B2B Best Practices in a COVID-19 World

Eight Initial Pivots and How They Can Drive Long-Term Digital Transformation

Report by Jillian Ryan  | Jun 18, 2020
Download
Report
Deck
Share
Table of Contents
Executive Summary
COVID-19’s Impact on the B2B Industry
No. 1: The Loss of In-Person Events Drives B2Bs to Digital
No. 2: Reworking Marketing Budgets and the Mix Across Channels
No. 3: Shifting the Message and Tone
No. 4: B2B Buyer Behavior and Spending in the Wake of the Coronavirus
No. 5: Intentional Targeting by Refining Segments and ABM Approaches
No. 6: Sellers Engage Prospects in New Ways
No. 7: Serving and Supporting Current Customers
No. 8: B2B Ecommerce: COVID-19 and Digital Transformation
Key Takeaways
eMarketer Interviews
Read Next
Sources
Media Gallery
About This Report
This report will cover eight key pivots B2B companies made during the coronavirus pandemic and explore lessons learned and considerations moving forward.
Topics
B2B Marketing
United States
Table of Contents
Executive Summary
COVID-19’s Impact on the B2B Industry
No. 1: The Loss of In-Person Events Drives B2Bs to Digital
No. 2: Reworking Marketing Budgets and the Mix Across Channels
No. 3: Shifting the Message and Tone
No. 4: B2B Buyer Behavior and Spending in the Wake of the Coronavirus
No. 5: Intentional Targeting by Refining Segments and ABM Approaches
No. 6: Sellers Engage Prospects in New Ways
No. 7: Serving and Supporting Current Customers
No. 8: B2B Ecommerce: COVID-19 and Digital Transformation
Key Takeaways
eMarketer Interviews
Read Next
Sources
Media Gallery

Executive Summary

Business and marketing plans conceived earlier in the year no longer work in a COVID-19 world. B2B companies must alter how and what they sell to adjust to the economic and societal conditions brought on by the coronavirus pandemic. This is driving digital transformation for B2B companies at an accelerated pace.

What is best practice for B2B marketing during COVID-19?

With many in-person events canceled and continuing concerns around face-to-face meetings, B2Bs need to lean on digital channels, including virtual events or other tactics like paid search, content and email to engage audiences.

How does COVID-19 impact marketing messaging?

While some B2Bs paused their communication plans at the start of the pandemic, marketing should continue. But it’s about adjusting the message so it is relevant and solution-oriented. B2Bs providing content or support that is germane to the moment will gain traction.

How and why should data-driven strategies be implemented during COVID-19?

There has never been a better time to transform and get intentional with marketing. B2Bs need to get the message and offering right and put that in front of receptive buyers. Many B2B companies are using this time to assess their customer data, and others are reevaluating their target account lists to ensure that struggling industries and businesses aren’t the focus.

Is COVID-19 transforming B2B product sales?

Yes, early research shows higher adoption rates in B2Bs implementing ecommerce to reach buyers online. Research from McKinsey & Company uncovered a 23% increase in the worldwide average company revenue share driven by ecommerce before vs. during the coronavirus pandemic.

WHAT’S IN THIS REPORT? This report will cover eight key pivots B2B companies made during the coronavirus pandemic and explore lessons learned and considerations moving forward.

Coronavirus Impact: Are US B2B Buyers Currently Considering Purchases? (% of respondents, April 2020)
E-Mail ChartDownload

KEY STAT: More than half of US B2B buyers are currently considering purchases for their business, even in the thick of COVID-19, according to April 2020 research from LeadMD.

Here’s what’s in the full report

2files

Exportable files for easy reading, analysis and sharing.

15charts

Reliable data in simple displays for presentations and quick decision making.

36expert perspectives

Insights from industry and company leaders.

Table of Contents

  1. Executive Summary
  2. COVID-19’s Impact on the B2B Industry
  3. No. 1: The Loss of In-Person Events Drives B2Bs to Digital
  4. No. 2: Reworking Marketing Budgets and the Mix Across Channels
  5. No. 3: Shifting the Message and Tone
  1. No. 4: B2B Buyer Behavior and Spending in the Wake of the Coronavirus
  2. No. 5: Intentional Targeting by Refining Segments and ABM Approaches
  3. No. 6: Sellers Engage Prospects in New Ways
  4. No. 7: Serving and Supporting Current Customers
  5. No. 8: B2B Ecommerce: COVID-19 and Digital Transformation
  1. Key Takeaways
  2. eMarketer Interviews
  3. Read Next
  4. Sources
  5. Media Gallery

