Eloqua’s Digital Body Language

December 24, 2008

An article in ClickZ titled “TriNet Uses Digital Body Language to Arm Sales Reps” describes how TriNet (an HR services company) leveraged Eloqua’s Program Builder to augment their process of online lead qualification.  When I attended an Eloqua sales presentation on Digital Body Language, I immediately agreed with their approach – and found their digital body language analogy to be quite apt.  Prospects who are interacting with you (e.g. via a visit to your web site) leave tremendously valuable fingerprints.  Web site publishers ought to leverage this valuable data to smarten their lead qualification and follow-up.

 I think that a perfect complement to this digital body language concept can be found in virtual events.  Here, prospects are providing rather explicit cues regarding their interest in your products and services – they’re downloading your White Papers, returning to visit your booth, chatting with your booth reps, etc.  Your nurturing and qualification cycle become condensed down into a single event (e.g. the virtual event!).

If you’re an online marketer who’s using Eloqua’s system, a great complementary program for 2009 might be a virtual event sponsorship.  I think you’ll find valuable body language (from prospects).  Some might even ask you out on a date (to meet with one of your sales reps, that is!).


More Meetings From Your Desk

December 23, 2008

It’s a growing trend.  In 2009, you’ll be attending more and more meetings.  From your desk and desktop, that is.  In a Travel Procurement article titled “The Next Best Thing To Being There: Virtual Meetings Earn Their Rightful Place In Strategic Meetings Management”, surveyed travel buyers confirm that the trend is real:

Faced with an economic downturn and increased airfares, three-quarters of 230 U.S. travel buyers responding to a recent National Business Travel Association poll reported increased use of teleconferencing and Web-based meetings. Nearly 57 percent cited increased use of videoconferencing. More than 80 percent said the technology replaced actual trips.

Consider the travel policy at P&G:

“Our policy is set up so that virtual media must be considered if business objectives can be achieved,” said Diana Johantgen, service manager for Procter & Gamble’s new meeting, event and convention management team, who helped incorporate a virtual meetings program into that company’s strategic meetings management program.

This shift towards virtual meetings means good things for Cisco (Telepresence and WebEx), Nortel and HP (Telepresence), Citrix (GoToMeeting), Microsoft (Live Meeting) and many others.  While virtual meetings and telepresence may never reproduce 100% of in-person meetings, you can’t beat the cost efficiency and convenience.

Additionally, online meetings provide unique benefits, such as the meeting archive.   Ever need to schedule a series of information sessions or training presentations?  Why not do a virtual meeting (live) and record it – take the archive, edit it down (if needed) and then allow all reamining groups to view the session on-demand, on their schedule.  If the presentation is mandatory, the online meeting can be tracked to ensure that all required users end up viewing it.

OK, gotta go now.  A virtual meeting awaits!


Use Treasure Hunts to Increase Engagement in Virtual Events

December 23, 2008

 

Flickr ("Crazy Cake Lady")

Source: Flickr ("Crazy Cake Lady")

You’ve planned a great virtual event.  You sold a number of high profile sponsorships.  You promoted the event to your members and generated strong registrant counts.  You’re looking forward to the big day, when the exhibitors (and your boss) pat you on the back.  But wait!  You’re work is not done.  Even if you have a large audience – and, the right audience, exhibitors will deem the event underwhelming if that audience doesn’t adequately engage with them.

In a prior blog post, I wrote about the effectiveness of prize giveaways at virtual events.  In that post, I wrote about the notion of smaller prizes to generate interest.  Here, I endorse a slightly different approach: use a grand prize (e.g. flat screen HDTV, if budget allows) and up the ante for prize qualification.  Instead of “presence” in some event location, require that attendees complete all steps of a treasure hunt in order to qualify for the prize.

With a multi-sponsor virtual event, you’re going to want to keep all of your exhibitors happy (without favoring any particular exhibitor).  So set up the treasure hunt so that each exhibitor benefits.  Here is a sample treasure hunt template.  I’ll leave it as an exercise to the reader to determine what actions each step encourages.

Sample Treasure Hunt

  1. Find the White Paper titled Best Practices for Data Deduplication.  Name the author of the White Paper
  2. Find the White Paper titled Data Backup and Recovery.  Name the sponsor booth in which it’s located
  3. There is a booth representative in this event named Joe Kennedy.  Name the sponsor booth in which he’s stationed
  4. In the second Webcast presentation today, the speaker is from what company?

If you go with a treasure hunt, be sure to promote it heavily, both within the event and in email promotions and web site listings prior to the event.  To select the grand prize winner, ask your virtual event platform provider if the platform’s survey function can do the trick.  You may be able to “host” the treasure hunt quiz via the survey – using either multiple choice selections or, using a free-form text field to solicit answers from treasure hunt participants.

