May 14, 2017

A Case Study in Effective Online and Offline Marketing

Note: This is the last of a 5-part series on our annual international B2B marketing conference this past November. Read Part 4 here. 

As VP Strategy at Oz Branding, I decided to share our experience with Elcam Medical at the Global Marketing Challenges for B2B Companies conference, as it demonstrated the importance of combining both online and offline marketing approaches.

Before delving into the Elcam Medical case study at the conference, howev

er, I thought it important to remind you of five important trends in online marketing:

  1. Microtargeting – which involves finding a specific subset of customers in your marketplace
  2. Mastery of mobile – Mobile will dominate your market, no matter what the industry.
  3. Quality content – You’ll need to fill that mobile channel with quality content, not to mention all of your other channels (and differentiate between these channels).
  4. Amplification – You’ll also want to figure out how to amplify that content so it reaches as many potential customers as possible.
  5. Old-school marketing – Nothing beats face-to-face interaction.

You have to remember that you must have personal interaction. Business to business is all about people to people. It’s interaction between professionals.

Global Marketing Challenges for B2B Companies

Elcam Medical– No Longer “Just” an OEM

Now that we have those trends in mind, I want to introduce you to Elcam Medical, a medical device company that is a world leader in medical stopcocks. This fluid control application is part of a larger set sold to a hospital through a multinational company.

Elcam Medical, whose humble beginnings started at Kibbutz Baram, is a well-known OEM in the medical device industry. The challenge is creating awareness of the product to the end user who benefit from the patient safety and time-savings measures the device offers. Once the end users recognized the brand more, they would be able to create additional demand from the market, rather than relying solely on OEM representatives that may have a different agenda. How then could Elcam Medical go about positioning itself to be recognized more by the end users, in this case, ICU nurses in the medical device equipment industry?

Oz Branding has been working with Elcam Medical for the past 4 years. In this case, we helped them devise a two-pronged strategy. The first challenge was to identify and understand their end user, a microtarget of ICU nurses, and develop channels to communicate with them. The second was to continue to strengthen its brand recognition with big multi-national companies, who are purchasers of Elcam Medical, but are familiar with it only as an OEM.

Elcam Medical– No Longer "Just" an OEM

The purpose of this two-pronged strategy was to create demand with regular companies, and spark a conversation of why this product’s value is high enough to justify raising its price. With increased demand generation, sales would rise.

A Risky Yet Effective Strategy

The approach Oz built with them was dramatic and involved big decisions. In truth, multi-national companies don’t want suppliers talking to customers. The question became how Elcam Medical would implement its strategy without damaging customer relations.

First, all project work was done with complete transparency between Elcam Medical and its customers. The customers understood Elcam Medical would not sell directly to the hospitals and since there was no conflict of interest, sales have increased as a result of this project.

Secondly, the idea was to focus on a concept of concern to end-users which wouldn’t affect the suppliers. Fortunately, this concept had already been thought of and built into the product and reflected in the Marvelous stopcock, specially designed to increase safety and save precious time for the critical care teams.

In order to have this concept strengthen the entire brand rather than one specific product, a designated website was created to promote Elcam Medical’s most important feature for the ICU nurses: patient safety.

ICU

This turned out to be the main benefit for end users. They wanted to know: How did Elcam Medical ensure patient safety? That became the agenda of the website – to position Elcam Medical as experts in insuring safety in the hospital environment, especially within the ICU.

As new products develop they will also be shown on the website. More than just a promotion of the company’s latest technology, the website helps to share a lot of professional data and information among medical professionals.

In order to identify the issues and concerns Elcam Medical’s end users face, 12 LinkedIn groups were identified and scoured. Blog articles were written and posted to this website addressing these topics and continue to be expanded upon. For even wider distribution and increased awareness, professional online publications are approached with these same topics, helping to position Elcam Medical as leaders in patient safety.

ELCAM

Online and Offline Equals 100% Success

Online and Offline Equals 100% Success

The best approach combines online and offline marketing. Simply put: You have to get out there.

In contrast to attending the usual larger medical conferences and big trade shows, Elcam Medical started to attend more targeted professional conferences of nurses, albeit with a smaller booth. Whenever possible, they tried to generate awareness by getting on the lecture panel at the conference.

