S
Softechinfra Team
Author
June 28, 202512 min read
Marketing
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B2B social media has matured from "nice to have" to essential demand generation channel. Our social media marketing team has seen companies generate significant pipeline through strategic social presence—but only when they move beyond promotional broadcasting to genuine value creation.
89%
B2B Buyers Research on Social
4x
Higher Engagement with Employee Posts
62%
Execs Check LinkedIn Before Meetings
75%
Buyers Influenced by Social Content
Platform Strategy
LinkedIn: The B2B Essential
LinkedIn remains the primary B2B social platform. With 900M+ professionals and increasingly sophisticated content formats, it's where business conversations happen.
Thought Leadership
Long-form posts, articles, and newsletters that establish expertise
Employee Advocacy
Team members amplifying company message with authentic voice
Data-Driven Content
Original research, benchmarks, and insights that earn attention
Targeted Advertising
Precision targeting by job title, company, industry, and skills
- Algorithm insights for 2025:
- Personal posts outperform company page posts by 3-5x
- Comments in first hour significantly impact reach
- Native content (no external links) gets better distribution
- Carousel/document posts see high engagement
YouTube: Long-Form Authority
YouTube for B2B: YouTube is the second-largest search engine. Educational B2B content has massive organic reach potential and creates evergreen assets that drive leads for years.
- High-performing B2B content types:
- Tutorial and how-to videos
- Product deep-dives and demos
- Webinar recordings (repurposed)
- Customer success stories
- Thought leadership interviews
Twitter/X: For Tech and Real-Time
- Best for tech communities and real-time industry conversations:
- Technical announcements and launches
- Industry commentary and trends
- Community engagement
- Direct conversations with prospects
Emerging Platforms
- Consider based on your audience:
- Threads - Growing platform for casual professional content
- Industry communities - Slack groups, Discord servers, niche platforms
- Podcast platforms - Executive visibility through appearances
- Reddit - Specific subreddits for technical audiences
Content Strategy Framework
Content Pillars (3-5 Themes)
Industry Expertise
Solution Insights
Customer Success
Company Culture
- Example pillar breakdown for a B2B SaaS company:
- 1. Industry expertise (40%) - Market trends, best practices, thought leadership
- 2. Solution insights (25%) - How-to content, feature education, use cases
- 3. Customer success (20%) - Case studies, testimonials, results
- 4. Company culture (15%) - Team spotlights, behind-the-scenes, values
Content Types That Perform
| Content Type | Platform | Engagement Level | Lead Potential |
|---|---|---|---|
| Original research/data | LinkedIn, Twitter | Very High | High |
| How-to tutorials | YouTube, LinkedIn | High | Very High |
| Executive insights | Very High | Medium | |
| Customer stories | All platforms | Medium | Very High |
| Behind-the-scenes | LinkedIn, Instagram | High | Low |
| Industry commentary | Twitter, LinkedIn | High | Medium |
Content Calendar Framework
- Weekly cadence example:
- Monday: Industry insight/thought leadership
- Tuesday: How-to/educational content
- Wednesday: Company/culture content
- Thursday: Customer story or case study
- Friday: Week recap or lighter content
Monthly themes align content with campaigns, product launches, or industry events.
Executive Presence
"Your executives are your most valuable social media asset. People follow people—not logos. An executive with consistent, valuable content builds more trust than any company page ever could."
Why Executive Presence Matters
Implementation Approach
1
Interview and Extract Insights
Regular 30-minute sessions to capture the executive's perspectives, stories, and expertise. Record and transcribe for content mining.
2
Draft in Their Voice
Create content that sounds like them—use their phrases, opinions, and communication style. Authentic voice matters more than polish.
3
Manage Engagement
Monitor comments, draft replies, and flag important conversations. Executives approve but don't need to handle day-to-day engagement.
Employee Advocacy Program
Employee content extends reach and adds authentic voices:
Content Library
Pre-approved content employees can share or customize
Clear Guidelines
What to share, what to avoid, how to add personal perspective
Training
Help employees build their personal brand while supporting company goals
Recognition
Celebrate top advocates and share success metrics
- Benefits:
- Extended organic reach (10x company page alone)
- Authentic voices that resonate more than corporate messaging
- Employee engagement and pride
- Recruiting support through visible culture
Paid Social Strategy
LinkedIn Advertising
- Sponsored Content - Native ads in feed (highest reach)
- Message Ads - Direct InMail to targeted prospects
- Lead Gen Forms - In-platform conversion (higher completion rates)
- Retargeting - Website visitors, video viewers, engagement
- Targeting capabilities:
- Job title and function
- Company name, size, and industry
- Skills and group membership
- Seniority level
LinkedIn CPCs are High: Expect $5-15 per click for B2B audiences. Focus on high-intent content (demos, consultations) rather than low-value conversions to maintain positive ROI.
Budget Allocation Guidance
| Objective | Recommended % of Budget | |-----------|------------------------| | Brand awareness | 20-30% | | Content promotion | 25-35% | | Lead generation | 35-45% | | Retargeting | 10-15% |
Engagement Strategy
Community Building
Engagement matters more than follower count:
The 4-1-1 Rule
- For every 6 pieces of content:
- 4 pieces of educational/value content
- 1 piece of soft promotion (case study, event)
- 1 piece of direct promotion (product, demo)
Measurement Framework
Metrics by Objective
Awareness Metrics
Reach, impressions, share of voice, follower growth rate
Engagement Metrics
Engagement rate, comments, shares, click-through rate
Lead Metrics
Leads generated, CPL, lead quality score, MQL conversion
Revenue Metrics
Pipeline influenced, deals sourced, revenue attribution
Attribution Approach
Social media influences deals even when it's not the last touch:
Common Mistakes to Avoid
The 5 B2B Social Sins:
1. Broadcast mode - Posting without engaging; social is two-way
2. Inconsistency - Posting for 2 weeks, then disappearing for a month
3. All promotion - Every post is about your product; provide value first
4. Platform mismatch - Spreading thin across irrelevant platforms
5. Ignoring community - Not responding to comments or DMs
1. Broadcast mode - Posting without engaging; social is two-way
2. Inconsistency - Posting for 2 weeks, then disappearing for a month
3. All promotion - Every post is about your product; provide value first
4. Platform mismatch - Spreading thin across irrelevant platforms
5. Ignoring community - Not responding to comments or DMs
Related Resources
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Social MediaB2B MarketingLinkedInMarketing StrategyLead Generation