How To Get To Know The New SMB Buyer

Tony Zambito

This is part 2 of a series on the challenge of targeting SMB markets and how the use of buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . One, that many Fortune 1000 and Global 2000 organizations are turning a focused eye towards growing their SMB customer and revenue base. Simply put, SMB buyers are more social, more sophisticated, more connected, and are transforming their buying behaviors at an accelerated pace.

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Grow SMB Revenues With Buyer-Based Marketing

Tony Zambito

This is part 3 of a series on the challenge of targeting SMB markets and how the use of buyer-based modeling and buyer-based marketing help organizations to grow their SMB customer base. . The sheer size of the SMB makes for a daunting task for any organization intent on marketing to the SMB segment. Small business Administration estimates that the SMB segment accounts for better than 98% of all businesses in the United States.

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Your Top Priority Is Growing The SMB Revenue Base – Now What?

Tony Zambito

This is part 1 of a series on the challenge of targeting SMB markets and how the use of target buyer modeling and buyer-based marketing help organizations to grow their SMB customer base. . For instance, in the highly compettive world of IT Products and Services, both HP and IBM made substantial investments and strategic moves in 2011 to target the SMB segment. There is good reason for Fortune 1000 or Global 2000 companies to target revenue growth from the SMB segment.

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CCPA Regulation, SMB, and Ad Tech: How will they Co-Exist?

readwrite

Privacy recommendations from different industry clusters, business verticals, and so on. The post CCPA Regulation, SMB, and Ad Tech: How will they Co-Exist? Last month, tens of thousands of apps were closed by Facebook because of a data breach.

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CCPA Regulation, SMB, and Ad Tech: How will they Co-Exist?

readwrite

Privacy recommendations from different industry clusters, business verticals, and so on. The post CCPA Regulation, SMB, and Ad Tech: How will they Co-Exist? Last month, tens of thousands of apps were closed by Facebook because of a data breach.

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SMB IT Spending Recovers: Looking for ROI and Diagnostic Guidance

The ROI Guy

released its second annual Microsoft SMB/Partner Insight Report and the study shows that although SMBs remain concerned about the business climate, most will increase technology spending in 2010, highlighting the role of IT as a strategic business tool in this crucial sector of the global economy. The SMB market represents 44 percent of the total IT market spending. The complete 2010 Microsoft SMB/Partner Insight Report is available at [link]. Microsoft Corp.

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How to Create a B2B Buyer Persona – Six Key Dimensions

Webbiquity

Do you sell into the small to midsized business (SMB) market? And most B2B businesses sell on primarily a vertical or horizontal basis. Do they care more about industry analyst’s opinions (enterprise software) or software review sites (SMB tools)?

True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – Sales Tech Star

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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To Generate Pristine Data, Lock Down Your Buying Group

InsightSquared

Vertical? Your SMB and enterprise teams probably have different demand units. This article is part of the Mini Mighty ABM series where we ask top experts in ABM to share one actionable idea that you can use at work today. These tips are mini, but mighty. For more, visit ABM Revealed. The biggest, most underrated benefit to ABM is that it makes your data better.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – CustomerThink.com

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – TalkCMO

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – TMCnet.com

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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How To Create Content For Different Personas

Atomic Reach

It is easier to add additional personas that will assist you in narrowing down into individual verticals or preferences, instead of choosing one broad demographic to fulfill too many individual characteristics. How to Create Content for Different Personas.

One Size Does Not Fit All – Part 2

Lattice

It’s typical for sales organizations to divide sales team by verticals or customer size (e.g. Enterprise and SMB, Financial and Telco). *Image via CastABiggerNet. In my last post I highlighted the importance of having different predictive models for your inbound and outbound channels. But that is just one example of when having a single model can be a detriment to your business.

