New Automated Captioning Enables More Audience Accessibility

The future of scaling digital experiences and audience engagement is dependent on content accessibility. More than five percent of the world’s population have a disabling hearing loss. That equates to roughly 466 million individuals who have difficulty hearing your webinar’s dialogue clearly, and they may not speak the same language as the speaker. Additionally, more and more of the general population are watching videos while commuting, at work or anywhere where they can’t listen to audio.

Subtitles and closed captions are having a growing influence on content consumption — from text to follow along with a video advertisement to translated subtitles to watch a foreign film on Netflix. More than ever, captioning has become one of the most effective ways to make your content highly accessible and to reach more audiences.

ON24 is excited to formally release auto-generated captioning enabling ON24 users to reach broader audiences around the world.

Easy-to-Use and Flexible Caption Controls

On-demand (including live webinars that convert to on-demand) and simulive events now can automatically generate captions. At ON24 we are always striving to give our users flexibility so we’ve added more customization and editing opportunities:

  • Make changes easily to captions with the new in-app editing tool
  • Download caption files to make changes in a different editor, if needed
  • Control whether captions are shown to viewers by default or allow viewers to choose to view captions

Scalability for Globalization

To effectively reach new audiences, you have to speak their language. And to expand your programs across different countries and regions, you don’t have to take remake your webinars or take language courses, but simply provide translated subtitles! Already Webcast Elite supports multiple languages, and our new automated captioning tool does too. Here’s what it supports:

  • 12 languages supported for automated speech-to-text file creation
  • Auto-translate captions into up to 62 languages
  • Ability to edit translated captions in-app

If you’d like to learn more about ON24 Webcast Elite, captioning and how to create more accessibility to reach viewers globally, please contact us. If you’re an ON24 customer, contact your CSM to get started.

Three Ways Webinars Help Reimagine Customer Marketing

Marketers know that keeping customers happy is an important part of driving revenue today. After all, a famous (now 20-year-old) study by Bain & Company, Earl Sasser and the Harvard Business School found that a 5% improvement in customer retention rates can improve profits by 25% to 95%.

That’s a lot of potential, but reaping such rewards requires a lot of work, patience and foresight. The best time to implement improvements to your customer marketing efforts — or even start it — is, of course, now.

Fortunately for marketers, it’s easier than ever update — or even launch — customer marketing program. Simply re-examine a webinar program and repurpose it to address customer needs.

Here are three reasons why an organization should turn to webinars to reimagine its customer marketing outreach:

Webinars Put Customers in the Driver’s Seat

Webinars put customers in control of their own experiences, allowing them to attend a live, simulive or on-demand webinar from virtually anywhere on any device.

For example, if a busy customer needs an update on a recent product release, or is wrestling with a new strategy or tactic, then they should be able to consume that content on their own terms. By using a powerful webinar platform, you can provide your audience with the ability to consume webinar on their schedule.

Being able to accommodate content consumption on-the-go is becoming increasingly important as the average commute time increases for workers. Listening to, or participating in, a webinar during a commute on, say, public transit, can save customers time and reinforce trust with your brand.

Customers should also be able to watch what they want to watch in the order they want to watch them in. Webinars empower them to do so while still interacting with a brand and its thought leaders directly.

For example, an organization can collect all of its webinar content on its various products and  services, and consolidate them into an organized self-service hub. There, customers can easily find the latest insights by topic or industry, discover new tactics promoted by your thought leaders and even continue their professional education.

Best yet, with the right tools in place, your on-demand customers can still ask questions, download resources and get information from your team well after a webinar’s initial launch date.

Webinars Refine Customer Experiences

By empowering customers to consume content on-the-go and interact with on-demand and simulive webinars, organizations can continue to collect data on the experiences customers actually want or need. With this data in hand, customer marketers can refine experiences and more.

For example, let’s say you have a new high-profile customer to onboard and little time to do it in. Webinars empower you to look at your historical data and identify the most valuable content previous clients consumed during their onboarding process. In addition to content, you can also identify the most common questions asked and other typical pain points.

With this information, you can easily create a single webinar (or series of webinars) that brings a single account up to speed on your product, how it’s used by similar organizations and chart a path to a successful implementation.

Finally, the ability to act on this data grows more powerful over time. Say a particular industry uses your product in a specific way. With enough data and content, you can create a self-service hub that guides new and old customers through a tactic’s implementation and provide a forum for discussing particular strategies with peers.

