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Get Prospects to Say Yes with a Good Case Study

by Digital Marketing

Get Prospects to Say Yes with a Good Case Study

In today’s fast-paced digital landscape, capturing and retaining your audience’s attention are  more challenging than ever. Case studies remain a powerful tool in B2B marketing, with 73% of B2B buyers finding them influential in purchasing decisions1.

To maximize their impact, it’s essential to create and promote case studies that are concise, engaging, and tailored to modern readers.

Best Practices for Crafting Compelling Case Studies

  1. Start with a Strong Headline: Use compelling data points in your headlines to immediately capture attention.
  2. Maintain a Clear Structure: Organize your case study with a logical flow: background, challenge, solution, and results.
  3. Leverage Customer Testimonials: Integrate direct quotes from clients to add authenticity and emotional appeal.
  4. Incorporate Visual Elements: Utilize data visualization to illustrate success metrics, making complex information digestible and engaging.  
  5. Highlight Key Results: Present clear, concise outcomes that demonstrate the tangible benefits of your solution.

Effective Strategies for Promoting Case Studies:

  • Website Integration: Feature case studies prominently on your home page and create a dedicated section for easy access.
  • Social Media Sharing: Share snippets and visuals from your case studies across platforms to reach a broader audience.
  • Email Campaigns: Incorporate case studies into newsletters and targeted emails to nurture leads.
  • Sales Enablement: Equip your sales team with case studies to provide prospects with real-world examples of success.

By using these best practices and positioning case studies strategically, your content will resonate with today’s buyers and effectively showcase your value proposition. As part of a holistic marketing approach, your case studies can also move your prospects toward a purchase.

techstiks.com

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Analyst-Led Webinars

by Digital Marketing

Recast Recorded Content to New Audiences with Analyst-Led Webinars

Staying ahead in marketing requires innovative strategies that maximize the value of your existing content. One such strategy is repurposing your recorded content to reach new audiences during analyst-led webinars.  

Why Analyst-Led Webinars? 

Analyst-led webinars offer a unique blend of credibility, engagement, and lead generation. Here’s how they can benefit your marketing strategy: 

1. Credibility and Authority 

Analysts bring a wealth of knowledge and industry expertise to any event. Their insights and analysis will add a layer of credibility to your content, making it more appealing. When our analyst introduces your recorded content, it signals to the audience that the information is valuable and trustworthy. 

2. Engagement and Interaction 

Live audience Q&A sessions during webinars provide an opportunity for real-time interaction. Attendees can ask you questions, share their thoughts, and engage directly with the analyst and you and your brand. This level of interaction fosters a deeper connection and enhances their overall experience. 

3. Lead Generation and Qualification 

Analyst-led webinars are powerful tools for lead generation. Here’s how they work: 

  • Lead Gen and Analyst-Led Intros: Analysts introduce your recorded content, setting the stage for a compelling presentation. 
  • Event Day Live Audience Q&A Support: Engage with your audience in real-time, addressing their questions and concerns. 
  • Post-Event Leads: Capture leads from event day attendees, engagements, and additional content syndication. These leads are further qualified as BANT (Budget, Authority, Need, Timeline) “MQL+” leads, ensuring high-quality prospects for your sales team. 

Our Audience and Reach 

Our loyal audience of over 2 million IT professionals, ranging from C-level executives to management, subscribes to our content and webinar series. By leveraging our platform, you can tap into this extensive network and reach a large and highly targeted audience. 

Flexible and Cost-Effective Options 

We understand that budget constraints are a reality for many marketing teams. That’s why we offer lead and demand generation options that fit your budget, with a pay-for-performance rate model. Additionally, we provide guaranteed lead targets to ensure that you achieve your marketing goals. 

Ready to Get Started? 

Recasting your 2024 recorded content through analyst-led webinars is a strategic move that can drive significant results for your marketing efforts. If you’re ready to learn more or get started, let’s connect and explore how we can help you achieve your goals. Contact us today! 

