Creating content that resonates with B2B audiences has always been a challenge. However, seasoned marketing expert Christine Elliot appears to have cracked the code. In a recent episode of the B2B Marketing Exchange Podcast, she shared insights from her decades of experience at the forefront of the industry.
One of the key themes Elliot discussed was the importance of moving beyond a heavy focus on branding and instead shifting toward crafting compelling narratives that address audience needs directly.
Bringing Campaign Narratives To Life
Elliot’s experience with a resource-constrained campaign during her tenure at Ernst & Young (EY) exemplified this approach. Faced with limited resources and a global website migration, Elliot and her team created a narrative around “tax transformation” — a topic their research indicated was underrepresented in the market.
The campaign relied on a four-pronged strategy: Content strategy, email marketing, landing page development and demand generation. By curating existing EY materials and building a cohesive storyline, the team successfully brought the tax transformation narrative to life in a way that was both compelling and accessible.
The Power Of Content Curation & ‘Less Is More’
A cornerstone of the campaign was its focus on content curation and the “less is more” approach. Instead of inundating their audience with a flood of materials, Elliot’s team carefully selected and organized content to support the overarching narrative.
Elliot explained, “You need to look for meaningful content that you have and depending on what type of company you work for, it’s usually all thought leadership. There’s not enough content related to demand, and it doesn’t help you tell a story very quickly.”
This curated approach streamlined the audience experience and allowed the team to maximize existing resources. Elliot emphasized the importance of understanding organizational content and creatively repurposing it to support specific campaigns.
Engaging The Audience Through Innovative Content Formats
Innovative content formats also played a significant role in audience engagement. Recognizing that traditional long-form formats like white papers might no longer resonate, Elliot’s team explored alternatives such as E-books and podcasts.
However, Elliot noted that the success of these formats depended on audience preferences. She stressed the importance of understanding target customers and their content consumption habits rather than blindly following trends.
Connecting With The Audience On A Personal Level
At the heart of these strategies was a commitment to demand generation and audience connection. Elliot’s team worked to lay the groundwork for future lead generation, even if it wasn’t the immediate goal.
“We put a box right at the top of the page that said, ‘I want more information about’—not ‘contact us’ yet, but they could contact us. And then we listed all the key issues we knew we could help our clients with,” Elliot shared. “The very first form fill we received was from a global tax and transformation leader at a $4 billion company. You couldn’t ask for a better target audience, and it was an existing client.”
Sharing Expertise & Driving Growth Through Content Strategy
As Elliot moved into the next chapter of her career, she expressed enthusiasm for sharing her expertise and helping organizations navigate the evolving B2B marketing landscape.
“I’m so passionate about content strategy and how it drives demand and, more generally, growth and revenue through marketing,” Elliot said. “I’ve spent much of my career helping businesses build, optimize or transform their marketing teams.
By focusing on audience-centric storytelling, strategic content curation, and innovative engagement tactics, Elliot demonstrated how marketers could cut through the noise and forge meaningful connections with their customers, ultimately driving real business impact.