Charts in This Report

Coronavirus Impact: Are US B2B Buyers Currently Considering Purchases? (% of respondents, April 2020)B2B Organizations in Select Countries* Experiencing Significant Disruption due to the Coronavirus, by Industry, April-May 2020 (% of respondents in each group)
Potential Coronavirus Business Impacts B2B Professionals Worldwide* Are Concerned About, April 2020 (% of respondents)Confidence in Economic Conditions After the Coronavirus According to US B2B Professionals, April 2020 (% of respondents)
US B2B Marketers Who Are Replacing Live Events with Digital Events due to the Coronavirus, March 2020 (% of respondents)Marketing Budget Shifts due to the Coronavirus According to B2B Professionals Worldwide, April 2020 (% of respondents)
How US B2B Marketers Will Reallocate Event Marketing Budgets Not Used Because of Coronavirus, March 2020 (% of respondents)US Agency and Brand Buy-Side Decision-Makers Who Plan to Change Select Advertising Messaging Strategies due to the Coronavirus, by Marketing Strategy, March 2020 (% of respondents in each group)
US B2B Professionals' Past Budget Shifts due to the Coronavirus Pandemic, by Industry, April 2020 (% of respondents in each group)Changes in Digital Sales Practices by Sales Professionals in North America as a Result of the Coronavirus Pandemic, April 2020 (% of respondents)
Changes Salespeople in North America Anticipate due to the Coronavirus Pandemic, March 2020 (% of respondents)How Sales Professionals in North America See the Coronavirus Pandemic Impacting Business, April 2020 (% of respondents)
US B2B Product Sales: Total, Electronic* and Ecommerce**, 2020-2024 (trillions and % of total B2B product sales)Average Company Revenue Share Driven by Ecommerce Before vs. During the Coronavirus Pandemic According to B2B Professionals Worldwide, April 2020 (% of total and % change)
Supply Chain Issues B2B Professionals Worldwide* Have Experienced, April 2020 (% of respondents)

Interviewed for This Report

Mike Addonizio
Digilant
Vice President, Paid Media
Interviewed April 27, 2020
Kevin Arsham
MediaCom
Partner, Group Director, B2B Media Specialist
Interviewed April 27, 2020
Alex Atzberger
Episerver
CEO
Interviewed May 27, 2020
Erica Barth
Edelman
General Manager, Edelman Digital Chicago
Interviewed April 13, 2020
Michael Bird
Dun & Bradstreet
President, Global Sales and Marketing Solutions Division
Interviewed April 23, 2020
Jordan Bitterman
TripleLift
CMO
Interviewed April 24, 2020
John Caplan
Alibaba Group
President, North America and Europe, Alibaba.com
Interviewed May 7, 2020
Kate Cooper
Edelman
Senior Vice President, B2B Marketing
Interviewed April 13, 2020
Brian Dolan
WorkReduce
Founder, CEO
Interviewed April 24, 2020
Dan Frohnen
Sendoso
CMO
Interviewed April 8, 2020
John Furneaux
Hive
CEO
Interviewed April 28, 2020
Liz Harrison
McKinsey & Company
Associate Partner
Interviewed May 21, 2020
Peter Isaacson
Demandbase
CMO
Interviewed April 29, 2020
Louis Jonckheere
Showpad
Co-Founder, President
Interviewed April 23, 2020
Joe Kingsbury
Edelman
US Managing Director, Edelman Business Marketing
Interviewed April 13, 2020
DJ Kolapudi
Merkle | DWA
Analytics Director
Interviewed May 7, 2020
Paz Macdonald
Software AG
CMO
Interviewed May 28, 2020
Kathy Macchi
Inverta
Vice President, Consulting Services
Interviewed April 16, 2020
Michael McLaren
Merkle
Global CEO, B2B Group
Interviewed May 4, 2020
Challin Meink
Avionos
Director of Marketing
Interviewed April 7, 2020
April Mullen
SparkPost
Director of Strategic Insights
Interviewed April 17, 2020
Mark Nardone
PAN Communications
Executive Vice President
Interviewed April 23, 2020
Michael Phelan
Go-To-Market Pros
Founder, Principal
Interviewed April 17, 2020
Kristen Powers
Centerline Digital
Vice President
Interviewed April 27, 2020
Izzie Rivers
Merkle | DWA
Chief Strategy Officer
Interviewed April 21, 2020
Doug Ryan
RRD Marketing Solutions
President
Interviewed April 29, 2020
Jon Schulz
Viant
CMO
Interviewed April 29, 2020
Sylvia Seybel
Dell Technologies
Vice President, B2B Client Solutions
Interviewed April 28, 2020
Ashley Shailer
Inverta
Vice President, Marketing
Interviewed April 16, 2020
Arthur Shectman
Elephant Ventures
Founder, President
Interviewed April 24, 2020
Jennifer Stanley
McKinsey & Company
Partner
Interviewed May 21, 2020
Jennifer Stewart
Lincoln Healthcare Leadership
Director of Information Systems and Home Care Marketing
Interviewed April 15, 2020
Stephen Tarleton
LogicMonitor
B2B SaaS Head of Marketing
Interviewed April 28, 2020
Alicia Tillman
SAP
Global CMO
Interviewed April 28, 2020
Leah Walters
Monday.com
Head of Communications
Interviewed April 8, 2020
Michelle Yancey
Centerline Digital
Group Account Director
Interviewed April 27, 2020

Access full deck

View a slide-show representation of this report’s key insights, where carefully vetted data is combined with industry trend analysis, included at no extra cost.
Gain Access to EMARKETER →
Log in to EMARKETER
Download PPTX

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Access All Charts and Data

Gain access to reliable data presented in clear and intelligible displays for quick understanding and decision making on the most important topics related to your industry, included at no extra cost.
Gain Access to EMARKETER →
Log in to EMARKETER

authors

Jillian Ryan

Contributors

Ross Benes
Analyst
Blake Droesch
Junior Analyst
Cindy Liu
Senior Forecasting Analyst
Nicole Perrin
Principal Analyst
Melissa Rosenberg
Senior Researcher