Legacy marketing agencies place interruptive, mass marketing at the core of their tactics. In the Web 2.0 era, where B2B buyers prefer a web-based self-selection, educational and peer-communication approach, that strategy doesn’t work. Why? Because buyers want to control how they consume information, getting answers from sources they trust. Today’s buyer requires a new demand generation marketing approach that leverages a different set of tools. And this means you need a new type of agency.
The key elements to successful Demand Generation strategies include:
- Building a holistic, integrated set of lead nurturing programs that enable marketing to operate at the center of—and lead—the customer acquisition, adoption and renewal processes.
- Leveraging Marketing Automation as the core infrastructure to power Demand Generation strategies.
- Creating a set of business processes to integrate the marketing and sales teams, closely track and optimize marketing spending and capitalize on your existing success.
Successful demand generation marketing today requires strategies that think differently. Let’s get started!