How to master demand generation in mature B2B markets

Demand generation is a critical component of any successful marketing strategy, especially in the B2B space. It involves creating awareness and interest in your products or services to drive new business. However, when operating in mature markets, demand generation can present unique challenges.

High competition, market saturation, and increasingly discerning customers require a more nuanced approach. In this blog, we will explore strategies and insights for mastering demand generation in mature markets, helping your business stay competitive and continue to grow.

Understanding mature markets

To effectively generate demand in a mature market, it's essential to understand the environment you're operating in. Mature markets are characterized by a high level of competition and market saturation, where most potential customers are already using existing solutions. These markets often see slower growth rates, and customers tend to be more informed and selective about their choices.

Recognizing these characteristics is the first step toward developing strategies that can effectively drive demand. Innovation and differentiation become crucial in these scenarios, allowing you to stand out in a crowded marketplace.

Key challenges in mature markets

Operating in mature markets comes with its own set of challenges that can hinder demand generation efforts.

1. Market saturation and competition: With numerous competitors offering similar products or services, standing out becomes increasingly difficult.
2. Decreased customer responsiveness: Customers in mature markets are often bombarded with marketing messages, leading to reduced engagement and responsiveness.
3. Evolving customer expectations and needs: As markets mature, customer needs and expectations evolve, requiring businesses to continuously adapt and innovate.
4. Difficulty in finding new market segments: Identifying and targeting new customer segments can be challenging as the market becomes more saturated.

Understanding these challenges is essential for developing effective strategies to overcome them and successfully generate demand in mature markets.

Strategies for effective demand generation

To address the unique challenges of mature markets, businesses need to adopt a variety of strategies. These strategies should be aimed at differentiating your brand, engaging customers, and leveraging technology to enhance marketing efforts.

1. Deep market research and customer insights

Demand generation should also start with your customers. In order to do it right, you need to understand them. Here’s how:

• Conducting thorough market research helps you understand current trends and customer behaviors. This involves gathering data on market conditions, competitor activities, and customer preferences.
• Leveraging data analytics allows you to gain deeper insights into customer preferences and pain points. This information can be used to tailor your marketing efforts more effectively.
• Creating detailed customer personas helps in tailoring your marketing messages to resonate with specific segments of your target audience.

By focusing on deep market research and customer insights, you can create more targeted and effective demand generation campaigns.

See our blog: The value of qualitative research to learn more.

2. Content marketing and thought leadership

Your content matters –both your organic content and the content in your demand generation campaigns. Here’s how:

• Developing high-quality, relevant content that addresses customer needs positions your brand as a valuable resource. This includes blogs, whitepapers, webinars, and industry reports.
• Establishing your brand as a thought leader through consistent content marketing efforts builds trust and credibility. Sharing insights, trends, and expertise can help you become a go-to source in your industry.
• Using storytelling to create an emotional connection with your audience can make your content more engaging and memorable.

Effective content marketing and thought leadership can help you attract and retain customers by providing them with valuable information and insights.

Learn about persona-driven content strategies in B2B marketing on our blog.

3. Account-Based Marketing (ABM)

By focusing on ABM, you can create more personalized and effective demand generation campaigns that resonate with high-value prospects. Here’s how:

• Targeting specific high-value accounts with personalized marketing efforts ensures that your resources are focused on the most promising leads.
• Building relationships with key decision-makers within target accounts can help in creating tailored marketing messages that address their specific needs and challenges.
• Coordinating sales and marketing teams to create a seamless customer experience enhances the effectiveness of your ABM efforts.

See more on the power of ABM here.

4. Innovative product positioning and differentiation

It’s important that you’re getting your positioning right so your target audience understands your product and what you’re offering. Think about “what’s in it for them”. Here’s what you should be doing:

• Highlighting unique features and benefits of your product can help you stand out in a crowded market. Clearly communicate what sets your product apart from the competition.
• Repositioning your product to address unmet needs or new use cases can help in attracting new customers. Identify gaps in the market and tailor your offerings to fill those gaps.
• Showcasing customer success stories and case studies demonstrates the value of your product and builds credibility.

Innovative product positioning and differentiation are key to standing out in mature markets and attracting new customers.

5. Leveraging technology and automation

There are plenty of tools out there to help you monitor your campaigns, analyze your performance and provide customer insights –make sure you leverage them. Here’s what to consider:

• Utilizing marketing automation tools allows for personalized and timely communication with your audience. Automation can streamline your marketing efforts and improve efficiency.
• Implementing CRM systems helps manage and analyze customer interactions, providing valuable insights that can inform your marketing strategies.
• Using AI and machine learning for predictive analytics and customer segmentation can enhance your ability to target and engage the right customers.

Leveraging technology and automation can significantly enhance the effectiveness of your demand generation efforts.

6. Partnerships and collaborations

Strategic partnerships and collaborations can help you reach new audiences and enhance your demand generation efforts. Here’s how:

• Forming strategic partnerships with complementary businesses can expand your reach and create new opportunities for demand generation.
• Collaborating with industry influencers and thought leaders can help increase your brand's visibility and credibility.
• Participating in industry events and trade shows provides opportunities to showcase your products and connect with potential customers.

7. Continuous optimization and testing

Continuous optimization and testing are essential for maintaining the effectiveness of your demand generation strategies. Here’s why:

• A/B testing different marketing strategies and tactics allows you to identify what works best for your audience. Continuously testing and optimizing your campaigns can improve their effectiveness.
• Analyzing campaign performance provides insights into what is working and what needs improvement. Use this data to make informed adjustments to your strategies.
• Staying agile and adapting to changing market conditions ensures that your demand generation efforts remain relevant and effective.

Continuous optimization and testing are essential for maintaining the effectiveness of your demand generation strategies.

Examples: Demand generation in mature markets  

To illustrate the effectiveness of these strategies, let’s look at some real-world examples:

Example 1: Early in its development, Slack struggled with messaging. Initially marketed as a “team communication tool,” users found it difficult to understand its value. After refining its messaging to focus on “making work simpler, more pleasant, and more productive,” Slack saw a significant increase in user adoption and engagement.

Example 2: We worked with a SaaS client whose initial messaging was too technical and failed to connect with their target audience. By conducting a messaging audit and focusing on the benefits rather than the features, we helped them craft a clearer, more compelling message that resonated with their audience, leading to increased engagement and conversions.

Remember, it’s important to understand your customers in your market so you can position your business effectively and use the right messaging. Learn more about messaging and positioning here.

Make demand gen a success for your business  

Mastering demand generation in mature markets requires a strategic approach that addresses the unique challenges of these environments. By focusing on deep market research, content marketing, ABM, innovative product positioning, leveraging technology, forming partnerships, and continuous optimization, you can create effective demand generation campaigns that drive business growth.

Clear messaging and strong positioning are essential for any B2B SaaS company aiming to succeed in today’s competitive market. Regularly reviewing and adjusting your strategies ensures they remain effective and aligned with market conditions.

If you’re struggling to diagnose whether you have a messaging or positioning problem, our team at PipelineRoad is here to help. Reach out to us!