content marketing tips and tricks
TRANSCRIPT
Content Marketingcreate content that converts
Stop selling, start helping.
Sandy Hawke | [email protected] | 510-501-4107
Buyer-Centric Content Marketing
Connects to your BrandEngage in meaningful ways
(educate vs. promote)
Helps Get Their Job Done
Pain drives the purchase
Right Formats & Channels
Go where they areUses Their
WordsDrives SEO
Strategy
How to Build Content that Connects
Sandy Hawke | [email protected] | 510-501-4107
Remember. You’re not selling your product. You’re solving their problem.
Stop selling, start helping.
Sandy Hawke | [email protected] | 510-501-4107
CONTENT MARKETING PROCESSIT’S A CYCLE
KNOW YOUR BUYER01 DEVELOP USER
PERSONAS02 CREATE CONTENT03 DISTRIBUTE &
MEASURE04
Surveys, Market Analysis, Customer Interviews, Internal
Interviews
Segment the Market, Identify key roles, Document pains,
context, etc.
Based on Messaging Map (Context, Person,
Pain, Preferred Content, etc.)
Use Multiple Channels, Measure Performance, and Adjust. Repeat.
Sandy Hawke | [email protected] | 510-501-4107
Content Attracts VisitorsThe right buyer (prospect) comes to
your website
Content Accelerates SalesSuccessful content will accelerate the sales cycle so once direct contact is made, the conversations are much more interesting, and the opportunity more qualified.
Content Needs CollaborationThe best content can’t be made in a vacuum.
Constant feedback between sales and marketing is essential.
Content Attracts ConversionThe goal is to convert from visitor to contact, good content can do that.
Content Nurtures CustomersAs they get answers to questions quickly, customers are engaged.
Content CalendarScheduling content on an
editorial calendar keeps everyone in the loop, and establishes cohesion and
consistency.
THE IDEAL CONTENT LIFECYCLE
Sandy Hawke | [email protected] | 510-501-4107
Create and activate. You can’t have one without the other.
Stop selling, start helping.
Sandy Hawke | [email protected] | 510-501-4107
Knowledge
Creation
Experience
Creation
Utility Creation
Community
Activation
Source: Forrester Research, Ryan Skinner, April 2015
Sandy Hawke | [email protected] | 510-501-4107
Four Big Valuable Content Plays:How I Can Help You Deliver
Knowledge
Creation
Experience
Creation
Utility Creation
CommunityActivation
Source: Forrester Research, Ryan Skinner, April 2015.
Free Tools, Sample Code,
APIs (GitHub)ROI Tools(website)
Sandy Hawke | [email protected] | 510-501-4107
Four Big Valuable Content Plays:How I Can Help You Deliver
Knowledge
Creation
Experience
Creation
Utility Creation
CommunityActivation
Source: Forrester Research, Ryan Skinner, April 2015.
“How to” Webinars/eBooksTraining Guides
Educational blogs, infographics, surveys
Sandy Hawke | [email protected] | 510-501-4107
Four Big Valuable Content Plays:How I Can Help You Deliver
Free Tools, Sample Code,
APIs (GitHub)ROI Tools(website)
Knowledge
Creation
Experience
Creation
Utility Creation
CommunityActivation
Source: Forrester Research, Ryan Skinner, April 2015.
Product Demos & TrialsUser Groups
Testimonial videos
“How to” Webinars/eBooksTraining Guides
Educational blogs, infographics, surveys
Sandy Hawke | [email protected] | 510-501-4107
Four Big Valuable Content Plays:How I Can Help You Deliver
Free Tools, Sample Code,
APIs (GitHub)ROI Tools(website)
Knowledge
Creation
Experience
Creation
Utility Creation
CommunityActivation
Source: Forrester Research, Ryan Skinner, April 2015.
Product Demos & TrialsUser Groups
Testimonial videos
“How to” Webinars/eBooksTraining Guides
Educational blogs, infographics, surveys *Need to go where
buyer already is.
User-Generatedcontent** (curated & shared by us)
Sandy Hawke | [email protected] | 510-501-4107
LinkedIn Groups*
Twitter (tweet chats)
YouTube
Four Big Valuable Content Plays:How I Can Help You Deliver
Free Tools, Sample Code,
APIs (GitHub)ROI Tools(website)
Know your buyer. What they think, need, and how to best connect with them.
Stop selling, start helping.
Sandy Hawke | [email protected] | 510-501-4107
*SAMPLE* User Persona Content Needs – What Content & When
User Persona
Awareness (need, research, prioritize criteria)
Consideration (research, compare, and justify)
Decision (select, purchase)
Collaboration(evangelize)
Don, IT Ops(technical buyer)
Community or industry analyst reco, webinar, video, “how to” blog, article, best practices e-books
Product review, FAQs, white papers, demo, webinar, ROI analysis, sample code, APIs
POC, Evaluator’s Guide, Checklists
Training content (give or receive), use cases (to inspire upsell), KB articles
Joe, VP of IT(business buyer)
Business press coverage, industry analyst reco, peer survey results
Product review, ROI analysis, customer references, case studies
POC ROI case studies, testimonials (producer vs. consumer)
Brian, Guru(industry analyst)
Community recommendation or inquiry, blog, article
Product review, demo, customer references, case studies
N/A – recommend, not buy is goal
Guest blogs
Steve, Sys Admin(community manager)
Community recommendation, blog, article
Product review, FAQs, white papers, demo, webinar, ROI analysis, sample code, APIs
N/A, recommend, not buy is goal
Guest blogs
Sandy Hawke | [email protected] | 510-501-4107
*SAMPLE* User Persona Context Analysis – Pain & Solution Messaging
User Persona Current Pain How they experience that pain (specific examples)
How they View a Solution to that Pain
What they need to believe and experience in our solution
Don, IT Ops / DevOps (technical buyer)
Too many workloads to manage, takes too long to keep track
Customer examples? What are DevOps teams doing now?
