2019 B2B MARKETING MIX REPORT 12 THEDITION SAGEFROG MARKETING GROUPS agefrog Marketing Groups B2B Marketing Mix Report is an informative report that shares data from a recent survey of modern B2B marketing professionals in healthcare, technology, industrial and business services fields, among others. Intended as a key component of a truly strategic 2019 marketing plan, this years report reveals new insights on the marketing trends and tactics B2B professionals care about. Use this information to inform your 2019 marketing and business objectives to position your company for great ROI and success. © 2018-2019 Sagefrog Marketing Group, LLC. Slide 2 Who We Surveyed B2B: 72% Both: 24% B2C: 4% Financial & Insurance Professional & Business Services Industrial & Manufacturing Technology Advertising & Marketing Health & Life Sciences Other* *Transportation, Staffing, Events, Lab Supplies & Equipment, ArtTwo-thirds of businesses have a formal marketing plan © 2018-2019 Sagefrog Marketing Group, LLC. Slide 3 In a significant shift from last year, a majority of companies now have a formal marketing plan. More businesses are recognizing the advantages of taking a strategic, calculated approach to marketing. Maintaining a documented marketing plan encourages B2B companies to consider their industry landscape and opportunity to stay ahead of the competition and move through the market based on the needs and wants of consumers. “Without a marketing plan, you may be doing more harm than good with your messaging. If your social is saying one thing while your traditional is saying another, and no one is consistently coming back to the needs of your buyer personas, you might as well save on spend. A marketing plan unites your efforts and creates relevant, incisive messaging and a complete experience for your prospects.” Mark Schmukler, Co-founder & CEO at Sagefrog 66% Have a plan 34% Do not have a plan© 2018-2019 Sagefrog Marketing Group, LLC. Slide 4 A little less than two-thirds of businesses partner with marketing agencies B2B companies consistently outsource all, or a portion of, their marketing efforts to agencies. This allows them to make the most of the capacity and capability range of marketing agencies while managing internal resources more effectively. “Between digital, inbound and traditional methods, there are an incredible number of moving parts, and the real art lies in not just understanding how each tool works best, but how each works best in cooperation with each other. And that requires an agency that has developed a particular kind of harmony in addition to individual expertise.” Suzanne Morris, Co-founder & Creative Director at Sagefrog 63% Outsourced & Both 37% In-house© 2018-2019 Sagefrog Marketing Group, LLC. Slide 5 The majority of outsourced marketing efforts are executed via retainers More companies take advantage of retainers to better regulate marketing results and form a lasting partnership with their marketing agency. The significant number of marketers using retainers indicate that companies have come to depend on and value their marketing agencies as crucial navigators, steering businesses through a complex media landscape. 53% Retainer & Both 47% Project© 2018-2019 Sagefrog Marketing Group, LLC. Slide 6 Almost 40% of B2B companies spend 10% or more on their marketing budget Most companies spend a great portion of their yearly budget on marketing. Up 5% from 2018, the number of businesses allotting 10% or more on marketing reflects the priorities of leaders facing greater competition both online and off. Advanced and automated marketing tactics, personalization, interactive content and new user experience requirements all demand a greater portion of the budget to achieve. Change in Marketing Spend from 2018 to 2019 Businesses are increasing their marketing spend to see greater ROI through techniques like targeted ads and account-based marketing. Thats why marketing budgets will continue to increase each year. Increase: 56% Decrease: 4% Stay the same: 40% Percentage of Budget Allocated to Marketing 01 02 03 04 05 0Greater than 15%: 8%15%: 7% 10%: 23% 5%: 42% 1%: 13%Less than 1%: 7% Almost 40% spend 10% or more!© 2018-2019 Sagefrog Marketing Group, LLC. Slide 7 Event marketing remains strong while digital experiences rise The number of companies prioritizing digital continues to rise, correlating with the advancement of digital tools that possess greater targeting and data analysis capabilities. B2B companies also understand the importance of web presence in the age of IoT, which is why they are spending more on building a strong digital presence through web development. Meanwhile, B2B professionals are still making large investments in traditional methods, such as event marketing and print advertising. This year, 42% of those surveyed said tradeshows and events were the biggest source of marketing and sales leads. But these channels must complement each other, maximizing strengths and filling gaps through an integrated marketing approach that supports growth in a fractured media and corporate landscape. Top Areas of Marketing Spend 01 02 03 04 05 06 0 Website Development: 58% Digital Marketing: 57% (a 10% increase from 2018) Tradeshows & Events: 42%Social Media: 18%Direct Marketing & Print Advertising: 18% Marketing Collateral: 23%Marketing Automation & Analytics: 25%Marketing Planning & Brand Strategy: 14%Public Relations: 14%Other: 4%© 2018-2019 Sagefrog Marketing Group, LLC. Slide 8 Referrals remain the largest source of qualified B2B leads Referrals still reveal extraordinary consistency, remaining the top source of leads from last year. Tried and true, theyve been a powerful source of new B2B clients and SMBs for decades. With a personal approach taking center stage this year, referrals will likely remain on top for some time. To boost referral marketing productivity and results, continue to nurture existing clients and