how technology is extending innovation from the trade show floor to the cloud

How Technology is Extending Innovation from the Trade Show Floor to the Cloud

2/26/15 #tradeshowcorner | balluun.com/iaee 1

Jennifer Vanderarend Digital Marketing Manager at Balluun

@jvanderarend

Larry Chao Vice President of Marketing at Balluun

@lpchao

Presenters

2/26/15

Join the conversation or ask any questions with #tradeshowcorner

#tradeshowcorner | balluun.com/iaee 2

• B2B SaaS startup founded in 2009 –  Offices in Silicon Valley, New York City, and Zurich

•  Trade show partner and technology provider of social commerce with digital marketplaces –  Visit http://www.balluun.com for more info

•  Currently powering the largest B2B networks in industries like fashion, toys, e-cigarettes, spa and wellness, and licensing

Balluun Introduction


B2B Marketing Tactics

2/26/15

Source: Forrester Research


Events Spending and Digital

2/26/15

Source: Forrester/DMA 2014 North American Digital Marketing Online Survey, Forrester’s Q4 2014 North American B2B Marketing Budget Online Survey


tech trends = b2b opportunities

6

Social NetworkingSocial connections, communities and communication In consumer driving enterprise adoption

MobileMobile devices with location-based services driving commerce in physical and digital worlds

Technology Trends Today

CloudEnterprise security and manageability concerns driving software-as-a-service adoption

e-CommerceAnalytics of networks driving product merchandising, recommendations, and transactions


How to Technology is Extending Innovation from the Trade Show Floor to the Cloud   Cloud   Mobile   Social   e-Commerce


“The cloud, simply refers to software and services that run on the Internet instead of your computer. Apple iCloud, Dropbox, Netflix, Amazon Cloud Drive, Flickr, Google Drive, Microsoft Office 365, Yahoo Mail – those are all cloud services. There are many advantages to using the cloud. Since the videos, photos, documents, games, and other software that lives in the cloud are available on any device with an Internet connection, you can access your stuff from anywhere.”

What is the cloud?


•  Aggregate supply and demand •  Expand the market globally •  Reduce transaction costs •  Create new profit opportunities •  Provide abundance of information or

create targeted communication •  Year round availability and relevance

Benefits of Digital for Trade Shows


Marketplace Subscription

Online Advertising

Premium Services

e-Commerce Transactions

Revenue Streams with Digital Services


Trade Show Resources in the Cloud

http://directory.balluun.com http://my.balluun.com


Toy Industry Association’s ShopToyFair365.com

Trade Show Digital Marketplaces

2/26/15

Advanstar Global’s ShopTheFloor.com


•  High Adoption –  SaaS applications are available from any computer or any device

at any time from anywhere

•  Lower Initial Costs –  Subscription based instead of license fees means lower initial

costs; having the SaaS provider manage the infrastructure means lower IT costs for hardware, software, and people

•  Painless Upgrades –  SaaS provider manages all updates, upgrades, and availability

and there are no patches for customers t download or install

•  Seamless Integration –  Scale with a multi-tenant architecture or integrate with API’s

Benefits of Cloud Software


•  Custom deployment –  More customizable –  Have to be product

manager and engineer •  SEO, interfaces, features

and functions

–  Long term commitment –  “Building an exhibition hall”

•  Software-as-Service (SaaS) –  Quicker and cheaper to

implement –  Don’t need to worry about

hosting, deploying, managing

–  More flexibility –  “Renting a exhibition space”

Build or Buy


•  Technical Criteria: –  Multi-tenancy support –  Supportability and

manageability –  Data integration support –  Data analytics and

reporting –  Scalability and Security –  Overall technical

architecture

•  Business Criteria: –  Total cost of ownership –  Ease of use – UI –  References for

deployments –  Time to market –  Business terms –  Vendor risk –  Strategic alignment with

needs

Cloud Partner Evaluation Criteria


•  Digital delivery of software-as-a-service that will run smoothly, guaranteed –  Secure, data hosting and management of domain –  Platform includes web and mobile clients –  Continuous updates to your digital marketplace –  E-mail notifications for transactions and engagement

