{"id":1234,"date":"2019-03-15T13:06:07","date_gmt":"2019-03-15T12:06:07","guid":{"rendered":"https:\/\/liminal.pt\/martech-magazine\/?p=1234"},"modified":"2022-08-12T16:42:43","modified_gmt":"2022-08-12T15:42:43","slug":"amorim-cork-composites-estrategia-resultados","status":"publish","type":"post","link":"https:\/\/liminal.pt\/martech-magazine\/amorim-cork-composites-estrategia-resultados\/","title":{"rendered":"Amorim Cork Composites: da estrat\u00e9gia aos resultados"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">Utilizando a corti\u00e7a como principal mat\u00e9ria-prima para o desenvolvimento\nde um portef\u00f3lio de materiais de alta performance, a Amorim Cork Composites atua\nem 25 segmentos de neg\u00f3cio, marcando presen\u00e7a em 90 pa\u00edses.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">As propriedades \u00fanicas da corti\u00e7a, como o isolamento t\u00e9rmico e ac\u00fastico,\na elevada resist\u00eancia, elasticidade ou a leveza, permitem-lhe responder aos\nmais exigentes requisitos de diversas ind\u00fastrias, como a aeroespacial, autom\u00f3vel,\npain\u00e9is e comp\u00f3sitos, vedantes e juntas, energia el\u00e9trica, constru\u00e7\u00e3o,\nsuperf\u00edcies desportivas, pavimentos, bens de consumo, mobili\u00e1rio e cal\u00e7ado. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mas se atuar em tantos segmentos de neg\u00f3cio exige comunicar eficazmente com p\u00fablicos-alvo de diferentes perfis, como colocar a corti\u00e7a no <em>top of mind<\/em> de decisores, mais familiarizados com produtos alternativos concorrentes, em processos de decis\u00e3o t\u00e3o complexos? Considerando ainda que no contexto B2B <a href=\"https:\/\/liminal.pt\/martech-magazine\/novos-comportamentos-compra-consumidores\/\">o processo de compra \u00e9 cada vez mais influenciado pelos canais digitais<\/a>, <strong>como captar a aten\u00e7\u00e3o para as propriedades da corti\u00e7a e, sobretudo, criar autoridade online, em v\u00e1rias \u00e1reas de neg\u00f3cio?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<span class=\"embed-youtube\" style=\"text-align:center; display: block;\"><iframe loading=\"lazy\" class=\"youtube-player\" width=\"840\" height=\"473\" src=\"https:\/\/www.youtube.com\/embed\/zbSWESrXtOw?version=3&#038;rel=1&#038;showsearch=0&#038;showinfo=1&#038;iv_load_policy=1&#038;fs=1&#038;hl=pt-PT&#038;autohide=2&#038;wmode=transparent\" allowfullscreen=\"true\" style=\"border:0;\" sandbox=\"allow-scripts allow-same-origin allow-popups allow-presentation allow-popups-to-escape-sandbox\"><\/iframe><\/span>\n<\/div><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Uma estrat\u00e9gia de conte\u00fado\nsegmentada<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Para responder a estes desafios, a Amorim\nCork Composites iniciou em 2016 a implementa\u00e7\u00e3o da sua estrat\u00e9gia de marketing\ndigital.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A primeira etapa do plano de a\u00e7\u00e3o consistiu em <a href=\"https:\/\/liminal.pt\/martech-magazine\/8-termos-account-based-marketing-que-precisa-conhecer\/\"><strong>perceber quem s\u00e3o verdadeiramente os decisores durante o processo de compra<\/strong><\/a>, considerando que cada segmento de neg\u00f3cio possui a sua pr\u00f3pria cadeia de valor com interlocutores de diferentes perfis e com diferentes n\u00edveis de decis\u00e3o. Em diversos segmentos, a decis\u00e3o de compra pode ser influenciada ou prescrita n\u00e3o pela empresa que compra diretamente a solu\u00e7\u00e3o \u00e0 Amorim Cork Composites (o cliente direto), mas por outros intervenientes no processo (influenciadores e prescritores).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Para se conseguir estabelecer uma comunica\u00e7\u00e3o mais personalizada, importa assim <strong>definir quais s\u00e3o efetivamente as <\/strong><em><a href=\"https:\/\/liminal.pt\/martech-magazine\/8-termos-account-based-marketing-que-precisa-conhecer\/\"><strong>buyer personas<\/strong><\/a><\/em>. Para tal, ser\u00e1 necess\u00e1rio tra\u00e7ar meticulosamente o perfil e o comportamento digital ao longo de toda a jornada de compra.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">O <a href=\"https:\/\/liminal.pt\/martech-magazine\/como-criar-estrategia-tecnologias-marketing-vendas\/\">tipo de conte\u00fado a veicular<\/a> foi, desde o primeiro momento, o motor desta estrat\u00e9gia. Webinars, v\u00eddeos tutoriais, simuladores online, microsites, case studies, e-books, artigos tutoriais, s\u00e3o alguns dos suportes de comunica\u00e7\u00e3o digital que a Amorim Cork Composites come\u00e7ou a utilizar para criar um maior envolvimento com as \u201cbuyer personas\u201d e dar a conhecer os seus produtos e solu\u00e7\u00f5es t\u00e9cnicas.