2017 Global Web Event Services Growth Excellence Leadership Award

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1 2017 Global Web Event Services Growth Excellence Leadership Award

2 Contents Background and Company Performance... 3 Industry Challenges... 3 Growth Performance and Customer Impact... 4 Criterion 1: Growth Leadership Excellence... 4 Conclusion... 7 Significance of Growth Excellence Leadership... 8 Understanding Growth Excellence Leadership... 8 Key Benchmarking Criteria... 9 Best Practices Award Analysis... 9 Decision Support Scorecard... 9 Growth Performance Customer Impact Decision Support Matrix Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices The Intersection between 360-Degree Research and Best Practices Awards Research Methodology About Frost & Sullivan Frost & Sullivan We Accelerate Growth

3 Background and Company Performance Industry Challenges The global web events market, which includes webcasts, webinars, and virtual events, continues to see solid growth as customers seek better ways to take their message to a large audience in a more compelling and cost-effective way. Frost & Sullivan research confirms that key market drivers spurring growth in this industry are solutions that offer ease of use/self-service while driving greater attendee engagement, along with interactivity helping organizations to manage, organize and distribute content in flexible formats (ranging from live to on-demand and persistent experiences). Customers worldwide report to Frost & Sullivan how they are leveraging web events for their marketing events, sales enablement, training environments and corporate communications. Shaped by trends such as mobile and social webcasting, cloud proliferation, and real time reporting and analytics, web events are seeing significant technology evolution. HTML5 and WebRTC are becoming the cornerstone technologies lowering the barriers to user adoption. Simple integrations with business workflows (e.g. Salesforce, Marketo, Eloqua, HubSpot and LMS), as well as social platforms and social media sites, are also driving the effectiveness of web events. As the technology continues to advance, and as user awareness grows, so are the overall opportunities and revenue for providers in this space. Frost & Sullivan expects considerable momentum in the future from wider adoption within enterprises as well as SMBs. However, providers must still contend with several pressures. Today s global web events landscape is becoming complex to navigate. Customers have numerous providers and types of solutions to choose from. Specifically, webcasting providers are struggling to differentiate their solutions from web conferencing and webinar services. Next-generation, all-in-one collaboration services that integrate live broadcast capabilities are also posing a threat to established web event vendors. As users migrate to more self-service events, pricing pressures have grown. Frost & Sullivan also expects to see annual price declines greater than 10 percent. Last but not least, the availability of lowpriced webinars that are full featured is causing further competition for webcasting services. The end result is the fact that maintaining and enhancing revenue growth in this market is quite challenging. In a competitive market, Frost & Sullivan believes that growth excellence leadership is only achieved when a provider can clearly address the user needs and drive value to customers. INXPO is properly addressing the emerging needs of the market by offering a webcasting platform that allows the company to extend its reach, drive engagement and maximize ROI. The Frost & Sullivan Global Growth Excellence Leadership Award recognizes INXPO s focus on innovation and technology improvements, the way that they drive a clear business advantage, and how they enhance the true value that its customers receive. Frost & Sullivan We Accelerate Growth

4 Growth Performance and Customer Impact Growth Leadership Excellence The global web event services market, which includes cloud-based webinars and webcasting services, reached $554.7 million in 2016 growing at 12.5 percent. Frost & Sullivan expects the market to almost double in five years. In 2016, the fastest growth in the market came from pure-play webcasting solutions at 13.7 percent - followed by webinars at 11.0 percent. The number of webcasts skyrocketed by 31.7 percent in INXPO has been in the web events space for over 12 years. In 2016, INXPO grew at the highest pace among major web events vendors and, as a result, significantly enhanced its market share. Driven by fast customer acquisition and its innovative platform, INXPO s revenue grew at over 25 percent over the prior year. INXPO s revenue market share grew to 8.5 percent of the global webcasting market (up from 5.8 percent two years back). With an estimated 15,000 webcasts in 2016, it grew the number of events at a rapid 66.7 percent, the highest in the webcasting market. In 2017, rapid product innovation and the launch of INXPO STUDIO are keeping INXPO on track for continued momentum, which Frost & Sullivan expects to further solidify its market position. Frost & Sullivan ongoing research reveals that the key performance driver for INXPO s success include its industry leading and comprehensive solutions portfolio that effectively meets customer needs for webcasts, online events and web-based enterprise video communications for both B2B and B2C applications. Pace of Innovation With innovation in its DNA, the INXPO team is constantly looking to disrupt the webinars and webcasting market by developing products that provide ease of use, along with rich engaging experiences that lead audiences to take action and drive business results. In Q1 2017, INXPO launched its next generation webcasting platform, INXPO STUDIO. INXPO STUDIO keeps the best elements of its predecessor, the XPOCAST platform, and adds to it the power of HTML5 and video. Many of INXPO STUDIO s enhancements involve new video capabilities that enrich the webcasting experience for both the presenter and the attendees. It offers key enhancements (such as replacing Flash with HTML5) and the ability to present multiple speakers in the webcast, including a split screen option for presenters allowing broadcast using multiple video sources. INXPO STUDIO automatically shifts the person speaking into a larger window, which makes it easier for viewers to see who is speaking. Also new is a picture-in-picture function that can insert a talking head video into a slide or a screencam demo. In addition, this simplifies presenter controls and enables an accommodating viewer experience that will expand the use of video in marketing and training webinars. Lastly, a new benchmark reporting feature provides simpleaccess to contextual reports allowing customers to gauge overall performance Frost & Sullivan We Accelerate Growth

