Nimesh and I took a big bet on video 5 years ago and we’ve learned a TON along the way. Like the saying goes, it takes a village to raise a child, and it’s taken a village to build this company. We are so grateful to our team (present and past), customers, investors, advisors, partners, families and friends.
5 Things We’ve Learned Along The Way
Video is here to stay! Even if you’re not using it (what’s taking you so long!), you’re definitely consuming it. And we love the growing appetite businesses are having toward video in sales.
Don’t give up! Everyone is looking for a quick success, but it’s the long game that’s most rewarding and demonstrates the real winners. You may stumble along the way (if you didn’t, you’re not taking enough risks!), but if you can weather the storm, you will eventually see the most beautiful rainbow.
Be courageous! Startups are not for the faint of heart, they are full of risks and uncertainty. However, they are also an opportunity to flex your “muscle” and make bold, courageous and defining moves in your life. And often times, that’s when things get exhilarating and fulfilling.
Surround yourself with amazing people! Life’s too short to dread where you work. Find a team that inspires you…and that you can inspire…and then do amazing things together.
Don’t limit your thinking! Bill Gates said, “Most people overestimate what they can do in one year and underestimate what they can do in ten years.” We feel the same way Bill. We hope we can continue to amaze all of you over the next 5 years.
We asked Hazel Koch (@HazelSKoch), Account Executive Recruiter at Betts Recruiting, about how OneMob has helped in her outreach to candidates. Here’s what she had to say:
As a recruiter, being able to develop and maintain meaningful relationships is a critical part of the job. In order to successfully match a candidate with the right client, you need to spend the time building genuine relationships to ensure you’re facilitating a long term match.
In such a competitive space, where job seekers are looking independently and talking to multiple recruiters, a big challenge is differentiation. How can you stand out from the rest of those hungry and driven recruiters to engage A-player candidates and convince them to respond and connect with YOU?
For Hazel, it was challenging to build a strong foundation with her candidates through traditional emails, cold calls and texting. She was hitting a big wall with outbound, with a low 3-4% response rate. A lot of effort for very little result.
So when Hazel decided to record and send personal videos with OneMob, she immediately saw a big uplift in engagement with a 12% response rate just in the first few days, resulting in more booked meetings. By making the extra effort to put a face to her name, she was able to elicit these types of responses:
With OneMob, Hazel now has more insight, like email open rates, something she couldn’t track before. She gained incredible momentum in the first week of using OneMob, with a 78% email open rate and 63% unique watch rate on her videos, so she’s truly set up for success.
Creating that personal touch doesn’t take much. With OneMob, you can record a professional and branded video in under 60 seconds. You’ll be able to respond promptly with real-time alerts on email opens, videos watched and responses. And, everything gets tracked back to Salesforce automatically so you can accurately measure the impact of videos to closed opportunities.
If you’re an inside sales professional, this is the event to attend. Learn more and register here: https://lnkd.in/g_MT5VUPromo code: OneMob$100
We can’t wait to show you what we’ve been cooking!
The AA-ISP LS2019 is the Inside Sales Leadership Event of the Year! As the world of sales advances, the skills of our leaders must follow suit. Data analysis, technology, sales skills, prospecting tools, personalization, artificial intelligence and (most importantly) leadership, are just a few of the activities and goals that leaders are focusing on each day. LS2019 will help leaders prioritize their own mission for their team and organization while also focusing on personal leadership development.
In 2006, Salesforce had a grand vision to turn their CRM into a platform. As powerful as their CRM had become, there were always specific request that would arise from customers. So instead of Salesforce building everything, they opened their platform to partners to build native and composite integrations that would run seamlessly in Salesforce UI, while providing their customers with a new array of features and benefits. Salesforce benefited by quickly expanding their footprint via partners…and partners benefited by accessing their valuable customer base…and customers benefited by having new capabilities all in one place. It truly was a win-win-win. I was fortunate to be part of this team and we ultimately built the Salesforce AppExchange from an idea to over 2000 apps. 2 years later Apple would release their App Store.
