B-to-b lead generation takes a social turn

Dell made headlines last year when it announced it had raked in $6.5 million in sales through promotions on Twitter. At the time, most of the coverage focused on Dell’s direct to consumer products, such as laptops, software and accessories. Yet, Dell’s b-to-b marketing team says it too is finding success in leveraging social media to develop leads for its enterprise technology sales team – a group that sells green computing, virtualization and IT solutions to major corporations.

Rishi Dave, Dell’s senior manager of online marketing for its large enterprise group, says the company found particular success in its own branded social communities. For example, the Delltechcenter.com site allows current and prospective customers to interact with other customers, as well as Dell technical experts.

see full article at: B-to-b lead generation takes a social turn – DMNews.