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How Video Plays a Crucial Role in the Rise of Content Marketing

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In this article you'll learn…

  • Why it's important to include video content for C-Suite buyers
  • How video analytics help you continually improve video content
  • Why video is the rising star for content marketing ROI

"The next big thing in content marketing is video," Justabout Everyone, Company ABC.

I can't credit that "quote" to anyone in particular because it's been said by so many, from those in online media to B2B marketers. The truth is... as much as marketers love surveys and trend data, sometimes it's just blatantly clear that something is upon us. Enter video.

But, knowing hasn't yet translated into doing. Most folks are stuck. Video appeared on the scene so suddenly that marketers are still learning how to use it effectively. It's a black box. But it's time to crack it open.

Let's look at three driving forces that are shaping the evolution of content marketing, and the crucial role video plays within each:

  1. Key buyers are becoming increasingly influenced by video.
  2. Marketers need more feedback about their content.
  3. The pressure to show content ROI is increasing.

1. Key buyers are becoming increasingly influenced by video


All great marketers know that everything starts with the buyer; the marketer's job is to deliver content and engage buyers in the most effective ways possible. Doing so requires continual assessment of not only what content buyers are seeking but how they're choosing to consume it and the influence it's having on buying behavior.

In the B2B world, typically, the higher up you can engage, the better, so understanding the content consumption behaviors of C-level executives is extremely important.

A recent Forbes study of more than 300 C-level executives at large US companies (over $500 million in revenues) revealed surprising insights on the growing impact of video content:

  • Video is becoming a critical information source for senior executives. More than 80% are watching more online video today than a year ago.
  • Senior executives are turning to video more frequently. 75% said they watch work-related videos on business-related websites at least weekly.
  • Work-related video can drive executives to take action. Overall, 65% have visited a vendor's website after watching a video.

So it's not surprising that video is fast becoming a critical form of content for buyers. It's also not surprising that the rise of content marketing has created too much content for any one person to digest, making the need for short, well-scripted and relevant video content all the more critical.

2. Marketers need more feedback about their content

The secret to being a great content marketer is not just about creating compelling content. It's also about creating effective feedback loops, which can be just as elusive as creating content in the first place.

Research shows that only 36% of B2B marketers believe they're being effective with content marketing, and less than half feel they're producing engaging content.

Blame the lack of a strong feedback loop. How do you know if the content produced was actually consumed? Did people read it all or just partly? Did they read it more than once? Did they share it?

When dealing with video, however, the feedback loop is built in, thanks to the linear nature of count and time elements in the analytics. Knowing how many times a video was played (count) and how long it was watched (time) can rock your world with feedback.

Your count, or click-through rate, tells you if there's interest in the content. The time, or attention-span data, tells you if the actual video content was compelling and engaging.


Video feedback: how long and which parts each user watches

That is a huge win over traditional copy on a Web page, which leaves marketers all but empty-handed about which pieces of content readers found most engaging, including how much of it they read.

Video provides highly tailored feedback, enabling marketers to learn what's engaging and what's not. If people are dropping off your 90-second video after 10 seconds, you'd want to know and adjust accordingly. If 80% stayed and watched to the end, you'd want to know that too!

The time nature of a video can also tell you what content in the video was consumed or skipped by each user.

You can use all of this wonderful detail to modify trouble spots and amplify what's engaging in future productions. Houston, we have feedback!

3. The pressure to show content ROI is increasing

As efforts toward content marketing rise, so does the relative marketing investment. More than half of B2B marketers plan to increase their content marketing budget over the next 12 months.

This is another place video excels, and it comes down to connecting the dots to closed sales.

By capturing user-level information, including what videos each lead watched and for how long, and feeding that data into marketing automation or CRM tools, marketers can segment, score, and nurture leads.

Did someone watch four videos for a total of 14 minutes on your demand generation service? Great! Be sure to send him or her more content on demand generation, or pass that lead to CRM and have the sales team follow up immediately.

Not only can you tell what specific line of service a lead is interested in, you'll know how much he or she is engaged. This informs the next appropriate action (nurture or contact directly) and provides the perfect context for following up with information tailored specifically to the lead.

When the business is won, you can use the data to understand which pieces of video content have the most impact on closing business, and optimize accordingly.

If video content marketing is still a black box in your marketing program, it doesn't have to be. The resources available to marketers are affordable and easy-to-use... and, soon, they will be indispensable.


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Michael Litt is the CEO and a co-founder of Vidyard, a video marketing platform that helps marketers manage and measure the impact of their video content. Reach him via michael@vidyard.com.

