We’ve all heard the term Inbound marketing thrown around a lot lately. It’s become the latest catchphrase in a field that’s already packed with catchphrases.
But what does it actually mean and can it help B2B businesses grow?
What is Inbound marketing?
Inbound marketing is the process of attracting potential customers and getting them
to reach out to you.
This is different to more traditional marketing (also known as push marketing or outbound marketing) where you actively reach out to potential customers through methods such as cold-calling, printed magazines, and traditional advertising.
But how do you attract potential customers and get them to trust you before you’ve even pitched them your product? The answer lies in content —the foundation of the Inbound methodology.
By creating carefully curated content, you’ll establish yourself as a trusted source of knowledge and attract the ideal visitors to your site, convert them into leads and then customers, and keep them engaged so they go on to promote your brand.
“By publishing the right content in the right place at the right time, your marketing becomes relevant and helpful to your customers, not interruptive.” – Hubspot
Inbound marketing in a nutshell
Inbound marketing is filled with complexities, but the following four steps (based on
the Hubspot Inbound methodology) summarize the main Inbound stages:
Attract. Before you do anything, you need to fully research and understand who your ideal customers or buyer personas are. Once you have identified them,
you can get them to come to you.
Find creative ways to “convert” these potential customers into leads by offering them something valuable in return.
Turn your leads into customers.
Continue to engage with your customers so they become promoters of your brand.
Inbound marketing in B2B
At this stage, you may be wondering whether Inbound marketing works in the world
of B2B. The answer is a big loud “Yes!”
In fact, Inbound marketing creates a win-win situation for you where you can get closer to your direct customers and distributors, and also increase brand awareness amongst end users to enhance end-user demand for your brand (even if you they are not buying directly from you).
We’d like to emphasize that Inbound marketing does not replace the need for interpersonal interaction with your customers – especially in B2B industries where
the customer model tends to be more complex and is often based on long-term relationships.
The goal is to find the right communication mix for your specific B2B business needs, market and customers. By promoting your brand through a digital dialog and an
inter-personal dialog, you can achieve a more effective and efficient sales and
marketing process for better business results.
For example, you can combine a compelling digital campaign to encourage potential customers to visit you at a trade show, and then meet them at the event to continue
a direct dialogue with them.
Look out for our next blog post on the need for face-to-face communication with your customers and creative ways to combine digital and interpersonal communication (coming soon).
Inbound marketing – here to stay?
Another big loud “Yes!”
It’s quite simple – as more and more potential buyers turn to the Internet for answers to their challenges, they look to buy from suppliers who instill trust by answering their questions and offering solutions to their problems.
This means that in order to stay relevant in the marketplace, you have to be present where your potential buyers are looking for answers – online.
And that’s why everyone is fussing over Inbound marketing.
Digital marketing is essential for B2B companies to reach their target audience, generate leads, and stay competitive. Many lack the resources to handle it in-house, making outsourced digital marketing a valuable solution.
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Even the most well-crafted content can sometimes fail to deliver the results you want. As our world gets more digital, it’s not uncommon for businesses to pour money and time into creating high-quality content, blogs, videos, social media posts, and eye-catching designs, only to find that their efforts don’t connect with their target audience or drive results. In most cases, this isn't a reflection of the campaign's quality, but a sign that it simply doesn't align with the company's "big picture" and goals.
Consider this: A company puts together an insightful blog post packed with valuable information and engaging visuals or an expert educational webinar. The problem is, if that campaign isn’t aligned with the brand’s broader marketing goals and strategy or tailored to the specific needs and behaviors of its audience, it’s likely to miss the mark. Without a strategic framework guiding planning, production, and distribution, even the best campaign can get lost in the noise of the internet, failing to generate traffic, engagement, or conversions.
Your campaign could have all the right elements in place - compelling storytelling, high production values, and a strong call to action, but without the strategic groundwork, it is likely to struggle to achieve meaningful results.
Why Often Misses the Mark?
Creating digital content that truly connects with your audience is no small feat. The landscape is crowded, the competition is intense, and audiences are more critical than ever. While many businesses pour resources into content creation, they find that their efforts do not translate into engagement or conversions. Most of the time, it's just a lack of alignment between content and the organization's overall business goals. Without a clear, strategic framework, content can become scattered, inconsistent, and ultimately ineffective.
This is exactly why companies should consider stepping back to take a broader view. Rather than rushing ahead with the next campaign or content piece, a strategic pause to reassess and realign can be incredibly valuable.
This is the essence of the discovery and study processes, a strategic approach that will build a solid foundation for your digital marketing campaign.