Happy Hunting!


Instant Messaging Moves In-Page

December 22, 2008

In 2008, we began to see the migration of instant messaging features away from standalone client/server systems and onto the web, residing in-line with web page content.  Thanks to folks like Meebo, Facebook and others, I see this trend taking off in 2009, as more and more social networking sites allow users to interact in real-time, right there on site pages.

In an BusinessWeek article titled “The End of Instant Messaging (As We Know It)“, Douglas MacMillan highlights this instant messaging shift.  Meebo CEO Seth Sternberg had an interesting quote in this article:

“The interesting thing about live chat is that it forces the user to focus persistently.  If a site’s [average engagement time] is three minutes, we can move it to six.”

I think an analogy can be made to engagement time in virtual events – the existence of chat (both private and public chat) extends the average engagement time of attendees.  Smart social networks will be quick to incorporate a chat/IM feature in-page on their sites, like Flixster has done with Meebo (see BusinessWeek article for more info).

I’d argue that AOL’s Instant Messenger was the true genesis of the “social web” and the emergence of Web 2.0 has been in parallel to the disparate IM systems.  Now that the two worlds are coming together, the social web becomes that much more social.  This makes social networking sites stickier — and all the more better for it.


Launch Your Next Product Online

December 22, 2008

In 2008, I worked with a few savvy technology vendors to launch their products online in a virtual event.  We called these “virtual launch events”.  They were hugely successful – the vendors generated a slew of net new sales leads, educated prospects and customers about the features of the new product and connected employees, executives and channel partners directly with the same prospects and customers.

Because all users participated online, costs were efficient and the participation was highly convenient.  Additionally, the vendors and their partners were able to achieve deep (online) engagement with prospects, including in-depth text chats regarding the products.

If you’re considering a virtual launch event of your own for 2009, here are my Top 3 best practices:

  1. Encourage participation from your partner ecosystem – your resellers, consultants, etc. should have booths at the event.  This reinforces the full “value chain” of your product – showing prospects that your solution is backed by an assortment of partners who sell the product and provide valuable services around it.  Secondly, you can recoup some of the costs of the event by charging your partners to exhibit.  After all, they’re receiving sales leads as a result of participating.
  2. Active participation from your executive team – have the SVP or GM of your product officially launch the product via video – prospects and customers will apprecitate the personal connection of video (vs. slides and audio).  In addition, have the same exec(s) participate in the booths and networking areas, connecting directly with attendees.  Customers and prospects highly value direct access to your executivies.  And, your SVP or GM will find the experience valuable, since they’d likely admit that they’d like to get out in front of clients more often.  Finally, a successful event makes you a hero in front of the SVP/GM.
  3. Bring an independent voice – you probably have relationships with analyst firms (e.g. Forrester, Gartner).  Have a prominent analyst give her perspective on the product you’re launching and what it means for your market.  This independent voice helps complement all of your (and our partners’) presentations.

Best of luck on your 2009 launches!


Utilize Surveys in Virtual Events

December 19, 2008

Online marketers often speak of hard ROI (explicit return) and soft ROI.  In this economic climate, soft ROI is being cut and marketers are focusing (with rare exception) on hard ROI.  But what if you could generate hard ROI and soft ROI simultaneously?  Would your CMO or CFO like that?  I’d bet that the CMO would, at minimum.

So consider the use of surveys within your virtual events.  Let’s say you generated 200 visitors to your booth.  And let’s say 70% of those visitors completed an online survey that was available right there in your booth (equalling 140 survey completes).  You might think I’m crazy to suggest that 70% of visitors would actually fill out a survey.  But what if you provided a prize?  And, you qualified visitors into the prize drawing via completion of the survey?  I’ve seen it with my own two eyes – one particular event had 70% of booths visitors completing the exhibitors’ in-booth survey (i.e. for those who chose to utilize a survey).

140 survey completes results in a statistically significant sample size.  And you’re likely not going to generate such a high response rate if you message to these visitors post-event.  Here are my Top 3 reasons for doing a survey in a virtual event:

  1. Plan your marketing content – let your target audience tell you what they’re interested in, what media formats they like to consume, what content they want (from you)  as they evaluate your products and services.  Leverage this valuable information to plan your White Papers, webinars and follow-on virtual events.
  2. Generate insights for your Product Manager – partner with your company’s product managers and ask them what info they’d like from customers and prospective customers.  You’d be a hero to Product Management and the success will certainly bubble up to the CMO or VP of Products.  And, by the way, this may help your company design better products.
  3. Intelligent lead follow-up –  survey questions are very similar to the qualifying questions that online marketers use on lead gen registration forms.   Don’t be afraid to review individual survey responses to better plan your lead follow-up with selected leads.