•  Staffed to support your digital marketplace –  Single point of contact thru dedicated account manager –  Project management for deployment and launch –  Comprehensive customer service –  Technology and social marketing consulting

Cloud benefits with Balluun 365


ShopToyFair365 https://www.youtube.com/watch?v=uOVNpDQx-yg

ShopTheFloorhttps://www.youtube.com/watch?v=n9A974QeTzU

Balluun 365 Overview https://www.youtube.com/watch?v=t5GcMWOGJpI

Balluun 365 Teaser https://www.youtube.com/watch?v=MtUQhTksl_8

Digital Marketplace Videos


Mobile versus Desktop Traffic

2/26/15

Source: CNN, Enders Analysis, SimilarWeb

Mobile devices accounted for 55% of Internet usage in the United States in January [2014]. Apps made up 47% of Internet traffic and 8% of traffic came from mobile browsers, according to data from comScore, cited Thursday by research firm Enders Analysis. PCs clocked in at 45%.


68 mobile technology startups have a valuation of $1 billion or more

Mobile Factoids

2/26/15

Source: Venture Beat

Revenue from the mobile internet will top $700 billion annually by 2017

$500 billion in e-commerce revenue will come from mobile by 2017

The top 5 mobile startups account for 70% of the valuation

Google Play store accounts for 20% of overall downloads; iOS accounts for 17%

Mobile growth will surge at least 3x the next 2 years

Asia will account for almost half of the mobile commerce total by 2017

The top 1% grossing apps have 35 times more sessions per day and 20 times the customer lifetime value

$32 billion was invested in mobile tech companies in 2014


•  Technologies: –  Tablets and Phones –  Cameras –  RFID –  NFC –  QR Codes –  iBeacons

•  Usages: –  Communicating with

partners –  Calendaring and preparing

for meetings –  Finding booths –  Presenting information to

customers –  Taking or transmitting orders –  Processing and fulfilling

orders

Mobile at Trade Shows


•  Mobile traffic and sales surged across e-retail, with 45% of all online traffic to retail web sites and apps coming from smartphones and tablets between Nov. 1 and Dec. 31, a year over year increase of 25.5%

•  Mobile-optimized sales and data speeds are two major reasons mobile commerce grew this season.”

•  Amazon reports a whopping 60% of its online traffic this season stemmed from smartphones and tablets. The e-tailer also says sales via its smartphone app doubled in 2014.

•  9/10 mobile searches lead to action – over half lead to purchase •  Of wholesale businesses investing in the next 12 months, 61% will

invest in mobile solutions according to the distribution monitor

Mobile Commerce

2/26/15

Source: Amazon, Bizrate Insights, Forrester, IBM, Ipsos, LinkedIn, Microsoft


•  Responsive web design is an approach to web design with a strong emphasis on image viewing experience to make reading easier and minimize: – Resizing, panning, and scrolling for

“simpler” navigation. •  Considerations include font size, fluid

images, and layout

User Experience: Responsive Design


User Experience: Responsive Design


User Experience: Mobile First


Reasons for Participating in Shows

2/26/15

Source: BtoB Magazine


46% say social media enhanced their productivity

Social Factoids

2/26/15

Source: Financial Time, DemandGen report, Amazon, Forrester, LinkedIn, Microsoft

Within 5 years, sales via social commerce is expected to reach $30 billion

40% of accounts and 8% of messages on social media sites are spam

9/10 of B2B buyers say when they are ready to buy they will find sellers

58% of B2B buyers and sellers engage with peers online and 48% follow industry conversations

Over 750 million follow a brand online

70% of adult social networkers shop online

79% of online shoppers spend 50% of their online shopping time researching products

53% of active adult social networkers follow a brand

94% of SMB’s use social media as a marketing tool

49% use social media to keep abreast of last industry news and best practices


•  Customers prefer a catered buying experience – 45% of online shoppers are more likely to shop

on sites offering personalized recommendations

•  93% of shoppers’ buying decisions are influenced by social media

•  53% of people on twitter recommend products in their tweets

•  90% of consumers trust peer recommendations

•  Only 14% trust advertisements

Social Commerce

2/26/15

Source: Qualman


•  Build meaningful relationships •  Remain on top of industry news and best

practices •  Generate content ideas and become more

productive •  Increase efficiency by reach targeted buyers

and sellers

Why is Social Important?


