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Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
Part 2   Winning Minds and Markets with Thought Leadership Webinars
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Part 2 Winning Minds and Markets with Thought Leadership Webinars

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Webinars are a top B2B marketing tactic, but rather than simply doing a one-off webinar, you should consider a multi-webinar strategy for ongoing success. …

Webinars are a top B2B marketing tactic, but rather than simply doing a one-off webinar, you should consider a multi-webinar strategy for ongoing success.

In this 2-part series, I examine emerging and global brands that have developed a winning thought leadership webinar series and then go behind the scenes for a look at the metrics and methods that made them work.

In Part 1, I focus on the "why" of this topic and reveal the benefits of a series over a "1-off" webinar, provide 3 actual case studies of B2B and SMB outcomes, and share best pracites and lessons learned.

In Part 2, I drill down into the "how" by discussing how 2 well known technology companies, (Intel and GE) created Care Innovations, and how they leveraged thought leadership to establish a new category and capture sales leads.

I also cover off on 6 key metrics for delivering predictable outcomes, and close off with some planning tips to pull it all together.

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  • Title Slide
  • Intro for Joe to set up Mike

    Mike Agron, a good friend of CMI, is a webinar demand generation expert and is also the co-founder and executive webinar producer for WebAttract.

    WebAttract is a professional services organization that helps sales and marketing professionals associated with global and emerging brands as well as media publishers, excel at using webinars for demand generation…and with less hassles.

    Mike who normally resides in Sacramento, is in NY today, so welcome from the Big Apple.

    Thanks Joe.

    Joe – So Mike, what is today going to be about?

    CUE – Advance slide for Mike to review what’s in Part 1 and Part 2 and what we want people to walk away with.


  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • Mike
  • Mike
  • Mike
  • Mike
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • 15
  • MENG - How to Transform Your Webinar Into the Content Marketing Gift That Keeps on Giving
  • .
  • 12/30/2014
  • More competitors in front of the same prospect – tougher sales to close and wider geographic market
    Turnover in dealership sales departments makes long-term customer relationships evaporate and disappear


    CUE for Mike to advance slide:
  • 27
  • Gathered intelligence on each person who was in the service drive and could approach them even though they bought 6 mos ago, could be ripe for a new purchase?
    On Saturday, different attitude, have all sales/service people on Saturday, would sell between 2-4 vehicles on a Saturday, not be backs, someone comes in with no intention to buy a car
    Another benefit, people come in and want to get rid of it, with histories and no mysteries, and you can buy it on the spot and have confidence it’s been well maintained, shortage of used cars in the market and not competing to buy it against 4 other guys at an auction
  • MENG - How to Transform Your Webinar Into the Content Marketing Gift That Keeps on Giving
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • MENG - How to Transform Your Webinar Into the Content Marketing Gift That Keeps on Giving
  • 33
  • MENG - How to Transform Your Webinar Into the Content Marketing Gift That Keeps on Giving
  • Both audio and video performance are enhanced by using the fastest speeds available

    From “packet loss” with audio to latency with video,

    Go to human choosing best speaker devices and demo
  • 36
  • Managing the Webinar Life Cycle - Citrix & Content Marketing Institute 12.1.11
  • 38
  • MENG - How to Transform Your Webinar Into the Content Marketing Gift That Keeps on Giving
  • Mike
    Remember your building a relationship, albeit virtual….

    Valuable info can be gathered Before, During and After the webinar to get into a sales conversation

    Tip ; What do you want to learn?

    These metrics along with a solid methodology, bets practices will provide a level of predictability on your outcomes….

    Advance…….to get under the hood
  • Hold for a few seconds, then advance to describing the 6 key metrics,
  • Mike –
    Note that these are only for the actual webinar, and don’t factor in other important metrics such as measuring your email campaigns opens, bounces , unsubscribes, etc.

    There are actually many other metrics you can capture, but let’s focus on these 6 key ones for now.

