Executive Summary

1. Introduction

Overview

Definition

2. Strategic Overview

Market Dynamics And Segmentation

Market Sectors

Total Industry Value And Growth

B2b Advertising

Table: Advertising Expenditure On Business And Professional Magazines And Directories At Constant Prices (£m And %),-2007

B2b Direct Marketing

Table: The Total Uk Market For Direct Marketing By Channel By Value At Current Prices (£m And %), Year Endingst December

Table: Direct Marketing By Type Of Activity By Value At Current Prices (£bn And %), Year Endingst December

Table: Uk B2b Direct Marketing Expenditure By Channel By Value At Current Prices (£m), And

Conferences

Exhibitions

Corporate Hospitality

Total Value Of B2b Marketing

Table: The Estimated Total Uk Market For B2b Marketing By Sector By Value At Current Prices (£m),

Industry Developments

B2b Best Practice Alliance

B2b Marketing Agency Survey

Competitive Structure

Advertising

B2b Awards

The B2b Marketing Awards

Marketing Trade Publications

Table: Abc-audited Marketing Magazines By Net Circulation Size,-2007

Trade Fairs And Conferences

Trade Fairs

Cmp Information

Technology For Marketing And Advertising

Reed Exhibitions

International Direct Marketing Fair

Centaur Exhibitions

Online Marketing Show

Rising Media (germany)

Search Marketing Expo — Smx London

Incisive Media

Online Information

Conferences

Centaur Conferences

Transforming Public Sector Communications

Marketing Week Nma Interactive Summit

Brands Summit

Marketing & The Olympic Games

Data Protection

Data Training For Marketing Teams

Haymarket Events

B2b Marketing Success

Successfully Integrate Online And Offline Marketing

Search Marketing Conference

Number Of Uk-based Companies

By Industry Group

Table: Number Of Uk Vat-based Enterprises By Industry Group,

By Turnover

Table: Number Of Uk Vat-based Enterprises By Turnover Sizeband And Type Of Business (£000, Number And %),

By Vertical Sector

The Automotive Sector

Biotechnology And Pharmaceuticals

Construction

Education And Training

Electronic And It Hardware

Financial Services

Food And Drink

Household Goods, Furniture And Furnishings

Legal Services

Leisure And Tourism

Motorsport

Public/private Partnerships

Software And Computer Services B2b

Telecommunications

Mobile Telecommunications And Data

Internet And Broadband Services

Third-generation Services

Market Forecasts

Economic Forecasts

Table: Forecast Uk Rate Of Inflation (%),-2011

B2b Marketing Forecasts

Table: The Forecast Uk Market For B2b Marketing By Value At Current Prices (£m),-2012

3. B2b Marketing Agencies

Background

Table: Top B2b Marketing Agencies By B2b Gross Income (£m, %, Number And Rank), †2006/2007

Market Size

Industry Trends

Marketing Activity

Awards For B2b Marketing

The British Interactive Media Association Awards

The Connect Awards

The Dma Awards

The Idm Facet Awards

The Marketing Society Awards For Excellence

Precision Marketing Response Awards

Distribution

4. Marketing Channels

Background

Table: Company Telephone Numbers Registered To The Corporate Telephone Preference Service (number And %),-2007

Market Size

Table: Uk Estimated B2b Direct Marketing Expenditure By Channel By Value At Current Prices (£m And %),

Table: Most Popular Disciplines And Services (% Of Respondents),

Channel Profile — E-mail Marketing

Table: The Biggest Challenge To E-mail Marketing (% Of Respondents),

Table: Five Highest Priority Areas For E-mail Marketing Improvement (% Of Respondents),

Table: E-mail Marketing Objectives (% Of Respondents),

Table: E-mail Usage Among E-mail Services Provider Clients (% Of Respondents), Fourth Quarter

"top Tips For E-mail Marketing Success

Channel Profile — B2b Mailings

Table: Uk B2b Direct Mail Response Rates By Industry Sector (% Of Mailings), And

Table: Uk B2b Response Direct Mail Rates By Action Requested (% Of Mailings), And

Table: Uk B2b Direct Mail Responses When Used Alongside Other Media (% Of Mailings), And

Channel Profile — Digital Media

Online Advertising

Table: B2b Advertising Revenue By Format (average %),

Search-engine Optimisation

Sector Focus — Integrated Marketing

Distribution Of Channels By Industry

5. Data Providers

Background

Permission-based Marketing

Market Size

Competitive Structure

List Owners

Table: Top B2b List Owners By Volume Of Names Traded In (million),

List Brokers

Table: Top B2b List Brokers By Volume Of Names Traded In (million),

List Managers

Table: Top B2b List Managers By Volume Of Names Traded In (million),

Industry Trends

Database Tools

Data Security

Marketing Activity

Distribution

6. An International Perspective

Introduction

Market Developments

Table: Future Marketing Approaches (% Of Respondents), August And January

Competitor Environment

Information Sources

Central Intelligence Agency

European Commission — Eurostat

Organisation For Economic Co-operation And Development

Direct Marketing Association

7. Pest Analysis

Political Factors

Economic Factors

Social Factors

Technological Factors

8. Industry Dynamics

Industry Research

Interviewees

Gary Brine, Chief Executive Officer/founder, Gyro International Ltd

Kim Cook, Product And Marketing Manager, Thomson Directories

Joel Harrison — Editor, B2b Marketing Magazine (also On Dma B2b Council)

Annette Holmes — Managing Director, Prospect Swetenhams Ltd And Market Monitor Ltd

Iain Lovatt — Managing Director, Blue Sheep Ltd

Shane Redding — Owner Of Think Direct Ltd And Co-founder Of Cyance Ltd

John Stanton, Chairman Of Association Of B2b Agencies And Joint Managing Director Of Base One Group

Questions And Answers

1. "what Are The Three Main Concerns Facing B2b Marketing Practitioners Today?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

2. "what Are The Three Main Trends You Are Seeing In B2b Marketing?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

3. "which Are The Leading Channels For B2b Marketing?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

4. "how Has This Changed Over The Past Years?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

5. "are There Any Differences In The Way Different Vertical Sectors Use B2b Marketing Channels?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

6. "how Can B2b Marketers Address The Problems That Exist Between Marketing And Sales And Marketing And Procurement?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

7. "what Are The Three Main Functions Of B2b Marketing (e.g. Lead Generation, Brand Awareness, Relationship Development, Etc.)?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

8. "to What Extent Is B2b Marketing Addressing Environmental Issues?"

Gary Brine

Kim Cook

Joel Harrison

Annette Holmes

Iain Lovatt

Shane Redding

John Stanton

9. Company Profiles

Overview

Base One Integrated Marketing Communications Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

Blue Sheep Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

Cyance Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

Gyro International Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

The Mission Marketing Group Plc

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

Prospect Swetenhams Ltd/market Monitor Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Future Company Developments

Silver Bullet Publishing Ltd

Corporate Strategy

Strengths And Weaknesses

New Product Development

Brand Development

Innovations

New Research

Appointments

Distribution

Future Company Developments

10. The Future

Market Developments

Market Forecasts

Table: The Forecast Uk Market For B2b Marketing By Channel By Value At Current Prices (£m),-2012

12. Further Sources

Associations

Publications

Government Sources

Other Sources

Bisnode Sources