5 Tips for Real-Time Conversations in Digital Experiences

When B2B customers start conversations with vendors, it’s because they’re looking to accomplish one of two things: to accelerate their content consumption or to move further on in their buyer journey. But getting customers and prospects to the stage where they’re willing to reach out takes work.

In fact, according to Salesforce’s 2018 State of the Connected Consumer, 72% of customers say they expect experiences to be tailored to their needs and 80% say that the experiences they see are as important as a company’s product or services.

And top marketers deliver on these experiences. According to our report, Experiences Everywhere: What Top-Performing B2B Marketers Do Differently, 58% of top-performing marketers say they rate their performance in customer experience as “excellent” compared to 27% of mainstream respondents. These top performers also report strong performance in interactivity, personalization and driving engagement.

This means, more than ever, marketers need to create and deliver curated, personalized content that drives increased engagement.

So, how can we enhance our digital experiences? And, on that same note, what can we do to make the decision to engage in a conversation an easy one?

Real-time conversations provide an answer. By integrating opportunities for real-time conversations in our digital experiences, audiences can set the tempo of how they engage in conversation. The more compelled customers and prospects are to engage, the more insights into their interests and intent you have.

Here are five tools to bring real-time conversations into today’s digital content world:

Chatbots

According to Salesforce’s 2019 State of the Connected Consumer, 71% of customers expect real-time communication and chatbots offer a great way to make it happen the moment they come to your page.

Some chatbot solutions empower you to orchestrate specific content paths, provide resources or connect users with your sales team for direct conversations that accelerate the buyer journeys. For our first chatbot integration, ON24 has partnered with industry leader, Drift, to bring real-time conversations to ON24 experiences and increase audience engagement opportunities. By adding chatbots to Target pages and Engagement Hubs, you increase channels of real-time communication and capture relevant and actionable data.

Business cards

All digital experiences need a human touch. Make it happen by bringing a friendly face to the page. Integrating a business card empowers your audience to initiate a real-time conversation in one of two ways: They can reach a representative using the contact information displayed or, with a single click, request a representative to contact them.

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Contact Us Tools

Contact Us CTAs are powerful ways to prompt conversations between audiences and representatives.  With just one click, attendees and visitors are served with a form-fill asking for their desired method of contact and details about their interest or intent. It’s that easy to initiate a conversation!

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Call-to-Actions

Seamless call-to-action (CTA) tiles are another way you can start a real-time conversation with attendees. These nifty tools embed into webinars or content experiences and create a natural path for audiences to self-select and accelerate their journey. With one click you can direct them to chat rooms, auto-register for webinar or event sessions or create a direct email connection for sales or product representatives to continue the conversation.

Ratings and Comments

Want to know which of your content works and which doesn’t? Easy: ask your audience. Users want to be heard and know their input provides value. By activating content ratings and comments across your experiences, you can gather direct feedback and make adjustments as needed.

Don’t be shy when it comes to offering audiences the opportunity to talk with you. After all, providing opportunities for real-time — or near real-time — conversations can lead to a better digital experience.

If you’d like to learn more about the ON24 Platform and how you implement real-time conversations into your digital content experience pages, please contact us.  If you are already using ON24, please contact your CSM.

How Facebook Live Connector Expands D&H Webinars

At some point or another, every marketing team goes through the phase of wanting to boost both its social media presence and its engagement on channels like Twitter, Facebook, Instagram, LinkedIn and others. A few months back, the D&H team and I found ourselves in that exact situation, specifically for our Facebook Page. We’d seen a few other brands try out Facebook Live and thought that would be a fun way to get some eyeballs on our content, grow our follower base, and boost engagement. While it was great to see there were people engaging and viewing, we really never knew WHO was viewing, we simply had view totals.

As we focused more on capturing leads, we needed a solution purpose-built for marketers, and ON24 fit the bill where Facebook Live couldn’t. ON24 helped us bring our video content experience to life, while also capturing new leads that we could fold into our existing marketing operations processes. But while we wanted to collect contact information, we also didn’t want to lose engagement and viewership from the Facebook following we had organically built.

How Facebook Live Connector Enhanced D&H Events

Enter the ON24 Facebook Live Connector.

We were happy to learn that you can easily stream ON24 webinar content to your Facebook Page. For our events that aren’t primarily focused on lead generation and geared more for thought leadership and awareness, we now use the ON24 Facebook Live Connector to get more eyeballs on our content.

