#Content Marketing

[wordpressvip]

You don’t have to be at war with your CMS. Instead, you could use WordPress VIP and actually love publishing content. Our customers like Salesforce do ¯\_(ツ)_/¯

[cindylouwho-2]

RECENT SEO & MARKETING NEWS FOR ECOMMERCE, March 2024

Welcome to my roundup of SEO and marketing news and useful resources for ecommerce businesses, March edition. There is a lot going on with Google, and some really strong marketing pieces this time around, so let's get right to it.

SEO: GOOGLE & OTHER SEARCH ENGINES 

Google launched both a core algorithm update and spam updates on March 5, with the spam update ending on the 20th. Core updates now include the Helpful Content algorithm. In early observations, Etsy and Reddit both picked up visibility in the UK. 

The Helpful Content algorithm updates late last year destroyed a lot of sites’ Google traffic. Avoid the things they had in common.  You can read the full study here. 

Ecommerce sites were some of the biggest losers in Google visibility in 2023, with Amazon, Walmart, eBay, Etsy, Target and Best Buy in the top 10 of sites whose Google appearances slipped. 

New to Google SEO? They’ve revamped their SEO starter guide for people like you. And if you are more advanced and want to learn how to optimize your website product pages, this is a good overview. 

This lengthy article on backlinks for ecommerce websites covers pretty much all the angles, including the really difficult ones. 

Reminder that if you want to rank on Google for a search term, you need to look at what is already ranking, and make decisions based on that content. [video and transcript] This works for most search engines, not just Google. 

Yes, Google crawls “high quality” content more often. I used to refer to this as Google thinking the page is “interesting”, so I guess I will need to change my wording...

While Google sends the most traffic to websites, people spend a lot more of their online time elsewhere. Market where people are, not just where your stats say they came from. 

Sadly, Google has stopped providing caches of website pages in its search results. While you can still see the caches of some pages by using the Google search Cache:[page link] as in cache:https://cindylouwho-2.tumblr.com that will eventually stop working as well. Bing still provides caches, but unfortunately both it and the Wayback Machine do not crawl often enough to give really recent results most of the time. 

Missed Google news in February? Here’s your update. And just in case you are really behind, here is January. 

Not Google

Unsure if your website has enough good backlinks? Bing Webmaster Tools will now tell you if you don’t. 

Yandex - the top search engine in Russia - was sold by its Dutch ownership group to a consortium in Russia. 

SOCIAL MEDIA - All Aspects, By Site

General

A US study of social media use found that the most popular site was YouTube, with 83% of adults using it. Two-thirds of American adults use Facebook, while TikTok is up to ⅓ of the US population. 

Because they do change periodically, here are the latest image and video sizes recommended for the top social media platforms. [infographic]

Bluesky is now open to everyone - it was previously invite-only. 

Facebook (includes relevant general news from Meta)

Meta has introduced several changes to its Ad options, applying to Facebook and Instagram. 

Meta had a great 4th quarter in 2023, with revenue, users, and earnings per share up. “Fast-growing upstarts Temu and Shein, which originated in China, have been pouring money into ads on Facebook and Instagram. Li said on Thursday that revenue from China-based advertisers accounted for 10% of sales for the year and 5 percentage points of growth.”

Instagram

An updated post on Instagram's algorithm and how it works. 

Instagram is still beta testing longer Reels for some users. 

If your account is a brand account, you can now run ads on Instagram with coupon codes right in them. (Some Facebook users can already do this.)

LinkedIn

Among other recent changes on LinkedIn, the algorithm is now looking to boost important content longer than just the first day or two after publication. 

Pinterest

Pinterest has its own stats package, called Pinterest Analytics, but only for “Business” accounts. They show how many people clicked on the outgoing links, how many people saw your pin on their screen, and much more. Here’s everything you need to know. 

Reddit

Reddit successfully launched on the stock market this past week, but questions remain about how this will change the site. 

Google is paying Reddit to scrape its content through the API instead of from the web. 

Snapchat

Snap was a little later than most tech companies doing layoffs recently, waiting until February 5 to let 10% off staff go. 

Threads

Threads is so new that the algorithm is bound to change a lot in the next year, but for right now, here is how it works. 

TikTok

There is an overwhelming amount of info out there on the US attempt to either ban TikTok or force its sale, and much of it is incomplete, so I will let you Google to your heart’s content if you want to learn more. If you are relying on TikTok to drive sales, this would be a good time to make sure you diversify your promotional strategy. 