Understanding the Study Process
The primary aim of the Study process is to provide a focused analysis of your current digital marketing efforts. It’s about taking a step back and evaluating what’s working and what isn’t, allowing for strategic adjustments that enhance performance. This process is ideal for annual strategy reviews, specific campaign assessments, or when there’s a need to refresh the approach to your digital marketing.
What It Achieves?
The Study process delivers actionable insights that help fine-tune your digital strategy. By concentrating on specific areas, such as target audience engagement, campaign effectiveness, or digital content performance, the Study process allows businesses to make data-driven decisions that improve ROI. It helps you understand where your content may be falling short and offers concrete steps to address these issues.
How It’s Done?
Initial Consultation: In-depth session to clarify your business’s current digital marketing objectives and identify the key areas that require attention.
Targeted Research: Assessing the performance of specific campaigns, audience engagement metrics, and the effectiveness of your content in driving desired outcomes.
Strategy Refinement: Adjust and optimize existing strategies based on findings.
Implementation and Monitoring: Monitoring and tweaking the revised strategy as needed.
Example: A company uses the Study process for an annual strategy review, identifying gaps in campaign performance and refining their approach to improve results.
Exploring the Discovery Process
The Discovery process offers a broader, more comprehensive approach to digital strategy development. It’s designed for businesses that are launching new brands, undergoing a rebrand, or expanding into new markets. The Discovery process is about building a solid strategy that aligns with long-term business goals and keeps consistency across all digital channels.
The Discovery process offers a deep dive into your brand’s identity, your market, and your audience. It provides a holistic understanding of your brand’s digital landscape. It uncovers opportunities for differentiation, identifies potential challenges, and sets a strategic direction that makes sure all digital efforts are aligned with your overarching business goals.
One of the unique offerings of the Discovery process is the development of a visual language for your digital activities. This component ensures that your brand communicates consistently and effectively across all platforms, enhancing brand recognition and coherence, which is not typically included in the Study process.
The goal is to develop a strategy that meets immediate needs as well as positions your brand for long-term success. This process is particularly beneficial for companies preparing for major changes, such as a new brand launch or market expansion.
How It’s Done?
Kick-off Meeting: Clarify goals and challenges.
Comprehensive Research and Analysis: A thorough examination of the market, competitors, and internal capabilities. Key activities include identifying Buyer Personas, conducting a Competitive Digital Analysis, and performing a detailed SEO review.
Digital Strategy Development: Based on the research insights, a full-scale digital strategy is formulated. This includes defining content pillars, creating a media plan, and developing creative visual guidelines that ensure brand consistency across all platforms.
Presentation and Implementation: Once approved, the strategy is implemented, with ongoing support to ensure its success.
Example: A company undergoing rebranding uses Discovery to align its digital presence with its new identity, resulting in a cohesive and impactful digital strategy.
Why Discovery Is the Better Choice?
While both the Study and Discovery processes offer valuable insights and strategic direction, the Discovery process stands out as the more comprehensive and long-term solution. Here’s why Discovery might be the better choice for most businesses:
Long-Term Strategic Value
Discover aims to build a digital strategy that will serve your business for years to come, not just address immediate needs. By conducting thorough research and analysis, the Discovery process helps you create a strong, adaptable strategy that can evolve with your business. This long-term focus is particularly valuable in today’s fast-paced digital environment, where trends and technologies are constantly changing.
Comprehensive Insights
Unlike the Study process, which offers a more focused review, the Discovery process provides a holistic view of your digital strategy. This includes everything from a detailed SEO review to the development of creative visual language guidelines. These insights are crucial for making sure that all aspects of your digital presence. From content to design, everything is aligned with your brand's goals.
Flexibility and Customization
One of the key benefits of the Discovery process is its flexibility. The process can be adjusted to your specific needs - whether you’re launching a new product line, rebranding, entering a new market, or looking to create a unified visual identity for your campaigns. This customization helps make sure that your digital program is relevant, consistent, and effective.
With the digital marketing arena being so fast-paced, it’s easy to get caught up in the rush to produce content and launch campaigns.
Taking the time to reassess your digital strategy allows you to see what’s really working and where you might need to adjust course. It’s not simply about tweaking a campaign here or there, but rather making sure that every piece of content you create is connected to your broader goals and truly resonates with your audience.
Whether you’re considering the focused approach of the Study process or the more comprehensive Discovery process, this strategic pause is crucial so your content doesn’t just reach your audience—it makes an impact.
Balancing marketing ambition with regulatory compliance is no easy task for medical brands. Our latest blog explores how early collaboration between marketing and regulatory teams can transform these challenges into opportunities, ensuring your brand stands out while staying compliant. Discover the smart strategies to help your brand shine within the regulatory framework.