Webinars Amplify Customer Advocates

Finally, webinars are powerful tools for nurturing and promoting customer advocates, one of the most valuable marketing assets today. In fact, according to a recent research report from Forrester, prospects consider peers and colleagues to be the No. 1 resource for gathering information about a product or service during the discovery phase of a purchase decision.

This is because prospects at the top of the funnel are eager to hear of the value they can get out of a service from people who actually make use out of the product they’re considering.

Webinars provide the perfect forum for organizations to highlight customer advocates, educate prospects and customers, validate decisions and build a community around your solution.

For example, a single customer advocate webinar can provide attendees with resources on product use, highlight results realized from using your product, clarify any questions about using the product from a trustworthy source, validate your decisions around using your product and, finally, make your customer advocate feel like a rockstar.

All of these elements create a tightly-knit community around your service. And when you have more customer advocates in your webinar program, you can strengthen your buyer’s journey and realize the full value of your customer marketing program.

New at ON24: Increased Accessibility, Effortless One-Click Registration and Much More!

At ON24, we are committed to delivering digital experiences that are not only interactive and scalable but also easily accessible. So for Q3 2019, we are extremely excited to announce more capabilities and tools that ensure users continue to scale their programs and engage even more audiences.

Here are just a few highlights on what’s been cooking over here at ON24:

Increase Accessibility with New Automated Captioning

More than 5% of the world’s population are hearing impared. That equates to approximately 466 million people for whom you can tailor content. On top of that, even the hearing population is demanding more accessibility options. In today’s global economy, there is more need to scale programs to other countries and languages. And more and more individuals are watching your content while commuting, at work or anywhere where they want to option to choose whether audio is on or not. ON24 is excited to formally release auto-generated captioning with 12 languages supported for speech-to-text. Our new captioning technology allows users to:

  • Easily make changes to your on-demand captions with the new in-app editing tool.
  • Download your caption files in VTT file format to make changes in a different or preferred editor.
  • Control whether captions are shown to viewers by default or allow viewers to choose to view captions.
  • Auto-translate your captions to up to 62 languages.

Reduce Barriers to Ongoing Content Consumption

Related and recommended content and one-click registration can now link the experience between Webcast Elite and Engagement Hub, making viewing all of your content easier for your audience. By leveraging the new one-click registration feature, audience members only need to register once to access a webinar hosted in an Engagement Hub. After, they can easily register for all upcoming webinars with a single click without the redundant experience of a full registration page. Not only do you eliminate barriers to entry, but you also get unified registration information on your audience.

New registration page and content landing page designs within Engagement Hub also now boast related and recommended content sections which encourages ongoing content consumption. You can now display recommended and related content to ensure the right content is delivered to your audience at the right time while interest levels are high.

More Flexible Reporting

Engagement doesn’t end with a live webinar. With automatic on-demand, Engagement Hub, Target and other channels, many webinars see more viewership after the live date. To support efforts in understanding all your audiences, we’ve added more controls enabling you to better understand behaviors between live versus on-demand audiences.

  • The Webcast Intelligence Report has been redesigned to break out audiences via three sections: Summary (overall numbers), Live Performance and On-Demand Performance.
  • On the Webcast Intelligence Report Audience page, you can now filter and segment by registrants, attendees and no-shows.

We aim to ensure marketers are building the best digital experiences. Be sure to check out our Webinar Best Practices Series for tips and tricks to optimize your programs. And keep checking back in for more enhancements and new tools!

How B2B Marketers Can Optimize For Reach and Account Coverage

This post is the latest in our series on B2B marketing optimization and how to take your marketing efforts to the next level.

Earlier on the ON24 blog, we’ve explored why optimization in B2B marketing is important, what are the common barriers to optimization and why you should benchmark your own performance.

We also covered why optimization should be done across the entire customer journey. The first step in that journey is acquisition.

Many marketers might see acquisition as the point at which a visitor becomes a known prospect. But if you aren’t reaching them in the first place with your demand generation marketing, turning them into a known (and cookied) prospect is impossible.

This post will explore some steps you can take to get a high-level view on how well you are currently doing in reaching your target customers and accounts so you can take steps to optimize your efforts for reach.

Clearly define your target customer

While you can simply optimize reach in terms of ‘more impressions’ or ‘more website visitors,’ what you really need is ‘more impressions from potential customers’ or ‘more website visitors from potential customers.’