Fast forward to today and there are more platforms becoming the home for the modern sales rep. One in particular is Outreach. Outreach, the leading sales engagement platform, automates and prioritizes customer touch points throughout the sales process, resulting in increased productivity for sales teams. Thousands of customers rely on Outreach to transform the sales process, drive collaboration between sales and marketing, and deliver higher revenue per sales rep.
OneMob has partnered with Outreach to allow sales people to record a personal video and create a web page of content that can be delivered in their Outreach sequence. The end results will 1) make Outreach more personal and effective, resulting in more responses and opportunities and 2) provide sales people with real time insights around which content is being consumed by the buyer during their journey. Additionally, all this OneMob engagement data can be tracked to your Salesforce or MS Dynamics CRM, enriching your customer database.
Today, OneMob will be redesigning their current integration to work with the new Outreach Galaxy to greater improve efficiency and effectiveness. On average, customers engage with 11.4 pieces of content prior to making a purchase (Source: Forrester). When we learned this, we immediately knew the sales rep’s voice was missing from all this content. We know sales reps are looking for the most human and efficient way to get in front of their buyer and provide the right content, context and call to action. This is why we designed OneMob to give sales reps a simple way to record an engaging video (context) from your mobile phone or computer, pull together marketing approved assets (content) and add the necessary steps (call to actions) to move their buyer along the path to purchase. Partnering with Outreach Galaxy allows sales reps to streamline this process in one place.
Take advantage of the OneMob Outreach integration today.
We know there’s A LOT you can do in OneMob, so we will be releasing quick tips regularly to help you get the most out of OneMob. Bookmark www.onemob.com/tips so you have easy access to this page.
2019 is in full swing, so we want to help you use our top features to get the best results.
Green Screen: Anyone can record a video, but if you want your video to STAND OUT…use a green screen. OneMob will let you choose any video or image, and make it your custom background. All you need is a green screen and OneMob.
Script Teleprompter: Don’t wing it, use our scripts to stay on track and perfect your pitch. Just write it and read while recording.
Screen Record: Need to show a demo or presentation? Use OneScreen to record your screen with or without your face showing.
Document Tracking: Now that you have their attention, find out what they are looking at with our document tracking. OneMob will track which of your PDFs are being viewed and for how long. Just upload, add to a page and send.
Import Contacts: Build your email group in seconds with our contact importer. Upload a CSV or import directly from Salesforce (requires Salesforce add-on).
Schedule an Email: Not quite ready to send? Don’t worry, just write your email and Send Later. OneMob will schedule your email to go out at the desired day/time and alert you when there’s engagement.
Mail Merge: Using another email client to send like Eloqua, Mail Chimp, Outreach, Salesloft, etc.? Create a link instead and use our Mail Merge feature to put OneMob in your other tools. OneMob will still track all the engagement back to your CRM.
Learn how to use the features above here. As always, let us know your feedback!
Selling is an art. But even the best masterpieces start with a foundation, outline or framework. Selling is no different. I believe those 3 pillars are:
Content
Context
Call to Action
As you think about your selling strategies for 2019, I recommend you think about your foundation and optimize your technology accordingly. The right foundation will not only equip your sellers for success, but it will combine the right departments in the organization to work together. Because selling is a team sport, especially B2B selling.
Content
Content is King! If there’s one thing we can learn from Hollywood, great content wins. Even as Netflix, HBO, Amazon Prime, and many others battle it out for consumer mindshare, it’s the engaging content that gets consumers to return (or binge watch all night). Same is true with selling, buyers are looking at content to help them make their purchase. These 3 stats say it all:
82% of buyers viewed at least 5 pieces of content from the winning vendor (Source: Forrester)
94% of B2B buyers view multiple pieces of content from the vendor they ultimately select (Source: DemandGenReport)
On average, customers engage with 11.4 pieces of content prior to making a purchase (Source: Forrester)
As a seller, content should be as important (at least top 3) as the CRM/tools you use to do business. And if your company is large enough, you should be leveraging your Marketing team to give you access to the latest, greatest and most relevant content.
