B2B Influencer Marketing Strategy: How to Grow Your Brand

B2B Influencer Marketing Strategy: How to Grow Your Brand

B2B Influencer Marketing Strategy: How to Grow Your Brand

Navigating the complex waters of today’s business world requires more than just a great product or service; it demands innovative strategies to ensure your firm not only survives but thrives. Enter the realm of B2B influencer marketing, a game-changer for companies looking to cement their presence in the market. Imagine giving your sales team a turbo boost, with prospects already warmed up and ready to engage; that’s the power of working with influencers.

In this enlightening journey, we’ll dive deep into the ecosystem of B2B marketing, from its foundational definition to the strategic nuances that set it apart from B2C efforts. Prepare to explore the myriad benefits that come with hiring content creators. Plus, we’ll provide a detailed, step-by-step B2B influencer marketing strategy to facilitate seamless implementation. 

So, without further ado, let’s begin.

Understanding B2B Influencer Marketing

Dynamic business meeting with influencer marketing insights on display.

When you think of influencer marketing, the typical image that springs to mind is a celebrity or online personality endorsing food, fashion, or an electronic gadget. While these promotions target the general consumer market, what about enterprises offering services like software development, consultancy, or other business-oriented solutions? 

Here’s an eye-opening insight: A survey found that 86% of B2B brands that embraced influencer marketing with the help of a skilled outsourced agency reported positive outcomes. Moreover, 72% of them noted an enhancement in their brand reputation. [1]

Pretty intriguing, right? The real hurdle for these organizations isn’t questioning the effectiveness of influencer marketing but figuring out how to successfully implement it.

B2B influencer marketing operates as a sophisticated strategy wherein businesses enhance their visibility and offerings by collaborating with industry thought leaders and subject matter experts (SMEs). Unlike its B2C counterpart, which often focuses on immediate sales impact, B2B influencer marketing intricately weaves a narrative centered on building brand awareness and fostering deeper connections within professional networks. This approach harnesses the esteemed credibility of influential social media figures to introduce brands to relevant new audiences in a manner that feels genuine and engaging.

B2B vs. B2C Influencer Marketing: Key Differences

An image depicting an influencer promoting a product to a B2B and B2C audience.

Let’s go further and examine the specifics that distinguish B2B from B2C influencer marketing.

AspectB2B Influencer MarketingB2C Influencer Marketing
Buying ProcessInvolves a longer, more complex cycle with multiple decision-makers. Typically more impulsive, with decisions made by individuals. 
Relationship BuildingCenters on developing deep, long-term relationships. Campaigns aim to influence a group of stakeholders throughout the buying process.Often characterized by shorter-term, more transactional interactions aimed at immediate engagement and sales.
Content ComplexityRequires content creators with deep industry knowledge who can effectively communicate technical information and provide valuable insights.Content is generally more straightforward, focusing on lifestyle appeal and emotional connection.

Benefits of Implementing a B2B Influencer Marketing Strategy

Working with influencers unlocks a suite of unique advantages, setting it apart from conventional marketing tactics. Let’s dive into these distinctive benefits and understand how they can significantly scale your business.

1. Establishing Trust and Credibility

In the realm of B2B, where outcomes carry weight and choices undergo intense scrutiny, the backing of respected figures holds considerable sway. Partnering with such authorities lends your brand the gravitas of experienced experts, hastening the establishment of trust with potential clients. This calculated step positions your products or services as endorsed and reliable, elevating your brand as the top pick for discerning business clientele.

2. Amplifying Brand Awareness

Leveraging social media personalities allows you to tap into new audience pools with precision. These individuals bring your brand into the spotlight within specialized communities, ensuring your message is heard by those most likely to benefit from your solutions. Hence, this exposure not only increases your brand’s visibility but also ensures it resonates with an audience primed for your message.

3. Fueling Lead Generation

The targeted nature of influencer collaborations promises a stream of high-caliber leads. Endorsements from influential creators act as a beacon, attracting professionals already interested in your brand’s offerings. This method ensures that incoming leads are not only plentiful but are also more inclined to engage further, increasing the likelihood of conversion.

