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New Tactics for Selling Next-Gen Tech

Business Success SymposiumSponsored by

Luanne Tierney, Managing Member Fivesky, Channel Marketing Advisor, Speaker

Capturing Marketing Trendsto impact your Business

Driving Sales & Marketing through Digital Engagement

• Delivered 100 Social Media Workshops Globally

• Created comprehensive channel and field marketing campaigns programs for sales to drive 30% pipeline for sales (Cisco, Juniper, Fortinet, Proofpoint)

• Led re-brand and repositioning initiative, grew Proofpoint’s PR, digital, and brand awareness by 265% contributing to 35% of pipeline

• Developed innovative Partner Conferences, Advisory Boards, Enablement programs globally.

Americans Check Their Phones 8 Billion Times a Day

We check our phones 1500 times a week

Average user spends 40 min a day on Facebook

Instagram users now share 95 million photos & videos per day

Instagram is used by 48% of brands -to grow to 70% by 2017

Facebook Stats | NPR

Impact of Technology

37% US workforce75% 2025

Millennials

CEOsare changing too

74%of B2B buyers

conduct more

than half of their

research online

before talking to a

sales person.

5.4people are now

involved in the

average B2B

buying decision.

75%of B2B buyers

now use social

media to research

vendors.

90%of decision

makers say they

never respond to

cold outreach.

74%of buyers choose

the sales rep that

was FIRST to add

value and insight.

The Reality of the Modern Buyer

76% MARKETERSTHINK MARKETING

HAS CHANGED

MORE in LAST 2 YEARS

THAN THE PAST 50 YEARS

• Interactive Content

• Influencer Marketing

• Mobile First Strategy

• Mobile Video

• Chatbots

• Short Lived Content

• Social Selling

• The Future AI: Voice Marketing

8 Trends

1#

Interactive Content

Get readers to actively participate

vs passively consume.

Quiz, polls, surveys, infographics,

brackets, contests.

2# Influencer Marketing:

Ad blocking on the rise

Provide product context and

expertise through an inspirational person.

3#

Mobile First StrategyMobile Video views – 6x faster than

desktop views

Deloitte: 34% people check their phone

in the middle of the night

More internet traffic coming from mobile

devices than desktops

2019, 80% of worlds internet traffic will

be video

Consumers Expect Content to Be in Video Format25% of consumers will lose interest in your brand

if you don’t have a video explaining your product or service

Salespeople record short video

Take an existing video,

give to your sales team

Tip: Wistia, video voicemails, build deeper

connections

Salespeople & PR

Will Use More Personalized Video

Video is the new blogging...

Tip: Videolicious – Produce short videos,

complete with narration and music – in minutes,

using only your phone.

Aninmoto:

4# DESIGNMARKETING MATERIALS

FOR MOBILE DEVICES

Webinar: Security BasicsProtection from Within

Thursday, Sept 29, 20132:30 pm CEST

Register NOW

ABC Tech

Register now

Mobile Messages Are Different

ABC Tech

Desktop: Poor Mobile: Best

Headlines

Less Text

Large Fonts

Visuals

MAKE MESSAGES “MOBILE FRIENDLY”

8.25 seconds

average attention

span

80% of people abandon

website in less than

5 seconds

55% of web views get

less than 15 secs of

attention

5 #

Short Lived

Content

600 Million Users

Decision makers are getting younger,

engage on their platforms

Introduce Your Engineers

Emojis work

“Content Snacking Generation”

AND be personalizedAutomation will help

Short Bursts of Content

Speaking of Snacking: Podcasts

• Audiences Grew 25% in 2017

• Try 5-10 min podcast from your engineers

• Topics from cloud, security, IOT

Your expectations have grown…

2020, 85% of customer experience

will take place without speaking to a human

Where could Chatbots help you today?

Pivot towards B2H (Business to Human)

By far, the most impactful technology innovation in the past five years has been the rise of social media. It has leveled the field of marketing—making it more ofa meritocracy than a financial game.” Guy Kawasaki

7# Social Selling-Company Wide

Raise your online brand engagement & sales

Its st

• Starts with you, scale to all employees

• Show them how to engage

• Serve them content• Real results 90 Days

Build the brand of you

LinkedIn

• Professional photo

• Use 3 words in your headline; not your title

• Create a summary showing value you bring

• List skills your customers will want to hear

• Create Social Studio for your company:

• Consistent photo, profile help, content

• Assign “go-to expert” to help teams

Marketing News You Can Use

• Social Media Share

• Campaign Updates

• Global Press Coverage

It’s Easier Than You Think To Build YOUR Brand & Engage Online

.

Share an on-topic

article – from a

trusted source,

from your

website, or

LinkedIn feed

Write an article

highlighting

your perspective

on one of the major

challenges in one

of the markets you

serve, & post it

into LinkedIn

Review & update your

LinkedIn summary,

current role description,

adding in new talking

points & achievements

respectively

Monthly

Quarterly

Weekly

8# AI & Voice Technology will play a bigger role

IBM, “BIG DATA AND ANALYTICS” http://www.ibm.com/big-data/us/en/big-data-and-analytics/ IBM, “Big Data And Analytics” 2013

COMMUNICATION

SHIFT

Questions: Contact, luanne@fivesky.com

41

Social Selling, Channel Marketing,

Enablement & Marketing Program expertise

led by Luanne Tierney

Innovative multi-channel marketing programsWe have a team of channel marketing experts & channel program managers

Contact: luanne@fivesky.com

c: 408 718 1062

THANK YOU!

Position your business for future