Your Event Marketing Checklist for CommunicAsia (Featured Image)

Your Event Marketing Checklist for CommunicAsia 2019

Your Event Marketing Checklist for CommunicAsia (Featured Image)

When planning corporate events, organizers are most concerned about finding innovative ideas (81%), good venues (65%), and marketing their event effectively (48%). (EVENTMB)

Online resources however eased event planners’ pains by providing tools that enable them to come up with hundreds of innovative format event ideas and find stylish comfortable venues. One thing that remains critical for them though is implementing the right event marketing strategy, which may be caused by lack of resources, staff and budget.

 

Do you worry about marketing your CommunicAsia event effectively?

The good news is, you can now free yourself from the torment of resources, budget and manpower constraints, as event marketing solutions are not anymore limited to just researched tools and ideas online, but can be employed as a service, with event telemarketing.

Event telemarketing can boost registrations and scale up revenue for your live events. With the use of multi-touch, multi-channel marketing, you will be able to engage attendees and opportunities throughout the event cycle, ensure quality of invitees and prospects at every step of the event process, leverage phone, email and social media to maximize conversions and collect critical event and prospect information for sharper marketing insights.

These event marketing to-dos will definitely stack attendees for your CommunicAsia booth:

  • Employ a service provider that can tailor an end-to-end event marketing program to any event type and size: trade shows, webinars, seminars, product launches, industry meet-ups and masterclasses like Sales Prospecting Workshop for ICT in SG on 21st June 2019, which you may drop by after CommunicAsia, and other live event initiatives.
  • The pre-event is the most effortful phase in the process so work closely with your provider. Leverage on a multi-touch, multi-channel marketing that will sync all media to help you reach the right prospect at the right time.
  • Create content that will fully promote awareness and build interest among your prospects via email blasts, sms notifications and banner ads display.
  • Set up a 24/7 chat support
  • Connect with your prospects in different social media sites
  • Call.

80% of trade show exhibitors don’t follow up with their show leads. (BIZZABO) 

  • No worries, your event marketing partner will take care of the next steps after the first move by sending event triggered emails and sms, tracking website visits and profiling each visitor, creating landing pages with contact form, tracking qualified leads from chat, replying to messages in social media sites, and calling warm leads.

91% measure the success of their events on attendee satisfaction (survey), 61% measure according to their specific event objectives, 60% determine results based on staying in the budget and 51% based on the number of registrations. (EVENTMB)

Organizers gauge event success and ROI depending on their goals, but both are achieved if you do in-depth profiling and targeting to invite the right attendees, consistent pre-show touches to increase RSVPs, timely confirmation and reminders to ensure high event turnouts, use key promotional channels to increase booth traffic, personalized outreach to score more on one-on-one meet-ups and post-event nurture paths to turn event leads to opportunities.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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7 Lessons B2B Marketers Can (and Should) Learn from Retailers

7 Lessons B2B Marketers Can (and Should) Learn from Retailers

7 Lessons B2B Marketers Can (and Should) Learn from Retailers

The retail industry went through a rollercoaster of disruption in 2018 like high-profile bankruptcies and global trade and economic tensions. However, consumer (buying) power has easily lifted it back on track; substantiated by strong labor market, growth in disposable personal income and elevated consumer confidence,  the year 2018 was able to accomplish a strong retail sales. (Deloitte)

Here are 7 important sales and marketing lessons B2B can learn from the retail industry.

 

#1 Prioritize

Recognize the value in scheduling what is necessary to do and eliminating what is not to help you focus and on schedule.

 

#2 Let Go

Analyze and turn tough situations into opportunities by leaning on data like incorporating a POS system, using social media monitoring software and tracking customer loyalty.

 

#3 Know Your Competitors

Know who they are, where they are and how they fare in the industry. Get in their circles and analyze their product assortment, customer service experiences, in-store displays, online shopping opportunities, events, packaging, and just about anything that makes them at par or behind in the competition.

 

#4 Shift Store Inventory If You Need To

Do not hesitate to eliminate a product line or introduce a new product. Use data like customer feedback and trends, work with vendors to effectively buy inventory for your store. This will help you sell more.

 

#5 Look Good To Customers

Give customers high- quality customer experience through attractive window displays for a certain market group, informative website, and social media blogs.

 

#6 Engage Your Customers

Teaching your staff to use courtesy statements with a smile and greetings will give your customer a positive lasting impression, but constantly refreshing them on operational procedures, customer service updates, product specifics training and staff meetings, will make them best represent your business and engage customers – a good conversation, answer their questions and suggest the best options. This will take your business to the next higher level of success.

 

#7 Show Your Customers You Care

Customers do business with you, increase sales and generate revenue, so put them first all the time. Great service, special events and offers are good stuff to show customers you care, but doing an extra mile for them like offering to customize or personalize a pair of jeans they bought to best fit their size and style, will add value to your business.

 

Finally, design an innovative multi-channel marketing strategy that will not only bolster awareness for your business both offline and online but will build a database of loyal customers for your business.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

7 Lessons B2B Marketers Can (and Should) Learn from Retailers
25_Must-Track_Tradeshow_KPIs_to_Make_your_B2B_Events_Count
Asia_s-Top-Digital-Marketing-Events-in-2019
25_Must-Track_Tradeshow_KPIs_to_Make_your_B2B_Events_Count

25 Must-Track Tradeshow KPIs to Make your Events Count [INFOGRAPHIC]

There’s this old saying (which everybody incorrectly credits to Albert Einstein) that goes “Not everything that counts can be counted and not everything that can be counted, counts.”

Someone named William Bruce Cameron actually came up with the quote in 1963, and people have been misattributing it to Einstein ever since.

Anyway, this adage does ring true for us marketers trying to navigate an entire ocean of data. And among the marketing tactics we use, there’s one that a lot of us struggle to measure: tradeshows.

I’ve worked with tradeshow exhibitors and organizers for years now. A common problem I keep hearing from them is that it can be difficult to measure how these events impact their overall marketing and sales results.

That’s a little surprising since tradeshows tend to take up the biggest chunk of a typical marketing budget. For such a key spending item, we need to make each dollar count.

My team and I put together this infographic showing the top 25 tradeshow KPIs to keep track of. These numbers cover crucial metrics to monitor at each stage of the event lifecycle and can help both tradeshow exhibitors and organizers better manage their end-to-end event marketing campaigns.

 

25 Must-Track Tradeshow KPIs to Make your Events Count

 

Let’s get into more detail about these 25 KPIs, plus look at ways for you to improve your event’s performance under each metric.

