In this session you will learn how to connect and sell faster by enabling video - WITHOUT the cost and complexity of traditional video production. With concrete examples from SAP, Deloitte, Avaya and others you will learn how to: - Sell faster with authentic video stories, personal, and product introductions - Produce video without the cost and complexity of traditional video shoots. - Capture and produce stories from all over the world, not headaches, no travel, lower cost - Use, reuse, and re-purpose your multimedia to drive marke

1. B2B Video & Storytelling
Alternative Approaches . Lower Cost. Faster
Sales

2. StoryQuest…
Internal Sales Stories
(audio)

External Customer Stories
- traditional video

Content Enablement
- elegant digital postcard, CMS, personal video

3. Agenda …
1. A Story … about video stories
2. Why? … the opportunity with video
3. Why? … the problem with video
4. Alternatives … animation, digital storytelling, etc.
5. In Action … Use, Reuse, Deliver …
6. Questions …

4. A QUICK STORY …
VIDEO
WITHOUT “SHOOTING”
VIDEO - Animation
- Interactive Media
- Digital Storytelling
- Application & Use Options

5. A Quick Story …

6. A Quick Story …
CFO - Bangladesh
SME CEO - London
COO - Dallas
Stories to Tell …
… video not an option

7. An Alternative: Digital Storytelling
Phone call + photo shoot
Interview in Photos in Produced in
Japan Bangladesh Chicago

8. A Quick Story …
- 6 Video stories
- Multiple language versions
- No travel. Lower cost

9. A Quick Story …
 50+ stories. 300+ Videos
 4 Continents. 5 Languages
 Customer Stories
 Thought Leadership
 0 Travel. 0 Video Shoots
 Simple Process
 Authentic Content

10. VIDEO
WITHOUT “SHOOTING”
VIDEO
- Animation
- Interactive Media
- Digital Storytelling
- Application & Use Options

11. WHY?
Do I even need “video”
Stats… be quick about it.

12. Content Drives
Connection
#1. Engaging Content
#2 Enough Content
—B2B Content Mktg: 2012 Benchmarks, Budgets &Trends

13. storyquest.com/crap

14. The Most Effective Medium?
Video
 Engagement
 Reach
 Retention
 Campaign Success
 Action

15. Just the facts …
 75% of Fortune 500 executives view online video at work every week.*
 65% of C-Level execs visited a vendor’s website after viewing a video
 Improves click thru rate 300%
 50% of Online Video is traffic is video.
 Google - video stands a 50x greater chance of ranking 1st vs text pages
 Video rates as 400% higher engagement than static content.
 Zappos claims a 6-30% increase in sales when a product video demo on page
 4 Billion daily views on You Tube
 Mobile Views > Desktop by 2015

16. The Most Effective Content?
IDG Enterprise Survey - Holger Schulze

17. VIDEO WORKS

18. WHY?
Do I need an alternative to “traditional” video

19. “Video”
Lips Moving Animation Other …
.MP4 .MOV .WMV .FLV

20. Traditional “Lips Moving” Video.

21. Traditional Video
Everyone in 1 room at 1 Time
• Message / Script
• Expert / Talent
• Lights, camera, crew
• Execute

22. Traditional Video.
Can Be:
- Simple
- Decent / Good
- $0 – Low Cost

23. “Traditional” Video.
Often Is:
- Complex
- Expensive
- Painful

24. “Traditional” Video. (0 – Low Budget)

25. “Traditional” Video. (0 – Low Budget)
On Brand?
On Message?
Consistency?
Engaging?

26. “Traditional” Video. (Med – High Budget)

27. “Traditional” Video. (Med – High Budget)

29. Traditional Video
Everyone in 1 room at 1 Time
• Message / Script
• Expert / Talent
• Lights, camera, crew
• Execute

30. “GOOD”
TRADITIONAL
VIDEO
OFTEN COMPLEX. $$

31. ALTERNATIVES
What are my options …
- Types
- Process, pricing, & deliverable

32. Video Alternatives
Visual
Audio / Voice

33. Video Alternatives
Self Publish Animation Digital Storytelling
 PowerPoint  Script  Personally told story
 Slideshare  Graphics  Authentic Voice
 Brainshark  Voiceover  Real face

34. Alternatives: Whiteboard Videos
$199
2 minutes
$5,000

35. Alternatives: Animated Videos
Tier 3: 2 mins $6000
Tier 4: 3 mins $10,000
Live: 2 mins $7,000
30 Second Pitch $2,500
Whiteboard, 2mins $5,000

36. Alternatives: Interactive Animation
“Mid 5 to Low 6 figures”

37. Alternatives: Digital Storytelling

38. Digital Storytelling.

39. Any Story. Any Where. Not Travel

40. Digital Storytelling.
No Video Shoots

41. Why? Focus. Repurpose.
1 Client
Many Stories
Text, Blogs,
Overview Why Results Why You Solution Tweets
All in One Change
Map to Message, Journey, Sales Tools
Identify problem? Research Options ROI Analysis RFP Which Options
Why You?
Why Change Criteria
Awareness Consideration Decision

42. Why? Use, Repurpose, Repurpose, Connect
Segmented Video Mobile Apps Blogs & Social
Email
Micro Sites White Papers
Case Studies
Campaigns

43. Match Stories to Buyers Journey
Introduction Results Why The Solution Partner Story All in One Transcript/Case
About them
Study/ Quotes

44. IN ACTION & EXAMPLES
What are my options …

45. Customer Stories & Thought Leadership
Customer References & Stories
Thought Leadership

46. Demand Gen & Social Content
Demand Generation
Blog & Social Content

47. Sales Enablement & Training
Sales Enablement
Internal Communications
- Sales Introductions & Connection Tools - Leader messages
- Company, Product Stories - Sales stories
- Supporting Content, CTA - Product Rollouts / Updates
- Tracking, Email Notification, - Quarterly meetings
- Personalized Video, Phone in Video - Supporting content
- On demand, mobile, authentic

48. Content for Partners & Events
Partner & Channel Content & tools Event Videos
- Customer Stories - Quotes
- Partner Education - Executive Briefings
- Partner Sales Tools
- Co branded campaigns
- On demand, mobile, authentic

49. Questions?