Business to Business
We are specialists in Business to Business marketing and have been engaged in business sales and marketing for over 15 years. We understand the unique complexities of business decision making and how to advance the status quo from marketing to sales engagement.
The decision basis in all organisations is unique in each and every case. It invariably includes influencers, stakeholders, technical decision makers, financial approvers as well as procurement or contract process. It’s important to map on to this quickly and dynamically to give each business a unique marketing engagement. This is most effective in a Telemarketing dynamic but also applicable to broader tactics such as Email Marketing Automation and Digital.
A business profile segmentation approach is critical and the proposition must be adapted to have clear alignment with that segment. We have an enormous wealth of data and experience in targeting specific segments no matter how large, small or niche. The ability to do this is critical in B2B marketing.
Inform provide B2B solutions unique to each customer made up of our full portfolio of services. Some of the specific B2B solutions include:
LEAD GENERATION AND APPOINTMENT SETTING
A key marketing strategy in Business to Business marketing is to enable and initiate the sales process. Lead generation and appointment setting is one such tactic which optimises your salesforce and puts them in front of the customer. Inform provide lead generation and appointment setting as a customised service.
ACCOUNT BASED MARKETING
Ensuring that specific organisation and company lists are the focus of reach, coverage and outcomes is essential in business to business marketing. This ranges from targeting single accounts, through to a target priority list through to a mass segment. Reaching organisations and specific decision makers is a key capability of Inform across the multiple channels of Digital, Email and Tele.
Digital
Inform offers a comprehensive B2B Digital service. Digital enablement in business to business is continuing to be a major opportunity. Modern developments including audience reach based on data such as company and job role profiles, developing marketing automation as an engagement marketing tool and leveraging website as content and information have meant that Digital is becoming a new enablement medium for Business to Business marketing.
EMAIL MARKETING AUTOMATION
Email and Marketing Automation has become an essential communication and marketing mechanism in B2B marketing. Nurturing prospects and existing customers with greater degrees of personalisation and profile alignment means they become more engaged and more ready and willing to transfer into new customers and reorder customers.
Database
A database today is an integrated entity between traditional lists, CRM and marketing and sales automation. In addition, it must contain the highest levels of accurate and populated information on the Accounts and Contacts you wish to reach. Inform provide a significant range of services in this space to building out your database, maintaining its quality, implement systems and processes and activate this database for marketing and sales results.
Resourcing
We have been employing B2B resources for 17 years. Understanding B2B business, including cultural and job-based details, means we are able to offer Resourcing services are well aligned with your business including Recruitment, Temp Staff, Contractors and Staff Outsourcing.
Below are just some of the clients we have helped with their business-to-business needs. Click on the logo for more information.
You can also Click Here to see a wider range of our work.
