Connect the Dots Blog


If you’re a B2B marketer your customer isn’t changing…they’ve changed. Today they hear about your products differently, learn about your products differently and most importantly make the decision to buy your products differently than they used to. Led by the explosion of digital communications the change in buyer behavior has hit B2B sales and marketing like a ton of bricks. So why the accelerated pace? And more importantly, what can you do to catch up?

It was only a matter of time before the way people buy at home became the way people buy at work. The rapid change in B2B buyer behavior started with a gradual, psychological shift in consumer buyer behavior. Led by the launch of Amazon.com in 1995 and the thousands of other e-commerce sites that followed, people started shopping online, usually buying low risk items like books, shoes and toys. They did their own research, decided what to buy and who to buy it from – all on their own. In the end they saved time, saved the hassle and liked the sense of empowerment and control the web provided. As they became more comfortable online their confidence grew. They became so confident that they started buying big ticket items like computers and TV’s and even cars online. They are now carrying that behavior to the office, but instead of buying books and shoes they are buying everything from parts to big ticket items like bulldozers and MRI machines.

There’s no denying it, your customer has changed. Now it’s time for you to adapt. Here are a few tips to help you get started:

• Stop annual planning, start iterative planning. In today’s business environment it’s hard enough to plan for next week, how can you possibly plan for next December? At Fullhouse we’re working with our clients to develop and activate a series of 90-day plans. Our mantra is “if it can’t be done in 90 days it’s not in the plan”. Forrester calls it “Adaptive Brand Marketing” and they encourage a “test and learn” approach where the best ideas get funding in real time.

• Be a customer for a day. Try and find part number 4270B on your website. Call the 800 number you list for technical support. Find your local distributor and give them a call. Attempt to buy something from your company. Document and share your experiences, and then take what you learn and fix all the little things that will create a great customer experience.

•  Use social media to “eavesdrop” on your customers. Once you’re comfortable engage them in dialog and see what happens. Can’t find your customers? Check out your competitors…you might find them there!

• Identify and tear down the barriers to selling - they’re everywhere. Pick some low hanging fruit, put them into a 90-day plan and get them done. The sense of satisfaction you feel will be energizing, and the impact on the bottom line will be noticeable.

Give it a try. When you adopt an agile, iterative approach to understanding and meeting your customer’s needs you’ll likely have a customer for life. Don’t and one day you might find them posting pictures of their recent purchase in the “new deliveries” section of your competitor’s Facebook page. And then all you’ll be left with is a search for the “dislike” button.
 


Fullhouse uses web and mobile analysis and recommendations in our strategy and planning and testing. We research and update this information on a quarterly basis. In conducting our research we found that no single source had all the information we were looking to gather and that non of the sources were completly accurate as they each just track a fraction of a percent of all internet traffic. So, we've compiled information from a number of reputable sources and have averaged them for each area we are reporting out on. Following you will find recommendations for:

1.0  :  Desktop Browsers

Core List of Recommended Desktop Web Browsers

United States: Internet Explorer 7, 8 and 9, Firefox 3.6 and 4.0, Chrome 11, Safari 5 Mac

Worldwide: Internet Explorer 7, 8 and 9, Firefox 3.6 and 4.0, Chrome 11

 
Desktop Web Browser Share - Q2 2011

Other Considerations

Internet Explorer 6 – IE6 has dropped to below 5% in the U.S. and Worldwide, and has been removed.

Chrome – Google releases major version updates much more frequently than other browsers (five in 2010), and has the fastest update conversion rate, quickly replacing old versions with the newest releases.

Mac Browsers – Current versions of Firefox, Chrome & Safari are all available for Mac; however, only Safari shows more than insignificant use on the Mac, likely because it comes preinstalled on all Mac computers.

Testing Approach for Multiple Browsers – The primary focus of testing with different browsers is to verify page integrity, appearance of fonts, images etc. When multiple browsers are supported for an application we recommend full functionality testing on the most common browser (IE 8), and for the remainder of the browsers:

  • Validate basic functionality
  • Generate error messages to validate display
  • Validate visual elements (such as photos)
  • Submit forms
  • Pop-up blocker

U.S. Desktop Browser Share, June 2011

2.0  :  Desktop Screen Resolutions

Recommended Screen Resolution: Most websites should be built to support a resolution of 1024x768 to cover a large percentage of user traffic.

