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• B2B Customer Journey Map : A Quickfire Guide for Growth

  20 mai 2024, par Erin

  What is a company’s biggest asset ?

  Its product ? Its employees ? Its unique selling proposition ?

  More and more people are recognising it’s something else entirely : your customers.

  Without your customers, your business can’t exist.

  Nearly 77% of B2B buyers found the buying process too complicated.

  With more competition than ever, it’s crucial you provide the best possible experience for them.

  That’s where your customer journey comes in.

  If you’re in the B2B space, you need to know how to map out the journey.

  By building a B2B customer journey map, you’ll be able to analyse the weak spots in the customer journey so you can improve the experience (and generate more revenue).

  In this article, we break down the B2B customer journey stages, how to build a customer journey map and how Matomo can help you track your customer journey automatically.

  What is a B2B customer journey ?

  Every customer goes through a specific path within your business.

  At some point in time, they found out about you and eventually bought your products.

  

  A B2B customer journey is the collection of touchpoints your customer has with your business from start to finish.

  From discovery to purchase (and more), your customers go through a specific set of touches you can track. By analysing this journey, you can get a snapshot of your user experience.

  One way to track the customer journey is with a B2B customer journey map.

  It helps you to quickly see the different steps your customers take in their path with your business.

  With it, you can quickly identify weak spots and successes to improve the customer journey.

  5 stages of the B2B customer journey

  Every one of your customers is unique. Their specific needs and their journey.

  It’s all different.

  But, there are crucial steps they take through their journey as your customer.

  It’s the same path your entire customer base takes.

  Here are the five stages of the B2B customer journey (and why you should track them) :

  

  1. Awareness

  Awareness is the first stage that every B2B buyer goes through when they start their journey in B2B companies as a customer.

  At this stage, your target buyer understands they have a problem they need solving. They’re out, actively trying to solve this problem. 

  This is where you can stand out from the competition and give them a good first impression.

  Some helpful content you could create to do this is :

  • Blog posts
  • Social media posts
  • Ebooks
  • Whitepapers

  2. Consideration

  Next up, your buyer persona has an awareness of your company. But, now they’ve started narrowing down their options for potential businesses they’re interested in.

  They’ve selected yours as a potential business to hand their hard-earned cash over to, but they’re still making up their mind.

  At this point, you need to do what you can to clear up any objections and doubts in their mind and make them trust you.

  Some helpful content you could create here include :

  • Product demos by your sales team
  • Webinars
  • Case studies

  3. Conversion

  Next up, your target buyer has compared all their options and decided on you as the chosen product/company.

  This is where the purchase decision is made — when the B2B buyer actually signs or clicks “buy.”

  Here, you’ll want to provide more :

  • Case studies
  • Live demos
  • Customer service
  • Customer reviews/testimonials

  4. Loyalty

  Your B2B buyer is now a customer. But, not all customers return. The majority will slip away after the first purchase. If you want them to return, you need to fuel the relationship and nurture them even more.

  You’ll want to shift your efforts to nurturing the relationship with a post-purchase strategy where you build on that trust, seek customer feedback to prove high customer satisfaction and reward their loyalty.

  Some content you may want to create here includes :

  • Thank you emails
  • Follow-up emails
  • Follow-up calls
  • Product how-tos
  • Reward program
  • Surveys

  5. Advocacy

  The final stage of the B2B customer journey map is advocacy.

  This is the stage beyond loyalty where your customers aren’t just coming back for more ; they’re actively telling others about you.

  This is the cream of the crop when it comes to the B2B buyer stages, and it happens when you exceed customer expectations repeatedly.

  Your goal should be to eventually get all of your customers to this stage. Because then, they’re doing free marketing for you.

  This is only possible when a customer receives enough positive B2B customer experiences with your company where the value they’ve received far exceeds what they perceived they have given.

  Here are a few pieces of content you can create to fuel advocacy :

  • Surveys
  • Testimonial requests
  • Referral program

  Difference between B2C and B2B customer journeys

  Every person on earth who buys something enters the customer journey.

  But, not all customer journeys are created equal.

  This is especially true when you compare the B2C and B2B customer journeys.

  While there are similarities, the business-to-consumer (B2C) journey has clear differences compared to the business-to-business (B2B) journey.

  

  The most obvious difference between the two journeys is that B2B customer journeys are far more complex. 

