Thursday, November 12, 2015

Video and Sales Go Together Like Cake and My Mouth

“You can’t have your cake and eat it, too.”

You know, I never understood that phrase. Why would anyone waste money (or effort) on buying or making a cake if they aren’t allowed to eat it? (Mmmmm…cake…)

Same goes for video. Why put in all that effort, resources, and time if you’re just going to leave it there and let it go mouldy? Enjoy the yummy awesomeness of the cake, and make sure you’re putting it to work for you to get you a whole lot of customers.

Okay, my metaphor is starting to break down a bit here, so let me get to the point. Ready? Here’s the point. The point is:

Video isn’t just for marketing.

Whaat?! It’s true. Whether you’re new or consider yourself an expert in the video marketing scene, have you given thought to how video can help your sales teams? Video is perfect for top-of-funnel and mid-funnel content, but sales people can (and should!) be using it to get more customers, faster.

If you’re using video strategically to attract and engage leads, you may have the analytics that tell you which leads are most interested in which of your products. When you have information like that, sales teams can use it to engage with leads and develop lasting relationships with customers.

Engage with leads using video

Imagine, you’re thinking about buying a certain product that you’ve had your eye on, you’ve checked out their website and watched a few of the company’s videos. And then, you receive a video from a salesperson that has been personalized to your own interests! They’re talking to you about the product you were just thinking about, and answer questions you had before providing their personal contact information. You feel like you’re talking to an actual, real, live person with a face and a personality, as opposed to receiving calls you want to block and emails you filter into spam. Now wouldn’t that be an engaging (and converting!) experience!

Salespeople can use video analytics to determine when and how much of a video each lead watched, helping them to have better, targeted conversations with leads right in the moment that counts.

Connect leads with the information they need

More than just for initial conversations, sales teams can send potential customers all the information they need to help make a purchase decision. But they don’t have to send boring text document after document. Try a video case study, or a video testimonial, or video FAQs. These videos can be shared around a lead’s company so that everyone can get on board! Engaging videos create advocates like no other content type.

Keep customers feeling connected with you

So, once you’ve won over a lead and turned them into a customer, should you leave them to their own devices and just touch base when it’s time to renew a subscription or buy the latest product? Uh…no. Video can help make customers feel like they’re part of a big, happy family. They can see your faces and feel engaged with content that has been personalized just for them. Help answer further questions, or show them content on up-and-coming products and services that may be a great fit for their needs.

This is just the beginning

Want a deeper look and more details on how video and sales together can totally change the game? Join us on November 23 at 2PM ET for our newest webinar called How to Use Video in the Sales Process to Close More Deals. Cake not included.

blog-cta-video-for-sales

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New Vidyard Live is First Video Streaming Solution Fully Integrated with Salesforce and Marketing Automation

New live streaming solution for businesses enables marketing and sales to see who watches their live events, automatically converts videos for on-demand use

Kitchener, Ontario – November 12, 2015 – Live streaming has become a prominent tool for businesses to engage with audiences when they cannot be there in person, but until now there hasn’t been a way to know who viewed a stream or for how long. With today’s launch of Vidyard Live, organizations can now see down to the individual viewer who watched, when and for how long – critical information to understand engagement and convert viewers into customers.

“Live streaming is a great way to engage with remote audiences, but you can’t know if you were successful or re-engage with those viewers unless you know who they are,” said Michael Litt, CEO and co-founder of Vidyard. “We’re essentially delivering Meerkat or Periscope for the enterprise with the ease-of-use that modern businesses expect. But we’re going beyond the ability to simply broadcast your message, enabling businesses to track who’s engaged in the live stream right inside their marketing automation and CRM tools to enhance customer insight.”

Live streaming is now a popular tool across enterprises. From broadcasting customer events to scaling internal training and sharing executive communications, more companies are turning to live streaming to connect remote audiences with compelling content. The missing pieces have been how to identify those viewers when they are watching and how to know whether they were really interested in what they saw. With Vidyard Live, a marketer or sales rep can see exactly who watched and then immediately follow up with the most engaged viewers when they are most interested in learning more.

