B2B Marketing Benchmark Report

MarketingSherpa's 2012 B2B Marketing Benchmark Report

Research and insights on attracting and converting the modern B2B buyer

  The 2012 B2B Marketing Benchmark Report includes:
  • 157 charts and analytical commentary
  • 1,745 surveyed marketers used
  • Marketing Insights: Automation, personas, propositions, content and more
  • Creating compelling value propositions that convert
  • Funnel Optimization Strategies: Journey to sales conversion
  • Success Stories: Revenue-oriented funnel marketing campaign supports 700% two-year growth; multichannel product campaign boosts sales pipeline by 30%
  • View excerpt
Published August, 2011

This publication is sponsored by Marketo

New Research Reveals: Challenges intensify to win over modern B2B buyers

According to new research surveyed from 1,745 marketers even the most effective B2B marketing tactics such as website design, SEO and email marketing saw up to a 50% decline in overall effectiveness from the previous year.

This alarming statistic along with a growing list of pertinent challenges is more evidence that times are tough and organizations must adapt to meet new buyer expectations. The modern B2B buyers are researching purchasing decisions online long before they engage with sales. They are equipped with information and are reluctant to purchase due to the struggling economy. Winning them over requires organizations to adjust their marketing approach and focus their energy on overcoming new barriers that now stand in the way.

To help marketers regain their focus and tackle these challenges, MarketingSherpa has released the new 2012 B2B Marketing Benchmark Report. This report analyzes the strategies and tactics of top performing B2B organizations, so you can learn from their success and apply proven tactics to increase the effectiveness of your campaigns.

Inside you'll find the most up-to-data research and analysis on the marketing tactics that were most successfully applied at every stage of the sales funnel, from lead generation to sales conversion including:

  • Tying all activities into revenue and continually optimize performance
  • Influencing change throughout organizational levels
  • Building strategies for buyer-centric lead generation and funnel optimization

Download the free 2012 B2B Marketing Benchmark Report excerpt

The 188-page 2012 B2B Marketing Benchmark Report includes a broad range of all components of B2B marketing and will examine the top challenges B2B marketers are facing, the barriers that exist in preventing success, and best practices in overcoming them, to attract and convert the modern B2B buyer.

In short, this comprehensive study provides practical research and insight on what works – and what doesn’t – in today’s extremely competitive B2B environment.

B2B Marketing Success Stories: Tales from the trenches

The report is packed with useful information including B2B marketers' success stories from your peers on:

  1. Analytics-based content campaign drives 26,000 new monthly visits
  2. Multichannel product campaign boosts sales pipeline by 30%
  3. Alignment and automation leads to improved lead quality
  4. Integrated nurturing approach creates 70% increase in inbound calls
  5. Revenue-oriented funnel marketing campaign supports 700% two-year growth

The 2012 B2B Marketing Benchmark Report is a comprehensive reference guide containing more than 157 charts with analytical commentary, hundreds of informative insights from your peers, several abridged case studies of real-life social marketing success stories, and more. Highlights from the new report include:

  • The strategic priorities of CMOs and senior marketing executives for B2B marketing
  • How organizations allocate B2B marketing budgets and key performance indicators
  • Top tactics B2B marketers use to generate leads including social media, email marketing and more
  • The opportunities that exist for B2B marketers in funnel optimization for lead generation ROI

Top 10 Questions Answered in the 2012 B2B Marketing Benchmark Report

  1. How has the B2B marketing environment changed over the past year?
  2. What are the top barriers to B2B marketing success?
  3. How are CMOs increasing lead generation ROI?
  4. What are the latest B2B benchmark marketing budgets and KPIs?
  5. What are the best tactics in developing buyer personas?
  6. How do I create compelling value propositions that resonate and convert?
  7. How has the modern buyer affected lead generation campaigns?
  8. What is the key to sales and marketing alignment issues?
  9. How do you define the funnel stages for improved ROI?
  10. What role does marketing analytics play in delivering value to C-suite?

Special Sections: Marketing Insights, Case Studies, and Charts

The 2012 B2B Marketing Benchmark Report is more than just data. This year’s report gives you analysis and insight on topics critical to the future success of B2B marketers:

  • CMO insights on strategies for increasing lead generation ROI
  • A bird’s eye view of lead generation tactics
  • Critical B2B marketing metrics
  • Marketer insights on greatest funnel optimization challenges
  • Lead scoring, nurturing, qualification

Learn marketing efficiencies in every stage of the buying cycle, form prospects to leads to loyal customers, and then closing the loop with sound marketing analytics for continued improvement.