B2B resource zone

Designed for B2B practitioners and backed by the IDM B2B Marketing Council, these pages offer easy access to up-to-the-minute articles, documents, professional development opportunities and events, all with a clear B2B focus, and all in one handy place.

    Documents & articles

  • B2B Council White Paper: Sales & Marketing Alignment: the disconnect continues!
    B2B Council Chair, Debbie Williams FIDM, explores relationship between sales and marketing and how different approaches can create positive connections between these two functions. (published 13 Jul 2010)
  • Book Review - The Fundamentals of Business-to-Business Sales and Marketing
    B2B Council Member, Simon Knight, Channel Marketing Leader for Dun & Bradstreet (UK & Ireland) reviews John Coe’s new book which aims to tie together the best of the old and the new as well as introducing a new sales coverage model that meets the needs of today's fast-paced, Web-based environment. (published 13 Jul 2010)
  • Book review - Raising Venture Capital Finance in Europe
    IDM B2B Council member, Bryan Foss F IDM reviews this book by Keith Arundale, described as a Practical Guide for Business Owners, Entrepreneurs and Investors. (published 04 May 2010)
  • Top 10 tips for improving the usability of your website
    B2B Council member, Lawrence Mitchell asks how well your website is working for you? (published 11 Mar 2010)
  • B2B Council member Pitney Bowes’ Report into SME marketing
    What can small and independent operators do to get the most out of their marketing in the crunch and where should they be investing?
    (published 02 Dec 2009)
  • Marketing without Money – How 20 Top Australian Entrepreneurs Crack Markets with their Minds
    A book review by IDM B2B Council Member, Andy Grant, Regional Marketing Leader, Northern Europe, Nortel (published 13 Nov 2009)
  • The IDM Business-to-Business Council Best Practice Guide
    Return on Marketing Investment (ROMI) - find the key metrics to influence the Board & Justify your budget. By Deborah Robertson, Marketing and Sales Director, Easynet Connect. (published 19 Oct 2009)
  • The IDM Business-to-Business Marketing Council Book Review
    Professor Bryan Foss, CEO and Founder of Foss Initiatives reviews the book 'Business-to-Business-Marketing, Advanced Marketing Series (AMS)' by Ross Brennan, Louise Canning & Raymond McDowell. (published 08 Oct 2009)

    • Publications & reports

  • The B2B Barometer® – Report 2 – February 2010
    The B2B Barometer is the ‘state of the nation’ study for B2B marketers providing an up-to-date and definitive assessment of key issues and trends in the industry. This report contains the findings from the second wave of the B2B Barometer. (published 20 Feb 2010)
  • The B2B Barometer® – Report 1 – June 2009
    In conjunction with the Institute of Direct Marketing (IDM) and the Association of B2B Agencies (ABBA), Circle Research has developed a regular survey to take the pulse of the B2B marketing profession - the B2B Barometer. The first wave of this study canvassed the opinions of major industrial and commercial companies and especially those who account for a significant slice of expenditure on B2B marketing services. (15 pages FREE to download) (published 02 Jun 2009)

    • News & press releases

  • IDM launches programme for change at its annual B2B Marketing conference
    The Institute of Direct Marketing will launch a programme for change at its annual B2B Marketing conference in May at a time when, according to the IDM B2B Marketing Council, "innovation must drive transformation". (published 12 Mar 2010)
  • Social Media gains foothold in B2B communications as marketers increase budgets but inexperience will compromise results
    Social media usage in B2B marketing campaigns is set for further growth this year as 62% of marketers plan to maintain or increase their budget spend. However, lack of experience is proving a stumbling block for many, reveals the first annual Social Media Census published by Cyance in association with The Institute of Direct Marketing (IDM). (published 28 Jan 2010)

    • Events

  • The B2B Metrics of Multi-Channel Marketing
    You are invited to join the IDM B2B Council, members and guests at the second B2B knowledge and networking evening of 2010.
    The IDM B2B Marketing Conference in May focused on the radical and irreversible changes B2B marketing has witnessed in the last few years. There was an overriding sense among conference delegates that, not only did the recession teach us some valuable lessons, but that we forget them at our peril!

    One of those lessons was undoubtedly the importance of accountability, both in terms of discovering the effectiveness of your campaigns, and also in proving the value of your marketing to the Board.

    Explore this vital topic in detail on 14 October and leave with actionable ideas you can apply immediately to your current multi-channel B2B campaigns.
  • The Annual IDM Business-to-Business Marketing Conference: Change is Good!
    The change created by recession has been fundamental and monumental. Traditional marketing premises are being thrown out and conversation and engagement marketing are the new rules. This year’s conference provided the ideas, the structures, the knowledge and the confidence to embrace change and turn it to your advantage.

    • Qualification programmes

  • The IDM Certificate in B2B Marketing
    The syllabus for the Certificate is extremely practical and applied. It covers literally every aspect of B2B marketing, from planning and budgeting, data to creative, and media to measurement.

    • Training courses

  • Effective Business-to-Business Email Marketing training course
    This essential training course on effective business-to-business email marketing is for anyone working in a B2B environment. Find out how to build an email database, rent data, get the creative right, create and build a customer relationship and manage your results.
  • The Essentials of B2B Marketing training course
    This one-day training course on B2B marketing provides a complete A-Z guide to creating B2B marketing campaigns that deliver great results.
  • B2B Lead Generation Marketing
    This two-day course will equip you to run lead generating campaigns that harness the power of data, make best use of every marketing channel and reach your target markets with quality creative ideas. Includes a focus on developing your online presence and using e-marketing to your advantage.

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