Now, what’s the cost of doing the survey?  Well, the prize will set you back a few hundred dollars (e.g. for a GPS, Nintendo Wii, iPod, etc.).  When evaluated against the soft ROI you can  generate,  I think the investment is worth it.  As Richard Dawson may ask, “Survey says?” – YES.


The Effect of “Online” on the Event Industry

December 18, 2008

Newspapers and other print-focused publications have been hit hard by the migration of readers to the Internet.  Is the event industry facing a similar challenge?  It seems so, especially in today’s economic climate, when travel costs are receiving heightened scrutiny from the CFO.  In a previous blog post, I predicted that 2009 would be the Year We Go Virtual, as we witness a very sharp decline in the number of face-to-face events.

In a blog post titled “Are bloggers & social networks killing the big shows?“, Robert Scoble (@scobleizer) presents a similar view.  To quote Robert:

My sponsor, Seagate, told me they are reducing their spend this year at CES. AMD and Delphi are doing the same thing and I’m hearing about many other companies who will either stop going, or reduce the size of their booths, either this year, if they could, or in 2010 (contracts make it tough to shrink booths as fast as companies might want).

And here’s one reason why:

What’s killing them? The Internet. You can launch a product live now from a living room. Thanks to Stickam, Ustream, Qik, Kyte, YouTube, Flixwagon, Viddler, Vimeo, SmugMug, etc and blogs.

I agree with Robert, though I’d add that in the B-to-B space, you might want to launch a product from a studio (vs. your living room) and extend the reach of social networks by partnering with B-to-B publishers in your space.  The fact remains, though, that there are low-cost means for capturing, publishing and distributing video and related multimedia for launching and evagenlizing your products and services.

And, with active social nets like Facebook and Twitter, you have a cost effective publishing system for quickly spreading the word, assuming you’re spreading the right message to the right people and not spamming the universe.  I’ve seen Virtual Tradeshows as a great vehicle for handling product launches – they include the live keynote video from an executive, the follow-on presentations (Webcasts/Videocasts) and the discussions/networking (online) that you’d typically see at a physical launch event.

Of course, when you’re online, everything can be tracked and reported on.  And, you extend the reach of the content/event beyond geographical boundaries.  As Robert said, I can pitch my product from my living room.  And an IT Pro in Hong Kong can be on the receiving end of my pitch!  Another benefit of online is passalong, which can make a video, podcast or virtual event go viral.  With physical events, that’s just not possible.

While the newspaper industry is still seeking a magic potion to shift their revenues from print to online, I think the event industry should consider 2009 as the year where complementary versions of their events get launched online.  After all, that’s where we all are.


Virtual Tradeshow Technologies

December 17, 2008

Virtual Worlds group

LinkedIn: Virtual Worlds group

I participate in a virtual worlds group over at LinkedIn.   A few members there asked me about a Virtual Tradeshow’s (VTS) underlying technologies.  I don’t pretend to know the full set of technologies that power a VTS, but I will list my Top 3 (in order of importance).

  1. The SaaS Engine Virtual Tradeshow platform providers often call this the “self service utility”.  What it boils down to is a 100% web-based interface that allows event organizers to build a VTS environment from scratch.  Every last detail of the event (down to the number of pixels to use on a particular image on the show floor) can be configured or selected via this web app.  While some clients will always want the extra attention of a “full service model” (where the VTS provider’s staff uses the same web app to build the entire show), consider the power of “self service” – VTS platform providers can scale their businesses by selling leases on their SaaS platform, where their clients do all the heavy lifting.  This means that the better you build this web app, your clients will create more events and they’ll create them more quickly.  This means more revenue and (possibly) earlier revenue recognition.
  2. The Chat system – Today, the power of a VTS lies largely in the text chat sessions that attendees engage in with exhibitors (or, attendee<->attendee sessions).  Platforms used to employ basic HTML to support chat, but the trend is towards client/server technologies, such as Flash Media Server (FMS).  The platform needs to account for corporate firewalls, as many firewalls are configured to block chat-like protocols – if your users cannot chat within a VTS, they lose out on a significant show feature.  If you employ a workaround – such as HTTP tunneling – beware, as some corporate firewalls can utilize deep packet inspection, to figure out that you’re trying to tunnel FMS within HTTP.  And, they then block those packets from reaching their destination, which means that chat fails.  Finally, as webcams and Skype-like video chat emerge in virtual tradeshows, keep in mind that moving from text chat to video chat means that you lose the ability to save a transcript of the chat.  This may be an opportunity for platform providers to support such a feature (e.g. auto-transcribe the audio from a video chat).
  3. Event Reporting – For event organizers, an open-ended web reporting system is useful.  Give them the ability to generate custom reports, kind of like a rudimentary business intelligence app.  For exhibitors, the creation of easy-to-understand canned reports is important.  For both organizers and exhibitors, the reporting system is critical.  Once the live event is over, the reports (and the data contained in them) are the “living record” of the show’s success and both constituencies will lean on the reports to derive their ROI on the event.

