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Tony Kyberd
HEAD OF CUSTOMER SUCCESS, SUNDAYSKY
RECIPE FOR SMARTVIDEO
PROGRAM SUCCESS
GUACAMOLE	
  
GUACAMOLE	
  
SMARTVIDEO
RECIPES
!  Positive results from when someone watches
a SmartVideo?
!  Trying to get more videos in front of more
customers?
!  Using more than one way to deliver the
opportunity to view a video?
!  Using / planning to use more than one
SmartVideo to connect with customers?
SHOW OF HANDS	
  
CORE INGREDIENTS	
  
POTENTIAL
VIEWER
VOLUME
DATA =
PERSONALIZATION =
ACTION / BEHAVIOR
MEASURABLE BEST PRACTICES
ALTERNATIVE
DELIVERY
CHANNELS
ALTERNATIVE DELIVERY CHANNELS
LINK TO SMARTVIDEO
IN OTHER CUSTOMER
COMMUNICATIONS
OPTION TO REQUEST
SMARTVIDEO THROUGH
IVR SYSTEM
PROVIDE CALL CENTER
AGENTS ABILITY TO
SEND SMARTVIDEO
Subject Line:
Tony watch your
personalized video
from Skyline insurance
Subject Line:
Tony see your policy
whenever you need it
20% OPEN RATE
27% OPEN RATE
18% CTR 30%CTR
50%
OPEN
RATE
36%
CTR
Skyline
73%
CTR
2-5X
MORE
Skyline Resorts
DATA, DATA, DATA
Average % of video viewed was 83.94%
75.32% of customers completed their video
75% video completion rate
84% of survey respondents find the video
bill helpful
70% of survey respondents found video “very helpful”
68% of survey respondents said video provided info
they didn’t know before
76% video completion rate
29% viewers clicked CTA
80% of survey respondents had more favorable
opinion of Skyline after viewing
Improves overall perception of Skyline
More likely to watch a personalized video vs. a
generic ‘static’ video
PERFORMANCE
& VALUE
MEASURABLE	
  
KPIs ASSOCIATE A VALUE
SURVEY DATA TO MEASURE KPIs
PRE-VIEW:
DELIVERY
CHANNEL
VIEW:
VIDEO
VIEW
POST-VIEW:
ACTIONS &
BEHAVIOR
RESULTS	
  
SHORT TERM LONG TERM
BUSINESS
IMPACT
VALUE OF BEHAVIOR
CHANGES
METRIC TOTAL
Addressable Churn Rate 29.2% ➡	
  
Delinquent Payment Rate 43.4% ➡	
  
Paperless Sign-Up 29.3%
Autopay Sign-Up 25.8%
55% OPENED EMAIL
42% CLICKED TO PLAY VIDEO
OF THE TOTAL EMAILS SENT,
23% VIEWED THE VIDEO
EMAIL
ONLY
VIEWER VS.
NON-VIEWER
BEST PRACTICES	
  
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
Open Rate Click Rate Click to Open
Rate
Total Response
Rate
Control
SundaySky
EXAMPLE PROGRAM	
  
EXAMPLE PROGRAM	
  
0%
50%
100%
150%
200%
250%
300%
350%
Sept Oct Nov Dec Jan Feb March
Email
Redesign
Mobile Email
Remail
30-Sec AD
IPTV
Remail
TAKEAWAYS	
  
REACH, DATA,
MEASUREMENT
INGREDIENTS &
BEST PRACTICES
SMARTVIDEO AS
A CONVERSATION
VALUE NOW
& OVER TIME
101 FUN THINGS TO DO
WITH GUACAMOLE	
  
SmartVideo Summit 2014 – Recipe for SmartVideo Program Success