SocialMedia.org                                       Video Case Studies   SocialMedia.org         This video is from    C...
5 SHORTCUTS    FOR GENERATING    LEADS    SHARON CROST    HITACHI DATA SYSTEMS1                          © 2011 Hitachi Da...
Hitachi Data Systems (HDS)social media lead generation.Will social media campaignsget B2B lead results?
QUESTION 1Is social media a good                                   ?marketing investment for alarge B to B conservativecul...
OUR ANSWER: B) HMMM…NOT SUREWhy? We didn’t have a proven ROI model so it wasn’t sure to  work B2B audience was not thoug...
QUIZ CAMPAIGN                     GOALS  3000 visitors   300 leads   20% uplift in social                              med...
QUIZ CAMPAIGN
GLOBE CAMPAIGN                       GOALS 6000 visitors      200 leads        200 engagements   http://nocenter.hds.com/g...
GLOBE CAMPAIGN
QUEST FOR SCALABILITY CAMPAIGN                         GOALS  6000 visitors         400 leads      600 Engagements        ...
QUEST FOR SCALABILITY CAMPAIGN
SHORTCUT #1   TEST   What’s socially engaging content in your   arsenal? Test and discover what’s engaging   for your bran...
QUESTION 2 What do you do if people aren’t                                                 ?in your target market but they...
OUR ANSWER: B AND C  a) Discourage irrelevant audiences from    participating  b) Be nice to everyone who plays your game,...
SEGMENTATION STRATEGY                        “Leads”                        Others
SEGMENTATION STRATEGY                           “Leads”                        Friends
SEGMENTATION STRATEGY                        Friends  “Leads”
SHORTCUT #2  SEGMENT  Provide simple engagement options for those  who want to engage with you and let your  audience self...
QUESTION 3I have a limited budget. Can                                ?I market in social media onthe cheap?  a) Absolutel...
OUR ANSWER: ABSOLUTELYANSWER A  a) ABSOLUTELY  b) Are you mad as a hatter?  c) You get what you pay for    Use a fully int...
OUR FULL PORTFOLIOTAKE ADVANTAGE OF EARNED, OWNED AND PARTNER CHANNELS EARNED                               OWNED Based on...
SHORTCUT #3 AMPLIFY You don’t need a big media budget to get a share of voice in social media – be strategic, be creative ...
QUESTION 4Which do you think drives the greatest number of                                              ?registrations? a)...
RESULTS – SUMMARY BY PROMOTIONAL  CHANNELChannel                      Total                    Total                    To...
OUR ANSWER: FACEBOOK    Facebook advertising allows for detailed segmentation      Message only appears to highly targeted...
SHORTCUT #4  MEASURE  Start simply and integrate performance  metrics into the campaign.  You can use early results to shi...
QUESTION 5What is a top benefit of adding social media to the marketing mix?                                              ...
OUR ANSWER: MOST OF THE ABOVE  a) cheaper marketing  b) nurture a community of influencers  c) re-engage participants  d) ...
OVERALL QUIZ RESULTS                              GOALS  3000 visitors        300 leads                         20% uplift...
OVERALL GLOBE RESULTS                       GOALS 6000 visitors      200 leads   200 engagements                      RESU...
OVERALL GLOBE RESULTS                   May11 -Social Networks                    Oct11Added a Tweet to                   ...
RESULTS – CLICKS MAY-OCT 2011                                           TOTAL                                           = ...
SHORTCUT #5  NURTURE  Watch the progress, be part of the  community and help your audience get the  most from their engage...
5 SHORTCUT SUMMARY1. TEST to find what’s socially engaging about your   brand. Social media can be a powerful channel and ...
GAME OVERARE YOU AWINNER?
FOR MOREINFORMATION:SHARON.CROST@HDS.COM@SHARONHDS ON TWITTERTHANK YOU!http://www.slideshare.net/sharonhds/blogwell-san-fr...
SocialMedia.org         This video is from    Case Studies                    Learn more about past and           BlogWell...
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BlogWell San Francisco Case Study: Hitachi Data Systems, presented by Sharon Crost

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In her presentation, Hitachi Data Systems‘ Global Online Marketing/Social Media Manager, Sharon Crost, shares how they are engaging on social media as a BtoB company.