Here is a recent example so you can see the two experiences in action:

The ON24 Experience (100+ leads)

The Facebook Live Experience (200+ views)

Getting started with the ON24 Facebook Live Connector is straightforward. The first step, if you haven’t done so already, is to request that your Customer Success Manager enable the functionality for your account. Once you have it turned on in your Webcast Elite account, it’s easy enough to follow these step-by-step directions on how to configure by webinar, how to start and end the Facebook Live stream from PMXD day of your webinar, and additional caveats you should be aware of.

Tips for Implementing Facebook Live Connector

Our team now uses the ON24 Facebook Live Connector exclusively for our D&H TV Live webcast series, and we’ve picked up a few best practices along the way that should be helpful for you.

  1. Don’t forget to set the Facebook post to Public. To get the maximum amount of engagement and viewership on Facebook, I recommend setting the post to Public to ensure all potential Facebook viewers can see the live stream and comment.
  2. Collaborate with your social media counterparts. Make sure whoever manages the social channel is fully aware of your plans to use Facebook Live via ON24.  Ensure they are scheduled to monitor during the webcast time and prepared to answer questions. Prep them with FAQ docs with answers to common questions that they might receive about the specific session. Also, during the stream, be sure to be in communication via your favorite mode (text, slack, teams) just in case something comes up.
  3. Drive Facebook Live viewers to register for the Webinar Experience. Capturing leads is still a top priority for us whenever possible, so whenever people ask questions about the content on the Facebook Live stream, we encourage them to register for the event and join the live webinar experience to get their questions answered directly from the presenters.

Survey Says…What Your Peers Think About Making Events Digital

Last Friday, I hosted a webinar Bridging Physical Events and Digital Experiences” which is certainly a topic that is top of mind for a lot of marketers right now. I had several polling questions throughout the webinar (Pro-tip: make sure you call out the Q&A engagement tool at the beginning of your webinar) but promised to get back to the audience after the event with the results. And here we are now!

How Marketers Are Spending on Virtual Events

The first question was about your physical events and digital experiences spending and if it matched up to the industry benchmarks I had shared during the webinar. The results from the poll were positive in my opinion with 64% of attendees reporting that it was on par with the benchmarks.

How Quickly Have Marketers Shifted From Physical to Digital?

I then polled the audience about how long this topic had been top of mind for them when it comes to unifying physical and digital events. Not surprisingly, 63.6% of the audience said it had just happened.

Now, I’ve been covering physical and digital events for several years and have been looking at unification strategies so I wasn’t surprised that others had been as well. But the need is acute now and I would venture to guess that the majority of people who responded with six months or a year plus- may have been THINKING about it but not necessarily taking drastic and massive actions in this direction.

But the good news is that we have some learnings from researching and doing it for several years across many B2B marketers. I shared many of those strategies during the webinar, using the construct of pre-, at- and post-events. Then, I asked which of those categories would be where you would try to discover synergies between your physical and digital events.

We had a close race between pre- and at-event with the audience reporting 42% and 44% respectively. I would say that these results are in line with what I would expect given the focus on getting these events right in the next few months and the timelines that marketers are working on.

Make sure to check out the on-demand version of the webinar to see the rest of the content!

How Webinerds are Adapting to a Work-From-Home Lifestyle

Central offices provide a quiet environment that empowers you and your professional colleagues to tackle big problems. Now, those problems are being tackled from the confines of our homes, noise and all.  And, we have no idea if or when it will go back to the way it was.

Either way, transitioning to a work-from-lifestyle is no easy feat; especially for those with tiny human roommates who think they’re on the longest spring break ever.

So, what’s a webinerd to do? Take a look at how a few of our webinerds are adapting to working from home plus a few #WebinarFH tips to help your transition:

How Will Patterson’s Webinar Content is Changing

Will, Manager of Customer Advocacy at Securly, helps prepare customers for new content and new content standards for his webinars from home. He has even teased a few guest star cameo appearances to attract attendees’ interest. Who wouldn’t want to participate in more webinars with puppies?

How Franz Raymund Ayento Shares Important COVID-19 Information

As a federal IT contractor for the National Credit Union Administration (NCUA), Franz Ayento and his team created an emergency webinar to provide updates on COVID-19 to staff. Ayento even made time to create a demo of the ON24 Platform that’ll be presented to management at an upcoming board meeting. The most impressive aspect of it all? He still managed to display superb multitasking skills and work ethic while taking care of his 9-month-old daughter.