 

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Customer Wins

by Digital Marketing

Customer Wins: Your Most Powerful Marketing Asset


Want instant credibility? Showcase your customer wins.

Sharing success stories is one of the most cost-effective, high-impact ways to build trust and influence prospects. And today, promoting customer wins is easier, faster, and more engaging than ever before.

Why Customer Wins and Testimonials Work

  • 73% of B2B buyers rely on case studies to make purchasing decisions.1 Forbes
  • 66% of decision-makers feel that vendor content is biased and lacks objectivity, indicating a preference for more authentic, proof-based content.2 Genius Drive
  • 65% of B2B buyers prefer content that is less salesy, emphasizing the need for straightforward, value-driven information.3 Green Leads
  • Video testimonials increase conversion rates by up to 80%. (HubSpot)

How to Make Customer Wins Work for You – Keep It Simple, Keep It Moving

Gone are the days of $20K+ video productions. You don’t need a Hollywood budget—you need a great story and a simple way to tell it.

✔ Quick Wins Video Series – Record customer testimonials using Zoom, Teams, or even an iPhone. Keep them short (under 90 seconds).
✔ Social Media Snippets – Pull 10- to 15-second soundbites and overlay key takeaways as text.
✔ Selfie Success Stories – Ask customers to record a selfie-style testimonial answering: “What problem did we solve for you?”

Pro Tip: Use AI-powered video editing tools like Descript or CapCut to clean up, caption, and polish clips instantly.

Customer Wins = Sales Fuel

  • They build trust. Nothing is more powerful than real customer proof.
  • They shorten sales cycles. Decision-makers want to see how others succeed before committing.
  • They drive engagement. Video testimonials get more shares and clicks than traditional case studies.

Make It Easy for Sales to Share

Your sales team is busy closing deals. Make it effortless for them to use customer wins.

✔ Embed testimonials into sales decks – A quick 30-second customer clip is more persuasive than slides of stats.
✔ Auto-attach case studies to follow-ups – Set up email sequences that include customer stories at the right stage.
✔ Use video testimonials in LinkedIn messages – Personalized outreach with a quick customer win video increases response rates.

Pro Tip: Sales reps can record quick “Why It Works” clips to introduce customer stories in a more engaging way.

Turn Testimonials into Engaging Content

Customer success stories shouldn’t live in a PDF graveyard. Repurpose them across formats to maximize reach.

✔ Podcast-Style Testimonials – Interview customers on a short, 5-minute audio Q&A and share it on LinkedIn.
✔ Interactive Case Studies – Use tools like Turtl or Foleon to turn static case studies into engaging, clickable stories.
✔ TikTok/Reels-Style Edits – Speed up video clips, add captions, and format them for social feeds.

Pro Tip: Use AI voiceovers to narrate key takeaways from customer wins and make them sound polished with minimal effort. Ready to turn customer wins into real marketing impact? Let’s talk.

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Experiential Marketing

by Digital Marketing

Sip, Savor, and Stand Out: How to Create Experiences Your Prospects Won’t Forget

In a world overflowing with email blasts and digital ads, making real connections with your audience takes more than clever copy—it takes experiences. That’s where experiential marketing comes in. 

Whether it’s a virtual wine tasting from the comfort of home or an unforgettable night at a rooftop venue with skyline views, the best brands know that experiences sell better than pitches. And when you pair those experiences with personalized giveaways? Now you’re not just marketing—you’re making memories. 

Virtual Tastings, Real Connections 

Think virtual events are too impersonal? Think again. A thoughtfully curated beer or wine tasting, complete with shipped kits and a live expert host, instantly turns a screen into a sensory experience. Your prospects aren’t just attending a webinar—they’re sharing a toast with your brand. 

The secret sauce? Personal touches. Include a branded tasting guide, custom glassware, or even a handwritten note. Suddenly, prospects see you as a host, a guide, a partner. Nothing says “we see you” like a well-crafted, personalized gift. These giveaways are more than swag. They’re a continuation of the experience. 

The more tailored, the more memorable. And memorable moments are what drive brand loyalty and word-of-mouth magic. 

