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5 Key Traits of the Best B2B Influencers

Posted on Feb 18th, 2020
Written by Lee Odden
In this article

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    Traits B2B Influencers

    Marketers are still asking, what is B2B influencer marketing? Here’s a definition I’ve been using over the past 5 years or so:

    B2B influencer marketing is activating internal and external subject matter experts with engaged networks to advocate and co-create content of mutual value that drives measurable business goals.

    As the groundswell around influencer marketing rises and becomes a normal part of the B2B marketing mix, the volume of information and misinformation on the topic also increases.

    One of the most popular questions people also ask about B2B influencer marketing focuses on what makes a good business influencer? By now we all know that popularity alone does not make someone influential. It’s certainly important, it’s just not the only thing.

    As B2B marketers mature in their understanding of the role influence plays and how the dynamic of brand content co-created with industry experts plays out with customers, they begin to realize that other factors matter. Topical relevance matters of course as well as resonance of the topic amongst an influencer’s community.

    B2B Marketing Influencers

    The intersection of individual expertise, how well that expertise resonates with followers and the size of network creates a baseline of characteristics when evaluating whether a certain influencer might be a match.

    But there’s more than that. Understanding what makes a great influencer is both art and science, soft and hard skills. The success of identifying, qualifying and engaging influencers is also directly tied to how they will be engaged and to what end.

    Some people reading this might think that influencer marketing isn’t the magic pill some are playing it up to be. There’s a reason for that, because it’s not magic. It’s more like alchemy.

    The reality is, there’s no one formula for the perfect B2B influencer, but there are some common characteristics that B2B brands should look for in varying proportions according to what’s important to a program or activation. I call those characteristics the 5Ps of B2B Influence.

    Below you’ll find a description of each trait as well as an example of a B2B influencer that represents that trait. Keep in mind, we work with MANY different B2B influencers who could be listed here and this is by no means a comprehensive list of the best B2B influencers.

    The 5 Ps of B2B Influence


    In B2B marketing, the vast majority of those considered influential possess deep expertise in the field they work in. This is a significant difference from many B2C influencers who are often self proclaimed as influential with clever media creation skills.

    As B2C influencer content and engagement tactics evolve, some are crossing over into B2B with a trickle of opportunists successfully creating influence amongst B2B audiences not solely for their expertise, but for a combination of adept social media content creation skills and some expertise. B2B marketers who do their due diligence will be able to filter accordingly.

    Kirk Borne
    Kirk Borne @KirkDBorne is Principal Data Scientist at Booz Allen Hamilton and a PhD Astrophysicist as well as a top Big Data, Data Science and AI Influencer. It’s pretty difficult to get more proficient than Kirk.


    While network size is not the only thing, nor is it the most important thing, it is definitely a metric to consider. Some marketers swing in the direction of ignoring audience size altogether because of lower engagement rates with popular influencers. This is simply foolish. All things being the same, I’ll take 2% engagement of an influencer with a million followers over 2% from someone that has 1,000 followers.

    What matters is how network size factors in with the type of influencer you need. For example, popular influencers aka “brandividuals” are often best for top of funnel content. Niche domain expert influencers are better for middle and end of funnel content. Engaging a brandividual and expecting conversions is just naive.

    Brian Solis
    Brian Solis
    @briansolis With a network of over 600,000 on Twitter and LinkedIn alone, this Digital Analyst and Anthropologist, Best-Selling Author, and Keynote Speaker is a prolific content creator and “walk the talk” thought leader with a significant and active following.


    If you’ve worked in B2C influencer marketing and been exposed to all the characters there, B2B is going to seem a bit dry. Now there are some colorful characters in the B2B influencer community, no doubt. But personality is often a trait that needs to be uncovered when you’re working with some types of business influencers.

    The good news is that savvy influencer marketing practitioners know how to plant the seeds that can grow and blossom within an otherwise introverted influencer. You don’t need them to be a colorful character, ripe with personality per se, but you do want them to connect with the passion they have with their craft and how their expertise can help others be successful.

    Tamara McCleary
    Tamara McCleary
    @tamaramccleary As both the CEO at Thulium and a top CMO, CIO, AI, IoT, Leadership, Marketing and Future of Work Influencer / public speaker, the personality Tamara McCleary brings to B2B brands in the live, video, online and audio content she co-creates is second to none.


    Content is the media that conveys the ideas of influence and while B2B influencers are not expected to produce the same types and quantity of content as in B2C, it is ideal when there’s a platform where the influencer publishes. At a minimum, that would be social networks but to be a B2B influencer, it’s most likely that also includes articles contributed to publications if not research, books and presentations.

    Keith Townsend
    Keith Townsend
    @CTOAdvisor is Principal at the CTO Advisor where he is an active blogger on enterprise IT and cloud computing topics, producer of the the CTO Advisor YouTube channel focused on Hybrid-IT/Hybrid Cloud, and the CTO Advisor podcast. As an influencer he also publishes on the top social networks and contributes articles to industry publications like TechTarget.


    The value a B2B influencer brings beyond adding expertise and credibility to brand content is the ability to share what they helped create with their network. Trust of brand content is at a low, especially with advertising. Customers yearn for authentic content and the right kind of influencer collaboration can give them that, delivered via the influencer’s own distribution channels. That means social networks for course but also potentially blogs, email newsletters, podcast, LinkedIn Live, contributed articles or columns in industry publications.

    Dez Blanchfield
    Dez Blanchfield
    @dez_blanchfield is a Chief Data Scientist / Founder and CEO of Sociaall Inc with 25 years in the IT and telecom industry. Dez maintains promotion channels across Twitter, YouTube, Podcasting, Radio, LinkedIn, Instagram, through livestream video, speaking at industry events, contributing content to industry media, publishing his own content, through forum engagement and web chats, webinars and online events.

    I know some people reading this are thinking there could be even more P’s like being Prolific, Persuasive or Passion. Yes, there could be so many more but we have to draw the line somewhere! It’s important to be able to manage the data and insights necessary to factor these characteristics into selection, qualification and engagement.

    Some of these traits will not fully reveal themselves until you work with an influencer on a few content activations. Others will fluctuate over time and that is normal. It’s important to understand that influence is a temporal thing. It is not fixed or permanent. It’s important marketers realize that before they disengage an influencer in the short term due to lower performance. The same goes for high expectations after great performance.

    Organic influencer engagement is a little dynamic and what you don’t spend on paid influencers like an ad buy you will (in part) need to invest in relationship management, education and even tips that will help the influencers be more effective.

    B2B companies need to consider what kind of relationship they want. B2B brands with high influencer churn or low performance often apply “ad buy” perspectives to a what is actually a relationship driven effort. Mismatched expectations are not helpful for anyone, so think about the 5Ps as you evaluate and nurture your influencer community. Consider where of each your ideal influencers need to score on the 5 Ps in order to be a good match for the kind of activation you have in mind.

    When there’s 5P alignment, there’s happiness: for customers, influencers and your B2B brand.

    Who are some of the best B2B influencers you’ve ever worked with? Which characteristics did you find to be the most important?