How Matt Radick Adapted to His Situation

Matt works as a Production Program Manager at MedBridge and he’s had to quickly adapt to working from home while keeping customers and clients informed about important COVID-19related healthcare information. How did he do this? Well, Matt converted a closet into a home studio to record audio for product demonstrations and panel discussions for healthcare leaders.

Webinerd Tips To Take Away

As you adjust to the new normal, work-from-home lifestyle, we want to share a few tips to help you successfully #WebinarFH:

Flag and incorporate potential distractions

Working from home is an unusual circumstance for the vast majority of professionals out there. For webinar presenters, working from home can be distracting to both the host and the audience.

So, be upfront and communicate those potential distractions with your audience! Let them know what to expect in terms of background activity — and how you’re going to try and minimize it.

Patterson, for example, took those at-home distractions and integrated them into presentation and communications. He flagged that there’ll likely be background noise, integrated the reality of being at work with a young family and provided a teaser to pique audience interest: a puppy in a bowtie.

Find a way to make it work

Your home probably doesn’t have the same high-tech recording studio you use for webinars at work. The lighting may not be ideal or you just can’t get the dog to stop barking for 45 minutes no matter what you try. Just remember: It’s ok! We all know things are different right now. When times are tough, the best thing you can do is to find a way to make it work.

Take a page out of Matt’s book and find a way to make your situation work for you, even if it means making a closet a recording studio. By providing a high-quality experience, you can help your audience realize some level of professional normalcy and continue to provide important information.

Plan for the unexpected

You may be an expert webinerd, but even the most experienced presenters encounter the occasional problem. So, how can you get ahead of them while working from home?

Your best course of action is to plan ahead. Do your best to manage the unexpected and plan your events around potential disruptions. Planning a webinar recording during a child’s nap or quiet reading time, for example, can cut down on background noise. Similarly, scheduling 15 minutes to play ball with your dog outside can help encourage it to sleep during your presentation. Know that your packages are usually delivered around 11 a.m.? Move your webinar recording to the early afternoon.

For Franz and his NCUA team, preparation meant practicing and demonstrating how webinars work to upper management prior to an important board meeting.

Don’t focus on perfect

Mistakes happen. Even the most seasoned public speakers know this and, more importantly, know how to react (accept the mistake, highlight it and then move on). Webinaring from home provides even more unpredictability since new pint-sized office mates probably don’t have the same reservations about opening a closed office door or interrupting a phone call.

Whatever you do: don’t stress. Audiences are forgiving, especially in such unusual circumstances. Remember: while you might be frustrated with your children interrupting you, seeing or hearing your kids may be the highlight of someone else’s day.

If you need to pause your presentation to address the interruption, tell your audience what’s going on. Apologize for the interruption, laugh about it together, and then move on with your presentation.

Our chief webinerd, Mark Bornstein says, “It’s just real life, and people like real a lot better than canned. So, do what you can to avoid the tiny mistakes, but when something happens, just roll with it. Your audience will stick with you and you may find that a potential disaster turns into your best webinar ever.”

All in all, your kids are funny and your cat is cute.  Roll with it! We could all use more joy and positivity right now.  Check out more tips on dealing with the unexpected from Mark.

 

 

How COVID-19 Changed Webinars: A Comparison of March 2020 to 2019 Benchmarks

What other changes to webinar trends have we seen? Let’s take a look:

Best Days for Webinar Attendance

Webinerd in a green jacket adjusts data to reduce churn for her company.

According to our 2020 Webinar Benchmarks Report, the best time to hold a webinar is mid-week, with a strong preference for Wednesday and Thursday. But trends in March have changed how webinars are attended. The best performing day for webinar attendance — while mid-week still performs strong — is now Tuesday.

This shift, however, isn’t just because Tuesday is the day for the most attendance; it’s also happening because more webinars are taking place across the rest of the week, especially on Monday and Friday.

For example, webinar attendance for Mondays has jumped by three points when compared to our 2020 benchmark report and Fridays, in the same comparison, have leaped by five points. We see a similar pattern when we look at year-over-year traffic: Monday attendance in 2020 jumps by nine points compared to 2019 while Friday attendance jumps by three points.

Here’s a chart highlighting the differences between March 2019 and March 2020:

When looking at the sheer number of webinars produced, a slice of our analysis highlights this change: year-over-year, the number of events on Fridays and Tuesday has increased by 222% and 271% respectively, though Monday has the breakaway increase with an astounding 441% jump.

