content marketing world 2014 talk - jay acunzo
TRANSCRIPT
@Jay_zo | #CMWorld
Jay Acunzo | @Jay_zo
(or, Let’s Stop Polluting The Internet Because Think of the Children)
Beyond The Ebook:
With Our B2B ContentGetting More
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How Much They Are My Mom
How Awesome They Are
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Agenda
1 The Story of Diminishing ROI
2 A Framework & Process
3 B2B Examples
4 Distribution Playbook to Drive ROI
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About Me Jay Acunzo
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Agenda
1 The Story of Diminishing ROI
2 A Framework & Process
3 B2B Examples
4 Distribution Playbook to Drive ROI
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HUBSPOT, I
THE LEADSSHRUNK
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Aw nuts…
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Noisy Niche HubSpot Ebooks’ Diminishing Returns
“Inbound Marketing”
“Free Marketing Ebook”
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It’s the
stupid . , creative
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Content NPS How likely are you to recommend this?
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Content NPS How likely are you to recommend this?
33
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Stock Photos Experimental Content Offer
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B2B Golden Rule
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Save Your Audienceand/or
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Content NPS After Adopting the Golden Rule
52
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1. Social Media2. eNewsletters3. Case Studies4. Blogs5. White Papers
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Agenda
1 The Story of Diminishing ROI
2 A Framework & Process
3 B2B Examples
4 Distribution Playbook to Drive ROI
@Jay_zo | #CMWorld
Ev WilliamsTwitter, Medium, Blogger@Ev
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“Take a human desire, preferably one that has been around for a really long time … identify that desire and use modern technology to take out steps.”
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Ev WilliamsTwitter, Medium, Blogger@Ev
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“Take a human desire, preferably one that has been around for a really long time … identify that desire and use creative content to take out steps.”
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B2B Content Marketingi s jus t so lv ing thes a m e p r o b l e myour product solves.
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Example You Sell Analytics Software
1 3 52 4FindData
CreateCharts
DesignDeck
ScheduleMeeting
PitchBoss
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1 3 52 4EBOOK
“How to Pitch Your BossUsing Data”
Example You Sell Analytics Software
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1 3 52 4
Example You Sell Analytics Software
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2 41 3
Deck ofRelevant
Data
Example You Sell Analytics Software
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1 32
ReportingTemplate
Spreadsheet
Example You Sell Analytics Software
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21
Best-Practice Presentation
Deck
Example You Sell Analytics Software
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21
Example You Sell Analytics Software
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Solving the Buyer’s ProblemUsefulness
Thought Leadership
Educational Content
Templates& Other Utilities
YourProduct/Service
OnTheirOwn
“Oh, by the way”
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Example You Sell Analytics Software
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Agenda
1 The Story of Diminishing ROI
2 A Framework & Process
3 B2B Examples
4 Distribution Playbook to Drive ROI
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Assets
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Workbooks
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Erik DevaneyHubSpot@BardOfBoston
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“Interactive content can help move people along the buyer’s journey, as it gives them a chance to get ‘hands on’ with your company (without having to pay you anything first).”
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Video +Email Overlay
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Video +Email Overlay
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• 10K views/video (launch)• 4K views/video (longtail)• 200+ leads/week• 85K customers
Wistia.com/Learning
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“Instead of trying to market and sell a product, we’re trying to market and sell a mission: Help people do more with video.”
Chris SavageWistia@csavage
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Interactive Tools
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• #1 most-viewed page• #2 on Google SERP• 1000+ leads• Powerful lead nurturing
ImpactBnD.com/BlogAbout
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“I trusted that if the experience was great, we’d get a lot of forms filled voluntary, not by gating. And we did. And I’ve been able to build real relationships with these people.”
John BoniniIMPACT@Bonini84
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Content Communities
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• 30K registered users• 80K visits/month• 250 job applicants/week
Inbound.org
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Sam MallikarjunanHubSpot Labs@Mallikarjunan
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“By helping them hire better, we're creating stickier customers because they do more (and better) inbound marketing.”
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Templates
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Templates
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• 10K views (prev. avg. of 273)• 1100+ downloads (first week)• SlideShare homepage + PR• 55% subscriber growth
ViewFromSeed.com
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Data 1-Sheeters
11% $32 6x
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• 1000+ leads (first week)• 2200+ leads (first month)• 75% visit-to-lead conversion
InsightSquared.com/Resources
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Unsolicited fromBuyer Prospect@InsightSquared
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“I personally think the presentation is spot on: a single page with just the necessary data is exactly what busy business people need. It’s clear and to the point and certainly useful.”
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Project “X-Rays”
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Agenda
1 The Story of Diminishing ROI
2 A Framework & Process
3 B2B Examples
4 Distribution Playbook to Drive ROI
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ContentOffer
Blog & Atomize
Paid
ThirdParties Social
Audience
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• Sharing• Twitter chat• Influencer mentions
• 18 Stats on Social• Tips & News• Cheat Sheet• Infographic• (many more)
Twitter Workbook
• 1 email per piece• Nurturing track
• SlideShare• Social Media Today• Jay Baer & Jeff Hoffman
• Outbrain
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This seemslike work...
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The chef in charge is still
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have notreplaced
does notreplace
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For Content MarketingMy Hope
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Jay Acunzo | @Jay_zo
SorryForMarketing.comViewFromSeed.com