Learn from the Microsoft marketing strategy to increase leads for your company

  • What you can learn from the Microsoft marketing strategy 
  • 91% of B2B marketers use content marketing
  • Exploring the Microsoft Stories website showcasing internal stories with branded content
The Microsoft marketing strategy should be a reference for any technology company looking to promote its products or services. Microsoft are one of the most successful tech firms of all time, and although their success comes from many things, their approach to marketing – and content marketing in particular – has played a huge part in their dominance.

Microsoft were one of the pioneers of ‘content marketing‘, which is an approach to marketing that focuses on providing high-value content to visitors to your website.

So, let’s see what B2B technology companies can learn about this content-heavy approach to PR and communications from the Microsoft marketing strategy.

What is the Microsoft marketing strategy?

The Microsoft marketing strategy is centered on blogging and content creation. The company has countless blogs running on the separate websites of their many different products. These blogs sometimes include latest product updates, guides and ‘how-to’ articles to using Microsoft products, as well as more personal and inspirational stories about Microsoft and their customers. They also offer online ‘TV’ channels which include interviews and Q&As with leading Microsoft developers and employees.

Back in 2004, Microsoft launched the first major corporate blog. If we go back even further it was a certain Mr. Bill Gates that coined the phrase “Content is king” in 1996. Fast forward 20 years and you’d have to say he was (and still is) right! Nowadays it’s far more difficult to find a company that doesn’t blog rather than one that does. So why does content resonate so much with all of us?

Simply, we all love a good story. People want to know more about the people working at company X, they want an insight into a brand, they want to know what happened at their favourite event, what the guest speaker had to say, who attended and why.

And the reason Microsoft and so many other companies, both big and small, do it? It’s their chance to reach an ever growing audience, and ultimately entice a consumer to do business with them. It’s their chance to say, “hey, we know about the industry, we’re innovative, and while your reading, here’s something great about us and our products/services/people”.

(We recently asked if the traditional ‘blog’ is dead. Find out why we were asking and what we discovered here). 

Microsoft marketing strategy

Don’t they just sell Word?

While many just think of Microsoft as Office, Windows, Bill Gates, or the the Xbox, Microsoft’s focus on marketing – and content marketing in particular – has helped support, grow and sustain their success in the face of some pretty stiff competition.

And the success of the Microsoft marketing strategy is still very much in evidence today. In June 2015 LinkedIn revealed their top 10 most influential global brands. Scoring their content marketing efforts, Microsoft beat Google, Forbes, hp, IBM and others to claim top spot. Rising from 4th place in 2014, what were the contributing factors that helped them take the number one spot?

  • 99% of employees are actively sharing content
  • 99% of employees are publishing company updates
  • 97% of employees are publishing long-form content

“Stories, stories, stories” – a case study of the Microsoft marketing strategy

Back in 2013, Microsoft introduced Microsoft Stories. This beautifully simple website, showcases internal stories with branded content. Its purpose was clear – ‘Get an inside look at the people, places and ideas that move us’. Stories was inspired after rejection from journalists. After pitching an idea that failed to generate any interest, the company decided it was good enough that they’d just use it themselves. As a result, 88 Acres was born. Steve Wiens, Managing Editor for Microsoft Stories had this to say:

“It sparked an awareness in us that we have a way to tell stories about Microsoft from the inside that is, in some ways, more compelling than the folks on the outside”

The company’s Manager of Storytelling, Ben Tamblyn has a pretty refreshing view:

“Product makes a pretty crappy story. By leading with the story behind the product, you get a far more interesting narrative that people can wrap their arms around.”

With Microsoft Stories, we have another example of the Microsoft marketing strategy being just right when it comes to content marketing – it’s valuable, it’s interesting and it’s engaging.

Content Marketing and Microsoft Partners

For many Microsoft Partners, content marketing can quite often be pushed to one side. Not because those companies don’t see the value, but largely due to a lack of resources, a lack of time, or a lack of expertise. Jon Buscall, head of Moondog Marketing, hit the nail on the head:

“Content marketing is a commitment, not a campaign”

Our advice? While we agree with Jon, we also think that this commitment should start with small steps. With 57% of B2B marketers saying producing consistent content will be their biggest struggle, this is far from being an uncommon challenge.

Getting started with your content marketing is often the hardest part. So look to create an internal calendar, create your own deadlines and get that first blog, newsletter or case study written. Once you start, document your ideas and plans, and turn those ideas into a strategy. With a strategy, however small, in place, you can then look 3 – 6 months down the line, and create content marketing campaigns that really work for you.

So whether it’s a product or service you’re offering, good content marketing should provide value and aim to tell a story. As 18-year Microsoft veteran Steve Clayton puts it“We are in the business of good stories, that’s all”. And so should you.

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Aidan Danaher

Aidan Danaher

Aidan was the very first employee at Fifty Five and Five, and now spends his days managing a wide range of our client accounts.