Takeaway: while mid-week is still a strong performer for attendance, nearly any day of the workweek will net you a solid number of attendees. We’d recommend experimenting with different webinar formats for different days of the week to optimize attendance.

Best Day to Send Promotional Emails

The first step in driving attendance to webinars is setting up and sending promotional emails. And, as most marketers know, there are certain days of the week that perform better than others for open email rates. According to our 2020 Webinar Benchmarks Report, the mid-week — Tuesday, Wednesday and Thursday — are the best days to send promotional emails.

March 2020, however, has changed the typical open rates for promotional emails. Tuesday is now the definitive best day to send promotional emails for webinars by a three-point margin. But, again, this doesn’t mean that Tuesday is the only good day to send promotional emails. Monday, Wednesday and Thursday are also great days to send promotions and, together, account for 60% of registrations.

Here’s a chart showing how the increase in emails and events is acting as an equalizer across the week:

Takeaway: Early to mid-week are the best days to send promotional emails to drive registration. Avoid sending promotional emails during the weekend and on Friday.

The Best Time to Run Webinars

According to our 2020 Webinar Benchmarks Report, the best time to run webinars is at 11 a.m. Pacific (2 p.m. Eastern). This remains true in March 2020, though there are a few shifts to consider when it comes down to timing your events.

First, and this is always true, the best time for a webinar is one that fits in with the schedule of your audience. Depending on the event or your audience, holding a webinar could work well early in the morning or later in the day. But, as a general rule, an hour before or after your region’s lunch hour works best.

So, how has timing changed in March 2020? Running events at 11 a.m. is still the best practice, but the overall trend to keep in mind is that webinars are starting earlier in the day. For example, in our 2020 Webinar Benchmarks Report, 8 and 9 a.m. accounted for 8% and 9% of the day’s events, respectively. Those two hours have jumped by two percentage points to 10% and 11%.

Here’s a breakdown of how the best time to attend a webinar has changed when comparing March 2020 to March 2019:

 Takeaway: 11 a.m. PT (2 p.m. ET) is still the best time to host a webinar, but don’t be afraid to host an event earlier in the day.

Keeping Track of Changing Trends

Webinerd funnel

Altogether, March 2020 has shown a significant change in the day-to-day use of virtual events. We fully expect to see further changes in webinar behavior as long as social distancing is the norm. Over the coming months, we’ll keep a close eye on these metrics and inform you of how companies are continuing to get business done with ON24.

How Zendesk Scales Virtual Engagement Across the Globe

As a software company dedicated to helping businesses improve relationships with customers, Zendesk has to connect with clients and prospects to earn business. But to make this happen, the customer relations platform had to be able to connect at scale, at any time and anywhere where its clients may be.

So, Zendesk decided it needed to provide high-quality digital experiences to create those opportunities for connection with its customers. Webinars, in particular, proved to be one of the most reliable tools Zendesk had to build business, generate leads and sign new customers. In fact, in 2018, the leading customer relationship platform achieved a 55% conversion-to-close ratio with webinars, the highest win rates by any channel.

How did Zendesk achieve such great results? As Hope Villaluna, Senior Manager, Global Online Events at Zendesk, puts it, realizing such great results comes from focusing on the values behind the company.

“We like to say we’re in the business of relationships.  We help our customers build better relationships with their customers,” said Villaluna.

Scaling with Customer Needs

When Zendesk first started using webinars to interact with customers, it hosted four webinars a quarter. It used these digital events to build trust and credibility for its company.

But Zendesk quickly realized the potential of webinars, especially when contributing to pipeline, and quickly increased its event output. Now, it hosts roughly 25 webinars each quarter and has since created a robust webinar hub, which includes educational resources, product updates and more.

Delivering Across the Globe

But providing great digital experiences takes more than just surface-level treatments. Since Zendesk operates across the globe, it needed a digital experience partner that could work at its scale.

For Villaluna, that meant partnering with a provider that could provide her team with the digital tools to support global and multilingual capabilities, including closed captioning and localization help.

“ON24 is the only company I know of that provides support across the globe, which has really helped us provide more meaningful engagements with our audience,” Villaluna said. “ON24 takes into account all of the things we could ever think of as a marketer and how to improve our webinar programs.”

