (93%) share this content. Top methods for sharing useful content are email, in-person or phone conversations and sharing on LinkedIn. During the purchase process, ITDMs at enterprise organizations are most likely to share viewed or downloaded white papers, emails directly received and case studies.
Please customers and search engines alike when you apply these tips to your content. Since its arrival on the online scene, search engine optimization (SEO) has put writers in a difficult position. Do you write for people or the search engine algorithms? Thankfully, we no longer have to choose. According to an infographic from ContentVerve.com, Google actually prefers natural-sounding content—as do, obviously, your readers. Besides, what’s the point of landing a high Google rank if your content won’t turn people into customers?
Vendors certainly know the true value of what they are vending, but when they seek to convince business buyers of the value, the buyers become suspicious.
According to “Better Lead Yield in the Content Marketing Field,” a new study from the CMO Council and NetLine, business buyers belittle vendors and give much higher marks for content trustworthiness to professional organizations and industry groups, whose information is considered more usable and relevant.
“Buyers are not happy with vendors,” said Donovan Neale-May, executive director of the CMO Council, in an interview with CMO.com. “Their content [tends to be] overtechnical, product-centric, and self-serving”–and buyers sense this. Neale-May said B2B marketers annually invest $16.6 billion in digital content publishing, used primarily to produce leads.
The report surveyed more than 400 business buyers across a wide range of global industries and other disciplines. It found a critical need for marketing organizations to bring more discipline and strategic thinking to content specification, delivery, and analytics.
Speed Networking and Lightning Round Sessions Spotlight Sponsor Thought Leadership
May 21, 2013–Framingham, Mass.– IDG’s Computerworld—the IT media brand dedicated to providing peer perspective, IT leadership and business results—announcesData+, the world’s most authoritative conference on analyzing, predicting and monetizing big data. Data+, which evolved from the former BI & Analytics Perspectives Conference, will take place September 8-10, 2013 in Scottsdale, Arizona. Over the course of this two-day event, 250+ IT decision-makers and business leaders will connect with their peers and leading big data business and technology solution providers.
“As the data deluge of the enterprise grows ever broader and deeper, the need for predictive and advanced analytics has become one of the most pressing challenges companies of all sizes and industries are facing today,” said Bob Melk, SVP, group publisher & CMO, IDG Enterprise. “At Computerworld’s Data+ conference, IT and business decision-makers will receive valuable insight on deploying a strategy designed to propel their business forward by monetizing one of their greatest assets, their data.”
How do you put content in front of the right audience, at the right time, in the right context? Dennis Reilly from Digitas provided answers in an interview with IDG Global Solutions Director Howard Sholkin at a BtoB Digital conference in March 2013. Reilly also discussed key marketer issues around digital, content distribution, mobile, and social…
There are two big questions about marketing as a discipline at the moment. Firstly, is it becoming more, or less, important within organisations? Secondly, has digital completely changed what marketing is or has it fundamentally remained the same?
As you might expect we at Centaur, under the Marketing Week and Econsultancy brands, champion the cause of marketing, and marketers, globally. We believe the value of marketing is, rightly, in the ascendancy. We have always maintained that digital marketing does not exist in isolation. It is part of the bigger whole that is marketing. But digital has undeniably brought new aspects to that whole. So what if we were to reconstitute marketing as it is today with digital and classic fully fused? What would that look like?
Here follows our Modern Marketing Manifesto with its suggested twelve constituents. Its aim is to outline why we believe marketing is increasingly valuable and to define what it is to be a modern marketer.
We believe marketers should sit at the board table and help set strategy. If you do not believe your understanding of markets, products, customers and positioning plays a vital role in shaping strategy then you are not a modern marketer.
Great businesses look beyond the horizon. Great marketers have the vision to define the horizon.
And this was clearly evident as several CMOs shared their success stories at Mass Tech Leadership Council’s recent 2013 Marketing Summit. CMO’s and other marketing executives shared valuable insight on how to do “more with less” – the theme of the event. Sure, as marketers we’ve been using that term at least since the Internet bust ~13 years ago; however, we’ve come a long way since then. Not only has marketing slimmed down from a staff perspective, but more importantly, we’ve developed a laser focus on being more relevant to our buyers and internal customers. In addition, we’ve developed a healthy obsession with metrics to demonstrate our value to the organization and better manage our precious budget. But even with this greater maturity, the worst thing we can do at this stage is lessen our drive for innovation. Here are just a few of the key insights from this summit to help you and your marketing team keep innovation at the forefront of your marketing strategy and tactics:
Content is King: Be a source of value for your buyers, even if your content strays from your product offering