Why it is Now Mandatory for Mid-Size B2B Industrials to Aggressively Embrace the Web as a Channel to Market

2023-06-B2B industrial marketing strategyIn the dynamic landscape of B2B commerce and marketing, where digital transformation has become imperative for survival, mid-size industrial companies find themselves at a critical juncture. The traditional methods of conducting business no longer suffice in an era dominated by rapidly evolving technology and changing consumer behaviors. To remain competitive and relevant, your mid-size B2B industrial must aggressively embrace the web as a primary channel to market.

Here's why:

  1. Shift in The Industrial Behavior's Behavior:

The digital age has fundamentally altered how your B2B buyers research, evaluate, and purchase products and services. Today's buyers are more empowered, tech-savvy, and discerning than ever before. They expect seamless online experiences akin to their consumer counterparts, such as Amazon, etc. Research shows that a significant portion of the B2B purchasing process now occurs online, with your buyers conducting extensive research before engaging with sales representatives. To capture these digitally driven buyers, mid-size industrials must establish a much more robust online presence than I currently see.

  1. Increased Competition in Your Industrial Niche:

The competitive landscape for your mid-size B2B has intensified with the rise of digital-native companies and digital-native buyers. These newcomers leverage the power of the web to reach a wider audience, offer personalized experiences, and streamline transactions. To compete effectively, mid-size industrials must adapt to this new reality by optimizing their digital channels. No question about it, failure to do so risks losing market share to your more digitally agile competitors.

  1. More Cost-Effective Marketing:

Embracing the web as a channel to market offers your company a cost-effective alternative to traditional marketing methods. Digital marketing tactics such as search engine optimization (SEO), content marketing, and social media advertising enable companies to target specific audiences with precision. By allocating resources towards digital initiatives, mid-size industrials can maximize their marketing ROI while reaching a broader audience. May the old tactics of “dialing for dollars” and “cold calls” make way for “warm calls” and a more positive and informative first impression for your company’s brand.

  1. Accessibility and Convenience for Your Buyers:

The web provides unparalleled accessibility and convenience for both buyers and sellers. Through e-commerce platforms (if applicable to your business) and online marketplaces, mid-size industrials can showcase their products and services to a global audience 24/7. Plus, you don't have to pay this salesperson benefits.

This accessibility allows buyers to research, compare, and purchase products at their convenience, without the limitations of traditional business hours or geographical barriers. By embracing e-commerce, mid-size industrials can enhance the customer experience and drive sales growth.

  1. Data-Driven Insights:

One of the most significant advantages of leveraging the web as a channel to market is the wealth of data-driven insights it provides for your marketing efforts. Through web analytics, companies can track customer behavior, measure the effectiveness of marketing campaigns, and identify areas for improvement. By harnessing this data, mid-size industrials can make informed decisions, optimize their strategies, and stay ahead of the competition.

No longer is ol' John Wanamaker's adage true, "Half the money I spend on advertising is wasted; the trouble is I don't know which half.” 

  1. Adaptation to Industry Trends:

The industrial landscape is undergoing rapid transformation driven by technological advancements such as IoT, AI, and automation. Companies that embrace digitalization are better positioned to adapt to these industry trends and capitalize on emerging opportunities. By integrating web-based solutions into their operations, your mid-size industrial can enhance efficiency, reduce costs, and drive innovation.

I am currently working with a large regional, “old line”, industrial supplier that is in the process of rolling out an entirely new service-related “product”. This service will change the entire industry ... no question. 

After interviewing my customer and doing online research (SEMrush.com) I find that their buyers are using a completely different set of keywords, or semantics, to search for solutions to industry-old challenges. No longer are their typical buyers using the industry standard 100 or so keywords. Now most buyers are aware of new technologies and processes and are using completely different terms to search for solutions.

This is the absolute best example of where a more aggressive online approach is necessary. No longer will just a new webpage on your website open a new channel to enlightened buyers for an industry-changing service.such 

Obviously, my client will promote this new service via their sales group, seminars, promoted webinars, etc. However, I guarantee the next place your buyer will look will be the web and your branded sales materials better be there to greet them. 

  1. Customer Expectations:

In today's digital age, your customers expect seamless, personalized experiences across all touchpoints. By embracing the web, mid-size industrials can meet these expectations and build stronger relationships with their customers. Through e-commerce platforms (if applicable) , CRM systems, and marketing automation tools such as HubSpot, companies can deliver targeted messaging, personalized recommendations, and streamlined purchasing processes.

In conclusion, the imperative for mid-size B2B industrials to aggressively embrace the web as a channel to market cannot be overstated. In an increasingly digitalized world, companies that fail to adapt risk being left behind. By leveraging the web, mid-size industrials can enhance their competitiveness, reach a broader audience, and drive sustainable growth in the digital age.

The time to act is now.

Need a little help crafting your B2B marketing strategy? , give me a call or contact me via email


Mid-size industrials using SEO effectivelly