4. Revitalizing Content Marketing Strategies

Influencers are adept at crafting compelling narratives that capture attention. To this end, integrating their expertise into your content strategy injects a fresh perspective, making your material more relatable and engaging. Whether through insightful blog posts, dynamic webinars, or interactive social content, these partnerships enrich your content landscape, making your brand a go-to resource in your field.

5. Fostering Enduring Partnerships

Beyond immediate gains, B2B influencer marketing lays the groundwork for lasting collaborations. These relationships, rooted in shared interests and mutual benefits, evolve into a robust network of brand advocates. Over time, this network becomes a cornerstone of your marketing efforts, continuously amplifying your brand’s reach and influence.

Types of B2B Influencers

The B2B influencer universe is diverse, with each member playing a distinct role in amplifying a brand’s message. From industry leaders setting trends to customers sharing real stories, let’s look at the different types and their impact on your strategy.

1. Industry Experts

These are the thought leaders and SMEs with years of experience and deep knowledge in specific fields. They often contribute to industry publications, speak at conferences, and are active on professional networks like LinkedIn. 

Examples include professionals like:

  • Seth Godin: A renowned author and speaker on marketing and leadership, Seth’s insights are highly sought after in the business world.
  • Brené Brown: Known for her research on management, courage, and vulnerability, Brené’s work influences organizational culture and leadership strategies.

2. Content Creators

Specializing in creating high-quality, informative content, these influencers are adept at breaking down complex industry topics into accessible formats. They might run popular blogs, YouTube channels focused on business-related topics, or podcasts discussing trends and strategies. 

Examples include:

  • Neil Patel: A digital marketing expert who specializes in crafting SEO and online marketing blogs for marketers worldwide.
  • Ann Handley: A pioneer in digital marketing and content creation, Ann’s contributions have significantly impacted the development of modern marketing strategies.

3. Social Media Influencers

Social media influencers have mastered the art of engaging professional audiences on platforms like LinkedIn, Twitter, and Instagram. They share business news, profit and loss data, and initiate discussions that foster a sense of community among their followers.

Some notable mentions include:

  • Gary Vaynerchuk: His insights on social media strategy and business hustle are popular among many notable professionals and businesses.
  • Liz Ryan: As the CEO and Founder of Human Workplace, Liz’s LinkedIn posts on leadership, careers, and the new-millennium workplace resonate with many professionals.

4. Customer Advocates

Customer advocates are genuine fans of your brand who share their positive experiences with their network. Their authentic endorsements can influence their peers more effectively than traditional advertising.

7 Steps to Build a Winning B2B Influencer Marketing Strategy

Crafting a B2B influencer marketing strategy requires a structured approach to ensure alignment with your business goals and efficient use of resources. Here are seven essential steps to guide you through this process:

1. Establish Clear Objectives and KPIs

Start by clearly defining what you aim to achieve within the B2B landscape with your campaign. Whether it’s increasing brand awareness or generating leads, having clear objectives will guide your search for the right influencers. Also, determine influencer marketing KPIs that will measure the success of these objectives, such as engagement rates within professional circles, quality of leads generated, or the level of interaction in industry-specific discussions. This clarity will direct your search towards influencers who can effectively contribute to these goals.

2. Allocate Your Resources Wisely

Budgeting goes beyond mere numbers; it’s about the smart allocation of resources to maximize impact. Consider the scope of your campaign, potential ROI, and how to distribute funds across content creation, influencer compensation, and promotional activities. Remember, a well-planned budget is your blueprint for a sustainable strategy.

3. Scout for the Right Voices

With your B2B objectives in hand, the next strategic step involves a targeted search for influential figures within your niche. While LinkedIn serves as a prime platform to identify professionals with a commanding presence in your field, don’t overlook other channels where your audience seeks industry insights, such as sector-specific forums, YouTube for in-depth reviews, or Twitter for real-time discussions. 