Vidyard Live has been built to be easy to use, enabling anyone across marketing, sales or internal communications to easily initiate a live stream on the fly or at a pre-determined time.

  • Easy set-up – Vidyard Live is built around a user-friendly workflow and can be set up in just a few quick steps. Organizers don’t need to schedule their live streams weeks in advance. Vidyard Live can be started when it’s needed, even at a moment’s notice.
  • Know who is watching – Identify both external and internal live stream viewers and track their engagement within Vidyard’s Analytics Center and leading marketing automation and CRM platforms such as Oracle Eloqua, Marketo, Act-On and Salesforce.
  • Automatic on-demand video – As soon as a live event is over, the recording is automatically converted to an on-demand video asset available in the same player at the same URL. There is no need to manually upload or encode a separate file or re-embed the video.
  • Embed anywhere – The Vidyard player for live streaming and on-demand videos can easily be embedded on any web page, landing page, and even within a Salesforce Chatter feed or Salesforce Community. Vidyard’s HTML5 player supports all devices and screen sizes.

“We’ve always believed that video is the next best thing to being there in person, and that makes it a powerful sales and marketing tool in an age when your potential customer could be thousands of miles away,” Litt said. “We continue to innovate and execute on our vision to help businesses engage with their audiences and generate more revenue through the use of online video.”

Already the first video platform to offer comprehensive integrations with Salesforce and leading marketing automation platforms, Vidyard also recently launched Personalized Video capabilities. Companies including Lenovo, Honeywell, LinkedIn, Cision, TD Ameritrade and Citibank rely on Vidyard for their video marketing and analytics needs.

To learn more about Vidyard Live, visit www.vidyard.com/live or register for the upcoming webinar How to Use Live Streaming for More than Streaming Live Stuff.

About Vidyard

Vidyard (Twitter: @Vidyard) is the industry’s leading video marketing platform that helps marketers drive results and ROI with online video content. With Vidyard, customers can add video to their websites in minutes, get real-time analytics, syndicate video to social networks and YouTube, create calls to action, optimize search engine hits, capture leads, and brand their player skins all from one place. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.

Media Contact:

Tyler Lessard
Phone: (226) 220-5351
press@vidyard.com

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Wednesday, November 11, 2015

The Making of Our Most Engaging (Halloween) Video Ever

This year, just a few days before Halloween we launched our first ever TV show / theme song / 90’s revival parody with the Vidyard Family version of the Addam’s Family. Holiday videos are kind of a tradition at Vidyard, but this video outperformed any of our previous videos by leaps and bounds.

If you weren’t lucky enough to see it when it was first released, here it is again.

As a non-videographer myself – but a marketer who loves to utilize video (obvs!) – I thought I’d sit down with our video team after the shoot to find out just how they accomplished some of the things I’d have no idea how to go about. Here’s what I learned and think you might find interesting, too!

Creating the Illusion of a Full- Body Drag

Making of Vidyard Halloween Video - Dragging

A lot of us saw this scene being shot in the office and I think about 10 of us, at various times during the shoot, looked at another colleague walking by and gave an “oh s#!$, that’s resourceful”.

For real, though.

A lot of thought went into this shot. Mat King, one of our unbelievably talented videographers at Vidyard, explained that it was important in this scene to make it look like Lurch was actually dragging Wednesday and Pugsley and not just walking along with them while holding onto their t-shirts (which would be much less intimidating). Mat was initially planning to have Katie and Ji (a.k.a. Wednesday and Pugsley) crouch down and walk really slowly with long steps beside Tyler (a.k.a. Lurch), but after a few minutes of planning this out on set with Blake, our Creative Director and co-videographer, Mat thought of another, resourceful idea. “I just looked over at our skateboard wall and was like, oh hey – we’ve got longboards right here. Why don’t we just use these?”.

