If you are among almost half of B2B leaders who believe intent data is vital to a revenue strategy, you’re right on the mark. Understanding data and using it for your B2B demand generation strategies is crucial in 2023. It helps your product gain traction faster and convert leads more efficiently.
This blog is all about understanding how to implement data-driven b2b demand generation strategies. You will learn how data impacts your marketing and how to use it to your advantage.
A Few Things to Note About Data-Driven B2B Demand Generation Strategies
The inclusion of data in demand generation changes it far more than you could imagine. When you keep data as your focal point, your demand generation process becomes continuous. Moreover, the process changes significantly depending on your niche and industry. But, here are a few things to note:
- Good Market Research is the Key – Getting accurate and useful data is a no-brainer. And for that, you need a good market research workflow that focuses on reliability and accuracy.
- Having the Right Set of Tools – There are several useful MarTech solutions in 2023 that are great for acquiring original data and implementing it in your strategies. That being said, you can avoid spending by using free or cheaper alternatives.
- Continuous Improvement with More Data – The good thing about implementing data-driven strategies is that you can collect more data as you implement them. With the new data coming in, your strategy should be able to improve and evolve.
- Multiple Strategies Go in Tandem – The below strategies can go in tandem with each other. As they provide unique value and benefits, you can combine them for maximum ROI.
- Refining Based on Newer Trends – Given the ever-changing market, you should be up to date with the demand generation trends and morph your strategies based on that.
Now that this is out of the way, let’s get into the meat of this article’s topic.
Effective B2B Data-Driven Demand Generation Strategies
1. Paid Advertising & Remarketing
The best B2B demand generation strategy that benefits from data is advertising. You can run ads for your service pages, specific landing pages, or resources.
Having detailed information like your buyer’s demography and firmography helps you with more accurate targeting. Additionally, having psychographic data about your target audience gives you the ability to create more compelling ads that convert better.
Once you run your campaigns, you can identify certain gaps and insights. Combining that with more incoming data, you can list improvements to your advertising campaigns. After that, you can run remarketing ad campaigns to users who have interacted with your website, but didn’t take any action.
2. Dynamic Website Content
Content by itself is one of the most crucial elements of your demand generation strategy with over 73% of B2B marketers and 70% of B2C marketers using content marketing as part of their overall marketing strategy.
Implementing dynamic content on your website takes it a step further. For those unaware, dynamic content changes based on visitor behavior. Using data to display personalized product recommendations, tailored offers, or targeted messages can help you capture the interest of visitors and encourage conversions.
That being said, dynamic content requires more effort than regular content. You’ll need to create custom sections and fluidly connect them with your web pages. And obviously, they do require a lot of data. So, you’ll still need to rely mainly on traditional content formats like blogs, case studies, ebooks, etc. with room for more dynamic content.
3. Gated Resources and Lead Magnets
Gated resources and lead magnets use a diverse set of data including information about the buyers, valuable content that helps them, and data that will help you make the right promotion strategies. But more than that, dated resources and lead magnets help you identify and generate leads.
Along with generating leads, gated resources and lead magnets help you identify intent signals based on the content you offer and understand the main concerns of your buyers. This data will help you identify areas of your industry that need more attention, which can be reflected by your content and resources.
4. Email Campaigns and Automation
Running email campaigns is an amazing strategy for nurturing your leads. Consistently sharing valuable content and resources through your email, builds strong customer relationships that last. You can make the entire process even better by creating automations for specific actions. This includes welcome emails, response after downloading assets, etc.
Using data for your email campaigns will not just dictate what content and resources to share, but also give insights for the right timing. So, you can run campaigns based on the stage of the funnel that your leads are in. This will not only improve user experience, but also accelerate progression through the funnel and lead to faster lead conversion.
5. Data-Driven Content Syndication
Content syndication is a demand generation strategy that improves your brand’s visibility and attracts the right kind of attention to your product. With accurate data about the most popular platforms among your target accounts, you can identify potential content syndication partners
After publishing your content on those platforms, you can generate and track leads. Along with that, you can also monitor intent signals to collect more intent data. This new intent data can be used to fuel other strategies.
Understanding the role of data in your demand generation is a vital part of B2B success. Thoughtfully using with strategies similar to what we discussed today, can uncover opportunities for growing your presence. There’s more to learn about data-driven demand generation. Learn some of the best practices, case studies, and much more here: The Ultimate Guide to Create a Data-Driven B2B Demand Generation Strategy
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