Sessions with SMB IT pros and Microsoft marketers at Malmaison Hotel in Reading, UK on 30th of November, 2011

1. SMB IT Pros Sound Off

2. What do you know
about Spiceworks?
Cool name. Something about Texas.
They’re the ones trying to ‘Spice IT Up.’
Isn’t that a curry place nearby?
They’re paying for this gig.
…bless you.
Social business app for IT.
Lame name.
Free network management software.

4. The Social Business Platform for IT
Changing the Way IT Works
Jay Hallberg
Co-Founder & VP Marketing
jay@spiceworks.com

5. IT circa 2005
“What information do I need
“Which tools do I use?” and where do I find it?”
“What do I have?”
“Is it all working?”
“How do I fix it?”
“Where can I find an “What products should I buy?”
expert to help me?”

6. SME‟s: The Forgotten Middle

7. July 24, 2006

8. January 2007

9. Used by 28% of IT Pros Worldwide
Daily Growth
 1,100 new companies
 2,000 new users
 13,800 Terabytes of storage
 125,000 devices added
Monthly Activity
 1.5M Uniques
 12.4M tickets worked
 34M pageviews
 403M minutes in app
1.7M IT Professionals
in 200+ Countries

10. Network Growth
300
250
Budget
200
150
Devices
100
Workers
50
0
’07 ’08 ’09 ’10 ‘11 ’07 ’08 ’09 ’10 ‘11 ’07 ’08 ’09 ’10 ‘11

11. Strong Presence in Europe
440K IT Professionals 135K IT Professionals
314K Companies 91K Companies
 106M Minutes  52M Minutes
 29M Devices  9.6M Devices
 9M Pageviews  4.5M Pageviews

12. Monthly Engagement
5 3 ,4 5 7 ,2 5 8 min.
,5 6 5 , 1 5 6 min. Total Time in App
(in thousands)
,4 0 3 , 2 9 3 min.
,3 2 5 , 6 7 9 min.
06:21
04:29 Avg. Time per User
(in hours : minutes)
00:32
00:24
Source: Nielsen Q3 Social Media Report, Spiceworks

13. Social Business Platform for IT
Discussions
Manage People Commerce
Apps
Marketplace
Purchasing
“CONNECT”
Manage Network
Vendor pages
Advice
“SHARE”
“FOLLOW”
Community

14. November 2011

15. What next?
Simplify Everything IT

16. Vendor Pages Connect Everyone IT
IT Vendor

17. Request for Quote
Request a Quote

18. The Shopping Cart for Everything IT
Wish Quote Buy

19. Dashboard for Everything Spiceworks

20. 59 European Tech Brands in 2011
Germany
 Oracle
 Dell
 Microsoft
UK
 IBM
 Symantec
 Sophos
 IBM
 FileMaker
 Google
 Avaya
 Vmware
 Intel
 LogMeIn
 Citrix
 HP
 RIM
 Intel
 PFU Imaging
 Cisco
 Juniper
 Verisign
 Raritan
 Microsoft
 Kaspersky
 Citrix
 Sony
 Rackspace
 Appsense
 EMC
Other
 APC
 Epson
 Aruba Italy
 Salesforce
 BT  IBM
 ScriptLogic
 Seagate  HP
 LogMeIn
 Message Labs  Oracle
 FileMaker
 SAP
 Mimecast
 Dell
 Brother
 Samsung
 Sophos
 Intel
 Mclink

21. Announcing Spiceworks Europe Ltd.

22. SpiceWorld London, 24-25 May 2012

23. The Social Business Platform for IT
Changing the Way IT Works
Jay Hallberg
Co-Founder & VP Marketing
jay@spiceworks.com

24. Adding Followers? Easy.
What's next? Spiceworks can help.
Reginald Herde
Director, Advertiser Marketing
reginald@spiceworks.com
@SpiceWired