 

Before the Event

Of course, the main goal of the pre-event phase is to generate as many registrations and drive as much attendance as possible. But there’s more to the pre-event stage than monitoring registrations alone.

Here are nine metrics that help you build a fuller picture of your event before opening day:

  1. Total Registrations
  2. Confirmed Attendees
  3. Attendee Demographics
  4. Event Page Engagement
  5. Email Engagement
  6. Number of Pre-Event Reach Outs
  7. Scheduled Event Meetups
  8. Press and Media Coverage
  9. Sponsor Partnerships

Total Registrations

Everyone who exhibits or organizes a tradeshow puts the number of registrations as their top priority throughout the months and weeks before the event. It’s a metric that tells you a lot about the potential success of your conference.

This KPI, however, needs to be drilled down further to uncover sharper pre-event insights:

  • Compare weekly and monthly registration numbers
  • Consider past event registrations
  • Take possible seasonal factors into account
  • Track the impact of different promotion channels on registrations

Having a multi-touch, multi-channel approach at promoting your tradeshow is a proven way to increase registrations. We’ll learn how it works later in this post.

Confirmed Attendees

This is the number of registered attendees who categorically say they’ll be coming to your event. It indicates potential turnout at your tradeshow.

We’ve already learned that engaging with potential attendees via various channels and at different points prior to event kickoff is an effective way to boost registrations. This strategy also helps you maximize attendance rates by leveraging the following:

  • Start with a carefully-vetted attendee list
  • Follow up immediately after each signup with a welcome/verification email
  • Engage registered attendees on relevant online and social communities
  • Use event telemarketing to assist potential attendees with registration
  • Remind registered attendees via personalized emails and one-on-one phone calls at various points leading up to the event

Attendee Demographics

It’s good practice to segment attendees and to personalize your event outreach based on these groupings. This allows you to tailor your message according to relevant factors and generate higher response rates.

That’s why you need to gather different demographic and firmographic data on your target audience including:

  • Job title
  • Vertical
  • Size (total assets, revenues, or employees)
  • Technographics (technology in use and tech maturity)

These data points are best gathered piecemeal throughout the pre-event stage, which helps avoid overwhelming your attendees. That’s why event promotions need to be carried out via different channels and at multiple touches.

Event Page Engagement

The event page or website serves as the hub of your tradeshow’s online presence. It’s the ideal place to make schedules, profiles, news, and announcements available to your target attendees.

That’s why how much engagement your event page generates is a good indicator of pre-event performance. These are the best metrics to gauge event page engagement:

  • Traffic
  • Click-through rates
  • Bounce rates
  • Average time spent
  • Conversion rates

An effective event page requires the right balance between design, content, and SEO. It needs careful planning and preparation. That’s why for tradeshows with tight schedules, it’s highly recommended to partner with a reputable company that provides web design and SEO services.

Email Engagement

Around 76% of marketers say email is their most effective channel for promoting live events. Emails drive registrations and attendance rates. They provide a targeted and personalized approach at connecting with attendees at each step of the pre-event process—fulfilling different roles such as invitation, confirmation, and notification.

Email engagement metrics are also good indicators of your tradeshow’s pre-event performance. KPIs such as delivery rates, inbox placement rates, open rates, CTRs, reply rates, and conversion rates shed some light into the potential turnout and level of interest from your attendees.

To boost registrations with pre-event emails, you need to:

  • Build anticipation and exclusivity with your announcement email
  • Choose an influencer or key decision maker as the email sender
  • Showcase your exhibition and your speakers
  • Encourage participation and feedback
  • Use automated but personalized confirmation emails to handle RSVPs
  • Schedule daily email reminders starting at least three days from event date

Number of Pre-Event Reach Outs

The average B2B marketer uses 5 marketing channels to promote a live event. These typically include emails, social media, online, phone calls, and direct mail (yes, direct mail).

All these channels need to provide a coherent conversion path that an attendee will follow from registration, all the way to check-in.

The number of pre-event reach outs counts the touches made with the different channels for each attendee. It shows how deep your pre-event engagement activities run.

Getting the most impact from a multi-touch, multi-channel pre-event program means being able to:

  • Define and implement a robust pre-event nurture cadence that attracts and converts attendees
  • Build an event marketing technology stack that covers registration management and contact management
  • Integrate your event tech stack with your marketing automation platform
  • Track and analyze critical analytics

Scheduled Event Meetups

More than 83% of B2B marketers cite increasing sales as their primary reason for participating in tradeshows. Tradeshows offer excellent opportunities to meet with potential customers in a suitable setting.

That’s why, going into the event, your tradeshow team needs to have a set number of scheduled meetups with attendees, especially those who are already showing a high level of fit and interest.

Knowing the number of scheduled event meetups will help you gauge the potential pipeline value you can generate from your event.

  • Compare your ideal buyer profiles with attendee demographics
  • Assign preliminary lead scores and update the values throughout the pre-event phase
  • Tailor your pre-event cadence to maximize scheduled meetups with highly interested attendees

Press and Media Coverage

For live events which are geared more towards branding, the amount of media coverage is a good indicator of how successful you’re able to promote the tradeshow. This is especially true for coverage received from sources related to your industry.

Media coverage can include paid and earned channels, and this is typically measured using the following metrics.

  • Volume of attention: How many sources mention your event, product, brand, or company
  • Audience reach: How many people have the chance to consume the sources that feature your brand
  • Share of voice: How your media mentions compare to those of your competitors
  • Message resonance: How well your key message penetrates media coverage

Sponsor Partnerships

Some live events involve a great deal of sponsorship and idea pitching activities. Knowing your events’ performance in terms of its ability to attract sponsors is also a key indicator to keep track of. That’s why the number of outside partners that grabbed your sponsorship opportunities is a crucial pre-event KPI.

 

During the event

Once the event gets underway, the priority shifts from the quantity of registrations to the quality of engagement. These eight KPIs best measure how well you meet this goal.

