by Elizabeth Hines | May 22, 2017 | Blog, Content Marketing, Marketing, Social Media
B2B enterprises with 1000+ employees face unique content marketing challenges that can hinder a program’s overall success.
Bigger isn’t always better. Or, maybe I should say, bigger companies don’t always have it easy.
Big marketing budgets and a big marketing staff have their perks — but they also have their share of challenges. The Content Marketing Institute’s 2017 B2B Enterprise Content Marketing Report, which surveys B2B companies with over 1,000 employees (enterprise marketers), brings many of these issues to light.
The challenges these enterprises face, of course, are quite different from those of their small- and mid-sized counterparts. Here are some of the top differences:
- 72% of B2B marketers agree that their organization is focused more on building long-term relationships than getting quick results. Only 58% of B2B enterprise marketers agree with that statement.
- 52% of B2B marketers agree that their leadership team gives ample time to produce content marketing results (which typically take longer than other marketing approaches). Only 38% of B2B enterprise employees agree that leadership supports their longer efforts.
- 69% of B2B marketers agree that their organization is almost always or frequently focused on creating content for an audience, instead of their brand. 47% of B2B enterprise marketers feel their focus on the brand.
Pressure to produce results quickly is a death sentence for content marketing. And being forced to create content for a brand, rather than a specific audience, can be detrimental to content marketing results. Yes, challenges facing these enterprise marketers are often as large as the companies for which they work.
Let’s take a look at some of the reasons why that is, and a few solutions for solving them.
3 enterprise-level content marketing challenges
1) Organization
While the CMI Report found that 88% of B2B enterprise companies are using content marketing, a mere 2% felt their content marketing strategy was “sophisticated.” Organization might have something to do with that.
Most enterprise organizations have staff that are responsible for multiple brands and product lines throughout the company. Their time is split developing strategies for different marketing programs. Smaller operations, on the other hand, can focus on a single brand, devoting time to developing and implementing a comprehensive strategy that the team can live and breathe — instead of toggling back and forth between programs all day long.
Solution: Outsourcing can be an enterprise’s best friend. A third-party vendor can dedicate itself fully to creating a content marketing strategy that best fits individual products or brands. And the vendor can even drive the strategy, if the enterprise’s resources are so taxed. Check out these 13 stats about outsourcing content marketing to learn more.
2) Clarity
It’s difficult to deem a program effective if there is no clear vision of success looks like. Yet, almost half (45%) of B2B enterprise companies feel their organizations lack clarity for benchmarking success. You can see the problem there.
Oftentimes, especially in larger organizations, the C-suite has a very different idea about what makes a content marketing program successful (i.e., leads and sales), whereas the marketers developing the strategy know that other benefits (e.g., increased brand awareness, social reach) have long-term value.
Solution: Education is key here. For one, set realistic expectations about the length of time it will take to generate tangible results from your content marketing program. Further, marketers need to learn to speak their bosses’ language when it comes to winning support for content marketing. They should regularly report on all progress to show how, over time, “smaller” victories (like growing social media engagement) translates to leads and sales. Check out our Monthly Marketing Reporting Template for some ideas.
3) Content Distribution
As more organizations recognize the benefits of content marketing, they’re ramping up production of content. In fact, 63% of survey enterprise-level respondents reported increasing the amount of content they produce from 2016. That’s great, but — the question is — does more content definitely equal better results?
The answer is not necessarily. Content distribution plays a huge role in getting the most out of what you’re producing. And here’s where the enterprise-level marketing problem lies: 94% of B2B enterprises are using email as their main distribution channel.
I’ve written before about how organizations spend too much time creating marketing emails. I believe organizations tend to stick with this content distribution channel because they see immediate results in the form of open rates and click-throughs. But the reality is that these companies are trying to squeeze water from the same well over and over again. At some point, they’re going to run out.
Solution: Don’t get me wrong: Email marketing is an important component of a well-rounded content distribution strategy. But so are publishing on social media and blogging (on your website and others!). These distribution channels help you reach new prospects who are searching for products and services like yours. Make sure your content distribution strategy includes a variety of platforms instead of just relying on one (like email) or just a few.
It is important to note that there are many B2B enterprise organizations that have highly successful content marketing strategies. Companies like Cisco and Boeing, who are committed to content marketing, have created ways to define what a successful content marketing program looks like and to effectively measure content marketing ROI.
