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BSI Social Media forBreakthrough B2B Marketing Marketing 2.0 Conference, Paris 2010
Jointheconversation MARKETING 2.0 CONFERENCE www.marketing2conference.com
Social Media for Breakthrough B2B Marketing  Aarti Gurnani Head of Service Provider Marketing, Europe
Social Media at Cisco 1K+ videos 2.2M views Top video:  Future of Shopping (1M views) 20 external blogs 500k views/qtr            # comments              up 164% 108 Cisco feeds with     200k followers, up 60% Top exec: P. Warrior 1.5M+ followers 79 Cisco groups with 85k fans, up 29% 16k employees on Cisco group 350+ podcasts 200k streams Rated 5 stars on iTunes! 300+ photos 400k views, up 100% Top set: Cisco Live   (2k views) 4 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential LB_SocialMedia_Mar10
Be Present Influence Stimulate Cisco’s Social Media strategy… ,[object Object],	(Twitter, YouTube, Facebook, LinkedIn, etc.) ,[object Object]
Integrate across channels (RSS feeds)
Promote campaigns & events
Stimulate with competitions
Create venues for customer conversations
Measure conversation impactIntegrateinto  “BAU” ,[object Object]
Identify influencers
Engage in discussion
Invite to comment,[object Object]
1. Be Present
Twitter: simple, impactful microblogging Over 1.4 million followers!
Twitter: local conversations growing Almost 7500 followers in 9 months
Social Media advertisingExtending the reach >100% increase in followers
You Tube Over 520,000 views, 4.5 stars Over 171,000 views, 4.5 stars
Competitions:Digital Cribs: Heaven or Hell video competition 63,000 Views 23,000 Comments 12 finalists, 2 winners
Proof is in the NumbersIntegrated Social Media Launch Strategy CRS-1 Launch ASR 1000 Launch Approach:  Traditional, physical event Approach:  Virtual, Viral and Visual:  Leveraging Web 2.0 technologies Travel:  None – saved carbon emissions equal to 188 tons of coal or 42,000 gallons of gas Travel:  Required extensive audience travel to San Jose, CA Size:  100+ attendance  in 100 countries Size:  Global– 7,000+ attendance in 128 countries Cost:  $20,000+ in airport car service alone Cost: Less than ONE-SIXTH of CRS-1 launch expense Coverage:  245 articles, 1000+ blog posts, 45M+ impressions Coverage:  87 articles, 135 press attended events 13 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential LB_SocialMedia_Mar10
2. Influence
Identify the conversations to follow
Where are they are happening?
Identify top communities Key network hubs to listen to & engage with Marketing Facts Marketingfacts.nl The most influential platform for interactive marketing - hosts 170 guest bloggers who write around marketing & online social media. There are a number of key influencers in that blogger list and thousands of other blogs reference articles from it or link directly to it. Frankwatching Frankwatching.com Frankwatching is another platform site that hosts 85 guest bloggers.  It brings news and opinion on digital trends.  It has a particular focus on trend watching so is a perfect platform to engage with around Visual Networking.   Again, some of the biggest influencers are contributing to the news. The Dutch Cowboys Dutchcowboys.nl Dutchcowgirls.nl The Dutch Cowboys is one of the largest relevant hubs we identified. It’s a collaboration of 60 influential bloggers talking about gadgets, technology, social media and the internet. They have a counterpart, aimed specifically at girls called the Dutch Cowgirls. It has a huge reach which seems to not only span the influencer and technology professionals crowd but also has wider consumer appeal too.
