#mptech Case Study of Viral B2B Video

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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

#mptech Motorola Case Study to Use Social Media for B2B Event

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The session I was most interested in attending was the “B2B Events: Build Audience and Extend the Conversation through Social Media” at MarketingProfs SocialTech conferene. Belinda Hudmon, Sr. Director, Interactive Marketing, Motorola, shared how they leveraged social media for their events and to accelerate the sales cycle.

Start with the Customer

Motorola first started from the customer’s perspective to understand the pain point and sales cycle. The company levereaged in-depth research, customer insights and detailed personas to help develop digital toolkits to help prospects and customers through the sales process, such as microsites, product tours, website, social media and communities.

Events Key Part of B2B Sales

Events are key part of Motorola’s B2B sales but the recession impacted audience attendance (up to 50%+ decline for some key events) , especially since many of Motorola’s events were global.  Interestingly, virtual events weren’t necessarily the answer as Motorola was cognizant of people’s limited time to participate in such an event.

According to Hudmon, they learned that 69% of business buyers use social media to make a purchase decision (Forrester). This, combined with the impact of the recession on event attendance, lead Motorola to develop its “Share the Experience” site. The goal of the site was to expand the experience for the event with video as the core.  They leveraged several social media tactics to seed content and drive engagement:

* Uploaded videos to YouTube
* Had bloggers contributing insights about industry trends and from the industry floor to see what was happening
* Followed Twitter and Facebook to see what was happening via hashtags
* Provided access to initial information on case studies and other content from content sites, social media integration (e.g. flickr), etc.
* Promoted the site via email, twitter, and facebook to give info about the speakers, as well as feed information about the show back to their different social communities
* Recently provided mobile experience as well

Results: Increase Engagement, Thought Leadership and Post-Show Dialog

Overall, the “Share the Experience” site helped Motorola to establish a following with their customers, partners and prospects which extended their dialog with these key audiences. This also helped drive Motorola’s thought leadership platforms with blog postings and real-time updates from Twitter and Facebook. This has become an integral part of other shows and as a way to launch other thought leadership platforms.

Highlighting the value of archival content, Motorola discovered that 60% of the videos were watched after the event had concluded with 3X more demos completed online overall.

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.

Built the virtual conference platform internally for Motorola. Why internal vs external? Looked at virtual events and one of the issues with virtual events is that people’s time is limited. With the “Share the Experience” site, we weren’t trying to replace virtual but have an experience before, during or after the show. Have done some virtual that weren’t live stream and more on-demand scenario. Have tested the virtual event as an augmentation to events to see live and ask questions.

Social media integration – used corporate Motorola or different accounts within the event? Started by an event site but realized the opportunity was a Motorola site or audience-specific site. As set up the site and interface with it and can have a long-term interaction. So leverage the audience site to interface with event sites as they come online.

Conclusion

Motorola recognized that events were an integral part of their sales process, but the recession greatly impacted attendance at their global events. By understanding their customers – especially that these are time-constrained professionals, the company opted for a website-based experience integrated with social media versus a virtual event.  In this way, Motorola discovered an effective way to drive engagement, thought leadership, and I’m assuming, sales forward.

How are you using social media to drive your B2B events? What other strategies are you using?

#mptech Guy Kawasaki Keynote and 6 Twitter Tips

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I attended MarketingProfs SocialTech conferenceyesterday, which brought together a great roster of speakers including Jeremiah Owyang, Robert Scoble, Michael Brito, Laura Ramos and more.  The ending keynote was Guy Kawasaki on how to use Twitter for B2B marketing.

I plan to post summaries of the sessions I waas able to attend either today or tomorrow, but wanted to start with Guy’s presentation first. Why? Because he decided to give an unusual keynote.

Instead of a straight forward keynote about the strategy of Twitter, he gave a more stream-of-consciousness look into how he uses twitter on a day-to-day basis. After a long day of sessions and enormous amounts of ideas/information, I thought this was an entertaining way to discuss why Twitter is integral for marketing and how to leverage it.

Be Memorable, Be an Expert – Six Tips for Twitter

 1. “Sucking up is key”– Guy’s point is that you have to be kind to people on Twitter. This is one of the best ways to get people to follow and retweet you.

The Takeaway: Tweets are just a collection of letters and words. Intent can sometimes be misunderstood. As such, follow the Golden Rule and you will avoid any misunderstandings.

2. Be an expert –Want more followers? Be interesting. To do this, monitor those who are considered experts. When appropriate, share interesting feedback or content to be seen as intelligent contributor. Once they retweet your contributions, you’ll then be seen as an expert in turn.

The Takeaway: Be very clear on your messages and how you want to position your company on Twitter. Everything you tweet should be related to this to further position you and your company as an expert.

