Reference material for a discussion on how the B2B buying process has fundamentally changed

1. The New B2B Buyer (Independent, Unpredictable, and Social)

4. This preference serves as an open invitation for vendors to participate alongside of their target audiences in online communities.Which of the following statements best reflects your attitude about vendor participation in online communities? Toolbox.com/PJA Social Media Index, Wave IV

6. Free samples and exclusives from vendors were among the least important for professionals in online communities .If you were part of an online community, how important would it be for the participating vendors to provide the following? Please rank on a scale of 1 (least important) to 5 (most important). Toolbox.com/PJA Social Media Index, Wave IV 4

8. Topic-based communities are the second-most important source during this phase for all job roles.Toolbox.com/PJA Social Media Index, Wave II

12. Employee participation in relevant communities

13. Integration of company IP into various platforms

14. Lead nurturing via social CRM

16. Search ads

17. Lead generation - white papers, webcasts

18. Branding - IMUs, microsites

19. E-mail - list rentals

21. Branding – buttons, banners

22. E-mail – newsletters, list rentals2003-2010 2011 and Beyond 1996-2002 Vision - The Evolution of Online Marketing