how-to: boost webinar signups with retargeting
Post on 17-May-2015
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How-to: Boost Webinar
Signups
with
Retargeting Presented by:
Mani Iyer | CEO @ Kwanzoo
@iyermani
#demandgen
OBJECTIVES
Webinar Objectives
• Educate Demand Marketers on new opportunities
to accelerate Webinar Registrations through use of
Short Registration Forms & Retargeting
• If you are new to Retargeting, this
webinar will share simple, quick
ways to leverage your webinar offers
to accelerate demand through
Retargeting.
AGENDA
1. Webinars and Demand Generation
2. Accelerating Your Lead Management Process with
Webinars
3. Introducing Webinar Signup Ads
4. How to Plan, Run & Measure ROI for a
Webinar Marketing & Promotion Campaign
5. Questions
Webinars and Demand Generation
1. Critical component of the B2B Demand
Generation Mix Primary channel for Top-of-Funnel Demand
along with Paid Media, Social (Blogs) and
Organic Search (SEO)
2. Webinar Promotions are still via email and website
Email and direct invitations/promotions still account for the lion’s
share of registrants and attendees (58-64%). Social media and
search have remained fairly steady for the past 3 years at
delivering around 15% of the audience.
(Osterman Research, Quantum Leap Marketing, 2009)
Closed-Loop Reporting
integrated with MAP/CRM
Measure Impact
Increased lead conversions
Pipeline acceleration
Increased closed/won deals
Top of Funnel:
Boost net new webinar signups across website and display
Increase conversions of website visitors with retargeted webinar ads
Search retarget w/ webinar sign-up ads on 3rd party sites
Mid Funnel:
Site & CRM retarget known prospects with webinar sign-up ads Dynamic, persona-based & account-based webinar sign-up ads
Lower Funnel:
Dynamic, persona-based & account-based webinar sign-up ads
Suspect Inquiry Marketing
Qualification
Sales
Qualification Customer
Marketing
Marketing Automation (MAP) / CRM
Accelerate Your Lead Management Process using
Webinar Sign-up Ads
Introducing Webinar Sign-up Ads
(Optional) Front Screen
with title and webinar pitch
collect registrations in
Signup Screen
Capture Registration Data
directly into your MAP, CRM
or Citrix GoToWebinar
Increase Webinar Signups with Retargeted Ads
Your Website Ad Network
Organic
Search Email Social PPC &
Display
Visitors get tracked
for retargeting (cookie’d)
Tracking works beyond your website
across the web
Retargeted Ads
Example:
• 10,000 website visitors
• 30 impressions / visitor / month
• Total of 300,000 retargeted
impressions per 30 day period
Build Your Webinar Signup Ad in 3 Easy Steps
1. Select smart lead form
2. Customize
3. Run, Optimize
Webinar Sign-up Ad – Setup Reg Form
• choose data fields to be collected
(can be text, date or dropdown list)
• Upload background image
(strong webinar pitch message)
Webinar Sign-up Ad for Citrix GoToWebinar
• Choose ‘Citrix Online
LeadConnect’ to store
leads directly in Citrix.
• After logging in,
select the webinar from
dropdown to link to ad.
Webinar Sign-up Ads – work with MAP/CRM
Webinar Sign-up Ad – Thank You Screen
Optional Thank You Screen:
links users to your website
or landing page with a
call-to-action button
Generate Ad Tag & Deploy
Webinar Sign-up Ads – Key Statistics
Basic statistics include:
• Impressions – # times the video lead form ad is served
• Engagement – the First Click on the video lead form ad
• Lead Captures – complete form fills on Lead Form screen
• Clicks – the click on the call-to-action on the Thank You screen
that is presented after the Lead Form screen
Webinar Sign-up Ads – Detailed Statistics
View detail stats including:
• impressions
• viewable impressions
• partial form fills
• lead captures
• %engagement / impressions
• %engagement / viewable
impressions
• video play duration for each
engagement
• %video play / total video duration
Budget for Re-targeted Webinar Signup Ads: ROI Modeler
Monthly Re-targeted Ad Impressions
Monthly unique visitors to your website(s) in 1000s 18 Retargeted ad impressions per visitor per month 20 Available re-targeted ad impressions per month 360,000 Cost of re-targeted ad impressions (CPM) $3 Re-targeted Ad Serving Fees (Estimated) $1,080
Paid to Retargeting Provider
Monthly Kwanzoo Technology Fees
Kwanzoo Silver Plan or Higher $499 Technology Fees Per Month (Paid to Kwanzoo)
Kwanzoo Impression Fees
Re-targeted Kwanzoo Webinar Sign-up Ads Cost Per 50,000 Impressions $50 Kwanzoo delivers conversion rates Number of Impressions Needed 400,000 30% or more higher than typical banner ads Impression Fees Per Month (Paid to Kwanzoo) $400
Monthly Re-targeting Budget $1,979.00
Estimated Cost Per Lead
Estimated Impressions Per Lead Conversion Low (in 1000s) 6000 (via Kwanzoo Webinar Sign-up Ads) High (in 1000s) 8000
Lead Captures - Low 45 Lead Captures - High 60 Estimated Cost Per Lead (Low) $33 Estimated Cost Per Lead (High) $44
Questions?
Phone: 408-216-7025
Email: info@kwanzoo.com
Twitter: @kwanzoo
@iyermani
Resources:
http://www.kwanzoo.com/products/in-banner-lead-forms/webinar-
signup-ads/
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