Post on 22-Mar-2017
AGENDA
US B2B target audience - what the difference?
First: competitive landscape, product analysis&sales
Second: play your game, share tasks
Final: track your results, move forward
NETWORKERS
EXPERTS
READERS
AGGRESSIVE
OPEN-MINDED
US AUDIENCE
FIRST COMPETITIVE LANDSCAPE
PRODUCT ANALYSIS MARKETING SALES
Business: find your current and future position
PoD: whom and why do they target?
Messaging research: all channels + sales process
Ideal: exhibition
COMPETITIVE LANDSCAPE
PRODUCT ANALYSIS
StrongWeakOpportunitiesTreats analysis
Product roadmap
You VS Benchmark (product features)
Current sales accents - what makes them buy
sales
dev
PO/CEO
product USPs
analyze through market situation
product portfolio
PRODUCT ANALYSIS
Lead gen platforms: proper message, reviews
PR: unite call-to-action news, use platforms
Sales materials: proper accents, everywhere
Site: the speaker of your business
MARKETING SALES
MARKETING SALES
SECOND PLAY YOUR GAME
SHARE TASKS
Define your niche
Find proof of your uniqueness
Announce it. Take top sponsorship pack on top events through 1Q
Become an expert. Speak, write, discuss
Locate the way to be “recognized.” Talk to market’s opinion leaders
Become “official”US company
PLAY YOUR GAME
Find your “each message expert” in your team
Define your speaker
Work with agencies
Do partnership announcement. Use their image
Work with current clients through Sales Team
SHARE TASKS
Final Track your results
Move forward
SM recognition - reposts of your news
Lead generation - your activities are mentioned
Partnership proposal - you’re being asked to partner/speak etc
Comment/interview requests - you’re an expert
TRACK RESULTS
Business analysis - define the future of market and your product in it
Company-hosted events - become the centre of market’s activity
Industry standards initiation - work with industry standards organizations to make market’s ecosystem better
Share your marketing experience, even with your competitors
MOVE FORWARD
BE BRAVE CONQUER THE WORLD
vertamedia.com a.born@vertamedia.com https://twitter.com/abornyakov https://www.facebook.com/bornyakov
Alex Bornyakov CEO VertaMedia