Recommended Width for Website Content: While website widths up to 1004 pixels are acceptable, 960 is recommended as it does not carry any risk of horizontal scrollbars, and is a widely accepted standard for a 1024 pixel wide resolution.

Recommended Height for Content “Above The Fold”: An average of 190 vertical pixels of a user’s screen are devoted to toolbars, browser chrome and user interface elements. The remaining space is visible in the browser window when a page first loads. This space is considered “Above the Fold.” For a screen with a height of 768 – our recommended target resolution – the “Fold” is 578 pixels tall, measured from the top of the page.

 
Desktop Screen Resolution Usage – Q2 2011

Other Considerations

Mobile Devices – Screens with a resolution below 800x600 are considered mobile devices, and are not included in this data. The Other/Unknown data may be partially represented by mobile devices that do not report a resolution, but may also include desktop computers reporting unusual or erratic data.

3.0  :  Desktop Operating Systems

Core List of Recommended Operating Systems

United States: Windows 7, Windows XP, Windows Vista, Mac OS X

Worldwide: Windows XP, Windows 7, Windows Vista, Mac OS X

 

Desktop Operating System Usage – Q2 2011

Other Considerations

Testing on non-recommended OS – We will add additional OS to our testing plans by client request. For example, when testing Miller applications, the Miller Technographics guidelines should be followed which include Macs.

Testing Approach for Multiple OS – For most projects at Fullhouse, we execute our full suite of tests using the Windows XP operating system. Additional OS are tested in the following situations:

  • Applications with locally installed components: Testing on additional operating systems is recommended when something integral to the application is installed on the user’s workstation. This can be the application itself, or a component used by the application. This includes CD, DVD, screen savers, wallpaper.
  • Websites: The majority of web applications do not require multi-OS testing. In the following situations, testing on multiple OS would be considered:
    • if there is a download to the OS
    • if a browser needed as a part of multi-browser testing requires an OS other than XP to operate.

4.0  :  Mobile Web Use

Mobile Web Use As a Percent of Total Web Use

While desktop browsers still serve a vast majority of web users, mobile devices are quickly gaining momentum. Nearly all of these devices run one of the primary Mobile Device Platforms (Android, iOS, & Blackberry). Unlike older mobile devices that could only display very rudimentary content such as WAP or limited HTML, all recent versions of these platforms support full HTML rendering, and can scale down and zoom in on desktop-sized websites for a better experience on the small screen. Still, it may make sense to build a mobile-targetted site to complement a client’s existing desktop site.

Adobe Flash Plug-in
Install-Base – Q2 2011 (StatOwl)

Other Considerations

Flash Support on Mobile Devices – Flash content is not supported on iPhone, iPad or iPod Touch, and support among other mobile devices is limited or non-existent. When viewed on one of these unsupported devices, Flash content does not appear, so use of Flash components should be avoided, or alternate content should be available, if mobile viewing is a concern.

5.0  :  Mobile Web Platforms

Core List of Recommended Mobile Web Platforms

All current versions of the major mobile platforms’ browsers render using the WebKit engine, so HTML & CSS rendering should be very similar across devices; however, until more data is available, it is recommended that mobile sites be tested using these mobile OS/browser versions to cover a large percentage of mobile user traffic.

Target OS for Mobile Sites for Handheld Devices – iOS 4.0, Android 2.2, Blackberry 5.0

 

Mobile Device Platform Share
– Q2 2011 U.S. Mobile Platform
Share, June 2011

Mobile Web Platforms – OS Version Fragmentation

Mobile
Platforms – OS Version Fragmentation – Mid 2011

Other Considerations

Smartphones vs. Mobile Devies – Although share among the top 3 smartphone platforms are close (Android 29%, iPhone 22%, BlackBerry 14%), when other connected devices such as tablets and iPod Touch are considered, iOS still has a significant lead over the competition. If targeting only ‘pocket’ devices, excluding tablets but including iPod Touch, the share for Android and iOS are nearly identical (29% and 31%, respectively).