Sharon discusses the five easy shortcuts that they use to generate new leads including: testing, segmentation, amplification, measurement, and nurturing.

Watch the video of this presentation here: https://vimeo.com/41539149

Published in: Business, Technology

BlogWell San Francisco Case Study: Hitachi Data Systems, presented by Sharon Crost

  1. 1. SocialMedia.org Video Case Studies SocialMedia.org This video is from Case Studies BlogWell San Francisco June 20, 2011This presentation is from socialmedia.org/blogwellBlogWell Sharon Crost San Francisco March 27, 2012 5 Shortcuts for Generating Leads socialmedia.org/blogwell
  2. 2. 5 SHORTCUTS FOR GENERATING LEADS SHARON CROST HITACHI DATA SYSTEMS1 © 2011 Hitachi Data Systems. All rights reserved.
  3. 3. Hitachi Data Systems (HDS)social media lead generation.Will social media campaignsget B2B lead results?
  4. 4. QUESTION 1Is social media a good ?marketing investment for alarge B to B conservativeculture enterprise that sells toC-level targets during an 18month sales cycle often throughchannel partners? a) Absolutely b) Are you out of your mind? c) Hmmm…not sure
  5. 5. OUR ANSWER: B) HMMM…NOT SUREWhy? We didn’t have a proven ROI model so it wasn’t sure to work B2B audience was not thought to be as present in social media, and is an audience that’s being targeted by hundreds of marketers like us every day Big ticket products with long, complex sales cycle could warrant a more traditional approachBut we were willing to give it a shot… Keeping to a modest budget Tracking key metrics closely to adjust based on results
  6. 6. QUIZ CAMPAIGN GOALS 3000 visitors 300 leads 20% uplift in social media engagement
  7. 7. QUIZ CAMPAIGN
  8. 8. GLOBE CAMPAIGN GOALS 6000 visitors 200 leads 200 engagements http://nocenter.hds.com/globe/globe.html#home
  9. 9. GLOBE CAMPAIGN
  10. 10. QUEST FOR SCALABILITY CAMPAIGN GOALS 6000 visitors 400 leads 600 Engagements www.hds.com/go/quest-for-scalability
  11. 11. QUEST FOR SCALABILITY CAMPAIGN
  12. 12. SHORTCUT #1 TEST What’s socially engaging content in your arsenal? Test and discover what’s engaging for your brand! Social media can be a powerful channel and ROI opportunity for integrated marketing campaigns.
  13. 13. QUESTION 2 What do you do if people aren’t ?in your target market but theyengage in your social mediacontests just to win prizes? a) Discourage irrelevant audiences from participating b) Be nice to everyone who plays your game, you never know if they could be a target one day c) Make a clear distinction between targets and non-targets and treat them differently
  14. 14. OUR ANSWER: B AND C a) Discourage irrelevant audiences from participating b) Be nice to everyone who plays your game, you never know if they could be a target one day c) Make a clear distinction between targets and non- targets and treat them differently Audience segmentation is key to optimizing the lead gen process
  15. 15. SEGMENTATION STRATEGY “Leads” Others
  16. 16. SEGMENTATION STRATEGY “Leads” Friends
  17. 17. SEGMENTATION STRATEGY Friends “Leads”
  18. 18. SHORTCUT #2 SEGMENT Provide simple engagement options for those who want to engage with you and let your audience self-select.
  19. 19. QUESTION 3I have a limited budget. Can ?I market in social media onthe cheap? a) Absolutely b) Are you mad as a hatter? c) You get what you pay for
  20. 20. OUR ANSWER: ABSOLUTELYANSWER A a) ABSOLUTELY b) Are you mad as a hatter? c) You get what you pay for Use a fully integrated media approach, get word of mouth socially
  21. 21. OUR FULL PORTFOLIOTAKE ADVANTAGE OF EARNED, OWNED AND PARTNER CHANNELS EARNED OWNED Based on our social network Our online properties  Facebook updates  HDS.com (placement and SEO)  LinkedIn updates and events  Company newsletter/email  Twitter updates  HDS blogs  Social forwarding  Email signature  Intranet PARTNERED PAID Featured by affiliated companies Pay-to-play promotions  Other Hitachi companies  Paid search/Google AdWords  Channel and alliance partners  Facebook ads  Influencers  LinkedIn ads  Media sites (i.e. SearchStorage.com)
