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Take Your Event Marketing from Good to Great with Xactly and Certain

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See the presentation slides to learn how to plan and execute your own flawless events. VPs from Certain, Xactly and Marketo share tips on how to meet attendee expectations, decide which investments …

See the presentation slides to learn how to plan and execute your own flawless events. VPs from Certain, Xactly and Marketo share tips on how to meet attendee expectations, decide which investments are worthwhile, and measure the success of your events.

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  • Having an incentive plan that works is one of the most important things a company can do. But the best designed plans in the world are useless unless they are properly executed. That’s why we automate incentive compensation systems.  Founded in the cloud, we are the only multi-tenant SaaS solution, the leading automation provider and the faster growing business in the space.  All told, our systems manage more than $6 billion in compensation annually. Here’s a look at the top reasons customers pick Xactly
  • Must deliver fantastic end-to-end experiencestickiness
  • On-site registration & badgesReportingSales Rep Visibility
  • Engage via social media,…

Transcript

  • 1. Take Your Event Marketing from Good to Great with Xactly and Certain Chris Newton, Xactly Betsy Zikakis, Certain Tom Grubb, Marketo #LaunchPoint© 2013 Marketo, Inc. Marketo Proprietary and Confidential
  • 2. Your Speakers Chris Newton Betsy Zikakis Tom Grubb VP of Marketing VP of Marketing VP of Product Marketing Xactly Certain Marketo @Xactly Corp @certain @marketo© 2013 Marketo, Inc. Marketo Proprietary and Confidential
  • 3. Quick Housekeeping • Chat box is available if you have any questions • There will be time for a Q&A at the end • We will be recording the webinar for future viewing • All attendees will receive a copy of the slides/recording • Twitter hashtag:##LaunchPointPage 3© 2013 Marketo, Inc.
  • 4. B2B Marketers: in-person are events most effective • Marketers continue to consider in- person events to be the most effective tactic (at 67 percent).Page 4© 2013 Marketo, Inc.
  • 5. Events: A Massive Portion of Marketing Spend 28% Events Are You Maximizing this Spend? Source: IPSOS OTX (Commissioned by Google), PCMA, Price Waterhouse Coopers (Economic Significance of Meetings to the US Economy, Feb 2011)Page 5© 2013 Marketo, Inc.
  • 6. Meet Xactly LEADER IN SAAS INCENTIVE COMPENSATION MANAGEMENT FASTEST GROWING PROVIDER – OVER 500 CUSTOMERS FOCUSED EXCLUSIVELY ON INCENTIVES AND COMPENSATION MANAGING >$5 BILLION IN COMPENSATION ANUALLY #compcloud
  • 7. CompCloud 2012 Palace Hotel San Francisco May 14-16, 2012 #compcloud
  • 8. Why Run a User Conference? • Build engaged community • Educate users, prospects, & partners • Increased adoption and success • Easier references and testimonials • Real revenue #compcloud
  • 9. CompCloud 2011 by the Numbers • 310 attendees • 98 trained • 30 certified • 15 customer videos • 16 sponsors • 32 breakout sessions • 6 general sessions • 16 one-on-one meetings • 41 opportunities touched • 3 press releases • 5 media articles #compcloud
  • 10. What’s in it for Customers and Prospects? All About Incentive Comp…Great Speakers Great Networking Great Learning #compcloud
  • 11. What’s in it for Sponsors? #compcloud
  • 12. Hire an Event Management Firm? • Reduces risk • Minimizes disruption on other programs • May increase cost • Optimize balance of responsibility #compcloud
  • 13. Registration Must-Haves• Real-time status visibility• Agility to update promotions• Seamless branding• Manage multiple attendee types #compcloud
  • 14. Integrated Events Management Solution Promotion Registration, Campaigns Agendas, & Mobile Customer Data Master #compcloud
  • 15. First Year Lessons Learned • Start early – planning, registration, sponsorships (and next year!) • Maximize value for sponsors • Track attendance by session • Leave slack time for networking – and be creative to drive engagement #compcloud
  • 16. #compcloud
  • 17. #compcloud
  • 18. How to Measure Success? • Marketo, Certain, and SFDC • Attendance by session • Training attach rate • Surveys • Actual return rate year-to- year • Attendees/company growth • FOX points (and rewards) #compcloud
  • 19. Attendee Survey Results Area Score (out of 5) General Sessions 4.3 I would recommend Best Practices Track 4.2 4.4 All About Incent Track 4.1 All About Express Track 4.8 I plan to return in 2012 Hands-On Training Track 4.8 4.3 Training / Certification 4.1 #compcloud
  • 20. What’s New for 2013? • More personalized registration & offers • Hired intern to make registration calls • Realigned ownership of tasks • Revised (improved) agenda • More mobile onsite #compcloud
  • 21. Xactly: 3 Big Key Takeaways 1. Focus on providing a great end-to-end experience 2. Maximize community engagement 3. Measure and improvePage 22© 2013 Marketo, Inc.
  • 22. Enterprise Event ManagementPlatform for MaximizingEVENTSUCCESS Engage Facilitate Measure ATTENDEES CONNECTIONS SUCCESS CONFIDENTIAL | 23
  • 23. Trends Re-Defining Events Technology Expectations • Mobile • Personalized • Social • Engaging • Big Data • Value-Driven CONFIDENTIAL | 24
  • 24. Engage Attendees Qualification Pre-Event Input Registration Personalized Ongoing Experiences Communities 1:1 Event Connections Participation CONFIDENTIAL | 25
  • 25. Create Personalized Experiences • Communications • Content • Communities • Social Networks • Appointments • Event Schedule CONFIDENTIAL | 26
  • 26. Design for Participation Adults Remember 20% - Hear 70% - Say 90% - Say & Do - Edgar Dale Cone of Learning CONFIDENTIAL | 27
  • 27. Create Value through 1:1 Meetings Buyers Suppliers #1 Users Experts Driver of Event Investors Executives ProductivityJob Seekers Recruiters CONFIDENTIAL | 28
  • 28. Engage Attendees Qualification Pre-Event Input Registration Personalized Ongoing Experiences Communities 1:1 Event Connections Participation CONFIDENTIAL | 29
  • 29. Maximize Event Success PLAN & MANAGE UNDERSTAND Flawlessly Execute & Capture Data & Control Costs Measure Event Success • Collaboration, Planning, • Rich Attendee Profiles Sourcing and Budgeting Tools • Accurate Event Costs • Event Lifecycle Management • Event Intelligence ENGAGE Interact Across Multiple Touchpoints • Consistent Branding • Personalized, Easy Experience • Mobile, Social, eMail • One-to-One Appointments CONFIDENTIAL | 30
  • 30. Certain: 3 Big Key Takeaways1. Create Personalized Experiences2. Design for Participation3. Facilitate 1:1 Meetings CONFIDENTIAL | 31
  • 31. Q&ATake Your EventMarketing fromGood to GreatPage 32© 2013 Marketo, Inc.
  • 32. Thank you!© 2013 Marketo, Inc. Marketo Proprietary and Confidential