The differences between B2B enterprise content marketing and B2B content marketing overall are tangible but not defining. These larger organizations have the ability to make changes that can redefine their content marketing programs and open the door to endless opportunities.
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by Elizabeth Hines | May 4, 2017 | Blog, Marketing, Social Media
Show that your company cares about its customers by responding in a complete and timely manner to negative comments on social media.
I was recently talking with a client who works in a sector known for negative online reviews. Customers tend to air their grievances in public forums — especially on social media — as a means of resolving issues that could be handled offline with a quick phone call to customer service. Some are just looking for discounts and know that a thorough online bashing will usually do the trick. Either way, the client did not see the point of engaging in an unwinnable argument.
I totally get it. But, unfortunately, not a good idea.
It’s really important to respond to negative comments for many reasons. Let’s walk through a few.
You are not a robot.
More and more, people turn to social media and other online forums to complain. It’s so easy to do! You don’t even have to face the consequences — or a real live person!
Don’t give them that satisfaction. Or, maybe I should say, prove them wrong. Give a voice to your business. Show them that someone is listening, that an actual human is reading their words. They’re not just complaining in a vacuum.
An always-respond policy will discourage commenters who don’t have a real issue that needs solving. Of course, it won’t stop people looking for a fight, but at least it shows that you’re not a robot, and that they should think twice before bashing you for all the world to see.
That brings up another critical point.
Everyone’s watching.
When you don’t respond to negative comments on social media, all of your followers and all of the people that come across your page see that. They get only one side of the story — and it ain’t pretty. They see that you didn’t care enough/have the time/[insert other bad assumption here] to respond to customer concerns. Imagine how that reflects on your business.
But when you do take the time to respond to comments, people see that, too. They see you making an effort to improve your customers’ experiences. Even if they have no context for the complaint, they have the opportunity to form a favorable opinion of your business because you care enough to respond.
Maybe you’re wrong.
Maybe there was a real lapse in service. Maybe the product isn’t meeting customer expectations because something’s wrong with it. Or, maybe that person you think is complaining to get a discount is really looking for a legitimate answer to a problem. Any way you spin it, that person deserves a chance.
Even on platforms where you can choose whether or not to enable comments, opening the comments feature indicates that your business is interested in hearing from customers and engaging with them in meaningful dialogue. And while you’ll inevitably receive some negative feedback, you will most certainly learn about problems that you would never have known about otherwise. You may even win back customers if you handle things correctly.
It’s discouraging to receive even one negative comment, let alone more. But by quickly responding to them and genuinely trying to solve any problems, you deliver on a promise of transparency, openness, and customer service. You become a company people would like to do business with, no matter what the haters are saying.
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by Elizabeth Hines | May 3, 2017 | Blog, Content Marketing, Logistics, Marketing, Social Media, Supply Chain
There’s never been a better time for supply chain and logistics businesses to implement a content marketing strategy — except for maybe yesterday.
Content marketing is a form of inbound marketing in which vendors publish digital content to attract customers who are searching for products and services like theirs. If done right, it is highly effective in growing brand awareness, generating and converting leads, and driving sales and repeat business.
Think content marketing isn’t for supply chain and logistics businesses? Guess again. Here are five reasons why companies in these industries should use content marketing.
5 reasons to use content marketing
1. Buyers use content to make purchasing decisions.
The B2B buying landscape has shifted dramatically in the last 10 years. Buyers no longer rely on sales reps to make purchasing decisions; they turn to the internet. Companies must shift to accommodate buyers at various levels of self-sufficiency in the purchasing process.
The reality is that 94% of B2B buyers use online research. That means they’re judging whether or not to buy from your business based on the kind of digital content you publish (or do not publish, as the case may be). Consider these stats:
- 95% of B2B buyers are willing to consider vendor-related content as trustworthy.
- 51% more B2B buyers rely on content to make purchasing decisions than they did last year.
- 47% of B2B buyers consume 3 to 5 pieces of content before engaging with a sales person.
2. Control the conversation in your favor.
Customers go online to discuss their buying experiences — both positive and negative. If a potential buyer googles your business’ name, what will they find?
Content marketing puts you in the driver’s seat of reputation control. If you publish thought-provoking blog posts about industry trends, you can earn a reputation as a thought leader in the space. If you curate the latest articles about relevant happenings, people will begin to view your social media accounts as a resource for industry news. Be professional, quirky, clever, ahead of your time, youthful, wise, funny, off-color — whatever your brand is, you can set that reputation by what you publish online.