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Imagine a ballerina trying to dance with one hand tied behind her back. That’s how it often feels during a branding process at a medical company. The marketing team wants to fly high, while the regulatory team wants to keep your feet firmly on the ground, ensuring you comply with every sentence, word, and letter.
There are no good guys or bad guys in this story. It’s simply about complexities of a different magnitude that your brand needs to successfully navigate. It's a story about a road not yet taken.
When the journey takes an unexpected turn
During branding strategy kick-off meetings, we take a deep dive into your product, technology, and service. We’re looking for a fresh perspective, a promise not yet made, a story yet to be told.
At this point, we get excited as we hear about groundbreaking technologies, solutions, and life-enhancing, life-prolonging products. Our jaws drop.
With this WOW feeling, we continue the learning process in which we talk to customers, analyze the competition, and create a multi-participant meeting within the company to fine-tune its significant and differentiated strengths and generate outstanding benefits for its customers.
As the process continues, we begin to understand the regulatory limitations. Suddenly, “Cinderella”, your extraordinary technology is being held back by regulatory limitations and is covered with “soot”.
Understanding limitations and optimizing capabilities
During the process, we’ve heard “It’s a given” or “It's powerful, but I can't confirm it" more times than we can count. Responses like these made us understand there must be a better way. That’s how our new module was born. It’s placed right at the beginning of the branding strategy process, which sets the stage for an open and guided dialogue between marketing and regulatory early on.
Challenging the norms
This dialogue is about helping the marketing team to understand the limitations in depth, and for the regulatory team to delve into the marketing team’s needs. It’s an authentic dialogue that creates a space to carry out activities that weren’t possible before.
Understanding the precise needs opens up new perspectives and enables solutions within the boundaries of regulations. We understand the importance of compliance, but our experience shows that there are many degrees of freedom that are not being tested.
It’s not about overstepping the bounds of the approved claims, but we also don’t want to take a step backward in the name of conservatism.
Sometimes it's a matter of overall wording, sometimes it's just changing one word. It's the little things that make a big difference. Stopping to ask questions often gives you a competitive advantage.
Sometimes, there won’t be any flexibility in the claims you make, but at least you’ll know that you’ve turned over every stone.
Structured and managed conflicts are an opportunity
Remember, whoever sits at the decision-making table wants the company to succeed and do the best they can. Inherently, conflict is not a negative; it can also be an opportunity. Don't let emotions run the process. As we often say, “Don’t be right, be smart!”
As with every relationship where there’s an inherent conflict, there’s great value in professional guidance to create the conditions for a productive dialogue. To meet this need, we’ve created a special collaboration between OZ Global B2B and Leap, led by Moran Faibish, who has extensive experience in leading marketing in global medical companies.
Moran has hands-on experience in bridging the gap between marketing and regulations to create deep and unique brand promises — promises that aren’t possible without providing an informed and professional framework that enables constructive communication.
Play smart
The more we play smart within the regulatory limits to make the most of your claims, the more we can create a differentiated value proposition that more accurately reflects your breakthrough technology. This is how your brand will shine. We’ll be there every step of the way to guide the process, refine the messaging, and make sure your “WOW” comes through loud and clear.
If you’ve nodded your head while reading this, it’s time for us to talk.
If you’ve nodded your head while reading this it’s time for us to talk.
Navigating digital symbolism can be intricate, but the case of the watermelon emoji adds a unique layer of complexity. It’s a prime example of how symbols can shape online narratives and influence global perceptions. This post uncovers the strategic use of the emoji and offers actionable ways to support pro-Israeli voices in the digital arena.
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But first, a disclaimer: My name is Rivi, and I'm a proud Zionist (I believe in the Jews' right to self-determine in their ancestral homeland).
In recent years, while immersed in the online world of Hasbara, I’ve witnessed firsthand the challenges of representing Israel's narrative in a vast digital landscape. With Jews comprising just 0.2% of the global population, our voice can easily be drowned out in the maelstrom of social media.
This blog post examines a fascinating case study in digital activism: how a simple fruit emoji became a battleground for narrative control. We'll explore the marketing strategies at play and their implications for Israel's online presence. While we analyze these tactics objectively, our goal is to empower pro-Israeli voices in this ever-evolving digital dialogue.
At the end of this blog, you'll find actionable recommendations on supporting content creators who are amplifying Israel's perspective in the online world.
The Roots of a Symbol
As we approach National Watermelon Day on August 3rd, let's slice into a juicy marketing tale that's more complex than meets the eye. It's the story of how a simple fruit emoji became a powerful symbol in one of the world's most enduring conflicts.
