Провели онлайн-конференцию за $200 тыс., получили 56 тыс. новых пользователей: как работает маркетинг в SEMrush
Ольга Андриенко — маркетинг-директор компании SEMrush. В подкасте Паши Педенко и Ярослава Степаненко Product&Growth Show она рассказала о том, почему поручила проект за $200 тыс. не самой опытной сотруднице, как компании удалось стать лидером на рынке и как бесплатно можно получить лид, который принесет $1 500.
SEMrush — международная компания, которая создает инструменты для интернет-маркетинга. Их сервисами пользуется примерно 5 млн человек. С компанией сотрудничают Booking.com, ebay, HP, Quora, vodafone, Deloitte и BNP Paribas. Главный офис компании находится в Бостоне, США.
Рост компании и первый миллион пользователей
Я попала в компанию как SMM-щик. Тогда нас было мало — примерно 50 человек, которые сидели в одном офисе. Команды маркетинга и продаж помещались и вовсе в одном кабинете. Но в какой-то момент наши основатели поняли, что по сравнению с остальными их проектами именно SEMrush дико растет. Поэтому сейчас у нас в этих отделах работает около сотни человек.
Ольга Андриенко. Фото: страница в Facebook
Всего же за шесть с половиной лет, что я здесь работаю, мы разрослись до 800 сотрудников и 6 офисов по всему миру.
Сейчас моя работа — сделать так, чтобы люди, которые даже не знают про SEMrush, стали нашими клиентами. Хотя бы бесплатными. У нас много бесплатных функций, кстати, на сайте можно делать до 10 бесплатных запросов в день.
Сейчас у нас 5 миллионов пользователей, но первый миллион нам дался с трудом. Я проработала в компании три года, прежде чем мы достигли этой отметки. Потом темпы ускорились. Два года назад мы опередили лидера рынка – компанию Moz (американская компания, которая также предлагает инструменты для SEO и интернет-маркетинга — прим. ред.).
Развитие и привлечение новых клиентов
Моя сильная сторона — общение. Я тот человек, который всех связывает. Когда мы занялись соцсетями, я не писала очень много постов, а стала тусоваться на страницах экспертов и делиться их контентом у нас. Я уделяла больше внимания лидерам мнений. Точно так же построила наше сообщество.
Одно из наших преимуществ — то, что мы локазируем наших маркетологов. В индустрии тогда ни у кого такого не было. Мы создали команды маркетологов одного профиля, но в разных регионах: во Франции, в Италии, в Испании и в Германии.
Мне достался самый классный регион, который назывался «Весь остальной мир» (смеется). С ним было трудно работать из-за разных часовых поясов. Иногда мне приходилось вставать в два часа ночи, потому что мой регион как раз начинал работать.
В наших статьях в блоге, в подкастах мы рассказываем о том, как делать маркетинг, а потом начинается воронка и мы переключаемся на то, как его делать с SEMrush.
Кроме этого, срабатывает ретаргетинг (реклама, которую вы видите в зависимости от ваших предыдущих запросов/действий в интернете — прим. ред.).
Еще мы хорошо вкладываемся в контекстную рекламу. Например, Артем из AHrefs (Тим Соуло — маркетинг-директор и менеджер по продукту в компании AHrefs — прим. ред.) считает, что реклама – это дорого, и у него совсем другая стратегия. Мы тоже считаем, что это дорогое удовольствие, но вкладываемся и получаем от этого выручку.
Зачем проводить бесплатную онлайн-конференцию за $200 тыс.
До этого мы уже делали конференцию (Digital Transformation Day — форум о цифровой трансформации бизнеса — прим. ред.), проводили вебинары. Они хорошо привлекают новую аудиторию, все любят видеоконтент.
К тому же, нам нужно создать миллиард маркетологов. Эта идея недавно пришла в голову нашему CIO (директор по информационным технологиям — прим. ред.). Сейчас в принципе нет столько специалистов, поэтому перед нами стоит задача их не только привлечь, но и вырастить.
Мы решили не делать брендовую конференцию, на нее мы бы не смогли завлечь такие компании как Google, Twitter, Facebook. А чтобы привлечь новую аудиторию, не SEO-шников, нам нужно было создать что-то, что расскажет в первую очередь про маркетинг, а не SEMrush.
Это была 24-часовая онлайн-конференция. Мы не хотели показывать людей из книжного шкафа, как обычно показывают на вебинарах, а хотели все делать в студии телевизионного качества. Я хотела, чтобы на экране было видно, что общаются люди, которые находятся в разных городах, как репортеры в новостях.