You can now track trending terms on TikTok through the Creator Search Insights section. “Creator Search Insights will highlight frequently searched topics, which creators can organize by category (for example, tourism, sports, science) or tailor to their content type with the “For You” option. Additionally, creators can filter for “content gap” topics, which are highly searched but have relatively few videos on TikTok covering them.“

TikTok may be testing a photo app, which would obviously compete with Instagram. 

Twitter

What? Twitter may have lied about its Super Bowl ad performance? I’m so not shocked. 

Tumblr

Tumblr will be selling data access to AI companies. 

YouTube

This is a pretty decent article on YouTube SEO. 

(CONTENT) MARKETING (includes blogging, emails, and strategies) 

Small and micro-businesses need an email list. An email list is:  

portable (unlike most social media followers or marketplace buyers) 

is available to almost everyone, as we all need at least one email address if we are online

less susceptible to the whims of algorithms (unlike SEO, marketplaces, social etc.)  

I keep seeing people argue that no one opens emails, but the chart in the article above is proof that is still wrong. (My blog email list averages close to a 70% open rate, depending on the topic and the time I send it. My jewellery email list - which I hardly ever send to - still has an over 30% open rate. My click rates are well above the industry averages, usually 30 to 40% of all recipients for the blog list. These are much better numbers than social, and astronomically better than my clickthrough rate on Google and other search engines.)

Gmail and Yahoo both changed how they handle bulk emails such as newsletters in February. Here’s what you need to know on the basics, including authenticating yourself so your email gets through. 

Find out how to get people to read all the way to the end of your content. 

Get ready for April marketing with 5 topical ideas. National Handmade Day is April 6. 

We should all think twice before deciding to use AI to create content. “Circa 2024, generative AI does not produce new ideas or even develop its own conclusions. Rather, it regurgitates information that it has indexed.” Not convinced? Here’s another article. “AI-generated content represents the literal “average of everything online.”

ONLINE ADVERTISING (EXCEPT INDIVIDUAL SOCIAL MEDIA AND ECOMMERCE SITES) 

Google Ads can now be tracked in Google Analytics 4. 

Both Google Ads and Microsoft Advertising were up in the 4th quarter of 2023. 

STATS, DATA, TRACKING 

Google Analytics 4 tracks organic traffic differently than the previous version. Here’s how to figure it out. 

BUSINESS & CONSUMER TRENDS, STATS & REPORTS; SOCIOLOGY & PSYCHOLOGY, CUSTOMER SERVICE 

I’ve probably posted this specific article before, but it is worth another read: how to communicate with customers.  For example, “Mirroring your customer’s tone lets them know you’re on their side. If a customer is formal, for example, hold back on the LOLs. If they’re more casual, relax your tone.”

According to a US study, Generation Z is skewing the traditional marketing funnel. “Per Archrival’s data, 77 per cent of Gen Zs and 79 per cent of millennials in the US are actively seeking style inspiration at least monthly, with almost half of those looking for style inspiration on social media. When asked where they learn about new brands, products and experiences, video reigns supreme: YouTube is the most popular platform with Gen Zs, followed by TikTok, then Instagram.”

Trend alert: bag charms are back. 

IMAGES, VIDEO, GRAPHIC DESIGN, & FREE ONLINE TOOLS

Almost all of these 12 video tools are free, and some can be used on your phone. 

MISCELLANEOUS

This is an older piece, but it checks out: IKEA Hacks for Craft Show Displays. A few of these could be done with non-IKEA items. 

Want to stay up-to-date on a nearly daily basis? Follow me on Bluesky or on LinkedIn, or become a member of my Patreon.

[sean-parnell]

How Manufacturers Can Leverage Content Marketing to Grow

Cold calls, print advertising, tradeshow participation, and knocking on doors once worked well manufacturers can no longer rely on them to generate leads that fuel sustainable, double-digit growth despite having an effective sales team that may still have some skills in these areas.

Inbound lead generation in commercial and industrial markets requires compelling brand storytelling and thought leadership that educates prospects along the buyer’s journey, who don’t want to talk with salespeople before they’re good and ready as they fear being “sold to” by people that don’t have their best interest in mind.

Problems Solved vs. Products & Services, Features & Benefits

Powerfully resonating with prospects requires brand storytelling that converts website visitors into prospects then into customers.