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Ao apostar num conte\u00fado interessante, \u00fatil e, sobretudo, relevante, a empresa come\u00e7ou a atrair mais visitantes ao seu site e, assim, a captar leads\/prospects, gerando maior retorno para as equipas comerciais, ao longo de todo o funil de vendas.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A introdu\u00e7\u00e3o desta nova din\u00e2mica\nentre as equipas de marketing e vendas acabou tamb\u00e9m por transformar o pr\u00f3prio\nprocesso de prospe\u00e7\u00e3o e capta\u00e7\u00e3o de novos clientes no seio da organiza\u00e7\u00e3o.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Em simult\u00e2neo, a Amorim Cork Composites desenvolveu um programa de <em>social selling<\/em>, <a href=\"https:\/\/liminal.pt\/martech-magazine\/como-criar-estrategia-tecnologias-marketing-vendas\/\">dotando a equipa comercial das ferramentas<\/a> e dos meios necess\u00e1rios para refor\u00e7ar a sua presen\u00e7a nas redes sociais. Estas ferramentas permitem ainda \u00e0 equipa comercial encontrar mais rapidamente potenciais clientes e interagir diretamente com os decisores certos, proporcionando mais oportunidades de vendas.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>O desafio da diversidade geogr\u00e1fica<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Mas h\u00e1 um outro desafio se coloca \u00e0\nAmorim Cork Composites: como comunicar eficazmente e eficientemente em mercados\ngeograficamente dispersos?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A transforma\u00e7\u00e3o digital trouxe, sem d\u00favida, grandes oportunidades \u00e0s empresas que se desejam internacionalizar e comunicar globalmente. Qualquer que seja a sua dimens\u00e3o, o marketing digital permite que todas as empresas consigam a chegar a novos e a mais clientes, mais rapidamente e com menores custos. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mas apesar de todas estas\nvantagens, a adequa\u00e7\u00e3o da comunica\u00e7\u00e3o \u00e0 cultura e \u00e0s especificidades de cada\ngeografia continua a ser um fator cr\u00edtico de sucesso.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em><strong>Think Global, Act Local<\/strong><\/em> \u00e9 um princ\u00edpio que est\u00e1 subjacente \u00e0 pr\u00f3pria estrat\u00e9gia de neg\u00f3cio da Amorim Cork Composites e que se estende obrigatoriamente \u00e0 sua estrat\u00e9gia de marketing e comunica\u00e7\u00e3o. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cada segmento tem uma estrat\u00e9gia de\nneg\u00f3cio definida globalmente, mas as especificidades de cada regi\u00e3o implicam\numa total adapta\u00e7\u00e3o no que respeita \u00e0 defini\u00e7\u00e3o do portf\u00f3lio de produtos,\ncanais de distribui\u00e7\u00e3o, e, naturalmente, \u00e0 operacionaliza\u00e7\u00e3o da estrat\u00e9gia de marketing\ne comunica\u00e7\u00e3o. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Implementar uma campanha digital na Alemanha, na R\u00fassia ou, por exemplo, na China implicar\u00e1 sempre abordagens diferentes.<\/strong> A par da diferen\u00e7a do idioma, h\u00e1 que avaliar que canais digitais se devem utilizar, em que redes sociais deveremos comunicar ou, at\u00e9 mesmo, se existem quest\u00f5es relativas a legisla\u00e7\u00e3o vigente no pa\u00eds em quest\u00e3o.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Embora todos estes condicionalismos possam ditar o sucesso ou insucesso da implementa\u00e7\u00e3o da estrat\u00e9gia de marketing digital, h\u00e1 um fator que \u00e9 incontorn\u00e1vel: <strong>\u00e9 essencial <a href=\"https:\/\/liminal.pt\/martech-magazine\/martech-contribuem-alinhamento-marketing-vendas\/\">garantir um perfeito alinhamento entre marketing e vendas<\/a>, durante todo o processo<\/strong>. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Para que haja uma total articula\u00e7\u00e3o\nentre ambas as equipas, a estrat\u00e9gia de marketing digital deve ser sempre\ndefinida tomando como ponto de partida os objetivos comerciais da empresa. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>S\u00f3 definindo metas e objetivos em comum, ser\u00e1 poss\u00edvel assegurar uma gest\u00e3o integrada dos v\u00e1rios <\/strong><em><strong>touchpoints online e offline<\/strong><\/em><strong> que impactam diretamente a experi\u00eancia do cliente.