LECTURE 1: CORE THEMES
• Third year “Company is the Content”
• Business Development, Hearsay Social
• +15 years in social media, marketing, communications
• Applied Communications
Introduce concepts around social networks
Practical approach to B2B social sales and marketing
Main Argument: B2B must engage in conversations
March 31- Core Themes
• Speaker: Clara Shih, Hearsay Social
April 7- Goal, Listening
• Speaker: Jason Suen, Hearsay Social
• Case Discussion: HubSpot: Inbound Marketing and Web 2.0
April 14- Voices
• Case Discussion: EMC2: Delivering Customer Centricity
April 21- Tactics, Metrics
• Speaker: John Earnhardt, Cisco
• Case Study: OSSCube: Leveraging Social Media
April 28- It’s All About The Conversation
• Class Presentations
GUEST SPEAKER: CLARA SHIH
CEO, Hearsay Social
Author, The Facebook
Created first Facebook
WHAT DOES SOCIAL MEAN TO
C. UP TO 2003
One way flow of information-> No Conversation
Strategy of controlling info remained, new tactics
OUT OF CONTROL C.
Markets truly became a conversation
Tools of conversation become ubiquitous
UP TO THEORY
Cluetrain Manifesto: 1999
A powerful global conversation has begun.
Through the Internet, people are discovering
and inventing new ways to share relevant
knowledge with blinding speed. As a direct
result, markets are getting smarter—and getting
smarter faster than most companies.
These markets are conversations.
THE 95 THESES
2- Markets consist of human beings, not demographic sectors.
6 - The Internet is enabling conversations among human beings that
were simply not possible in the era of mass media.
12 - There are no secrets. The networked market knows more than
companies do about their own products. And whether the news is
good or bad, they tell everyone.
16 -Already, companies that speak in the language of the pitch, the
dog-and-pony show, are no longer speaking to anyone.
28 - Most marketing programs are based on the fear that the market
might see what's really going on inside the company.
40 - Companies that do not belong to a community of discourse will
75 - If you want us to talk to you, tell us something. Make it something
interesting for a change.
How will you measure success?
How do you want to speak?
What is the market saying?
What do you want to accomplish?
Informer Seller Worker “One-liner
• Participate in class discussions
• Submit answers to case studies
Expecting a Grade:
• Submit project April 23
• Be prepared to present April 28
MEDIA PRODUCT LAUNCH
Five slide preso:
• Slide 1: Explain company, product, competitive
• Slide 2, 3: Social media campaign for a product
launch. Strategy for getting into the conversation:
• Before product launch
• Launch date
• After product launch
• Slide 5: What social tool will you use? Why?
• Slide 5: Inspiration: How did you come up with this
idea? What company did you use for inspiration?
Must be B2B
All requesting a grade must hand in their preso
• Email: firstname.lastname@example.org
• Post on SlideShare
People will be chosen at random to present
• Case Study: HubSpot
• The B2B Social Media Book, Chapter 15
Credit; Grade Students:
• Answer the attached questions and submit before class
via email email@example.com
• Answers can be in short paragraphs or bullet points.
• One page is sufficient
Define inbound marketing. Contrast with outbound marketing
List and describe the three skills (according to HubSpot) to
maximize inbound marketing.
Why do you think inbound marketing is less expensive than
Why do B2B companies derive greater value from inbound
marketing (and HubSpot’s offering) than B2C?