Live Events at Cool Venues = Instant Brand Energy 

There’s something electric about a great live event. The music, the lighting, the vibe—it’s not just a gathering, it’s an impression. Hosting events at stylish, on-brand venues shows your audience who you are without saying a word. It’s storytelling without the slides. 

Plus, people remember where they felt something. When your brand becomes associated with laughter, good conversation, and a killer view, you’ve made a lasting impression. 

Why It Works 

Experiential marketing isn’t about showing your product, it’s about showing who you are. 
It builds trust. It sparks conversation. It makes people feel something. 

Your prospects aren’t craving another slide deck. They want stories. They want connection. They want experiences that feel like more than just business pitches. 

So, whether you’re popping bottles on Zoom or raising glasses under string lights, remember this: Experiences are the new marketing—and your brand deserves a place at the table. 

Our experts have created memorable experiences that generate business for clients like Cisco, ThousandEyes, and Comcast for over 20 years. Contact us to discuss creating your next memorable prospect or customer experience and how our experienced team can help!  

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The Power of Nurture Marketing

by BusinessDigital Marketing

Building Relationships That Last

Founded in the 1980s by marketing visionary Jim Cecil, the concept of nurture marketing is more than a strategy—it’s a mindset. It’s about building lasting customer relationships, not just chasing the next sale. It’s also in our name!

What Is Nurture Marketing?

Nurture marketing is the art of building trust over time. It focuses on consistent, personalized engagement that keeps your brand top of mind until a prospect is ready to buy.

Why It Works

Relationships Over Transactions – Customers buy from brands they trust.
Timely & Relevant Engagement – You stay in front of prospects with the right message at the right time.
Multi-Touch Approach – No single email or ad closes a deal—consistent, valuable interactions do.
Marketing + Sales Alignment – Supports the entire buyer journey, from awareness to decision.

The Core Principles of Nurture Marketing

1. Make It Personal
Every interaction should feel relevant and valuable to your audience. One-size-fits-all marketing doesn’t work. Tailored messaging does.

✔ Example: Instead of sending generic marketing emails, personalize them based on a prospect’s industry, previous interactions, or pain points. For instance, a cybersecurity company could send targeted content about ransomware threats to financial industry prospects. They could then invite those prospects to a webinar on a similar topic.

2. Build Trust Over Time
Nurture relationships by offering helpful insights, solving problems, and staying engaged—even when prospects are not ready to buy.

✔ Example: A technology reseller can share case studies, industry insights, or thought leadership content over several months, reinforcing expertise before having a conversation and finally pitching a solution.

3. Be Consistent, Not Pushy
The key to effective nurturing is staying present without overwhelming your audience. The right cadence matters.

✔ Example: Instead of drowning prospects in weekly sales emails, create a nurture sequence that spreads touchpoints out over 90 days. Start with an educational blog post, followed by a webinar invite, and later a free assessment offer.

4. Use Good Contact Data to Stay Relevant
A clean, enriched database ensures that you’re targeting the right people with the right message at the right time.

✔ Example: Clean and segment your database so that your outreach is highly targeted. If a company showed interest in cloud security 6 months ago, re-engage them with an updated white paper or success story relevant to that topic and see if they open, click, and/or download.

5. Align Sales and Marketing
Nurture marketing bridges the gap between marketing efforts and sales conversations, making it easier for teams to convert leads into customers.

✔ Example: Marketing generates leads, but sales teams need to know when and how to follow up. Set up an automated alert system that notifies sales reps when a lead engages with key content, like attending a webinar or downloading an eBook.

6. Automate Without Losing the Human Touch
Technology helps scale your outreach, but personalization and human connection should never be lost.

✔ Example: Use marketing automation for efficiency, but always leave room for personal outreach. After a prospect downloads a report, follow up with a personalized email from a sales rep instead of just another automated message from a general email address. If the prospect responds, have a conversation first before asking for anything other than a chat.