The Ultimate B2B Marketing Glossary

Marketing Envy

SaaS products are cloud-based tools and apps, and SaaS marketing knows the right tricks for this specific vertical. Small and Medium Business is long and hard to say, but SMB just rolls off the tongue.

True Influence® Identifies B2B Industry Intent Trends During COVID-19 – MarTechCube

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – Daily Herald

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – International Business Times

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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True Influence® Identifies B2B Industry Intent Trends During COVID-19, Helping B2B Sales and Marketing Find Their Next Customer – MarTech Series

TrueInfluence

Here is a comparative analysis of the Enterprise and SMB markets that are showing intent of people actively getting ready to make purchases within these markets before and after the COVID-19 pandemic was identified.

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RingCentral

SWZD

In the SMB market, they primarily use inbound marketing practices because of the large scale this allows. He said that they do, but he sees the main challenge as not so much identifying the personas as in building out the optimal content for each persona, given the time and expertise needed to develop good content for specific verticals. He said that Facebook has the benefit of sheer scale since so many people are on it, and this is particularly helpful for reaching the SMB market.

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How to Build a Winning Lead Gen Strategy, From Your Database Up

Leadspace

Instead, we obtained highly granular, human insights like job function, familiar technologies, company revenue, company headcount, site-level location , vertical, and various contacts that fit our ideal customer profile within each account. For us, this would have been a major problem, as we were looking to move into new verticals. For example, part of our lead generation strategy at the time was to venture out of our core vertical and focus on two new verticals.

Xerox Prints New Vision With Marketing

Content Marketing Institute

The idea behind this approach was to saturate the most important business, IT, channel, small- and medium-size business (SMB), and vertical audiences with an experiential, media, and content blitz. Influencer outreach kept ConnectKey top of mind throughout the year with SMB, workplace, and technology influencers creating and amplifying product reviews, unboxing videos and other shareable content.

Looking ahead: 9 predictions for social media marketers in 2021 and beyond

Sprout Social

Lindsay Bruce , the Marketing Manager of SMB at Twitter, anticipates the future of social media marketing will involve more experimentation around how brands connect with their audience. “In

Ruckus Networks

SWZD

She said their customers range from “SMB companies with only a few access points, all the way up to Charter Communications who has a lot of access points.” Depending on the vertical, if the target accounts are few and well-known they may do Account Based Marketing or, in the example of the K-12 educational market, they may do more traditional digital marketing activities in collaboration with channel partners.

The Evolution of Boundless Cybersecurity

Bluetext

In order to communicate SonicWall’s business values across a variety of businesses, Bluetext prescribed a verticalized approach to target the unique needs of each industry.

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Blog: Conversica Proudly Shares Two New Executive Appointments

Conversica

Jobvite is a SaaS company that has undergone a transformation from an SMB-focus to a MM/ENT-focus business model, similar to what we are now doing at Conversica. By Jim Kaskade. Conversica has gone through some big changes over the past 12 months.

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Best Practices to Plan and Promote a Webinar

Launch Marketing

The organization studied nearly 16,500 webinars from over 1,000 companies ranging from SMB to enterprise across all verticals. ON24, a leading webinar marketing platform, recently published their 2017 Webinar Benchmarks Report that provides great information for marketing professionals that are involved with webinar planning and promotion. We’ve summarized the findings below on planning and promoting a webinar. Scheduling a Webinar.

Account Executive Dan Mearns on The Early Morning Sales Process

Nudge.ai

Looking at relationships helped uncover a new vertical where we can ‘sell local’ -@DanMearnsy… Click To Tweet. We’ve actually taken a really cool pivot and created a new vertical now: SMB high-growth Canadian companies. When it comes to connecting with buyers, Dan Mearns knows what works and what doesn’t. He spoke to Nudge.ai

9 Promising FinTech Startups You Should be Watching

Marketing Envy

million and secured partnerships with companies in a range of financial verticals, including open banking, personal finance, and accounting. iwoca provides loans to SMB companies located in the UK, Poland, Spain and Germany. From the application of GDPR directives to the implementation of open banking, 2018 was quite a disruptive year for the FinTech industry…. And many startups are here to lead us to the new frontiers.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

Pointclear

From Chris Snell , Inside Sales Manager, SMB at Care.com. ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.". In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report.