Your brand story begins with having a deep understanding of the problems faced by your prospects, what they need to overcome them, and the value to them in doing so before promoting all of your products and services and their features and benefits. Prospects are searching for who can solve their problems and may have a limited understanding of what will solve their problems, so claiming your solutions are “the best” and that you’re an “industry leader” may mean nothing until they have an understanding of how your products will help them.

The hero of your prospects’ story is themselves, so you need to educate them on how you can solve their problems, and how your people, process, products, and services – not just products – do so. This is what will resonate powerfully with them. In this way, you serve as a guide for achieving success and avoiding failure. Your products and services with their features and benefits are how you solve these problems..

Thus, your “brand story” needs to be told throughout all of your marketing: on your home and about pages, blogs, guides, case studies, marketing collateral, presentations, proposals, press releases, third-party website profiles, direct mail, email campaigns, your tagline, and anywhere else you promote your company.

A brand story for each product and service you sell can also be developed as each of them solves different problems in different ways for different markets. This “sub-brand storytelling” is also effective for different vertical and geographic markets as each has different requirements.

Extracting & Promoting Thought Leadership

When they have a problem that they want to solve – because the pain of not changing exceeds the pain of the change – prospects self-educate themselves by researching the internet before speaking with any vendors, so it’s important to provide educational content that will help them understand how you can solve their problems:

TOFU: Top of Funnel: this content builds awareness by providing an overview of the problems you solve and how your products solve them

MOFU: Middle Funnel: this content goes one level deeper and helps them consider between different options that can solve their problem

BOFU: Bottom Funnel: this content gets very specific and helps prospects make their final decisions

OOFU: Out of Funnel: this content is created in a misguided attempt to maximize keyword rankings and website traffic as part of a flawed search engine optimization strategy (SEO) but fails to generate leads though can be quite costly

Tip: it’s important to have a good balance of all types of content (except OOFU).

It’s especially important for manufacturers to understand that, in addition to learning about how you solve their problems with your products and services, your prospects want to know how your solutions and business practices compare with both direct and indirect competitors. They also want to understand how their investment can be cost-justified so they can sell the idea of buying from you to internal decision makers that may not be in communication with you. Product comparisons are very useful because this is what prospects try to compile themselves, especially if they include areas where your competitors have an advantage over yours. Case studies that include return on investment (ROI) estimates are also highly useful for prospects.

Lead-Generating Content Begins with Keyword Research

Understanding and prioritizing what your prospects are searching for is a critical first step for lead generation, which begins with conducting keyword research on all the different terms your prospects may use.

Onsite SEO then fully leverages the content you’ve already developed when you work the highest priority keyword phrases into your page titles, meta descriptions, H1 headers, and throughout the content of each page – just remember it has to read well and should only be performed by someone that thoroughly understands your business and what prospects value.

Brainstorming content ideas that incorporate these keyword phrases and educates prospects along the buyer’s journey is the next step, following by prioritizing these content ideas into an editorial calendar. The best content comes from getting a professional copywriter to interview your company’s thought leaders and then writing up what is learned in the form of foundational website content, blogs and guides.

Best Practice: Google Search Console reports the keywords people searched for to find you.

Creating Lead Magnets

When your prospects discover that you are providing education and thought leadership for how you can solve their problems, many will be willing to provide their contact information to download this gated content – especially long-form, MOFU and BOFU content including guides, whitepapers, ebooks, and webinars. It’s also important that your contact forms ask prospects where they found out about you so you can attribute each download to the marketing or other activities that generated them. It’s not recommend to gate promotional material that prospects expect to be freely available, including blogs, brochures, data sheets, infographics, case studies, and similar materials.

Promoting MOFU and BOFU also generate even more website traffic and leads, including in Google Ads, LinkedIn Campaigns, Microsoft Ads and other pay-per-click (PPC) campaigns, your social media profiles (especially LinkedIn and Twitter), on third-party article publishing sites (e.g. Medium), and throughout your public relations activities.