  22. 22. SHORTCUT #3 AMPLIFY You don’t need a big media budget to get a share of voice in social media – be strategic, be creative and use the amplification power of others to promote your message
  23. 23. QUESTION 4Which do you think drives the greatest number of ?registrations? a)b)c)
  24. 24. RESULTS – SUMMARY BY PROMOTIONAL CHANNELChannel Total Total Total Total Total Visits Visits Visits Visits* Visits* Registrations Registrations Registrations Registrations Registrations 3812 340 145 37 95 10 11 0 142 35
  25. 25. OUR ANSWER: FACEBOOK Facebook advertising allows for detailed segmentation Message only appears to highly targeted audiences 340 REGISTRATIONS Exceeded our overall campaign goal just with Facebook 9% conversion rate from Facebook ads
  26. 26. SHORTCUT #4 MEASURE Start simply and integrate performance metrics into the campaign. You can use early results to shift resources to the best performing channel(s).
  27. 27. QUESTION 5What is a top benefit of adding social media to the marketing mix? ? a) cheaper marketing b) nurture a community of influencers c) re-engage participants d) getting better conversion results than in traditional media e) getting your boss to connect in Twitter f) keeping your boss from connecting to you in Facebook g) most of the above
  28. 28. OUR ANSWER: MOST OF THE ABOVE a) cheaper marketing b) nurture a community of influencers c) re-engage participants d) getting better conversion results than in traditional media e) getting your boss to connect in Twitter f) keeping your boss from connecting to you in Facebook g) most of the above
  29. 29. OVERALL QUIZ RESULTS GOALS 3000 visitors 300 leads 20% uplift in social media engagement RESULTS Facebook Users 120 8000 visitors 604 leads 43% uplift - Facebook 100 80 60 40 20 0 Daily Active Users Daily New Likes
  30. 30. OVERALL GLOBE RESULTS GOALS 6000 visitors 200 leads 200 engagements RESULTS 14,580 visitors 369 leads 494 engagements
  31. 31. OVERALL GLOBE RESULTS May11 -Social Networks Oct11Added a Tweet to 249the conversationClicked to HDS 151LinkedIn pageLiked HDS in 104FacebookTOTAL 494
  32. 32. RESULTS – CLICKS MAY-OCT 2011 TOTAL = 9091Highlighted Tweets (Yellow Stars) 163154757scmedmcmKey Success Stories (Markers) 685154757scmedmcmTweets (White stars) 609
  33. 33. SHORTCUT #5 NURTURE Watch the progress, be part of the community and help your audience get the most from their engagement with your brand
  34. 34. 5 SHORTCUT SUMMARY1. TEST to find what’s socially engaging about your brand. Social media can be a powerful channel and ROI opportunity for integrated marketing campaigns.2. Audience SEGMENTATION is key to managing scope, and can be assessed using online profiling3. You don’t need a huge media budget to get the word out in social media – use the AMPLIFICATION power of others to promote your message4. Integrate performance METRICS into the campaign and use early results to test and optimize the campaign.5. Social interactions must be NURTURED. Play a game, have fun! Develop the experience map for how each touchpoint will lead to a nurturing goal.
  35. 35. GAME OVERARE YOU AWINNER?
  36. 36. FOR MOREINFORMATION:SHARON.CROST@HDS.COM@SHARONHDS ON TWITTERTHANK YOU!http://www.slideshare.net/sharonhds/blogwell-san-francisco-mar-2012-hitachi-data-systems
  37. 37. SocialMedia.org This video is from Case Studies Learn more about past and BlogWell San Francisco June 20, 2011 upcoming BlogWellsThis presentation is from socialmedia.org/blogwellBlogWell socialmedia.org/blogwell San Fracisco March 27, 2012 socialmedia.org/blogwell
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