  1. Event Check-ins
  2. Attendee Engagement
  3. Speaker/Presenter/Exhibition Engagement
  4. Completed Meetups
  5. Social Media Engagement
  6. Networking Results
  7. Opportunity in the Room (OITR)
  8. Repeat Attendees

Event Check-ins

The number of event check-ins represents how many registered attendees actually showed up. But there’s more to this metric than simply the crowd size or the number of badges you scan. Event check-ins are best evaluated when:

  • Expressed as a percentage of registered attendees and confirmed attendees
  • Compared across different attendee demographics
  • Plotted against your previous events and tradeshows
  • Adjusted for late RSVPs or unregistered attendees

Attendee Engagement

Attendee engagement covers a broad set of metrics, which can include a number of specific actions that show attendees’ interest such as:

  • Event page views
  • In-app activity
  • Forum/community participation
  • Session attendance

Speaker/Presenter/Exhibition Engagement

Although this is technically part of attendee engagement, there are some special KPIs you should monitor that directly relate to how your event audience interacts with your guest speakers and reps at your booth.

These metrics measure a deeper level of interest which can be hard to pin down with just generic attendee engagement KPIs.

A few examples of speaker/exhibition engagement metrics include:

  • Speaker profile page traffic and conversions
  • Direct messages to speakers or members of your tradeshow team
  • Inquiries and hand-raisers
  • Booth traffic
  • Community members and activity

Completed Meetups

This is the number of scheduled meetups that actually take place. This KPI is very useful for tradeshows with sales as the primary goal.

Completed meetups should be compared to the total number of scheduled event meetings you determined prior to the event. A wide gap between the two figures can indicate poor engagement and low conversion potential.

Social Media Engagement

Closely related to attendee and speaker interaction, social media engagement involves an entire set of KPIs to track. These numbers include:

  • Likes, comments, and shares
  • Mentions
  • Hashtags
  • Reach
  • Followers
  • Audience growth rate

Social media forms a core component of attendee engagement during the event. It provides a convenient way to communicate with attendees on the topics and communities that revolve around your exhibition or show.

Networking Results

Exhibitors and organizers often plan B2B matchmaking opportunities for their attendees. Networking opportunities add more value to your event, and the results of these networking activities help you gauge how well your event enables attendees to interact with each other.

Some of the ways to boost networking results include:

  • Encouraging an active online community
  • Making it easier for attendees to mingle (through name badges and session activities)
  • Matching attendees based on relevant factors
  • Organizing group-based tasks

Opportunity in the Room (OITR)

This is an event KPI introduced by events planning software SocialTables. It represents the anticipated total sales pipeline value of your tradeshow attendees.

There are two ways to calculate OITR:

  • Raw OITR: The total number of RSVPs multiplied by the average deal size
  • Projected OITR: The raw OITR adjusted for conversion rates (attendees to qualified leads, leads to proposals, proposal to closes)

The OITR gives you an early feel for your event ROI. This is especially useful for marketers who follow a long and complex sales cycle (where event ROI can take a while to realize).

Repeat Attendees

If you’re organizing a recurrent (monthly, quarterly, or annual) event, then you also need to track the number of repeat attendees your tradeshow generates. This metric indicates how well your events resonate with your core audience.

A high or increasing number of repeat attendees can mean that your main audience is getting genuine value from your events. Otherwise, you may need to reconsider your tradeshow strategy.

After the event

As you know all too well, event marketing activities continue long after you pack up and head home. During the post-event phase, the primary goal changes from engagement to conversion. The following KPIs are the most suitable yardsticks for measuring post-event marketing performance:

  1. Qualified Leads
  2. Customers Acquired
  3. Cost per Lead/Customer
  4. Speed and Depth of Follow-up
  5. Net Promoter Score (NPS)
  6. Brand Impact
  7. Gross Ticket Sales
  8. Cost to Revenue Ratio

Qualified Leads

Going into your tradeshow, you already have a clear idea about who your most promising attendees are (based on attendee demographics, firmographics, etc.). During the event itself, you narrow down this group further using the level of interest they show and additional information they provide.

Now that you’ve learned everything you can about your most promising attendees, it’s time to find out which ones have a good chance of actually turning into customers:

  • Marketing-qualified leads (MQLs): Attendees who meet your definition of an ideal lead but still need further nurturing
  • Sales-qualified leads (SQLs): Attendees who represent your ideal buyers and are ready to face your sales reps

Customers Acquired

This is the number of tradeshow-generated leads who actually turn into customers. Of course, depending on the length and complexity of your sales cycle, it can take you a while to find this out.

In order to maximize the value of leads you acquire from your event, it’s often a good practice to focus on nurturing and closing opportunities, instead of following up each attendee.

That’s why I highly recommend outsourcing part of your post-event conversion process to an agency that specializes in handling B2B event promotion and follow-ups.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

What-to-Look-for-in-a-Singapore-Lead-Generation-Services-Company
Sales Prospecting Masterclass Event Wrap-Up
Outsourcing Marketing Activities: 4 Key Areas Best Left to Experts
Asia_s-Top-Digital-Marketing-Events-in-2019

Asia’s Top Digital Marketing Events in 2019

Asia_s-Top-Digital-Marketing-Events-in-2019

What’s 2019 got to offer to the tech industry? Let’s find out what’s hot and new in the digital world by peeping through the list of the upcoming top digital marketing events in Asia this 2019.

 

Cybersecurity

  1. A cybersecurity summit was held in Bangkok Thailand last January 21-23, 2019, which is called CPX360. The summit featured up to date intelligence on global threats by leading cybersecurity experts.
  2. cybersecurity

  3. While Cybersecurity Xchange 2019 on February 17 to March 1, 2019, in Kuala Lumpur, Malaysia is a 3-day event that will showcase the latest cybersecurity trends, like effective cyber resilience and leverage on the efficiency of AI, machine learning and blockchain.
  4. Further ahead this year, on December 6-8, 2019, ‘Cyber Security Indonesia’ will hold discussions on the world’s largest source of cyber attacks in Jakarta.

 

Emerging Technologies

  1. Just a week after Valentine, February 19-22, 2019, the 2nd Annual Intelligent Automation Asia conference will gather Asia’s leading innovators and technology disruptors in Singapore, to share upcoming initiatives and challenges they have encountered on their intelligent automation journeys.
  2. A summit in Jakarta Indonesia called Big Data & AI Leaders Summit on March 5-6, 2019 will feature technology experts like scientists, IT leaders, AI and machine learning innovators who are redesigning the technology and business landscapes.

 

Fintech

  1. The week of November 12-16, 2019 will hold Singapore Fintech Festival, the world’s largest Fintech festival and global platform for the Fintech community in Singapore.  
  2. Meanwhile, Indonesia Fintech Show on November 6-8, 2019 will give attention to engaging the Indonesian financial service community, forging partnerships with companies offering complementary technology and services, generating new and targeted leads launching new products to community, investors, and media, meeting key decision makers from startups to multinationals, promoting and raising brand awareness, seizing new business opportunities, and sourcing new funds and investments.

