You might know about Mediafly’s SalesKit solution, which helps Fortune-ranked companies deliver the perfect in-person selling experience. But have you heard of ProReview? ProReview helps distribute pre-screen content for the world’s biggest film and television studios, as well as media agencies.
If you think that B2B sales and Hollywood are worlds apart, you’re absolutely right. That’s not to say, however, that there aren’t a few common denominators. Because we’re one of the few SaaS companies who have gotten the opportunity to work in these disparate industries, we’re able to view sales content differently from how “sales enablement” providers view it, both in the type of content and how securely we deliver that content.
Video as a crucial part of sales
Media and entertainment companies are obviously well aware of the power of video content; It’s the basis for their entire business. Sales organizations have been slower on the uptake, which is understandable. After all, presenting video content was incredibly difficult for a long time, lest you carry around brochures and VHS tapes. A lot of modern software, including Dropbox, still struggles with natively playing videos. Many sales enablement solutions don’t even try to integrate video, instead clinging to PowerPoint decks.
Marketers know the power of video and companies around the world have been incorporating it into their sales strategies as well. Is a customer testimonial going to be more effective as a written one-line quote or that customer speaking in a short clip? What better way to explain how a large piece of equipment (that you can’t bring to a sales meeting) works than a clip of it in action?
Because of the work our product team put into natively displaying video (instead of having to download it to your device) for Hollywood, the limitations of pitch decks became a long lost memory with SalesKit. Our customers’ sales reps (as well as our own) present multimedia content (whether video, PowerPoint, GIF or documents) in whatever combination works best for a particular customer. We all have different learning styles, so to stick to one medium, audience be damned, is not the way to go.
We’ve also gone a step further, allowing all those different types of content to be placed in an interactive framework, meaning you can explore that content with the customer and craft a new story with each meeting.
Securing sales content like it’s a summer blockbuster
For film and television studios, a leak before a movie can be disastrous. When the Expendables 3 was leaked a month before its release, the studio lost potentially $250 million in revenue.
Studios lose some level of control during awards season when DVD screeners go out into the wild, but they, and Mediafly by extension, take extraordinary measures to deliver that content as securely as possible before intended release. That includes DRM, SSL, forensic watermarking (visible and invisible) and completion of the Motion Picture Association of America’s (MPAA) Site Security Assessment.
Many of these security terms aren’t known as well in other industries as well as they are in Hollywood. For a Consumer Product Goods (CPG) company, their products are…consumer product goods, not the sales collateral that’s used to sell those products. Companies will want to meet regulatory requirements (e.g. HIPAA, FIPS), but won’t necessarily go the extra mile for their sales content.
For Hollywood, their product is the content, and it’s imperative that we take every measure we can to protect that content. Because of the measures that we’ve put into place, we can offer functionality that may not have even been on a company’s radar in terms of distributing sales collateral. Advanced user permissions, expirations and encryption can be the difference between your sales collateral and pricing staying with you and your customers, and being accessible by competitors.
B2B sales may not always be as glamorous as Hollywood, but to us, it’s equally important to secure content whatever it’s used for. No matter what your product is, we secure your content like it’s the product that you’re selling.
Watch the video below to learn more about how you can incorporate Interactive Content into sales meetings!
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