3. Present yourself as a solution.
When prospects go online they are looking for information and for answers. Position yourself as an expert who fully understands their problems and how to solve them by publishing content that anticipates their pain points. Quickly and fully respond to customer queries on social media. Use content marketing as an opportunity to be the solution prospects are looking for, right when they need it most.
4. Content marketing is more effective than traditional marketing.
Companies in the supply chain and logistics space have a lot to gain by modernizing their marketing tactics. We see this every day with our clients. With the evolving B2B buying landscape, ads in industry publications no longer cut it as a “marketing strategy.”
Take two examples under consideration. How about TotalTrax, a warehousing technology company that grew new business by 30% with content marketing? Or 3PL Cerasis, who gained 98 customers from its content marketing efforts? Content marketing works, and that’s been proven time and again with logistics and supply chain businesses.
5. Your competitors are doing it.
Content marketing is already a widespread practice within the supply chain and logistics industries. If you’re not producing content to attract prospects and retain customers, you’re missing out.
This year, 75% of marketers are increasing their investments in content marketing. Why? Because it works. Successful content marketers experience drastically more site growth than their competitors. In fact, content marketing leaders experience 7.8 times more site traffic than their competitors.
In sum, content = customers. If you’re not using content marketing as part of your marketing program, you’re going to get left behind, if you’re not already.
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by Elizabeth Hines | May 2, 2017 | Blog, Content Marketing, Marketing, Social Media
YouTube creators focus on audience engagement, as opposed to branding, which helps them organically grow an authentic loyal following.
I recently watched a video from Truly Social President and Founder Tara Hunt about the genius of YouTube creators. She offers truly valuable insight into why people with little technology and resources have been more successful in growing a loyal audience with video than corporate campaigns with all the money and creativity in the world.
Perhaps it’s worth saying first: Yes, video can work for the supply chain. And YouTube, in particular, can be very worthwhile as part of your larger social marketing strategy. The decade-old video platform has over 1.3 billion users. 1.3 BILLION! And that’s not all: Users watch over 5 billion videos on YouTube every single day, and upload 300 hours of video every minute.
This presents a huge opportunity for your company to reach prospects in a new way. It also means that your videos really need to stand out to make an impact and avoid getting lost in the shuffle. After all, approximately 20% of people who start a video will leave after the first 10 seconds.
So how are creators attracting viewers while corporate brands aren’t?
5 ways creators are out-YouTubing brands
1. Consistency
Creators know the success behind their YouTube channels is a constant stream of content. This be can new content or simply responding to their followers, but they are active every day, around the clock. Brands tend to spend a lot of time and energy on content but are inconsistent in their posting, often abandoning their YouTube channels for days or weeks at a time. Their followers become bored with their lack of attention and move on.
2. Community
The foundation of YouTube — and most social media platforms, actually — is community and the resulting two-way dialogue between creators and their followers. The intent of a creator’s video is to engage their audience and build a relationship that is beneficial to both parties. On the other hand, brands tend to be overly focused on the attention their content stirs up, the “buzz” they are able to draw, neglecting the important process of creating and nurturing a relationship with their followers.
3. Interaction
Companies often focus on pushing their “messaging” on one (or just a few) social media platform(s). They spend an enormous amount of time and money perfecting content that reflects this messaging, hoping their followers will engage with it.
Contrarily, YouTube creators focus on interaction. They interact on multiple platforms, reaching out to their audience and taking full advantage of every opportunity to connect with their followers. What’s more, successful YouTubers don’t merely expect engagement — they ask for it. They promote hashtags, solicit video responses from viewers, and encourage feedback via social media interactions. Calls-to-action can stimulate subscriptions, shares and cross-pollination with other platforms.
4. Connection
Gone are the days of expensive and lengthy productions. Creators have captivated their audiences by creating organic, raw material that focuses on the emotional connect. The polished and professional content that brands create are void of vulnerability and lack the connection today’s followers are seeking.
5. Collaboration
Creators root for one another; they follow one another; they promote one another. YouTube creators seek the opportunity to expand their audience by collaborating with other creators who focus on the same topics and interests. Through the power of collaboration, creators expand the exposure of their content to different audiences, gaining subscribers and views.
Brands see other brands as competition. In a time when audiences prefer engagement and social awareness, this competitive attitude hurts brands’ likability and ultimately diminishes their viewership.
If companies were to focus more on audience engagement in these ways, they would have a better chance at mimicking the wild success of YouTube creators who have amassed a loyal following.