25. Brand Advocates on Your Site?

26. Marketers are Catching the Social Wave
Old guard publishers are left on the beach
Traditional Media B2B Social Networks
• Media cos. decide what content • IT pros and vendors share insights
matters • Word-of-mouth amplifies reach
• IT pros “on an island” • Influencing one = influencing many
• Social is a „bolt-on‟ offering • Immediate feedback/impact
• Old data, older methods • Highly targeted
• Poor registration/targeting
IT
V IT
IT IT IT
IT V IT IT
IT IT IT IT IT IT IT V
IT IT IT V
V IT IT
IT V IT
Vendor = Passive advertiser Vendor = Interactive, trusted participant

27. The SpiceHead

28. In the Community…

29. …In the Application
benhar

30. Fans/Followers Are True Brand Advocates

31. What‟s next? What should you do?
1. Well, make sure you‟ve got your Vendor Page
up, running and optimized
2. Get engaged in conversations with SpiceHeads
3. Recognize that a little goodwill can go a long way

32. The do‟s and don‟ts of participating
in the community
Don’t:
 Spam users and forums
 Slam your competitors
 Hard sell
Do:
 Be factual and accurate
 Embrace all feedback
 Be an individual
 Have fun!!!

33. Measuring your success in Spiceworks.

34. Industry debate on the value of click
through rates continues in earnest

35. Within Spiceworks, click through rates
are just one measure of success
What did you do when you
saw the [advertiser‟s] ad?
”Looking at click through metrics
100%
isn't going to show you how
aware we are of your brand…
75%
[L]ooking at how much you get
50% talked about in the community is
a better metric there, or how
25% many people follow your vendor
7% 10%
5% page”
0%
Clicked Visited Asked
website reseller

36. Gathering data from Spiceworks users
Insight into:
• # of Devices
IT IT IT • Device Age
IT IT IT IT
IT IT IT IT IT
• Market Share
IT IT IT IT
IT IT IT • Versions/Model
• Trends

37. Track the impact of all of your
campaigns with Product Dashboards
Change Change Change Change Total
in Install in $ in Install in $ Total $
Install
Base Value Base Value Value‡
August 2011 August 2011 QTD QTD
Base
Product
4,091 $8.5M 8,806 $18.5MK 68,919 $144.7M
#1
Install Base of Product #1
100
50
0
Jan-11 Feb-11 Mar-11 Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11

38. Use a Social Engagement Ratio to measure
involvement with your brand
Social Engagement Community Mentions
Ratio = (x 100)
Follows
Brand Advocates Brand Passives

39. Key Takeaways
Click through rates will continue to be an
important measure for your campaigns
But look at other metrics that may be more
aligned with your campaign goals
– Sales/Return on Investment: Look at actual product
data, not just click or conversion rates
– Brand Affinity: Measure and understand your
followers
– Brand Advocacy: Track the level of brand
advocacy

40. The IT Pros you came to see…
Ashley Connell
Marketing Communications
ashleyc@spiceworks.com

41. Who is the Spiceworks Community?

42. They brand themselves.

43. Scott Abel, CEO, at SpiceWorld!

44. They brand themselves.

45. Meet SpiceRex.

46. Meet SpiceRex.

47. Spice-O-meter!

48. SMB IT Pros Sound Off

49. Why are we here?
Sales Pitch?
Product Demo?
This session is between me
and happy hour?
…okay, maybe

50. Managing Their Networks 9-to-5
Research Get Advice Purchase Buy
Manage Track Solve Problems

51. Now, our panel…

52. Unplugged Panelists
Andy Phelps – IT Manager,
HPS Group
Richard Comish – IT Manager,
Execution Noble
Huw Davies – IT Manager,
Wil Organization

53. Andy Phelps

54. Unplugged Panelists
Andy Phelps – IT Manager,
HPS Group
Richard Comish – IT Manager,
Execution Noble
Huw Davies – IT Manager,
Wil Organization

55. Richard Comish

56. Unplugged Panelists
Andy Phelps – IT Manager,
HPS Group
Richard Comish – IT Manager,
Execution Noble
Huw Davies – IT Manager,
Wil Organization

57. Huw Davies