The Econsultancy and Adobe report on  “B2B Digital Trends 2015” is based on a survey of more than 800 global B2B digital marketing professionals. Seeking to understand the key priorities, trends and challenges for B2B digital marketing, it contrasts the B2C focus to reveal  similar priorities – but with a couple of key differences.

First up, the “no surprises”:

  • B2B marketers focusing on content marketing and customer experience
  • B2C marketers are excited by mobile (at 16% they’re way ahead of their B2C counterparts at 7%)
  • Personalisation and big data battling it out for 3rd spot.

There are, however, some interesting aspects relating to B2C content marketing and mobile:

  • B2C marketing differentiates experience through personalisation not content. With a limited focus on the customer journey, B2C marketers are choosing personalisation and big data to differentiate their offerings from their competitors. In my view, B2C content marketing still provides great value but needs to be rethought and reimagined (ie it’s simply not good enough to “digitise” media).
  • Mobile is hot for B2C. Not unexpected. BUT just as B2C marketers need to improve their understanding of content marketing, B2B marketers could learn a great deal from B2C mobile strategy. “Future ways of working” initiatives are transforming today’s businesses. Built on a platform of social, mobile, analytics and cloud (SMAC), mobility is obviously a key pillar of this transformation. Expect to see more traction than the research would suggest.

Finally, some surprises:

  • B2C need greater focus on marketing automation: These days, marketing at scale requires automation. It also requires strong analytics and customer journey mapping. Not paying attention to these areas actually opens the door to market disruption by faster moving competitors.
  • Location based services scrapes the bottom of the barrel. In last place, I wonder whether marketers simply don’t understand the promise and opportunity of location based services. Considering customer experience ranks as the second most important category, there appears to be a disconnect between what customer experience can be and its method of delivery. Location services bring these together via a range of devices including smartphones, beacons, wifi and analytics. As marketers build more practical digital experience, I expect to see these figures improve.

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