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Posts Tagged ‘Michele Linn’

Earlier today I published a new post to the Silverpop Demand Generation blog — one that looks at the next phase of dialogue around content marketing for B2B demand generation.

The post opens by recounting the ‘first evolution’ of content marketing — i.e., the evolution of the topic up until recently:

The last year has brought growing dialogue around content marketing as an integral component of modern B2B demand generation.

First, we’ve seen increasing acknowledgement that, in a Web 2.0 world, the dynamics of the B2B buyer are shifting and that at the core of these new dynamics are fundamental shifts in buyers’ information consumption patterns.  Buyers are doing more education on their own, ahead of speaking with a salesperson.  Second, this has occurred in tandem with growing interest among B2B marketers both with inbound marketing strategies for lead generation and with marketing automation as a central platform for nurturing B2B prospects in a buyer-driven fashion.

Content marketing is the architecture behind information exchanged with the buyer before we can get them to ’sales ready’; it is the rationalization of what content that our prospective buyers need at various stages of the buying cycle and via what media and channels; and it is integral to the nurturing process.  Content thus has moved from tactical to strategic.

It then asks, ‘So what’s next for the dialogue around content marketing?’

Now we are entering a second phase of dialogue and evolution around content marketing, where we’re talking about how to take it forward.

The post then analyzes three emerging dialogue threads around content marketing, its integration with marketing automation and its role in modern, buyer-centric B2B demand generation — also citing a number of marketing experts, such as content marketing ‘guru’ Joe Pulizzi, and relaying their perspectives on this evolving topic.

These threads are:

  • Building out the new era of dynamic, buyer-driven content marketing campaigns
  • Closing the loop so that it’s clear what content has impact and how to tune your content mix
  • Developing the right skill set and building the right team to effectively manage your B2B organization’s content marketing ‘machine’

 Click here to read the full post.

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Over the last 7 months I’ve been very focused in my research on the dynamics of how B2B marketing is changing — particularly the increasing importance of developing buyer-centered marketing strategies and programs.  (In fact, this week I’m speaking at a B2B Magazine event in London about new ways to drive B2B e-mail marketing programs based on behavioral/implicit factors, versus standard demographics.)

The broader evolution of B2B marketing has been accompanied by new challenges and opportunities, and in some cases these have driven the emergence of completely new marketing disciplines.

Content marketing is just such a discipline.  Whereas marketing content has always been with us, I submit that modern content marketing is something altogether new — an evolutionary approach to engaging buyers with buying-stage-relevant information and a response to several rapidly-changing B2B marketing dynamics.

What has led to this emergence?  And what are the implications for this new discipline?

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The New Year’s period is always chocked-full with ‘top ten’ lists and countdowns, and unfortunately, too many blog posts and articles that come out in this period are pretty much news/information you can’t really do anything with.  Inward reflection, but not actionable; sentimental, but not really something you can leverage moving forward.

I’ve been thinking for the last few weeks that for the New Year I wanted to do a post that is action-oriented and that will help you be a better B2B marketer in 2010. 

I also believe strongly in being a catalyst for sharing ideas — which is why I started this blog — and so I thought one of the most-actionable posts I could do would be to point you to resources where you can learn from the best and brightest in the B2B marketing community throughout 2010.  The gift that keeps on giving …

    

What are my criteria for the luminaries I’ve included in this list?

I didn’t start out with a formal set of criteria, but here’s what’s emerged:

  • First, these are all people that prolifically share their insights — cross-medium.  They Tweet, they blog, they speak, they write books, they consult, etc.  And they are generous in this regard.
  • Second, their expertise centers around new strategy, innovation and technology for marketing — particularly B2B marketing — and they are truly advancing the body of Marketing 2.0 knowledge … advancements that will help us cure the ad-centric, interruptive, paternalistic Mad Men hangover that has plagued marketing for decades.
  • Third, these are people whose insights I actually follow.  There is no one on this list whose insight I would not personally recommend and whose own books, blogs posts, Tweets, etc. I do not personally read.
  • Fourth, and in all honesty, all of these folks — except for one — are on Twitter.  Because if you’re not, and you have any insight into Marketing 2.0 … well, get with it!
  • Fifth, I did not look at anyone else’s ‘top influencer’ list in putting my own list together, nor have I feigned reverence to others’ ideas of who is a thought leader … and who is not.

Disclaimer 1: This list may or may not be exhaustive, and it may or may not include people you think should be included on this list.  So don’t be offended if I’ve left someone off.  I probably have, and so I’ll endeavor to add additional people in the comments area below.  And you should too!

    

Who made the list? 

So who has new and innovative insights for ‘propelling’ B2B brands going into 2010?

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