Virtual Events: Better Than Being There

BETTER THAN BEING THERE:Engaging Your Audience With Virtual Events

August 25, 2010

From Monologues to DialoguesListen · Engage · Inspire · Influence

Agenda

04/08/23 2

• Overview

• Statistics

• Sales Kick-Offs

• Trade Shows

• Case Study

• Summary / Benefits

Virtual Trade Shows: Better Than Being There

Executive Summary

What is a Virtual Show?

• Virtual Shows are a flexible communications and demand generation solution that provides a virtual venue for events such as sales kick offs, trade shows, conferences and training summits. They are meant to be collaborative, allowing for connecting and engaging interactions.

04/08/23 4Virtual Trade Shows: Better Than Being There

Who’s Using this Technology• Pearson Education• Ariba• Fidelity• Delta• Cisco Systems• ebay• DHL• Sony04/08/23 5Virtual Trade Shows: Better Than Being There

Relevant Statistics

Statistics

• Virtual space is the real final frontier. According to American Business Media and Forrester Research, 75 percent of business decision-makers said they attended three or more Web-based events during the past 12 months.

• Businesses of all sizes are trying out the concept. According to Tradeshow Week Magazine, mid-to-large-sized companies spend about $550,000 every year on trade shows.


Statistics

• Research by The FactPoint Group found that virtual events like trade shows attract an average of 1,587 attendees which deliver an average of 348 qualified leads per vendor000 every year on trade shows

• Just over half (52%) of those invited actually attend.• Most people spend 2.5 hours at the event, visit 16

locations and download five resources. • Most virtual tradeshows run 1.5 days but are still

accessible for three months following the event.


Statistics

• In 2009, The Event Marketing Institute cites 300% growth in this sector.

• According to a survey by the Center for Exhibition Research and George P. Johnson, 40% of corporate brand marketers and 31% of exhibition management executives reported using virtual media; 71% of respondents used virtual media to accommodate geographically widespread workforces and customers.


Statistics

• Virtual events are greener and more sustainable. A 2000 EPA study found that the typical convention-goer who is staying at a hotel generates about 20 pounds of trash per day, compared with 4.6 pounds at home.

• The average virtual event saves roughly $1,000 per attendee in travel and costs*.

*Based on InXpo average show data and Amex Business Travel 2009. (Domestic travel only)


Applications

Sales Kick-Offs, Trade Shows, Product Launches, Training

SALES KICK-OFFS

Sales Kick Offs

• Auditorium: where you kick-off the sales program

• Product Showcase: where sales managers and reps can view product demos and download sales kits, samples, etc.

• Top Sales Rep Club: to recognize top salespeople, managers and sales support staff

• Virtual Lounge: chat, discussion boards, reminder notes, program updates, etc.


Sales Kick Offs

04/08/23 14

Product Showcase

Virtual Lounge

Virtual Trade Shows: Better Than Being There

Key Benefits

• Interact live with sales managers and sales managers interactive live with their reps

• Access to top ranking sales managers and reps listing

• Important updates to program can be posted• Questions can be asked in the virtual lounge• Accessible 24/7


TRADE SHOWS

Virtual Trade Shows• Home Plaza: lobby with a show greeting and

navigation to other show locations• Auditorium: live and on-demand presentations• Exhibit Hall: 3-D show floor with custom booths• Resource Center: central repository of all show

content, demos, etc.• Communication Center: networking, sign for

sales rep contact you, post questions, group chat areas, discussion boards, message boards


Trade Shows


Key Benefits

• First to market; have your virtual trade show in advance of an upcoming live show

• No competitive booths vying for your customer and prospects attention

• Generates leads well after the live event is over• Potential sponsorship opportunities• Professional networking opportunities


Case StudyAriba Inc.

Case Study: Ariba Inc.

04/08/23 21


• After Ariba Inc. heard many of its customers were not attending trade shows due to budget cuts, they decided to hold a virtual show that would enhance, but not replace, a six-city traveling trade show.

• Hence, Ariba Live 2009, a 3-D trade show, last April, providing an opportunity for time-starved and budget-challenged customers to attend.



04/08/23 23


• When participants logged on, they were greeted by an avatar of Ariba’s CMO as he walked around a replica of a generic exhibit hall.

• On the trade show floor, visitors accessed networking forums, downloaded white papers, chatted with Ariba staff in real time, and viewed product demos.



• Real-life schmoozing and networking had a cyber counterpart at the “Connection Café,” where visitors joined group forums or engaged in impromptu chats with their peers.


Results

• Costing Ariba 30 percent less than an equivalent show in the physical world, Ariba Live 2009 attracted 1,571 attendees — more than twice the company’s original goal — who clocked a total of 5,232 booth visits and 3,929 downloads (roughly 25 and 30 percent above target, respectively).


Summary

Traditional vs. Virtual

04/08/23 Virtual Trade Shows: Better Than Being There 28

TRADITIONAL SHOW

VIRTUAL SHOW

No travel time & expense

Endless location possibilities

Powerful event reporting and analytics

Fully branded and customizable convention center

Auditorium allows for live or prerecorded presentations

Communications center: includes real time networking, message boards, discussions posted and group chat

Opportunity for partners sponsorship

Resource Center for demos, presentations, white papers

The event can continue to reach new attendees and generate leads long after the live event day

Budget Comparison

Typical Event Budget Typical Virtual Event Budget


Source: Event Marketing Institute

Contact Us

Contact Us

Deb KennedyChief Multi-Channel Marketing EvangelistChannel Neutral MarketingOffice: 516-922-7887Mobile: 516-983-1617


Virtual Events: Better Than Being There

Documents

Transcript of Virtual Events: Better Than Being There