Driving Engagement with Every Audience

For Zendesk, though, providing a strong digital presence meant giving its audiences the means to interact with the Zendesk brand. After all, those interactions, when measured, can add up to new campaigns, better market insights and a more satisfying brand experience.

To make this hope a reality, Villaluna takes advantage of the interactivity webinars can provide. For example, a good presenter can directly engage audiences, ask them to participate in Q&As and respond to polls and surveys. Presenters can even directly respond to conversations and questions raised in a live chat setting, too.

“All of the enhancements that ON24 has provided over the years definitely addressed this whole need for allowing our audience to be a little bit more engaged with our programs,” Villaluna said.

Moving Ahead with Digital Experiences

Now, Villaluna runs a quarterly webinar series called “What’s New at Zendesk,” which is broadcast across EMEA, APAC, and the Americas. Prior to linking up with ON24, Villaluna notes they used to have a couple of hundred registrations for a single webinar.

Zendesk now regularly has thousands of webinar registrations with an almost 45% live attendance rate — a success which Villaluna credits to ON24’s unique engagement tools and global capabilities.

“Just when we thought we’ve hit the max, as far as our registrations and attendance rates, we keep surprising ourselves,” Villaluna said. “It’s exciting for us.”

While Villaluna counts on ON24’s metrics and analytic tools to measure the success of her webinars, and routinely tracks average registration, attendance and engagement rates.

But, more importantly to Zendesk, Villaluna keeps a careful eye on attendees that return to Zendesk’s webinar programs and continue to engage with their brand.

“Success is also defined by the value and impact of the content we serve, and the quality of the experience that we provide to customers,” she said. “ON24 helps us deliver on that.”

How Webinerds are Producing Webinars From Home

Professionals across the globe are still adapting to the new work-from-home reality. To that end, we asked our #webinerd community to share how they’ve adapted to webinaring from home and what they’ve seen as customers and partners come to rely on virtual events to get business done.

The responses have been overwhelming. We’ve had dozens of #webinerds respond to the call, share their #WebinarFH setups and offer tips they’ve found useful for adjusting to our new remote reality.

What, exactly have they been saying? Well, here’s a small sample of what we’ve seen with a few #WebinarFH tips:

How Rhonda Mihalic Facilitates Engagement from Afar

Rhonda and her team use webinars to help keep students engaged with the written word. To that end, the Junior Library Guild is organizing live, interactive webinars. One webinar series, called Quaran-teen, asks students to help develop and write a serialized book based on their own experiences. Check it out!

How Chioma Ejim Keeps Her Industry Informed

Chioma produces webinars for the American Staffing Association, and she’s been keeping busy over these past few weeks. What with? She’s been organizing and producing webinars packed with important industry information addressing how staffing organizations ought to respond to the COVID-19 outbreak.

How Jocelyn Robertson Keeps Webinars Going for Financial Engines

A longtime webinerd, Jocelyn is relishing the opportunity to help friends, colleagues and business partners to jump on the webinar bandwagon. As a Webinar Producer with Edelman Financial Engines, she’s found new ways to engage audiences across her many digital events, including the use of video formats and engagement tools for interaction.

Webinerd Tips To Take Away

Webinerd running

As more and more professionals settle into their new normal of video chats and physical-turned-digital meetings, we wanted to share a few webinar-from-home tips from our webinerd community:

Keep your events interactive 

Webinars drive interactivity and collaboration with virtually anyone at any time. For example, the Junior Library Guild is drafting a book series with its audience in real-time. That’s a creative approach for sure, but if you’re going to hedge towards more conventional webinar approach, make sure to take full advantage of engagement tools like Q&A, chat, polls and more to bring your audience in and involve them in your event.

Bring audiences together virtually

Don’t overlook the benefit of having audiences engage with each other. Audiences can do more than simply listen during a webinar. Have attendees engage with your speaker through polls Q&As, chat and other engagement tools. Think of a webinar as a two-way conversation instead of a static presentation.

Make sure your webinars are relevant  

Professionals are always looking for the latest news and updates, especially when face-to-face and in-person events aren’t a possibility. Chioma, for example, has seen a 21% jump in conversion rates since organizations have moved towards working from home.  Make sure your webinars are timely and relevant to pique audience interest and drive conversions.

Not sure what to talk about? Ask! Simple polls and Q&A engagement tools can easily provide your audience a forum to suggest topics and help you better understand what your audience actually wants.