But let’s be honest, what really happens? Tell me if this sounds familiar.
Seller finds some random PDF/PPT or web link, and sends it blindly to a buyers (expecting it’s some magic bullet to seal the deal)
Marketing has no idea what sellers are using and if it’s even the latest and greatest
Seller and Marketing have no idea if buyers even looks at it
As a result, you buyers have no context with all the content being shared. Buyers are busy, and it’s not realistic to expect them to make sense of all your content out there…without context. This is an opportunity to start working smarter, not harder. More on that later.
Context
Context is relevance. If the buyer doesn’t see WIIFM (What’s in it for me?), they are going to move on. The best content in the world can mean diddly-squat if there’s no context for the buyer reviewing it. So how do you provide context. Well, ideally you do that in person. This is why it’s rarely a good idea to send over a PPT cold. You need to add a storyline. You could attempt to write that out in the email, but that’s going to be too long and likely won’t be read.
So if you can’t be there in person, be there virtually through video. Video is a fantastic medium to add context such as:
Who you are: If you’re asking for money, at least have the decency to tell the buyer who you are
What you want: Time is precious, tell the buyer what you want and…
Why should the buyer care: Remember WIIFM…yes, this is about the buyer, not you
What next: What do you want the buyer to do next if interested
So you’ve put together the perfect content, and you’ve added some personal and engaging context. Last but not least, you need a call to action.
Call to Action
Call to Action is the close. It may not be the close of sale, but it should be moving the buyer in that direction. Ask the buyer what you want (remember, if you don’t ask, you won’t receive). But the ask needs to match the content and context. If you’re just starting the dialog, maybe the ask is to register for an event or book a time to meet. If you are further along, maybe it’s to review and approve the order. If this is post-sales, maybe it’s to review the 30-60-90 day rollout plan. Always have a call to action (unless it’s a purely informative message) that’s appropriate to the state of the buyer journey.
Summary
By 2020, customers will manage 85% of the buyer’s journey without interacting with a single human being (Source: Gartner). This means that content will only become MORE important, and so will the need for context and call to action. And remember, 80% of buyers want to continue to receive content after a sale is completed (Source: MarketingProfs), so this approach will help you in both net-new sales and support/renewals/growth.
If you’re looking for a platform to provide your sales, customer success and marketing teams a way to quickly pull together content, add personalized and relevant context, and display engaging call to actions, check out OneMob. OneMob allows sellers to pull together multiple pieces of content on a single company branded web page, add a personal video for context, and display multiple call to actions to elicit a response from your buyer. Every action made from the buyer is tracked, so the seller (and Marketing) know what content is being viewed, by who, and for how long. And all these activities are automatically logged back to your CRM like Salesforce and Microsoft Dynamics.
The last 3 months of the year always go by so fast. As we start to close out 2018, we are reminded of some of the amazing accomplishments we’ve had this year. Here’s our top 5 list and a couple predictions of what’s to come…
#5 – This was very surprising, but we were invited to the Emergence Capital Founders’ Forum to learn how they are helping some of the largest and fasting growing companies in the world (Salesforce, Veeva, Box, Zoom, Yammer, and so many more) build out their sales and marketing GTM strategy and team. They speak to 2000 CEOs each year and only invite 20 (1%) to this exclusive event. It was a company honor and we learned a bunch of valuable insight. Thanks you Emergence Capital!
