During a recent breakfast meeting with B2B marketers, someone asked “We sell many products, with each buying cycle involving multiple decision makers. Do I need to create a persona for each?” Persona is a word that has made its way into the business marketer’s vocabulary of late and we admit we’re doing our part to promote this approach as well. But are B2B marketers ready to use personas as a launch pad for establishing a more relevant dialog with prospects and customers?
Most are not. Judging from our customer interactions, the typical B2B firms’ approach to segmentation is quite rudimentary — they group customers by size, industry, and geography. These categories closely match their sales organization’s structure, but are divorced from marketing strategy. Few go further and extend buyer profiles to include role, behavior, demographics, or preferences.
I participated in ad:tech San Francisco 06 last week and was blown away by the number of attendees and exhibitors. While I was very excited by the energy at the event (great to feel marketers primed to invest in internet marketing, and vendors anxious to introduce new technologies), the cynic in me couldn’t shake the “been there, done that” feeling.
A feeling associated with what we at Forrester have dubbed “Bubble 2.0” -- the recent boom of venture-backed vendors touting very similar capabilities but with no clients (In fact, this trend is not unique to vendors. There are content companies springing up too, that provide no actual content).
Here are my observations from ad:tech about which areas are garnering the biggest vendor attention:
We recently participated in a panel on marketing measurement for the Massachusetts Innovation & Technology Exchange and it got us to thinking about all the hubbub around marketing measurement and analytics today.Everyone is talking about it.Everyone has vast quantities of data.And yet despite the increased sophistication of measurement tools and practices, the debate about how to really do it continues.No one has yet come up with an answer to the question: How do you measure marketing?Here are just a few thoughts on why this is and what marketers can do about it:
One of my few New Years' Resolutions: Blog on the wireless industry. My mentor here gave me the advice to blog early and blog often. I'll start with a short one announcing my areas of interest:
- Wireless: the technology, content, business models, consumer adoption …
- Wireless access technologies: cellular, Wi-Fi, etc. …
- Wireless content: mobile games, sports, ringtones, …
- Mobile advertising and marketing: on the phone and online
More than one witty person has suggested that my name is perfect for an analyst. I'd like to clarify upfront that my name is not an English verb - it's Norwegian for "ash" -