So Blake got in there right away and used skateboards to help Katie and Ji along. Blake pulled and Tyler pushed the two on skateboards with his forearms. Of course, Mat coached Katie and Ji to crouch down and slump their shoulders in order to create the appearance of their body weight being lifted from the back of their neck. As Mat says, giving proper direction is absolutely critical to the success of live-action videos:

“The ability to give direction is really important. You’re the one with the vision in mind. It’s really important that you communicate your vision well so you don’t have people just acting out their own interpretation of your vision.” Mat says that if you give people sequential instructions, they can figure it out. From his experience, “if you just give your actors one action to do, they’ll do it and then look at the camera, which pretty much always renders that shot useless, unless you’re making really tight cuts. If you give them multiple steps and let them know how to finish at the end, you’ll be golden.”

Making Electrocution Look Real

Making of Vidyard Halloween Video - Electrocute

Watch this shot closely. What is it that makes it look realistic? It’s not actually the “lightning bolt” effect, but the lights strobing in the background. But of course, in his usual style, Mat did take a few shots without the strobing lights just in case the effect didn’t work out well once they got down to editing. He’s always making sure there are options to play with! The electrical currents are definitely necessary here, though. That was an effect in After Effects called “electricity”. All you have to do is show where you want to the current to start and end and it essentially does the rest for you!

The other thing that makes this scene is the props. Mat and Blake recreated their own electric chair with a mic stand, a metal salad bowl, and some extra wire taped on to the bowl. As Mat puts it, “it worked out really well that the props could look homemade just due to the quirky nature of the Addams family”. While homemade props are a lot easier to work with, Blake and Mat still spent a fair amount of time sourcing the right props at Value VIllage. For example, this bowl had to be big enough to fit Garth’s head without being too large. It also needed to be deep enough to get a good portion of his head inside the bowl. There was a lot to think about!

Making of Vidyard Halloween Video - Electrocute

Turning ‘on’ the Bulb in Uncle Fester’s Mouth

This one is relatively simple, but it’s still something I had questions about. I mean, obviously they didn’t plug the light bulb in, so I assumed that Blake and Mat added this in in post-production. Turns out there are such things as prop light bulbs! Garth (acting as Uncle Fester) took one for the team here and wrapped some tinfoil on the end of his tongue. Whenever the cue came to light up the bulb, he would just touch his tongue to the end of the bulb, complete the circuit, and voila! He did say that there were a couple times he got a pretty good tingle. So be careful of this one if you’re planning any ‘light bulb lights up in mouth’ scenes.

Making of Vidyard Halloween Video - Light Bulb

Building Real Life Moving Photos

Making of Vidyard Halloween Video - Moving Photos

To get this shot, Mat and Blake filmed 4 different segments: one of Lurch dusting the wall and one of each of the people in the portraits. In post-production, Mat adjusted the lighting on each so they were all comparable, then masked out the centre of the frame so that it became transparent, moved the videos in behind the frame and moved them around until the subjects were in the right spot. They found the frames online after searching for “Victorian, Gothic Frames” (or something like that!), but one thing Mat said that he made sure to do was to create a backup shot with actual frames that were on the wall. Why? Because if he couldn’t find the frames he wanted online, he would have had to recreate the entire scene, just when he thought he was done filming!

“Usually you don’t use the back-up, but especially when you’re getting into more technical things, this can really save you.”

Turning V-bots Claw into the Real ‘Thing’

Making of Vidyard Halloween Video - Vbot Claw

This representation of ‘Thing’ from the real Addams Family is the craziest, most complicated, and definitely most awesome effect of all of the effects in this video. Mat and Blake spent a lot of time brainstorming how they could add Thing into the video in an authentic way – i.e. it actually just being a floating hand, of sorts. (Of course we adapted the bodiless hand to be a claw for a little Vidyard brand infusion.) Mat and Blake determined that having the claw jump in and land on a chair was a great way to showcase this effect, so they created a scene to make this work using Morticia, who was a stoic figure, sitting formally in an arm chair.

