Do you work in a Business to Business ecosystem? Do you have a B2B
marketing company working for you? Are you satisfied with its
services? Are you sure it is not just a company selling snake oil to you? These
are some of the questions one must ask while choosing a new
business-to-business firm. A brand must place an emphasis on identifying the work
patterns and the specialization of the company. The organization that you
choose must be savvy and focused on B2B marketing. You need to ask the
organizations these basic questions during the process of selection.
Can you explain me the difference between B2B and B2C ?
If the company has a specialization in business-2-business, they
will be able to easily differentiate between the two different processes. There
is a massive difference between the two processes. And, a B2B
marketing company comes out loud if they specialize in the
business vertical. Business-2-business similarities are superficial. On the
other hand, marketing challenges are more complex when a firm is catering to
businesses.
Do the majority of your clients belong to the B2B Sector?
If the majority of their clients belong to the B2C sector, there
are chances that they do not possess the expertise that can be fruitful to you.
On the other hand, these companies can also be generalists. You must be sure if
they have the marketing prowess to solve the B2B issues. How can you make out
that they are a
specialized B2B marketing company? You need to identify with
their client list. If they have at least 65-70 percent client from the
Business-to-Business sector, you can take the process ahead. The key is to
differentiate between the generalists and the specialists. There are many
companies that cater to both the sector. In this case, you need to ask if they
have a dedicated B2B division in place. If they do, what is the strength of the
division?
How much revenue do you derive from your B2B clients & how are
you compensated?
This is a very
important question to ask. Some agency would provide you with a pretty diverse
client list. It might show that they have the majority of the clients from the
business-2-business sector; however a couple of B2C big players may be
contributing the major chunk to the company’s revenue. You must be sure about
the main preference of the company. You must also be aware about the
compensation process of the agency. Different companies have varied types of
compensation processes. Do not be fooled by the media placement commissions,
percentages on the outsourced services. Many agencies offer low fees and rely
on the commissions.