 

IoT

  1. IOT Asia, a dedicated business platform at the forefront of creating collaboration and knowledge sharing opportunities for professionals in the IOT value chain, will be holding its 6th edition event on March 27-28, 2019 in Singapore

 

Digital Transformation

  1. While stakeholders in operations, HR, finance, marketing, and technology will come to a forum to the 7th Annual Enterprise Innovation CXO Forum,  to understand and collectively strategize for a sustainable enterprise transformation, on February 28, 2019, in Singapore.

(IDG Connect)

 

Conclusion: Digital marketing has changed business landscapes by leveling the playing field in a competitive marketplace, with data collection and analysis as key to success, social media as a crucial tool for communication and reducing costs, but what these upcoming events have in store for marketers, brands and consumers this 2019 is yet to be seen.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

Your Event Marketing Checklist for CommunicAsia (Featured Image)
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5-Biggest-Roadblocks-to-B2B-Marketing-Prosperity-this-Year-of-the-Pig

5 Biggest Roadblocks to B2B Marketing Prosperity this Year of the Pig

5-Biggest-Roadblocks-to-B2B-Marketing-Prosperity-this-Year-of-the-Pig

In a few days, we’ll be celebrating the Lunar New Year and ushering in the Year of the Pig. Just as how the Chinese New Year is a time for wishing family and friends good fortune for the coming year, it also marks new opportunities for us to achieve our goals.

This is especially true in the Year of the Pig. In the cycle of 12 Chinese animal zodiac signs, the pig arrives last and is believed to bring wealth and good fortune. This year, all zodiac signs get to experience better chances at achieving business success.

For B2B marketers, the Year of the Pig means more opportunities to contribute to revenues and move the sales needle—that is, if they can overcome the biggest roadblocks to marketing prosperity that stand in their way.

In today’s post, we’ll dissect these challenges one by one and try to determine how each obstacle impacts marketing success.

 

1. Working with poor quality marketing data

As marketers, we’re all keenly aware that data is the lifeblood of our campaigns. That’s why we want this vital fluid to be as clean and healthy as possible.

But despite the clear importance of working with high-quality marketing data, a lot of marketers still continue to struggle with data quality issues:

  • Only 38% of businesses trust their own data. (KPMG)
  • 60% of companies have an unreliable overall data health. (Sirius Decisions)
  • 25% of records in a marketing database contain bad data. (Sirius Decisions)
  • 20% of revenues are lost due to bad data. (Kissmetrics)
  • 41% of marketers say that inconsistent data across different platforms is their biggest challenge. (Marketingprofs)

Having a robust data management plan will spell the difference between a banner year and another missed sales target. Here’s a 5-step plan to free yourself from the influence of bad data:

  1. Keep records as complete as possible
  2. Have a regular update schedule
  3. Manage and merge duplicate records
  4. Standardize data and keep things consistent
  5. Develop a thorough data cleansing program

 

2. Underinvesting/Overinvesting in marketing technology

It’s easy to see how rapidly the tools and technologies we use as marketers are evolving. In 2015, there were around 2,000 different marketing technology (MarTech) solutions available. In 2018, this number has tripled to over 6,000 tools.

With such an overabundance of choices, it’s understandable that technology ranks as a top challenge for a great number of marketers this year. In fact, there are two ways that marketers struggle when it comes to MarTech.

First, MarTech is changing so fast that more than half of marketers admit they’re having a hard time keeping up. As Walker-Sands notes, even though more marketers are becoming early MarTech adopters, a majority still get hopelessly lost in the maze of tools they have to choose from.

At the other end of the spectrum, a significant number of marketers now run the risk of contracting the so-called shiny new toy syndrome. Instead of investing in technologies that they really need, marketers that suffer from shiny new toy syndrome buy MarTech solutions based on hype.

Gartner estimates that marketers earmark around a third of their budgets for MarTech, and more than 16% of the marketing budget gets spent on innovation. The problem with this is that CMOs also prioritize new capabilities at the expense of ROI, customer acquisition, and customer retention.

 

3. Getting stuck in past campaigns

There’s an old adage in military circles that says generals always tend to fight the last war. Military planners apply the lessons learned from past conflicts in the hopes of winning the present one, even though every new war presents a unique set of challenges that are far different than in the last conflict.

The same can be said of marketers. While it’s important to study what’s working and what isn’t, marketers also have a tendency to get stuck carrying out the last campaign.

According to research from AdRoll, as much as 81% of organizations now use some kind of marketing attribution model. In an increasingly-complex marketing process, attribution helps marketers identify how much each component contributes to results and to plan their next campaigns accordingly.

Attribution is clearly a critical part of modern marketing, and every marketer needs to adopt this into their process. The problem happens when marketers focus exclusively on past results to guide future campaigns. The marketing landscape changes so fast that best-in-class tools and tactics can quickly become obsolete.

Marketers who manage to flexibly adapt are the ones that thrive and prosper. Again, it’s important to learn from past campaigns, but it’s even more important to strive to be better and better.

 

4. Confusing targeting precision for accuracy

Modern marketing more closely resembles a typical episode of HBO’s Silicon Valley than an episode of AMC’s Mad Men. Marketers now heavily use data and algorithms to help them do what they do, instead of purely relying on their gut.

But being “data-driven” doesn’t always translate to being “data savvy.” One key reason for this is that marketers tend to confuse “precision” and “accuracy” in several key situations: accuracy refers to how close you get to the true value, while precision is how well you can repeat the same results.

Stats from Adobe/CMO indicate that 67% of marketers rank targeting accuracy as the main benefit of having a data-driven marketing culture. Yet only less than 10% of businesses are confident in their personalization capabilities, while another 33% claim to have limited or non-existent support for personalization.

When marketers fail to narrow down their target prospects and then settle for a broader pool of potential customers instead, they’re sacrificing accuracy for reach. It’s entirely possible to be extremely precise while completely missing the mark. As the great economist John Maynard Keynes once said: “It is better to be roughly right than precisely wrong.”

 

5. Not asking for help

More than 67% of B2B organizations outsource some or all of their marketing activities to a third-party agency. The key drivers of this outsourcing trend include:

  • Marketing activities now require more specialized, technical expertise.
  • The demand for marketing talent has outpaced supply.
  • Marketers now fulfill an expanded set of roles and responsibilities.