Focused Social Networks


•  Build more meaningful relationships –  Find, target and interact with buyers through

messaging and social feeds –  Open new customer touch points with existing

buyers •  Non-attending employees from attending companies

•  Increase market exposure –  Discover audiences in new geographies –  Lead generation through trade show attendee list –  Analytics on similar profiles

•  Promote product with lower costs through social feeds –  Easily receive feedback –  Product catalog can be made available any time,

anywhere

Social for Trade Shows


•  Engagement reports – Traffic, Clicks

•  Find buyers and sellers – Search by title – Search by industry – Search by company

•  Social allows smarter lead generation – Exact information to target people who are

relevant – Don’t waste time or impressions

Lead Generation with Social


•  Connecting on social networking outpulls e-mail and phone calls by a 7 to 1 ratio

•  Using the same message sent on a social networking platform had a 300% better response rate than the exact same message on e-mail

Benefits of Social Networking

2/26/15

Source: LinkedIn


Balluun 365 Social Profiles

•  Both company and individual user profiles

•  Localization options for both the Site and Content


Balluun 365 Social Networking

•  Business-to-business connectivity at the company and user level

•  Interactive social feed, including: –  Twitter Integration –  URL Display –  Comment and Like –  Embedded Videos


•  In 2015, total retail in US is expected to increase by 4.3%. e-Commerce is expected to increase by 14.2%

•  B2B e-Commerce is expected to grow at an annual estimated rate of 19%

•  Over $270,000 is spent online every minute

•  Buyers expect digital –  43% prefer to shop online –  29% made their last purchase online

e-Commerce factoids

2/26/15

$263 BILLION

$1 TRILLION

B2B eCommerce

B2C eCommerce

Source: Amazon, Bizrate Insights, Forrester, IBM, Ipsos, LinkedIn, Microsoft


•  Marketplace always open with digital – Company and product information available

24/7/365 – Accessible from anywhere through web and

mobile application •  Sell and transact before, during, and after

the show – Digital minimizes errors versus pen and paper – Orders can come at any time from anywhere

•  Track business in real-time –  Integration with ERP/CRM

Benefits of e-Commerce


Balluun 365 Storefront

•  Wholesale sellers and trade show exhibitors can create their own digital storefront, including: –  Company Showroom –  Filter Functions –  Brand Presentation –  Product Overview


Balluun 365 Showcase

•  Wholesale sellers and trade show exhibitors can showcase and share detailed product information including: –  Description –  Pricing –  Details –  Images –  Thumbnails


•  Trade show attendees and wholesale buyers can create a digital purchase order and submit to exhibitors/sellers on the digital marketplace

Balluun 365 Purchase Order


•  Enhance and extend the trade show experience

•  Robust simplicity and a focused user experience

•  Help people connect and communicate in a scalable manner

•  Smooth integration to the wholesale process

Digital Solution Requirements


•  Visit balluun.com/iaee and sign up for trade show industry news, insights, and our latest product updates

Sign Up for Industry News and Insights

http://balluun.com/iaee 2/26/15 #tradeshowcorner | balluun.com/iaee 44

•  For more information or support, please contact us at:

– E-mail: [email protected] – Phone: +1-877-280-7222 – Social:

•  Twitter: @balluun •  Facebook: balluunmarketplace •  LinkedIn: balluun-inc •  Google Plus: +Balluun •  YouTube: balluuninc

– Web: http://www.balluun.com/resources

Balluun Marketing Team


Digital Marketplaces for Trade Shows

www.balluun.com/iaee