Of course, paid online advertising promoting these conferences helped, but at the end of the day, online activity leads to offline activity, which leads to a personal relationship.

As a result of this two-pronged branding strategy, many personal relationships have developed, both between Elcam Medical and the end user, as well as between Elcam Medical and suppliers.

As an example of the results generated from this type of online and offline approach, I read an email we received from a big company representative who wrote to one of Elcam Medical’s representatives she had met at a critical-care nursing conference:

 

Online and Offline Equals

This email was sent just 6-8 months into the branding process, the results are still in process.

The shift is dramatic in that it has changed the rules of the game – Elcam Medical now talks to nurses directly, creating its own relationships with the end user, which in this case, resulted in a huge amount of leads from one particular nursing conference.

It shouldn’t be a surprise that sales increased by 35% in 2015, the same year that Oz started working with Marvelous.

This email was sent just 6-8 months into the branding process

As a takeaway from the conference, I believe that this combination of online marketing and the creation of offline personal connections can move many Israeli companies further into the international marketplace than they are today. As they expand and move abroad, I’d like companies to remember this combined approach when considering how to overcome global borders.

This is the last post in our series about the annual international B2B marketing conference this past November.

 

Want to learn more about effective online and offline marketing?

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Driving results using Technical SEO Strategy | Case study

Driving results using Technical SEO Strategy | Case study

By 
Orly Gilad
, 04/10/2023

In this in-depth case study, we delve into a real-world SEO project that serves as a testament to the remarkable impact a meticulously planned technical optimization strategy can have on a website's performance.

min read

When the new client, an impressive player in the B2B Medical industry, first approached us, we were fully aware that this was a challenge requiring our utmost dedication. In the following case study, we'll walk you through the five pivotal steps we took to completely revamp their online presence, enhancing both page health and authority in the process - bringing an increase of 25% in traffic in just a few months.

Dive into our latest in-depth SEO case study and learn how Page Health and Authority Optimization can drive real-world results. See the transformative power of a meticulously planned technical SEO strategy.  

Client Background

Our client, a prominent B2B business, from the medical industry, approached us with a pressing concern: their website's underperformance. The objectives were clear - bolster online visibility, boost organic traffic, and, ultimately, amplify revenue streams. The website presented several challenges, including a distressingly low Page Health score of 48 and a less-than-optimal Page Authority of 17. The Analytics showed a high bounce rate and a low average time on the page.

The mission was unequivocal: transform these pivotal metrics to drive higher organic traffic and conversions by improving its metrics.

 

Challenges Faced

  • Low Page Health (Score 48): The website grappled with technical and on-page SEO issues that urgently required rectification.

  • Limited Page Authority (Score 17): The website's trustworthiness and credibility fell short, impeding its ascent in search engine rankings.

  • Stagnant Organic Traffic: Organic traffic had plateaued, failing to meet conversion rate expectations.

Strategy and Approach

1. Comprehensive Technical Audit

The first crucial step was an exhaustive technical audit.

This audit unearthed a multitude of issues, including a sluggish page load speed, poor mobile-friendliness, and crawlability impediments.

We also identified and rectified:

  • Broken links, which were harming user experience.

  • Duplicate content issues that led to search engine confusion.

  • Inadequate URL structures that hindered proper indexing.

Furthermore, addressing page speed was of paramount importance. Google's Core Web Vitals update places significant emphasis on page speed, and our efforts in this regard had a profound impact on website health.

2. In-Depth Keyword Research

Simultaneously, we embarked on an extensive keyword research expedition. Our goal was to identify high-impact keywords that resonated with both the client's objectives and current industry trends. This laid the foundation for a robust keyword strategy, ensuring that the content aligned perfectly with the target audience's intent.

3. On-Page Optimization

Optimizing existing content and crafting new, keyword-rich content was the next step. This involved:

  • Enhancing meta tags, crafting compelling headings, and optimizing image alt attributes to enhance visibility.

  • Leveraging schema markup to provide search engines with structured data, enhancing search results' richness.

4. Technical SEO Enhancements

Technical SEO enhancements played a pivotal role in improving website health:

  • We submitted updated sitemaps to search engines for expedited indexing.