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by Elizabeth Hines | Apr 27, 2017 | Blog, Content Marketing, Marketing, Social Media, Supply Chain
In April’s social media news, changes are coming down the pike for Google, LinkedIn, Facebook, and Instagram.
April has been an interesting month for social media news. Google, LinkedIn, Facebook, and Instagram all announced changes to their core products that will affect businesses using these platforms for social engagement and/or advertising.
Make sure you’re following our blog and/or social media pages to get our monthly updates on changes that may affect your social marketing program.
Google may be rolling out ad blocker for Chrome
Although its business model largely depends on advertising, Google is considering putting a stop to ads that are ruining users’ experiences. A potential ad-blocking feature on its Chrome browser would identify unacceptable ads based on standards set by the Coalition for Better Ads in March. Google could roll out this new feature in the next few weeks or choose not to move ahead with it at all — either way, the company is declining to comment.
LinkedIn introduces trending storylines
Storylines are now bringing user interests and the most important stories in their industries to the daily newsfeed. The algorithm includes several perspectives, such as “relevant influencers and news publishers to people in your network.” Each storyline also has a unique hashtag associated with it, so users can join in on the conversation and expand their networks based on common interests.
Facebook is moving closer to virtual reality
At the F8 developer conference, Facebook announced the release of Facebook 360 Capture SDK, a toolkit that makes it easier to capture and share virtual reality video. The ‘Book’s engineers are calling this new process “cube mapping,” which is more efficient and has better image quality than standard 360 video. “We look forward to seeing VR 360 selfies, experiences, e-sports, and more—all in 360,” said Facebook product developers in a mid-April blog post.
Instagram launches offline browsing
Instagram currently downloads images on the fly, querying parent company Facebook’s servers for new content when the app is launched. The updated app, however, will tap a cache instead. It will store any browsed images and will automatically update when internet becomes available. Users will also be able to write comments, like and save photos, and unfollow and follow anytime, as Instagram will queue offline actions to execute when next online.
Facebook Stories expands globally
Facebook Stories are short, user-generated picture and video collections that disappear within 24 hours. Users can add different filters and overlays to content using the in-app camera. A simultaneous messenger update, called Direct, allows users to send photos and videos that disappear after a short time to friends. This popular Snapchat-like format has proven very successful on Instagram, which now boasts more than 150 million Stories users across the globe.
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by Elizabeth Hines | Apr 24, 2017 | Blog, Content Marketing, Marketing, Social Media, Supply Chain
Your company should consider your ideal customer, your competitors, and your content before choosing which social media channels to use.
Facebook! Twitter! LinkedIn! YouTube! The number of social media channels is astounding – and growing daily. Knowing which your business should be on can be daunting. Here is what to consider when determining which social media platforms you should be using for your supply chain company.
Your ideal customer
Understanding your target audience and which social media platforms they’re using is invaluable information. If you want to reach potential and current customers, you need to be where they are. You need to make it easy for them to find you and engage with your business.
An easy way to obtain this information is simply to ask. A quick email asking current customers where they spend their time online can give you insight into which platforms to use. You can use free tools like SurveyMonkey or Google Forms to create polls that dig a little deeper, too.
Your competition
If your competitors are already active on social media, start by finding out where. If these platforms align with your ideal customer, don’t be afraid to kick start your social media presence alongside them.
Social benchmarking tools like RivalIQ allow you to see where your competitors are active and where they are getting the most engagement. Once you launch a social channel, you can compare your performance to theirs and see where you’re gaining traction and where you can improve.
On the other hand, if your research has shown that your potential customers are using a social media channel that your competitors are not using, don’t assume your competitors know something you don’t. Jumping into any social media channel can be intimidating, but don’t be afraid to branch into new platforms, especially if your research is pointing in that direction.
Your content
It seems almost too simple to articulate, but what do you have to say to potential customers? And how do you plan on saying it? If you are going to invest the time and resources into a social media presence, make sure you’re providing consistent, relevant content in engaging ways.
For example, do you love creating videos and find it’s an easy way for you to demonstrate your company and its value? You should dive into YouTube. Do you have a great workplace culture and hold lots of company events? Try Instagram. Love writing longer thought-leadership pieces about the industry? LinkedIn is probably for you.
The supply chain is all about finding the most effective way to deliver information. Social media is an undeniable channel for distributing this information in a timely manner. Understanding why you’re venturing into social media — and how it can work for your business — can create endless opportunities for your company.
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