3. Use search intelligently– There are many ways to use search. The question is which parameters are you using? Consider searching beyond just the content of the tweet to look at profile information (search by title, geography, bio) or even look at tweets to and from a person. This helps you to better do points 1 and 2.

The Takeway: Conduct regular search to identify new influencers within your space.

4. “Tweet is the new haiku” – You only have 140 character. In order to capture attention, you have to be interesting. If you’re not the best person, then find someone who can.

The Takeaways: The best person to contribute to your Twitter feed may not even be in the marketing or PR department.

5. Social content curation – One of the controversial issues with Guy’s Twitter feed is his use of ghost contributors to his feed. In his keynote, Guys highlights how he collaborates with this group like a managing editor would with his writers. If he sees something interesting, but is unable to tweet or blog about it, he assigns the story to one of the appropriate ghost writers. This helps keep his content fresh while providing a benefit to his readers.

The Takeaway: Twitter never sleeps but individuals do. Instead of one person monitoring your Twitter stream, have a group of individuals within a corporation monitor and response for you customer support or brand management needs.

6. Be like CNN – Don’t assume everyone sees your tweet the first time. Consider tweeting 2-3 time during different time zones so the maximum number of followers see your tweet. (Note: according to Guy, this is against Twitter’s terms of use. Though he hasn’t been terminated for such behavior, he is probably an exception. Hint to Twitter – another way to generate revenue?).

The Takeaway: Marketers are content creators and publishers. In the case of Twitter, what may seem “spammy” may actually be the best strategy to ensure your message is seen and read by your customers, partners, and prospects.

Conclusion

The keynote didn’t have a direct way of presenting how one could use twitter for B2B marketing. Rather, Guy shared a collection of ideas and thoughts of his personal use to inform marketers on what could work for them. And depending on your needs, each marketer could walk away with a deeper understanding of how to use Twitter for her own marketing needs – both from a tactical and strategic perspective.

If you watched the keynote (either in person or virtually), what did you think? Do you agree or disagree with me? What takeaways did you have?

Meet Up at Upcoming Conferences

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I always look forward to meeting people at conferences. I plan to be attending these two upcoming conferences. Drop me an email if you’re interested in connecting.

WITI’s Women and Technology Summit, September 12-14, 2010 – San jose Doubletree Hotel – I will be attending on the 13th and 14th. The conference brings together top technology leaders to discuss strategy and growth.

SocialTech 2010, October 26, 2010, San Jose Doubletree Hotel – This conference looks like it will be a powerhouse of speakers discussing how to leverage social media for B2B.

Look forward to seeing you in San Jose.

PRMeetsMarketing Weekly Articles: November 21, 2022

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Here is this week’s of interesting articles. Have a great Thanksgiving. Yum Yum, I can taste them giblets now! =) You can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed:

 The Power of 150… or Not? – Mack Collier of Viral Garden brings up a good point of how AdAge is leveraging the Power of 150 list. Maybe it’s a case of another company not understanding the full power of social media? 
<What do Tulip History and Web 2.0 Have in Common? – Check out this humorous history lesson from mrontemp blog. Thankfully, I don’t like flowers – my lucky husband!

Going Deep into the Blogosphere – David Meerman Scott highlights an interesting site – DeepBlog.com – for finding popular blogs in certain niches.  

 Astroturf Can Burn Baby –  John Blossom of Shore Communications writes about PR agencies still working their way around social media. He highlights the issue of “astroturfing” – pretending to be a satisfied customer when posting online. My perspective – learning about social media is no longer an excuse for doing one’s homework and understanding the rules of the road. 

 Lessons on Customer Service – Jeremiah of Web Strategy put up an amusing post about his experience with Real, Delta Airlines and PeopleSoft. Sometimes, it’s good to pay attention to what is being said about your brand online. Kudos to Real for responding so quickly.  Now only if Jeremiah can help me with Citibank’s stupid emails – read my rants here, here and here. Jeremiah also retells a story about his Uncle Ted’s experience working with prospects. You never know who will become your best customers.  

 And When Negative is a Positive – Marketing Pilgrim provides an interesting perspective on the power of negative reviews. They demonstrate that your customers care enough to write a negative review and can even provide good competitive intelligence on competitors. 

 PR’s New Tools – This article comes courtesy of the Marketing Profs Daily Fix. Looks at how multimedia can enhance your PR program. All good advice – so who’s going to do all of this work! =) 

 SMRs for New PR? – Lena West of InfoWorld highlights the pros and cons of the social media release. And in her wise words, “And remember, no amount of ‘social media-ization’ can make a news release exciting. A crappy news release is still a crappy news release.”   

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