Despite these developments, a huge number of marketers still choose to keep marketing operations in-house, citing reasons such as:

  • Fear of losing operational control over a marketing activity
  • Risk of damaging brand and reputation
  • Possibility of hiring the wrong agency
  • Lack of management oversight

These are all valid concerns when it comes to deciding whether or not to ask for outside marketing help, but having a solid outsourced marketing plan solves most of these issues.

If there’s an area in your marketing process you’re having difficulties with, sometimes the only way to do something about it is to ask for help.

 

Conclusion:  These are five of the biggest obstacles to marketing prosperity and good fortune this year. Once again, the Year of the Pig brings tremendous opportunities for all marketers to deliver solid results—provided we overcome the stumbling blocks that stand in our way.

Wishing you great happiness and prosperity…

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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How 2018’s Biggest B2B Stories Affect Marketing in 2019

How-2018_s-Biggest-B2B-Stories-Affect-Marketing-in-2019

The biggest B2B stories of 2018 have been told, and marketers concluded that it has been a well-delineated year for them, but what these stories have to do in the new year is yet to be revealed.

So, let’s take a peek on how these stories may develop and realize, as well as sight their possible after effects on the B2B marketing world in 2019.

 

Data Breach

The topnotch data breach of 2018 was Aadhar, which affected Indian residents’ 12-digit ID numbers and their private information including bank accounts.

Bear in mind that data breach threat could come from people you closely work with who have access to both your network and the people outside your organization, and use channels like email accounts, mobile devices, and cloud to gain data.

The aftermath could severely impact business reputation, contractual and legal obligations like notification requirements for affected customers and planned sale of the company.

(CloudMask)

 

Data Privacy and the GDPR

The Facebook-Cambridge Analytica debacle in 2016 was the most talked data privacy issue. Although both companies denied that a data breach was committed, Facebook still faced backlashes from investors and authorities and was summoned to answer and participate in further investigation.

However, the issue appeared to be a positive circumstance to data subjects instead, which drew data protection authorities and stakeholders, like the EU, to implement the GDPR (General Data Protection Regulation) last May 2018. The regulation ensures better control over data and forces companies to improve security.

 

Changes in Social Networks’ Algorithms

The big guys in the social network tweaked their games a bit – LinkedIn added an algorithm that would gauge how much a user will appreciate getting feedback from a certain viewer; meanwhile Facebook overhauled its News Feed by getting the most discussed posts rank better.

Everyone has gone social, almost, and 2019 will be paving the way to everything more interactive, transparent and fast like chatbots and artificial intelligence.

(Innovation Enterprise)

 

Digital Revolution

Digital connectivity has conquered almost half of the human populace. The hours spent by people online increases every year and mobile payments are becoming much easier to complete.

The digital rage will continue to intensify, rolling out 5G for mobile networks, more and greater chatbots and AI to replace human workforce, and connected clouds (public, private, hybrid) to meet the changing needs of companies.

(Forbes)

 

Marketing Technologies

Martech 5000 is Scott Brinker’s supergraphic of 6,829 marketing solutions from 6,242 unique marketing vendors. These numbers may either go up or down which may be greatly affected by factors like changes in marketing and planning strategies, search marketing trends, social media trends, email and automation, analytics and reporting, content marketing and paid and earned media.

(Smart Insights)

 

Marketers and Data

Many marketers are under the impression that having big data is a plus factor, but sometimes become too overwhelmed and mishandle their supposed prized technology possession.

Take this from Jaideep Pabhu, Professor of Marketing at Cambridge Judge Business School:

“Marketers must be able to work skillfully with data. They increasingly need to do qualitative, anthropological research to gain deep insights into why people buy what they buy. But they also meanwhile have a massive and growing need for marketers, or roles within marketing teams, with excellent data analytical skills. Chief Marketing Officers (CMOs) need to know what is happening with AI, big data, the proliferation of digital channels and social media – they must really understand it all and understand it deeply.”

(University of Cambridge)

 

2018 has been concluded well, while 2019 has just begun. Let’s see who would make another or big or new story at the end of the year.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

Drive your sales with more leads, meetings and data




Grab a copy of our FREE EBOOKBy the Numbers: Marketing Stats that Drive Top B2B Industries in 2019! Get an in-depth look at marketing trends in nine (9) key B2B industries.

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Key Marketing Stats that Drive Top B2B Industries in 2019 [Free eBook]

By-The-Numbers-Marketing-Stats-that-Drive-Top-B2B-Industries-in-2019

In 2013, an Adobe report found that marketers felt marketing had changed more in the previous two years than in the past five decades. Today, over five years later, the pace of change has apparently accelerated even more.

Take, for instance, the number of marketing technology (MarTech) solutions available today. As of the last count, there are now 6,829 different MarTech products provided by 6,242 vendors spanning 55 categories. This represents a 27% increase from last year’s total, and there’s no sign that things will be slowing down any time soon.

The explosive growth in the number and diversity of MarTech tools is a good indicator of how fast things are evolving in B2B marketing. That’s because many of these tools emerged from marketers’ shifting needs as they keep up with how their customers actually buy.

But without even looking at the marketing world’s MarTech stockpile, every marketer knows we’re living through fast-changing times because of digital transformation. What’s less clear yet greatly more important is how this development impacts our strategies and results.

To help find out, the Callbox team recently published a free eBook that provides an in-depth analysis of how rapid digital transformation is reshaping marketing in nine (9) key B2B industries.

The eBook dissects the trends, stats, and data from a number of sources that tell the story of how marketing is evolving and how marketers are responding in each industry:

 

Cyber Security Software

In the eBook, we tackle cyber security vendors’ tendency to rely on FUD (fear, uncertainty, and doubt) as a messaging strategy and why this approach yields limited success with today’s more-informed software buyers. We then talk about some proven alternatives for vendors to follow instead.

 

FinTech

B2B FinTech continues its double-digit growth as payment platforms, lending solutions, and SaaS-enabled back office tools start seeing mainstream adoption. The challenge now for B2B FinTech firms is to find a sustainable strategy to influence decision-makers in a buyer-led, consensus-based purchase process.

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Gain insights into the future of the Singapore FinTech industry as we take a look at what lies ahead for this industry for 2019 and beyond.

 

IT Storage

For more than half of the businesses surveyed in Interop ITX’s 2018 State of Infrastructure, the need for adequate storage is the biggest factor for their changing business IT systems. But buyers want more than just bigger storage space; they’re looking for a complete solution.