Мы вложили в Global Marketing Day $200 тыс. В результате у нас зарегистрировалось 56 тыс. пользователей. Над проектом работало 6 человек, не считая дизайнеров.
Подготовку проекта я отдала Кате. Ей 25 лет и раньше она занималась проектами помельче. Я всегда так делаю, поэтому мои люди растут очень быстро. Я прихожу с идеей, говорю: «Вот проект и ты его делаешь», и сразу ухожу.
Я наблюдаю за проектами со стороны и прихожу только в исключительных случаях, когда видно, что нужна помощь. Но в итоге я безумно горжусь всеми, кто участвовал в проекте. Мы получили бесценный опыт. И Катя точно не ожидала, что сможет такое организовать.
Как улучшить продукт, развлекая лидеров мнений
SEMrush Summer Jam – это мероприятие, на которое мы приглашаем несколько сотен лидеров мнений, чтобы они изучили наш сервис и его инструменты. Перелет они оплачивают сами, но за развлекательную программу и проживание платим мы.
Также мы привозим одного секретного лектора, в прошлом году это был Дэвид Аллен, автор бестселлера «Getting Things Done».
SEMrush Summer Jam. Фото: страница в Facebook
На мероприятие мы отправляем своих продуктологов, там они узнают, чего не хватает продукту и что можно еще внедрить. Это очень ценно, ведь мы получаем отзыв от экспертов, а не обычных пользователей, которым все нравится. А эксперты критикуют. Они хотят что-то новенькое. Правда, не все советы реально внедрить.
Мы не требуем, чтобы нас упоминали и рекомендовали. Но участники после мероприятия сами считают, что вложили часть себя в наш продукт. Мы создаем вокруг себя сообщество, а благодаря таким съездам и общению, мы эмоционально привязываем к себе людей.
Это все выходит дорого, но не по бюджету, а в первую очередь по времени, которое мы тратим вместе с командой. Продуктологи выпадают из рабочего процесса на два дня. А я лично выбираю каждого человека, которого мы приглашаем на мероприятие, пишу ему письмо, общаюсь.
Сколько стоит один лид?
Благодаря онлайн-конференции мы получили 56 тыс. пользователей за $200 тыс., то есть примерно $4 за лид (потенциальный клиент, который отреагировал на маркетинговые действия компании — прим. ред.). Но перед нами тогда не стояла задача продать SEMRush. Такие проекты делают для того, чтобы повысить узнаваемость бренда, высоких продаж от них ждать не стоит.
Я не могу сказать, что лиды от таких мероприятий дороже или дешевле тех, которые мы привлекаем стандартными маркетинговыми инструментами. Всегда по-разному. Например, лид из рассылки может стоить нам $5. Через рекламу на LinkedIn цифры совсем другие.
Когда я еще занималась SMM, то увидела твит одного финна: «Что лучше: SEMrush или Chat Metrics?». Я увидела, что он живет в Хельсинки, написала ему и пригласила на мероприятие, где была наша команда. Он сходил и в тот же день сделал у нас заказ на $1 500 — купил годовую подписку. Стоимость лида в этом случае была минимальная.
А бывает, что клиент прошел уже по всей воронке, но все равно ничего не покупает.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
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3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
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FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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FB friends spy is a facebook windows application that offers to its user’s information about their friends they cannot find in there profiles:
1. Online presence information (offline/online) even if you are in offline chat mode. 2. People most interested by them.
3. People most interacting with them(on comments not messages , spying on messages is illegal and forbidden by facebook, so it is impossible to do, thank you for your understanding). 4. latest Facebook statuses
5. Places visited. 6. Events attending or already participated in
FB friend's spy will ask you for permissions to offer you the information you want, this information will and still be used only by you, it will not be used by anyone else. FB friend’s spy uses Facebook SDK to connect to Facebook, so users don’t have to worry about their private or secret information.
