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88% of IT decision makersare on social networksSee the research revealing how IT marketerscan make the most of the convers...
ITDMs are very active on social networks                               88%                                              Vi...
…especially for business purposes                                      85%                                                ...
Today, social networks influence the ENTIRE decision     making process                                                   ...
LinkedIn is the preferred choice for IT decision makers                                    Social networks used for busine...
Why do ITDMs turn to social networks?                       T                      Trust                                  ...
TRUST: LinkedIn as a trusted channel to learn from      peers and connect with vendors                                    ...
EFFICIENCY: LinkedIn makes information      research faster                                                              L...
RELEVANCE: LinkedIn provides a more relevant      context to connect with vendors                                         ...
ACCESS: LinkedIn provides a broader network of      peers and experts                                                     ...
As a result of value, ITDMs incorporate LinkedIn into     their regular work routines                                     ...
ITDMs are especially active in leveraging features and tools      on LinkedIn, compared to the average professional       ...
Members want a relationship with you            7 out of 10                  members expect companies                to ha...
How are companies reaching these ITDMs on LinkedIn?
TECHNOLOGYHP: Building emotional connections with followersObjectives     Raise awareness of new brand      messages    ...
SOFTWAREHubspot: Building thought leadershipObjectives     Engage with B2B marketing      professionals     Raise awaren...
Key Take-Aways Develop a trusted presence on the most relevant channels Communicate during the entire purchase process ...
Learn how you can reach this audience on LinkedIn:marketing.linkedin.com/contact         Mike Weir         Head of Categor...
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IT Research Reveals How IT Marketers Can Get in the Social Conversation

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  • Challenge• Raise awareness of new brand messages• Deepen engagement with IT decision makers• Customize content for different audiencesSolution• Launch Display Ad campaign to highlight “Make It Matter” campaign• Create Follower Ad campaign to increase Company Page following• Reach precise audiences in 15 target markets• Use Targeted Status Updates to deliver relevant contentWhy LinkedIn?• Precise targeting during campaign and post-campaign• Highly engaged and high-level professional audience• Company Page and Targeted Status Updates offer custom design and content optionsResults• 300,000+ new followers in two months including 112% increase in CXO followers• Strong CXO engagement rate of .15%• Low follower attrition rate of 3%• Significant increase in unaided brand awareness• Followers 2.5 times more likely to recommend HP solutions
  • Challenge• Raise awareness of new brand messages• Deepen engagement with IT decision makers• Customize content for different audiencesSolution• Launch Display Ad campaign to highlight “Make It Matter” campaign• Create Follower Ad campaign to increase Company Page following• Reach precise audiences in 15 target markets• Use Targeted Status Updates to deliver relevant contentWhy LinkedIn?• Precise targeting during campaign and post-campaign• Highly engaged and high-level professional audience• Company Page and Targeted Status Updates offer custom design and content optionsResults• 300,000+ new followers in two months including 112% increase in CXO followers• Strong CXO engagement rate of .15%• Low follower attrition rate of 3%• Significant increase in unaided brand awareness• Followers 2.5 times more likely to recommend HP solutions
  • Transcript of "IT Research Reveals How IT Marketers Can Get in the Social Conversation"

    1. 1. 88% of IT decision makersare on social networksSee the research revealing how IT marketerscan make the most of the conversation. Commissioned study conducted by:
    2. 2. ITDMs are very active on social networks 88% Visit at least one social network monthly* % of ITDMs who visit each social network monthly or more** 75% 70% 47% 3* Commissioned study conducted by Forrester Consulting on behalf of LinkedIn, Q3 2012 ** LinkedIn/Research Now study of ITDMs in North America, Q3 2012
