SMBs Rely On Word-of-Mouth: What Should B2B Marketers Do?

Last week, I met with the (small) business solutions division of a large consumer technology/services provider to talk about gearing up their B2B marketing. We talked about whether the same tactics that work for their consumer audiences might also work with small business prospects (typically less than 100 employees.) TV and radio came up in the discussion because they were getting ready to launch local market tests.

So here’s the thing:

  • Few (about 20%) of the over 500 B2B marketers who we surveyed recently say they use TV and radio, compared with about 90% who use tradeshows and PR – real die-hard B2B tactics. However, those who can afford TV say it’s off the charts for building brand awareness.

In contrast…

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Does Contextual Advertising Make Sense for B2B Marketers?

I recently wrote research about search marketing best practices for business marketers but didn’t cover contextual advertising in it. Having spent over 5 years covering enterprise search or working for companies (Verity, Stratify) offering search-based products, I have to admit I am a bit more than skeptical about claims – like those made by Google Adsense, Kanoodle BrightAds, Quigo AdSonar, and Yahoo’s Publisher Network – that search-based contextual ads accurately match the host content and never appear on unrelated sites. The fact is – and anyone frustrated by the low quality of search results they see on most business-oriented Web sites will agree – getting machines to read, interpret, and characterize written text precisely is difficult and labor-intensive. And for every contextual placement that looks relevant, I can show you more that are way off the mark.


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