The Blind Spot in Many B2B Customer Journeys

B2B buying decisions have never been more complex. They rarely follow a straight path, involve multiple stakeholders, and span countless touchpoints. Yet, many companies still fail to reflect this reality in their content strategies.

Too often, content is focused on just one or two stages of the customer journey – typically where a purchase decision seems close. What’s missing is a consistent, end-to-end experience that engages every decision-maker at the right time and supports them throughout the entire process.

In this article, we’ll show you how to close the gaps in your customer journey with a strategic, full-funnel content architecture designed to drive results.

Guiding B2B Buyers with Relevant Content Across the Entire Customer Journey

In the B2B world, the customer journey is rarely linear. Buying decisions often stretch over weeks or even months, shaped by individual research paths and multiple decision-makers. Stakeholders jump between channels, conduct independent research, and frequently revisit earlier phases of the decision-making process.

Despite this complexity, many companies still focus their content efforts on just a small portion of the journey: product-centric materials, pricing overviews, or technical data sheets. These formats primarily support the final stages of the buying process.

What’s often missing is content that provides early-stage guidance. This includes answering initial questions, offering clarity, and highlighting business challenges during the awareness and consideration phases. These are the points where purchasing decisions begin to form. Companies that focus too heavily on the final decision phase ignore much of the actual customer journey and miss the opportunity to be seen early on as a relevant solution provider.

Content Formats Across the B2B Customer Journey

B2B buyers typically move through five stages in the customer journey: Awareness, Consideration, Decision, Retention and Advocacy. At each stage, they have different goals, information needs and expectations. This means the content must be tailored to each phase. It’s also important to keep in mind that decision-makers rarely follow a linear path. They move between touchpoints, channels and stages throughout the journey.

1. Awareness – Creating Visibility and Providing Orientation

In this early stage, the goal is to capture attention and raise awareness for relevant topics. Rather than promoting products, content should focus on current challenges, market shifts, or strategic pain points. Strong formats include practical blog articles, opinionated LinkedIn posts, or visual content such as infographics and short videos. The objective is to create relevance before a concrete need is expressed.

 2. Consideration – Making Solutions Tangible

At this point, information needs become more specific. Buyers start to explore possible solutions and evaluate providers. Content must now deliver value, explain options, and highlight differentiators. Common formats include e-books, use cases, or webinars. Comparison guides and interactive tools like configurators or ROI calculators can also be effective – provided they answer concrete questions and are easy to access. The content should be tailored to the needs of the target group and offer structured support throughout the decision-making process.

 3. Decision – Building Trust and Removing Barriers

As the purchase decision approaches, buyers seek reassurance. Unanswered questions must be addressed, and perceived risks reduced. Trust-driven content is especially effective at this stage, including customer references, live demos or consultation offers. It is critical that content is tailored to individual needs and ideally also considers the different stakeholders within the buying center.

 4. Retention – Demonstrating Real Value

The journey does not end after the purchase, especially in B2B. Customers expect ongoing support, transparency and continuous improvement. Content in this phase should aim to demonstrate the real value of the solution. Onboarding materials, how-to guides, video tutorials or webinar invitations help strengthen the relationship and reduce support demands. High-quality content ensures that a purchase develops into long-term engagement.

 5. Advocacy – Showcasing Customer Experiences

Happy customers are a powerful asset, especially when they share their stories. In this phase, the goal is to highlight real successes and actively involve customers in communication efforts. This could be in the form of website testimonials, blog interviews, or speaking engagements at events. Real-world experiences and customer insights are often more persuasive than product features. Effective content helps make these stories visible and amplifies their reach.

This stage-specific content structure lays the foundation for a well-thought-out and impactful B2B content strategy that supports the entire customer journey.

How to Effectively Plan a B2B Content Strategy

An effective B2B content strategy doesn’t start with production. It begins with clear strategic thinking. Who are your key target audiences? What challenges shape their day-to-day work? Where are they in the customer journey? And which channels are best suited to reach them?

Since B2B purchase decisions are often made by a group – from technical experts and procurement teams to end users and executives – a successful strategy must take these diverse roles into account. Content should be tailored to each stakeholder’s specific information needs. For example, technical decision-makers expect detailed product insights, while business-focused stakeholders look for clear, outcome-oriented business cases. A well-designed strategy considers these differences from the start and ensures that relevant content is delivered through the right channels at the right time.

To coordinate content and customer engagement across multiple channels, intelligent automation is key. With the EVERLEAD lead management platform, companies can automate personalized customer journeys from the first touchpoint through to the qualified lead handover to sales. This not only saves resources, but also increases the relevance of your communications and delivers measurable value.

How ALEX & GROSS Supports You Throughout the Customer Journey

As a specialist in B2B marketing and sales, ALEX & GROSS provides end-to-end support along the entire customer journey. Through in-depth journey analysis, including whitespace mapping, we uncover untapped potential and define specific content needs for each stage of the buying process. Based on these insights, we develop tailored content strategies, produce relevant formats, and manage targeted distribution across the most effective channels.

With EVERLEAD, we automate and streamline personalized customer journeys. Our solutions are flexible and can be adapted to your specific goals and to each stage of the journey – increasing relevance, improving efficiency and maximizing lead potential.

Conclusion & Recommendation

B2B buying decisions don’t happen at the end of the journey – they are shaped along the way. That’s why delivering the right content at the right moment is crucial. Engaging prospects early with relevant information builds trust, increases conversion potential and accelerates decision-making.

Our recommendation: Take a close look at your current customer journey. Identify content gaps and optimize your strategy with a partner who understands how to connect content, technology and sales.

Further reading:

• Optimizing the B2B Customer Journey: 5 Phases – 5 Opportunities | diva-e Conclusion
• Understanding the B2B customer experience and journey: A convergence-based lens – ScienceDirect
• B2B Content Mapping: A Markonverz’s Complete Guide with Top 10 Tools