Hear from Etumos and Intrado in this on-demand webinar on how to evolve your webinar strategy and turn marketing into closed-won revenue. We share how the quality of the presentation and providing relevant data to your team can help you continue the conversation.

1. Uplevel Your Webinar Game:
How to Deliver High-Quality Webinars
& High-Quality MQLs to Sales
Nikkole Couture – VP, Go to Market | Intrado Digital Media
Nichole Tucker – Sr. Marketing Manager | Etumos
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2. 80% of people
would rather watch a live video
than read a blog.

3. Gone are the Days of Audio & Slides
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4. Elevate your webinars
Panel presentations
Interviews Fireside Chats
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5. Your Audience Expects Broadcast Quality
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More than Nine in 10
of all Respondents
Place Some Level of
Emphasis on “Quality”
of Video Experience
Source: WR Enterprise Web Communications Survey, 4Q2019; n=2,004

6. Multiple speakers via webcams = minimal production costs
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Multi-sponsor industry panel

7. Be creative with your use case to drive engagement
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8. Think outside the traditional webinar console
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Live Twitter Chats Multi-site Discussions
Beer & Tell Webinar SeriesLive Entertainment/Concerts

9. Repurpose your great webinar content
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Ways to repurpose
✓ Create blog posts with embedded content
✓ Produce 1-2 minute snackable video clips for social
✓ Turn Q&A into an FAQ document
✓ Convert key takeaways into a checklist
✓ Download the audio and create a podcast
✓ Transcribe the webcast and use for eBooks
✓ Dive even deeper in a new webinar, or series
✓ Turn your slide content into infographics

10. Continuing the Conversation: Setting your systems & sales team up for success
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Agenda
Connect Your Systems
✓ Intrado Webhook
✓ MAP Campaign
Operationalizing Process
✓ Defining MQL Criteria
✓ Lifecycle Processing
Deep Dive Tips
✓ MQL Sales Alerts
✓ Behavior Scoring

11. Connect Your Systems: Intrado Webhook
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✓ Basic Webhook
✓ My Tokens:
✓ Show Package Key
✓ Show Key

12. Connect Your Systems: MAP Campaign
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Registration Campaign
✓ SFDC Campaign Add
✓ SDR visibility
✓ List Add
✓ Follow-up emails
✓ Confirmation Email
✓ Note: No Duplicates
✓ Call Webhook

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Operationalizing Process: Defining MQL Criteria
✓ What is your definition of
a webinar MQL?
✓ Webinar Registration
✓ Webinar Attendance
✓ Hand-Raise CTA
✓ Survey response
✓ Question raised
✓ Next? Let Lifecycle
Processing do it’s job

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Operationalizing Process: Lifecycle Processing

15. Operationalizing Process: Lifecycle Processing
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✓ Lifecycle Status
✓ Date/Time stamp
✓ Change Owner
✓ MQL Sales Alert
✓ MRL (30 day wait)

16. Deep Dive Tips: MQL Sales Alerts
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✓ Alerts to sales about your webinar MQLs (or
any MQL for that matter) should be global in
nature
✓ System Tokens used in Design Studio emails
will render!
✓ My Tokens must be at Program Level to
render
✓ Minimize those as much as possible to
avoid blank values (shouldn’t need
many)

17. Deep Dive Tips: MQL Sales Alerts
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✓ No use of My Tokens
✓ All System Tokens
✓ Populate the information that is
important to your sales teams
✓ Timing matters
✓ Send alert AFTER other
global programs have time to
compile a score, stamp a
value, etc.

18. Deep Dive Tips: Behavior Scoring
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✓ You may elect to only score webinars, and not have them be
MQL triggers!
✓ Scoring campaigns live globally, not locally

19. That was a lot! Questions? Reach out to me.
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✓www.etumos.com
✓ntucker@etumos.com

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Questions?

21. Thank you!