Twitter @MichaelLitt

LinkedIn: Michael Litt

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Comments

  • by Rachael Thu Sep 19, 2013 via web

    Great article. I love the '"The next big thing in content marketing is video," Justabout Everyone, Company ABC.' So true.

    But as an editor's note, I believe you forgot to add the image (IMAGE - Video feedback: how long and which parts each user watches). I'll check back to see it ;)

  • by John Bottom Thu Sep 19, 2013 via web

    Nice article Michael, thanks – but only part of the story, I fear. Video is great in certain contexts, but not for everything. A recent piece of research (Buyersphere Report 2013) showed that buyers were twice as likely to download a presentation deck than watch a video. I take from this that we sometimes overlook the control factor. A video may look interesting, but you have no way of scanning a ten-minute video, for example. You have to invest the time and, unless you know and trust the origin, you may not be willing to do that. This is a weakness of the format compared with text/graphics.

    I'm not saying video isn't powerful - but it is also inherently linear, and this should be considered when deciding on the format that is best for you and your customers. Video does play a crucial role in the rise of content marketing – but no more than other formats!

  • by Vahe, MarketingProfs Thu Sep 19, 2013 via web

    Thanks, Rachael. The image is there now !

  • by Steve "PodcastSteve" Lubetkin Thu Sep 19, 2013 via web

    We agree with the importance of video in marketing. We think that what most companies need is NOT a social media strategy, it is a content publishing strategy where you produce really great content explaining who you are, what you do, and how it all works. You publish that on your own website, and then use social media to drive the traffic to your site. Video is about pictures and images, so don't waste money on videos of someone standing in a fake background green-screen reading words from a Powerpoint slide. Don't do motion graphic videos that are forcing your clients to read a bunch of moving words on screen. SHOW them what you and your team look like in your workspace. Let them tour your factory or facilities. Let them meet your clients who love what you do and hear them tell why. More at http://bit.ly/BeingTheMedia.

  • by Mark Wilderspin Thu Sep 19, 2013 via web

    We're increasingly delivering interactive video which provides a far more engaging, non-passive, less-linear experience and provides valuable real-time conversion opportunities such as content downloads, ecommerce-linked purchase of featured items, competitions, exclusive vouchers and for certain services such as real estate marketing, the ability to make viewing appointments. Forrester reckons that 1 video minute = 1.8m words in terms of impact so 1-1.5 mins of video wields considerable potential power. I agree that we have to get clients away from the idea that all video is based on motion film. Many projects work well based on the use of photo content and video graphics and which are typically much cheaper to produce. The biggest current irritation factor is the notion of 'iPhone-selfies' becoming the latest trend in hip, DIY content production - often seemingly featuring protruding tongues and bums. Please keep that brigade well away from my editing suite :)

  • by John Bottom Fri Sep 20, 2013 via web

    @Steve If there was a 'like this comment' button, I'd have clicked it. Spot on with the best use of video - to do something that only video can do. I watched one the other day (through obligation, not inclination) and was forced to spend two minutes reading about five sentences – each one uselessly animated. I already understood the words on the screen – I didn't need need a few icons to whirl around the screen to reinforce the point. If they had used the opportunity to give me some value that DOESN'T come through in the text it starts to become worthwhile. Video is brilliant for that – not so good if it only serves to reduce my reading speed...

  • by John Bottom Fri Sep 20, 2013 via web

    What the heck. Let's name and shame. It was Eloqua (who should know better) and here it is: http://www.youtube.com/watch?feature=player_embedded&v=ewLHwVWN980

  • by kfik Fri Sep 20, 2013 via web

    One of the most unknown but powerful (in my experience) tools for video on your website is Me!Box. Why? Two words: interaction and analytics.

    Worth a look.

  • by Michael Litt Fri Oct 4, 2013 via web

    Howdy everyone! Thanks for reading, commenting and sharing.

    @John Bottom - This is a great point. I plan to spend some time with that report (Buyersphere 2013) looking to identify what segments/verticals that data came from. I imagine there's a much more complex story in the works here ;).

    @PodcastSteve - People don't buy what you do, they buy why you do it. Word to the wise though; be cautious of producing too much overly self serving content. If it isn't useful to your audience, you're going to lose them. Who you are and what you do is only a part of the full equation.

  • by Gracious Store Wed Oct 9, 2013 via web

    The reason why buyers prefer videos to printed text is because videos tend to sustain their attention much longer than printed text

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