November 2015

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Wednesday 25 November 2015

Account Based Marketing - Get accelerates B2B business with marketer planning

   November 25, 2015      

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

As the speed of business accelerates, B2B marketers and CMOs are faced with growing challenges in identifying their top (&best) customer/accounts, leads as well as streamlining sales and marketing co-ordination.  Add to this, they are still in dilemma whether to target accounts or leads, not sure which account(s) they need to target or they don’t know which accounts in their database are best fit to target and  uncertain about content to be conveyed .

Here comes Account Based Marketing (ABM), hot topic among B2B marketers right now.

ABM is the ‘panacea’ for the above mentioned problems and is gaining traction every day. This topic is keenly discussed and analyzed over events, webinars, blogs, forums and social media.

ABM advocates the philosophy of quality over quantity as echoed by David Ogilvy – Father of advertising.

In this blog series, we will try to unravel what exactly is ABM, why ABM is gaining traction, strategy to be adopted, business benefits of ABM and way forward for ABM.

Part one of the blog series deciphers ABM in its simplistic form and part two focuses on best practices of ABM.

Various marketers have different interpretation of ABM. However ABM in its simplest form:

“Strategic approach/methodology adopted by marketers to identify and define their best or top strategic accounts, then channelize all their entire marketing campaign, content deliverability with compelling messaging with dedicated focus on selected accounts, and then measure the impact/progresses to ascertain the success.“

Although, ABM is graining traction now, this has been there since early 1990 as an alternative to mass marketing and this was supposed to be grandma’s antidote.

However this was not pursed with vigor. But now things are better with advances and innovations in various marketing technology stacks and B2B buyer journey/cycle has become more complex coupled with rapid decay in B2B data.

These have driven marketers to look forward to panacea in the form of ABM. Add to this, various big enterprises like HP and XEROX have embraced ABM in a big way and reaping the benefits.

Through ABM methodology, B2B companies can reach out to select key accounts/leads through targeted content, ads, and messages instead of blindly following each and every account. This in turn will enable them to close more deals and usher in sales and marketing synergy. 

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at November 25, 2015 0 comments

Why Marketing Strategy must include Video in competitive market

   November 25, 2015      

Today my B2B marketing tip features the need for video in your marketing strategy. It is said that visual memories are the stronger memories, then imagine what message a video can send to your potential customer or prospects. Video gives you a platform to present your company’s message in a way that makes your business feel more human to viewers.

Creating video may not be an easy task, but that doesn’t mean you can’t tackle the job internally and/or under budget. Here are some useful tips that can help you through this process:

1. Keep it short: – Researchers say, 50% more people will watch a 1 minute video than a 2 minute video. So keeping your video short and to the point, will help customers to receive your message more clearly.

2. Make a video script: – You should always take some time and write out what you want to convey in your video. Make sure you gather some feedback around the script by reading it out loud to others, as reading it loud will allow you to hone your message to right length and tone.

3. Include some fun elements: – I hope you guys know that you are not launching a rocket, so why can’t you have some fun elements while you are trying to sell your vision. Show your potential customers or prospects that you have real humans working for you. Showing your human side can go long way in building trust within your audience.

4. Do not self-promote too much: – Tone of your video is very important. You need to make your potential customers or prospects feel comfortable. Tell a story instead of just pushing your viewers in the direction you want. Have them follow along instead of telling them where they need to be.

The most important thing that you as marketers need to keep in mind is that once your video is created it will not be seen by millions of people right away so it doesn’t make it a failure. View count is not the only metrics you should look at while measuring the success of your new video. To know more on metrics to track your video success STAY TUNNED!!


{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

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Video Marketing Strategy - Key Metrics For success

   November 25, 2015      

In my previous post you read about why as a marketer you should include video marketing in your marketing strategy. As video marketing is an important aspect of your marketing strategy, their must also be an way out to track the success of your video. According to most of marketer view count is a metric to track video success, but that’s only the partial truth.

There are many other metrics through which you can track your new video success. Following metrics are good indicators of success:
  1. Play Rate: - This educates you if video is the right medium for your message. In case your play rate is extremely low, be sure to test the location of the video. Videos below the fold are less likely to be played than those that are visible on load. Also you must make sure that the video is of a decent size on your page. Having a smaller size could decrease the rate at which it is played.
  2. Engagement Rate: - This can help you to measure who have clicked play and how far they have watched your video. It is your creativity, it’s obvious that you will want people to watch your video and finish it, but necessarily it may not happen. Try to look at spots in your video where viewers have stopped watching – this could be a confusing or unappealing message to your viewers. You can re-shoot or change your video based on your inputs received.
  3. Conversion Rate: - For videos whose purpose is to collect email address or convert leads, make sure you measure the video performance. Send a custom event to Google Analytics when the video is played and finished, so you know which interactions converted views have had with your video.
Video does not have to be the only channel for your business. Your first try doesn’t always have to be perfect, but it’s essential to remember to keep learning and changing strategies that doesn’t work for your business.
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{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

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