Middle of the Funnel (MOFU)

Middle-of-the-funnel (MOFU) pertains to marketing endeavors aimed at aligning products and services with visitors’ needs and challenges. Users within the MOFU stage have already engaged with your brand for nurturing purposes. From the user’s perspective, this denotes the evaluation phase wherein individuals conduct research to find solutions that best match their requirements and interests.

During the middle of the funnel, extended engagement and trust-based relationships are established with the captured audience. Marketers disseminate content to tailor products or features to the buyer’s needs, gauge their readiness to make a purchase, and guide them further along the purchasing journey.

Typical MOFU activities encompass advanced content marketing strategies, including case studies, eBooks, whitepapers, webinars, FAQs, datasheets, and demonstrations.

Characteristics of Middle-of-the-Funnel Activities

Middle-of-the-funnel content aims to engage users while providing insights to marketing and sales teams regarding users’ interests and purchasing intentions.

Thus, mid-funnel content is:

Persuasive

Educational

Targeted

Goals of Middle-of-the-Funnel Activities

Nurture leads acquired from top-of-the-funnel activities

Encourage and solidify purchase intent

Cultivate an emotional bond with audience segments to foster brand loyalty and advocate for the brand.

Most marketers seek to ascertain:

Whether the lead acquired aligns with the company’s products and services

If the lead demonstrates interest in making a purchase

By monitoring users’ mid-funnel behavior—such as their interaction with content types and topics, frequency of valuable actions, and visited pages—marketers can assess users’ product needs and provide tailored content to address them.