The Manufacturing Content Creation & Lead Generation Process

Here are the steps for creating content that has been proven to generate leads and product sales from many commercial and industrial manufacturers:

Conduct keyword research and optimize all of your current content for search

Develop brand storytelling and implement it throughout your home and about pages, marketing collateral, presentations, and all other marketing materials

Write blogs and publish them on a consistent schedule, educating prospects on a wide variety of topics that help them understand how your products and services will solve their problems

Syndicate unique versions of this content on high ranking, third-party websites

Launch Google ads and email campaigns to bring more prospects in

Create microsites to promote how you solve specific problems in your top vertical markets

Launch ecommerce to supplement sales through your channel partners for people that want to speak with and buy directly from you – just don’t undercut them, so selling only at list price is recommended

Evaluate new market opportunities where your current competitors are irrelevant with Blue Ocean Strategy

This approach routinely generates sustainable, double-digit sales growth with an ROI of over 300% within 12-18 months when executed by an experienced industrial marketing agency – and your company will no longer be a well-kept secret in your markets.

The Case for a Marketing Audit

While it may be appealing to hire a full-time content marketer, SEO specialist, or to outsource to a manufacturing marketing agency that may wow you with shiny objects, conducting deep dive marketing due diligence with an experience marketing consulting resource understands your industry is typically a better way to start.

An effective marketing audit will identify what it will take for you to generate sustainable, double-digit growth by leveraging brand storytelling, content marketing, SEO, content syndication, email campaigns, marketing automation, social media, advertising, PR, and more.

Most marketing audits focus only on promotional marketing communications, so you may want to find an industrial marketing agency that can auditing the other three Ps of your marketing: products and services, pricing and placement (selling through channels and go-to-market strategy).

[dapacheckertool]

Free DA PA Checker Tool

One of the most important free SEO tools is the DA PA Checker tool, which can evaluate the Domain Authority (DA) and Page Authority (PA) score of either a website or a single webpage by owners, marketers, and SEO professionals. Moz developed metrics for ascertaining the strength and credibility of a website in terms of ranking potential on search engines like Google.

Key Characteristics of the DA PA Checker Tool Domain Authority (DA):  What is DA? Domain Authority refers to a grading scale between 0 and 100, which signifies the general power of a website's domain when concerning the potential of rank-ability in search engines. The higher the DA, the better is the possibility to rank. Why is DA Important? DA depends on the quality and amount of backlinks, the age of the website, the quality of its content, and overall user experience. Generally, more authoritative websites with higher DA scores have better results in search. Page Authority (PA):

What is PA? Page Authority scores the potential for a particular webpage to rank well in search. It's similar to DA but looks at pages, not your overall domain. Why is PA Important? PA becomes really useful when analyzing specific pages that need improvement about their SEO performance. A high PA might signal that it's a page that has strong backlinks and has content aligned closer to what your target audience is looking for. SEO Monitoring:

DA PA Checker has the capability of letting anyone know how any website or page is positioned in terms of its authority, which further guides optimization efforts. Checking DA and PA enables a user to know where his website or page lies in the competitive landscape and lets him decide upon an appropriate SEO strategy: improving content, acquiring backlinks or bettering user experience. Free And Easy To Use

Many DA PA Checker tools are available for free, allowing users to input a URL and get instant insights into the DA and PA metrics without needing advanced SEO knowledge. Some tools may offer additional features such as bulk DA PA checking, which is helpful for analyzing multiple URLs at once. How the DA PA Checker Works Input URL: The DA PA Checker needs a simple to use the URL of the website, or a particular page you'd like to research. Metrics Analysis: Check of DA and PA is carried out with some factors including; Backlink Profile: It outlines the number of high-quality, diverse backlinks that are pointing to the site Content Quality: Relevance and optimization of content on the page or domain. Social Signals: Social media engagement indirectly impacts DA and PA. Internal Linking Structure: The way in which a site links its pages. Display of Results: The tool provides DA and PA score along with other data like spam scores which would help users identify risks and drawbacks. Benefits of Using the DA PA Checker Tool Quick Grading: It allows users to instantly grade the authority of the own website or their competitors' sites, thus making decisions easier on the basis of choosing an SEO campaign.

SEO Tracking of Performance: This tool helps owners track progress against time by checking DA and PA. They can understand how well their SEO efforts are improving.

Competitor Comparison: The tool enables users to compare their site's authority with their competitors' sites, allowing users to uncover strategies in order to surpass those competitors in search rankings.

Develop Backlink Strategy: Because backlinks have major impacts both on DA and PA, this tool is going to highlight opportunities for the link-building strategy to improve both scores.

Limitations of DA PA Metrics Good DA and PA are certainly useful lagging indicators of SEO potential; however, they should be out of the focus of an SEO campaign. These metrics are proprietary to Moz and are not indicative of what happens within the algorithms of other search engines. Moreover, DA and PA scores fluctuate for a multitude of reasons including the factors of algorithm updates and shifts in the backlink profile.