#4 – One of the best things about enterprise software is that it’s a collaboration game. No one tool can do it all (and if they say the can…I’d keep looking). OneMob is no exception, we add value in certain places and lean on others to complete the flow. We are so thankful to our official (and unofficial) partners including Salesforce, Vengreso, Cisco, Microsoft, LinkedIn, Box, Google Drive, Dropbox, Outreach, SalesLoft, DialSource, Zoom, Conversica, ZipWhip, FEVO…more to come. We look forward to delivering the best enterprise platform together.
#3 – Sports has become a material vertical for us. OneMob is now used by 30% of the NBA and 20% of the MLB. We have already started to expand to other leagues including NFL, NHL, MLS and more. People go to sporting events to make experiences and memories…and Sports Sellers are seeing video as an effective way to sell the experience, not the ticket.
#2 – We released so many amazing features, here’s just a sample:
Document Tracking (send and track any document)
Record Face and Screen simultaneously with OneScreen (even on top of full screen PowerPoint)
Integration with MS Dynamics (we already integrate to Salesforce)
Email Scheduling
Advanced Video Editing on the Web, including Green Screen and Trimming
Content Security Control (i.e. password protection and expiration dates)
Mail Merge (use OneMob in any 3rd party emailing tool, while still tracking all viewer engagement) – check out our SalesLoft and Outreach integrations
Video Approval (setup approval workflow before videos are used publicly)
There are so many more to list and enjoy. Feel free to learn more here.
And #1 is OneMob makes Top 100 Fastest Growing Private Companies in the San Francisco Bay Area. We worked hard to secure our first ELA with a fortune 100 while achieving near profitability in 2018. To be placed in this list with so many amazing companies is such an incredible honor. We at OneMob are so grateful and even more motivated to continue to provide you the best video and content platform.
So What’s in Store for 2019?
Let’s start with 3 things because you know things always change.
Enterprise software is always consolidating and we see this as an opportunity to evolve and grow. Look for our platform to truly become more than just video.
We are moving away from self-service individuals to focus on team and enterprises. This will allow us to tailor our roadmap to features and benefits for teams of 10 users or more.
Finally we want to improve the gap between Sales and Marketing. Many OneMob users are in Sales, but they lean heavily on Marketing to make content. OneMob is focused on building a product that provides: Content (Marketing) + Context (Sales) + Call to Action (Results)
ONEMOB RANKED AMONG THE FASTEST GROWING PRIVATE COMPANIES IN THE BAY AREA BY THE SAN FRANCISCO BUSINESS TIMES
San Francisco, CA, 11/13/18 – OneMob announced that it has been ranked no. 39 by the San Francisco Business Times on the 27th annual Fastest Growing Private Companies in the Bay Area list, an exclusive ranking of the region’s fastest growing private companies; one of the most important segments of the local economy. The winners and rankings were unveiled at an awards gala on October 30th, 2018 at the Four Seasons San Francisco. To view the complete list visit, click here. This is OneMob’s first year on the list.
The FAST 100 list ranks the Bay Area’s fastest-growing private companies by percent growth in net revenue from 2015 to 2017. Net revenue is revenue less deductions for returns and allowances or credit, when applicable.
To qualify for the list, companies must meet the following criteria: 1) headquartered in the Bay Area, which is defined as the counties of Alameda, Contra Costa, Marin, San Francisco and San Mateo, and the city of Palo Alto. 2) an independent, privately held corporation, proprietorship or partnership (not a subsidiary or division) through fiscal year 2017 3) net revenue greater than $200,000 in fiscal year 2015.
“Our region is renowned as a hub for innovation and as an ecosystem that fosters growth companies, said Mary Huss, Publisher of the San Francisco Business Times. OneMob, along with all of the companies on the list deserve special recognition because they fuel our regional economy.”
OneMob is a content sharing and tracking platform used by Sales and Marketing to help reps be more personal, engaging and intelligent in the buyer and customer journey. With integrations to Salesforce and Microsoft Dynamics, the OneMob platform becomes the presentation layer for client outreach while enriching your CRM with real time prospect and customer insights. At the same time, Marketing can know exactly which content is creating pipeline and closing revenue. Gartner states by 2020, customers will manage 85% of the buyer’s journey without interacting with a single human being. On that journey, according to Forrester, average customers engage with 11.4 pieces of content prior to making a purchase.