 

Cloud

Cloud solutions’ evolution from cost-saving measures to business-critical investments has created a more diverse ecosystem of buyers. In fact, there are now five broad types of cloud customers, each requiring a different marketing approach. Success in B2B cloud selling will depend on how vendors can identify and connect with these different buyer groups.

 

Advertising

An increasing number of potential advertising clients are moving campaigns in-house and are opting for project-based arrangements. This has led to a significant drop in new business revenue for creative agencies. As a result, agencies are now devising fresh ways to pitch and close new customers.

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Here are the top 5 sales and marketing objections in agency selling and the ways you can deal with them effectively for improved results in your advertising lead generation campaign.

 

Healthcare

Marketers in the healthcare space today face unique challenges as they interact with risk-averse buying committees that follow different budget cycles. To thrive in this challenging landscape, healthcare marketers need more innovative ways to engage potential buyers.

 

Management Consulting

With intense competition from new and established firms, unconventional ways that clients choose consulting services, and continued disruptions to consultancies’ core business, it’s a very “turbulent” climate for management consulting companies.

 

Manufacturing

Marketers in manufacturing industries need to have deep familiarity with the way engineers and technical professionals research and evaluate potential purchases. Thanks to a number of recent industry reports, we now have a clearer picture of how technical buyers arrive at a purchase decision.

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Here are the 5 lead generation tips that are proven effective for our clients in manufacturing and distribution industry.

 

Telecom

Like marketers in other industries, telecom vendors also face multiple stakeholders throughout the sales process. Recent research sheds some light on the roles that each decision maker plays and how each stakeholder impacts buying decisions.

 

To get an in-depth look at marketing trends in each of these industries, get your copy of the free eBook now.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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Trends Shaping the Singapore Merchant Industry in 2019 (Blog Image)

Trends Shaping the Singapore Merchant Industry in 2019

Trends Shaping the Singapore Merchant Industry in 2019 (Blog Image)

The first quarter of 2019 looms a massive launch of innovative payment schemes across industries in Singapore and around the globe.

 

Unified Payment Schemes

Enterprise Singapore, together with the Housing and Development Board (HDB), National Environment Agency (NEA) and JTC Corporation appointed NETS to unify an e-payment solution among coffee shops, hawker centers, and industrial canteens, which will be readily available for customers by August 2019. The initiative will provide merchant discount rates or MDR of 0.5% for monthly payment transactions, NETS to waive the terminal rental fee while the Singapore government to provide funding support for three years.

 

Partnership For Growth

A strategic partnership is happening between the two giant O2O platforms in Southeast Asia, Grab and Fave, as merchants from GrabFood and GrabPay in Malaysia will be on-boarded by Fave’s merchant sales team, thus further accelerate food delivery and mobile wallet services in these countries. Such a partnership will allow Fave merchants to benefit from Grab’s ASEAN-wide customer base of more than 110 million app downloads.   

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Payment via Biometrics

The new payment cards do not require the signature of the cardholder at the back of the card anymore, but a better way of confirming a customer’s identity is on its way – a biometric card. Though still running a trial stage, big card companies Visa and Mastercard are positive that biometric cards have greater certainty of genuine cardholder identity during transactions and will increase revenue from reduced false declines or forgotten PIN transactions.

 

Pay-as-you-go (in the car)

Yes, you read it right. Consumers will be able to process payments from their internet-connected cars. Visa Ready is will provide secure payment experiences for IOTs, like paying your gasoline load from the touch screen of your car, eliminating the hassle of getting out of your car and lining up to a pos in a convenience store to swipe.  

 

Merchant Conferences

A series of conferences, exhibitions, and shows of payments industries worldwide were indexed by Payments Cards and Mobile: GSMA Mobile 360 MENA on November 26-27 in Dubai, MPE 2019 (Merchant Payment Ecosystems) on February 19-21 and Money 20/20 Asia on March 19-21 in Berlin. Watch out though for the one to happen in Singapore on April 9-11, Sea Asia 2019 (7th Edition) at Marina Bay Sands.

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Learn how to run an impactful event marketing from pre-event planning to post-event nurturing using our guide.

 

The global convergence of payment schemes in the merchant industry will align several key value propositions: easy verification, payment assurance, and quick authorisation, which would enhance customer experience and streamline business processes.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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Industries That Will Make a Leap in Asia this 2019

Industries-that-will-Make-a-Leap-in-Asia-this-2019

Virtual Reality, Family Volunteer Vacations, Medical Marijuana, Green Energy, Drones, Mobility Technology, Biotechnology, Content Marketing were among the innovative industries predicted in 2017 to soar in 2018, and they did. So let’s look into what the coming year has in store for Asia, as well as, the globe.

 

4 Megatrends for 2019

Forbes came up with their prediction last October and picked on four soaring megatrends for the coming year:

  1. Life-saving innovations in the Healthcare industry will be focused on by investors
  2. Investing in Tech is a sure winner, though FAANG (Facebook, Apple, Amazon, Netflix, and Google) has weakened and may continue to be until next year
  3. Though investing in the Energy industry was the right move in 2018, investors need to be careful in taking further steps through 2019
  4. Content marketing strategy will become more essential next year and put customer success on the frontline.

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Here’s a quick look at four of the hottest marketing trends that will have a huge impact on the Asian B2B space next year

The Healthcare Industry

IDC Community sees the following to happen in the Healthcare industry in 2019:

  • 60% of Healthcare providers will make optimizing the digital patient experience a top 3 strategic imperative by 2020
  • A steady progress in AI technology adoption will directly impact 25% of business processes after 2019
  • 30% of Fortune 500 will offer employer-direct healthcare by 2021, as such is driven by the cost of specialty drugs and the evolution of negotiated bundled procedures

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Healthcare companies, especially those based in Asia-Pacific countries where technology is prevalent in diagnostics and treatment such as Singapore, will need to do more than to apply a few tweaks here and there. Here are ways on how B2B healthcare companies can improve their sales pipeline.