customers. Their direct experience with your product and their authenticity as a purchaser make them a powerful evangelist for your brand. Top Sources of Sales and Marketing Leads Referrals: 73% Tradeshows & Events: 46% Email Marketing: 33% SEO: 28% Inbound Marketing: 28% Social Media: 24% Online Display & PPC: 19% Webinars: 11% Other: 9% Print Advertising: 8% Public Relations: 7% Telemarketing: 6% Direct Mail: 4% Media Buying: 4%© 2018-2019 Sagefrog Marketing Group, LLC. Slide 9 Four core motivations continue to define marketing objectives Marketers today need both traditional and modern tactics to thrive, which shows in their mixed marketing objectives. While increasing sales leads has remained the dominant priority, increasing website traffic has become a significant and consistent concern as more money must go into supporting an effective digital presence to meet competitors online. The increased complexity in the role of the modern marketer means that a clear strategy is needed to better align business, sales and marketing goals. Top Marketing Objectives for 2019 PRIMARY PRIORITIES Increasing Sales Leads: 67% Increasing Brand Awareness: 44% (increase of over 7% from 2018) Converting Leads to Customers: 35% Increasing Website Traffic: 33% SECONDARY PRIORITIES Producing Thought Leadership: 15%Designing a New Website: 14%Growing Social Media Presence: 14% Investing in Content Marketing: 13% OTHER PRIORITIES Hosting & Attending Industry Events: 11%Aligning Sales & Marketing Teams: 11%Improving SEO & SERP Ranking: 11%Refining Marketing Strategy: 10% Rebranding & Creating New Messaging: 9%© 2018-2019 Sagefrog Marketing Group, LLC. Slide 10 Marketers continue to rely on email marketing while SEO soars Emails reliable effectiveness makes it a consistent go-to for marketers, but SEO has vaulted into second place, rising nearly 20% since 2018. This is explained in part by a trend toward greater personalization and ease of use improvements, as marketers tailor their content to rank higher in search by providing answers to prospects rather than pleasing website crawlers. Digital-heavy tactics are balanced primarily by the traditional, in-person strategy of attending tradeshows and events. Most Implemented Marketing Tactics 01 02 03 04 05 06 07 08 0 Email Marketing: 78% Search Engine Optimization: 75% Social Media & Social Media Advertising: 75% Blogging & Content Marketing: 66% Tradeshows & Events: 65% Seminars & Webinars: 41% Online Display & PPC: 39% Print Advertisements: 39% PR & Editorial Pitching: 34% Video Marketing: 33% Telemarketing: 19%Other: 11%© 2018-2019 Sagefrog Marketing Group, LLC. Slide 11 LinkedIn continues to dominate as video grows InMail offers three times the typical response rate of regular email and Sponsored Content is an effective advertising tool, so its not surprising that LinkedIn is still the busiest platform for B2B marketers. But theres another social media trend that perhaps isnt as noticeable. Weve seen it at INBOUND and well start to see it more in the B2B space video is very quickly rising to meet consumers need for more interactive content and visual storytelling. YouTubes measured usage has grown by almost 10% and Vimeo has doubled from the 2018 report. Most Used Social Media Websites 02 04 06 08 0 100 LinkedIn: 90% Facebook: 77% Twitter: 63% Instagram: 34% YouTube: 34%Pinterest: 9%SlideShare: 9%Vimeo: 8%Do not use social media: 5%Other: 1%© 2018-2019 Sagefrog Marketing Group, LLC. Slide 12 User-centric marketing will define the year ahead Marketers are going back to the drawing board to explore user-centric tactics that help organizations appear more human, direct and connected to the users experience and challenges. This shows in the interest they have in traditional techniques like account-based marketing and newer techniques like interactive content, inbound marketing and personalization. The future is people: in-person sales, smart targeting and convenient, engaging content that meets buyers wherever they are, online and off. Trending Topics for Marketers in 2019 01 02 03 04 05 0 Account-Based Marketing: 44% Interactive Content: 42% Inbound Marketing: 41% Personalization: 41% Influencer Marketing: 37% Video Marketing & Livestreaming: 33% AI & Automation: 30%Mobile-First Strategy: 18%Other: 10%© 2018 Sagefrog Marketing Group, LLC. Slide 13 Using the 2019 Marketing Mix Report T he trends that will shape 2019 are clear. From video marketing to targeted ads, marketers are creating personalized customer journeys that integrate in-person traditional strategies with targeted, user-centric digital and inbound-inspired tactics to reel in only the most qualified prospects. Data and analysis from the 2019 Marketing Mix Report will help your organization weather the evolution of personalization and, along with your own research, will support a more informed tactical marketing plan. See how your initial plans for the year ahead compare to the data other marketers like you have shared in this years report and become better prepared to maximize your programs reach and start making valuable, lasting connections. Heres to a productive and successful 2019!Sagefrog Marketing Group is a top ranked B2B marketing agency with specialties in healthcare, technology, industrial and business services. With offices in Doylestown, Princeton, Philadelphia and Lehigh Valley, Sagefrog is dedicated to accelerating client success through brand building and integrated marketing services. Sagefrogs service offerings include branding, digital and content marketing, public relations, social media and traditional tactics. Its proven process JumpStart integrates the strategy, tools and programs needed to unlock the potential of B2B companies. Contact us to put the insights from this report into action for your company. sagefrog (215) 230.9024 About Sagefrog Marketing Group successsagefrog All Rights Reserved © 2018 Sagefrog Marketing Group, LLC