    Joe – Can ask a question what are some of the other info you can capture….?

    Adv to show a quick slide on Bonus for GTW Users on where to get reports
  • Mike –
    Note that these are only for the actual webinar, and don’t factor in other important metrics such as measuring your email campaigns opens, bounces , unsubscribes, etc.

    There are actually many other metrics you can capture, but let’s focus on these 6 key ones for now.

    Joe – Can ask a question what are some of the other info you can capture….?

    Adv to show a quick slide on Bonus for GTW Users on where to get reports
  • Mike
    This was a very technical subject and audience….and was for 90 minutes rather than our usual 60 minutes..

    We had a peak audience of 378, so 80% is about 302

    Review key metrics

    Note 87% were still on at Q/A

    Advance….to How Do You Know If You’re on track….
  • Mike
    This was a very technical subject and audience….and was for 90 minutes rather than our usual 60 minutes..

    We had a peak audience of 378, so 80% is about 302

    Review key metrics

    Note 87% were still on at Q/A

    Advance….to How Do You Know If You’re on track….
  • HP

    Response rate = 42%
    Positive Rating = 98%

    This tells you that the audience overall found value in the webinar content with 98% giving it a positive rating, AND, 42% of them took the time to weigh in AFTER the webinar was over, as mentioned 25% -45% is a great range and this was a the top of it!

    Advance to Metric #5 Audience Retention….
  • Mike
    This was a very technical subject and audience….and was for 90 minutes rather than our usual 60 minutes..

    We had a peak audience of 378, so 80% is about 302

    Review key metrics

    Note 87% were still on at Q/A

    Advance….to How Do You Know If You’re on track….
  • Mike
    Begin to segment your leads and be sure to start your follow up within 24-48 hours after the webinar, specially with the ones that want more info

    Advance to summary….

  • Mike
    Let’s look at what we can learn about each person who registered and or attended……..

    What’s really cool about this data is that you can connect with your prospects by knowing a little about them making for a warmer conversation then simply trying to sell them something….

    Advance to segmenting your leads…
  • Mike-

    80% were Fresh New Sales Leads, lot’s of buzz on topic, was promoted over social media channels and clients website…….

    Leveraged initial investment to have more 1:1 conversations for the clients sales reps……

    Adv…to benchmarks…
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • Mike
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • CMI – Citrix - WA Part 1- Supercharging Your Webinar Demand Generation Outcomes5.22.13
  • Transcript

