Technology integration is a large precedence for many firms who’re shifting ahead with martech in 2019 and beyond, in response to the most recent State of Martech Report from DemandGen, launched in May 2019. The report focuses on what B2B consumers take a look at when buying options for his or her tech stack, and the important thing takeaway this 12 months is that entrepreneurs are prioritizing integration.
This is especially true on the B2B entrance, with 65% of B2B consumers indicating they consider how a new answer will combine with current companions and expertise throughout the first few months of their shopping for course of.
An overwhelming 80% of entrepreneurs said that they wish to use built-in advertising and marketing and promoting expertise from a single vendor.
With greater than 7000 distributors throughout a selection of martech classes, seamless integration is a problem for a lot of firms.
B2B consumers deal with integration for optimum content material activation
Enterprise companies make the most of a median of 91 options, which may cut back their tech stack’s general effectivity.
The report profiles industry leaders like Extreme Networks, a networking firm primarily based in California, which have begun approaching tech purchases with integration in thoughts.
Paul Green, Extreme’s Director of Marketing Technologies, considers himself extra of a programs integrator than a advertising and marketing technologist. Extreme Networks has roughly 20 options that are immediately or not directly built-in with Marketo, a highly effective advertising and marketing automation device.
One of the principle functions of integrating all of these programs and options in one place is to assist streamline content material activation, a enjoyable new buzzword that refers to distributing content material to the suitable folks on the proper time in the shopping for cycle.
Nearly 70% of B2B consumers want researching a services or products on-line relatively than talking with a gross sales rep. This has fueled a large growth in content material creation and furthered the necessity for expertise that may assist catalog and distribute content material appropriately.
Martech budgets presently deal with capturing — not conserving — purchaser consideration
Currently firms are targeted extra on creating content material once they make investments in content material advertising and marketing. However, deploying content material intelligently is equally essential. This is especially true for B2B firms versus B2C. The report notes that content material activation is essentially the most fascinating attribute when B2B firms are purchasing for a content material platform:
- Content activation
Additionally, 80% of B2B consumers count on the identical shopping for expertise they’ve loved as B2C shoppers (curated content material, intuitive search, personalised suggestions and extra).
Platforms that may present entrepreneurs with methods to create these sorts of anticipated content material experiences — specifically, distributing content material that’s focused, personalised, and present — are poised to assist firms streamline their martech stack.
Integration drives acquisition and the rise of the CDP
The push for companies to combine a number of programs beneath the umbrella of a single vendor is driving a development in direction of martech firm acquisitions. The report cites a number of examples of this together with Oracle’s acquisition of DataFox and DataScience.com. Salesforce has additionally just lately acquired Datorama and Tableau, and Adobe has acquired Marketo.
Technology integration is just pretty much as good as the information powering it. This is why firms are investing in instruments that may assist them combine all of their buyer knowledge into one place—e.g., a buyer knowledge platform (CDP).
This will get us into the realm of account-based advertising and marketing (ABM), a strategic method that forces gross sales and advertising and marketing groups to work collectively to focus on a particular set of accounts. Thus, they are saying the formulation for the right tech stack is:
Content + Content Activation + CDP = ABM
DemandGen studies that 46% of B2B companies plan to deploy or check ABM expertise in 2019, 38% plan to check and deploy multichannel lead nurturing instruments and 34% plan to check or deploy content material planning, syndication, and measurement instruments.