    3. 3. …especially for business purposes 85% 73% Use social networks Have engaged with for business a vendor on social 4Source: commissioned study conducted by Forrester Consulting on behalf of LinkedIn, Q3 2012
    4. 4. Today, social networks influence the ENTIRE decision making process Stages of decision making 54% 45% 46% 47% 44% Awareness Scope Plan Select Implement 74% 96% 68% 76% Increase in Increase in Increase in Increase in past 2 years past 2 years past 2 years past 2 years 5Source: Q3 2012 commissioned study conducted by Forrester Consulting on behalf of LinkedIn
    5. 5. LinkedIn is the preferred choice for IT decision makers Social networks used for business in the past year*: Among ITDMs who use at least one for business 95% 45% 44% LinkedIn Personal Social Networks Microblogs 6* Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    6. 6. Why do ITDMs turn to social networks? T Trust E Efficiency R Relevance A Access learn from quickly relevant context access a trustworthy find information to connect broader network peers (40%) with vendors (49%) (58%) (37% ) 7Source: Q3 2012 commissioned study conducted by Forrester Consulting on behalf of LinkedIn
    7. 7. TRUST: LinkedIn as a trusted channel to learn from peers and connect with vendors LinkedIn Microblogs Personal social networks 74% Allows me to learn from trustworthy 46% peers 44% 55% Provides a trusted channel for vendor 43% information 32% ITDMs who use each network 8Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    8. 8. EFFICIENCY: LinkedIn makes information research faster LinkedIn Microblogs Personal social networks 54% Enables me to quickly find 42% information 34% ITDMs who use each network 9Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    9. 9. RELEVANCE: LinkedIn provides a more relevant context to connect with vendors LinkedIn Microblogs Personal social networks 72% Provides a relevant context to connect 52% with vendors 39% 71% Surfaces insights that are relevant to 49% my needs 41% ITDMs who use each network 10Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    10. 10. ACCESS: LinkedIn provides a broader network of peers and experts LinkedIn Microblogs Personal social networks 86% Provides access to a broader network 54% of peers 54% 70% Provides opportunities to learn from 49% experts 35% ITDMs who use each network 11Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    11. 11. As a result of value, ITDMs incorporate LinkedIn into their regular work routines 75% of ITDMs visit LinkedIn monthly or more Desktop iPad 12am 1am 2am 3am 4am 5am 6am 7am 8am 9am 10am 11am 12pm 1pm 2pm 3pm 5pm 6pm 7pm 9pm 10pm 11pm 12Source: LinkedIn/ResearchNow study of ITDMs in North America, Q3 2012
    12. 12. ITDMs are especially active in leveraging features and tools on LinkedIn, compared to the average professional Compared to the average user, ITDMs on LinkedIn are: 3X more connected 4X more likely to follow tech companies on LinkedIn 60% more likely to use LinkedIn Today 13ITDMs: members in IT function, Manager+ Source: Internal data, August 2012
    13. 13. Members want a relationship with you 7 out of 10 members expect companies to have a presence on LinkedIn 14
    14. 14. How are companies reaching these ITDMs on LinkedIn?
    15. 15. TECHNOLOGYHP: Building emotional connections with followersObjectives Raise awareness of new brand messages Deepen engagement with IT decision makers Customize content for different audiencesProducts Targeted display ads Follower ads Company Page Targeted status updates Results 112% increase in CXO followers 2.5xmore likely to recommend HP solutions LinkedIn ©2013 All Rights Reserved MARKETING.LINKEDIN.COM 19
    16. 16. SOFTWAREHubspot: Building thought leadershipObjectives Engage with B2B marketing professionals Raise awareness of HubSpot’s inbound marketing expertise Set HubSpot apart from competitorsProducts LinkedIn Group Company Page Targeted status updates Results 88k+ Members for its LinkedIn Group 26k+Followers for its Company Page LinkedIn ©2013 All Rights Reserved MARKETING.LINKEDIN.COM 20
    17. 17. Key Take-Aways Develop a trusted presence on the most relevant channels Communicate during the entire purchase process Target influencers who can spread your message Provide insights that are relevant to the context Listen to when, where, and how ITDMs want to engage 21
    18. 18. Learn how you can reach this audience on LinkedIn:marketing.linkedin.com/contact Mike Weir Head of Category Development, Tech Sector LinkedIn Marketing Solutions http://www.linkedin.com/in/michaeldweir 22
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