7. Deliver Value at Every Step
Each touchpoint should give the prospect something useful—insights, tools, or solutions that reinforce your expertise.

✔ Example: Every interaction should leave the prospect feeling like they are better off. Instead of just sending promotional emails, provide useful tools like an ROI calculator, a step-by-step guide, or an exclusive invite to an expert panel discussion.

Why It Matters Today

In today’s digital world, where buyers are inundated with content, nurture marketing stands out by creating meaningful, sustained engagement. It’s not just about marketing—it’s about building relationships that lead to long-term success. Want to put nurture marketing into action? Let’s talk.

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Hybrid Events

by BusinessDigital Marketing

How to Make Hybrid Events Work Without the Tech Headaches

Hybrid events—where in-person meets virtual—may sound simple, but they require serious planning. The best hybrid events seamlessly connect both in-person and virtual audiences, ensuring that no one feels like a second-class attendee.

The Secret to Hybrid Success? Plan for Two Unique Experiences

Hybrid events fail when the virtual audience feels like an afterthought. Avoid that by designing a dual-track experience where both groups stay engaged.

For In-Person Attendees

  • Create interactive networking spaces (not just a lecture hall).
  •  Use real-time engagement tools for interaction with remote attendees.
  • Give them something worth showing up for—like demos, hands-on activities, and VIP perks.

For Virtual Attendees

  • Provide a dedicated virtual host who keeps them engaged, not just an untended live stream.
  • Set up a chat-based Q&A moderator so that remote questions are answered quickly.
  • Offer exclusive content, like bonus interviews, behind-the-scenes footage, etc.

The Right Tech Makes or Breaks It

  • Use multiple cameras and high-quality audio—one static webcam won’t cut it.
  • Have real-time polls and chat integration so that both groups interact.
  • Invest in interactive platforms like ON24, Hopin, or Bizzabo—not just Zoom.

Hybrid = The Best of Both Worlds When done right, hybrid events expand reach, increase engagement, and give attendees options. Want to make sure yours runs smoothly? Let’s chat.

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Categorizing Contacts for Account-Based Marketing

by Digital Marketing

Unlocking Account-Based Management’s Full Potential

How Categorizing Suspects, Prospects, and Customers Strengthens Your Pipeline

Why Your Data Is Holding You Back

Your company’s most valuable assets aren’t just your products. They are also your relationships. But those relationships are only as strong as the contact data behind them.

  • B2B contact data decays at a rate of up to 70.3% annually.1
  • Only 50% of organizations trust their internal data.2

 Without clean, categorized, and nurtured data, your account-based marketing (ABM) strategy isn’t running at full potential.

Plus, 93% of B2B buyers want content with less of a sales pitch.3  That’s where nurture marketing (LINK TO The Power of Nurture Marketing blog) comes in—guiding each contact through the right content and touchpoints, at the right time. Nurture marketing is a big part of ABM.

Three Key Categories That Define Your Account Contacts (aka Audience)

1. Suspects → Cold Contacts with No Engagement

Who they are: People who fit your ideal customer profile (ICP) but haven’t engaged.

The risk: Without proper nurturing, these contacts will stay cold and irrelevant in your CRM.

How to nurture them:
✔ Educate – Share high-level industry insights, thought leadership, and relevant challenges.
✔ Stay visible – Engage via LinkedIn, targeted ads, and soft introductions before hard selling.
✔ Keep your contact data fresh – Regularly clean and enrich your database to avoid wasted efforts.

Data Decay Tip: If you haven’t verified a contact’s information in 12 months, they might as well be a ghost.

2. Prospects → Warm Leads Showing Interest

Who they are: These contacts have engaged with your brand—opened emails, attended webinars, or visited your website.

The risk: If you don’t nurture strategically, they could lose interest or move to a competitor.

How to nurture them:
✔ Provide value – Offer case studies (LINK TO Get Prospects to a Yes blog), industry reports, and solution briefs tailored to address their pain points.
✔ Personalize – Use purchase intent signals to segment prospects and deliver relevant messaging.
✔ Follow up smartly – Don’t bombard them; use a structured cadence of emails, ads, and other content.

