The Strategic B2B Maketing Framework is a blueprint for effectively reaching more buyers, creating more effective messaging and positioning your product for success

1. Strategic B2B Marketing
Framework
Strategus Consulting
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2. About Strategus Consulting
• Strategus Consulting teaches technology
marketing leaders how to reach more
buyers, create more effective messaging
and position their products for success.
• Our Strategic B2B Marketing Framework
is the proven blueprint for achieving these
results
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3. What is Marketing?
• Definition?
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4. What is Marketing
• Convincing a prospect to enter a buying
cycle when they otherwise may not have*
• Marketing should be the front end of the
sales process, not the back end of the
product development process*
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*Michael T. Bosworth, John R. Holland and Frank Visgatis, Customer Centric
Selling, McGraw-Hill, 2010

5. B2B vs B2C Marketing
B2C Marketing B2B Marketing
Product Driven Relationship driven
Maximize the value of the transaction Maximize the value of the relationship
Large target market Small, focused target market
Single step buying process, shorter
sales cycle
Multi-step buying process, longer sales
cycle
Brand identity created through
repetition and imagery
Brand identity created on personal
relationship
Merchandising and point of purchase
activities
Educational and awareness building
activities
Emotional buying decision based on
status, desire, or price
Rational buying decision based on
business value
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Source: http://masterful-marketing.com/marketing-b2b-vs-b2c/

6. Strategus Consulting
Strategic B2B Marketing Framework
Positioning
Identifying
The Market
Getting
Attention
Creating Sales
Opportunities Nurturing
Website SEO
Case Studies
Whitepapers
Surveys
Blog
Webinars
Marketectures
Email Marketing
Direct Mail
Social Media
Advertising
Buyer Personas
Market
Segmentation
Highly Targeted
Messaging
Beta, Test & Pilot
Problem
Identification
Competitive
Analysis
First-Hand
Market
Knowledge
Symposia
Sponsored
Events
User Group
Meetings
Panels
Conferences &
Trade Shows
Create Relevant
Content &
Distribute
Consistently
Test
Measure
Analyze
Adjust
Developing the
Positioning
Statement
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7. Let’s Connect
• Schedule your 30 minute consultation
• Marc@strategusconsulting.com
• Log into www.strategusconsulting.com to
access templates and worksheets
• Follow me on twitter and linked in
• @mrubner, @strategusconsulting
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