B2B brands aren't won in the pitch room. They're won long before it.

Cos Mingides, Co-Founder and Head of Effectiveness at True, writes for The Drum on why the traditional B2B marketing playbook – clearer value props, better funnels, more detailed explanation – is no longer fit for purpose.

The data is stark. 68% of B2B buyers already have a preferred vendor before the buying process begins. And 86% of the time, that vendor wins. The decision isn't made in your sales cycle. It's made in the months of fragmented touchpoints that precede it.

The brands that win aren't the ones who explain themselves better. They're the ones the market already knows, likes, and feels safe choosing. Fame isn't a vanity metric – it's the mechanism that reduces perceived risk and makes decisions easier to justify internally.

For commercially accountable CMOs under pressure to prove marketing's business impact, this reframe matters. Brand isn't the soft stuff. It's the commercial risk mitigation strategy you haven't fully invested in yet.

Read the full article on The Drum.