Of course, the nature of impressions and visitors is that they are largely anonymous at the earliest stages of the customer journey. However, by taking such a lens at the start, you can keep your reach optimization within the bounds of those who could become your customers.

Take the information from your target customer profiles that you use in your marketing planning. Job titles, industries, headcount, geographies, technologies used – all of these can help when figuring out how to optimize your campaigns. Target account lists can also be helpful.

From a campaign perspective, examine that you have a clear idea on what your target prospects are researching. As covered in ON24’s scrappy marketing series, external and internal data sources can be valuable and ensure your view on their needs aligns with what the data demonstrates.

Get a clear picture on your first-party data and who you know already

To a large extent, the prospects and customers you already have in your database are those who will have already been reached. Your job now is to help convert them or, if they are customers already, to retain and engage them.

Make sure to remove these contacts from the equation if you are optimizing for reach. At the earliest stages (i.e. before they MQL), there may be no need, but if you are paying to send early-stage messages to your existing clients, you’ll waste money and potentially damaging your customer experience.

Organizing who you alreadu know against who you don’t is also an opportune time to see when your last data cleansing efforts have taken place.  Doing so allows you to get a more accurate view of whether these contacts can already be considered ‘reached’ or if they actually need to be removed.

Assess your current reach across each of your channels

The next stage of optimizing for reach is to bring together the data on each of your channels to get a view on how well they are performing against each other and a variety of metrics. Such an effort might look like the table below, which may already be in your standard reports.

Optimizing for B2B Marketing Reach - Channels and Metrics

This will help you get a fast view on:

  • Where are we driving the most impressions?
  • Where are we most efficient at driving impressions?
  • What is actually driving clicks and visits? And at what cost?

You’ll likely want to dig further into each channel to look at the individual campaigns you are running, but this high-level view will help you to start exploring where you might focus your optimization efforts.

On the other side of the coin, there may be areas where you simply can’t collect the data. For example, if you work with a referral partner that only sends traffic to your landing pages, you might never know the impression count. By its nature, direct traffic doesn’t have impressions as this represents visitors coming directly to your site.

Likewise, it might be difficult to accurately estimate the costs of organic or “free” impressions and visits – but do try to work out a figure based on employee time or agency rates where possible.

If you are using an account-based marketing tool, there may be views within your current platform helpful for assessing your reach for particular target accounts across different channels.

Also, look to segment out these figures between new and returning visitors, along with known and unknown contacts.

Identify what areas you might wish to optimize

Once you have this high-level view, you can start to identify possible areas worth prioritizing for your optimization efforts.

Compare your own performance against sources of benchmark data that you can find. For example, are you paying way more than average for your impressions? Is your clickthrough rate sub-par? Is your reach through organic channels below where you would like it to be? Have there been any significant changes over time? Are you paying unnecessarily for visits for known prospects or customers? From an account-based marketing perspective, are there some channels that aren’t getting through?

From this information, choose what areas you will focus on for your first optimization steps.

Also, always keep conversion in mind. You don’t want to optimize for visitors that will simply arrive and bounce, never to be seen again.

Set a goal to optimize against – and consider deduping against known contacts

With your optimization priorities in hand, you can now set a goal for your reach optimization efforts. Make sure that any goal is SMART – that is, specific, measurable, achievable, realistic and time-bound.

And as you run your campaigns, consider adding any existing contacts to an exclusion list for your paid efforts. This will help you save money, focus on reaching new prospects, and keep the customer experience high.

If you’re taking an account-based approach to reach your targets, make sure to download The B2B Marketer’s Guide to Account-Based Marketing.

Feature Friday: Content Insights

In 1996, Microsoft founder Bill Gates wrote “Content is King,” and that phrase continues to reign 23 years later (see what I did there?). In the decades since “content is king” has become a mantra for marketers—because content is the essential element of digital marketing strategies, prospect self-education and sales engagement.

Having a strategy with content at the forefront is essential and critical for reaching audiences. With half of B2B buyers now relying even more on content than before to make their purchase decisions, 95% of B2B CMOs consider “better tailoring of content” a top priority. And a robust strategy isn’t just about simply producing content, but also about ensuring the most pertinent and relevant content is provided to target audiences.

