The Four Pillars of B-to-B Content Marketing
Posted in: UncategorizedThere’s no question that content marketing has taken business-to-business marketing by storm. According to the latest study from the Content Marketing Institute, 86% of b-to-b marketers use content marketing today. Ad Age reports that 75% of b-to-b marketers expect to increase their content marketing budgets in 2014. But I suspect that some b-to-b marketers are struggling to put content marketing into a strategic context, to focus their efforts, make their programs work as hard as they can and prevent waste. To that end, I offer this four-part framework.
Here are four areas where content marketing makes an invaluable contribution to the b-to-b sales and marketing mission.
1. Thought leadership. Insightful content demonstrates that your company knows its stuff, and by implication can help customers solve their problems. So content intended to show your expertise, and position your executives as visionaries, goes a long way toward establishing yourself as a trusted advisor and resource in your field. Thought leadership pays off not only in building awareness, but also in kick starting the business relationship. The types of content that work well for thought leadership: video interviews with the CEO, strategic white papers, keynote speeches and books.