  • Canonicalization issues were addressed to prevent duplicate content penalties.

  • An improved website navigation system and internal linking structure provided users with an enhanced experience.

5. Content Marketing and Link Building

The final piece of the puzzle was content marketing and link building:

  • Improving internal linkage between relevant content pieces within the website, which also improved time on site.

  • We created high-quality, shareable content to attract backlinks, thereby elevating Page Authority.

  • Employing ethical link-building strategies solidified the website's authority and trustworthiness.

Results Achieved

1. Page Health Transformation

Within a matter of months, our strategies propelled the Page Health score from 48 to an astounding 95. The resolution of technical issues, especially the optimization of page load speed, resulted in vastly improved overall website performance.

2. Page Authority Ascension

Page Authority, a key indicator of trustworthiness, surged from 17 to a highly commendable 29. The remarkable improvement was primarily attributed to the augmented backlink profile garnered through our content marketing and link-building endeavors.

3. Explosive Organic Traffic Growth

One of the most remarkable outcomes of our SEO campaign was the monumental 20% increase in organic traffic within just three months. Our meticulous efforts in addressing page speed and optimizing for Core Web Vitals played a substantial role in this growth.

4. Enhanced User Experience

By addressing technical issues and optimizing on-page elements, the website now delivers a seamless and engaging user experience. This has led to lower bounce rates and extended user sessions, cementing the site's position in search engine rankings.

Conclusion

This case study serves as a compelling testament to the power of a meticulously crafted SEO plan and precise technical optimization. The transformation of Page Health from 48 to an impressive 95 and Page Authority from 17 to 29 vividly illustrates the tangible benefits of strategic SEO efforts.

By systematically addressing technical issues, optimizing on-page elements, and implementing effective content marketing and link-building strategies, we achieved remarkable results. The client's online visibility, organic traffic, and conversion rates experienced substantial growth. This case study underscores the pivotal role of SEO in enhancing website performance and achieving substantial business growth.

In conclusion, for businesses aspiring to thrive in the digital sphere, investing in SEO is not just a choice; it's an imperative step toward realizing online success.

If you're seeking more detailed information on how optimizing page speed and eliminating duplicate content can enhance your website's health and drive remarkable traffic growth, visit us to read more: https://ozglobalb2b.com/SEO/

Ready to take your website's SEO to the next level? Book a meeting to schedule your consultation and unlock the full potential of your online presence.

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AI-powered marketing and sales

How AI Powers Your Marketing & Sales Engine

By 
Liron Ramot
, 03/10/2023

Ready to supercharge your inbound marketing game with AI? Say "Aye!" If you're a HubSpot user looking to boost your content creation and sales processes, we've got something exciting for you. Discover how AI can be your secret weapon! Curious to learn more? Click the link to unveil the full potential of HubSpot's AI tools and start revolutionizing your marketing strategy today.

min read

If you’re already using HubSpot to fuel your inbound marketing strategy and drive sales, it’s time you took AI out for a spin

Constantly writing content to fuel your inbound marketing funnel can be time-consuming and costly. While ChatGPT isn’t going to replace your talented content team anytime soon (if at all), it can prove very useful in helping your team conduct research, generate content ideas, and write basic drafts for your team to finetune — so that you can generate more content, faster. It also helps your sales teams focus on closing deals instead of being bogged down by manual tasks. As a HubSpot user, it’s all your fingertips.

Say goodbye to writer’s block

Having trouble generating the volume of content you need? Call on HubSpot’s friendly Content Assistant to create or refine web copy, blogs, articles, emails, and more. Using AI, you can generate ideas, outlines, or paragraphs for your required topics. You can also generate sales emails, titles and meta descriptions for pages and posts, and social posts. Simply answer the prompt, “What’s this social post about?” review the result, and tweak until you’re satisfied the post meets your standards. Not writing in English? Set the target language for the required content. Once a language is set, any generated text will automatically be output in that language.