5 compared to their own events, or the INXPO STUDIO. This helps the company s clients better gauge the success of their events and programs across the industry. INXPO has clearly taken the lead in the market for the transition from Flash to HTML5, providing IT professionals peace of mind when it comes to ease of use, accessibility and scalability. HTML5 allows mobile and desktop viewers to join webcasts without downloading an app, which encourages greater adoption and higher attendee participation. With adaptive bitrate delivery, mobile viewers can still view the presentation (even when watching on Wi-Fi or cellular connections). Frost & Sullivan has observed over the years how video conferencing is evolving into a mainstream communications tool. Technology advancements, improved cost-benefit ratio, availability of video over mobile devices, and a greater flexibility in deployment models have all resulted in viral adoption triggering not just B2B, but also B2C use cases that have led to pervasive video for everyone. However, its use in webcasts has been riddled with usability, scalability and quality issues. INXPO s innovations are making video front and center. INXPO s differentiator and emphasis is on live presenter video, with a large percent of its events having a live video component. Video is particularly relevant for applications like marketing, training, and sales enablement, where adding video to the messaging adds tremendous value. INXPO continues to stay on a strong R&D track, which will lead to further strengthening of the company s solution. In June, it will add features such as a producer tool allowing flexible video layouts; a social streaming feature which will allow live video streaming across social media platforms, giving audiences more flexibility to watch webcasts; mobile presenter capability; and advanced real time performance monitoring for proactive diagnostics and management of the quality of webcasts for each attendee. Comprehensive Portfolio for Varied Use Cases While many leading webcasting vendors today focus on demand generation and customer engagement as the dominant use case, INXPO s platform supports multiple use cases in an organization - marketing, sales enablement, training, corporate communications and more. This allows INXPO to lead with a single platform approach for large enterprise customers that are now consolidating purchases and standardizing across departments on a single solution. As a result, INXPO has aggressively pursued a land and expand strategy, which has served it quite well. Web event customers report to Frost & Sullivan that they are looking for stronger end-toend capabilities to extend the life of their events. The lines between live webcasting and on demand content are blurring. Customers are increasingly looking for one to flow into the other through platforms that offer end-to-end capabilities. Enabling users to share content amplifies the reach of the message and offers a dynamic environment for the audience to get involved. As a result, there is a growing user demand to make the web Frost & Sullivan We Accelerate Growth

