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For B2C Marketing Professionals

Making Social Media Work In B2B Marketing

Clear Objectives And Profiles Lead To Success With Web 2.0 Tactics

October 21, 2008

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  • By Laura Ramos
  • with Bradford J. Holmes,
  • Josh Bernoff,
  • Peter Burris,
  • Zachary Reiss-Davis

Why Read This Report

Business-to-business (B2B) marketers' interest in social media and Web 2.0 tactics spiked during the past nine months. Yet those who focus myopically on the tools — as they contemplate whether to start a blog or advertise on social networking sites — will fail to recognize and follow the practices and disciplines needed to embrace communities. With community members more willing to listen to peers than seek advice from a vendor's sales representative, bad vendor behavior will repel prospects and customers like milk gone sour. To avoid alienating these socially adept early adopters, B2B marketers should focus on audience and objectives first and avoid deploying social technologies as just another communication channel customers will choose to avoid.

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Table of Contents

  • B2B Marketers Set Their Sights On Social Media
  • POST Is The Approach That Makes Social Media Work

  • Use Social Approaches To Build Customer Relationships And Community

  • Community Marketing Redefines B2B Marketing's Role
  • Supplemental Material
  • Related Research Documents

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