Relevance, Resources, Relationships: How to Create a B2B Content Marketing Strategy — Sharmila C. Chatterjee

MIT Sloan Senior Lecturer Sharmila C. Chatterjee

From Huffington Post

In 1895, John Deere, the agricultural machinery company, debuted a slight publication called The Furrow targeted at farmers and ranchers. Back then, The Furrow was a simple newsletter containing pen-and ink-drawings, articles about farming techniques, ads for new plows, and a section tailored for women readers that featured products like cream separators. Fast-forward 118 years to today: The Furrow is still published – albeit in glossy form, complete with its own website, Facebook page, and Twitter feed. It has circulation of 1.5 million.

The Furrow is one of the earliest examples of content marketing, an approach that involves creating, distributing, and exchanging information to attract, engage, and retain a clearly defined audience, with the ultimate goal of driving sales. According to a recent survey by the Content Marketing Institute (CMI), 91% of North American B2B marketers use content marketing as part of their current marketing strategy.

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From Data to Decisions: Lessons from Davos, 2012

We are at the beginning of the Big Data era, and there is widespread anticipation that this will be a huge benefit to companies. I’ve been attending the World Economic Forum in Davos and in my `Data to Decisions’ panel we heard CEOs tell how Big Data can reinvent everything from CRM to internal processes to product design.

We also heard that there are significant challenges in data sourcing, permission agreements, data quality and of course privacy concerns, as most Big Data is personal data about customers. Fortunately these challenges can be addressed by conventional business practices.

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