[maxmvo]

Carrossel de Instagram: Tempos de Crise

Seguindo uma estratégia de marketing de conteúdo, o briefing foi escrever o editorial e compor o layout das peças de forma a criar uma composição harmoniosa e legível sem contudo perder o dinamismo visual necessário ao conteúdo destinados as redes sociais com sua concorrência por atenção ferrenha.

[ENG]

Instagram Carousel: Times of Crisis

Following a content marketing strategy, the brief was to write the editorial and compose the layout of the pieces in such a way as to create a harmonious and legible composition without losing the visual dynamism necessary for content aimed at social networks with their fierce competition for attention.

[madhukumarc]

Content Marketing Goals:

[galaxies-in-teacups]

GalaxTea - YouTube

look at my link

watch my videos

enjoy my stuff

consider subscibing

[thebrandblueprint]

How to Grow Your Medium Profile Fast: A Beginner’s Guide to Standing Out

Are you looking to grow your presence on Medium but don’t know where to start? 🌟 Whether you're a budding writer or an experienced storyteller, standing out on a platform as vast as Medium can be challenging. But the good news? There’s a step-by-step guide that can help!

👉 Check out How to Grow Your Medium Profile Fast for actionable tips to:

Craft headlines that hook readers.

Optimize your profile for discoverability.

Build genuine engagement with your audience.

From perfecting your content to mastering the art of interaction, this guide is everything you need to kickstart your journey to success on Medium. 🚀

Click the link and start building your Medium presence today! 💻✨

[officialsavantmagazine]

Share this wonderful opportunity with creative minded youth you know. Join our dynamic team and gain invaluable experience by applying to work with Savant magazine! ✨🌺

We hope to see you in our team soon!

[dianaalexiacreations]

5 Key Elements of Effective Content Marketing Strategies

Effective marketing is an art where marketers analyze and try different ways to capture the attention and action of their target audience. For newer marketers or those launching a new product, sometimes there is not much information to work with, and it requires a lot of trial and error to see what will work. However, we can always find ourselves ahead of the game when we know in which direction…

[travisburchgoldcoast]

5 Steps To Master The Art Of Influencer Marketing - #TravisBurchGoldCoast #Google #Digitalmarketing #marketing #SEO #Marketing #SEOTechniques #PPC #OrganicTraffic #GuestPost #socialmediamarketing

[wordpressvip]

And by big websites, we mean BIG. Like, enterprise-grade.  Just ask some of our customers, like Salesforce! Ready to love your CMS? Let’s chat.

[cindylouwho-2]

RECENT SEO & MARKETING NEWS FOR ECOMMERCE, JULY 2024

If you are new to my Tumblr, I usually do these summaries of SEO and marketing news once a month, picking out the pieces that are most likely to be useful to small and micro-businesses.

You can get notified of these updates plus my website blog posts via email: http://bit.ly/CindyLouWho2Blog or get all of the most timely updates plus exclusive content by supporting my Patreon: patreon.com/CindyLouWho2

TOP NEWS & ARTICLES 

There is a relatively new way to file copyright claims against US residents, called The Copyright Claims Board (CCB). I wrote more here [post by me on Patreon]

After a few years of handwringing and false starts, Google is abandoning plans to block third-party cookies in Chrome. Both Safari and Firefox already block them. 

When composing titles and text where other keywords are found, it can be useful to have a short checklist of the types of keywords you need, as this screenshot demonstrates. While that title is too long for most platforms and search engines, it covers really critical points that should get mentioned in the product description and keyword fields/tags as well:

The core keywords that describe the item

What the customer is looking to do - solve a problem? Find a gift? Feel better? 

What makes the product stand out in its field - why buy this instead of something else? Differentiating your items is something that should come before you get to the listing stage, so the keywords should already be in your head. 

Relevant keywords that will be used in long tail searches are always great add-ons.

What if anything about your item is trendy now? E.g., sustainability? Particular colours, styles or materials/ingredients are always important.  

SEO: GOOGLE & OTHER SEARCH ENGINES 

Google’s June spam update has finished rolling out. And here is the full list of Google news from June. 

Expect a new Google core update “in the coming weeks” (as if we needed more Google excitement).

Google’s AI overviews continue to dwindle at the top of search results, now only appearing in 7% of searches.

