Get Speedy:

Shortening Sales Cycles

with Video Personalization HITMCApril 2017

Clarity Quest: Agency Overview

Long Sales Cycles

Health IT Purchasing Decision Makers

Proven Ways to Shorten Sales Cycles

1.Disqualify more than qualify.

2.Talk to the right person.

3.Build consensus.

4. Increase trust and credibility.

Segmented emails

Need-based offers

Website personalization

ABM ad targeting

Group content targeting

First Personalization Efforts

Companies Shy Away from Video

Videos Drive Buyers to Take Action

Videos Get C-Level Interaction

Source: Consensus (goconsensus.com)

Why So Few Videos?

Take too long to produce

Expensive

Not easy to update

Can’t agree on

subject/theme/messaging

Our First Experiment with Personalized Video

Why A Personalized Video Platform?

Video Platform Stats

Video Stats: Vertical Interest

Video Analytics: 4 Months Post-Launch

AdvancedMD Personalized Demo Success

Shortening the Sales Cycle with Video

Using the word “video”

in an email subject

lines boosts open rates

by 19%.

Target a company or

individual, not just a big

sector.

Use video in sales

and marketing

workflows.

Keeping Video Production Costs Down

Produce Internally: Go Animate

Starting at $299/yearLow-Cost, Semi-Custom Video

Based in Utah

Free Videos with Annual Consensus

Platform Subscription

Video Personalization: Lessons Learned

Don’t gate or

personalize too early

Watch music

volumeHomepage might not be

ideal location for videos

Questions?

Thank You.

@CSlocumb @CQMarketing