  Not only are these two companies selling to different audiences, but they also have to deploy a completely different set of strategies to lead their customers down the path as far as they can go.

  While the journey structures are similar (from awareness to advocacy), there are differing motivating behaviours.

  Here’s a table showing the difference between B2C and B2B in the customer journey :

  Different Factors	B2B	B2C
  Target audience	Smaller, industry more important	Larger, general consumer
  Buyer	Multiple decision-makers	One decision-maker
  Buying decision	Based on needs of the organisation with multiple stakeholders	Based on an individual’s pain points
  Buying process	Multiple steps	Single step
  Customer retention	Organisational needs and ROI-based	Individual emotional factors
  Repeat sales driver	Deep relationship	Repetition, attention-based

  Step-by-step guide to building a B2B customer journey map

  Now that you’ve got a basic understanding of the typical B2B customer journey, it’s time to build out your map so you can create a visual representation of the journey.

  

  Here are six steps you need to take to craft an effective B2B customer journey map in your business :

  1. Identify your target audience (and different segments)

  The first step in customer journey mapping is to look at your target audience.

  You need to understand who they are and what different segments make up your audience.

  You need to look at the different roles each person plays within the journey.

  Unlike B2C, you’re not usually dealing with a single person. You likely have a few decision-makers you need to interact with to close a deal.

  The average B2B deal involves 6 to 10 people.

  Analyse the different roles and responsibilities of your audience.

  Figure out what requirements they need to onboard you. Understand each person’s level of influence in the buying decision.

  2. Determine your customers’ goals

  Now that you have a clear understanding of each person involved in the buying process, it’s time to analyse their unique needs and goals.

  Unlike B2C, which will include a single person with a single set of needs and goals, you have to look at several people through the decision-making process.

  What is every decision-maker’s goal ?

  An entry-level admin will have much different goals than a CEO.

  Understand each of their needs as it will be key to selling them and taking you to the next person in the chain of command.

  3. Lean on data and analytics

  Now it’s time to analyse your data.

  You don’t want to guess what will work on your B2B buyers. Instead, leverage data that proves what’s working (and what’s not).

  Analytics software like Matomo are crucial tools in your B2B customer journey toolkit.

  Matomo can help you make data-driven decisions to fuel customer acquisition and loyalty to help get more customers all the way to the advocacy stage.

  Using Matomo (which analyses and interprets different data sources) can give you a holistic view of what’s going on at each stage of the journey so you can reach your goals.

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  4. Draw out customer journey stages

  Now that you have your data-backed plan, it’s time for some customer journey mapping.

  You can do this on paper or use a diagram tool to create a visual B2B customer journey map.

  Here, you’ll draw out every single stage in your customer journey, including every single touchpoint from different decision-makers.

  5. Determine each customer touchpoint

  Once you’ve drawn up the customer journey stages, you’ll have a key list of B2B customer journey touchpoints to implement.

  Write down every single customer interaction possible on the journey through.

  This could be reading an email, a blog post or watching a video on your home page.

  It could be an advertisement, a phone call or a follow-up email.

  It could even be a live demo or video sales call (meeting).

  6. Identify your own goals

  Now that you’ve got your visual B2B customer journey mapping done, it’s time to go back to you and your company.

  What are your goals ?

  What are the end results you’re looking for here ?

  You’ve got your current map in place. Now, how would you like customers to go through this journey ?

  Where would you like them to end up ?

  Look back at your company’s primary objectives if you’re stuck here.

  If your company is looking to increase profit margins, then maybe you want to focus more on retention, so you’re spending less on acquisition (and leaning more on recurring revenue from existing customers).

  How to create a Matomo funnel to track your B2B customer journey

  If you want to start tracking and optimising your B2B customer journey, you need to have a good grasp on your funnel.

  The reality is that your customer journey is your funnel.

  They’re one and the same.

  Your customer journeys through your sales funnel.

  So, if you want to optimise it, then you need to see what’s going on at each stage of your funnel.

  

  With Matomo, you can map out your entire funnel and track key events like conversions.

  This allows you to identify where your site visitors are having problems, where they’re exiting and other obstacles they’re facing on their journey through.

  To start, you first define what events or touchpoints you want included. This could mean :

  • Landing on your website
  • Visiting a product page
  • Adding something to cart
  • Going to checkout
  • Clicking “buy”

  Then, at each stage, you’ll see conversion rates.

