Knowledge Base

Knowledge Base

B2B Purchase Process: Be Visible From the Start

Today’s purchasers spend around two-thirds of any B2B buying journey gathering, processing and de-conflicting information. Much of this learning happens without the direct involvement of sales reps.

Just like in business-to-consumer (B2C) transactions, the decisions on new vendors in a business-to-business (B2B) setting are made by people. And they search online. The big difference with B2C, however, lies in the number of people involved in the decision. In B2B, different stakeholders with different disciplines (and interests) often work together in a decision making unit (DMU).

Since there are people involved, the behavior that these DMUs display in the orientation process does not differ much from consumer behavior, regardless of the number of participants. Such behavior includes an increasingly strong desire to do online research themselves in recent years. That desire has increased even more in today's “socially distanced” society.




Building on years of leadership in the industry, Geomares provides its worldwide audiences with overarching insight into state-of-the-art developments in geomatics and adjoining verticals. Create brand awareness and leverage your credibility and authority by being visible at our industry-respected platforms.




 

Be present at the start

Several studies have been conducted into the changing B2B purchasing behavior. The consensus is that more than 90% of B2B purchases have an online origin!

Before identifying solutions  to any given issue by a DMU, an independent research is being completed by the involved professionals for the purposes of  familiarizing themselves with the subject. The researching professional, however, is not looking for a specific solution, supplier or purchase. In fact, the issue itself may not even be fully identified yet!

B2B purchasing behavior




Problem Identification
 
Solution Exploration
 
Requirements Building
 
Supplier Selection




 




Validation




 




Consensus Creation




 

This preliminary phase of independent research provides you with a great opportunity to draw the attention of potential clients and shape their future needs. With our sponsored content solutions, we offer a varied range of possibilities to share your carefully created content with the largest global audience in the field of surveying, mapping, hydrography, AEC, geomatics and adjacent areas. This allows you to make the first acquaintance with the potential client, and, with that, the first chance to present yourself as an authority within the market.

Taking the first steps

When someone interacts with your content for the first time, you shouldn't expect to have a lead in your pocket. But the first step in the customer journey has been taken. The right question is “What is the next step that a potential lead would like to take?” In other words, “What information do they need?”





Always keep in the added value in mind:
What problems and challenges can your services and products solve?






As mentioned, there are opportunities for B2B companies to be visible in this first phase of the client’s orientation process. But how do you ensure that your online presence differs from the competitor’s?

Being actively present on the platforms attended by the potential and existing customers is the key. Inbound streams via the right distribution channels to your own website are indispensable. With the largest global database of decision-makers in the geomatics community, Geomares serves as that essential distribution channel. It forms the perfect link in the interaction between professional buyers and businesses that will make you visible from the start.

Content Marketing
Marketing Strategy
Marketing Funnel
Customer Journey
B2B Purchase Process: Be Visible From the Start

How Geo-matching Supported OxTS with Webinar Registrations

OxTS asked for our help to promote a webinar to survey and mapping professionals and to increase registrations for the webinar. OxTS has a premium Geo-matching account.




Target group
Geo-matching


Solution
Custom Marketing and Research


Method
Newsletter, Social Media and Content Marketing


Timing
March 18 to 25, 2020





Database Marketing
Social Media Marketing
Geo-matching
Event Marketing
How Geo-matching Supported OxTS with Webinar Registrations

Creating 3D virtual experiences that feel real

Matterport offers complete, realistic and interactive 3D and VR experiences for any industry that deals with real-world properties. Their product range includes a 3D content platform, 3D camera’s, VR platforms and mobile apps, all made to create virtual experiences that feel as real as being there. To show the opportunities and advantages of their products, Matterport has created many case studies. With GIM International, we had the chance to raise awareness for two of those case studies and a background article among our audience




Target group
GIM International


Solution
Sponsored Content


Method

Basic featured case study &
Basic sponsored article



Used channels

GIM weekly newsletter
Social Media
Homepage



Timing
April - October 2018




 

Content Marketing
Creating 3D virtual experiences that feel real

Introducing a completely universal GNSS receiver

marXact is a young dutch startup, founded to develop and produce universal and cost efficient GNSS receivers with high accuracy. To introduce their brand new UNI line, their new UNI-GR1 RTK GNSS receiver was shown at InfraTech 2019 and a video promotion campaign was launched on GIM International around this event. We have promoted their brand new product video via our website, newsletter and social media.




Target group
GIM International


Solution
Sponsored Content


Method
Basic Featured Video


Timing
7 - 20 January


Amount of views
990


% increase of views
60%


Content Marketing
Advanced Targeted Marketing
Introducing a completely universal GNSS receiver

Launching the new Leica Terrainmapper

Leica Geosystems creates complete solutions for measurement professionals across the planet. Last February, they have launched a video promotion campaign on GIM International for their newest addition to the Leica RealTerrain solutions for LiDAR mapping: the Leica Terrainmapper. This new generation linear-mode LiDAR sensor provides high flexibility across widely-varying use cases and for the delivery of highest fidelity data. We have promoted their brand new product video via our website, newsletter and social media.




Target group
GIM International


Solution
Sponsored Content


Method
Basic Featured Video


Timing
15-28 February


Amount of views
334


% increase of views
31%


Content Marketing
Advanced Targeted Marketing
Launching the new Leica Terrainmapper