Despite Google trying to target AI spam, many poorly-copied articles still outrank the originals in Google search results. 

Internal links are important for Google SEO. While this article covers blogging in particular, most of the tips apply to any standalone website. Google also recently did a video [YouTube] on the same topic. 

Google had a really excellent second quarter, mostly due to the cloud and AI. 

Not Google

OpenAI is testing SearchGPT with a small number of subscribers. Alphabet shares dropped 3% after the announcement. 

SOCIAL MEDIA - All Aspects, By Site

General

New social media alert: noplace is a new app billed as MySpace for Gen Z that also has some similarities with Twitter (e.g., text-based chats, with no photos or videos at this time). iOS only at the moment; no Android app or web page. 

Thinking of trying out Bluesky? Here are some tips to get the most out of it. 

Facebook (includes relevant general news from Meta)

Meta’s attempt at circumventing EU privacy regulations through paid subscriptions is illegal under the Digital Markets Act, according to the European Commission. “if the company cannot reach an agreement with regulators before March 2025, the Commission has the power to levy fines of up to 10 percent of the company’s global turnover.”

If you post Reels from a business page, you may be able to let Meta use AI to do A/B testing on the captions and other portions shown. I personally would not do this unless I could see what options they were choosing, since AI is often not as good as it thinks it is. 

Apple’s 30% fee on in-app ad purchases for Facebook and Instagram has kicked in worldwide as of July 1. 

Facebook is testing ads in the Notifications list on the app. 

Meta is encouraging advertisers to connect their Google Analytics accounts to Meta Ads, claiming “integration could improve campaign performance, citing a 22% conversion increase.”

Instagram

The head of Instagram is still emphasizing that the number of DM shares per post is a huge ranking factor. 

LinkedIn

Another article on the basics of setting up LinkedIn and getting found through it. 

You can now advertise your LinkedIn newsletters on the platform. 

Pinterest

Pinterest is slowly testing an AI program that edits the background of product photography without changing the product. 

Is Pinterest dying? An investment research firm thinks so. 

Reddit

If you want to see results from Reddit in your search engine results, Google is the only place that can happen now. 

More than ever, Reddit is being touted as a way to be found (especially in Google search), but you do have to understand how the site works to be successful at it. 

Snapchat

Snapchat+ now has 9 million paying users, and they are getting quite a few new personalization updates, and Snaps that last 50 seconds or less. 

Threads

Threads has hit 175 million active users each month, up from 130 million in February. 

TikTok

TikTok has made it easier to reuse your videos outside of the site without a watermark. 

TikTok users can now select a custom thumbnail image for videos, either a frame from the clip itself, or a still image from elsewhere.  

Twitter

You can opt out of Twitter using your posts as data for its AI, Grok. 

YouTube

YouTube has new tools for Shorts, including one that makes your longer videos into Shorts. 

Community Spaces are the latest YouTube test to try to get more fan involvement, while moving users away from video comments.

(CONTENT) MARKETING (includes blogging, emails, and strategies) 

Start your content marketing plans for August now, including back-to-school themes and Alfred Hitchcock’s birthday on August 13. 

ONLINE ADVERTISING (EXCEPT INDIVIDUAL SOCIAL MEDIA AND ECOMMERCE SITES) 

Google Ads now have several new updates, including blocking misspellings. 

Google’s new Merchant Center Next will soon be available for all users, if they haven’t already been invited. Supplemental feeds are now (or soon will be) allowed there. 

STATS, DATA, TRACKING 

Google Search Console users can now add their shipping and return info to Google search through the Console itself. This is useful for sites that do not pay for Google Ads or use Google’s free shopping ads. 

BUSINESS & CONSUMER TRENDS, STATS & REPORTS; SOCIOLOGY & PSYCHOLOGY, CUSTOMER SERVICE 

The second part of this Whiteboard Friday [video with transcript] discusses how consumer behaviour is changing during tight economic times. “People are still spending. They just want the most for their money. Also, the consideration phase is much more complex and longer.” The remainder of the piece discusses how to approach your target market during these times. 

Prime Day was supposedly the best ever for Amazon, but they didn’t release any numbers. Adobe Analytics tracked US ecommerce sales on those days and provides some insight. “Buy-now, pay-later accounted for 7.6% of all orders, a 16.4% year-over-year increase.”