The Pros & Cons of Twitter Advertising for Small Business

Hubspot

For enterprise companies with large teams and budgets, exploring new advertising opportunities like Twitter's is far less daunting than it is for an SMB marketer -- especially those without a strong background in paid online advertising. While every SMB is unique, we've looked at companies across numerous verticals and business sizes and seen Twitter advertising be successful in some instances, and a downright struggle for others.

ABM Tales: How Consolidated ABM Platform Bets Are Paying Off

6sense

ABM is at the heart of their transition from focusing exclusively on SMB accounts, to also targeting mid-market/strategic accounts. Xactly was in the process of re-examining their go to market strategy; their evaluation involved determining if they were in fact going after the right verticals, selling to the right personas, and targeting the right accounts.

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5 Disruptions to Marketing, Part 2: Microservices & APIs

chiefmartech

Vertical competition presents a greater strategic threat than horizontal competition. In the SMB segment, HubSpot’s new Growth Stack — I love that name, by the way, for tying together marketing and sales in a digital world — features an expanded set of APIs deep into their platform and a growing ecosystem of ISV developers. The next article in this series is Part 3: Vertical Competition.

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The Internet Industry Races Forward and Leaves Opportunity in the Dust

Biznology

SMB's, certain industry verticals and many others are being told that if they are not willing to drink from the fire hose of Internet progress then they are going to lose. Cover of Simon & Garfunkel. by Frank Reed. There was a Simon and Garfunkel song called "Feeling Groovy" whose lyrics run, "Slow down, you move too fast, you've got to make the morning last, just kickin' down the cobble-stones, lookin' for fun and feelin' groovy."

Best B2B Affiliate Marketing Programs

Outbrain

At the same time, the highly lucrative affiliate vertical of B2B offers is often overlooked. These are questions every online SMB owner faces at least once a day… which is why Freshbooks seems to work so well for affiliates promoting their service.

Top 10 Identity Resolution Software Companies for 2020

Martech Advisor

They specialize in automotive, financial, retail and travel verticals. In addition to these identity resolution software vendors to watch in 2020, there are many smaller identity resolution players that serve the SMB market at one end of the spectrum; and at the other end of the spectrum, there are also full-fledged customer data platforms (CDPs) such as mParticle and Amperity that have highly advanced identity resolution capabilities baked in to the larger solution.

Create B2B Buyer Personas that Inform Content Marketing Strategy

Marketing Interactions

Even the same title will have vastly different perspectives, roles, and responsibilities if they work at an SMB vs. a large, global-enterprise company. Additionally, if you’re not focusing on a specific vertical, make sure you get a mix of industries. While 89% of B2B marketers have embraced content marketing, only 37% have a documented content marketing strategy, and only 22% say they are extremely successful with their overall approach to content marketing.

How to Write Great Boilerplate: 5 Dos, 5 Don’ts, 5 Examples From Different Industries

ClearVoice

Software as a service, or SaaS for short, is a broad, growing and lucrative vertical, but there’s often some difficulty in explaining what your product does — especially in elevator pitch format. Fundbox, a startup which exists in the somewhat crowded SMB (small and medium-sized businesses) financial services space, has a mission statement that’s written strategically in third person with easily understandable phrasing.

Adapting your sales model in a crisis

Varicent

These metrics should be considered for each segment or vertical in your market (i.e. SMB, Mid-Market, Enterprise, Channel). How do you model your revenue plan during a global crisis? We’re not in normal times right now. Your forecast and previous funnel models are going to be wrong. You need to pressure test every deal. You need to test your model. How do you plan for next quarter?