Don needs to believe that now is the time to implement centralized mgmt.
Joe, VP of IT(business buyer)
Disorganized and uncertain audit process; lack of compliance visibility
Customer examples?
Brian, Guru(industry analyst)
N/A
Steve, Sys Admin (community manager)
N/A
Sandy Hawke | [email protected] | 510-501-4107
This is the analysis I do to develop content that converts
TESTIMONIALSWhat my clients are saying
“Sandy knows what a sales organization needs to be successful. And she consistently delivers that.”
““Sandy
turns the complex into the
compelling.”
“Sandy is one of the top 1% of professionals I have encountered. A dynamic speaker, a true thought leader and a stellar marketer.”
Sandy Hawke | [email protected] | 510-501-4107
WAYS I CAN HELP YOUR TEAM
Content DevelopmentCreate compelling content that can be repurposed across channels – social, web, email, and more
Short-Term Staff AugmentationSave money by jump starting results - hire senior marketing professional on short-term basis
Sales EnablementDevelop and deliver sales pitch training, sales tools, and other ways to accelerate the sales cycle
Consulting and GuidanceProvide expertise on marketing strategy, market segmentation, messaging and positioning
Sandy Hawke | [email protected] | 510-501-4107
PRODUCT MARKETING SERVICE SCENARIOS
NEW PRODUCT LAUNCH – “OUR SMALL PRODUCT TEAM NEEDS ASSISTANCE WITH OUR UPCOMING RELEASE.”
NEW WEBSITE, UPCOMING CONFERENCE – “HELP! WE NEED TO WRITE A LOT OF CONTENT IN A SHORT PERIOD OF TIME.”
PRODUCT REVIEWS / ANALYST BRIEFINGS – “AN UPDATED PITCH FROM A FRESH VOICE WILL GIVE US AN EDGE.”
UNFILLED PMM DIRECTOR POSITION – “WE CAN KEEP THE SHIP MOVING WHILE WE SEARCH FOR THE PERFECT PERSON.”
Sandy Hawke | [email protected] | 510-501-4107
DELIVERABLE SAMPLES
WEBCASTS
VIDEOS
WEB COPY (E-BOOKS, BLOGS)
WHITE PAPERS
Sandy Hawke | [email protected] | 510-501-4107
DELIVERABLE SAMPLES(the URLs)
WEBCASTS
VIDEOS
WEB COPY (E-BOOKS, BLOGS)
WHITE PAPERS
http://www.ten-inc.com/presentations/Tanium-Emerging-Threat-Defense.pdf
https://www.alienvault.com/resource-center/ebook/insider-guide-to-incident-response
https://www.alienvault.com/resource-center/ebook/how-to-build-a-security-operations-center
https://vimeo.com/60399350https://www.alienvault.com/resource-center/webcasts/pci-dss-v3-how-to-adapt-your-compliance-strategy
Sandy Hawke | [email protected] | 510-501-4107
WHO I AMWhat I Offer
Former cyber security geek turned marketer with a passion for positive change.
My talents lie in “listening to understand”, finding ways to connect with users and their stories, and showcasing those stories to drive a measurable impact.
SANDY HAWKEMarketing Shaman / [email protected] https://twitter.com/sandybeachSFhttps://www.linkedin.com/pub/sandy-hawke/0/347/930WHAT I BRING15+ years of experience in simplicity and storytelling across multiple roles: customer service, consulting, technical sales, product marketing, and content marketing. I also bring an energetic and enthusiastic approach to team-building, problem-solving and creative collaboration.
Sandy Hawke | [email protected] | 510-501-4107
Recipe for Product Marketing SuccessFirst, determine priority user personas, and segment based on impact to sales cycle. Second, develop the full context for each user persona (what their current pain is, how they experience that pain, how they view a solution to that pain, and what they need to believe and experience our solution as the solution).
Once you can smell the sweetness of team consensus in the air, identify the type of content our buyer will need to help them solve real-world problems with our technology, sprinkled with some education on how they can also increase their skill set at the same time. Create that content.
Spread broadly, and evenly over every stage of the buyer’s journey, as well as every channel available, and measure its effectiveness.
Adjust as necessary. Repeat.
Sandy Hawke | [email protected] | 510-501-4107
Stop Selling, Start Helping: Top 3 Keys to Success
• Look at everything the way your buyer would.–Customer questions turn into content. A well-written FAQ list
will accelerate a buying cycle we didn’t even know was spun up yet*.
• Entertain while educating (“enter-trainment”).– If they’re entertained, they’ll pay attention, and they might just
share it too!• The best content comes from your customers.–We need to give them a forum, and then collect, curate, and
share (and make it easy for them to share too).
Sandy Hawke | [email protected] | 510-501-4107
*According to Kapost, 67% of the buyer’s journey takes place online and 57% of that journey occurs before speaking to sales.