1. GutsGo eMarketing Let’s Do It Better! Engage2012, June 2012 Let’s Be At It! www.gutsgo.com © GutsGo eMarketing 1

2. BLESSED to be #Engage2012 RatanKK – Entrepreneur & eMarketer Deployment, Research & Training Visiting Prof for eMarketing @IIMA www.gutsgo.com © GutsGo eMarketing 2

3. BLESSED to be #Engage2012 Google – RatanKK GutsGo Twitter - @ratankk www.gutsgo.com © GutsGo eMarketing 3

4. B2B eMarketing Ask your Questions on Twitter @RatanKK Eager to #Engage2012!! @ratankk # GutsGo eMarketing 4

5. What is eMarketing? Reply on Twitter @RatanKK #Engage2012 @ratankk # GutsGo eMarketing 5

6. eMarketing Tactics & Objectives TacticObjectives WebsiteCustomer Engagement SEOCustomer Acquisition & Retention PPCAcquisition Social MediaBranding & Engagement BannerBranding & Acquisition Content MarketingBranding & Acquisition Email & MobileCustomer Retention AffiliateSales & Branding ORMBranding & Customer Retention @ratankk # GutsGo eMarketing 6

7. ‘advertising’ social media bricks & mortar DM / CRM mobile email corporate website SEO product site(s) campaign site(s) video sharing social networks blogs forums personal pages BOUGHT MEDIA EARNED MEDIA OWNED MEDIA All media directly owned by the brand. These destinations provide a platform to drive marketing messages and tools to create Earned Media Typical corporate media spend Drives people to Owned Media First-person commentary and content about the brand posted and shared across a variety of venues “Social Media” outlets also support both Bought Media (e.g., ad banners, sem/ppc, etc.) and Owned Media (e.g., widgets, apps, etc.) @ratankk # GutsGo eMarketing 7

8. Make eMarketing Customer Centric++ & Integrated! Why? + Seamless Access of Different Media + Real Time Online Behavior Be Proactive to Engage @ratankk # GutsGo eMarketing 8

9. What is Your B2B eMarketing? 4 Questions to get you started! Let’s be at it! @ratankk # GutsGo eMarketing 9

10. Seller –Producer - Cost Buyer- Consumer - Price Type of Engagement Determines Your Business Type @ratankk # GutsGo eMarketing 10

11. Seller –Producer - Cost Buyer- Consumer - Price Type of Engagement Determines Your Business Type @ratankk # GutsGo eMarketing 11

12. People & Personal Motivations Business Objectives are Business Objectives Business Objectives are Driven by People, and not by Processes. People Have Professional & Personal Needs In B2B Marketing, Professional Needs are a Priority. @ratankk # GutsGo eMarketing 12

13. B2C in B2B eMarketing People Do Business with People People LIKE People before doing business with them! – You need to be LIKED before you advance further. It is B2C Approach in B2B eMarketing! @ratankk # GutsGo eMarketing 13

14. B2C in B2B eMarketing People Do Business with People People LIKE People before doing business with them! – You need to be LIKED before you advance further. It is B2C Approach in B2B eMarketing! – Directly Address Professional Motivations – Subtly Appeal to Personal Motivations! @ratankk # GutsGo eMarketing 14

15. B2C Personal Motivations @ratankk # GutsGo eMarketing 15

16. B2B Personal Motivations @ratankk # GutsGo eMarketing 16

17. B2C in B2B Personal Motivations @ratankk # GutsGo eMarketing 17

18. B2B Personal Motivations @ratankk # GutsGo eMarketing 18

19. B2B Vs B2C Personal Motivations Difference is subtle! Manage it RIGHT! @ratankk # GutsGo eMarketing 19

20. What is Your B2B eMarketing? 1.Have you IDENTIFIED & Connected with RIGHT people? 2.Do you know their Professional & Personal Motivations? @ratankk # GutsGo eMarketing 20

21. B2B – B2C – Your Biz Objective Get the Balance RIGHT! @ratankk # GutsGo eMarketing 21

22. Balance it with Right Utilization # GutsGo eMarketing 22

23. Why to get the B2C- B2B – BO Balance RIGHT? B2B Decisions makers spend 1% of the Time Buying. Rest of the time Researching & Talking to each other. @ratankk # GutsGo eMarketing 23

24. Why to get the B2C- B2B – BO Balance RIGHT? B2B Decisions makers spend 1% of the Time Buying. Rest of the time Researching & Talking to each other. There is a Little bit of ONLINE in that B2B Buying Process. Most often, the online part is with Zero Human Intervention! @ratankk # GutsGo eMarketing 24

25. What is Your B2B eMarketing? 1.Have you IDENTIFIED & Connected with RIGHT people? 2.Do you know their Professional & Personal Motivations? 3.What are your plans to get the B2C- B2B – BO Balance RIGHT? @ratankk # GutsGo eMarketing 25

26. B2B eMarketing Ask your Questions on Twitter @RatanKK Eager to #Engage2012 © GutsGo eMarketing 26

27. Approach for B2B eMarketing Get a face & Feelings to your Company – Communicate in engaging, intuitive ways to simplify understanding (EMOTIONs) @ratankk # GutsGo eMarketing 27

28. Approach for B2B eMarketing Get a face & Feelings to your Company – Communicate in engaging, intuitive ways to simplify understanding Enable your Company to be DISCOVERABLE – Your company, products and services more findable on Web. (Emphasis on SEARCH!!) @ratankk # GutsGo eMarketing 28

29. Approach for B2B eMarketing Get a face & Feelings to your Company – Communicate in engaging, intuitive ways to simplify understanding Enable your Company to be DISCOVERABLE – Your company, products and services more findable on Web. (Don’t forget SEARCH!!) Provide REAL Value & KISS it! – Real Value NOW (when the prospect wants) – Consistent Value >> Credibility & Influence # GutsGo eMarketing 29 @ratankk

30. B2B eMarketing Land Scape Video Sites Blogs | PodCasts Micro Blogs Photo Sites Wikis Social Book Marking | RSS Forums B2B Social Networks Social Networks Search ???????? @ratankk # GutsGo eMarketing 30

31. B2B eMarketing Land Scape Video Sites Blogs | PodCasts Micro Blogs Photo Sites Wikis Social Book Marking | RSS Forums B2B Social Networks Social Networks Search Content & Input Facilitators Content Indexing & Voting Conversations Discovery of Content & Conversations @ratankk # GutsGo eMarketing 31

32. What is Your B2B eMarketing? 1.Have you IDENTIFIED & Connected with right people? 2.Do you know their Professional & Personal Motivations? 3.What are your plans to get the B2C- B2B – BO Balance RIGHT? 4.Is your Approach takes advantage of B2B eMarketing landscape? @ratankk # GutsGo eMarketing 32

33. What is Your B2B eMarketing? 1.Have you IDENTIFIED & Connected with right people? 2.Do you know their Professional & Personal Motivations? 3.What are your plans to get the B2C- B2B – BO Balance RIGHT? 4.Is your Approach takes advantage of B2B eMarketing landscape? @ratankk # GutsGo eMarketing 33 4 Critical Questions to get you started! On your B2B eMarketing! Let’s be at it!

34. Thank You! Ask your Questions on Twitter with @ratankk #GutsGo @ratankk # GutsGo eMarketing 34