Case Studies: B2B Digital Marketing Strategies for the Win
There is no shame in learning from the best when it comes to business strategies for the win. The entire purpose of documenting these success stories is to serve as a role model for future digital marketing campaigns.
Especially for B2B marketing strategies, case studies serve as a guide about what and what not to do. Though the one-size-fits-all has never been and will never be applicable when it comes to digital marketing, the use of case studies has helped marketers come out of thick creative blocks.
Thus, serving the same aim, our collection of these business-to-business marketing strategies case studies serves as a light for present-day marketers. They explore how customer-centric solutions, personalized strategies, agile planning, and keenness to understand the audience have always been the keys to a business’s success.
But how do these B2B marketing strategy case studies work for present times? For an era more about creativity, modernism, and unbeatable competition, let’s learn a few things from the industry’s best.
What are Case Studies in B2B Marketing Strategies?
A marketing case study is a scenario of a business where they helped another business find a solution during a tough encounter in the business world. They explain a business, and how using their product/service can help them get out of a problem. Or market something they don’t know how to put out in front of the desired audience.
Working as one of the most crucial marketing strategies for the business-to-business market, case studies are real-life scenarios that help in trust-building. They are simply the words of a happy customer who is praising your business for helping them find a solution amidst chaos.
Benefits of Case Studies in B2B Marketing Plans
Business owners looking for B2B marketing services don’t react with emotions as much as they care about numbers, real-life scenarios and return on their investment. Also, the amount they pay for each campaign is huge, thus proof of credibility is what makes them less skeptical. Therefore, the importance of case studies in B2B Businesses is much more than in any B2C dealership. Here are some reasons why B2B marketing agencies should maintain a case study portfolio:
Trust Formation
A digital marketing agency is nothing without its customers, and there are no customers without trust. Especially in B2B dealerships, the trust factor goes much beyond just promises and affirmations. This is because many marketing agencies over-promise only to under-deliver, hence the disbelief businesses feel.
Moreover, the b2b marketing strategies are not about a single ad or a video but about handing over a brand’s image into someone else’s hands. A case study simply solidifies the credibility level of a marketing agency. It provides real-life scenarios and stats from clients that are accessible to verify the story. These real-life positive scenarios play a vital role in building a trust-based relationship.
Links to the Business Automatically
It is often difficult to predict the next stage in your business growth plans. Oftentimes, you are confused about taking the next step worrying about putting your brand’s reputation at stake. By reading a real-life business problem, clients can relate their issues more realistically. This naturally links them to find your business as the best possible solution to their needs, just like they read in the case study. Therefore, a case study simply serves as a marketing tactic for your agency if it is drafted well.
Storytelling
Nothing holds the attention of a person than an interesting story to which they could relate. And case studies help that. Clients read case studies, and visualize themselves in the same situation (problem-facing). They then experience the journey of a business decision-maker who trusted a business for the first time. Next, they observe that trusting the business provided them a solution they needed. When prospects can picture themselves with the solution to their challenges, they are automatically encouraged to think positively about your brand.
Ever-green Marketing Asset
Case studies never go out of style and so do the successful campaigns even from decades ago. They serve as a constant marketing asset for a business where new customers can use them as a reference. Rather than investing regularly in other marketing methods that may or may not reap the results, case studies are the cheapest yet the most authentic sources of positive storytelling.
Examples of B2B Marketing Strategies Case Studies for Present-Day Marketers
The best B2B marketing strategies have lived and become an inspiration for current day marketers. To take help from them and adapt them in your future marketing practices is what a B2B business must be doing. Even if none of your marketing for b2b plans resemble any of the case studies, the key takeaway is addressing the challenges via solutions that never existed before. Here are some inspirational B2B marketing strategies of all times:
Buzzvil
This case study refers to the smart placement of an ad that can grab the customer’s attention. Buzzvil is a mobile advertising company based in South Korea. Their ads work differently and one of their most popular advertisement methods is the lock screen ads. This way a person unlocking their phone (which is roughly around 50 times a day: Sambarecovery), gets a peek at the ad deliberately.