Look for profiles that not only have a robust following but also demonstrate deep knowledge and have an interactive following. Contact them with a personalized message expressing your interest in collaborating. For a more streamlined process, you can refer to our guide, which talks about the 10 best influencer outreach tools in the market.

4. Identify the Right Type of Content

Here is the type of content that works best for B2B influencer marketing:

Content TypeDescription
Sponsored Blog PostsArticles promoting products/services with valuable insights.
Ebooks and GuidesIn-depth resources co-created with influencers, establishing thought leadership.
Guest Blog PostsCross-promotional articles to tap into new audiences.
WebinarsCollaborative online seminars leveraging influencer expertise for interactive audience engagement.
Social Media TakeoversInfluencers manage your brand’s social accounts for a period, offering fresh content and perspectives.
PodcastsDiscussions featuring or hosted by social media personalities that provide deep dives into industry topics.


5. Cultivate Genuine Connections

Shift the focus from transactional interactions to fostering genuine relationships. Approach influencers with the mindset of building a partnership based on mutual respect and shared goals. Engage with their content, understand their audience, and present how a collaboration can be mutually beneficial. This foundation of trust and respect is key to a successful long-term strategy.

6. Educate and Empower Your Influencers

Once you’ve onboarded influencers, equip them with deep insights into your brand, products, and the problems you solve. The more they understand your mission and values, the better they can convey your message authentically. Consider creating an influencer toolkit that includes product samples, brand guidelines, and key messages to help them craft content that aligns with your objectives.

7. Embrace a Culture of Continuous Learning

Influencer marketing in the B2B space is an evolving landscape. Adopt an attitude of continuous improvement, regularly reviewing campaign performance against your KPIs and staying abreast of industry trends. This not only helps in refining your strategy but also ensures your influencer partnerships remain dynamic and productive.

Supercharge Your B2B Influencer Marketing Strategy With The Influencer Marketing Factory

The Influencer Marketing Factory logo.

If you’re on the lookout for a partner to elevate your B2B influencer marketing strategies, The Influencer Marketing Factory is your go-to ally. We’re not just any ordinary company; we’re a full-service influencer marketing powerhouse dedicated to transforming your vision into reality. From the initial brainstorming of your brand’s goals and KPIs to the handpicking of social media personalities and thorough campaign analysis, we’ve got you covered every step of the way.

We have a global presence and a talented team spread across major cities like Los Angeles, Chicago, London, and Madrid, ensuring we bring a world of insights and strategies to your doorstep. But what truly sets us apart is our commitment to excellence, as evidenced by our five-star Glassdoor rating, features in top-tier publications, and recognition as finalists in The Drum Marketing Awards USA. Our media gurus, savvy campaign managers, and digital marketing aficionados are at the forefront of influencer marketing, ready to secure a robust ROI for your enterprise.

But we don’t stop at brands. We’re equally dedicated to empowering content creators with lucrative brand deals and PR opportunities, boosting their visibility in the digital realm.

Still on the fence? Let our success stories do the talking:

  • Our strategy for BenQ Portable Projector involved leveraging 49 content creators to make a splash on Instagram, resulting in 1.2 million story impressions and 3500 shares among over 3 million followers.
  • For Sony Music’s TikTok campaign, we partnered with 12 influencers to captivate an audience of 19.9 million followers, achieving 8 million interactions and securing 1.2 million likes, showcasing our ability to engage and enchant on a grand scale.

Kickstart your influencer journey now

Partner with The Influencer Marketing Factory to leverage our extensive network of premium influencers. Streamline your campaign management from inception to conclusion, and attract your desired audience with compelling and engaging content.


As we close this guide, it’s evident that B2B influencer marketing holds the key to unlocking new realms of brand engagement and industry authority. The journey from strategy to execution requires insight, precision, and a focus on genuine connections. For brands poised to take their B2B marketing to new heights, The Influencer Marketing Factory offers the partnership you need. 


  1. https://www.searchenginejournal.com/86-of-b2b-brands-find-success-with-influencer-marketing/460207/#close