Nurture Marketing Insight: The goal isn’t initially to sell—it’s to earn trust until they’re ready to buy.

3. Customers → Engaged Buyers Who Need Retention

Who they are: Clients who have already said “Yes”—but their journey with you isn’t over.

The risk: If they hear from you only when you want to sell something new, they’ll disengage.

How to nurture them:
✔ Keep them informed – Provide updates, exclusive insights, and value-added content.
✔ Showcase wins – Share customer success stories that validate their investment in your solution.
✔ Encourage advocacy – Turn them into champions through referral programs, testimonials, and reviews.

ABM Strategy Tip: The best new business opportunities often come from existing clients.

1 Forbes

2 Dun & Bradstreet

3 Forbes

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Before & After Effective Communication

by Digital Marketing

Attention spans are shorter, inboxes are fuller, and decision-makers are busier than ever. This means that communication isn’t just about looking good—it’s about making an impact, fast.

The Problem: When Form Gets in the Way of Function

A technology client recently came to us with a challenge. They had redesigned their newsletter—a primary channel for engaging hundreds of sales partners—but engagement was plummeting.

The issue? The visuals looked great, but the content wasn’t working. Readers struggled to navigate the email, key information was buried, and instead of driving action, it was causing frustration.

The Fix: Prioritizing Function, Not Just Design

Modern communication needs to be clear, scannable, and actionable. Here’s how we transformed their newsletter:

  • Less clutter, more clarity – We shortened the email, highlighting only the most critical details.
  • A better user journey – We created a microsite where all supporting details were well-organized and searchable.
  • Content that works for today’s reader – We optimized for mobile-first reading, making information easy to absorb at a glance.

The result? Increased engagement, better response rates, and a communication strategy that actually works.

The Takeaway: How to Communicate with Today’s Decision-Makers

What worked yesterday won’t work today. If you want your message to land, keep these best practices in mind:

✔ Brevity wins. Cut the fluff. Get to the point. If it takes too long to read, it won’t get read.
✔ Make it easy to scan. Use bullet points, headers, and bold text to guide attention.
✔ Think mobile-first. 80%+ of emails are read on mobile devices—if it’s not readable on a small screen, it’s already failing.
✔ Use layered communication. Give decision-makers the most important information first with an option for a deeper dive if they want more.
✔ Drive action. Every piece of communication should answer one question: What’s the next step?

Modern decision-makers don’t have time for noise. If your communication isn’t clear, direct, and engaging—it won’t work.

Does Your Communication Need a Refresh? If you’re looking to make your marketing, emails, or content more effective, let’s talk.

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Virtual Events That Don’t Suck

by Digital Marketing

Virtual events don’t have to be boring. They also don’t have to be just another Zoom where attendees mute themselves, turn off video, and half-listen while answering emails.

We believe that virtual events should be engaging, interactive, and fun. That’s why we are sharing a mix of best practices and creative engagement ideas to keep people hooked from start to finish.

How to Make Virtual Events Irresistible

1. Ditch the Slides, Start Conversations

    If you don’t need slides, don’t use them. Nothing kills engagement faster than a 45-minute PowerPoint. Instead:

    • Make it a roundtable discussion, not a lecture.
    • Use breakout rooms to foster networking & participation.
    • Run live polls, Q&A, and chat-based discussions.

    2. Get People Talking, Not Just Listening

    Virtual events shouldn’t feel like watching a webinar in the background. Keep attendees involved:

    • Start with an icebreaker (trivia, quick poll, or fun intro question).
    • Assign roles—”Ask Me Anything” moderators, chat facilitators, etc.
    • Let attendees contribute their own ideas, experiences, and insights.