Four ways to tweak existing content

Using the “highlight” command, you can rewrite, expand, summarize, or change the tone of the text you’ve highlighted. It’s quick and efficient. Rewrite - Generates different wording for the highlighted text Expand - Elaborates on the content of the highlighted text Summarize - Condenses the highlighted text Change tone - Rewrites the highlighted text in the selected tone: friendly, professional, witty, heartfelt, or educational Beyond using the highlight command, you can also generate headings, paragraphs, and subsections based on your existing content. Clearly describe the content you require and select the required output. Remember to be very specific, use simple language, and provide examples to clarify the context and tone of your request. If at first you don’t succeed, try, try again. Experiment with different prompts until you get the output you need.

Best practices for AI-generated content

  • Always proofread and edit all your content before you publish it.
  • Maintain your brand's voice and style – your tone of voice must be consistent through all marketing materials.
  • It’s not all or nothing — remember to balance your AI-generated content with human-generated content.
  • Check, check, and check again. While HubSpot has put security measures in place, content assistant may occasionally generate inaccurate, skewed, inappropriate, or misleading information. Make sure you verify the accuracy of the output's content, particularly any statistics or facts.
Now watch your high-quality content start spinning the flywheel and generating leads for your sales team.

Streamline your daily sales workflow with ChatSpot.ai

Another great AI tool in the HubSpot toolbox is ChatSpot.ai, which helps your sales team save time and maximizes productivity by carrying numerous daily tasks. It can assist with lead management, adding contacts and companies to HubSpot’s CRM, including specific notes, assigning tasks, and sending reminders as well as personalized follow-up emails – all through simple chat-based commands. It quickly identifies prospects based on specific criteria (such as industry, location, and size) and provides a list of high-potential leads. It’s easy to create real-time custom reports on key metrics, including website visits, lead conversions, and revenue in an easily digestible format. It also aids with forecasting, listing the deals closing within a specific timeframe, the deal stage, as well as anticipated revenues.   In short: It simplifies and streamlines your team’s daily workflow, cuts down on time-consuming manual tasks, and helps your sales team do more in less time. All those ready to start using AI, say “Aye!”  
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B2E business to employee OZ Global B2B

What is Business to Employee (B2E) and how can it impact your company?

By 
Guy Toledano
, 01/10/2023

Business-to-Employee, or B2E, refers to the strategies and technologies that companies use to support and engage their employees. B2E covers everything from attracting, recruiting, training, and onboarding employees, to providing self-service solutions and individualized access to essential tools or software.

min read
Business-to-Employee, or B2E, refers to the strategies and technologies that companies use to support and engage their employees. B2E covers everything from attracting, recruiting, training, and onboarding employees, to providing self-service solutions and individualized access to essential tools or software. While traditional e-commerce models such as business-to-business (B2B) and business-to-consumer (B2C) focus on sales and customer interactions, B2E focuses on providing internal support systems, resources, and tools to employees. One of the main goals of B2E is to improve employee satisfaction and retention. When employees are disengaged or unhappy with their work environment, it can lead to lower morale and higher turnover rates, which can be costly and disruptive to a company's operations. By providing employees with the resources and tools they need to succeed, and creating a positive work culture, companies can improve retention and attract top talent. A B2E portal is a central hub that provides employees with easy access to company-specific information and resources. This can include company news, calendars, software solutions, and employee-defined documents. The portal is often customizable, allowing employees to personalize their experience and access the information and resources that are most relevant to them. One example of a B2E portal is an online service company management platform that allows employees to easily access information about their services or customers, as well as submit supply requests and manage their work schedule. B2E portal should also provide employees with access to company announcements, training resources, and tools for collaboration and communication. B2E - B2B - business to employee - OZ Global B2B B2E strategies can also be used to support specific departments or teams within a company, such as sales teams that need flexible access to customer information and sales tools. For example, a B2E portal might include a CRM system that allows sales reps to easily access customer data, create and track leads, and manage their sales pipeline. There are many benefits to implementing a B2E strategy, including improved communication and collaboration, increased efficiency and productivity, and cost savings. By providing employees with the tools and resources they need to succeed, companies can create a more engaged and motivated workforce that is better equipped to meet the challenges of today's business environment. Have a question? Want to learn more? Don’t hesitate to reach out! I Love My Job - OZ Global B2B   Maytronics - OZ Global B2B

Maytronics - OZ Global B2B

Maytronics - OZ Global B2B   Maytronics - OZ Global B2B        
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