At Gruden, we’re finding businesses increasingly taking social media seriously — and it’s less and less about a marketing gimmick and more about an actual communications tool. One space that’s often overlooked by the wave of social media marketing is B2B. If ‘social’ is all about people, then how is it useful when two businesses are talking to each other?
Pauline Hanuise comes recently to Gruden from an agency background in Europe; she prepared the following as an internal primer and explorative document on social media techniques, particularly where there’s room to adapt them to the B2B context. There’s some great information here we wanted to share. -peter
As social media can be very powerful tools if you use them correctly, as digital agency, we are very interested by this kind of media and want to build strong experience in implementing efficient social media campaigns to offer our clients a large scale of possibilities using social media for B2C and B2B companies.
Here are some ideas about what it is possible to do with social media.
Generating Traffic
One of the most important things about the social web is to promote all your content and your sites on other sites and communities, and as they start working in an exponential way, it’s easier to drive more traffic on your websites.
“For example, more and more people are using Twitter for real time search results. And each of these people influences many others, whether through direct business dealings, or other internet channels like their own blogs, or video interviews.”
Similarly with Facebook, when a customer “likes” your page and becomes a fan, a message is published on his/her wall and all his/her friends see this notification, etc.
As a company, you should consider a response to every comment you receive and engage with those talking about your company or brand. This is a good way to be closer to your clients and generate interest for your brand/company.
Some successful Facebook campaigns consisted in asking your fans the next product they would like to see or asking your customers to become a fan of your Facebook page to receive free samples of your products or reductions.
In other words, you can be pretty sure that if you give your customers what they want, you will generate traffic (and leads) quite quickly.
Generating leads
One of the big strengths of FB is to collect data from your fans. Like that, you can generate a database very quickly and use it to create a newsletter later on to explain/sell your products/services. And to generate fans, nothing’s easier than to organize an online contest on your FB page with some prizes to win – or even give them samples or reductions.
One of the company’s I worked with has a nice way to make their potential clients look at what they’ve done: they organized a weekly contest to win one of their products/services (but you can also allow a budget to buy prizes if it’s not possible for the company to offer products/services on a weekly/monthly basis). Then, each week, you had to answer a few simple questions about the company and its products/services. All the answers were on their website; like this you were forced to use their website and check several pages to find all the answers. And I guess that all their new or potential clients have already won something. They offered prizes you can use at home (an ice cream maker for example)… a nice way to make people thinking about their company even if they are not at work
Ogilvy have a useful slidedeck on Social Media in B2B, including a takedown of common myths.
Importance of a good communication management
We also think that a company which wants to be active on social media needs to have a good administrator who can control communications flows on the social media they want to use. As social media are more dynamic and interactive, they need to have an offensive communication strategy and know very well how to manage this kind of communications (which is rarely the case). They also need to invest some time daily to manage their social media campaigns otherwise their campaigns and social media strategy might certainly be unsuccessful.
Implementing social CRM
One of the strongest benefits of social media is that it can humanize a company. More and more marketing specialists are speaking about social CRM (customer relationship management), even for B2B companies, and we think it’s really worth paying attention to it. The goal here is to use social media to manage customer relationships. Most companies already have CRM processes and a CRM system. Traditional CRM was very much based around data and information that brands could collect on their customers, all of which would go into a CRM system that then allowed the company to better target various customers.
Social CRM is a much more user-centred process than traditional CRM and it’s probably why companies need to pay attention to this. Audiences are changing and evolving with the growth of social media. The challenge for organizations now is adapting and evolving to meet the needs and demands of these new social customers.













“Web vs Apps” is a false dichotomy — like most things, they exist at different locations on the same spectrum. Some things are obviously “apps”, with features that can only be delivered or only make sense well beyond the web — this can be clear when using, for example, a mobile device’s camera or contacts list, or for games that need the resources available to a native application. But at the other end of the spectrum, many of the things available in the iTunes App Store are really just web content, repackaged.
Users may also get confused when they’re being asked to access your site in multiple different ways. Facebook offer both a “mobile” version and a “touch” version of their website, both with slightly different looks, the latter pointing iPhone users to their iPhone app as well, and both offering a link through to the “full” version of the website. The iPhone app offers some native functionality (eg, access to the camera and photo upload), but when accessing the website it’s unclear why there are multiple different versions that a user may need to select from.
Sharing information — Ausgrid’s Neighbourhood works map
Driven by a desire to share a wealth of data with their customers, Ausgrid asked Gruden to work with them to design and build an online information tool that makes information about various neighbourhood works accessible to the public. Members of the public, developers and researchers can now access information divided by 39 Local Government Areas (LGA) within Ausgrid’s network. The information covers previously unavailable data such as quarterly residential electricity use, solar power, and streetlight repairs.
Involving collaboration between various teams within Ausgrid, the aim of the Google Maps based application is to showcase the breadth and detail of information about the biggest electricity distribution network in the country. The challenge for Gruden was to create an application that would illustrate all the data available, formatted to compare against different quarters, in an easy to use and uncluttered interface. The tool should highlight the data available and allow its audience to easily interpret the information presented.
At the opening stage of the project, one of the key issues to address was how the data should be presented to the user in the simplest fashion that would allow them to digest all the information available for their Local Government Area, but also switch between data sets and different quarters for comparison. By presenting familiar and simple interfaces, including using the familiar Google Map interface and designing simple graph views, we were able to present the data in a fashion that carried the ethos of the whole project: transparency and simplicity. In this case, simplicity was definitely the best solution.
In addition, developers or interested parties can download a spreadsheet containing the quarterly data behind the map, made available without use restrictions. This allows deeper analysis of the information, comparison between different regions, and republication in different formats and contexts.
Corporate Communications Manager Anthony O’Brien adds:
Gruden built and integrated the tool into Ausgrid’s Sitecore CMS, allowing Ausgrid to provide additional information and supporting links around the data sets and topics, further enhancing the user experience and really supporting the information tool.
Having performed the initial import of data for launch, during the secondary phase of the build we also designed and built a custom upload interface that allows Ausgrid to upload a spreadsheet containing new quarterly data as it becomes available — ensuring the information tool management becomes internally self-sufficient, and the tool itself remains relevant.
As an agency it was exciting to be part of such a pioneering initiative by a client such as Ausgrid, and with the end result gaining great positive feedback at launch, we’re looking forward to seeing how the Neighbourhood Works tool is picked up and integrated into the communities it serves. As the online audience becomes further educated on how to access information, and businesses continue to adapt to the mentality of transparency, we look forward to seeing how others tackle these issues.
Check out the Neighbourhood works map.