Data Relevance – Data is based on website visits to sites tracked by StatCounter. This may not give an accurate view of actual mobile device user-base, since it does not track offline or native app use.

HTML5 Support – iOS (formerly iPhone OS) has supported HTML5 since its introduction in June 2007. Android and Blackberry added HTML5 support with their version 2.0 and 5.0 releases, respectively, in late 2009.

Native vs. HTML5 Apps – HTML5 apps have much broader compatibility with mobile devices on all platforms than native apps. Unless there is a specific need for functionality beyond what is supported by HTML5 (such as 3D gaming, physics engines, etc.), HTML5 should be considered as an alternative to native app development for the broadest compatibility with users.

6.0  :  Mobile Screen Resolutions

Recommended Screen Resolutions for Mobile Devices

Most mobile websites should be built to support a resolution of 320x480 (or 480x320 in landscape orientation) to cover a large percentage of mobile user traffic.

 

Mobile Device Screen
Resolution Share – Q2 2011

Other Considerations

Mobile Screen Determination – Resolutions considered mobile are simply those resolutions under 800x600. Some mobile devices, such as iPhone 4, iPod Touch 4th Gen, iPad and other tablets are not included in this data set, as their resolutions are higher than 800x600. The data may also include non-mobile hardware with low resolutions. Unfortunately more accurate data was not available at the time of this report.

7.0  :  Tablets

Core List of Recommended Tablets

Target OS for Mobile Sites for Tablets – iPad on iOS 4.2.1

 
Tablet Market Share – May 2011

Other Considerations

Tablets and iPad Competition – The iPad has a clear first-mover advantage in the tablet market, but competing devices running Android and BlackBerry, many with better spec sheets than the iPad, have been coming to market quickly and may disrupt Apple’s dominance, though any major threat has yet to materialize.

Tablets: Mobile or Desktop? – Based on their screen size and resolution, tablets may be grouped together with desktops, rather than mobile devices; However, because they run the same mobile OS as their smaller siblings they have been considered mobile devices for the purpose of this report.

8.0  :  Flash Player

Recommended Flash Player Versions

The following recommendations were created based upon data gathered from available data and previous experience developing Flash sites.

Recommendation for Websites – For Flash applications that do not require version 10, version 9 is recommended in order to reach a wider audience.

Recommendation for Kiosks / Other – Flash version can be determined by the project team and or client. For usage data to help in making this decision see tables below.

 
Adobe Flash Plug-in Install-Base
– Q4 2010 (Adobe) Adobe Flash Plug-in Install-
Base – Q2 2011 (StatOwl)

Other Considerations

Data Accuracy – Data is provided from two sources, Adobe and StatOwl, to provide a more accurate view of Flash player install-base. Data from Adobe is generally higher than other sources, bringing into question the validity of the methodology used to collect data; however, since no worldwide data was available from other sources, both sources have been included.

Data Timeliness – More recent data was not available at the time of this report.

Flash vs. HTML/Javascript – HTML and JavaScript are supported in all modern browsers, while Flash requires a plug-in. By utilizing javascript libraries such as jQuery and MooTools, some functionality that was only possible in Flash just a few years ago can now be replicated without the need for a plug-in. In addition, Apple does not include any support for Flash in the iPhone, iPad or iPod Touch, and support among other mobile devices is limited or non-existent. When viewed on one of these unsupported devices, Flash content does not appear. Unless there is a specific need for functionality beyond what is supported by Javascript, such as 3D gaming, physics engines, or other advanced interactivity, HTML should be preferred over Flash for the broadest compatibility with users across all devices.

9.0  :  Email Clients

Core List of Recommended Email Clients

Because of the diversity in email clients, we recommend analyzing each individual client’s mailing list to gain the most accurate information, since results can vary greatly depending on a client’s demographics. If no information is available, emails should be tested using these clients to cover a large percentage of users.

