Nature of demand

Develop and understand buyer personas

Ensure that your staff/system are flexible enough to be able to run another type of
business without having to make too many changes.
Watch that cash flow! The survival of your business depends on it, after all those
wages and bills arent going to pay themselves.

Map the buyer journey for each persona

Keep track of the ROI and number of initiative working on till now

Analysis of decision making unit:

Describe the roles and functions that comprise decision making units in B2B organization

In a business setting, major purchases typically require input from various parts of the
organization, including finance, accounting, purchasing, information technology
management, and senior management.

An economic buyer is a typical member of the DMU. The buyer is buying the product to
achieve some sort of business advantage.
The infrastructure buyer, another typical member of the DMU, influences the buying
decision because he's the guy that is going to make the purchase happen.

The user buyer, another member of the DMU, influences the buying decision because he is
one of the people through which the economic buying objective will be realized.

What to say

Content marketing can attract and retain customers by creating and curating relevant and
valuable content
Focus should be on documenting the content and strategy
Search engines reward businesses that publish quality, consistent content

Search engines play a leading role in making purchase decisions. About 93 percent of the

respondents agreed they would lookup online prior to a B2B purchase.

Focus should be on customer lifecycle rather than acquisition
Teaching customers how to be successful with their product
Should create long term loyalty
A hard look at skills ,staff and resources directed at content marketing
Understand customers interests and needs
Align content themes to buyer concerns and business objectives