According to a new study and analysis by Eccolo Media, with Global Marketing Insite, of U.S. C-level executives, decision makers and influencers consume a wide variety of content when considering a technology purchase.
Of the five major collateral types covered in the 2010 survey, three showed a significant decline in consumption over the last 12 months. Consumption of:
Collateral Used Within 6 Months to Evaluate Tech Purchase | |
Collateral | % of Responding Using |
Product brochures/ data sheets | 72% |
White papers | 62 |
Videos/ multimedia files | 59 |
Podcasts/ audio files | 42 |
Case studies/ success stories | 50 |
Source: Eccolo Media, October 2011 |
As new collateral types gain traction in the B2B marketing world, technology purchasers don’t appear to be abandoning any single form of collateral en masse. Instead, they’re taking advantage of a broader range of choices, says the report.
Respondents asked if they had started using any new types of collateral in the past six months, 34% said no. But among those who had recently discovered a new form of collateral for evaluating technology purchases, the numbers were quite evenly spread among all content types, both traditional and non-traditional.
28% reported that they began consulting white papers for the first time in the last six months. 24% named company Web pages as a new source of information, and 20% cited podcasts. The other seven types of collateral were clustered closely together.
Info Sources Used in Last 6 Months to Evaluate Tech Purchase | |
Source | % of Respondents Using |
White papers | 28% |
Company Web pages | 24 |
Podcasts/ audio files | 20 |
Video | 18 |
Social media sites | 18 |
Case studies/ success stories | 17 |
Blog posts | 17 |
Product brochures/ data sheets | 16 |
E-books | 16 |
Presentations | 13 |
None | 34 |
Source: Eccolo Media, October 2011 |
The influence of all collateral types is on the rise. When asked to describe the influence of a white paper on the purchasing decision, 65% of respondents rated them as “very” to “extremely influential” in 2011, as compared to 41% of respondents in the 2010 survey. When asked to compare the perceived influence of content types relative to one another, respondents still seem to regard the white paper as superior to other forms of collateral.
Collateral Content Very or Extremely Influential in Final Tech Purchase (% of Respondents) | ||
Influential Content | 2010 | 2011 |
White papers | 41% | 65% |
Case studies | 39 | 68 |
Podcasts | 44 | 67 |
Videos | 48 | 62 |
Brochures | 47 | 61 |
Source: Eccolo Media, October 2011 |
The 2011 survey marked the first time respondents were asked about the perceived influence of written collateral when accompanied by a “Share This” button for Facebook, LinkedIn, or Twitter. Of the 52% of respondents who recalled encountering these buttons, 77% said that they perceived collateral as “much more influential” or “somewhat more influential” on a social networking site
Social Sharing Button Perceived Influence on Collateral | |
Influence | % of Respondents |
Much more influential | 28% |
Somewhat more influential | 49 |
No change | 20 |
Somewhat less influential | 2 |
Much less influential | 1 |
Source: Eccolo Media, October 2011 |
The presence of a “Share This” button is in no way a claim to inherent quality or substance. However, respondents perceive the option to share as imparting some kind of value.
One-half of all local Web searches are currently performed on a mobile device. Multiple industry watchers believe that by 2014, mobile Internet usage will surpass desktop Internet usage. Survey results reveal a shift toward consuming content on the go, with 37% of respondents saying that they had consumed collateral on a mobile device. Of those respondents, 33% reported viewing content on a smartphone and 16% on a tablet.
Though mobile devices were used to view marketing content in 2011, respondents still most frequently use the desktop to view written assets by a considerable margin. Respondents read 56% of white papers, 58% of case studies, and 53% of product brochures/data sheets at the desktop, and overall reported they were more likely to print out written collateral in order to read it than to view it via a mobile device.
With the emergence of an exciting form of hybrid collateral, last year 45% of respondents said they had consumed written collateral with embedded audio and video files. That figure increased to 55% this year.
More importantly, embedding audio and video files appears to increase the perceived influence of content. 83% of respondents reported that the inclusion of embedded audio content positively or very positively affected the overall influence of the written collateral. For embedded video, the figure was even more dramatic.
Influence of Imbedded Content on Written Collateral (% of Respondents) | ||
Influence | Audio Files | Video Files |
Very positively | 27% | 32% |
Positively | 56 | 60 |
No influence | 17 | 7 |
Source: Eccolo Media, October 2011 |
The report concludes with suggestions, or “Keys to Collateral Improvement:”
For additional information, including more graphs and charts, please visit the Eccolo sign in page here for a free PDF file of the complete “2011 B2B Technology Collateral Survey Report.”