#mptech Case Study of Viral B2B Video

Rene Bonvanie, VP of Worldwide Marketing, Palo Alto Networks, presented on a viral video he created while with Serena Software.  The goal of the video was to increase the use of the company’s mashup tools. Instead of creating a “standard” B2B video at the time, the company decided to adopt a more consumer-focused approach of using sex and innuendo.  In essence, they were seeking to create a strong emotional response to the video – either you hated or loved it. I’ve embedded the original video below.

Starting a Fire

“No long tail in social media. It happens or doesn’t.” – Rene Bonvanie

 While the video only cost $5,000 to develop, the challenge was generating the fire to start the buzz. The key considerations for Serena Software were:

* How to increase/enable social networking

* Have users push and syndicate the content rather than pushing it themselves

* Coordinated efforts with traditional media and advertising activities

The company first created two versions of the video: a censored version for YouTube which linked to an uncensored version on the company’s website. The company then leveraged traditional advertisements on targeted websites that played on the “censored” theme. As the ad campaign continued, media outlets began to pick up on the, at the time, unique campaign.

Simultaneously, the company built a video channel related to the original video. As the views increased for the viral video, other videos also saw an increase in views as a halo effect. 

Questions from the audience

Note: I tried to capture the questions and quote as fully as I could and is not meant to be a “transcript” of what was said. Questions are in purple with the response italicized.

Insights with global marketplace and how to adapt this? One of the things we found is that from a B2B perspective, the audience speak English for B2B.

What was the magic sauce for the video? Sex and innuendo.

Had you thought of anything else besides sex/innuendo? Did take out some of the sex and tried the office/Seinfeld humor. Thought it was done before and wouldn’t go that well. Looked at consumer brands to see what they did and to combine those elements with office setting did well.

What was the impact on sales for the video? There were two ways to look at that. At the end of the day was to have people evaluate the software. Got $10 million in sales with $40 million in opportunities and 100,000 to conduct trials.

In conclusion, Bonanvie recommended caution when seeking to create such a video. You have to consider the creative, brand, comments from viewers, and related videos.

Other posts regarding MarketingProfs SocialTech 2010:

* Motorola Case Study to Use Social Media for B2B Event

* Guy Kawasaki Keynote and 6 Twitter Tips