<\/strong> E assim, passar da estrat\u00e9gia aos resultados.<\/p>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<p class=\"has-text-align-center wp-block-paragraph\">Artigo escrito por: <\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/03\/Cristina-Verissimo-ACC.jpg?resize=102%2C127&#038;ssl=1\" alt=\"Amorim Cork Composites, Corticeira Amorim, LinkedIn\" class=\"wp-image-1236\" width=\"102\" height=\"127\" srcset=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/03\/Cristina-Verissimo-ACC.jpg?w=624&amp;ssl=1 624w, https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2019\/03\/Cristina-Verissimo-ACC.jpg?resize=241%2C300&amp;ssl=1 241w\" sizes=\"auto, (max-width: 102px) 100vw, 102px\" \/><\/figure>\n<\/div>\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter\"><a href=\"https:\/\/www.linkedin.com\/in\/cristinaverissimo\" target=\"_blank\" rel=\"noreferrer noopener\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"24\" height=\"24\" src=\"https:\/\/i0.wp.com\/liminal.pt\/martech-magazine\/wp-content\/uploads\/2017\/09\/social-linkedin-circular-button.png?resize=24%2C24&#038;ssl=1\" alt=\"linkedin\" class=\"wp-image-114\"\/><\/a><\/figure>\n<\/div>\n\n\n<p class=\"has-text-align-center wp-block-paragraph\">Cristina Ver\u00edssimo<br>Diretora de Marketing e Comunica\u00e7\u00e3o da Amorim Cork Composites<\/p>\n<div class=\"rtng-rating-total\" data-id=\"1234\"><span class=\"rtng-text rtng-title\">Feedback<\/span><div class=\"rtng-star-rating rtng-no-js \" data-rating=\"100\">\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"1\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"2\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"3\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"4\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"rtng-star\" data-rating=\"5\">\n\t\t\t\t\t\t<span class=\"dashicons dashicons-star-filled\"><\/span>\n\t\t\t\t\t<\/div><\/div><span class=\"rtng-text rtng-total\">5 de 5 estrelas. 3 votos.<\/span><\/div><form action=\"\" method=\"post\" class=\"rtng-form\" data-id=\"1234\"><input type=\"hidden\" name=\"rtng_show_title\" value=\"1\"><span class=\"rtng-text rtng-vote-title\">O meu feedback:<\/span><div class=\"rtng-star-rating rtng-no-js rtng-active\" data-rating=\"\"><label class=\"rtng-star\" data-rating=\"1\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"1\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"2\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"2\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"3\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"3\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"4\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"4\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><label class=\"rtng-star\" data-rating=\"5\">\n\t\t\t\t\t<input type=\"radio\"  name=\"rtng_rating[0]\" value=\"5\" \/>\n\t\t\t\t\t<span class=\"dashicons dashicons-star-empty\"><\/span>\n\t\t\t\t<\/label><\/div><noscript><input type=\"submit\" name=\"rtng_add_button\" class=\"rtng-add-button\" value=\"Rate\" \/><\/noscript>\n\t\t\t\t<input type=\"hidden\" name=\"rtng_object_type\" value=\"post\">\n\t\t\t\t<input type=\"hidden\" name=\"rtng_object_id\" value=\"0\">\n\t\t\t\t<input type=\"hidden\" name=\"rtng_post_id\" value=\"1234\"><input type=\"hidden\" id=\"rtng_nonce_button\" name=\"rtng_nonce_button\" value=\"b5f424d18a\" \/><input type=\"hidden\" name=\"_wp_http_referer\" value=\"\/martech-magazine\/wp-json\/wp\/v2\/posts\/1234\" \/><\/form>","protected":false},"excerpt":{"rendered":"<p>Utilizando a corti\u00e7a como principal mat\u00e9ria-prima para o desenvolvimento de um portef\u00f3lio de materiais de alta performance, a Amorim Cork Composites atua em 25 segmentos de neg\u00f3cio, marcando presen\u00e7a em &hellip; <\/p>\n","protected":false},"author":2,"featured_media":1238,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[34],"tags":[125,126,15,159],"class_list":["post-1234","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-transformacao-digital","tag-amorim-cork-composites","tag-buyer-personas","tag-marketing-5-0","tag-martech-talks"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Amorim Cork Composites: da estrat\u00e9gia aos resultados | Liminal<\/title>\n<meta name=\"description\" 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