  For example, if only 3% of your visitors go from landing on your website to the product page, you likely have an issue between your homepage (and other pages) and your product pages.

  Or, if you can get people to add to cart, but you rarely get people going to checkout, there’s likely a problem to fix on your add-to-cart page.

  By leveraging Matomo’s funnels feature, you get to see your entire customer journey (and where people are falling off) so you understand what you need to optimise to grow your business.

  If you’re ready to start building and optimising your customer journey today, then try Matomo for free for 21 days.

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• Make better marketing decisions with attribution modeling

  19 décembre 2017, par InnoCraft — Community, Plugins

  Do you suspect some traffic sources are not getting the rewards they deserve ? Do you want to know how much credit each of your marketing channel actually gets ?

  When you look at which referrers contribute the most to your goal conversions or purchases, Piwik shows you only the referrer of the last visit. However, in reality, a visitor often visits a website multiple times from different referrers before they convert a goal. Giving all credit to the referrer of the last visit ignores all other referrers that contributed to a conversion as well.

  You can now push your marketing analysis to the next level with attribution modeling and finally discover the true value of all your marketing channels. As a result, you will be able to shift your marketing efforts and spending accordingly to maximize your success and stop wasting resources. In marketing, studying this data is called attribution modeling.

  Get the true value of your referrers

  Attribution is a premium feature that you can easily purchase from the Piwik marketplace.

  Once installed, you will be able to :

  • identify valuable referrers that you did not see before
  • invest in potential new partners
  • attribute a new level of conversion
  • make this work very easily by filling just a couple of form information

  Identify valuable referrers that you did not see before

  You probably have hundreds or even thousands of different sources listed within the referrer reports. We also guess that you have the feeling that it is always the same referrers which are credited of conversions.
  Guess what, those data are probably biased or at least are not telling you the whole story.
  Why ? Because by default, Piwik only attributes all credit to the last referrer.

  

  It is likely that many non credited sources played a role in the conversion process as well as people often visit your website several times before converting and they may come from different referrers.

  This is exactly where attribution modeling comes into play. With attribution modeling, you can decide which touchpoint you want to study. For example, you can choose to give credit to all the referrers a single visitor came from each time the user visits your website, and not only look at the last one. Without this feature, chances are, that you have spent too much money and / or efforts on the wrong referrer channels in the past because many referrers that contributed to conversions were ignored. Based on the insights you get by applying different attribution models, you can make better decisions on where to shift your marketing spending and efforts.

  Invest in potential new partners

  Once you apply different attribution models, you will find out that you need to consider a new list of referrers which you before either over- or under-estimated in terms of how much they contributed to your conversions. You probably did not identify those sources before because Piwik shows only the last referrer before a conversion. But you can now also look at what these newly discovered referrers are saying about your company, looking for any advertising programs they may offer, getting in contact with the owner of the website, and more.

  Apply up to 6 different attribution models

  By default, Piwik is attributing the conversion to the last referrer only. With attribution modeling you can analyze 6 different models :

  • Last Interaction : the conversion is attributed to the last referrer, even if it is a direct access.
  • Last Non-Direct : the conversion is attributed to the last referrer, but not in the case of a direct access.
  • First Interaction : the conversion is attributed to the first referrer which brought you the visit.
  • Linear : whatever the number of referrers which brought you the conversion, they will all get the same value.
  • Position Based : first and last referrer will be attributed 40% each the conversion value, the remaining 60% is divided between the rest of the referrers.
  • Time Decay : this attribution model means that the closer to the date of the conversion is, the more your last referrers will get credit.

  Those attribution models will enable you to analyze all your referrers deeply and increase your conversions.

  Let’s look at an example where we are comparing two models : “last interaction” and “first interaction”. Our goal is to identify whether some referrers that we are currently considering as less important, are finally playing a serious role in the total amount of conversions :

  

  Comparing Last Interaction model to First Interaction model

  Here it is interesting to observe that the website www.hongkiat.com is bringing almost 90% conversion more with the first interaction model rather than the last one.

  As a result we can look at this website and take the following actions :

  • have a look at the message on this website
  • look at opportunities to change the message
  • look at opportunities to display extra marketing messages
  • get in contact with the owner to identify any other communication opportunities

  The Multi Channel Attribution report

  Attribution modeling in Piwik does not require you to add any tracking code. The only thing you need is to install the plugin and let the magic happen.
  Simple as pie is the word you should keep in mind for this feature. Once installed, you will find the report within the goal section, just above the goals you created :

  

  The Multi Attribution menu

  There you can select the attribution model you would like to apply or compare.