In order to have the claw look realistic and not just be dragged in awkwardly by some fishing line and flip-flopping about, Mat and Blake used a two-layer process. The first layer was shot as you see it, but with Blake wearing the claw and a blue sweater. The blue was used as an alternative to the typical “green screen” approach because we couldn’t use green due to similarity in color to V-bot’s claw. But blue is another color that can be easily removed from shots.

Making of Vidyard Halloween Video - Vbot Claw

The second layer, called a backplate image was a still shot of the scene. If there was no secondary image then when Blake removed his own arm (yep – I just typed that) in After Effects during post-production there would just be a black hole where his arm was previously. A critical tip is doing this with the shadow as well! Leaving the full shadow in would include Blake’s arm, so that portion had to be removed. Mat described this to me saying “you couldn’t rely on the blue in this scenario to pull out the arm shadow, but you have a little more leeway with shadows because they have a softer focus and therefore a less-defined edge. If you don’t pull it perfectly, it’s unlikely anyone will notice.” And yes, you do need the shadow. Even though people might not be able to pinpoint what’s off without a shadow, they’ll know something is!

Making of Vidyard Halloween Video - Backslate

In order for Blake to remove his arm from the shot, he had to track the jump of the claw so he could remove the arm throughout the whole motion. Blake and Mat did all of this in After Effects although Mat explained that it could also be done in Premier – it would just be a little more time consuming!

Take a peek into the real editing process here as Blake explains the process to our design team!

Killin’ It in Black and White

“Shooting in black and white comes down to adding the appropriate level of contrast and planning ahead of time”, says Mat. “It’s not enough to film in color, desaturate your footage, and move on with it.”

Mat explains that producing a black and white video involves tweaking your black tones, mid, and highlights. “If you’re going for a retro look (like we were), you up the highlights so the skin is bright. You really do need these three layers of shading to sell the contours of people in your video.”

In every single shot, Mat took a photo on his DSLR camera on the monochromatic setting to get a feel for the black and white appearance of the regular scene. This helped him to determine if there was too much black, too much highlighting, or not enough contrast. For example, in the scene with Pugsley chained to the wall with the apple on his head for Wednesday’s shooting practice, Mat and Blake initially set up the shot with a red apple on Ji’s head. When he looked at the monochromatic shot, though, Mat realized there wasn’t enough contrast and switched that Red Delicious for a Golden one!

Making of Vidyard Halloween Video - Contrast

Taking monochromatic photographs throughout also helped him to adjust the exposure for each scene which made color balancing easier later on. As Mat explains, “there’s only so much adjustment you can do later on. If each scene is drastically different in grey-levels and contrast it’ll stand out in the final product.”.

Mat taught me that if you’re using a second videographer to edit footage in post-production, to make sure they do so in full color and send you the source files in full color. You’ll want the switch to black and white to be done by one person since there is actually quite a large spectrum of “black and white” and one person’s conversion may look different than another’s.

The most important tip Mat had for those looking to create a video in black and white is to “re-approach” – or in layman’s terms, walk away from your video editing and coming back later. Your eyes adjust after looking at something for long enough so they may trick you into thinking your black and white video looks well-balanced when it’s really not. Walking away and allowing your eyes to reset will help you optimize your blacks, mid-tones, and highlights.

Some Final Tidbits

When asked if there was anything else he wanted our readers to know about this shoot, Mat said “it seems like this video was really simple, but it was so important that we planned this out. Without the pre-planning, storyboarding, scripting, and prop planning, it just wouldn’t have turned out like this. Oh and also, if you haven’t done anything like this before, practice. Do tests to see if your scenes are going to work, if you have your lighting on point, etc. Practicing can make a world of difference when you do it before everyone’s on set and you only have 10 minutes to complete a scene.”