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Explore Properties List of international goals scored by Landon Donovan - Wikipedia
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Player Stats Landon Donovan.Landon Donovan - Wikipedia Mar 26, В В· Landon Donovan Alexi Lalas Africa: CAMEROON: Roger Milla CГ”TE D'IVOIRE: Didier Drogba GHANA: MichaГ«l Essien Abedi Pele These players not have faces in my Fifa And never seen in "new" Fifa. Last seen on Fifa And other players like Cantona, Ravelli, Boniek, Rivera, Conti are scanned? Last edited. About Press Copyright Contact us Creators Advertise Developers Terms Privacy Policy & Safety How YouTube works Test new features Press Copyright Contact us Creators. Aug 06, В В· A TOTS Donovan review! How does the US legend TOTS Landon Donovan perform in-game relative to his stats? Is he worth the hefty price tag? Find out . Donovan retired from international soccer on October 10, , having not participated in the FIFA World Cup. [9] Donovan has scored three hat-tricks during his international career: against Cuba in the CONCACAF Gold Cup (where he scored four goals), against Ecuador in a friendly, and against Scotland in a friendly. [1]. Landon Donovan on FIFA 17 - FIFA 10, all cards, stats, reviews and comments! Landon Donovan on FIFA 17 - FIFA 10, all cards, stats, reviews and comments! FIFA 78 DONOVAN CF 85 PAC. 74 SHO. 75 PAS. 77 DRI. 55 DEF. 62 HEA. 80 DONOVAN . Landon Donovan plays as a Wide Midfielder for Los Angeles Galaxy. In FIFA 14, Donovan got a rating of 79 and a potential of View all his stats at FIFA Index. Aug 06, В В· Landon Donovan 85 - live prices, in-game stats, comments and reviews for FIFA 14 Ultimate Team FUT. Join the discussion or compare with others!73%. Landon Donovan is left off the 23 man World Cup Roster, and I don't think it's a bad thing for the USMNT. Why did this happen? And what does this mean for th. Sep 07, В В· Landon Donovan 78 - live prices, in-game stats, comments and reviews for FIFA 14 Ultimate Team FUT. Join the discussion or compare with others! Sep 23, В В· Landon Donovan 86 - live prices, in-game stats, comments and reviews for FIFA 17 Ultimate Team FUT. Join the discussion or compare with others!64%.
Landon Donovan
Landon Donovan FIFA 14 - 85 TOTS - Prices and Rating - Ultimate Team | Futhead
Landon donovan fifa 14.Landon Donovan - FIFA 17 - FIFA 10 | Futhead
Landon Donovan FIFA 14 Career Mode - Rating & Potential - Player Stats
Landon Donovan FIFA 17 - 86 Legend - Prices and Rating - Ultimate Team | Futhead
Landon Donovan FIFA 14 - 78 - Prices and Rating - Ultimate Team | Futhead
Landon Donovan plays as a Wide Midfielder for Los Angeles Galaxy. In FIFA 14, Donovan got a rating of 79 and a potential of View all his stats at FIFA Index. Sep 23, В В· Landon Donovan 86 - live prices, in-game stats, comments and reviews for FIFA 17 Ultimate Team FUT. Join the discussion or compare with others!64%. Landon Donovan on FIFA 17 - FIFA 10, all cards, stats, reviews and comments! Landon Donovan on FIFA 17 - FIFA 10, all cards, stats, reviews and comments! FIFA 78 DONOVAN CF 85 PAC. 74 SHO. 75 PAS. 77 DRI. 55 DEF. 62 HEA. 80 DONOVAN . Mar 26, В В· Landon Donovan Alexi Lalas Africa: CAMEROON: Roger Milla CГ”TE D'IVOIRE: Didier Drogba GHANA: MichaГ«l Essien Abedi Pele These players not have faces in my Fifa And never seen in "new" Fifa. Last seen on Fifa And other players like Cantona, Ravelli, Boniek, Rivera, Conti are scanned? Last edited. Sep 07, В В· Landon Donovan 78 - live prices, in-game stats, comments and reviews for FIFA 14 Ultimate Team FUT. Join the discussion or compare with others! Aug 06, В В· Landon Donovan 85 - live prices, in-game stats, comments and reviews for FIFA 14 Ultimate Team FUT. Join the discussion or compare with others!73%. Aug 06, В В· A TOTS Donovan review! How does the US legend TOTS Landon Donovan perform in-game relative to his stats? Is he worth the hefty price tag? Find out . About Press Copyright Contact us Creators Advertise Developers Terms Privacy Policy & Safety How YouTube works Test new features Press Copyright Contact us Creators. Donovan retired from international soccer on October 10, , having not participated in the FIFA World Cup. [9] Donovan has scored three hat-tricks during his international career: against Cuba in the CONCACAF Gold Cup (where he scored four goals), against Ecuador in a friendly, and against Scotland in a friendly. [1]. Landon Donovan is left off the 23 man World Cup Roster, and I don't think it's a bad thing for the USMNT. Why did this happen? And what does this mean for th.
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