비디오 x Marketo를 통해 달성할 수 있는 고급 시나리오에는 어떤 것이 있나요?

In recent years, video marketing has been attracting attention in BtoB marketing as well. How to efficiently acquire high-quality leads and provide them to the sales department is an eternal issue for BtoB marketers. In this context, Brightcove held a seminar in Osaka on June 7, 2019, titled “From Lead Nurturing to Customer Success: What are the advanced scenarios that can be achieved with video x Marketo? We welcomed Mr. Katsuya Utsumi from the Marketing & Communications Department of Murata Manufacturing Co., Ltd. (hereafter, Murata Manufacturing) and Mr. Hiroaki Mizutani from the Digital Intelligence Section of HENGE Inc. (hereafter, HENGE) as guest speakers, who spoke about how they are implementing marketing by combining marketing automation tools and videos. ### “If you’re not prepared, you might as well stop” Mr. Utsumi of Murata Manufacturing opened with the words “If you’re not prepared, you might as well stop”, which drew laughter from the participants. There are many articles and seminars on successful cases of marketing automation and video marketing, but Mr. Utsumi’s intention is that when you actually try to put them into practice, it’s not something you can do in one fell swoop. He also adds that “if you want to promote digital marketing, you can’t avoid it”. Murata Manufacturing has been using video for marketing since 2010. In 2013, they introduced Salesforce and Marketo, and since 2016 they have been working on a method that combines video and marketing automation. Using Brightcove Video Cloud, product demonstration videos are placed on each product page, and the viewing information for these videos is linked to Marketo. Furthermore, for viewers who watch the videos to the end, a newsletter registration form is displayed. By using this form, the company is able to acquire approximately 200 new leads per year. In addition, they have also implemented a measure where they place annotations in the middle of the videos and place CTAs where viewers can download PDF files related to the product. ######“If you’re not prepared, you might as well stop” Mr. Utsumi of Murata Manufacturing opened with the words “If you’re not prepared, you might as well stop”, which drew laughter from the participants. There are many articles and seminars on successful cases of marketing automation and video marketing, but Mr. Utsumi’s intention is that when you actually try to put them into practice, it’s not something you can do in one fell swoop. He also adds that “if you want to promote digital marketing, you can’t avoid it”. Murata Manufacturing has been using video for marketing since 2010. In 2013, they introduced Salesforce and Marketo, and since 2016 they have been working on a method that combines video and marketing automation. Using Brightcove Video Cloud, product demonstration videos are placed on each product page, and the viewing information for these videos is linked to Marketo. Furthermore, for viewers who watch the videos to the end, a newsletter registration form is displayed. By using this form, the company is able to acquire approximately 200 new leads per year. In addition, they have also implemented a measure where they place annotations in the middle of the videos and place CTAs where viewers can download PDF files related to the product. ######

(Left) A button to prompt the download of the material will be displayed after the specified number of seconds. (Right) Clicking on the button will allow you to download the PDF. ### (Left) A button to prompt the download of the material will be displayed after the specified number of seconds. (Right) Clicking on the button will allow you to download the PDF. ### *80 videos to be produced in 2019** Videos are also used in lead follow-up emails for campaigns such as exhibitions. It has been found that leads who watch videos to the end are more likely to lead to deals than leads who do not watch videos at all. Based on these results, it has been decided that 80 videos will be produced in 2019. In addition, it was said that the majority of the videos planned for production are all planned within the Marketing & Communications Department, to which Utsumi belongs. Compared to text and diagrams, videos are extremely effective at communicating the merits of a product, and the fact that they can also be reused by the sales department is also a major reason for using videos. Next, Mr. Mizutani of HENGE, which develops security services for companies, spoke about how to use videos as a tool to promote sales activities. ### Promoting the download of white papers and other documents is inefficient At HENNGE, web pages with video content are sent out by email to match the customer’s consideration phase. The viewing status of these videos is linked from Video Cloud to Marketo, and the information obtained from the sales staff’s interviews and the financial settlement month, etc., is stored in Salesforce. When a customer visits the web page, an alert email is sent to the sales staff along with the information stored in Salesforce. Mr. Mizutani says, “It’s inefficient to encourage people to download white papers and other materials. With content downloaded to an offline environment, it’s impossible to obtain data on how far they’ve read, so you can’t tell how interested they are. On the other hand, videos viewed in an online environment can be linked to MA tools to obtain viewing data, so it’s possible to approach only hot leads, which has improved sales efficiency. ### Seminar videos are divided into segments of around 15 minutes and distributedPromoting the download of white papers and other documents is inefficient At HENNGE, web pages with video content are sent out by email to match the customer’s consideration phase. The viewing status of these videos is linked from Video Cloud to Marketo, and the information obtained from the sales staff’s interviews and the financial settlement month, etc., is stored in Salesforce. When a customer visits the web page, an alert email is sent to the sales staff along with the information stored in Salesforce. Mr. Mizutani says, “It’s inefficient to encourage people to download white papers and other materials. With content downloaded to an offline environment, it’s impossible to obtain data on how far they’ve read, so you can’t tell how interested they are. On the other hand, videos viewed in an online environment can be linked to MA tools to obtain viewing data, so it’s possible to approach only hot leads, which has improved sales efficiency. ### Seminar videos are divided into segments of around 15 minutes and distributed

영상 제작 경험이 없는 기업의 또 다른 문제는 제작에 소요되는 시간과 비용입니다. 처음에 헨지는 동영상 제작 노하우가 없었습니다. 이런 상황에서 그들은 매달 잠재 고객을 대상으로 개최하는 세미나에 주목했습니다. 세미나를 카메라로 녹화하여 복잡한 편집 없이 웹사이트에 게시했습니다. 또한 각각 몇 시간 분량의 세미나 영상을 15분 내외의 세그먼트로 나누어 배포함으로써 많은 시간을 들이지 않고도 콘텐츠를 대량으로 생산할 수 있었습니다. 두 회사 모두 동영상이 리드의 품질을 결정하는 데 매우 중요한 역할을 한다는 것을 이해하게 된 것 같습니다. Marketo를 더 많이 사용하고 싶거나 동영상 데이터를 활용한 마케팅을 고려하고 있다면, Marketo와 Video Cloud 제품을 함께 사용하는 것을 고려해 보시는 건 어떨까요?