Email Clients: Outlook 2003/2000/Express and 2007, iOS 4, Hotmail, Yahoo! Mail, Apple Mail 4, and Gmail

 
Email Client Market Share – Q2
2011

Core List of Guidelines For Designing HTML Emails:

No Background Images: Several of the major email clients do not display background images; because of this, emails should be designed with only solid colors behind text, unless the text will be cut as part of an image. This means no gradients behind text, either.

Leave Extra Space For Text: Because fonts render at slightly different sizes in different email clients and web browsers, be sure to leave a few extra pixels below all text in the email. If the Photoshop file has graphics too close to text, it may ‘break’ the email when it’s displayed as HTML.

Max Width: 600px: Sticking to a maximum of 600 pixels wide gives good results in desktop and web-based preview panes, and your design should still be readable when scaled down for mobile devices.

 

Core List of Guidelines For Coding HTML Emails:

Supported Inline CSS: color, font, font-family, font-style, font-variant, font-size, font-weight, text-indent, text-decoration, text-align, line-height, letter-spacing, text-transform, table-layout, border-collapse, border, background-color . Any other CSS elements may be rendered inconsistently or ignored completely in different email clients, and should generally be avoided.

For a comprehensive list of guidelines, see www.campaignmonitor.com/design-guidelines

 

Other Considerations

Lack of Image/HTML Support – Email clients are recorded when images are loaded within an email. Some email clients block external images by default (Outlook 2007, Gmail), or are not capable of displaying HTML email at all (older Blackberry models, non-smartphones). As a result these are not reported. On the other hand, some clients display images by default (Outlook 2000, iPhone). This could give an inflated weighting over clients that need user interaction to load images, or are not capable of loading images at all.

Outlook 2000/2003/Express vs. 2007/2010 – All 3 older versions of Outlook used the same rendering engine (based on Internet Explorer 6), so there is no need to test more than 1 of those 3 versions. Outlook 2007 and 2010, however, utilize the rendering engine from Microsoft Word, which has even less css support than the older versions.

Big Movers – Apple had major gains in both iOS devices and their desktop Mail application, mostly at the expense of Outlook, Yahoo! Mail and Hotmail, which all had significant declines in usage over the previous period. These trends are expected to continue, along with Android’s ascent as more of their smartphones get into users’ hands.

Longer Trend Period – Note that the time span between reported values is 2 years, whereas in most other metrics in this report it is only 3 months.

Sources

StatCounter – StatCounter was chosen as the primary source of data due to its large sample pool (15 billion pageviews per month collected from across the StatCounter network of more than 3 million websites), and its reporting of both U.S. and worldwide data. http://gs.statcounter.com/faq#methodology

Adobe / Millward Brown – The Millward Brown report on Flash install-base data is the most widely cited source, but that may be due to its availability on Adobe’s website. Adobe owns the technology behind Flash, which leads to questions about the methodology used, and whether it’s the best way of collecting Flash browser install-base data. adobe.com/products/player_census/methodology/

StatOwl – StatCounter was chosen for Flash data due to its large sample pool (an average of 28 million unique visitors per month to the network of web sites that they collect data from), and as an impartial source for Flash install-base data. http://statowl.com/about_our_data.php

NetApplications – NetApplications was chosen for its unique availability of mobile screen resolution data, and due to its large sample pool (over 40,000 websites, with approximately 160 million unique visits per month). http://marketshare.hitslink.com/faq.aspx

Chitika – Chitika was chosen for its unique availability of iPhone & iPad iOS version breakdowns. Chitika for Advertisers provides the ability to show ads within the Chitika Network of 80,000+ publisher sites that receive over 201+ Million unique users per month. http://chitika.com/advertisers

Android – Android.com provides data about the relative number of active devices running a given version of the Android platform. http://developer.android.com/resources/dashboard/platform-versions.html

BlackBerry – Blackberry.com provides data about the relative number of active devices running a given version of the BlackBerry platform. http://us.blackberry.com/developers/choosingtargetos.jsp

CampaignMonitor – CampaignMonitor reports 50,000 customers in 100 countries using their software. They don’t share more specific information on number of emails sent, but their customers include Facebook, Twitter, eBay, and Apple to name a few, hinting at a very large recipient base. http://www.campaignmonitor.com/customers