Be creative with your formats

Webinars shouldn’t feel cookie-cutter or like everyone is doing the same thing. Try expanding your webinar horizons by using tools and formats that are new to you.

Always have a keynote speaker? Try a moderated panel discussion instead. Focusing on live audiences? Give on-demand webinars a chance and you’ll be surprised to see how many more people tune in at a time that’s convenient to them. Follow Jocelyn’s lead and capitalize on unique branding and customization for the audience console during your webinars. And, like Jocelyn, explore new video presentation styles to keep things interesting for audiences.

If all else fails, rock some kickass unicorn headphones to keep things interesting!

Feature Friday: Do Not Fear the Friday Webinar

Oh, Fridays. The end of the workweek and the start of the weekend. Some relax and take it easy. Some need to attend to last-minute to-dos. Most, I hope, read Feature Friday blog posts (thank you!). One thing you might not think happens often on a Friday, however, is a webinar. But the times are changing!

Due to concerns that audiences would not be available, marketers often avoided hosting a Friday webinar. But running webinars on the last day of the business week may be key to increasing conversion and lead rates and connecting with prospects and customers.

Audiences are now just as engaged on a Tuesday as a Friday. In our 2020 Webinar Benchmarks Report, we noted that the mid-week, Tuesday, Wednesday and Thursday, were the best days to host a webinar. But the massive shift to remote work due to COVID-19 health concerns has opened up Friday as another great day to host.

Friday’s Numbers Overall

Here’s a quick breakdown of why Friday has become an ideal day to run webinars: Between Q4 2019 and Q1 2020, webinars hosted on Fridays saw a registration to attendance conversion increase of nearly 10% — a number that’s expected to grow. When comparing engagement during the first week March (right before most United States lockdowns began due to the spread of COVID-19) versus the first week of April (after more cities and states instituted lockdowns), Friday webinar attendance increased by 406% globally.

Previously, Fridays weren’t a critical part of the webinar equation. Now, however, Fridays are seemingly becoming part of the Friday fold. The ON24 Platform also experienced a 173% increase in the number of Friday events between the first week of March and the first week of April.

Strategic Friday Webinars

So what about when there isn’t a massive stay at home movement? How can webinar practitioners strategically use Fridays to their advantage?

Anecdotally, we’ve found Fridays for recurring events like our Daily Demo. Contrary to what you might expect, the Daily Demos on Friday have traditionally generated the most leads out of all the days in the week. This makes sense from a certain perspective: Fridays are good days to catch up on emails, calls or other low-priority tasks you haven’t had the chance to manage earlier in the week. A 30-minute demo is an easy addition to round out a week.

In sum: If you want and need more availability and engagement opportunities, you don’t have to fear hosting a Friday webinar. Your audiences can still attend and engage with you and your content.

Be sure to check out our 2020 Webinar Benchmarks Report to gain more perspective and insights on digital experiences.

Four Takeaways from a Month in Crisis

It has been just about a month since marketers’ worlds were dramatically disrupted — personally and professionally. There have been blips along the way but most people are now settling into a routine that will be their “new normal,” at least for the near-term. I wanted to share some of the lessons learned and observed over the past month:

  • Resilience. At the drop of a hat, marketers have done massive shifts to turn planned physical events into digital experiences. It has taken an immense amount of scrambling to make this work but marketers quickly developed new strategies to get work done and shift their events.
  • Partnerships are accelerating. Physical event players are making shifts to pull together contingency plans for their businesses. This is mainly being done from partnerships or embedding of other technologies within theirs. This has been done hastily, so it will be interesting to keep an eye on these players to see how or if these materialize into changes into their product strategy.
  • Communication is key. This has always been true but with people being remote, there has been a need for communication internally and externally to be ramped up significantly. Many stories have been written about the tools and technologies that people have used to do this.
  • Work from Home is Work. Personal one here, when people find out that I’m a remote employee (and have been for five or so years), I get questions about how I stay focused or how I resist the urge to do laundry during work hours. First, you can ask anyone in my household that I do not crave laundry overwork. In any case, leaders who were once hesitant are seeing that teams can work effectively when in different locations with the proper technology and process of course.

For the next thirty days, I expect to see more of the above but also a pipeline pivot. The next steps will be to pivot from that moment to figure out how pipelines will be filled for the remainder of the year. Most marketers rely heavily on or at least in part on Spring events to fill the pipeline for the remainder of the year. FInding supplemental strategies is paramount now. More on this to come in the coming months.