The ON24 Platform enables Content Insights that provide marketers with an understanding of how each piece of content is performing, how their audience is engaging with that content and further informs them of the right content for their audiences. Wherever that content is hosted, such as in your Engagement Hub or a Target experience, key metrics are captured so users  can choose the right content for each audience and digital content experience that they build. Content Insights’ actionable data includes:

  • Total content views
  • Unique viewers
  • Average viewing time
  • Ratings and Comments
  • Top accounts that viewed the content
  • Audience comments
  • And more!

Equipped with this level of robust data, marketers can start to optimize their campaigns and select the best content for specific audiences, personas or accounts. The delivery of tailored and customized content experiences effectively increases engagement, content consumption and accelerates buyer journeys.

Content Insights can easily be accessed across ON24 products and tools including Engagement Hub, Target and the Media Manager.

If you’d like to learn more about ON24 Intelligence and Content Insights, please contact us. If you’re an ON24 customer, learn more about Content Insights in the Knowledge Center.

What Are the Barriers to Optimizing the B2B Customer Experience?

This post is the latest in our series on B2B marketing optimization and how to take your marketing efforts to the next level.

Our previous post on the theme of B2B marketing optimization made the case that marketers should optimize for the entire customer journey – not just the part that happens before the handover to sales.

Taking such an approach can drive optimization in a direction that focuses not just the metrics of a single department, or even on the metrics of a single company. Instead, the approach can change to one that puts the customer first.

Why the speed of technological change makes a focus on the customer essential

Editor of chiefmartec.com Scott Brinker has described a conundrum that is present within businesses today – namely that while technology changes at an exponential rate, organizations change logarithmically. This phenomenon has been dubbed Martec’s Law.

What this means is that although marketing is improving all of the time, the gap between expectations and practice keeps on getting wider.

Brinker suggests that one solution to this issue is that marketers need to “ruthlessly prioritize” what changes they need to make.

If companies don’t change in this fashion, there is a risk they will join the rapidly growing cohort of companies that are disappearing.

In terms of the theme of optimization, focusing on the customer and their experience provides a lens by which we can ruthlessly prioritize any efforts.

A survey of more than 12,000 marketers by Adobe and Econsultancy found that companies with a “very advanced” level of customer experience were almost three times more likely to have exceeded their business goals “by a significant margin”. So it comes as no surprise that the same report notes that the top priority for B2B marketers in 2019 was optimizing the customer experience.

That being said, there are a number of likely hurdles that B2B marketing leaders will have to overcome to make sure they can effectively optimize the customer experience across the entire buying journey.

Indeed, a customer experience study by Harvard Business Review Analytic Services found that about half of marketers are struggling to use technology to create experiences that are the same as face-to-face interactions.

Four key barriers that marketing leaders need to remove

1. Siloed incentives and targets

The standard revenue model for B2B organizations typically divides up targets based on the various stages of the customer journey.

For example, the most commonly used metric for marketers according to a study by Demand Gen Report is the MQL. After this, a sales development team might then be targeted on new opportunities or meetings booked, while more senior sales team members are then actually targeted on the number and value of closed deals. Customer success teams might then focus on renewal volume and value.

These are all worthwhile metrics to optimize for. However, in the absence of joint incentives, each team might work separately to game the figures they personally are responsible for in a given month, quarter or year. Marketing might chase MQLs that are unlikely to result in sales; sales development team members might book meetings that aren’t qualified; salespeople looking for a bonus might ignore a swathe of opportunities in pursuit of deals they can close quickly before the month-end; customer success teams only reach out a few weeks before renewal. Put together, this can lead to a disconnected experience, which ill-thought-through attempts at optimization might actually exacerbate.

Backing this point up is the fact that, according to the Harvard Business Review study, having a siloed organizational structure is the most commonly-cited barrier to more customized customer interactions.

As such, B2B marketing leaders need to get buy-in and joint ownership for shared objectives from the very top.

2. Poor relationships with sales and customer success teams

Siloed incentives and targets are often both caused by and a cause of ineffective relationships between teams responsible for revenue. When teams are also split physically, nurturing and improving relationships can be a further struggle.

So how can relationships be improved? In our post on making your marketing team more agile, one of the discussed approaches was to adopt the eight-step change model proposed by John Kotter.

After creating a sense of urgency, the second step is to build a coalition of people that can help drive through change in different departments. Look to identify colleagues in different teams that are open to optimizing the whole customer journey and can evangelize on your behalf in their own teams.