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Tuesday, November 10, 2015

6 Key Lessons that Will Change How You Market in 2016

Last month I had the amazing opportunity to go to Space Camp! The Space Camp video marketing summit, that is. In addition to helping host the event, I got to put on my modern marketing hat, attend some sessions, and learn from some the best in the universe. Here’s my mission de-brief on some of the most inspirational learnings that I took away from the event.  Hopefully they’ll inspire you as well with new ways to kick your marketing efforts into hyperdrive in 2016!

1. It all starts with a great script (which starts with a great writer)

No matter what type of content your team is producing, it all starts with a good idea, a great story, and an interstellar script. This is particularly important when it comes to producing video content. Great cameras don’t make great videos – great scripts do. Do you always try to start with great writing in your content and demand programs? Do you even have the right script writing talent in your team? This is exactly why we see more and more marketing teams hiring former journalists and rhetoric majors as in-house writers and content marketers. To see how, and why, others are approaching this in practice, check out the presentations from leading B2B marketing cosmonauts Sourabh Kothari of Cisco and Bhaji Illuminati of Taulia where they share how they’ve woven storytelling and great writing into the fabric of their business.

Video Everywhere but not for Everyone - Sourabh Kothari Video Everywhere but not for Everyone – Sourabh Kothari
Cutting Through the Noise with Creative Storytelling in B2B - Bhaji Illuminati Cutting Through the Noise with Creative Storytelling in B2B – Bhaji Illuminati

2. Video producers need to learn the broader digital marketing lingo

Many video producers and creative directors that I spoke with at the event commented on how much they loved learning how other groups in marketing think and speak. This understanding will go a long way in helping them manage internal relationships and align their efforts to the broader goals of the marketing team. So if you’re producing videos and don’t know what CTR or MQL stand for, or what all the hype is around Demand Generation and Marketing Automation, I highly recommend this session by Heidi Bullock, VP of Demand Gen at Marketo, which will basically give you a PhD in modern digital marketing in 30 minutes. Also check out the sessions from Mark Emond of Demand Spring on aligning your video strategy with the buyer’s journey and from David Johnson of Oracle on making sense of the marketing technology landscape.

The Right Message at the Right Time - Heidi Bullock The Right Message at the Right Time – Heidi Bullock
Aligning Your Video Marketing Strategy with Each Stage of the Buying Journey - Mark Emond Aligning Your Video Marketing Strategy with Each Stage of the Buying Journey – Mark Emond
Making Sense of the Marketing Technology Landscape - David Johnson Making Sense of the Marketing Technology Landscape – David Johnson

3. Video is helping sales teams get noticed and close more deals, for reals!

Sales teams are getting wise to the ways of video. We saw numerous examples of how sales teams are using video content to expedite the sales process. From on-demand product demos to self-recorded personal greetings to targeted customer testimonials, video is becoming a powerful weapon for boosting sales productivity and effectiveness. When was the last time you asked your sales team which videos they need to be more effective, or how you can help them better prospect with personal videos? I highly recommend the session from Rich Kline, VP of Solutions Engineering at Salesforce, to see how his own sales team uses video to boost efficiency and performance. Also check out The Future of Marketing and Selling with Video to see how the Vidyard for Sales solution is changing the way sales reps prospect and sell.

Using Video Content and Analytics to Boost Sales Performance - Rich Kline Using Video Content and Analytics to Boost Sales Performance – Rich Kline
The Future of Marketing and Selling with Video - Michael Litt & Devon Galloway The Future of Marketing and Selling with Video – Michael Litt & Devon Galloway

4. Personalized videos could cure world hunger, and falling email CTRs

Vidyard’s launch of Personalized Video was quite the buzz at Space Camp. Everyone I spoke with about it was not only super excited, but they already had ideas for how they could use it in practice to better engage their audiences and boost click-through-rates (CTRs) of email and content marketing campaigns. During the Space Camp keynote, Michael Litt revealed some pretty amazing stats from recent personalized video campaigns. For example, those who received emails with a normal version of the video clicked through at a rate of 2% on average (pretty consistent with industry benchmarks) while those who received the personalized version of the video, including a personalized thumbnail image, clicked through at a rate of over 30%. Yes, that’s a 16x multiplier. Oops, sorry about that, I hope your jaw isn’t too sore. During the Video Marketing Trailblazer panel we also heard many leading marketers talking about personalization and interactivity as the future of video marketing. The possibilities are amazing and I’m pumped to see how marketers use these new technologies to blow the doors off in 2016 (and blow some minds while they’re at it).