    • 1. June 26, 2013 Toll-free: 1 877 309 2074 Access Code: 500-415-841 Supercharging Your Webinar Demand Generation Outcomes Part 2 From Show to Sale: Winning Leads With Webinars
    • 2. Hi, I’m Joe Pulizzi (@joepulizzi) September, 2013
    • 3. CMI teaches marketers how to own their media channels to attract and retain customers. EVENTS MEDIA CONSULTING CCO Magazine
    • 4. COPYRIGHT 2013 WEBATTRACT Mike Agron Co-Founder Executive Webinar Producer WebAttract, LLC mike@webattract.com @WebinarReady Citrix - WebAttract A Step-by-Step Guide to Hosting Successful Webinars Supercharging Your Webinar Outcomes 2 Part Series Based on Actual Case Study Examples
    • 5. COPYRIGHT 2013 WEBATTRACT Webinar Demand Generation Challenges Attract EngageConvert
    • 6. COPYRIGHT 2013 WEBATTRACT Supercharged Demand Generation Webinars are Content Driven, and… • Disrupted Markets • Disruptive Solution • Measureable Outcomes Status Quo
    • 7. COPYRIGHT 2013 WEBATTRACT Supercharging Your Webinar Outcomes • A proven “repeatable” methodology • Best practices for optimizing results • Use key metrics for ensuring success • Delight your audience • Delivering predicable outcomes • Convert more prospects into customers
    • 8. COPYRIGHT 2013 WEBATTRACT Part 1: Behind the Scenes How to Host Successful Webinars Setting the stage Getting the right audience Breathing life into your production
    • 9. COPYRIGHT 2013 WEBATTRACT Part 2: From Show to Sale Winning Leads with Webinars Table reads, dry runs, sound checks Final checklist and going live! Post webinar follow up to convert
    • 10. COPYRIGHT 2013 WEBATTRACT CommercialOutcomes Value to Your Audience High Value – High Impact
    • 11. COPYRIGHT 2013 WEBATTRACT ACT III Content Creation Table Reads & Dress Rehearsals
    • 12. COPYRIGHT 2013 WEBATTRACT Breathing Life Into Your Production • Step 1: Gather team/ensemble for a Table Read • Step 2: Architect from invite using key messages bullets • Step 3: Use all intelligence gathered before webinar • Step 4: Determine who will say what and when • Step 5: Get ready to start dress rehearsals
    • 13. COPYRIGHT 2013 WEBATTRACT A Time for Story Telling
    • 14. COPYRIGHT 2013 WEBATTRACT Think of a Radio Show With Pictures
    • 15. COPYRIGHT 2013 WEBATTRACT Webinars Are Magnets for Attracting Prospects That Are Ripe To Become Your Customers Disruption – Pain Points Better Outcomes Actively Looking for a Solution OR
    • 16. COPYRIGHT 2013 WEBATTRACT Content Marketing Makes Buyers More Intelligent Informational vs. Sales Pitch Case Study Product Centric Best Practices – Lessons Learned Features - Benefits Business Value, Metrics, ROI Pricing
    • 17. COPYRIGHT 2013 WEBATTRACT Webinar Title Brief Description 3-4 Bullets Who Should Attend? Highlight Sponsorship Leverage Speakers Credentials Social Media
    • 18. COPYRIGHT 2013 WEBATTRACT Table Reads and Dress Rehearsals • Mine digital body language before the webinar • Find your speakers passion to be authentic • Dialog vs. Monologue • Practice flow, cues, transitions • Visually appealing slides
    • 19. COPYRIGHT 2013 WEBATTRACT Sample of “BANT + Sales-Ready” Leads Detailed background information on the prospect and the selling opportunity helps drive more productive sales results Before
    • 20. COPYRIGHT 2013 WEBATTRACT “BANT PLUS” SALES READY LEADS Detailed background Information on the prospect and the selling opportunity helps drive more productive sales results After Budget Authority Need Timeframe Data Capture & Cleansing Set Next Step(s)