The ones gaining traction

USNews looks further to the last quarter of 2019 and onto 2020 with the following industries to boom:

  • Data Crunching will not just be about getting hefty numbers, but gaining useful insights that can be translated into a business edge, and will leverage on two growing fields where data use is exploding, Marketing and Market Research.
  • Counseling and Therapy on mental health is likely to increase demand for professionals in the field and is expected to grow by 41% by 2020
  • Scientific Research will continue to bring breakthroughs in medicine, manufacturing, transportation
  • Computer Engineering will gain more demand from big companies, specifically in Finance and Investing industries, to tie systems together for faster, more seamless and more secure processes

 

The Most Innovative

FAST COMPANY hails the 2018 World’s 50 Most Innovative Companies to continue to soar in 2019. Here’s half of the pack:

  • Apple
  • Netflix
  • Square
  • Tencent
  • Amazon
  • Patagonia
  • CVS Health
  • The Washington Post  
  • Spotify
  • NBA
  • Marvel Studios
  • Instagram
  • Stitch Fix
  • SpaceX
  • Walmart
  • Bytedance
  • Reliance Jio
  • Nintendo
  • Social Capital
  • AliveCor
  • Novartis
  • OneOme
  • Thumbtack
  • Ford Foundation
  • Peloton

 

2019 for SMBs

However, The Balance Small Business named the best small business to engage with this year and potentially soar in 2019 are Fulfillment By Amazon (FBA), Skilled Trades, Software Engineering And Development, Meal Kut Sales And Delivery, Virtual Reality, Self Storage Units, Home Renovations, Bike Sales Service And Rentals and Senior Care Services.

Lead Generation Services for SMBs

B2B SMBs in Singapore face unique opportunities and challenges that impact sales results. Learn more about our lead generation apporach specifically tailored for SMBs.

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

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How to Optimize your B2B Mobile Marketing Strategy

How to Optimize your B2B Mobile Marketing Strategy

How to Optimize your B2B Mobile Marketing Strategy

What’s the current state of your current B2B mobile marketing strategy? If you think you’re not hitting target results yet despite much effort you exert, think over by asking yourself these questions: do you completely understand your customers’ mobile needs and expectation, are you using the right app and do you get enough support processes to make your mobile usage beneficial.

There’s a looming wide range of mobile interactions, mobile marketing, and customer support capabilities, that’s why it is important to be keen with customer behaviours to be able to select the right combination of functionality that will fit your industry and meet your processes requirements.

 

Here are some insights to help you optimize your B2B mobile marketing strategy:

 

Scheme out a complete customer engagement strategy

Gather all your business teams to scheme out a holistic customer engagement strategy from mobile marketing to customer services. Marketing and customer service teams must fully work together, but must also engage other parts of the business to achieve balance and intensity of interaction type (inbound, outbound or event).

You customer engagement scheme must be well regulated. Determine how you often you should get in touch with customers, proper channel or app to use and what needs to be communicated to them, and what business value and customer experience to be drawn from these actions.

Related: Take Your Business to The Next Level with Omnichannel Marketing

 

Be keen on customers as well as competitors

Learn what the best customer engagement strategies in your industry are and know what other industries have and come up with a good strategy customization. The telecommunications industry is a good example by not limiting its capabilities to just usage but getting its customers engaged through end-user functionalities like notifications and warnings.

Also, make improvements and added customer experience known. However, avoid throwing at them too many developments at a time to rid ‘app fatigue’ or overwhelming feeling. But in case they do re-engage customers via notification and alerts.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

 

Take mobile analytics as a must-have

It takes in-app and customer journey analytics to be able to gauge user engagement from different channels, mobile websites, and apps such as the time customers spend on your app, the average number of visits as well as customer behavior based on live usage.

Make sure that your mobile app is easy to read, navigate and link to other processes. Key performance metrics are important tools to track to know how your business is doing and where it is going. Analytics plays a very important role in examining user design and overall user experience.

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Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

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4 B2B Marketing Trends in Asia for 2019 (That Aren’t AI or Blockchain)

4 B2B Marketing Trends in Asia for 2019 (That Aren’t AI or Blockchain)

4 B2B Marketing Trends in Asia for 2019 (That Aren’t AI or Blockchain)

It’s almost time for planning season, and that means we should now start bracing ourselves for the annual tsunami of marketing predictions and forecasts that are bound to hit the Internet very soon.

In fact, we at Callbox are kicking off this yearly ritual a little earlier than most folks with our own pick of the biggest marketing trends in Asia to watch out for in 2019.

First off, though, you should know upfront that you won’t find anything about AI or the blockchain in this blog post. While we remain big fans of these two critical marketing capabilities, we think that other important developments also deserve to shine in the spotlight, without being overshadowed by AI or the blockchain.

With that said, here’s a quick look at four of the hottest marketing trends that will have a huge impact on the Asian B2B space next year:

 

1. Video becomes B2B marketers’ preferred format.

According to a recent survey carried out by LinkedIn, video is the preferred format for B2B marketers in the Asia-Pacific region, with nearly half of them using online videos to drive leads. The survey polled 309 respondents from Australia, Hong Kong, India, New Zealand, and Singapore, and found that APAC marketers leveraged videos for:

  • Brand awareness (74%)
  • Product/Service promotion (49%)
  • Lead generation (41%)

The study also finds that B2B marketers in the Asia-Pacific region rely on the following metrics to measure video success:

  • View rate (58%)
  • Reach and impressions (52%)
  • Webpage traffic (52%)

Given that around 41% of APAC B2B marketers make use of videos for lead generation, this trend indicates that videos now increasingly impact sales. For example, Kate Mallard (APAC content marketing manager at LinkedIn) points out that videos at the bottom of the funnel (such as case studies or a product/service walkthrough) can help B2B companies increase the likelihood of winning a deal.

Related: What the Great Singapore Sale’s Turnaround Can Teach B2B Marketers

 

2. Digital channels contribute to bigger share of revenues.

Deloitte’s recent Asia-Pacific Commerce Report shows an interesting correlation between digital’s share of revenues and revenue growth. Deloitte’s analysis draws on the findings of a survey of more than 1,000 businesses located throughout various APAC countries including Australia, New Zealand, Japan, China, India, and Singapore.

