Business Buyers are People Too | FirstRain

Business Buyers are People Too

Finalizing your 2017 B2B Marketing strategy? Make sure you check in on what your B2C colleagues are doing too. In the annual “State of the Connected Customer” report for 2016 by Salesforce Research, surveyed marketers identified getting smart about personalization as a top requirement for meeting their marketing expectations in 2017.

Personalizing consumer messages has become the status quo for most B2C marketers. I have nearly a dozen emails sitting in my inbox, from this weekend alone, recommending cosmetics for my personal skin type and mobile apps for my personal habits. However, personalized messages aren’t just for B2C. Even for B2B, buyers increasingly voice that they want to be treated like humans, not numbers.

Forbes predicts that in 2017, B2B marketing focuses will include:

  • Data management and analytics
  • Personalized message creation and delivery

The two trends aren’t so separated. The answer to humanizing B2B messages with personalization can actually be found in those new data and analytic technologies. In the coming year, personalized experiences for business buyers will emanate from multiple channels including deployment of digital content, social interaction, and user communities.

The 2016 “State of Marketing” report by Salesforce Research shows over half of marketing leaders worldwide are set to increase spending on marketing tools and technology over the next couple years. The investments are driven directly by customer demand. For example,

70% statistic

Image: “State of the Connected Customer” Salesforce Research

For a tangible representation of this statistic, consider the possibilities of personalized, B2B marketing.

Targeted Messages and Target Markets
Your internal data reveals businesses are more likely to invest in your consulting services within a quarter of a new COO coming in. Using external data analysis of executive movements, you can deliver personalized messages to your target customers, automatically and effectively.

Engagement and Relationships
Your hospitality special events team is looking for opportunity indications around a prospect such as new industry conferences or changes in marketing spending. Events are automatically discovered, enabling your personalized messages to potential buyers that encourage your hospitality services over those of your competition.

With in-depth data and analytics becoming increasingly available, effective and personalized B2B marketing has become possible. It’s time to see your business buyers as more than just businesses.