3. Disconnected data and ineffective technology

When it comes to optimizing the entire customer journey, another common challenge comes down to disconnected data.

If it cannot be ascertained which efforts earlier in the customer journey impacted on the deals that closed or the renewals won, a holistic approach to optimization becomes difficult to develop.

Even if data on each customer touchpoint is captured, if your technology systems such as marketing automation and CRM do not bring this together, identifying the opportunities for optimization can become at the best case tedious, and in the worst case it can lead to the wrong conclusions.

Overhauling a technology stack can be a daunting process, so instead, marketing leaders should look for areas that can bring rapid improvement. Identifying a small number of data fields such as the lead source or marketing campaign IDs that can be included within CRM systems, or sales opportunity stages and values that can be passed back to marketing automation platforms, can help greatly in choosing priorities for optimization. ON24 Connect provides an easy way to pass data from webinars into both CRM systems and marketing automation platforms.

You might find out what campaigns and content really drove results, and which need to be either optimized or revisited.

4. A lack of accurate customer insight

Even if you have shared targets, great relationships and a marketing technology stack that captures every single possible data point, it’s still possible that the customer intelligence you have is limited, or captured only in the heads of those that have direct contact with them.

Make sure that you are speaking with both your customers and also the prospects that chose not to buy. Webinars are of course one way to do this, but there are other methods too. Surveys, phone calls, interviews, or even just a meeting for coffee can help to identify which parts of the customer journey were lacking – and as a result, find out what can be optimized further.

For further information about how you can use technology to improve the B2B customer experience, download the HBR report to understand how you can best reach your next generation of customers in today’s always evolving digital age.

Feature Friday: Account Engagement Profile

Account-Based Marketing (ABM) has grown to become one of the most effective approaches to impact business growth. ABM deeply engages target accounts for better ROI while strengthening the sales-marketing relationship. Not only do companies using ABM generate 208% more revenue from marketing efforts, but 83% of marketers also say ABM increases engagement with target accounts, effectively making the marketing and sales process more efficient. 

ABM’s customer experience-first strategy enables B2B marketers to deliver the personalization needed to realize impactful growth. The ability to deliver that needed level of personalization is a robust, comprehensive view of those accounts’ engagement and interests. To enable marketers to understand their target accounts, ON24 developed the Account Engagement Profile (AEP). Key in scaling ABM efforts, the AEP is a cumulative report of all engagement from all individual prospects within the same business account. It compiles individual interests and interactions so marketers know what content resonates with the account. 

ON24 AEP details:

  • Account engagement metrics, such as average Engagement Score, total leads and more
  • Funnel Stages detailing the number of registrants and attendees in each stage of the buyer journey 
  • Recent content views and viewers of that specific content 
  • Recent interactions from each lead or prospect 

With the AEP in hand, ABM marketers are able to utilize these actionable insights to improve and deploy personalized campaigns that resonate with each lead and the entire account. 

If you’d like to learn more about ON24 Intelligence, AEP and utilizing engagement insights to concentrate on target accounts, please contact us. If you’re an ON24 customer, learn more about AEP in the Knowledge Center.

 

Why Attributing Customer Acquisition Is So Maddening for Marketers

This post was originally published on martechtoday.com. Shared with author’s permission.

We recently signed a major tech player as a client – a brand we were proud to add to our portfolio. As a marketer, I wondered what drove them to sign: was it our recent email marketing campaign? A new whitepaper? The 1:1 advertisement that made them take a demo?

It was none of the above. One of their employees saw us at a trade show six months ago and loved our presentation. It stuck with her half a year later when her colleagues were evaluating new webinar solutions. This is pretty typical human behavior: we have a thought, file it away and don’t revisit it until the topic is raised again.

But this is maddening to marketers, who expect things to unfold sequentially. We’ll contact a prospect, usher them through each stage of the funnel, nurturing at every turn, and they’ll become a customer. Then we can see what converted them – which marketing tactic we can “attribute” to the sale, so we can invest more in what’s working. The rise of data-driven marketing has made us want to attribute marketing tactics to sales. But that doesn’t account for what you can’t measure. And it certainly doesn’t mean you should pour all your resources into a few tactics.

Imagine going to a symphony. You’re enthralled with a trumpet solo and spend the rest of the evening listening specifically to the brass section. But would you leave the performance wanting to hear an orchestra of just horn instruments, without the strings, percussion, woodwinds and keyboards? I doubt it.

