Why is Search Engine Marketing important for B2B companies? Let's start with the raw numbers. In 2010, there were 100 million searches for healthcare related equipment. Of those searches, the vast majority was seeking specific answers to specific questions. Search has become a combination reference guide, phone book, and stream-of-consciousness learning tool. How does this relate to B2B Internet marketing? A recent study by research firm Mediative found that over 70% of B2B buyers begin their purchasing decisions with searches through search engines. Similarly, a study by DemandGen found that 75% of all B2B buyers enter the purchasing mindset through searches. With over half of all your prospects starting their buying process... Read More

From near obscurity, Microsoft's Bing search engine now powers 30% of online searches, according to our friends at Experian/Hitwise. This is of interest, given we still see a material number paid search buyers optimizing for "Google only." While some of our friends at Google like to say "Bing...  But It's Not Google" --Bing now represents almost one-third of searches now. With a substantial 6% increase from March 2010 to April 2010 search marketers that ignore it do so at a considerable risk. We suggest to Clients... Bing could well require more of their attention "Because It's Now Growing"Google's dominant 64.42% share of search, still produces the majority of traffic and search marketing results. That said, could the day... Read More

The latest numbers from Google show that Hospitals, Doctors and Research Facilities show no sign of slowing their use of Search Engines for research and purchases of medical equipment.   2011 Q1 Healthcare search volume topped 25 million. This suggests that today, more than ever,  end users of Healthcare products are starting their buying process the same way that many of us decide on which car we buy or vacation we take.It shouldn't come as a surprise.  While doctors,  IDNs and hospital purchasing agents buy products through traditional distribution channels,  they research products for their businesses the same way they research products and services for their personal lives.Over the last 3... Read More

Not to be outdone by their counterparts at the Google Analytics team, the Google AdWords team just announced that over the coming weeks, they will be launching a new targeting option: the ability to target tablet devices. The addition of this option will allow advertisers to create campaigns targeted specifically to tablet users and offers a more precise level of targeting than what is available now (currently, advertisers can choose to target ALL mobile devices, or target one or more of the following devices: Android, iPhone/iPod Touch, Palm webOS, and iPad).This targeting option is quite important, as shipments of tablet devices more than doubled over the last quarter, and are expected to reach approximately 50 million units in... Read More

Last week was an interesting week.  The senior leadership of Endai spent 4 days with the leadership of an innovative U.S. based manufacturer.  The conversation revolved around a common theme: End User Relationships.For more than half a century manufacturers have depended on strong relationships with distributors in order to grow their businesses.  For many manufacturers, this has been a successful business model.  There are a number of weaknesses in this model.  One in particular is the fact that the manufacturer is disconnected from the end user- the company that uses their product every day.  While some manufacturers have some contact with end users.  This relationship, for the most part is... Read More