    • 21. COPYRIGHT 2013 WEBATTRACT Message Shaping Ideas During registration “always” ask “What would you like to learn”? Car Dealership Job Title What would you like to learn from this webinar? executive manager Best practices for service lane conversion to sales Sales Person strategies to generate more sales Sales Consultant How to utilize our service business to gain more sales. GM 123 Owner Reach more prospects Sales Manager How to tap the service leads Variable Ops Process improvement President Sales more vehicles from service department G.M. Service GM How to be more effective with working the service drive VP of Operations Take away something new Service Director Increase car sales from the Service Department Service Manager How to team up with sales to segue seamlessly from service to sales when needed COO see what its about General Sales Manager What the title indicated.
    • 22. COPYRIGHT 2013 WEBATTRACT NOTE: For Internal Use Only The Audience Won’t See This. Last Updated 4.29.13 Time PT Segment – Working Title Duration Presenter Status Notes 11:00 AM 11:02 AM Welcome, Who is in the audience, Housekeeping tips, Poll#1 - Have you tried un-tapping new car sales through your service drive? (Choose one) Yes, No, Considering, Probably Won’t Work) 2 mins 2 mins Mike Agron Moderator Mike Agron TBD 11:04 AM 11:05 AM 11:20 AM 11:22 AM Welcome Speaker 1 Jim Ziegler Poll#2 - How many of your Service Customers DID NOT buy their car from you BUT use your Service Department? (Choose one) 10%, 35%, 50%, 70% Welcome Speaker 2 Terry Longmore 1 mins 15 mins 2 mins 1 min 15 min TBD 1. What You’ve Always Done Isn’t Working Nearly As Well As it Used to Work 2. Most Dealerships Never Realize New Business Out of The Service Department 3. Are Service Department Leads Superior? 11:38 AM 11:40 AM Poll#3 - Which of the following strategies would help you increase new car sales from the service drive? (Select all that apply) Rethinking current processes & procedures, Better aligning of sales & service to engage prospects to buy now, Using technology to automate & update customer data, Implementing a training & support program Call to Action - How to get started… 2 mins 2 mins Mike TBD 11:42 AM 11:59 AM Ask the Experts Panel Wrap, Intro continue the discussion and Adjourn & Cue Post Webinar Survey 17 mins 1 min Mike (moderator) Mike TBD Webinar Flow & Timing – Audience Won’t See This Slide
    • 23. Moderator: Mike Agron, Executive Webinar Producer Jim Ziegler President Ziegler Super Systems Terry Longmore General Manager Beasley Ford Lincoln Apple Automotive Group of York, PA Randy Kobat VP of Strategic Initiatives MPI FEATURED PANEL Sponsored by: Case Study: How a Dealership Group Leveraged Service Leads to Increase New Car Sales
    • 24. What You’ve Always Done Isn’t Working Nearly As Well As it Used to Work • Floor traffic is down – the walk-in customer is rapidly becoming a thing of the past • The Internet created a virtual marketplace with more competitors in front of the same prospect – tougher sales to close and wider geographic market • The turnover in most dealership sales departments makes long-term customer relationships evaporate and disappear – nobody is working your owner base • Sales management is focused on “Working Deals” in progress, not conquest sales
    • 25. What You’re Doing isn’t Working as Well • Floor traffic is down – Walk-in customer is a thing of the past • Internet created a virtual marketplace with more competitors • Nobody is working your owner base • Sales management focused on “Working Deals” not “Conquest Sales”
    • 26. Profile of The Kelly Automotive Group • Does business in PA & FL • 5 dealerships in Leigh High Valley & FL • Chrysler, Dodge, Jeep, Buick, GMC Mitsubishi, Nissan, Ford • Nissan been #1 in LH Valley for the last year,
    • 27. Kelly Automotive Group Profile • Does business in PA & FL • 5 dealerships in Lehigh Valley & FL • Chrysler, Dodge, Jeep, Buick, GMC Mitsubishi, Nissan, Ford • Top Automotive Group in their geography