A key finding in the report suggests that a 5% increase in the share of customer purchases made digitally is associated with a 3.5% increase in revenue growth. This translates to roughly $525,000 in additional revenues for a company with a $15 million turnover. Moreover, the study also finds that, among the respondents:

  • 96% use emails and websites
  • 90% rely on word-of-mouth
  • 89% leverage social media
  • 77% make use of mobile apps

With digital channels playing an ever-expanding role in revenue generation, it’s no wonder that APAC business have outpaced their counterparts in other regions of the world in terms of digital marketing spend. Zenith’s ad expenditure forecast shows that:

  • 45% of APAC ad spend is on digital, compared to 40% in other markets
  • APAC companies’ digital ad spend is projected to grow 6.2% in 2018

Related: Monthly Top 5 List: Digital Marketing Tools and How to Use Them to Capture B2B Clients

 

3. The Google-Facebook duopoly continues to dominate the digital ad space.

Quarterly reports filed by Google and Facebook earlier this year indicate a strong growth trend for both tech giants in terms of market share in the APAC digital ad space. Data compiled by Tom Simpson of AdColony show that:

  • Facebook’s and Google’s Q1 2018 ad revenues across APAC grew by 40% year-on-year, while ad revenues of other companies actually decreased by 20% for the same period
  • The net increase in digital ad revenues for APAC markets is $850 million (but this actually represents a $1.63 billion combined increase for Google and Facebook, and a $780 million decrease for everyone else)
  • The Google-Facebook duopoly accounts for 65% of all digital ad revenues in the APAC market, up from 51% in the same period in 2017

Putting these numbers into context, there’s still ample room for the Google-Facebook duopoly to grow in the APAC digital ad market. That’s because compared to the US and European markets (where Google and Facebook control 80% of the digital ad space), the duopoly’s APAC market share still sees rapid increases year-in, year-out.

Related: Enterprise Marketing Tactics That Will Win You Large Deals in Singapore

 

4. Every marketer will need to be in the “micro-moment”.

The rise of “micro-moments” as a marketing touch point continues to gain traction as more and more marketers realize the need to stay top-of-mind throughout the non-linear, buyer-directed path to purchase. Micro-moments are instances where a potential customer needs to learn, discover, watch, find, or buy something, then turns to the nearest available device to act on that need.

Writing for Think With Google, Karim Temsamani argues that micro-moments now matter more to APAC marketers than their counterparts in other regions. That’s because Asia has a wide lead over the rest of the world as a “mobile-first” area:

  • Asia has 5 of the top 10 markets in terms of smartphone adoption
  • 11 of the 21 countries in the world where smartphone is higher than desktop adoption are located in Asia
  • The percentage of smartphone owners that experience micro-moments in Asia is higher than in other regions

During these micro-moments, potential customers have higher expectation for timeliness and relevance. They’re drawn to brands and companies that best fulfill their need in the moment.

Related: Take Your Business to The Next Level with Omnichannel Marketing

 

Conclusion:  As most of us now start looking ahead to 2019, keeping these four Asia marketing trends in mind will help us put together a more robust marketing plan for the next year.

 

Expand your digital presence, capture the right kind of traffic, and engage potential customers with the help of Callbox’s integrated Digital Marketing Solutions.

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

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How To Sell Your ERP Solution to the Modern Tech Buyer

How To Sell Your ERP Solution to the Modern Tech Buyer

How To Sell Your ERP Solution to the Modern Tech Buyer

The modern tech buyer may be a tricky market to sell to, but it seems as if they function the same as any market. In any case, you might think that your Enterprise Resource Planning solutions might sell itself, but there are still a few tweaks that you can do to make sure you get the best wins.

In this article, we’ll show you how you can pull off quick wins in any market!

 

Enterprise Resource Planning


Developing a Selling Game Plan

When it comes to Enterprise Resource Planning (ERP) solutions, clients always look for the following characteristics:

  • Functionality
  • Cost
  • Reliability or quality
  • Manageability

 As an ERP solution provider, you either want to sell to someone who has yet to experience the benefits of owning one or convince a business operator to replace old software. Either way, minimizing your risks and strategizing your selling techniques will save you a lot of time, energy, and resources.  

Being on top of your game requires that you use our present technology available today to reach modern tech buyers globally. Create a presence for your company on various social media platforms and make sure you rank effectively in search engines.

Of course, achieving these goals goes side by side with making sure that your product is saleable.

Consider the following tips in selling your ERP solution to modern tech buyers:

 

1. Give them what they need.

 The truth is, a lot of business owners do not fully realize what kind of software solutions they need until it is introduced to them. Traditional business people, for instance, also tend to go for conventional software systems involving accounting, inventory, and sales without realizing that there are more groundbreaking programs available out there.

Your challenge is to convince them that they need your product. Make them realize that you provide a solution that is very valuable to them.

You, on the other hand, need to make sure that you have a top-tier product. The integrity of your product will make or break your business. Its quality must be your utmost priority. Providing a reliable and efficient ERP solution will guarantee that you will be able to establish strong partnerships and professional working relationships with your customers.

Related: The Many Ways of Selling your ERP Software Products

 

2. Educate your potential clients

 You most likely know by now that as a matter of general observation, potential customers tend to shy away from or ignore products or services they do not fully understand.

 This, of course, is understandable. Why would you even consider spending on something that you do not fully grasp? Most customers will struggle with questions like, “Do I need this for my business?” and “How will this benefit me long term?”

The good news is, ERP software programs are not just add-ons you can do without. Having a program that acts as the central nervous system of a business structure is undeniably very crucial for a growing company and modern tech buyers who intend to take their business to the next level.

It does not only unify certain parts of an existing business such as inventory, planning, finance, purchasing, sales, and marketing; it also makes operations a lot easier. Additionally, a robust ERP program that binds together several computer systems in a massive organization can collect information from the various departments assimilating into a singular system enabling managers to access real-time data anytime they need it.

As a result, business leaders are equipped to make quick and reliable decisions when situations call for such. Gone are the long hours of waiting for crucial information to be consolidated just because they are still being generated manually.

These are the primary benefits that business operators can enjoy when they invest in your ERP solutions. Now it is just a matter of presenting the information to your clients. Simplify technical jargons and make it very comprehensible for your clients. Show them the big picture and where you would be willing to take them in the coming years.

Related: The Top Marketing Strategies For Tech Companies in Singapore

 

3. Invest in a reliable lead generation program.

When targeting the modern tech buyer, you need to be very strategic with your marketing approaches. The fastest and most efficient way to identify and reach them is through the help of a reliable and effective lead generation program that will narrow down your targets. You will save yourself a lot of time and effort by doing this.

You can either buy your software or outsource lead generation services. Quite often, it is a lot easier to hire a team to do this for you. At the end of the day, whatever data you need concerning existing companies who can potentially be your clients will be made available to you and your marketing team the fastest way possible.

Make the investment today, it will be worth it in leads and conversions in the future.

If you follow these quick tips, you’ll surely be on your way to increasing your market share and ensuring brand awareness!

 

Author Bio:

Katrina Chua

Katrina works as the Marketing Manager at Callbox Singapore. She helps companies in Asia Pacific countries increase their business revenue through lead generation and appointment setting services. Follow Katrina on Twitter, Facebook, and Google+.

 

 

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