Video Marketing, The Final Frontier - Michael Litt Video Marketing, The Final Frontier – Michael Litt
Defying Gravity: Video Marketing Trailblazers in Action - Panel Defying Gravity: Video Marketing Trailblazers in Action – Panel

5. High performing videos don’t just make themselves

You already know this, but high performing videos don’t just happen by mistake. It takes a thoughtful approach to the storyline, the script writing, the style, and much more. Equally important is how you choose to produce the video, which agency you choose to partner with, and how you brief them on the project. For loads of great tips on how to get a big bang out of your next video project, check out the recorded presentations from the Video Production and Planning track in the Space Camp video hub. You’ll find Paul Hochman’s session on the 3 keys to creating successful videos, Ian Buck’s session on how to efficiently scale your video production strategy, Mike Kaney’s session on how to effectively plan your video projects and agency partnerships, and Rob Humphrey from LinkedIn sharing his tips on getting more effective and creative with your in-house produced video content (without blowing up your budget).

6. Using the data actually does help you boost results – imagine that!

Imagine a universe where we not only collect awesome data and analytics, but we actually use the related insights to boost results! Fascinating. Well, we saw lots of great examples of how video analytics are helping real marketers optimize their content and improve their output. Companies like Act-On, Bisk Education, Plex Systems, Cetera Financial, Salesforce and BMC are using viewer engagement data to identify which content is holding their audience’s attention and which ones are falling flat. They’re also tracking video viewing activities of individual accounts to identify which videos are helping to drive the most leads, pipeline and revenue. Check out the Video Marketing Trailblazer panel and sessions from Rich Kline of Salesforce and Rob Bois of Plex Systems for some great examples of how real marketing and sales teams are doing this today and the kind of impact it’s having on the bottom line.

Defying Gravity: Video Marketing Trailblazers in Action - Panel Defying Gravity: Video Marketing Trailblazers in Action – Panel
Using Video Content and Analytics to Boost Sales Performance - Rich Kline Using Video Content and Analytics to Boost Sales Performance – Rich Kline
Bringing Science to the Art of Video Marketing - Rob Bois Bringing Science to the Art of Video Marketing – Rob Bois

Hopefully this gives you some great inspiration as you think about your 2016 marketing attack plan. From investing in great storytelling to planning out your production strategy to using video analytics for optimizing results, now is the time to get strategic with video marketing and video selling.  All systems go, prepare to launch.

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Friday, November 6, 2015

6 Elements that Make an Online Video Worth Sharing

The role of video in integrated marketing campaigns is increasing at a rapid pace, as was clearly evident at Vidyard’s Space Camp event last month.

I had the pleasure of moderating a fantastic panel of video marketing veterans, all in the field and executing in real-time.

We covered a wide variety of topics in our 50 minutes, but the topic I heard most people discussing in the hallways afterward was not just how to drive conversion from video, but how to get them distributed and amplified in the first place.  And much of that discussion came down to not just distribution channels, but elements of the video itself.

The bar for creating a compelling, viral video that drives both awareness and buyer interest is dropping, but marketers still need to be strategic about the components and make-up of a good video.

Based on an analysis of some of the Web’s most successful videos as well as those featured and discussed at Spacecamp, here are six elements that I’ve found most consistently make good videos worth sharing.

Humor

Even serious brands can incorporate a sense of humor into their message and visuals. It’s a great way to show your human side, to help get the prospect’s guard down a bit, and to keep their attention to share a more serious or directed message and call to action.

Story

Good videos have a purpose. A beginning and end. They have a story line, no matter how thin or superficial. You should be able to write this story in the form of a script or storyboard before you start producing frame one.