    • 28. Business Outcome and Results • Gathered intelligence on customer in service drive • Could start conversation to help convert service customer into a sale • Able to purchase quality used cars from customer • Sold 3% of the RO’s new cars
    • 29. COPYRIGHT 2013 WEBATTRACT The Moderator as the Coach • Trust • Passion • Courage to be direct
    • 30. COPYRIGHT 2013 WEBATTRACT ACT III Content Creation 1. Use the invite to architect the flow 2. Deliver on what you promised 3. Create flow to align with key bullets 4. Budget for welcome, Polls and Q/A 5. Use 35 minutes of actual “on air” time wisely
    • 31. COPYRIGHT 2013 WEBATTRACT ACT IV Final Sound Check Go Live! The Final Sound Check & Go Live!
    • 32. COPYRIGHT 2013 WEBATTRACT Sound Check and Go Live! Deliver an Engaging Performance • Step 1: Go through “Final Call” checklist on your own 30 minutes prior to the final sound check • Step 2: Launch your webinar hosting platform and meet with speakers one hour prior to Go Live! for final sound check • Step 3: Go Live! and debrief ensemble • Step 4: Begin Post-Webinar sales lead follow up
    • 33. COPYRIGHT 2013 WEBATTRACT SOUND CHECKS Audio is the Achilles Heel of all Webinars
    • 34. COPYRIGHT 2013 WEBATTRACT Landline Handset Free Consumer Headset Microphone $30 - $50 Professional Large Diaphragm USB Microphone $100 up How to Really Connect With Your Audience
    • 35. COPYRIGHT 2013 WEBATTRACT Optimize Audio and Video • Speedtest.net– www.speedtest.net/ • Megapath.com – www.megapath.com
    • 36. COPYRIGHT 2013 WEBATTRACT FINAL SOUND CHECK START 1 HOUR BEFORE GO LIVE! • Focus on the presenters • Pre flight checklist and Plan B • Review final slides • Turn off all non essential apps • Silence cell phones, turn off ringers, “Do Not Disturb Sign” • Launch splash screen 20 minutes prior to going live Print out a hard copy of your PPT Notes Page slides
    • 37. COPYRIGHT 2013 WEBATTRACT • Learn to work your microphone • Tone of voice and inflections • Monitor your breathing • Smile and gesture Don’t Forget the Human Factors You’re a broadcaster, think like one!
    • 38. COPYRIGHT 2013 WEBATTRACT • Start and end on time • Welcome your audience • Enthuse, excite but don’t sell • Dialogue vs. monologue • Call to action or next steps Go Live! It’s all About Connection – Not Perfection
    • 39. COPYRIGHT 2013 WEBATTRACT ACT V Post Webinar From Show to Sale Winning Leads with Webinars
    • 40. COPYRIGHT 2013 WEBATTRACT Housekeeping : 1-2 Days After • Edit & Archive Final Webinar Recording • Send Thank You Emails Ready With OD Link • Do Final Analytics Report • Did you Meet Your Outcomes? • Use Life Cycle Intelligence • Begin Segmenting Leads • Follow up on Unanswered Live Questions • Now Start the Sales Process
    • 41. COPYRIGHT 2013 WEBATTRACT Ensuring Predictable Outcomes Webinar Objectives Audience Value Define Success Factors Call To Action Analyze Life Cycle Intelligence
    • 42. COPYRIGHT 2013 WEBATTRACT Gather Life Cycle Intelligence BEFORE EVENT Gather profile data Interests Social Media DURING WEBINAR Online polls Live Questions Purchase Intention Surveys AFTER EVENT Surveys On-Demand Views Social Media Lead Nurturing
    • 43. COPYRIGHT 2013 WEBATTRACT COPYRIGHT 2012 WEBATTRACT Time to Get Under the Hood…
    • 44. COPYRIGHT 2013 WEBATTRACT COPYRIGHT 2012 WEBATTRACT The 6 Key Webinar Metrics • Click Thru Ratio or CTR • Attendee Ratio or AR • Online Polls • Exit Surveys • Audience Retention • On Demand Viewings
    • 45. COPYRIGHT 2013 WEBATTRACT Audience Retention – Sales & Marketing 69 144 155 145 49 124 0 20 40 60 80 100 120 140 160 180 10:56 AM PDT 11:11 AM PDT 11:26 AM PDT 11:41 AM PDT 11:56 AM PDT Attendee Counts Throughout Webinar 80% of Peak Attendance = MidPoint Q&A Adjourn GoLive!
