33. Webinar History at Dropbox
âą No webinar program 1 Âœ years ago
âą Why webinars?
âą Webinars at Dropbox
34. Webinar History at Dropbox
Today, Dropbox uses webinars for
all stages of the sales funnel
Awareness
Lead Generation
Lead Nurturing
Conversion
35. Initial Challenges
âą Marketing Resources
âą Infrastructure (i.e., GoToWebinar)
âą Lots of pain points
âą âAbility to scaleâ was an issue
36. New Webinar Selection Criteria
Needed âWebinar Platform Designed For Marketingâ
Ability to support large # of registrants/attendeesï
Marketo integrationï
Comprehensive attendee engagement scoreï
Multi licenses for internationalizationï
Recorded videosï
Ability to use different media (videos, webcam)ï
37. Game Changer â ON24
ON24 was the clear winner
* Selected ON24 over BrightTalk, Adobe, and ReadyTalk
38. How Dropbox uses Marketo & ON24
âą Multiple channels for webinar promotion
âą Track and evaluate performance in Marketo
âą Viewer data transferred & mapped by ON24 into Marketo
âą Integration streamlines process of identifying leads in Marketo
âą Lead nurturing and scoring
39. Results
âą Webinars are one of our top Mid Market lead generators
âą More higher-quality leads
âą Happier sales team
âą Higher lead conversion
âą Increased revenue
Now letâs talk about the delivery of this content to the viewer and the ability to engage the audience with ON24âs unique webcasting platform 10 viewing experience.
As the user enters your webinar they:
- see a fully branded experience as you designed it
- are able to control the look and feel of the presentation; moving, sizing and interacting with the included widgets
- viewers can ask questions, respond to polls, and participate using social media and collaboration widgets
- and they have access to related content and media that increases the number of touches and helps to further qualify leads