MAM

For a B2B brand, marketing needs to have a deeply symbiotic relationship with sales

The deeply woven threads between the two create the intricate fabric for business success

https://ntawards.indiantelevision.com/sites/default/files/styles/smartcrop_800x800/public/images/tv-images/2019/10/19/Suvodeep_Das.jpg?itok=-dp4o_u6

Marketing for a B2B brand is becoming more personalised than ever before. Sounds counter-intuitive, right? After all, B2B essentially means selling to a ‘business’, which is a huge entity, and, hence, impersonal. However, in the constantly ‘disrupted’ business world of today, the reality could not be farther from the truth. B2C should ideally be personalised, but in reality it is targeted to a broader set of consumers, neatly grouped and profiled based on certain demographics. B2B, on the other hand, has become much more individualised. Marketing to a business means selling to the key decision-maker(s) in the organisation. Hence, for a B2B brand, marketing and sales are no longer two distinct functions. Rather, the relationship has grown more symbiotic and stronger, aligned for faster growth and greater success.

A paradigm shift

For a B2B brand, marketing is no longer merely about generating or cultivating leads and directing the same towards sales for further engagement. It is about laying foundations for a long-term relationship, the first step in creating a long-lasting relationship, which will then be built upon by the sales team. For ensuring success of the brand, B2B marketers need to take a holistic view, thinking in terms of not just engaging the business customer at the other end, but also how the product/service they are selling will impact the buyer’s end - the consumers. This needs a paradigm shift in the way marketing strategies are drawn up - the consumer experience of the end-buyer needs to be factored into the strategy, for not just a competitive advantage, but with the intention of fostering lasting relationships.  

Marketing and Sales in B2Bs - A Synergistic Relationship

With multiple channels of sales, and the increasing trend of online purchases, even for B2B, what becomes paramount is building on the symbiotic nature of marketing and sales for optimizing revenues.  Most brands are investing in marketing automation and using technology to increase visibility and digital awareness of the brand, through content marketing, social media, innovation, etc. But merely using social media to build brand awareness is not really productive for B2Bs if there are no close and frequent interactions with the person(s) at the other end.

On the other hand, the sale cycle in a B2B can often be a long-drawn-out cycle, needing multiple personal visits and calls. This is why the two teams need to collaborate. The synchronisation of sales and marketing efforts can lead to reduced sale-cycle while boosting revenues. Marketing facilitates sales by identifying potential and engaged customers. In this era of readily-available information, where brands compete and clamour for attention, a proactive marketing strategy can tilt the balance by arming potential buyers with solutions, volunteering expert knowledge, or offering guarantees for performance and services.

B2B business platforms are also transforming, as the impact of newer models and disruptive practices spreads.

LinkedIn and Facebook are good examples. Social platforms launched for P2P interaction, these have grown into P2B / B2P, seamlessly allowing for both personal and business relationships to co-exist. The traditional ‘sales funnel’ model has been transformed by the ubiquitous reach of the internet and digital technology to a multi-channel one. Discerning customers, armed with information, having meticulously researched and reviewed the product/service on offer, seek not just quick, convenient solutions, but also relevant and reliable ones. To succeed with the newer sales funnel, B2B brands require closer and deeper integration of marketing and sales, a cohesive effort which will facilitate a seamless experience for their customers, both current and potential.    

If marketing is the first step, then sale is the closing act.  Without one, the other would not succeed.  The deeply woven threads between the two create the intricate fabric for business success.

(The author is vice president sales & marketing, Sodexo BRS India. The views expressed are his own and Indiantelevision.com may not subscribe to them.)

Latest Reads

https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/rerer2.jpg?itok=0OIvZGLs
Is TV Still The Most Effective Ad Medium?

"TV not only remains the most effective medium - almost twice as much as the rest, making advertisers earn more money than any other medium - but it is also the most efficient in terms of retention rate." Television generates a higher ROI than the rest of the media in three of the four categories...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/godrej.jpg?itok=qx7OmHUg
Godrej Locks, VICE Media India unveil documentary on Home Safety

MUMBAI: On the eve of Home Safety Day today, Godrej Locks has collaborated with VICE Media India, to release an original documentary featuring different kinds of home safety experts, explaining what makes a home vulnerable and how one can protect themselves from the dangers of theft. This...

MAM Marketing MAM
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/citreon.jpg?itok=QLU9-ZCD
Citroën India launches #InspiredByChildren campaign on Children’s Day

MUMBAI: Citroën, part of the auto conglomerate, Groupe PSA has launched its latest campaign #InspiredByChildren, on Children’s Day. This digital campaign is the sequel of the #InspiredByIndia campaign, which saw an overwhelming response from participants. The campaign increased the Citroën follower...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/campaign.jpg?itok=A2amvGdg
INORBIT launches #TweetYourLove campaign

MUMBAI: #TweetYourLove by Inorbit mall was one such initiative that received a warm welcome by over 1000+ kids on Children’s Day. Inorbit in association with Save the Children India, an NGO that works towards the betterment of underprivileged kids, exercised this campaign urging people to show...

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/art.jpg?itok=4j0N4kbu
Faber-Castell India announces annual offline campaign 'Art With Purpose 2019'

MUMBAI: After a successful run last year, Faber- Castell India announces their annual offline campaign “Art with Purpose, 2019”. The theme for this year is “The Sport that I Love”, encouraging participants to celebrate and pay tribute to a sport they feel passionately about.  

MAM Media and Advertising Ad Campaigns
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/cup.jpg?itok=SeHcEWKE
CupShup joins hands with Oxfam India to support rights of tea plantation workers

India: CupShup - an independent advertising start-up, has joined hands with Oxfam India, to campaign for fair wages and better living conditions of tea plantation workers of Assam. Oxfam India is a non-profit organization fighting discrimination and working to improve the lives of vulnerable groups...

MAM Marketing MAM
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/Outbrain.jpg?itok=DVZOjugl
Dailythanthi and Outbrain sign native ad partnership deal

Outbrain, the world's leading discovery and native advertising platform on the open web, announced that it has signed a partnership agreement with Dailythanthi, the leading Tamil media portal with 9.47 Million Unique visitors a day and 42 million Page views a month.

MAM Marketing MAM
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/15/levis.jpg?itok=TRvMbk-N
Levi's celebrates equality with #ProudToBeMore Campaign

Levi’s has launches #ProudToBeMore campaign with the inspiring members of the pride community who have continued to defy the odds and accomplished more than what the society deemed worthy for them.  The stories capture the authentic journey of few brave people who believe life is much more than one...

MAM Marketing MAM
https://ntawards.indiantelevision.com/sites/default/files/styles/340x340/public/images/tv-images/2019/11/14/pizza.jpg?itok=jbDtrSfj
Pizza Hut launches first campaign with internet celeb Bhuvan Bam

MUMBAI: In a complete brand refresh, India’s leading pizza chain Pizza Hut’s new campaign announced a bold & fun campaign using internet star, Bhuvan Bam, being hypnotized by the delicious range of pizzas.  Conceptualized by Creativeland Asia, the new TVCs have one of India’s most popular...

MAM Marketing MAM

Sign up for our Newsletter

subscribe for latest stories