Download - How to Build a B2B Website
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HOW TO BUILD A B2B WEBSITE
Presented by:
Derek GilmoreFounder and CEO DMZ Interactive, LLC
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Overview
• B2B sites are different than B2C• B2B sites are integrated systems• Search, social media, email,
mobile and video integrate with cloud-based technology platforms
• B2B websites are built on a content management system (CMS)
• Expertise in CMS implementation, social media, marketing automation, search and email marketing are required for success
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The Five Keys to an Effective B2B Website
• An open source (CMS)• Search engine
marketing (SEM)• CRM integration• Marketing automation• Social media
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The Technology Foundation
DrupalWordPress
Joomla
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Making it All Look Good• Hire a good web
designer• If budget is tight
consider using templates from templatemonster.com
• Work with a designer and web developer with experience in a CMS like Drupal or Wordpress
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Always Design for Usability
• Don’t assume you know how visitors will navigate your site
• Use tools to validate your UI design
• Set up Funnel Goals in Google Analytics to determine if your site is performing
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Optimizing for Search
• Determine your keyword strategy
• Conduct SEO keyword competitive intelligence
• Verify search volume• Optimize your content
for SEO• Leverage Google
Analytics
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Leads with Google AdWords
• Determine your search pay-per-click strategy
• Identify your top 100 keywords
• Use a strong call to action in your ads
• Always use custom landing pages
• Pay attention to your Adwords Quality Score
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More Leads With Landing Pages
• Have strong call to action on the landing page
• Match the keywords in the PPC ad with headline on the landing page
• Use testimonials or customer quotes
• Remove navigation elements
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Boost Your SEO With a Blog and Give Visitors a Reason to Return
• Content is king• Publish articles
regularly• Optimize for SEO• Crosslink keywords in
your blog to your main site
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Connecting the Website to Your CRM System• Leads from your
website must end up in your CRM System
• Make sure you take steps to prevent duplicate records
• Use third party tools to append and clean data
• Score all web leads
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Nurture Leads With Marketing Automation
• Score all leads• Contact all high-scoring
leads within an hour• Use email drip
campaigns to nurture not-ready-for-sales leads
• Ask for permission and don’t spam
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What’s a Lead Nurturing Program?
• Series of targeted relevant emails
• Builds trust • Establishes rapport• Messages align with
the stages of your sales and marketing funnel
• Keeps your brand top of mind
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Re-engage Website Visitors With an Email Newsletter
• Use your blog as a source of content
• Embed clickable hyperlinks to website content
• Embed video• Use it as tool to drive
traffic to the website
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Boost SERP* With Video
• Use YouTube to generate inbound links and boost SERP
• Use keywords in your meta tags for the videos
• Keep the videos short and sweet
• Email video content links
*Search engine results page rankings (SERP)
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Use the Power of Social Media
• Develop a social media strategy
• Monitor your brand on social networks
• Measure your brand’s sentiment
• Use social networks to promote your content
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Budget ConsiderationsTTL Budget Under $1,000 $2,500 $5,000 $10,000 $20,000 $50,000+
Approach Do-it-Yourself (DIY) (DIY) or Freelancer Freelancer Consultant Small Agency Agency
CMS to consider WordPress WordPress or Joomla Drupal, WordPress or Joomla
Drupal Drupal Drupal, Expression engine
Hosting Wordpress.com Godaddy.com, Liquidweb.com
Rackspace Cloud Sites
Rackspace.com Rackspace.com Rackspace.com or dedicated VPS in data center
Design budget Less than $250 Under $1,000 Under $2,500 Under $5,000 Under $10,00 Under $20,000
Third party app integration
None None Limited Light Saleforce.com (SF) plug-in
Medium (SF and marketing automation Plug-in
Heavy (SF and marketing automation Plug-in) Custom CGI scripts etc.
Integrated blog Yes Yes Yes Yes Yes Yes
Google Analytics integration
Yes Yes Yes Yes Yes Yes
CRM integration No Maybe Yes Yes Yes Yes
Marketing Automation integration
No No No Yes Yes Yes
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CMS Feature ComparisonPlatform Drupal Joomla WordPress
Ease of use 3 4 5
Installation process 3 5 5
Documentation 5 3 5
Learning curve 1 4 5
Upgrading 3 5 5
Number of modules available 5 3 5
SEO support 5 3 5
Taxonomy support (a.k.a. document tagging) 5 2 4
Installing additional modules 5 4 5
Google Analytics support 5 4 5
Customizable UI via themes 5 4 5
Availability of themes 5 4 5
Scalability 5 3 4
Availability (HA) 5 3 4
Salesforce.com integration 4 3 4
Sugar CRM integration 4 2 4
Blog support 5 5 5
Message board support 3 4 4
E-commerce support 4 4 4
SSL support 5 3 N/A
Entitlements (Restrict access to content by user and role) 5 1 2
Security 5 3 5
Underlying technology Apache, PHP, MYSQL
Apache, PHP, MYSQL
Apache, Java, MYSQL
The Rating Scale 1 to 5. 5 = Excellent, 4 = Good, 3 = Average, 2 = Fair, 1 = Poor
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Conclusion
• A B2B website should not be a static brochure• Your website must generate results• The results should be easily measurable with either lead
generation or direct sales• There are many moving parts in a successful B2B site• All of the parts need to be integrated
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Thank you!
Derek GilmoreFounder and CEODMZ Interactive, LLC
Follow us on Twitter@dmzinteractive
Visit our website: www.dmzinteractive.com