B-to-B CEOs Discuss Biggest Challenges at ABM
Agility, continued engagement and stubborn legacy issues top priorities.
CHARLESTON, SOUTH CAROLINAâB-to-B media executives from all over the country are gathered here for ABMâs annual meeting called âNew Ideas, New Revenue, New Profits.â One of the morning sessions, a CEO roundtable, encapsulated the challenges many b-to-b media leaders are facing today. High on the priority list are issues like growing and maintaining customer engagement, staying agile and persistent legacy issues, they said.
Panelists included Business.com vice president and general manager Rob Feinstein; Jeff Killeen, chairman and CEO of GlobalSpec; and Steve Weitzner, chairman and CEO of Ziff Davis Enterprise. It was moderated by Forbes Media editor Paul Maidment.
Feinstein noted that Business.comâs challenge is to boost user engagement, particularly in ways that cater to a community that is increasingly relying on each other for market information. At the same time, said Feinstein, vendors are chomping at the bit to insert themselves into that conversation, but the challenge is to do it with diplomacy. âUsers are wanting to find out more information from not just the provider, but from one another,â he said. âWe are working hard to nurture that conversation. On the flip side of the user engagement equation is how can our advertisers engage to help them get leads.â
The advertiser component, said Feinstein, is driven by an all-consuming focus on metrics. âA metrics orientation is driving much more advertising decisions from a broader spectrum of advertisers.â
Legacy issues are still a significant challenge at GlobalSpec, which features a user registration model with more than six million customers and started as a pure-play online company and serves the âhard coreâ industrial products sector. While trying to stay ahead of the innovation curve, GlobalSpec is finding that it has to pull part of its client base along with it. âOne of our absolute biggest challenges is missionary selling, educating our client base on digital media altogether,â said Killeen.
For Ziff Davis Enterprise, a company that has gone from a print-based revenue model to a digitally-focused one, itâs already time to think about whatâs next. âWeâre wrestling with âso, now youâre digital, so what?ââ Weitzner said.Â âThe biggest challenge for us is weâve decided we want to invest in a bet, weâre a limited sized company, and things in the industry are changing even as you make that bet.â
Advertisers Want More Data
A sub-theme to the conversation was metrics and how advertisers are demanding more of themâa development thatâs largely behind the lead-generation craze thatâs gripped the b-to-b market for the last couple years, and one that has some companies struggling to support the burgeoning data needs of advertising clients. âIn a two-year cycle, weâve gone from CPM to cost-per-click to cost-per-whatever action the client wants,â said Weitzner. âAnd thatâs part of the agility issue. Youâve got to have sales people that understand whatâs going on and the operational side has to know whatâs going on. If you donât want to be a foregone conclusion with dwindling revenue you have to stay ahead of that.â
Both Killeen and Feinstein noted that theyâve built their own proprietary versions of Google Analytics as platforms to help their clients monitor customer data. Business.com clients embed code on their sites that tracks customer transactions with custom content, such as whitepapers, on Business.com. âThat speaks to [the need for] the metrics that exists out there,â he said.
And all the while, noted Weitzner, the core principles of a brand are changing quickly. âFor us, âbrandâ is not what it was even two years ago. Our customers want us to put content on their sites, they want us to build audience for them, they want to build their own databases. If weâre not in that business, weâre going to grow backwards.â