Deck for Bill Walsh Interview

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Pitch Setup / Client Context
• Attendees
– VP Demand Generation (Eric Lewis)
– Sr. Director of Media (Robert Cleary)
• 12 month investment
– $500k / quarter
• Product adoption
– Sponsored content (no video), Display, Sponsored InMail
– Insight Tag is enabled
• Current KPIs
– Heavy DR focus
• Additional context
– Warriors investment
– Recent award
• Today’s goal
– Challenge DR focus
– Get alignment to incremental test $50k per month over 6 months

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Growing your brand with LinkedIn

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LinkedIn: the World’s Leading Professional Content Platform

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LinkedIn is 3x more trusted to deliver worthwhile content
than any other social platform

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RingCentral’s Laser Focus on DR has
Yielded Tremendous Efficiency
Product Investment
1H 2018
Conversions Cost / Conv VT Conversions Cost / VTC
Sponsored
Content
$600k 1,200 $500 2,000 $300
Display
(Text, Dynamic,
Programmatic)
$300k 500 $600 1,000 $250
Sponsored
InMail
$100k 200 $500 250 $400

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Take advantage of this moment to think differently

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Take advantage of this moment to think
differently
• You also are aware of the number of influencers involved in
the process… you should reach them too

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Take advantage of this moment to think
differently
• You also are aware of the number of influencers involved in
the process… you should reach them too

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Expand targeting to efficiently reach an
additional 10m influencers
• Current targeting:
– Seniority, Title, Function

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Expand targeting to efficiently reach an
additional 10m influencers
• Proposed targeting

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Sponsored Content
• Target people in a
professional mindset with
Content Marketing
• Run native ads across
Mobile and Desktop
• Video now available!

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Display ads
• Unmatched Audience Quality
• High Viewability
• Brand Safe, Bot Restricted, Fraud
Monitored Environment

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What results should we expect?
• Some Direct Response
– Additional MQLs & SQLs, Improved Close Ratios, Increased Revenue
– Increase CPL and manage campaigns directionally
• Brand Results
– Followers of RingCentral company page
– Brand recognition, brand favorability
– Additional engagement metrics (likes, comments, shares)
• Lift in other channels, including Google:
– Brand Query Volume, Audience / Retargeting Lists (Search + Display)

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Proposal
• 6 month test @ $50k per month
• When successful expand to full opportunity size of $250k per month

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Next Steps
• Budget? (DR, Media)
• Additional information required
• Additional stakeholders
• Timeline for launching

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Why Hire Bill Walsh?
Experience
• Medium & Large Customer
Accountable Media Sales
• Multiple industries: B2B, Consumer
tech, etc
• Relationship builder
• Ability to challenge existing paradigm
Leadership
• Track record of leadership and
mentorship
• Teamwork focus
• Thought leader
Desire: I want this role!
• Company:
• Product, Culture, Momentum
• Role:
• Portfolio of customers
• Hunting and farming
• Excited to learn more about content
marketing
Fit
• Positive
• Team Player
• Destiny…

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Testimonials
“Bill does a great job of analyzing his clients' businesses, their competitive
position and actively looks for opportunities for them to grow. He establishes
credibility and has earned his way into strategic conversations on how to go to
market with C-Level executives. This has included getting clients into new
product areas, rethinking their go to market strategy and providing greater
knowledge of the buying process through analytics support.”
– Terri DuFore (previous manager Google)
“In his relatively short time on this team, Bill has helped to penetrate Zazzle and Newegg C-level
relationships, turning once skeptical customers into ones with open minds (and open wallets.)
We couldn’t have done it without Bill’s sense of humor and deft relationship building skills.”
- Tony Kam (most recent manager Google)
“Bill knows how to speak the customer's language and
navigate their organization. The Wonderful Company is
one of the most intricate clients in our portfolio (silos,
internal politics, turnover) and Bill grasps all the nuances
and politics that we should be aware of to deliver the
best pitches.”
- Ken Bannister (peer, Google)
“One of Bill’s best qualities is the way he looks at a business, and
asks himself, ‘what would I do if I was running this company?’ He
truly cares about the success of our customers, and brings a quality
business perspective to all customer and internal meetings.”
– Shannon Chloupek (peer, Google)
“During the three quarters I’ve worked with Bill, I’ve been very impressed with the positive energy he brings to any challenge that
might be facing the pod. Over the last few quarters, both our pod and clients have faced a number of challenges that Bill manages
to stay very calm and positive about. He has a unique ability to look at the bright side of any market challenge, and always
encourages our pod to frame even the bleakest challenge as an opportunity when we talk to our clients.”
- Jessica Robinson (peer, Google)