3. About Me
• Co-Founder and CEO of Kapost,
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the leading content marketing
software platform
Prior to Kapost, I was the CoFounder and CEO of Qloud, an
online music application that grew
to over 25MM users before being
acquired by BuzzMedia
4. Today You Will Learn
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How to produce your content marketing strategic plan
How to put together your content marketing team
How to develop a content ideation process
How to develop a content ideation process
How to plan and schedule your editorial calendar
How to develop your content production process
How to drive audience to your content
How to use your content to fill the sales funnel
How to measure your content success
14. Idea Generators,
Subject Matter Experts
Distribution /
"Customers"
Content Producers &
Approvers
Internal
Managing
Editors
External
Top of Funnel
Middle of Funnel
Bottom of Funnel
(Sales)
16. Team: Production
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Internal Producers
o (Creative) Marketing
o MarCom / PR
o Product Marketing
External Producers
o Agencies
o Freelancers
o Influencers
Internal Approvers
o Executives
o Legal
o "Customers"
Managing Editor
17. Team: Distribution / "Customers"
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Top of the Funnel
o Influencers
o Social Media
o Website / SEO
Middle of the Funnel
o Demand Generation
o Marketing Automation
Bottom of the Funnel
o Sales
o Field Marketing / Sales Enablement
20. Content Ideas
Source
Process
Internal Voice of the
Customer: Sales,
Service, Support
Idea Submission &
Follow-up
Social Listening /
Influencers
Social Team
Direct Voice of the
Customer
Interviews, Surveys
37. Get "Customer" Buy-in on Calendar
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Content "Customers" = social / SEO / website team,
demand gen team, sales / sales enablement team
Share calendar early and often
38. Define Processes and Workflows
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Production of content requires lots of contributors,
approvers
Don't let logistics ruin your content efforts
39. You are in competition for your Buyer's attention!
NO
YES
43. Top of the Funnel
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Influencers
SEO
Paid Media
Syndication
44. Influencers
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Influencers = those in your topic with lots of visitors,
followers
Your job: earn links from Influencers to your content
How:
o Map influencers
o Develop relationships
o Engage: ideas, content production
o Mini-marketing campaign per asset
45. SEO
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Rules have changed: no longer a technical game
Heavy lifting: Influencers
Also must:
o Map out keywords
o Make sure content covers keywords
o Make sure content optimized for keywords
o Track page rank progress
49. Middle of the Funnel: Visitor > Lead
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Return to Site
o Email, Twitter, RSS
Circulate - Calls to Action
o Other Content
o Build to Gated Content
Build Trust
Value Exchange
50. Middle of the Funnel: Lead Nurturing
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Inbox
Identity = information
Marketing automation
Customize
o Demonstrated interests
o Level of purchase intent / lead scoring
52. Bottom of the Funnel: Sales Enablement
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Successful sales rep
teach customers about
their issues
Thus Buyer-focused
content needs to be
made available to sales
teams
57. What are the patterns
inside the numbers?
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campaigns?
authors?
content types?
categories
58. Key Takeaways
• How to produce your content marketing strategic
plan
• How to put together your content marketing team
• How to develop a content ideation process
• How to develop a content ideation process
• How to plan and schedule your editorial calendar
• How to develop your content production process
• How to drive audience to your content
• How to use your content to fill the sales funnel
• How to measure your content success