Discussion of the post-pc world, where mobile phones and tablets are the primary computing devices, and how this will affect the field of lead generation. From LeadsCon 2012 in Las Vegas, presented by Twilio CEO, Jeff Lawson

1. Lead Gen in the Post PC Era
Jeff Lawson
@jeffiel twilio

2. What % of people have a mobile phone?
Who cares.
twilio

3. 200M iPhones
70M iPads
1M Amazon Kindles
850,000 New Androids / Day
twilio

4. Non-PCs are 7% of Internet traffic
Internet Traffic
Video: 50%
Websites: 18%
Bit Torrent: 11%
Non-PCs are 20% of “non-bulk” traffic
twilio

5. Nearly half of tablet
owners completed a
purchase on their tablet
(Comscore)
twilio

6. Post PC, WTF?
Primary computing device is not a PC
PCs for production
Tablets, Phones for Consumption
twilio

7. But Wait!
We’ve finally gotten good at PC lead gen!
Google analytics
A/B Testing
Lead Capture
Call Tracking
twilio

8. Generating Leads
in the Post PC Era
twilio

9. PC Consumer has a
Creator Mindset
Focused
Task Based
Keyboard
twilio

10. Post PC Consumer has a
different mindset
twilio

11. On the Go
Multitasking
Fight for Attention
Instant Needs to Fulfill
twilio

12. Consumption
More passive
Less data entry
twilio

13. Situationyness
twilio

14. Calls to Action
Form Fill
Checkin
Visit
Call
twilio

15. What’s your conversion rate
from visitor to caller?
twilio

16. Mobile Sites convert 20% of
visits into calls
}
(DudaMobile)
Transportation 44%
Pizza 32%
Auto Repair 22%
Home Repair 20% Conversion Rate
Medical Services 16% by Vertical
Beauty & Spa 13%
Retail 12%
Restaurants 11%
twilio

17. What%About%Apps?

18. Apps%are%Trusted%Sources

19. So#they#will#drive#business

20. Location
Yup!
Pull Data (by location)
Push Data (geo-fencing)
SMS and Push Notifications
Lead Qualification (by locale)
Checkins = Loyalty
QR Codes FTW WTF?
twilio

21. More like TV
than a PC
twilio

23. These will be the
primary computing devices
twilio

24. at ?
W h
o w will be the
NThese
primary computing devices
twilio

25. Direct Actions
Call
Visit
High Value!
twilio

26. Click To Call
Tap
User Leaves the app
Little tracking information
Just a dumb phone call.
twilio

27. Tap To Call
Inside the App or Ad, with 1 finger
VoIP Call with Data
Context aware, completely trackable
twilio

28. VoIP calling for
web, iOS and Android Apps

30. twilio

31. twilio

32. Tap To Call
Inside the App, Inside the Ad, with 1 finger
Context aware, completely trackable
What else?
twilio

33. Closing Leads
in the Post PC Era
twilio

34. Where are your closers?
Agents Service Providers Home Reps
twilio

35. Where are your closers?
Where are they?
and
What’s their primary computing device?
Agents Service Providers Home Reps
twilio

36. WAKE UP
THIS IS
IMPORTANT
WAKE UP
twilio

37. An
agent’s odds of successfully contacting
an online lead are
100 times higher
if the lead hears back from the agent
within five minutes
of filling out an online form.
MIT
twilio

38. 100X
twilio

39. twilio

40. twilio

41. Where are your closers?
Where are they?
and
What’s their primary computing device?
and are they closing?
twilio

42. Complete(Channel(Visibility((
For(The(Mobile(Enterprise(
Howard%Brown
CEO#&#Founder

43. The$Problem$with$Marke1ng’s$360°$View$$
Phone$tracking$and$rep$performance$is$rarely$factored$into$
campaign$performance$$
A$prospects$calls$but$
the$campaign$source$ Reps$performance$
is$rarely$collected$ can$have$either$a$
huge$impact$on$
! campaign$ROI$
!
!
!
Prospects$are$usually$$
influenced$mul1ple$
1mes$during$a$revenue$ Limited$visibility$into$
cycle$ what$actually$moved$
prospects$along$the$
! funnel$
!
!

44. Integra(on*of*Cloud*Technologies*Through*
Mobile*Telephony!
Campaign** Call*Center**
CRM*Data* Social**
Source* Func(onality*
! ! !
3!

45. RingDNA(Tells(Companies(Who(Is(Calling,(
What(They(Want,(and(What(To(Sell(Them(
Account"Rep" Valuable"real>
logged"into" ?me(customer(
RingDNA(and( data(such"as"
Salesforce(CRM( campaign"
source,"search"
keywords"and"
more"gives"
account"reps"
Smart"rou<ng"
ac<onable"
suggests(sales(
insight""
scripts(based(on"
factors"such"as"
geo?loca<on,"<tle"
or"campaign"
source(
4"

46. "
How$it$Works$
RingDNA"uses"smart$numbers$to"track"inbound"
calls"from"ads,"sites,"and"more"
Web"
Account" Customer"
TV" Call"
History Data"
Metrics"
"
Social"
Marke<ng" CRM" Sales"
5"

47. Complete(Marke-ng(ROI(Visibility(
6"

48. Post PC Lead Gen
Meet Realtime Needs
Consumption, not production
Build Trust with Apps
Convert with Tap to Call
Embrace the Mobile Workforce
twilio

49. Lead Gen in the Post PC Era
Jeff Lawson
@jeffiel twilio