Brevity

Get to the point quickly. We won’t watch anything that’s not premeditated online for more than five minutes. Two to three minutes is even better. Keep things moving.

Relevance

You’re not trying to talk to everyone. Know who your audience is, what they want, and ultimately what you want from them. A successful video doesn’t need millions of impressions. it needs maximum exposure and pass-along specifically to the people you care most about.

Sex

Clearly doesn’t have to be explicit. To see a great video that demonstrates an appropriate use of sex but tempered with humor, check this out.

Surprise

Do something people aren’t expecting. That alone could be the trigger that gets people to click the social share buttons at the bottom of or at the end of the video.

So what works for you? What common elements of good online videos consistently get you to engage and share?

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Wednesday, November 4, 2015

What The Best Marketing Videos Have in Common With Must-See TV

With some shows, it’s obvious who the fans are. Some science fiction series have such a loyal following, for example, that people may dress up as their favourite characters and go to comic book conventions. In other cases it’s subtler.

Those making shows, like Game of Thrones, Dancing With The Stars and other TV hits, have learned they can’t rely on superficial clues to understand their audience. Instead, they look at performance data based on when viewers watch, what devices or services they use to watch, and how long or how often they watch. In other words, they take a customer relationship management (CRM) approach to growing their following.

Just like the shows that become “must-see TV,” B2B video content needs to be based on a deep understanding what your audience wants. The data comes from CRM, and the videos become a critical tool in helping sales and marketing organizations reach customers in a more personalized way. Let’s walk through a few quick tips to show you what I mean.

Redefine ‘Appointment Viewing’

TV industry experts once used the term “appointment viewing” to describe shows that viewers would go out of their way to watch, no matter how busy their schedule. B2B sales teams probably wish their customers and prospects were as eager to sit down and talk about their next purchase. Using CRM and video tactically may be one way to start.

A lot of decision makers, for example, start their buyer journey by taking in industry events and conferences. If your firm is appearing or exhibiting at an upcoming event, video can be a great way to help make them aware of your presence and to encourage them to set up a meeting. Besides distributing the video, you can set up a workflow rule in Salesforce to notify your sales reps when more than three-quarters of the clip has been viewed. This is where CRM and video start to work hand-in-hand to build your sales pipeline.

Understand The Value of Repeats

For traditional TV viewers, it can be frustrating when they’re waiting for new episodes and have nothing to watch but repeats. The reverse is often true in B2B: repeat viewing means customers and prospects are actively interested in learning more.

According to a recent study by MarketingProfs, e-mail marketing is one of the most-used features in CRM and marketing automation suites. Video can make e-mail marketing even more valuable because it can allow you to take data on repeat views and segment lists based on the kind of content they’ve enjoyed.

Show You’re Listening

When a popular TV show gets cancelled or a major character is killed off, fans have been known to call and write into the network, or complain on social media. That’s an extreme example of how those creating such programs learn about their audience preferences.

Fortunately, B2B sales teams have a lot more available to them through CRM. This can include what products a company already owns, its typical purchase cycle, key contacts and more. Instead of trying to create a video with broad appeal in the hopes it will somehow go “viral” in an organization, effective use of B2B data cleansing should allow companies to create content that’s more personalized than the “recommended for you” suggestions on consumer video portals could ever be.

B2B videos may never reach the massive heights of must-see TV, but that’s okay. The goal is about being must-see for a targeted audience, who hopefully will in turn feel informed and appreciated, and ultimately motivated to purchase the service or product you’re offering.