  Attribution modeling is not just about playing with a new report. It is above all an opportunity to increase the number of conversions by identifying referrers that you may have not recognized as valuable in the past. To grow your business, it is crucial to identify the most (and least) successful channels correctly so you can spend your time and money wisely.

  Learn more about Multi Channel Conversion Attribution

• GDPR compliance for Matomo’s Premium Features like Heatmaps & Session Recording, Form Analytics, Media Analytics & co

  27 avril 2018, par InnoCraft

  The General Data Protection Regulation (EU) 2016/679, also referred to as RGPD in French, Datenschutz-Grundverordnung, DS-GVO in German, is fast-approaching. It is now less than 30 days until GDPR applies to most businesses around the world on 25th May 2018. If you haven’t heard of this new regulation yet, I recommend you check out our GDPR guide which we continue to expand regularly to get you up to speed with it.

  GDPR compliance in Matomo

  We are currently adding several new features to Matomo to get you GDPR ready. You will have for example the possibility to delete and export data for data subjects, delete and anonymize previously tracked data, anonymize the IP address and location, ask for consent, and more. A beta version with these features is already available. We will release more blog posts and user guides about these features soon and just recently published a post on how to avoid collecting personal information in the first place soon.

  If you are still using Piwik, we highly recommend you update to a recent version of Matomo as all versions of Piwik will NOT be GDPR compliant.

  GDPR compliance for premium features

  InnoCraft, the company of the makers of Matomo, are offering various premium features for your self-hosted Matomo so you can be sure to make the right decisions and continuously grow your business. These features are also available on the cloud-hosted version of Matomo.

  If you are now wondering how GDPR applies to these features, you will be happy to hear that none of them collect any personal information except for possibly Heatmaps & Session Recording and the WooCommerce integration. All of them also support all the new upcoming GDPR features like the possibility to export and delete data. It is important that you update your Matomo Premium Features to the latest version to use these features.

  Making Heatmaps & Session Recording GDPR compliant

  We have added several new features to make it easy for you to be GDPR compliant and in many cases you might not even have to do anything. Some of the changes include :

  • Keystrokes (text entered into form fields) are no longer captured by default.
  • You may enable the capturing of keystrokes, and all keystrokes will be anonymized by default.
  • You may whitelist certain form fields to be recorded in plain text. However, fields that likely contain personal or sensitive information like passwords, phone numbers, addresses, credit card details, names, email addresses, and more will be always anonymized to protect user privacy. (this has always been the case but we have now included many more fields).

  How personal information may still be recorded

  Nevertheless, Heatmaps and Session Recordings may still record personal or sensitive information if you show them as part of the regular website as plain text (and not as part of a form field). The below example shows an email address for a paypal account as well as a name and VAT information as a regular content.

  

  To anonymize such information, simply add a data-matomo-mask attribute to your website :

  <span data-matomo-mask>example@example.com</span>

  You can read more about this in the developer guide “Masking content on your website”.

  WooCommerce Integration

  The WooCommerce integration may record an Order ID when a customer purchases something on your shop. As the Order ID is an identifier which could be linked with your shop to identify an individual, it may be considered as personal information. Matomo now offers an option to automatically anonymize this Order ID so it is no longer considered as personal information. To enable this feature, log in to your Matomo and go to “Administration => Anonymize Data”.

  GDPR compliance for third party plugins on the Matomo Marketplace

  The Matomo Marketplace currently features over 80 free plugins. Over 50 of them are compatible with the latest Matomo 3.X version and most of them should support Matomo’s new GDPR features out of the box. If you are concerned by GDPR and are not sure if a third party plugin stores any personal information, we highly recommend you ask the developer of this plugin about the compliance.

  You can find a link to the plugin’s issue tracker by going to a plugin page and then clicking on “Github” on the bottom right.

  

  If you are a plugin developer, please read our developer guide “GDPR & How do I make my Matomo plugin compliant”.

  The post GDPR compliance for Matomo’s Premium Features like Heatmaps & Session Recording, Form Analytics, Media Analytics & co appeared first on Analytics Platform - Matomo.