The LinkedIn B2B Playbook
The channel B2B still under-uses.
LinkedIn is no longer optional for B2B — but being present and winning are two different things. This 2026 Edition covers the single most consequential decision (founder-led vs brand-led), the three-layer system (founder, employee, Company Page), the content formats the current data supports, the comment strategy most companies ignore, employee advocacy done without the cringe, Thought Leader Ads, and a measurement framework built for how B2B actually buys — including the dark-social influence platform tools miss.
- 01Pick Your Lane: Founder-Led vs Brand-Led
- 02The Three-Layer LinkedIn System
- 03Content Formats That Still Work
- 04The Comment Strategy Nobody Talks About
- 05Employee Advocacy Without the Cringe
- 06Paid Amplification: Thought Leader Ads
- 07Measuring Pipeline Impact
- 08The 90-Day Rollout Plan
- 09Common Mistakes & Quick Reference
Hotseat is a strategy-led digital agency across Cape Town, London and Amsterdam. The team has run campaigns for Under Armour, ASICS, Knight Frank, Hey Dude and more — the guides package the systems they use every day.
