Inside a Directions Media Sponsored WebinarInside a Directions Media Sponsored Webinar

Bringing Immediate Sales Leads andWorldwide Visibility to our Clients

throughout theGeospatial Technology Marketplace

Selected Webinar Client List

VUEWorks®

AgendaAgenda• Introduction to Directions Media

• The Business Value and Focus of Our Webinars

• Webinar Content, Flow and Timelines

• Our Methodology – Roles - Responsibilities

• Deliverables

• Best Practices

• Metrics & Back of Envelope ROI

• Next Steps

We recently partnered with Directions Media tohave them promote, produce and host a verysuccessful webinar. Their team did a wonderfuljob in working with us each step of the way tojob in working with us each step of the way todeliver a high quality event with 365 registrantsand 175 attendees.

We'll be back with Directions Media on otherwebinars to help us with our thought leadershipposition as we transition from locationintelligence to operational insight.”

Reid Hislop - VP Marketing, PB/MapInfo

Directions Media PublicationsDirections Media PublicationsOver 200,000 Monthly VisitorsOver 200,000 Monthly Visitors

Value PropositionsValue Propositions

• Sponsors: We’re Your Brand Guardian– Sales lead generation– Raise product or brand awareness

Increase thought leadership position– Increase thought leadership position– Provide a turn key service for a smooth pathway to results

• Readers: Informational vs., a Sales or Product Pitch– Share best practices from innovative Case Studies– Keep them in the know with new technology or applications– Help them make more informed purchasing decisions– An opportunity to leverage their technology investments

Thought Leadership and SellingThought Leadership and Selling

• Collaborate with a neutral party

E ti i I t t k ti• Expertise in Internet marketing

• Directions’ Worldwide Brand

• Diversity of Readership

Webinar Sales Lead Sources:Registration – Live Attendees – On Demand Viewings

Industries Served and Beyond

Sponsor Topic

MetaCarta Geo-enable Your Content to Generate New Revenue

IDV Solutions A Deep Dive Into Location Intelligence

PB/MapInfo Field Services Management – Where Logistics Meets Location Intelligence

Mark Logic Exploiting Geospatial Information for the Intelligence Community: The XML Factor

Our Sponsors Cover the Broad Geospatial EcosystemOur Sponsors Cover the Broad Geospatial Ecosystem

DMTI Leveraging Location in a Lull: 4 Simple Lessons To Grow Your Business & Deliver Results

Microsoft Virtual Earth at Work In State and Local Government

VUEWorks Integrated GIS Work Management and Asset Systems

Oracle (2) A Tale of Two Cities: Oracle Spatial

Netezza What If You Could Run Location Intelligence Analyses 100x Faster?

Google/Korem The Power of Google Maps API Premier: Advanced Integration Use Cases

Navteq (3) Titles to Be Determined

Spot Image SPOTMaps – The Highest Resolution Large Area Base Map Available

Johnston McLamb Space Optimization – Using Location To Control Runaway and Hidden Real Estate Costs

TimeEDT

Segment Duration Presenter Notes

2:00 PM Welcome, Housekeeping, How ToAsk a Question, Agenda Review,Poll #1

8 mins DirectionsModerator

People are stilllogging on

Typical Webinar Agenda

Poll #1

2:08 PM A Word From Directions Media 5 mins DirectionsMedia Exec

Value props &trends

2:13 PM Technology Overview 15 mins Client

2:28 PM Use Cases & Applications 8 mins Client

2:36 PM Featured Case Study 9 mins GuestSpeaker

2:45 PM Poll #2 2 mins DirectionsModerator

2:47 PM3:00 PM

Ask The Experts Panel 13 mins AllPanelists

Adjourn at 3PM

Typical Poll QuestionTypical Poll Question

Which industry segment best describes you?Which industry segment best describes you?