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Tuesday, November 3, 2015

10 Ways to Use Personalized Video to Blow Everyone’s Socks Off

Personalized Video is a new and exciting way to attract, engage, and convert leads and customers. We’ve talked to you about Personalized Video before, and recently, Jeff Gadway, our Director of Product Marketing, hosted a webinar to talk more about this exciting product, and how both Marketing and Sales teams can use Personalized Video to get drastic results. Couldn’t make it to the webinar? Here are a few key points you don’t want to miss:

Personalized content is incredibly vital for today’s marketers

It’s getting harder to capture and retain customers’ and leads’ attention. Why? We’re bombarded with marketing content. It’s estimated that we each receive 85 business emails each day! You’ve probably also heard that our attentions spans have shortened so drastically that we’re now on par with the 8-second span of the goldfish. On top of that, marketers still on average get only a 1.5% click-through rate on marketing campaigns. That’s considered the standard rate to shoot for, but that’s not good, people!  

Personalized Video is going to change everything for you. Here’s how it works.

Personalized video engages viewers on a one to one level by including personal details like a viewer’s name, company name, job title, company logo, LinkedIn photo, and so much more. It helps you build a one-to-one relationship with every single viewer, making them feel special and not just part of the masses.

Personalized Video cuts through the clutter of all the other marketing content audiences are bombarded with. They are attracted when they see their name, and they stay engaged because they feel like they’re a part of the story you’re telling.

At Vidyard, we’ve used Personalized Video in our own campaigns, so we have the proof that it works! We’ve seen a 4.5x growth in click-through rates, and click-to-open ratios have performed 16x better with personalized content. 16x! Think of it this way: that means that traditionally, 1.4 viewers click through to your landing page. But with Personalized Video, that number increases to 24 people visiting your page! That’s an impressive jump.

All that, and it’s super easy! If you want to use Vidyard’s Personalized Video in your own marketing campaigns, it’s as easy as sending us the video you’ve created through Vidyard, telling us what you want to personalize, providing the lead and customer data from your MAP, and voila! We do the rest, and send you the personalized content!

Let’s get specific. Here are 10 ways you should use Personalized Video

Top-of-funnel content

Branded campaign videos: Attract and engage your audience by adding their name, and making them part of the story. You can use Personalized Video to engage 100 viewers to tens of thousands. So you can offer real one-to-one content on a mass scale!

Explainer videos: Include a viewer’s company logo or job title to help them really see a concept come to life, and keep them watching longer.

Fun culture videos: Our holiday video last year showed a gift being passed around the office, and it was revealed that the viewer’s name was on the package. This type of video feels fun and authentic, a perfect recipe for a  highly shareable video.

Mid-level funnel content

Webinars: Make your audience feel like you curated and designed webinar content specifically with them in mind. Add their name, company, and job title to the first screen, or even the presentation’s footer.

Product tour video: There’s an alternative to trying to schedule live demos or product tours with your sales engineers. Instead, personalize content so it feels like a targeted demo! Add the contact’s name, photo, and more right into the screen shots of the product so they can experience what it would be like to interact with the product themselves.

Events: Personally invite a customer or lead to your booth using a personalized video. Nothing could be more engaging! You can even thank them for coming with a personalized video. We used this strategy for our Space Camp (the Video Marketing Summit) invitation, as well as our campaign to bring people to our booth at the Dreamforce event. It worked so well that people came to our booth just to ask us how we did it! (View the examples directly in the webinar.)

Video selling

Prospecting: When sending content to a lead, sales teams can include a picture of the lead’s website. It’s a perfect way to talk about their situation and needs directly! We use Personalized Video during this stage at Vidyard, to great reviews!

Customer onboarding: Make a new customer feel valued and welcome by including their name in video content, and a photo of their personal customer service manager. You could even add their logo to your “logo salad”, so they see the visual representation of joining your big, successful customer family.

Technical support videos: Help your customers feel like you’re there for them whenever they need it by including their personal information in a support video.

Recruitment

Recruiting videos: Even more than marketing and sales, other teams across your company can use Personalized Video to achieve their goals. Send potential hires video that will help them see themselves as part of the team. It’s a powerful first impression, helping you draw top talent before they are hired by competitors.

What’s next?

Personalized Video is getting better and better at Vidyard. What’s next for the technology? If you want to hear where we’re taking it, check out the on-demand webinar for yourself!

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