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Tim Matthews
VP MarketingIncapsula/Imperva@timmatthewssv
THREE B2B SUCCESS STORIES
Diagnostic Content Marketing: How Customized Reports Unstuck Our Funnel
Confidential2
Men are moved by two levers only: fear and self interest.Napoleon Bonaparte“ ”
Fear Self Interest
The best headlines are those that appeal to the reader’s self-interest.
John Caples
“ ”
Confidential3
Content Types
Relevant Personalized Diagnostic
Content that relates to a prospects job, problems or interests
Content that has been customized to match the industry, title and/or personal details of a prospect
Content that offers an analysis of a prospect’s organization or processes, with the aim of identifying problems
Confidential4
di•ag•nos•tic con•tent (dī′əg-nŏs′tĭk) (kŏn′tĕnt′)
1. Content designed to identify problems in a prospect’s organization or operations.
Confidential5
Cost of DDoS Calculator
Confidential6
Data Breach Calculator
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Speed Test
• Simulated users hitting prospect’s site and measured the difference
• (When we could help) Sent results of the test to prospects
• Offer of follow up with engineer to help fix the problem
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Lessons Learned
• Better than ______ works better than just “better”
• Holding back information increased form fills for full report
• Many customers don’t understand they are in pain – so we needed to make it abundantly clear
• The bias against calculators is overstated. Credible data shows value and builds trust.
Confidential9
How You Can Build Diagnostic Content
• “Plays” You Can Run– Turn a study into calculator
– Memorialize best practices and have customers assess themselves against them
– Capture data from your SaaS application and use it to create a benchmark for prospects
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Resources
• Data Breach Calculator – www.databreachcalculator.com
• Cost of DDoS Calculator – lp.incapsula.com/ddos-downtime-cost-calculator.html
Tested Advertising MethodsJohn Capleshttp://amzn.com/0130957011
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