Government contractors and technology vendors selling to government agencies are still trying to size up the policies of the new Trump White House and what they will mean for the products and services they sell to government. But the change in Administration does not change the fact that reaching government decision makers requires more creative marketing campaigns than ever before.
Your B2G competitors are not confining themselves to traditional marketing tactics such as press releases, white papers and trade show booths. Here are 4 campaigns they are executing that is delivering a leg up on the competition.
Innovative go-to-market campaigns. What questions are your target decision makers trying to answer when they search for technology solutions, whether it’s for cyber, data analytics, cloud or mobile? Bluetext recently developed and delivered a comprehensive branding and go-to-market campaign for a cyber security leader focused around the concept of their hunting solution. The campaign included images of cyber practitioners and executives asking a series of critical questions indicating a need for the client’s proactive approach to cybersecurity hunting – with the objective of locking in on customer pain points through the questions they might ask when searching for solutions.
Virtual reality can lead to real government contracts. For all of the noise surrounding virtual reality in the consumer market, it has emerged as an effective platform for storytelling with technology companies targeting decision makers in the government and enterprise markets. Bluetext’s founders have been pioneers in emerging technology and user experience for nearly 20 years, crafting stories and experiences that resonate with the conceptual target and solve real business challenges. With client Varonis, virtual reality enabled their marketing team to navigate a complex customer landscape and to share the Varonis story and product to a wider audience using innovative technology. The Varonis Digital Briefing Center launched at a big conference many of their existing and prospective customers attended, and enabled Varonis to scale their demos concurrently by 6x, differentiate in a global trade show, and drive traffic to their booth.
Digital briefing centers continue to mature. Budgets remain a challenge for the public sector, which impacts the ability of government contractors and technology vendors to get their products and services in front of decision makers. Digital briefing centers ensure prospective customers have access to a similar experience as they would if they were interacting with the vendor in-person at the corporate offices or potentially a conference/trade show environment. For client CSC, Bluetext built a Digital Briefing Center virtual experience where clients and CSC’s entire ecosystem could come to learn about CSC’s key technology conversations across its target verticals.
Bluetext designed a virtual office building where each floor represents a specific vertical industry, and visitors learned about CSC’s key solutions and experience across cloud computing, big data, applications, cyber security, and mobility. While not specific to the government market, it is indicative of how “stickier” digital experiences are reshaping how existing and prospective customers interact with content.
3D and interactive experiences for leaders. To drive user engagement and leads, forward-thinking B2G companies are looking beyond white papers and webinars and towards immersive user experiences. Bluetext client NJVC was looking for a powerful new message as well as an immersive experience to engage and inform its global audience. Bluetext delivered a cutting-edge user experience that merged 3-D interactive design with thought leadership content marketing.
With 1,300 IT professionals deployed globally supporting 200+ sites on six continents, NJVC is the partner of choice for federal agencies, commercial clients and large and small businesses. The NJVC experience is integrated into a responsive Mission CrITical campaign microsite designed to enable users to easily access the content that best aligns with their needs. Bluetext also recently collaborated with XO Communications to develop a 3D “Etherverse” experience placed prominently in the site to drive user engagement and leads.
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