Social Media Buyer’s Guide @ Web 2.0 Expo http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif PREPARED BY William Gaultier, CEO - e-Storm International Chris Heuer AdHocnium • Founder of Social Media Club Short Description A Joint Project by: Month Year SocialMediaBuyersGuide.com 1 What We Are Doing Today • Discussing the responses from organizational buyers to our survey and our podcasts • We will be providing a sneak peak of an ebook we will be releasing at the end of next week. http://socialmediaclub.pbwiki.com/ • Earlier this week we launched f/logo_smc-1.gif http://socialmediabuyersguide.com/ where we will continue the discussion • This presentation is available for download at http://slideshare.net/socialmedia/ A Joint Project by: SocialMediaBuyersGuide.com 2 Our Panel of Organizational Buyers • Isabelle Christensen, REC Solar • Jeanette Gibson, Cisco • Michael Walsh, Social Media Club Seattle http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 3 Project Background http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 4 Why are we here? http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 5 It’s time to stop selling and start helping people buy http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 6 What We Did? • Survey Monkey • Podcasts • Wiki • Blog http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif – http://bit.ly/buyersguide for links to everything – Tag for project is #SMBG A Joint Project by: SocialMediaBuyersGuide.com 7 Total Survey Size • From March 4 – March 26, 2009 • 145 Total Respondents – 67 completed survey http://socialmediaclub.pbwiki.com/ • 46 Organizational Buyers f/logo_smc-1.gif – 27 completed survey A Joint Project by: SocialMediaBuyersGuide.com 8 Geographical Location of Respondents 2% 9% 5% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif Australia Canada USA Other International 84% A Joint Project by: n=45 of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 9 Our Preliminary Findings http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 10 It’s Real. Social Media is Here to Stay. http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 11 Does your company have a defined Social Media Strategy? 10% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 33% 57% A Joint Project by: Yes No Not Sure n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 12 People in your organization who "get" social media? 5% 19% 5% No one http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 43% Handful Few (<25%) Most (25%-75%) Almost Everyone (>75%) 28% A Joint Project by: n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 13 Does Senior Management Support Social Media? 29% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif Yes No 71% A Joint Project by: n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 14 Does Senior Leadership Listen to Social Media Feedback? 38% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 62% A Joint Project by: Yes No n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 15 Do Corporate Buyers have an annual Social Media budget? http://socialmediaclub.pbwiki.com/ 48% f/logo_smc-1.gif 52% A Joint Project by: Yes No n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 16 Percentage of your total budget allocated to Social Media in 2009 26% 26% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 16% 16% 5% A Joint Project by: Less than 1% 1 to 5% 5% to 10% 10% to 25% More than 25% Unknown 11% N=19 of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 17 so lets stop presenting and start talking… http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 18 The Buying Process • Discovery of Need • Definition of Need • Survey the Land • Identify Potential Vendors http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif • Proposals and Negotiations • Decision Making • Follow Through A Joint Project by: SocialMediaBuyersGuide.com 19 What are the top 3 Questions you should ask social media vendors? 50.00% 45.83% 45.00% 40.00% 35.00% 30.00% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 25.00% 25.00% 20.00% 16.67% 15.00% 12.50% 10.00% 5.00% 0.00% ROI Tracking A Joint Project by: Experience/Track Record Understand my audience Others n=21of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 20 What are the top 3 Questions you should ask social media vendors? • “What is your commitment to our brand to make sure it works?” – Paula Drum. H&R Block • “Do you understand the business I am in well enough to be a strategic partner http://socialmediaclub.pbwiki.com/ in my communications efforts? How will you help me achieve my business objectives? How f/logo_smc-1.gif will you measure the results you have promised?” – Joel Postman, Intridea • “What needs does your tool/service specifically meet? What training will my users require to be able to use this effectively? Where would your tool work best, and in which situations would not be the best choice?” – Jeff Moriarty A Joint Project by: SocialMediaBuyersGuide.com 21 So what are your top questions to ask? http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 22 Key Finding: ROI is Everyone’s Favorite Acronym http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 23 Top Social Media Objectives 100.00% 95.24% 90.00% Response Frequency 80.00% 70.00% 60.00% 47.62% 50.00% 20.00% 10.00% 0.00% 47.62% 38.10% 40.00% 30.00% 47.62% 42.86% 28.57% 28.57% 23.81% 19.05% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif Objective A Joint Project by: SocialMediaBuyersGuide.com 24 Do you currently produce reports? 31% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif Yes No 69% A Joint Project by: N=16 of 46 org buyers total respondents 145 SocialMediaBuyersGuide.com 25 What type of metrics do you use to measure Social Media? 