    3. Add Some Fun (Yes, even in B2B!)

    Virtual doesn’t mean boring. The best events mix business with entertainment:

    Thrifty                                                  Bougie

    30 Second Dance Party               Live DJ sets before/after the session
    Recipe swap                                     Cooking demos with pro chefs
    Create new avatars                       Live sketch artists capturing key insights in real time
    $5 eGift card                                    Event swag or cocktail/mocktail kits mailed in advance

    4. Keep It Short, Keep It Sharp

    • No one wants to sit through a 2-hour virtual event.
    • 30–60 minutes max (with clear takeaways).
    • Always leave 5–10 minutes for real Q&A.
    • End with a next step (not just “Thanks for coming!”).

    Bottom line:Virtual events should feel like an experience, not just another meeting. Want to make yours unforgettable? Let’s talk.

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    Zoom Fatigue

    by Digital Marketing

    Zoom Fatigue, Who? How to Make Your Virtual Marketing Events Unforgettable

    Let’s be honest: Virtual events have gotten a bad rap. The same old talking heads on Zoom, dry slide decks, awkward silences…it’s no wonder people tune out (or worse, don’t show up at all).  

    But here’s the good news: Virtual events don’t have to be boring. In fact, with a little creativity, energy, and thoughtful planning, your virtual marketing events can become can’t-miss experiences that leave your audience buzzing and your brand top of mind.  

    Ready to level up your next virtual event? Let’s get this Zoom party started! 

    1. Start with Energy: Set the Vibe from the First Click  

    First impressions matter even virtually. Kick things off with upbeat music, a fun visual countdown, or a quick interactive poll to break the ice. Don’t just start talking—start engaging. Think host energy that feels more like a live show than a conference call.  

    Pro Tip: Hire an engaging host or emcee to keep the flow high-energy and interactive throughout.  

    2. Add a Sensory Experience with Event Kits  

    Want people to actually feel something from behind a screen? Send a curated event kit before the event. Think cocktail kits, gourmet snacks, coffee samplers, or even a mini-DIY activity that ties into your brand. When attendees have something tangible in front of them, it instantly elevates the experience.  

    Bonus: Personalize the kits—people love seeing their name on something special.  

    3. Gamify It—Because Who Doesn’t Love a Little Competition?  

    Keep your audience on their toes with games, trivia, scavenger hunts, or live polls. Add prizes or giveaways to make it exciting. The more interactive, the more people lean in rather than zone out.  

     Bonus: Ideas to Spice Up Your Meetings and Virtual Events:  

    • Live quiz with leaderboard  
    • Digital bingo during the event  
    • Virtual spin-the-wheel prize drawings  

    4. Bring in a Surprise Guest or Experience  

    Surprise and delight your audience with a guest they didn’t expect. A celebrity cameo, a live mixologist, a mini concert, or even a magician (yes, virtual magic is a thing!) adds an unexpected twist that keeps attendees talking long after the event ends.  Unexpected = unforgettable.  

    5. Keep It Short, Sweet, and Visually Stunning  

    No one wants to sit through a 90-minute monologue. Break your content into short, engaging segments with slick visuals, transitions, and multimedia. Keep slides clean, use motion graphics, and make your storytelling punchy.  Treat it more like a Netflix episode than a PowerPoint presentation.  

    6. Create Moments for Connection  

    Don’t underestimate the power of small group breakouts, live Q&As, or networking lounges. People come to events to connect, not just consume. Create intentional moments for conversation and make it easy for attendees to interact with each other—and with your brand.  

    7. Follow Up with a Bang  

    After the event, keep the momentum going with a follow-up that feels just as thoughtful as the event itself. Recap video, post-event thank-you gift, curated content recap, or even a highlight reel. This shows you value their time—and keeps your brand top of mind.  

    Ultimately, Virtual Does Not Have to Mean Boring  

    When done right, virtual events can be just as powerful (and sometimes even more impactful) than in-person gatherings. It’s all about creating an experience—one that’s interactive, personal, and full of moments that spark connection and joy.  

    So go ahead. Ditch the dull. Bring the energy. Get creative. And make your next virtual event the one people rave about, share screenshots of, and actually remember.  

    Your audience is ready for something different. Now it’s time to deliver it.  Contact us for more ideas and help coordinating your next live or virtual event.