Marketers too often double down on one section of the orchestra, one segment of their marketing strategy. We forget that converting a prospect at your user conference disregards the long email nurture campaign that got them there in the first place. The article your PR agency secured drove people to your website, but it was the download of a customer case study that got you their contact information.

Fifty-six percent of marketers say attribution is important; another 33% say it’s nothing short of critical. Unfortunately, it’s not that simple. The problem is not that you shouldn’t look at attribution, but you shouldn’t have the mindset that you are in control as a marketer. The trend toward attribution creates a mindset that marketers simply need to develop a formula and they’ll reap the benefits.

I just don’t think our prospects are so simple that we can accurately credit one touchpoint for triggering a complex buying decision. We create these internal formulas for multi-touch attribution, claiming they’re nuanced. But these formulas tend to illustrate what we are prioritizing rather than what’s influencing our customers – marketers weigh these formulas according to what’s most important to us.

Marketers should use attribution reports to assess trends and relative impact, absolutely. But it’s a slippery slope to draw big conclusions from absolute numbers. For example, comparing the win rate of deals that include one type of touch versus another is reasonable. But concluding that one specific touch-type drove a certain amount of pipeline – solely on its own – is not. Some channels may see less conversion simply because there is more competition on that platform from your peers. Or the problem could be your execution rather than the channel itself. An attribution report can’t tell you why a tactic is underperforming, so that’s where marketers come in. It’s on us marketers to be able to analyze and to optimize our efforts, place multiple bets on different channels, and trust that what we cannot measure will pay long-term dividends.

For my company, that meant taking some resources away from digital programs and putting them toward human-based evangelism. We launched a global event series, created dedicated customer workshops, live events and internal marketing programs aimed at key strategic accounts. These are bets we place trusting they will work out – even if it’s difficult to measure. We’ve hosted dinners so customers can network with their peers and learn new ways to leverage our solution. We’ve worked to “pay it forward” by doing testimonials and case studies for solutions we use in the marketing world. We try to cultivate true relationships with advocates and turn them into lifelong ambassadors.

Don’t get me wrong: I love data as much as the next marketer. But its seductive power is in making us think it can measure and control everything. It simply can’t. And if it did, why would we even need marketers? You could just automate the campaigns that work best for your company and get the results.

It’s not that attribution doesn’t add value. It’s that we marketers add a whole lot more. That conversation over dinner in which you truly connect with a customer and understand their distinct needs – the value of that can’t be entered into Salesforce. You can’t measure how quality customer service or personalized marketing content creates a brand ambassador who spreads the virtues of your solution to their peers through word of mouth.

Data can only measure the quantitative, but the qualitative marketing and real connection is so much more important than an open or click-thru rate. And the qualitative cannot be measured. So the next time you’re looking for a magical recipe or algorithm to measure your marketing efforts, just remember: the only formula for good marketing is that there is no formula.

Feature Friday: ON24 Prospect Engagement Profile

Prospects spent an hour watching your webinar, answering polls and downloading your resources. They even turned to your Engagement Hub to read up on a new white paper. But, while click-and-view data is helpful, marketers need in-depth audience engagement data, both quantifiable and qualifiable, to truly optimize programs and enable a better understanding of targeted audiences.

With the ON24 Prospect Engagement Profile, audience engagement i s turned into actionable insights. With the needed intelligence from the profiles and a better understanding of lead activity and interest, marketers can effectively deliver insights to sales teams. Doing so accelerates the sales cycle and better aligns marketing and sales teams.

The Prospect Engagement Profile shows you how engaged a prospect is and how much time that prospect has spent viewing your content. To augment these profiles, we added more functionality to make it even more robust and actionable.

The new Recommended Content tile offers suggestions on more content that might interest the lead in question. Sales reps can also easily select and email that content directly to the contact. We’ve also introduced a new Content Journey where users can track which content a prospect is engaging with and when.

With Salesforce integration, the profiles can easily be embedded right in contact and lead records. Sales reps can view engagement activity without ever needing to leave Salesforce, remaining informed and experiencing meaningful conversations with prospects and customers.

If you’d like to learn more about ON24 Intelligence, PEP and all the actionable insights that drive demand, inform sales and optimize programs, please contact us. If you’re an ON24 customer, learn more about PEP in the Knowledge Center.