• Public Sector/Education• Telecommunications• Insurance/Banking/Financial Services• Real Estate• Retail/Hospitality/Travel

Sample WebinarSample WebinarTimeline & FlowTimeline & Flow

A Complete and Collaborative Turn Key ServiceA Complete and Collaborative Turn Key ServiceBest Results = Six to Eight Week Planning HorizonBest Results = Six to Eight Week Planning Horizon

Activity 1 2 3 4 5 6 7 8 9Kickoff – Objectives, Roles& Logistics

Registration, Messaging, Case Studies, Panelists

Develop Copy – Banner Ad, Invite, DM Review

Develop Content , Slides, Polls & Follow up

eMail Blast #1 – Review Preliminary Analytics

eMail Blast #2 – Dress Rehearsal

eMail Blast #3 –Validate Webinar Flow/Final QA

Go Live – Post Analytics & Debrief

Deliverable ExamplesDeliverable Examples• Webinar Work Plan Template

• Weekly Planning and Update Meetings

• HTML Invitation and Banner Ad

• Minimum 3 eMail Blasts

• Registration/Attendance/Performance Analytics

• Webcast Recording

• Posting of Webcast on DM & GTW Portals

• All Services and Webinar Hosting Platform

Your efforts are appreciated and they obviously paid off – I had dinnerwith a customer last night who dialed into the webinar and said he wassurprised at how smooth and seamless the whole thing went. Sokudos to your team!

I look forward to getting the replay link – I’ve already receivednumerous requests; this webinar seemed to have been a big hit.

Karina Bernier, Netezza Marketing

Examples of Some Best PracticesExamples of Some Best Practices• Have clear measureable objectives and track them

• Assign a project lead who is passionate for results

• Informational over a sales pitch, i.e., business value or ROI

• Budget a 6 to 8 week planning horizon, you can’t over plan

• In the event of a sudden loss of cabin pressure….

• Energize your audience and offer a Call To Action

• Follow up on warm leads within a week of your webinar

Another Best PracticeAnother Best PracticePost Webinar Metrics Add Intelligence toPost Webinar Metrics Add Intelligence to

Sales FunnelSales Funnel• What would they like to learn from your webinar?

h d / d h ?• What Industry or State/Province or Country do they represent?

• What is their role in the purchasing process?

• Do they have any active projects?

• What is their purchasing timeframe?

• Who attended the webinar vs. just registering?

• How did they vote on your polls, and what questions did they ask?

VUEWorks® Integrated GIS Asset and Work Management Solutions

Case Study Highlights from ourCase Study Highlights from our VUEWorksVUEWorks WebinarWebinar

� Webinar goals� Drive new sales leads� Raise awareness – VUEWorks R2009� Raise awareness VUEWorks R2009� Increase thought leadership for their sweet spot demographic

� Presentation strategy� Feature a case study to demonstrate proof and benefits of the

VUEWorks value proposition� Embracing technology to increase efficiency and better

manage infrastructure� Share lessons learned, i.e., how during a recession technology

investments can reduce costs, minimize risks, manage andsuccession planning, etc.

VUEWorks® Integrated GIS Asset and Work Management Solutions

Vueworks has received a lot of terrific feedback from last week's presentation from bothour channel partners and end-users. Based on that feedback my initial take-away fromthe early response is:

ResultsResults

Alex von SvobodaAlex von SvobodaVice PresidentVice PresidentVUEWorks, Inc.VUEWorks, Inc.

1. Channel Partners have been re-energized to sell and contact prospects2. End-users see growth, stability and security with their investment3. Competitors are scrambling to send out PR to and counter visibility

Overall we accomplished our internal goals for this webcast. You and your staff were apleasure to work with, we will miss the bi-monthly meetings.Lets do it again soon.

Alex

Closed a $60,000 Sale Within 60 Days of WebinarClosed a $60,000 Sale Within 60 Days of Webinar

The Directions Media Advantage:The Directions Media Advantage:In house vs. OutsourcingIn house vs. Outsourcing

• Costs– 3rd party lists– E-mail blasts and Banner Ads– A/V platform hosting

B d dibili• Brand credibility– Target markets receptive to your invite and offer– Depth and breadth to reach your registration goals– Ability to attract industry experts and presenters

• Project Management– Objective expertise and coaching to provide overall Q/A– Professional moderators to ensure a crisply delivered webinar– Delivery of analytics for lead follow-up

Sales Leads & Revenue - Back of the Envelope ROI

Variables Example 1 Example 2 Example 3

# Leads or Opt In 300 300 300Lead Conversion Rate 5% 2% 2%

Average Amount of Sale Per Deal $10,000 $10,000 $50,000

Turn key Webinar Fees $11,995 $11,995 $11,995

Net Incremental Sales Generated $150,000 $60,000 $300,000

ROI showing how much return foreach dollar invested

12.5 5.0 25.0

Thank You!

Please contact Jane Elliott atJane.Elliott@DirectionsMag.com

Or847-242-0412