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Future	
  Selling	
  In	
  B2B	
  Media	
  
(yes,	
  there	
  is	
  a	
  future)	
  
Tony	
  Uphoff	
  
Chief	
  ExecuBve	
  Officer	
  |	
  Business.com	
  
sales@business.com | 888-441-4466 | Pg. 3
1992	
   2000	
   2004	
   2006	
   2014	
  
Humble	
  
beginnings	
  
sales@business.com | 888-441-4466 | Pg. 4
1992	
   2000	
   2004	
   2006	
   2014	
  
Birth	
  of	
  
The	
  Modern	
  Web	
  
sales@business.com | 888-441-4466 | Pg. 5
1992	
   2000	
   2004	
   2006	
   2014	
  
A	
  Social	
  
RevoluBon	
  
sales@business.com | 888-441-4466 | Pg. 6
1992	
   2000	
   2004	
   2006	
   2014	
  
TargeBng	
  
Comes	
  Of	
  Age	
  
sales@business.com | 888-441-4466 | Pg. 7
1992	
   2000	
   2004	
   2006	
   2014	
  
The	
  IntenBon-­‐Based	
  
RevoluBon	
  begins	
  
sales@business.com | 888-441-4466 | Pg. 8
How	
  many	
  
MarkeBng	
  AutomaBon	
  
companies	
  are	
  there?	
  	
  
sales@business.com | 888-441-4466 | Pg.
600	
  
9
sales@business.com | 888-441-4466 | Pg. 10
How	
  many	
  
Ad	
  Tech	
  companies	
  
are	
  there?	
  
	
  
sales@business.com | 888-441-4466 | Pg.
700	
  
11
sales@business.com | 888-441-4466 | Pg. 12
How	
  many	
  feel	
  
MarkeBng	
  AutomaBon	
  
&	
  Ad	
  Tech	
  
have	
  nothing	
  to	
  do	
  
with	
  your	
  business?	
  	
  
sales@business.com | 888-441-4466 | Pg. 13
All	
  Media	
  
Is	
  Digital	
  
sales@business.com | 888-441-4466 | Pg. 14
Digital	
  
Media	
  
Ad	
  
Tech	
  
sales@business.com | 888-441-4466 | Pg. 15
IntenBon-­‐Based	
  
Media	
  
sales@business.com | 888-441-4466 | Pg. 16
It	
  is	
  the	
  best	
  news	
  
B2B	
  Publishers	
  have	
  
had	
  in	
  a	
  generaBon	
  
sales@business.com | 888-441-4466 | Pg. 17
This	
  is	
  all	
  really	
  interesBng	
  but,	
  
what	
  should	
  I	
  do	
  about	
  it?	
  
sales@business.com | 888-441-4466 | Pg. 18
#1	
  Understand	
  
Digital	
  Body	
  Language	
  
sales@business.com | 888-441-4466 | Pg. 19
#2	
  Leverage	
  
Targeted	
  Content	
  
sales@business.com | 888-441-4466 | Pg. 20
#3	
  Harness	
  
Your	
  Own	
  Data	
  
sales@business.com | 888-441-4466 | Pg. 21
#4	
  Embrace	
  	
  
Ad	
  Tech	
  
sales@business.com | 888-441-4466 | Pg. 22
By	
  2017,	
  
83%	
  of	
  all	
  ad	
  buys	
  
will	
  be	
  programmaBc*	
   83%	
  
*emarketer.com/ArBcle/Future-­‐of-­‐ProgrammaBc-­‐Premium/1010430	
  
sales@business.com | 888-441-4466 | Pg. 23
Publisher	
  
Marketer	
  
Marketer	
  
Marketer	
  
RetrospecBve	
  
Data	
  
Before	
  Ad	
  Tech	
  
Direct	
  
Real-­‐Time	
  
IntenBon-­‐Based	
  Data	
  
sales@business.com | 888-441-4466 | Pg. 24
Publisher	
  
The	
  New	
  Model	
  	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Marketer	
  
Ad	
  Tech	
  
Direct	
  ProgrammaBc	
  
sales@business.com | 888-441-4466 | Pg. 25
What	
  is	
  Business.com	
  doing	
  about	
  it?	
  
sales@business.com | 888-441-4466 | Pg.
The Business.com
Platform
Business.com’s suite of digital marketing
solutions serves contextual advertising at
every stage of the buyers’ journey. From
the top of the marketing funnel through to
Sales Ready Leads.!
!
Harnessing 1st party, intention-based data
generated on Business.com provides a
uniquely contextual experience for
business decision makers.
This platform also provides high-quality
scale for digital advertising by using this
data to intelligently engage these buyers
on Business.com, within our proprietary
performance marketing network and across
the broader web.
!
26
sales@business.com | 888-441-4466 | Pg.
About
Business.com
Million of buyers from growth companies rely
on Business.com to acquire the knowledge,
products and services they need to run and
grow their businesses.
Business.com drives over 500,000 purchases
a year, generating over $1.5 billion in sales for
our advertisers through our suite of
performance marketing products.
27
Over 500,000
purchases a year500K
Generating over
$1.5 billion in sales1.5B
sales@business.com | 888-441-4466 | Pg.
Our Audience
Connecting advertisers with millions of active business buyers every
month is easy when your audience is:
more likely to be a
business decision
maker
more likely to be in senior
management
more likely to have
made a purchase in the
last 6 months
58% 112% 86%
*Compared	
  to	
  general	
  online	
  pop.	
  Nielsen@plan,	
  rel	
  2,	
  2012	
  
*	
  BDC	
  engagement	
  survey	
  2014	
  
28
sales@business.com | 888-441-4466 | Pg. 29
sales@business.com | 888-441-4466 | Pg. 30
sales@business.com | 888-441-4466 | Pg. 31
sales@business.com | 888-441-4466 | Pg. 32
sales@business.com | 888-441-4466 | Pg. 33
sales@business.com | 888-441-4466 | Pg. 34
sales@business.com | 888-441-4466 | Pg.
A Unique & Powerful Difference
35
Our 1st party, intention-based data accelerates our audience reach and engagement across
the Business.com performance marketing network and the broader web.
sales@business.com | 888-441-4466 | Pg. 36
Phone: 888-441-4466
Email: sales@business.com
Visit us at: business.com/info/advertise
Read our blog: business.com/b2bmarketing

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Future Selling in B2B Media: Yes, There is a Future