Quick guide to generating revenue through Webinars and Virtual Conferences

Stewart KibbyChief Operations OfficerWorkCast

#workcast

Natasha McDonoughHead of MarketingWorkCast

Introduction

Learn about…• What revenue making opportunities are available through online events

• The types of events to consider

• Typical revenue expectations and packages

• The synergy between physical and virtual events

• Typical delegate behaviour during an online event

• Getting internal buy-in from the rest of your team

What is an online event?• Presentations online with a compelling, interactive experience for attendees • Events vary from 30mins to 5 days long!• Online events have an end-to-end lifecycle like real events

– Registration, ticket sales, access, events, offline• Many delivery solutions

– Live streams– On-demand– Panel discussions– Presentations– Video / PowerPoint / both– Chat rooms / Q&A / Social media etc

Typical online events

Large online only events • Typically 4-8 hours• Can be 5 days

Visually very rich and usually themed

• Hotel• Conference centre

Full profitable commercial model• Sponsorship by organisations

• brand awareness• highly targeted leads• direct live engagement

with participants

Virtual conference models

Virtual conference models

Where is the revenue?• Sponsor Halls and sponsorship packs• Pay per view

Typical monetisation models

Sponsor packs• Logo placement• Exhibitor hall• Sponsor booth• Access to data• Access to chat with

attendees• Speakers and panel

positions

Pay per view• Standard ticket sales

(buy a code)• Pay for advanced

access/content standard is free

Presentation session can be live video streams from venue

• Camera crew on ground• Encoder at venue taking feed

from vision mixer• WorkCast Technician generally

at venue but can do remotely

Streaming live sessions creates the on-demand versions

Highly interactive for online delegates• Polls• Q&A• Resources

Hybrid Conferences

• Most delegates would like to attend an international event but… sometimes can’t

• Attending an online event is quick, easy and convenient• Delegates drop in when there is a relevant session • Delegates can chat online• Download resources • Increase their profile in the industry• Try before you buy

What’s in it for Delegates?

• Attendees dip in and out watching from their desks

• Audience numbers vary as popular sessions bring higher numbers

• The Audience moves around the event visiting rooms for chat, exhibitors stand etc

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Delegate behaviour online

• Online Conferences – Typically £100K -

£1M in sponsorship but could be much larger like Mobile World Live

• Regular monthly webinars– Typically £1M

revenue per year

• Jobs fairs

Typical Revenue Expectations

Pay to view or sell sponsorship?

• Pay to view• Unlike some other types of content

publications, delegates *will* pay to attend online events

• Less than 10% of WorkCast events charge attendees

• Attendees generally won’t pay for single webinars but will pay for larger events and access to resources (channels)

• Where content is made available through the iPad and Android *offline* app, this increases to 50%

• Payment gateways like WorldPay can be configured to work similar to an events shopping basket

WorkCast clients payment models

sponsorshippay per view

WorkCast clients offline app payment models

sponsorshippay per view

Selling the concept internally…

• Clear executive backing and a genuine desire to achieve new revenue streams

• Good understanding of the content value• Pay to view• Sponsorship• Premium pay and standard free

• Well structured clear sponsorship packages

• Sales team • Incentivised and committed to online sponsorship opportunities• Educated in the benefits, opportunities and product

• Combined sponsor packs• Sponsor physical event and get a reduction on the online event packs• Promote the physical event at all online opportunities

Let’s talk…

@WorkCast

www.workcast.co.uk

WorkCast

enquiries@workcast.co.uk