MISCELLANEOUS

You know how I always tell small business owners to have multiple revenue streams? Tech needs to have multiple providers and backups as well, as the recent CrowdStrike and Microsoft issues demonstrate. 

If you used Google’s old URL shortener anywhere, those links will no longer redirect as of August 25 2024. 

[123gracker]

Cybersecurity vs. SaaS Marketing: Why Selling Security Is a Whole Different Game

Selling cybersecurity isn't the same as selling SaaS. This post explores the unique challenges and strategies involved in marketing security solutions. Learn why trust, risk aversion, and compliance play a crucial role in cybersecurity sales, and how to tailor your approach for success.

In the world of B2B tech, marketing cybersecurity solutions is like playing chess while everyone else is playing checkers. It's more complex, higher stakes, and requires a completely different strategy. This article dives into why marketing cybersecurity products is so different from selling your average SaaS solution, and why it matters for your business.

Think about it: When you're marketing a typical SaaS product, you're selling efficiency, productivity, or cost savings. But with cybersecurity? You're selling peace of mind in a digital world full of threats. It's not just about making life easier—it's about keeping businesses safe from invisible dangers.

Here's what we'll uncover:

Why cybersecurity products are trickier to explain (and sell)

How building trust is your secret weapon in security marketing

The constant race against new threats (and how it affects your marketing)

Why your customers might not know they need you (until it's too late)

Navigating the maze of regulations and compliance

Whether you're a marketer looking to level up your skills, a business owner trying to protect your digital assets, or just curious about how the world of cybersecurity ticks, this article will shed light on why marketing in this field is a unique challenge—and an exciting opportunity.

The Need for Specialized Marketing Skills in Cybersecurity

Before we dive into the specific differences, it's crucial to understand why cybersecurity marketing requires a specialized skill set:

Technical Proficiency: Cybersecurity marketers need a deep understanding of complex technical concepts to effectively communicate product value.

Risk Communication: Balancing the need to convey urgency without resorting to fear-mongering requires a nuanced approach.

Regulatory Knowledge: Familiarity with various compliance standards and regulations is essential for credible marketing in this space.

Rapid Adaptation: The ever-evolving threat landscape demands marketers who can quickly pivot strategies and messaging.

Trust Building: In a field where skepticism is high, marketers must excel at building and maintaining trust through every interaction.

Now, let's explore the five critical areas that make cybersecurity marketing a different beast from its SaaS counterparts, and learn how savvy marketers are rising to meet these challenges head-on.

1. Complexity of the Product

Cybersecurity Marketing

Cybersecurity solutions often involve intricate technologies and specialized knowledge. The products are designed to protect against sophisticated threats and vulnerabilities, which can be difficult for non-experts to fully grasp. As a result, cybersecurity marketers face the challenge of:

Simplifying complex concepts without losing their technical essence

Educating potential customers on the importance and functionality of various security measures

Balancing technical accuracy with accessibility to appeal to both IT professionals and business decision-makers

Specialized Skill: The ability to translate highly technical concepts into clear, compelling narratives that resonate with both technical and non-technical audiences.

Traditional SaaS Marketing

While SaaS products can also be complex, they often focus on solving more straightforward business problems. Marketers of traditional SaaS products typically:

Highlight user-friendly interfaces and intuitive functionality

Focus on immediate business benefits and ROI

Use less technical jargon in their marketing materials

2. Emphasis on Trust and Credibility

Cybersecurity Marketing

Trust is paramount in cybersecurity. Organizations are essentially entrusting their digital assets and sensitive information to the cybersecurity solution provider. To build this trust, cybersecurity marketers must:

Demonstrate deep expertise in the field

Showcase a proven track record of protecting against threats

Utilize case studies and customer testimonials extensively

Produce thought leadership content to establish authority

Highlight certifications, compliance, and industry recognition

Specialized Skill: The ability to build and maintain trust through every marketing touchpoint, from content creation to customer interactions.

Traditional SaaS Marketing

While trust is important for all SaaS products, the stakes are generally lower. Traditional SaaS marketers focus on:

User reviews and ratings

Ease of use and customer support

Integration capabilities with other tools

Cost-effectiveness and scalability

3. Rapidly Evolving Threat Landscape

Cybersecurity Marketing

The cybersecurity field is in a constant state of flux, with new threats emerging regularly. This dynamic environment requires cybersecurity marketers to:

Stay informed about the latest threats and trends

Quickly adapt marketing messages to address emerging challenges

Demonstrate how their solutions evolve to counter new risks

Educate the market about new types of threats and vulnerabilities

Position their products as forward-thinking and proactive

Specialized Skill: The ability to rapidly assimilate new information about emerging threats and translate it into compelling marketing messages and strategies.