“We are thrilled and grateful for the recognition. Now more than ever, Sales and Marketing need a more effective way to influence the journey that is personal, engaging and intelligent, says Sati Hillyer, the co-founder and CEO of OneMob. Channels are growing from phone and email, to now include video, chat, SMS and more. But with all these channels, you need to equip sellers with the right way to present themselves with the most compelling content. At OneMob, we want to bring Sales and Marketing closer to make this experience simpler and smarter for the rep, while giving new insights to marketers.”
About OneMob, Inc.
OneMob brings sales and marketing teams closer by leading with video and closing with content. Quickly create web pages of content to close deals. Create, share and track videos, documents and web links when selling. Companies like Cisco, LinkedIn, Sacramento Kings and more use OneMob everyday in increase their email CTRs and response rates by 10X, while making their sales and marketing efforts more personal, engaging and intelligent. OneMob is headquartered in San Francisco. Learn more at www.onemob.com.
About San Francisco Business Times
The San Francisco Business Times is the #1 print and online source for Bay Area business news and information on the most successful people, companies and transactions in the region. Every Friday, the Business Times arrives with an in-depth lineup of breaking local news stories, business profiles and valuable industry rankings. From technology and sustainability to small business, biotech, hospitality, real estate and banking, the Business Times covers the most relevant and timely topics for the Bay Area business community. SanFranciscoBusinessTimes.com takes the Business Times brand known for its insight, analysis and high journalistic standards and extends it to the Internet. Thousands of established and up and coming executives visit SanFranciscoBusinessTimes.com every day looking for the information they need to do Business in the Bay Area.
Trade shows and conferences are one of the best ways for sales reps to meet new prospects and connect with existing clients. Conversations that go down in person are more meaningful and have lasting results, especially since face to face interactions are becoming rarer in this digital age. However, sponsoring events can be costly, making them fewer and farther in between. So when your company does sponsor that premier event and sends you cross-country, you better make it worth their while and score some big deals. No pressure. How can you ensure that you’re making the most of the experience, every step of the way? The answer is video.
Motion picture is a powerful medium that’s a game changer when it comes to events, and is applicable throughout every phase. Here are some tips on how best to use it:
Leading Up to the Show
Send an appealing invitation: a unique and unsolicited way to stand out to those prospects or clients, who are getting plagued by tons of other cold calls and templated emails.
Inform without being boring: highlight all the details of where you’ll be, what you’ll be showcasing, etc. Promote any special plans, such as prize giveaways or after parties.
Prepare prospects to meet you: attendees will recognise you at the show, taking out the initial awkward guessing game.
On the Floor
Entice and engage with attendees on the floor: Show live demos, conduct interviews and capture the action, all on your smartphone and without leaving your booth.
Record message with your new leads: By capturing your conversation on camera, you and your prospect will remember what you spoke about.
Following Up After
Stand out from the rest: While attendees are getting bombarded with follow up emails, video breaks through the mass of boring, plain text emails.
Revive the conversation: Sending your prospect the video that you recorded on the floor will refresh their mind of you and your conversation, keeping the post-show momentum going.
There are a million ways to get creative with video. Tell a good story, make it upbeat and incorporate calls to action. Perhaps the most important thing to remember is to not get over complicated. Keep it short and sweet, because engaging viewers in those first few precious seconds is crucial. So what’s the easiest and most cost effective way to do this? With OneMob. Our mobile platform allows you to:
Capture prospect and customer feedback in the moment to leverage later
Share the experience with attendees in real time and post to Chatter & communities
Brand with your company or event logo
Want to know more about how OneMob can help you at events? Sign up now to try it for free.
