digital transformation in b2b: james smee, lewis purestone
TRANSCRIPT
6/19/2017 2www.teamlewis.com
DIGITAL TRANSFORMATION IN b2b: Uncut.
Thurs, June 1st 2017, A.M.• Built and sold multi-award winning digital agency Purestone • Early pioneer of the digital marketing industry - championing
early stage e-mail marketing in B2B• Extensive client side experience within IT industry• Award winning B2B consultant, strategist and planner • B2B marketing industry commentator & enthusiast• C-level digital consultant to global brands such as Linklaters,
PayPal, Octopus, Essilor, Adidas and Computacenter. JAMES SMEE – generational ‘straddler’
DIRECTOR, EMEA, DIGITAL MARKETING.
LEWIS.
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It’s aLWAYS BEEN A challenging place to be…B2B IS COMPLEX. Multiple buyer persona’s. multiple verticals.multiple products. Multiple services.
B2b is confused.IN transition. In generational flux.
B2b marketing lacks investment.Do more, with less. Less money. Less head count.
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IT ALL STARTED HERE.
WORK GREW LEGS. THE WORK-PLAY MASH UP. B2B AUDIENCE EXPECTATIONS CHANGED.
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AND IS STILL GOING…
WE BECAME SOCIAL. RISE OF THE DIGITAL TITANS & DISRUPTORS. We Stopped wearing ties.
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THE EDUCATED BUYER.
• 70% of your audience is now a Multi-device user
• 83% research outside of 9-5, anytime, anywhere
• 63% determine a ‘consider set’ purely from digital content
• 41% are starting their journey looking for a solution rather than a product
Source: GlobalWebindex/ Google Research Study UK 2016
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You need to go more than just skin deep Spend 1 day being a
customer.
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JEDI ROBEEXPRESS CHECKOUT
HEL PERFORMANCEWORKING CAPITAL
INTERNET FUSIONCROSS BORDER TRADE
EXPLORING VACATIONSINVOICING
PERFECT 10PAYPAL HERE
Activation email: peer-led storytelling
bit.ly/Jedi-Robe bit.ly/HEL-performance bit.ly/InternetFusion bit.ly/Exploringvacations bit.ly/Perfect-10-Paypal
6/19/2017 19www.purestone.co.uk6/19/2017 19Geraldine
EXPRESS CHECKOUTNoel
WORKING CAPITALKevin
CROSS BORDER TRADENeil
INVOICINGKsenija
PAYPAL HERE
Consideration: emailProposition served accordingly to prospect interactions with Phase #1
From Jedi Robe From HEL Performance From Internet fusion From exploring vacations From Perfect 10
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Activation emailDirect Response
Product proposition for conversionBusiness Account & PayPal Here
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Activation : Peer-led case STUDIES
IMAGINE WHAT YOU COULD DO WITH A PAYPAL BUSINESS ACCOUNT / PAYPAL HERE
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Consideration: Proposition Landing pages
Working capitalbit.ly/business-funding-paypal
Express checkoutbit.ly/express-checkout-paypal
Invoicingbit.ly/invoicing-paypal
Cross border tradebit.ly/sellingabroad
PayPal Herebit.ly/onthego-paypal
www.lewispurestone.com
The sales & marketing divideTHE
SALES &
MARKETING DIVIDE
‘the colouring in department’
‘the lazy mavericks’
‘I need quick and easy access to the latest and greatest’‘I need to close the loop’
‘Help me, help you’
‘Make me look good’
‘NO MORE ADMIN’
‘What IS working?’
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• Test & Learn• Get political • Sprint labs
AGILE MARKETING