Identify top influencers ……and engage with them Erwin Blom thecrowds.nl/ erwinblom.nl/ Erwin is an influential blogger who used to run a digital department of a major Dutch TV channel. He is one of the 3 founders of ‘The Crowds’, a social media hub and blog. He also blogs frequently for the influential hub ‘Marketing Facts’ and is referenced a lot in articles on Webwereld. Has a particular interest in developments in digital TV & technology innovation.  With this interest and his authority in influential circles he would be a key person to engage. Erno Hannink ernohannink.nl enthousiasmeren.nl bizblogmeeting.ning.com/ socialmediaevent.ning.com/  A consultant who helps companies use the internet to reach new customers.  He co-runs two social networks which are real world events – Biz Blog Meeting and Social Media Event.   Erno is a key influencer, his blogs have a very high ranking and thousands of other bloggers have referenced his articles.  He also has a particular interest in video and online – he has done presentations to companies about video and has discussed video and the video social networking site Seesmic on his blog. Ronnie Overgoor ronnieovergoor.blogspot.com/ linkedin.com/in/ronnieovergoor Internet entrepreneur and consultant for brands and digital agencies. Ronnie has a weekly talk show on Dutch TV show Pitch talk which focuses on innovation in internet technology. He is also one of the Blueshots TV founders.  He is interested in and discusses online video and social networking on his blog.  We think he is an ‘influencer of the influencers’ – his audience is big brands and digital agencies, who he consults to and who would be likely to watch the TV shows he features in.
Cisco UCSPR Campaign – Phase 1
Cisco UCS PR Campaign – Phase 2 ,[object Object]
Outreach to influencers to collect questions for next video
Stimulated blogging about the outreach – they become Cisco’s ears to the market,[object Object]
Corporate Blogs: Engaging customers in conversation Integrate all SM channels
Crowdsourcing:Customer led new product innovation ,[object Object]
 1,200 ideas
 Public voting
Fostered global collaboration
$250,000 prize
Winner created new Cisco Business unit,[object Object]
Communities:  Experience Provider CentralBlends social media and traditional outreach ,[object Object]

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Social Media for Breakthrough B2B Marketing

  • 1. BSI Social Media forBreakthrough B2B Marketing Marketing 2.0 Conference, Paris 2010
  • 2. Jointheconversation MARKETING 2.0 CONFERENCE www.marketing2conference.com
  • 3. Social Media for Breakthrough B2B Marketing Aarti Gurnani Head of Service Provider Marketing, Europe
  • 4. Social Media at Cisco 1K+ videos 2.2M views Top video: Future of Shopping (1M views) 20 external blogs 500k views/qtr # comments up 164% 108 Cisco feeds with 200k followers, up 60% Top exec: P. Warrior 1.5M+ followers 79 Cisco groups with 85k fans, up 29% 16k employees on Cisco group 350+ podcasts 200k streams Rated 5 stars on iTunes! 300+ photos 400k views, up 100% Top set: Cisco Live (2k views) 4 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential LB_SocialMedia_Mar10
  • 5.
  • 9. Create venues for customer conversations
  • 10.
  • 13.
  • 15. Twitter: simple, impactful microblogging Over 1.4 million followers!
  • 16. Twitter: local conversations growing Almost 7500 followers in 9 months
  • 17. Social Media advertisingExtending the reach >100% increase in followers
  • 18. You Tube Over 520,000 views, 4.5 stars Over 171,000 views, 4.5 stars
  • 19. Competitions:Digital Cribs: Heaven or Hell video competition 63,000 Views 23,000 Comments 12 finalists, 2 winners
  • 20. Proof is in the NumbersIntegrated Social Media Launch Strategy CRS-1 Launch ASR 1000 Launch Approach: Traditional, physical event Approach: Virtual, Viral and Visual: Leveraging Web 2.0 technologies Travel: None – saved carbon emissions equal to 188 tons of coal or 42,000 gallons of gas Travel: Required extensive audience travel to San Jose, CA Size: 100+ attendance in 100 countries Size: Global– 7,000+ attendance in 128 countries Cost: $20,000+ in airport car service alone Cost: Less than ONE-SIXTH of CRS-1 launch expense Coverage: 245 articles, 1000+ blog posts, 45M+ impressions Coverage: 87 articles, 135 press attended events 13 © 2010 Cisco Systems, Inc. All rights reserved. Cisco Confidential LB_SocialMedia_Mar10
  • 23. Where are they are happening?
