Mi6 Agency » Mi6 Briefings http://www.mi6agency.com Marketing Integration Fri, 03 Feb 2012 06:34:04 +0000 en hourly 1 http://wordpress.org/?v=3.2.1 Mi6 Briefing #2 http://www.mi6agency.com/2010/09/mi6-briefing-2-marketing-lead-generation-and-selling-to-cios/ http://www.mi6agency.com/2010/09/mi6-briefing-2-marketing-lead-generation-and-selling-to-cios/#comments Thu, 23 Sep 2010 21:48:35 +0000 cherbert http://www.mi6agency.com/?p=1992 Bookmark and Share]]> Marketing, Lead Generation and Selling to CIOs

The Mi6 briefing series includes a webinar, presentation deck and access to a private Linkedin community where follow up discussions can take place. This briefing took place on September 22nd and was presented in partnership with Leadformix an Mi6 partner.

What this Brief Covered

Recent studies of CIOs and technology buyers indicate that traditional tactics used to market and sell technology services and solutions are becoming less effective for B2B technology marketers while becoming more annoying for the business professionals being targeted.

This Mi6 briefing webinar provided B2B technology marketers and business development professionals with actionable information and insights on the most effective ways to engage with B2B hi-tech buyers in order to create awareness, build your reputation and generate demand for your hi-tech company.

Below is the slide presentation that provides hitech marketers and sellers with the most recent statistics, trends and insights regarding the buying process.

Mi6 briefing – sep 2010 v2

Slide 4: Introduces the Interaction Intersection(TM). A place where buyers are more apt to engage and interact with sellers.
Slides 5 -15: Priorities, preferences & behaviors of the it buyer. Key Insights: respect how buyers want to interact, how they gather information and their buying process. Be prepared a head of time and provide ways for them to find answers, meet peers and network. Value starts with sharing information and connections that can help them find answers and solve problems.
Slides 17-21: Key Interaction Intersection gaps marketing, lead generators and sales should be aware of. Key Insights: Realize and respect that IT buyers are getting annoyed with current interruption tactics. Get closer to customers to learn what’s important to them and what they value. Use that information when interacting with prospective customers to show you understand the issues and challenges they face. Make sure you understand their industry and business before making contact. Create marketing programs that are ideal for the buyer and combine interactive experiences that allow for information sharing, getting answers and building professional networks.
Slide 23: Finding key ways to interact for buyers and sellers. Use a grid to help you balance the objectives of the buyer with yours as the seller. Find ways to accomplish both sets of objective through mutually beneficial interactive exchanges both online and offline.
Slides 24-26: Cited research, additional resources from Mi6 and invitation to join Mi6 Linkedin Group: B2B Marketing Professionals Peer Network
Slides 27-29: Close out slides including: how to contact Chris, next webinar and thank you from Mi6 and Leadformix.

Cited Research

The New Voice of the CIO (IBM, 2009) [complimentary report]
North American/European B2B Social Technographics® Online Survey (Forrester, 2010) [blog post]
How Customers Choose Solution Providers (ITSMA, 2009) [paid research]
Vendor – CIO First Contact: Smarter Approaches for Vendors Seeking to Connect with CIOs (CIO Executive Council/Turner DeVaughn Network, 2010) [complimentary executive summary]
Lead Generation Optimization, Key Trends Analysis (CSO Insights, 2010) [paid research]
Toolbox.com/PJA Social Media Index, Wave V – IT Results (Jan 2010) [complimentary research]

For more content and conversation

If you’d like a PDF version of the slide deck or want to watch a recorded version of this webinar you can email me by clicking this link or you can fill out our connect with us form here.

Chris Herbert is the founder of Mi6. Mi6 is a B2B (Business to Business) marketing and business development agency dedicated to helping companies build their brands and develop commercial relationships. He is the founder of ProductCamp Toronto and the Hi-tech community Silicon Halton. He tweets under the handle @B2Bspecialist.
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]]> http://www.mi6agency.com/2010/09/mi6-briefing-2-marketing-lead-generation-and-selling-to-cios/feed/ 1 Mi6 Briefing #1 http://www.mi6agency.com/2010/05/mi6-briefing-inside-the-mind-of-the-b2b-tech-buyer/ http://www.mi6agency.com/2010/05/mi6-briefing-inside-the-mind-of-the-b2b-tech-buyer/#comments Thu, 27 May 2010 13:14:56 +0000 cherbert http://www.mi6agency.com/?p=1048 Bookmark and Share]]> Inside the Mind of the B2B Tech Buyer

This Mi6 Briefing took place on May 20th and was presented for Cisco Canada by yours truly to Cisco Solution Providers. This briefing condensed research from Forrester, IDG, Information Technology Services Marketing Association (ITSMA) and The Society for New Communications Research (supported in part by SAP).

Presentation

Inside the Mind of The B2B Tech Buyer

Slide Shift

  • Slides 11 to 18: Tactics and information the buyer is using in the buying process
  • Slides 19 & 20: Predicted changes in buying behaviour
  • Slides 21 to 23: Linkedin Group Example
  • Slides 25 & 26: Assessment of Top 50 Canadian Solution Providers Web and Social Media Presence (preliminary findings)
  • Slides 27 to 29: Key take-a-ways and recommendations
  • Slides 30 & 31: Sources

For more content and conversation

If you’d like a recorded version of this webinar please contact Chris Herbert at cherbert@mi6agency.com. You can also join the Mi6 B2B Marketing Professionals Network Linkedin group to talk about this briefing in more detail. To learn more about Mi6 Briefings please read “Announcing the Mi6 Briefing Series” post.

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