Event Marketing Best Practices that Drive ROI. Brian Ludwig September 9, 2014

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1 Event Marketing Best Practices that Drive ROI Brian Ludwig September 9, 2014

2 Agenda The Importance of Events Event Marketing Best Practices Ensuring Event Effectiveness and ROI Case Study: Moody s Analytics Who We Are

3 Landscape Almost two-thirds of CMOs believe ROI will be the primary measure of their effectiveness in the future - IBM Global CMO Study CMOs will spend more on IT than counterpart CIOs by Gartner 59% of chief marketers list digital marketing makeover (involving platforms, programs, and people) as the number one transformational project in MarketingProfs

4 of the average B2B marketing budget is spent on events Source: Forrester Research, Inc. 1-3% 30% print 12% other 1% website 19% of a corporation s total revenue is spent on meetings and events Source: Aberdeen Group, 2012 webinars & live events 30% data sources 10% telemarketing 6% PPC 8% display ads 9% Syndication 6%

5 After a company s website, tradeshows & events are the most effective B2B marketing tactic websites tradeshows & events printed publications webinars & webcasts support forums virtual events professional networking sites blogs online videos LinkedIn Facebook Twitter 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Source: Forrester Research, Inc.

6 Reasons to Host Events Event Program Goals Source: BtoB Magazine: State of Event Marketing, July 2011

7 Events Accelerate Sales Sales Funnel Events Awareness All Names Engaged Prospect Marketing Qualified Lead Sales Qualified Lead Opportunity Customers Marketing Sales Event Marketing Attendee Registration Engage with Content Event Leads Follow up Campaigns

8 Investor Meetings Executive Forums Webinars Trainings Incentives Sporting Events Seminars Lunch & Learns Road Shows Field Marketing Sales Kickoff Conferences Holiday Party Social Events Networking Events Galas User Conferences Board Meetings Fundraisers Auctions

9 Events Create Touch Points Social Meetings Crowd Sourcing Onsite Check-in Portals Kiosks LinkedIn Connections Mobile Smart Phones Tablets Event Guide Personal Agenda Messaging Keynote Sessions Attendance Break-outs Receptions Expo Visits Meals Lead Scans Expo Qualification Survey Registration Tweets Personal Agenda Demographics Registration Info Touch points Product Visits Product Requests Conference Eval Sponsor Session Surveys Speaker Surveys Feedback

10 Perception Changes After Events 70% 74% 23% 21% 2% 2% 5% 3% Source: EventTrack 2014, Event Marketing Institute

11 Return on Events: A Critical Success Factor Event technology can help increase attendance by 20% Companies can save 20-30% through the use of meetings management technology Events are important, so how do you get the most out of them? + + Increase attendance Sources: Frost & Sullivan and Aberdeen Group, 2012, respectively Increase engagement = Higher Event ROI Increase leads for sales

12 ROE is Improving Brands that saw a 2 to 1 return or higher % % Brands that saw a 5 to 1 return or higher doubled. Source: EventTrack 2014, Event Marketing Institute

13 Manual Planning Processes 80% of event processes are managed manually. Source: Frost & Sullivan, 2013

14 Travel Mobile Apps Website Finding Venues Registration Marketing Budget Analytics Excel Database Social Housing Fee Processing Check-in Badges

15 Event Marketing

16 Event Marketing Dilemma 1. Quantifying the ROI of events 2. Developing a differentiated experience 3. How can I incorporate innovation in outbound, web, and mobile marketing into events? 4. Getting more productivity at events and tradeshows

17 Develop Persuasive Outreach Initiatives

18 Develop an Event Marketing Plan 1. Use multiple channels 2. Use what you know about them to promote 3. Include PR components 4. Get help from partners

19 Features Customizable From name Apply your branding Personalize with merge fields Highlight event information Clear call to action Showcase key sponsors

20 Database Clients Staff Sponsors From: Amanda Katz VP Sales From: James Galford CEO From: Susan Walker VP Marketing

21 Brand Consistency Across Event Marketing, Registration, and Onsite Experience

22 Event Website Carry event brand through website Extension of existing brand

23 Calendar Always updated searchable view of your public events

24 Event Website Embed video, flash, tweets, map, etc.

25 Event Website Embed video, flash, tweets, map, etc. Built-in social sharing

26 Event Website Embed video, flash, tweets, map, etc. Built-in social sharing Agenda

27 Event Website Embed video, flash, tweets, map, etc. Built-in social sharing Agenda Sponsors

28 Website Marketing Partner Sites Forward

29 Website Marketing Partner Sites Forward

30 Website Marketing Partner Sites Forward

31 Use Social Media to Amplify Your Event Reach

32 Expand Your Event Audience Maximize reach by making it easy for registrants to promote your event for you

33 SocialWall Further encourage engagement Bring in content from Twitter, Instragram, etc. Sponsor Advertising

34 Leverage Mobile Apps to Increase Attendee Engagement

35 Mobile is Here to Stay 2 Billion+ smartphones/tablets will be sold in X How many smart devices that s will be sold in 2014? the number of PCs expected to be sold that year The average smartphone user has How many times a day 65 do you check spends your phone? checks their phone 150 times per day 127 minutes per day using apps apps installed Source: Gartner

36 Mobile Event Apps Ultimate apps for conferences and business events

37 Mobile Experience Access personal schedules

38 Mobile Experience Access personal schedules Navigate sessions

39 Mobile Experience Access personal schedules Navigate sessions Feature sponsors

40 Mobile Experience Access personal schedules Navigate sessions Feature sponsors Spotlight speakers

41 The Event Compass Interact with the app See personalized content Get curated social posts

42 Marketing Your Mobile App s Signage Website QR codes Social media Keynote speech

43 Ensure Event Effectiveness and ROI

44 Automated Reports For Your Management Team

45 Event Intelligence

46 Integrate with Existing Marketing Solutions What is wrong with managing registration through Excel spreadsheets? It doesn t tie into marketing automation or CRM solutions at your company. CRM Webinar Platform Event Management Social Marketing Automation

47 Power of Integration Develop a 360 degree profile of attendees Align marketing even more closely with sales Incorporate rich event data into existing systems Tie event investments to the revenue cycle CRM Data Marketing Automation Data Event Marketing

48 Build Customer Profiles Build more complete customer profiles to create campaigns, increase conversions, and enhance existing customer relationships

49 Case Study By providing leading-edge software, advisory services, and research, Moody s Analytics advances best practices for measuring and managing risk.

50 Maximize value of leads Event team s goal: find, win and retain business in new and established markets But losing value on leads processed manually, with sluggish follow up How to measure event. value, long-term sales conversions of leads?

51 Solution: Integrate systems

52 Understanding the value delivered from leads is one good strategy to get at ROI and ROI is playing a big role in our go/no-go decisions for events. Marianne Steckert Sr. Director of Americas Events & Outreach, Moody s Analytics

53 Who We Are

54 200,000+ worldwide users 1,450+ worldwide employees 750,000+ events managed 40 million+ registrations 3 billion+ s sent $1.5 billion market capitalization Usage metrics calculated though 12/31/2013 Company of the Year

55 Our Clients Corporate Association Third Party Non-Profit Education Government

56 Key Takeaways Events generate leads and accelerate the sales process Successful events engage attendees and incorporate innovative tools Measuring and proving event ROI is critical to your organization s success.

57 Visit or find Cvent on social media

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