  • 24. Identify top communities Key network hubs to listen to & engage with Marketing Facts Marketingfacts.nl The most influential platform for interactive marketing - hosts 170 guest bloggers who write around marketing & online social media. There are a number of key influencers in that blogger list and thousands of other blogs reference articles from it or link directly to it. Frankwatching Frankwatching.com Frankwatching is another platform site that hosts 85 guest bloggers. It brings news and opinion on digital trends. It has a particular focus on trend watching so is a perfect platform to engage with around Visual Networking. Again, some of the biggest influencers are contributing to the news. The Dutch Cowboys Dutchcowboys.nl Dutchcowgirls.nl The Dutch Cowboys is one of the largest relevant hubs we identified. It’s a collaboration of 60 influential bloggers talking about gadgets, technology, social media and the internet. They have a counterpart, aimed specifically at girls called the Dutch Cowgirls. It has a huge reach which seems to not only span the influencer and technology professionals crowd but also has wider consumer appeal too.
  • 25. Identify top influencers ……and engage with them Erwin Blom thecrowds.nl/ erwinblom.nl/ Erwin is an influential blogger who used to run a digital department of a major Dutch TV channel. He is one of the 3 founders of ‘The Crowds’, a social media hub and blog. He also blogs frequently for the influential hub ‘Marketing Facts’ and is referenced a lot in articles on Webwereld. Has a particular interest in developments in digital TV & technology innovation. With this interest and his authority in influential circles he would be a key person to engage. Erno Hannink ernohannink.nl enthousiasmeren.nl bizblogmeeting.ning.com/ socialmediaevent.ning.com/ A consultant who helps companies use the internet to reach new customers. He co-runs two social networks which are real world events – Biz Blog Meeting and Social Media Event. Erno is a key influencer, his blogs have a very high ranking and thousands of other bloggers have referenced his articles. He also has a particular interest in video and online – he has done presentations to companies about video and has discussed video and the video social networking site Seesmic on his blog. Ronnie Overgoor ronnieovergoor.blogspot.com/ linkedin.com/in/ronnieovergoor Internet entrepreneur and consultant for brands and digital agencies. Ronnie has a weekly talk show on Dutch TV show Pitch talk which focuses on innovation in internet technology. He is also one of the Blueshots TV founders. He is interested in and discusses online video and social networking on his blog. We think he is an ‘influencer of the influencers’ – his audience is big brands and digital agencies, who he consults to and who would be likely to watch the TV shows he features in.
  • 26. Cisco UCSPR Campaign – Phase 1
  • 27.
  • 28. Outreach to influencers to collect questions for next video
  • 29.
  • 30. Corporate Blogs: Engaging customers in conversation Integrate all SM channels
  • 31.
  • 36.
  • 37.
  • 40. Video, blogs, downloadable content, conversations
  • 41. RSS, Twitter, email, telephone outreach
  • 42.
  • 43. Internal Social NetworkingFacebook for the Enterprise Community/Group access, management Unified Profile Professional Personal Expertise Location Social Bookmarking Presence Click-to-Dial/Chat Integrated Discussions
  • 44. Internal BloggingExecutive engagement with employees 4x increase in bloggers since Feb 2008 2,430 Active Blogs 11,969 Bloggers 15,600 Entries
  • 45. Internal Discussion ForumsCollaboration on strategic business priorities 17x increase of users 1754 categories 4045 Forums 25,331 Threads 79,306 Messages 43,185 Users
  • 46. CVision: sharing ideas through video Cisco’s own You Tube 50% Q/Q growth in content 58,000+ users 130,000 video, picture, audio uploads 0.46 M videos watched
  • 47.
  • 48.
  • 51.
  • 53. Learnings to date It may be harder & take longer than you expect Experimentation Openness, honesty, willingness to take on tough topics Authenticity “What’s in it for me?” Value Exchange Traditional business ruleshave not been suspended Governance, Metrics Employees are great amplifiers; inspire & guide them Make it part of BAU
  • 54. HR gets into the act… A Single Tweet is Heard Cisco’s Response
  • 55.
  • 56. Be Present Influence Stimulate Integrateinto “BAU”