A presentation on B2B marketing 2.0 for a student event organised by the Marketing Association of the Erasmus University Rotterdam. Aim was to discuss B2B Marketing 2.0 and discuss whether this concept actually exists or whether using 2.0 technologies is something better suited for the B2C market.

1. B2B Marketing Developing markets through social media

3. A quick introduction B2B Marketing Event 2008 Wouter Trumpie CRM Consultant @ Logica 8 years CRM consulting experience Sales & Service Education Interests Employment history

5. Agenda B2B Marketing Event 2008 Logica and CRM 1 B2B Marketing 1.0 2 B2B Marketing 2.0 – power to social media networks 3 B2B Marketing 2.0 – a hype without added value 4

6. Marketing and CRM B2B Marketing Event 2008 What is CRM? Customer Relationship Management

7. Elements of CRM B2B Marketing Event 2008 Sales Service Marketing Strategy Process IT Solutions

9. Trends in CRM B2B Marketing Event 2008

10. Hype cycle for marketing B2B Marketing Event 2008

11. Agenda B2B Marketing Event 2008 Logica and CRM 1 B2B Marketing 1.0 2 B2B Marketing 2.0 – power to social media networks 3 B2B Marketing 2.0 – a hype without added value 4

12. Marketing 1.0 – Unidirectional – spreading the message B2B Marketing Event 2008 Company Customers Prospects Suspects Other Product information Marketing message

14. B2B marketing 1.0 B2B Marketing Event 2008

16. Agenda B2B Marketing Event 2008 Logica and CRM 1 B2B Marketing 1.0 2 B2B Marketing 2.0 – power to the people 3 B2B Marketing 2.0 – a hype without added value 4

18. What is Social Media? B2B Marketing Event 2008 Source: wikipedia.org / http://www.slideshare.net/gregverdino/is-this-thing-on “ Social media describes the online technologies and practices that people use to share opinions , insights , experiences and perspectives with each other. Social media can take many different forms, including text, images, audio and video.”

19. Business social media examples – LinkedIn B2B Marketing Event 2008

20. Business social media examples – Mobile Monday B2B Marketing Event 2008

21. Business social media examples – Blogging about Oracle Apps B2B Marketing Event 2008

22. Business social media examples – Oracle MetaLink B2B Marketing Event 2008

23. Social media usage statistics B2B Marketing Event 2008 Source: KnowledgeStorm/Universal McCann Emerging Media Studies

24. Uses of social media by B2B decision makers B2B Marketing Event 2008

25. Influence of social media B2B Marketing Event 2008 Source: KnowledgeStorm/Universal McCann Emerging Media Studies

27. What motivates buying behavior – engagement! B2B Marketing Event 2008

30. Agenda B2B Marketing Event 2008 Logica and CRM 1 B2B Marketing 1.0 2 B2B Marketing 2.0 – power to social media networks 3 B2B Marketing 2.0 – a hype without added value 4

33. Back to basics, what is B2B marketing? B2B Marketing Event 2008 High volume, Low complexity Low volume, High complexity Products & services

34. Loads of firms utilise social media, but do not find it effective B2B Marketing Event 2008

36. Bursting the bubble B2B Marketing Event 2008

38. Social != Marketing or Sales B2B Marketing Event 2008

40. No. 3 June 2009 Scoping Sonar No. 3 June 2009 Guidelines & Samples