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<Insert Picture Here><br />Social Casting, Where We Are, Where We Could GoPaul Salinger – Vice President, Marketingtwitter...
Remote Audience – Please Think About the Following:<br />Pre-Event<br />During Event<br />Post Event<br />Learn<br />Netwo...
Marketing Scorecard<br />ORACLE CONFIDENTIAL<br />
FY11 YTD Marketing ImpactLarger Deal Value and Less Time to Close <br />77%  Won Opportunities<br />		 Touched by Marketin...
Marketing OptimizationIt’s a Science<br />Sequencing Works<br />Optimizing Segments & Targets<br />Next Likely Purchase – ...
FY11 YTD Global Event Marketing<br />5,244events<br />10% <br />337,751attendees<br />20% <br />73,360executives<br />46%<...
Marketing Every Day….<br />1,678,085<br />511,472,600<br />Marketing<br />Interactions<br />Marketing<br />Impressions<br />
Sun + Oracle Event<br />56k impressions served<br />426 people RSVP’d on Facebook.<br />3000 people going to Event Registr...
Some Learning<br />	What we are currently doing is combining what we know about doing a live event and adding a Webcast co...
Online or Live<br />Is There a Difference Anymore?<br />
Oracle OpenWorld 2011Optimizing the “96-Hour Sales Call”<br />20% increase in Oracle 2000 reach<br />2010: 990 companies /...
Oracle OpenWorld Live<br />
Things You Already Know/Consider<br /><ul><li>Video wall displaying profiles of the online audience
Provide a way for physical audience to engage with online audience – share profiles/contact info
Train speakers to acknowledge/engage the online audience
Share the PPT before the event and after
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2011 EventCamp National Conference -- Paul Salinger Presentation

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2011 EventCamp National Conference -- Paul Salinger Presentation

  1. 1. <Insert Picture Here><br />Social Casting, Where We Are, Where We Could GoPaul Salinger – Vice President, Marketingtwitter.com/psalinger<br />
  2. 2. Remote Audience – Please Think About the Following:<br />Pre-Event<br />During Event<br />Post Event<br />Learn<br />Network<br />Fun<br />
  3. 3. Marketing Scorecard<br />ORACLE CONFIDENTIAL<br />
  4. 4. FY11 YTD Marketing ImpactLarger Deal Value and Less Time to Close <br />77% Won Opportunities<br /> Touched by Marketing <br /> 72% FY09, 76% FY10<br /> 16% IDC INDUSTRY AVG (18% BEA)<br /> 68%New Customers<br />Touched by Marketing <br /> 61% FY09, 66% FY10<br />83%Installed Base Customers<br /> Touched by Marketing <br /> 76% FY09, 83% FY10<br />+66% Average Deal Value (+$70K)<br />with $176K, without $106K<br /> -25% Time to Close (-89 Days)<br />with 267 days, without 356 days<br />
  5. 5. Marketing OptimizationIt’s a Science<br />Sequencing Works<br />Optimizing Segments & Targets<br />Next Likely Purchase – Predictive Modeling<br />Auto Trigger Activities<br />
  6. 6. FY11 YTD Global Event Marketing<br />5,244events<br />10% <br />337,751attendees<br />20% <br />73,360executives<br />46%<br />With Marketing Events:<br />Deal value: 77% larger (51% in FY10 & 66% for all Marketing)<br />Time to close: 26% shorter (-97 days vs. -89 days for all Marketing)<br />Executive Title Definition: CFO, COO, PUBLISHER, PRODUCER, PRESIDENT, GENERAL MANAGER, CMO, GENERAL MANAGING PARTNER, CHIEF ACADEMIC OFFICER, PRINCIPAL OWNER, CIO / CTO, MAYOR, CHIEF OF STAFF, CHANCELLOR EXECUTIVE & COMMAND CEO / CHAIRMAN, GENERAL, ADMIRAL, CHIEF PURCHASING OFFICER<br />
  7. 7. Marketing Every Day….<br />1,678,085<br />511,472,600<br />Marketing<br />Interactions<br />Marketing<br />Impressions<br />
  8. 8. Sun + Oracle Event<br />56k impressions served<br />426 people RSVP’d on Facebook.<br />3000 people going to Event Registration page<br />11000 tweets generated<br />1000tweets globally about Oracle during peak<br />During peak #oraclesun trended higher than #ipad in <br />San Francisco area. <br />
  9. 9. Some Learning<br /> What we are currently doing is combining what we know about doing a live event and adding a Webcast component.<br />What we should be doing is combining our knowledge of doing live events, with what we learned from doing virtual event.<br />
  10. 10. Online or Live<br />Is There a Difference Anymore?<br />
  11. 11. Oracle OpenWorld 2011Optimizing the “96-Hour Sales Call”<br />20% increase in Oracle 2000 reach<br />2010: 990 companies / 9,522 individuals<br />Right size executive interactions and focus on Oracle 2000<br />2010: 4,166 executive attendees (represents only 26.5% of Oracle 2000)<br />CVC at OpenWorld<br /> San Francisco 2,882 meetings, 10,775 attendees, 690 companies (41% from Oracle 2000)<br /> Brazil 127 meetings, 401 attendees, 87 companies<br /> China: 152 meetings, 1,125 attendees, 104 companies<br />
  12. 12. Oracle OpenWorld Live<br />
  13. 13. Things You Already Know/Consider<br /><ul><li>Video wall displaying profiles of the online audience
  14. 14. Provide a way for physical audience to engage with online audience – share profiles/contact info
  15. 15. Train speakers to acknowledge/engage the online audience
  16. 16. Share the PPT before the event and after
  17. 17. Get feedback/questions from both audiences
  18. 18. Assign staff to help the virtual audience
  19. 19. Assign staff to help the physical audience to get online. Have power and wifi available at every seat.
  20. 20. Provide access to Social Media channels for both physical and online audience. Encourage the back channel </li></li></ul><li>Do We Understand Value?<br />What is the value of a social media follower?<br />Is a follower of a social account an opt-in?<br />Is an email opt-in more valuable than a social follower?<br />Or, is social media a 2nd way of opting-in?<br />
  21. 21. Given this context, what could Oracle now do to make this more hybrid, more engaging and a lead-in to what marketing cares about?<br />And, Deliver an Inspired Audience Experience?<br />
  22. 22. Pre-Event<br />During Event<br />Post Event<br />Learn<br />Network<br />Fun<br />

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