10 Reasons Why B2B Tech Companies Should Conduct 10 or More Webinars a Year

10 Reasons Why B2B Tech Companies Should Conduct 10 or More Webinars a Year

Using a marketing channel consistently makes it programmatic, which will produce better results than doing it sporadically
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September 5, 2023

Introduction

In the rapidly changing landscape of the B2B tech sector, marketing strategies need to be equally agile and forward-thinking. Webinars, a relatively old tool, have evolved into one of the most effective marketing strategies available today. But why stop at just a couple when research shows that conducting 10 or more webinars a year can significantly elevate your brand and revenue? This article expands on why hosting frequent webinars should be an essential part of your business strategy, supported by compelling statistics.

Read and Learn: How to Harness Webinars for a 2X Pipeline Boost

Amplified Lead Generation and Nurturing

Marketing and sales executives constantly seek new ways to generate high-quality leads. According to InsideSales.com, 73% of them believe webinars to be one of the best avenues for lead generation. Regular webinars not only amplify the number of leads but also offer multiple opportunities to engage and nurture them through your sales cycle.

Stat Source: InsideSales.com

Establishing Thought Leadership

Being a leader in the B2B tech space involves more than just having a quality product or service; you must also offer valuable insights and knowledge. Webinars allow you to share deep industry knowledge on a regular basis, thereby establishing your brand as a thought leader. A study by Edelman and LinkedIn indicated that 55% of B2B decision-makers use thought leadership as a significant factor for choosing whom to work with.

Stat Source: Edelman and LinkedIn

Cost-Effective Customer Education and Onboarding

With increasingly complex tech solutions on offer, the costs associated with customer education and onboarding can skyrocket. Webinars present a cost-effective alternative to traditional training methods. A study by Forrester Research supports this, indicating that the cost-per-lead of webinars is often significantly lower than other methods.

Stat Source: Forrester Research

Building Cross-Promotion and Partnership Opportunities

In a competitive market, partnerships can be a powerful tool for growth. A Webinar Benchmarks Report shows that partner webinars receive 52% more registrants than in-house webinars. This offers a compelling reason to conduct frequent webinars that not only promote your brand but also feature valuable partners.

Real-time Customer Feedback and Product Insight

Immediate customer feedback can be an invaluable asset in the tech industry. ClickMeeting suggests that 92% of webinar attendees prefer webinars that end with a Q&A session. This shows the high value placed on real-time interaction, which can be critical for product development and adjustments.

Stat Source: ClickMeeting

Global Market Penetration

The Grand View Research study on the global webinar and webcast market projects it to reach $800 million by 2027. Leveraging webinars, therefore, not only caters to local clients but also taps into this growing global market, all without the cost of international travel and accommodation.

Stat Source: Grand View Research

Accelerate Sales Cycles and Increase Deal Sizes

Nurtured leads often lead to faster sales cycles and bigger deal sizes. According to SiriusDecisions, nurtured leads result in purchases that are 47% larger than non-nurtured leads. Using webinars as a nurturing tool therefore not only speeds up sales cycles but also significantly impacts your bottom line.

Stat Source: SiriusDecisions

Enhance Content Marketing Strategy

Webinars can fuel your overall content marketing strategy. A statistic from HubSpot indicates that 55% of marketers consider blog content creation as their top inbound marketing priority. Webinars provide a rich source of content that can be repurposed into various formats, serving as an invaluable resource for inbound marketing.

Stat Source: HubSpot

Increased Retention and Customer Loyalty

One often-overlooked benefit of regular webinars is their ability to increase customer retention. According to a study by Bain & Company, increasing customer retention rates by 5% can increase profits by up to 95%. By hosting frequent webinars that provide value to your current customer base, you're more likely to keep them engaged and loyal to your brand.

Stat Source: Bain & Company

Read and Learn: 2X Your Pipeline With a Fresh Approach to Webinars


Conclusion

The digital landscape for B2B tech companies is complex, competitive, and ever-changing. Amidst a plethora of marketing tactics, webinars stand out for their unique ability to generate high-quality leads, establish thought leadership, and foster meaningful customer relationships. Their utility spans from the top to the bottom of the sales funnel, making them an invaluable tool in your marketing arsenal. The research-backed benefits, ranging from cost-effectiveness to customer retention, clearly demonstrate why conducting 10 or more webinars a year can serve as a strategic advantage for your business. By maintaining a consistent schedule of informative and engaging webinars, you can not only keep your audience's attention but also convert that attention into measurable ROI. These live events offer a real-time platform for you to show, not just tell, what your brand stands for, what solutions you offer, and how you can solve your audience's challenges. Furthermore, they amplify the effectiveness of your other marketing channels by providing content that can be repurposed and by driving qualified leads to them. In a world where 'content is king,' webinars are, without a doubt, among the crown jewels.

FAQs

1. Why should my B2B tech company focus on webinars?

Webinars offer a unique platform for real-time engagement, lead generation, and establishing brand authority. They are highly efficient for long sales cycles typical of the B2B tech sector, especially when the average contract value is above $20,000.

2. What types of topics should we cover in our webinars?

The topics should be aligned with your target audience's pain points and could range from product tutorials to industry trends and case studies. Make sure to include some specific "things to try at home" or a practical checklist.

3. How do we measure the success of our B2B tech webinars?

Key performance indicators include attendance rates, audience engagement, leads generated, and conversion rates post-webinar.

4. Are webinars cost-effective for B2B tech companies?

Yes, webinars often offer a lower cost-per-lead and higher ROI compared to other marketing activities.

5. How can we increase webinar attendance?

Send reminders, block calendars, send a 1-click login link, put help information on the event entry page to help people enter. Offer incentives for people who regostered to attend.

6. Do we need specialized software for hosting webinars?

Yes, specialized platform allow you to get more value from your B2B tech webinars.

7. What is the ideal duration for a webinar?

Webinars can vary in length, but the average preferred duration is around 45 minutes to an hour. This gives you ample time to present your material while keeping your audience engaged.

8. How far in advance should we promote our webinars?

Promoting your webinar 3 to 4 weeks ahead of the event is generally considered effective for maximizing attendance.

9. Can webinars be used for internal training?

Absolutely. Webinars can serve multiple purposes, including internal training, which can be especially effective for large or remote teams.

10. Should we charge for our webinars?

Probably not unless you are providing certification or other tangible outcome. The decision to charge depends on your goals. Free webinars typically attract a larger audience and generate more leads, while paid webinars can generate revenue and attract a more committed audience interested in in-depth content.

Learn more about how Hubilo's Webinar+ is helping 2X customer pipelines with more engaging webinars. Get a demo today.


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