    • 46. COPYRIGHT 2013 WEBATTRACT Audience Retention - Engineering 173 314 337 331 329 312 271 0 50 100 150 200 250 300 350 400 11:59 AM PST 12:14 PM PST 12:29 PM PST 12:44 PM PST 12:59 PM PST 01:14 PM PST 01:29 PM PST Attendee Counts Throughout Webinar Peak Attendance = 378 GoLive! MidPoint Q&A Adjourn Audience Retention at Q&A = 87% 80%
    • 47. COPYRIGHT 2013 WEBATTRACT Does the Audience Profile Align With Your Recruitment Objectives? GoLive! MidPoint Q&A Adjourn 48% 23% 22% 7% Do you recommend, specify or influence the purchase of A or B technology? Yes, both No, neither Yes, A Yes, B
    • 48. COPYRIGHT 2013 WEBATTRACT 11% 54% 22% 10% 3% 5 - Exceeded 4 - Above 3 - Met 2 - Barely Met 1 - Did Not Meet Post Webinar Survey On a scale of 1 to 5 - How did today’s webinar meet your expectations? Response Rate = 30% with 87% Positive Ratings
    • 49. COPYRIGHT 2013 WEBATTRACT Post Webinar Survey Did the Webinar Move Intent to Purchase? GoLive! MidPoint Q&A Adjourn 47% 24% 24% 5% Having attended today's Webinar, your plans to purchase or acquire A or B products (26% Response): Increased Was just researching, but now intend to acquire Was just researching and now see no need Decreased
    • 50. COPYRIGHT 2013 WEBATTRACT COPYRIGHT 2012 WEBATTRACT Segment Leads – Purchase Intention Bucket #1 – Sales Ready - Call Bucket #2 – Nurturing – Call or Drip Bucket #3 – Non Qualifying - Eliminate
    • 51. COPYRIGHT 2013 WEBATTRACT COPYRIGHT 2012 WEBATTRACT Gather Insights by Attendees Interests Plans to purchase this year What would you like to learn? Scale 1-5 5 being highest What could we have done better? What did you like the most? What other webinar topics would be of interest? Poll #1 Poll #2 Question asked by attendee MEMS IMU Not sure researching General Info 5 More technical content The Ask the Experts Panel Case Studies on hardware specific appls Integration Kallman Filter Define models for the inertial sensor errors When discussing multi- Sensor fusion, are there …. MEMS IMU Yes Practical app of MEMS IMU GNSS 5 Good overview not too technical Well organized Any GPS signal related topics Define Models for the inertial sensor errors Is the INS always a core sensor?
    • 52. COPYRIGHT 2013 WEBATTRACT COPYRIGHT 2012 WEBATTRACT The Content Marketing Gift That Keeps On Giving On Demand Viewings 431 viewings in first 45 days Viewing # - % Total Viewings Registered – Did Not Attend 90 viewings - 12% Attended – Repeat Viewing 59 viewings - 8% Fresh New Leads - Viral 617 viewings – 80% Total On Demand Viewings 774 viewings – 100%
    • 53. COPYRIGHT 2013 WEBATTRACT Final Curtain Call
    • 54. COPYRIGHT 2013 WEBATTRACT ANYBODY CAN DO A MEDIOCRE WEBINAR
    • 55. COPYRIGHT 2013 WEBATTRACT Webinar Demand Generation Challenges Attract EngageConvert
    • 56. COPYRIGHT 2013 WEBATTRACT Supercharged Demand Generation Webinars are Content Driven, and… • Disrupted Markets • Disruptive Solution • Measureable Outcomes Status Quo
    • 57. COPYRIGHT 2013 WEBATTRACT Methodology Best Practices Metrics The Case for Getting WebinarReady
    • 58. COPYRIGHT 2013 WEBATTRACT It’s an Ongoing Balancing Act LogisticsBusiness Drivers Human Factors Technology
    • 59. COPYRIGHT 2013 WEBATTRACT CommercialOutcomes Value to Your Audience High Value – High Impact
    • 60. COPYRIGHT 2013 WEBATTRACT To Continue the Conversation WebAttract Thought Leadership Webinars and Webcasts www.webattract.com or mike@webattract.com Best Practice Videos - Case Studies – Blog - eBooks Customer & Thought Leadership Webinars September 9-11, 2013 Cleveland, Ohio Lunch n’ Learn Series – Wed. Sept. 11 “How to Develop a Webinar Series that Works”

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