11% 34% http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif 33% Quantitative Qualitative Both None 22% A Joint Project by: n=27 SocialMediaBuyersGuide.com 26 What's the ROI? It depends on what the tactic is that you are using online. It can be very difficult ROI means a few things to us. We track how much content we’re growing, how much traffic http://socialmediaclub.pbwiki.com/ we’re getting. We try as hard as possible to f/logo_smc-1.gif drive it back to some metric we can measure on, especially from a goal-setting perspective. • Luc Levesque, from Travelpod A Joint Project by: SocialMediaBuyersGuide.com 27 What's the ROI? What I do internally is for the type of business that we do, we track two things for all of our marketing efforts. Number one is the cost per lead. That is something we can track. Secondly, is the payback for this investment to http://socialmediaclub.pbwiki.com/ launch this campaign? We don’t have any fancy tool at thisf/logo_smc-1.gif moment to track the lead generation and the payback. Basically, we use Google Analytics and Excel spreadsheet to track that information. – Isabelle Christensen from RECsolar A Joint Project by: SocialMediaBuyersGuide.com 28 What's the ROI? It’s on more of a brand and even vehicle level than the entire experience somebody has with General Motors from end to end. [...There are...] multiple kinds of measures of success – Christopher Barger, http://socialmediaclub.pbwiki.com/ Directorf/logo_smc-1.gif of Social Media Communications, GM A Joint Project by: SocialMediaBuyersGuide.com 29 So how you look at ROI? http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 30 Key Finding: The Foundation for Social Media Strategy http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 31 Are you focused on the short term bottom line or building brand http://socialmediaclub.pbwiki.com/ preference over time? f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 32 Is it an impulse buy or a considered purchase? http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 33 Short Term Revenue Driving For 2009, the marketing objective for the company really is more short term than long term. It’s mostly for lead generation; therefore, based on those criteria, the social media advertising really doesn’t support our objective. http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif I would use social media advertising when my marketing objective is for long term demand generation and branding. – Isabelle Christensen from RECsolar A Joint Project by: SocialMediaBuyersGuide.com 34 Long Term Brand Preference How do you impact the consideration of your products? Are there people who, prior to their interaction with you, weren’t even going to be willing to consider an American vehicle or a GM vehicle, who are now looking differently at it. Have you shifted the tonality of their conversations on their sites? Have you shifted the tonality of the http://socialmediaclub.pbwiki.com/ conversations in whatever platform you’re engaging? Are f/logo_smc-1.gif you increasing the consideration? Are you increasing the brand affinity? Are you increasing the number people who are just willing to say, “I’ll give you a chance, where I wouldn’t have before the engagement”? – Christopher Barger, Director of Social Media Communications, GM A Joint Project by: SocialMediaBuyersGuide.com 35 Long Term Brand Preference One of my big measurements is how do I increase consideration in my brand. You might have to look at different ways to get to a bigger brand building measure, such as changing consideration. Definitely, the micro measurements of ‘did I increase search rankings, how http://socialmediaclub.pbwiki.com/ many people, and what activity has happened’ is one of f/logo_smc-1.gif them. PR mentions would be another one, but then you might have to put something in or alter your brand tracking studies or your product tracking studies to be able to get to something that might be a higher level metric. – Paula Drum VP of Marketing Digital Division H&R Block A Joint Project by: SocialMediaBuyersGuide.com 36 So which approach is best suited for Social Media with your strategy? Why? http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 37 What is the Most Important Advice for Other’s Buying Social Media Services, http://socialmediaclub.pbwiki.com/ Technologies and Advertising? f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 38 Further Advice From Your Peers http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 39 beware of firms that • use fear of not being out there to try to motivate you • use an excessive amount of bells and whistles • only focus on what they do http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif – Christopher Barger, GM A Joint Project by: SocialMediaBuyersGuide.com 40 flexibility Again, something unexpectedly good or bad happens; how willing are they to help change directions, to accommodate your goals? You have to adjust to things on the fly that you just have no ability to see into the future what might come up http://socialmediaclub.pbwiki.com/ every project is a little bit different f/logo_smc-1.gif – Paula Drum, H&R Block A Joint Project by: SocialMediaBuyersGuide.com 41 inefficient silos There is the Digital Marketing Group that literally sits in one tower and there’s the communications social media group that sits in another tower. Unfortunately, we’ve kind of been experimenting in separate and often different directions without really coordinating with each other. http://socialmediaclub.pbwiki.com/ As we are going about the kind of reorganization that f/logo_smc-1.gif we’re doing right now, one of the big things that we’re trying to figure out is how to better connect these. These are not things that can happen separately, any longer. – Christopher Barger, GM A Joint Project by: SocialMediaBuyersGuide.com 42 seek out vendors demonstrating native like familiarity measured objectives they have accomplished for others familiarityhttp://socialmediaclub.pbwiki.com/ with KPIs/benchmarks f/logo_smc-1.gif – Isabelle Christensen from RECsolar A Joint Project by: SocialMediaBuyersGuide.com 43 With Special Thanks To: • Isabelle Christensen, REC Solar • Jeannette Gibson, Cisco • Michael Walsh, Social Media Club Seattle http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 44 There is so much more to discuss... http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif A Joint Project by: SocialMediaBuyersGuide.com 45 So join the conversation at http://socialmediabuyersguide.com/ Chris Heuer chis@adhocnium.com http://socialmediaclub.pbwiki.com/ f/logo_smc-1.gif William Gaultier william@e-storm.com A Joint Project by: SocialMediaBuyersGuide.com 46