Tag Archives: global brands

How important is brand in the B2B space?

B2B or Business to Business Marketing is an extremely competitive space today and its becoming extremely difficult for even good marketing companies to keep pace with their own industries. Today they face competition not just from their traditional peers but from the aggressive startup companies who are lean and are nimble footed.

B2B marketing is often looked upon as a lead generation process and the success is measured by the cost per lead and the number of leads. And yes their b2b sales counterparts will also add in another factor, lead quality which is important but not accurately measurable. And BtoB marketers will often be pushed on the above parameters only which makes them a lead generation machine.

But often they tend to forget the value of the brand while doing the B2B marketing and the entire marketing piece becomes offer or price oriented. The startups will focus on these because they don’t have the brand lineage and will push the sales on this front. But little do they realize that this in the long-term makes the entire team dependent on pricing/discount and doing this year on year makes this a process which in the future is very difficult to change.

Also if we look at global brands who are leading the B2B space they follow a completely different strategy where they focus on the brand that has been built over time but they too did start somewhere. Brands like Microsoft, IBM, Well Fargo, UPS, GE, SAP, Accenture, Oracle, FEDEX, etc have been focused on ensuring that the product service is immaculate and rest of the job is done by the brand name itself.

And in today’s world there is no shortage on the mediums that one could achieve the same there is digital marketing, affiliate marketing, network marketing, social media marketing which offer extremely economical options if run well to not just generate leads but to build a brand as well. Yes in certain less developed economies one may need to look at traditional mediums as well but every penny spent (if one has a right creative) will add value to the business int he long run.

A prime example of brand and technology by a B2B brand – Huawei jumped 22 per cent post investing heavily in innovative new technologies such as software-defined networks and cloud solutions that enable business agility on the product side. But along with that to boost their brand they also signed A-list movie actors and footballer Lionel Messi as brand ambassadors to create a positive perception of the brand in the business fraternity via advertisements.

Brand strategies do take time but its never too late to start building a brand because the more your delay the more damage is done by either becoming price dependent or being a good lead generation company. Both for me is not something which is sustainable in the long run. There needs to be a balance between the brand and lead generation for any marketing plan or marketing strategy which not just enables revenues but long term benefits as well. And one must not forget an important aspect of business – SPEED, the faster you respond the better chances of deal closure.

Source : Payperformance.com

Big Data done……. but what’s next ?

Today big data, is considered to be yesterday’s news as most successful companies have already moved on with it. But what’s next is more important and for these global or progressive organizations.

Few of the major advancements are data integration(automated machine learning or AI),  big little data (basically the tremendous proliferation of small data sets across the web) & video data. The emergence of these are a result of the limitations that big data has as it has been successful in finding trends & correlations across large dimension like population, GDP, timelines, etc. But big data itself is formed with small fractions of data and each fraction has a significant impact on the overall output. 

Data integration is also currently happening with the help of technology and combined with big little data, it will throw insights that may change the way we see at information and decision-making. For e.g. models based on not just industry data but sentiment data, inflation, demographics or any other predictive models which may seem unrelated.

But the transition to big little data isn’t going to be easy, as there is tons of information stored in HTML tables across the web that may look ambiguous but will have contextual relevance. Leading this phase are companies like Google & University of Michigan who are looking at these smaller sets and how to make sense of them, so that it can be made user-friendly.

Data integration has been spoken about for sometime but currently its limited due to human intervention. Its needed since massive data sets need a human mind to figure common aspects between otherwise 2 unrelated pieces of data. Currently the algorithms can relate 2 sets of known data sets which are linked but cleaning the data, resolving issues with data and then finding a pattern by its own is still a challenge which can be tackled only by a beautiful mind now. Although there are noticeable breakthroughs achieved this by crowd-sourced data repositories but there is still some way to go. Yet one of the biggest sources of big little data will  be the smart phone that houses tons of data which isn’t available out in the market once that comes out data integration will reach another level.

 Now the most interesting one – Video data. This actually means extracting streams of data from video. Today world is moving towards video and everywhere videos have taken precedence over pictorial data and this trends has just started and growing. This make big data seem like big little data tomorrow.

All 3 are game changing innovations that are currently worked upon and highly anticipated, just cant wait to see how they change the way we see the world.