Driving Pipeline with Engagement – Driven Webinars Morgan Campbell Partner Marketing Manager @ ON24 Greg

I’m in Your Shoes..

The Growing Challenge of Engagement Email Engagement has fallen to 2-8 seconds but webinars continue to capture audience attention Avg view time

Webinars Drive the Buying Cycle DRIVING AWARENESS 50% Website 45% Webinars/Webcasts 44% Content Marketing 44% Analyst Relations 43% Search Engine Optimization LEAD GENERATION 51% Webinars/Webcasts 39% Telemarketing 39% Sales Enablement 38% Website 37% Seminars and Events LEAD NURTURING 59% Telemarketing 44% Sales Enablement 37% Webinars/Webcasts 37% Content Marketing 36% Seminars and Events UPSELLING & CROSS-SELLING 55% Sales Enablement 42% Webinars/Webcasts 38% Telemarketing 35% Channel Enablement 31% Seminars and Events Speaker - Olivia/Morgan Olivia: Webinars have been in the top 3 for driving the buying cycle. From driving awareness to pushing leads down the funnel, webinars can consistently produce enablement. Source: Tech Marketing Planning Guidance (Forrester)

What do you and your sales rep need to know to actually drive the sale forward?

From Demographic Data…

..To Data You Can Act On ON24 provides instant access to detailed analytics to tell where your best leads are and how to follow-up Event Analytics Lead Demographics Engagement Score Resource Activity Campaign Score Campaign Trends Power Leads Campaign Analytics Benchmark Indices My Webinar Trends Industry Trends Benchmarking and Trends Content Gateway Analytics Syndication Analytics Gateways and Syndication Multimedia SEO Speaker Olivia/Morgan Event Analytics: -all interactivity taken place during the webinar -being tracked and translated into an engagement score -help save sales team time and effort into sorting and qualifying leads- with ON24 you get insight into their interests through customer behavior analytics

Utilization Information Buying Cycle Stage Role in the buying cycle Vertical Use Case Pain Point Utilization Information Buying Cycle Stage Role in the buying cycle Competitive Products

Getting the Data in the Right Hands Engagement Behavioral Data Marketing Automation CRM Speaker - Morgan The ON24 Prospect Profile Card can be launched from the Power Leads Report or directly from Salesforce.com Upon selection, a unique webpage is launched that exhibits the entire lifetime activity of an ON24 webinar and/or video attendee, including their engagement score, total viewing time, resources downloaded, and questions asked. Information is collected from webinars, videos, and documents. Integrate engagement data into MAS and CRM across the buyer and customer lifecycles to increase revenue

Additional Resources Email: morgan.campbell@on24.com Twitter: @morganscampbell