One of their ad campaigns required a major airline company’s ad to be displayed in a way that maximum customers book the flights through the ads. So, their agile approach drafted a strategy where mobile lock screens displayed pictures of beautiful destinations from all around the world.
Right in the ad, they also provided an option to book the cheapest flights directly from the lock screen. This campaign was an enormous success as it had a stunning visual marketing aspect and the prompt CTA enabled lots of lead generation.
The Results
The agency earned a click-through rate of 8% on its airline campaign ads. This is higher than the average click-through rate of 4-6% generally, and then much higher than the airline industry average of 0.5% for display ads.
Key Findings
- Visual ads appeal to the right kind of audience.
- Travel enthusiasts enticed by beautiful destinations are targeted marketing.
- A prompt CTA can generate sales based on emotional factors.
Dell Technologies
Dell, a leading IT solution provider noticed a roadblock in their B2B association. They realized that businesses are not that likely to trust IT companies for bulk purchases of their products and hence prefer a more individual purchase style. Dell also identified that a trust build-up with top IT companies could increase their sales by up to 15%.
Then the research began! Dell analysed the target audience (the first key to marketing strategy build-up). And found out that IT guys from most companies used Reddit and Quora more religiously compared to other social discussion platforms.
The brand then indulged in conversations with these IT guys through a comedy series featuring two I.T. characters Ryan and Bryan. The series was named ‘The I.T Squad’ and worked around stirring discussions regarding I.T-related issues.
This famous internet squad solved IT-related challenges for people online. The campaign soon became a hit with comments, upvotes and people directly tagging the IT squad to get help with their issues.
The Results
The campaign gained up to a 1000% increase in followers and provided Dell, the exposure it was looking for in the right community. Dell proved as a problem solver too rather than just a brand focused on generating sales. It become one of the most popular IT solution providers among young business decision-makers.
Key Findings
- Engaging with the target audience on the target platform generates the most attention.
- Finding the interest level of your audience improves brand credibility.
- Adapting the right tone as per the type of platform keeps the campaign running for long.
Microsoft Teams
The Microsoft Teams software which was initially under use by decision-makers, wanted to have a broader reach. The brand wanted to grow its audience towards the workforce in an organization including employees of all levels. The technical product faced a challenge in making people from all professionals feel comfortable with the software.
The campaign focused on reaching their target audience on their preferred platform. Microsoft realized that to expand their customer base they need to go towards B2C platforms like Twitter and Instagram rather than just the B2B platform LinkedIn. The campaign worked by empathising with the social media users by addressing common issues people faced in a hybrid work environment . They used images, emotionally portrayed videos, and featured polls to engage their target audience with the business.
They also highlighted the role Microsoft teams play in making the hybrid work model more comfortable and employee friendly.
The Results
They gained up to 40% increased social media followers across multiple platforms. Their popularity grew on B2C platforms as well.
Key Findings
- A business should adjust its B2B or B2C strategy according to the audience needs.
- Empathizing with audience rather than just marketing your product helps them understand the emotional aspect of your service.
- Updating your campaigns with changes in the work environment makes them more relatable.
B2B Marketing Strategies that Drive Business Growth
The purpose of integrating a case study into your brand’s story is to provide a sense of understanding to your potential customers. When they observe problems like theirs and get a solution, they are likely to give your business a try. However, case studies do not help if you expect your brand to perform similarly. They need to be unique, specific, and customized to your business model. Understanding the needs of your audience, finding their pain point, and delivering the services they have been looking for is what these successful exemplary businesses do.
Thus, the key takeaway from these B2B marketing strategies is to leverage the power of digital media in exciting ways. By doing so, businesses can not only generate more revenue but also provide better solutions and opportunities for customers. And there is no better way to outperform the competition than to form a partnership with a top-class digital marketing agency.