Traditional SaaS Marketing

While innovation is important in SaaS, the pace of change is typically slower. SaaS marketers often focus on:

Long-term value proposition and stability

Gradual feature improvements and updates

Industry trends rather than immediate threats

4. Target Audience's Risk Awareness

Cybersecurity Marketing

Many organizations take a reactive approach to cybersecurity, only prioritizing it after experiencing a threat. This creates unique challenges and opportunities for marketers:

Educating potential clients about the importance of proactive measures

Using fear-based marketing carefully to highlight risks without being alarmist

Demonstrating the cost of inaction through real-world examples

Targeting both technical (CISOs, IT managers) and non-technical (CEOs, CFOs) decision-makers

Specialized Skill: The ability to effectively communicate risk and urgency without resorting to fear-mongering, while also tailoring messages to different stakeholders within an organization.

SaaS Marketing

Traditional SaaS products often address known pain points or inefficiencies. Marketers typically focus on:

Highlighting productivity gains and cost savings

Showcasing how the product solves existing problems

Appealing to a more defined set of decision-makers within an organization

5. Regulatory and Compliance Considerations

Cybersecurity Marketing

Cybersecurity solutions must often adhere to specific regulatory standards, adding another layer of complexity to marketing efforts:

Communicating compliance capabilities effectively

Addressing concerns related to data protection laws (e.g., GDPR, CCPA)

Highlighting adherence to industry-specific regulations (e.g., HIPAA for healthcare)

Demonstrating how the solution helps clients meet their own compliance requirements

Specialized Skill: A deep understanding of various regulatory frameworks and the ability to articulate how cybersecurity solutions address compliance requirements.

General SaaS Marketing

While some SaaS products may need to address compliance, it's typically not as central to the marketing message:

Focus on general data security and privacy features

Highlight any relevant certifications (e.g., SOC 2)

Address compliance as a feature rather than a core selling point

The Learning Curve for B2B SaaS Marketers

For B2B SaaS marketers transitioning into cybersecurity, the learning curve can be steep and time-consuming. Here's why:

Technical Knowledge Acquisition: Understanding the intricacies of cybersecurity technology, threat landscapes, and defense mechanisms requires significant study and often hands-on experience.

Regulatory Comprehension: Grasping the nuances of various compliance standards and their implications for different industries takes time and continuous learning.

Risk Communication Skills: Developing the ability to effectively communicate about risks without causing panic or disengagement is a delicate skill that takes practice to master.

Trust-Building Expertise: Learning how to establish and maintain trust in a highly skeptical market requires time to build credibility and refine communication strategies.

Rapid Adaptation Abilities: Cultivating the agility to quickly understand and respond to new threats and market changes is an ongoing process that improves with experience.

Cross-Functional Collaboration: Developing the ability to work effectively with technical teams, compliance officers, and C-suite executives requires time to build relationships and understand diverse perspectives.

Industry-Specific Knowledge: Each industry (e.g., healthcare, finance, government) has unique cybersecurity needs and regulations, requiring marketers to develop sector-specific expertise.

Typically, it can take 2-3 years for a B2B SaaS marketer to become proficient in cybersecurity marketing, and 3-5 years to be considered an expert in the field. This timeline can vary based on the individual's background, the complexity of the cybersecurity solutions they're marketing, and the resources available for professional development.

Conclusion

Marketing cybersecurity solutions requires a unique approach that goes beyond traditional SaaS marketing strategies. The complexity of the products, the critical need for trust and credibility, the rapidly changing threat landscape, the varying levels of risk awareness among potential clients, and the intricate regulatory environment all contribute to making cybersecurity marketing a distinct challenge.

Successful cybersecurity marketers must balance technical expertise with clear communication, educate their audience while building trust, and stay agile in response to new threats and regulations. By understanding these key differences and investing in specialized skills, marketers can create more effective strategies that resonate with the specific needs and concerns of the cybersecurity market.

For B2B SaaS marketers looking to transition into this field, patience and dedication are key. The journey to becoming a proficient cybersecurity marketer is demanding but rewarding, offering the opportunity to play a crucial role in protecting organizations and individuals in our increasingly digital world.

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