The roots of this story begin back in the 1960s, when the watermelon, with its colors reminiscent of the Palestinian flag, became a covert symbol of Palestinian identity. Palestinian activists used the watermelon imagery in graffiti and posters, primarily because in 1967, Israel passed a law prohibiting the raising or display of Palestinian flags (which had been canceled, during the Oslo Accords in the 1990s). The watermelon became a symbol of political resistance, and if we fast-forward to today's digital age, this symbol has found new life as an emoji, skillfully wielded by pro-Palestinian activists in their online narratives.
A Clever Marketing Strategy
But here's where it gets interesting from a marketing perspective: the use of the watermelon emoji isn't just a random choice. It's a clever strategy that serves multiple purposes:
Bypassing Algorithms: By using an innocuous fruit emoji, activists can often fly under the radar of content moderation systems. It's a digital sleight of hand that marketers call "Algospeak."
Viral Potential: Emojis are the universal language of the internet. They're easy to use, easy to share, and can convey complex emotions and ideas in a single character. It's virality in its purest form.
Continuity of Message: By adapting a historical symbol to modern digital platforms, the pro-Palestinian movement maintains a consistent narrative across generations. It's brand continuity at its finest.
The Israeli Perspective
Yet every story has another side. In Israel, where watermelons are a staple of hot summers and where the country produces a whopping 140,000 tons annually, this digital co-opting hasn't gone unnoticed.
Enter the counter-narrative: Pro-Israeli social media users have begun their own campaign to reclaim the watermelon emoji. It's not about fruit anymore; it's about identity, representation, and the power of symbols in the digital age.
Some Israeli users have started adding emojis of the Israeli flag, watermelon, and yellow ribbon (for the hostages) to their usernames, while others are creating actual content around watermelons: recipe videos, which are inherently popular on social media, featuring watermelons with the Israeli flag proudly displayed in the background. Other users (typically younger ones) are simply riding existing trends, adding watermelon eating to dances, trendy sounds, and more. Some have gone as far as creating simple online games centered around watermelons, while pro-Israeli creators are directly addressing the appropriation of the watermelon as a Palestinian symbol, calling it an unfounded act.
Marketing Insights from the Emoji Wars
This digital tug-of-war offers fascinating insights for marketers:
The Power of Symbols: Who knew a fruit could carry so much meaning? It reminds us that in the right context, even the simplest symbols can convey complex messages.
The Importance of Proactive Strategies: The pro-Israeli response underscores the need for brands to be vigilant about their symbols and ready to reclaim them if necessary.
Authenticity Matters: The most effective responses are those rooted in genuine cultural connections. Israel's agricultural tie to watermelons provides an authentic base for their counter-narrative.
David vs. Goliath in the Digital Age: The pro-Palestinian digital presence significantly outnumbers the pro-Israeli one. It's a reminder that in the world of digital marketing, it's not always about who's loudest, yet sometimes it is.
Beyond Emojis: The Real-World Impact
While we engage in digital discourse, let's not forget the real-world stakes. Our brave soldiers are fighting daily to protect our nation and bring our hostages home. This online 'battle' is more than just emojis and trends; it's our way of supporting Israel's narrative on the global stage. As we participate in these digital efforts, we stand united with those on the front lines, showcasing the resilience and spirit of the Israeli people. Every post, every share, is a small act of solidarity that contributes to our national strength and resolve. In this digital age, we all have a role to play in supporting our country and its values.
Conclusion: The Power of Digital Symbols
This National Watermelon Day, as we enjoy this summer fruit, let's also appreciate the complex world of digital symbolism it represents. It's a world where marketers, activists, and everyday users are constantly innovating, adapting, and yes, sometimes battling, in the ever-evolving landscape of online communication.
After all, in the grand fruit bowl of digital marketing, the watermelon has proven it's not just a seasonal favorite – it's a year-round player in the game of global narratives.
Join the Digital Movement
Want to show some love to Israeli content creators this Watermelon Day? Here are a few ways you can contribute:
1. Follow prominent Pro-Israeli content creators:
Adiel -
TikTokInstagram
Montana Tucker –
InstagramTikTok
Baby Ariel -
TikTokInstagram
Michael Rapaport –
InstagramTiktok
Daniel Ryan Spaulding -
InstagramTikTok
Mia -
TikTokInstagram
Stop antisemitism –
TikTok2. Like and share posts featuring the "Hebrew Watermelon":instagraminstagramtiktoktiktoKtiktoktiktoktiktoktiktoktiktok3. Feeling creative? Use this trending TikTok sound to make your own Watermelon Day video:Tiktok
Remember, this upcoming Watermelon Day might see increased pro-Palestinian activity on social media. For those of us who are pro-Israel and want to contribute, the methods mentioned above are a great way to start. Every like, share, and post counts in this digital age of narrative shaping. Let's make our voices heard while remembering the real battles being fought and the importance of standing united for Israel.