What technologies do you feel are important in a VTS?


Giving Thanks Where Thanks Are Due

December 17, 2008

I have a sparkling new header on the blog page today.  This is the artistic work of Brent Sheets, who blogs over at the very useful site, mactoids.com.  Brent also blogs at ITKnowledgeExchange.com (“ITKE”).  If you own a Mac, head on over to mactoids.com and if you’re interested in Information Technology questions and answers, check out ITKE.


Interview with Ian Hughes, Metaverse Evangelist (part 2 of 2)

December 17, 2008

And here’s Part 2 of my interview with Ian Hughes, Metaverse Evangelist at IBM:

  1. What do you see as the biggest opportunity for users of virtual worlds? For users, well we are all users. As a user there is the opportunity to gather the right people, the right resources and do what you want to do. This applies to web 2.0 as much as to VW’s specifically in my opinion. That means as a social user, connecting with friends, as a business user connecting with customers and colleagues. As a mastery of these environments lets people choose to lead groups and people choosing to follow, to gather the right people they need to complete some task it removes the need for many structures that add cost and overhead. Virtual worlds and the web in general lets people get things done, just by doing it. With a connection you don’t need to find property to have an office, you don’t need to all be in the same physical place at the same time, local becomes global.  That leads to a new breed of entrepreneur, that already exists and that can be anyone. So there are a whole host of business problems that can be solved, and opportunities to be explored. In a sense it has made all business open source, not just the operating system, browser or software platform. That leads to innovation and opportunity. Or you can just have fun too 🙂
  1. What’s the best business use you’ve seen in a virtual world? Most of the best business uses I have seen really has been around internal communication inside the enterprise. To be able to seamlessly gather your colleagues for a meeting, to have a pre-event mingle as often happens, to then launch into the crux of the meeting with all the resources available to you, to action the decisions whilst in the meeting then to leave the virtual world and carry on. That is the best business use. That is done on all sorts of platforms, in all sorts of ways. It is not one application, not one use, but it does weave into general day to day workflow. The post event conversations, the serendipity, the memory of the meeting “oh when you sat opposite in Hursley house and you said….” are all fantastic secondary benefits to the one of not having to travel quite as much.
  2. What’s the neatest consumer application you’ve seen? One of my favourite consumer applications has to be Timeless Protoype’s multi-gadget in Second Life.  In particular the fact that it has those wonderful multi-chairs. They indicate to people the dynamic nature of the spaces in virtual worlds. You simply drop a chair and table, or fire and log, and if you sit down, it creates another chair, someone else sits and the circle widens again. Its an instant meeting point of reference, chair and table a little more formal than log and fire. Those chairs are all over the place, in many meeting places and for us in eightbar also seem culturally significant.
  3. What keeps you up at night? Trying to figure out why everyone has not got the point of all this yet, why there is still a fear, or a suspicion about how these things all work. Why the heck people don’t share more information with colleagues and friends. The important thing is not that we have the perfect implementation right now, because that can’t happen. 1) This has to keep evolving 2) even if it was perfect people would still be scared as there is a huge cultural change in communicating on the web anyway.
  4. What’s next? We should keep in mind there could be a revolution waiting to happen to. A mode of interacting that is not the common model that 99% of metaverses currently use, of avatars and islands, rooms, spaces.  The real what’s next though in my mind is 3d printing, or rapid fabrication. We have an increasingly cheaper way to make data come to life as a physical object. To make the virtual real. Virtual worlds then become a design and delivery platform for product. If you need something buy it online, don’t have it shipped, but print it out locally. Its taking the principles of long tail usually applied to data only products, like music and film and changing that to apply to mobile phone covers, cups and saucers, washers, toys almost anything. The 3d printers we have today are getting very much cheaper, the design tools for 3d have got more accessible with the rise of virtual worlds. We can have things designed, even try them out in the virtual world, buy them, use them virtually, but have them also brought into physical form. I had my avatar printed by http://www.fabjectory.com a few years ago now. The avatar is my design, my green hair, my leather jacket, my eightbar t-shirt and wearing the Reebok trainers bought and customized in-world.   Imagine being able to print anything you need anywhere in the world, a local 3d printer in a remote village would allow an engineer to deliver a solution to broken water pump in seconds, not require mass parts built all over the world, shipped all over the world and packaged in non eco-friendly boxes. Just print what you need, when and where you need it.  It’s not perfect, not there yet, but going the right way.  The rise of the fabricaneur  in virtual worlds is the next wave of manufacturing and design.