This is a good article via destinationCRM about a recent report from Laura Ramos of Forrester Research on the role of social media and the like in B2B marketing entitled "Making Social Media Work in B2B Marketing."
I think it's a good write up and consistent with some of the things I have experienced as I have tried some of the new tools and techniques available. Of the many good nuggets, I think this one is very telling both in terms of the challenge and stage of maturity of these tools:
Although 25 percent of respondents say that they think
social networks and online communities help to build brand awareness,
they can't connect these tactics to the sales pipeline, which remains a
barrier to adoption.
social networks and online communities help to build brand awareness,
they can't connect these tactics to the sales pipeline, which remains a
barrier to adoption.
Venture Vice 