6 events and videos available in one location, creating content portals or hubs where the content can live for easy access. INXPO s broad solutions portfolio clearly addresses these needs. INXPO s Video Platform for the Enterprise offers next generation webcasting; online virtual events including hybrid events; and a video portal platform called INXPO Business TV. INXPO Business TV Solution allows customers the ability to set up a private and secure Corporate YouTube portal, where the content created from live and recorded webcasts and other videos can live on for on-demand consumption by internal and external audiences, extending the life of events. In addition, INXPO has an equally strong focus on fully managed services that are often required by its enterprise customers. INXPO refers to it as Event as a Service(EAAS), providing end-to-end support including event strategy, audience acquisition, video production (capturing and streaming), speaker training, and technical support. Strong customer acquisition INXPO has seen rapid customer acquisition. Its customer roster includes prominent companies like Autodesk, AON, IBM, Amazon Web Services, Cisco, Red Hat, Microsoft, Hyatt and CNBC. INXPO grew its new customer acquisition in 2016 and strengthened and broadened its current business relationships. The company has a broadening global footprint, and the reach of its technology has extended to 157 countries today. In addition, INXPO s Video Platform for the Enterprise supports localization in 19 different languages, providing a personal experience for attendees anywhere. Examples of successful deployments include the following prominent customers. Large Fortune 100 Global Consumer Goods Manufacturer Use Case - Marketing, Training, and Corporate Communications The company has been a customer of INXPO s for over 8 years now and is a perfect example of its land & expand business model. Marketing Solution: INXPO began its relationship with the Marketing Department, doing external webcasts annually for about 4 years. The program grew into hosting virtual events for diversity recruitment fairs for students globally through its online events product. At the same time, the company started using INXPO s online events product to organize webcasts, videos and documents for knowledge sharing symposiums with internal audiences. Training Solution: Over the last 8 years, the company has used INXPO for skills development starting in one division and then expanding into 8 other learning and development groups with on-boarding and blended learning programs. These programs are hosted through INXPO s online events 365 day Frost & Sullivan We Accelerate Growth

7 environments for their R&D and Manufacturing divisions. Corporate Communications Solution: Over the last couple of years, INXPO began working with the company on their internal corporate communications through INXPO s Video Portals product with 9 Divisional Networks and 20 Channels of programming. The company s video portal station has over 100 annual video webcast programs including Quarterly Town Halls, and 15 different managerial/divisional groups hosting town halls monthly or quarterly. HIMSS Healthcare Information Management Systems Society Use Case - Marketing & Training Healthcare Information Management Systems Society (HIMSS) started running individual virtual events with INXPO in Each event would focus on a specific subject matter that would consist of 4-5 interactive webcasts over the course of 1-day. Over the years, the HIMSS audience has increased, which has led to a greater demand of relevant industry content. This demand led to a transformation of how they are using the INXPO platform. In 2016, HIMSS launched an always on, 365 virtual community called the HIMSS Learning Center. The HIMSS Learning Center consists of more than 1,000 hours of recorded conference presentations, live and on-demand webinars, and online course models that cover a variety of topics. Today they have over 80,000 subscribers to the Learning Center and are seeing an increase in attendance and overall engagement from their user community. Conclusion INXPO s innovation and unique, yet simple approach are truly changing how webinars and webcasts are being used and perceived. Frost & Sullivan firmly believes that INXPO s strong focus on the customer needs for enhanced and intuitive event experiences is leading to fast growth in its revenue and market share. For these reasons, INXPO has received the 2017 Frost & Sullivan Global Growth Excellence Leadership Award. Frost & Sullivan We Accelerate Growth

8 Significance of Growth Excellence Leadership Growth Excellence Leadership is about inspiring customers to purchase from a company, and then to return time and again. In a sense, then, everything is truly about the customer, and making those customers happy is the cornerstone of any long-term successful growth strategy. Companies that excel in driving growth strive to be best-inclass in three key areas: meeting customer demand, fostering brand loyalty, and carving out a unique, sustainable market niche. Understanding Growth Excellence Leadership Companies that creatively and profitably deliver value to customers ultimately set up their businesses for long-term, rapid growth. This is what Growth Excellence Leadership is all about: growth through customer focus, fostering a virtuous cycle of improvement and success. Frost & Sullivan We Accelerate Growth

9 Key Benchmarking Criteria For the Global Growth Excellence Leadership Award, Frost & Sullivan analysts independently evaluated two key factors Growth Performance and Customer Impact according to the criteria identified below. Growth Performance Criterion 1: Growth Strategy Criterion 2: Above-market Growth Criterion 3: Share of Wallet Criterion 4: Growth Diversification Criterion 5: Growth Sustainability Customer Impact Criterion 1: Price/Performance Value Criterion 2: Customer Purchase Experience Criterion 3: Customer Ownership Experience Criterion 4: Customer Service Experience Criterion 5: Brand Equity Best Practices Award Analysis for INXPO Decision Support Scorecard To support its evaluation of best practices across multiple business performance categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool allows our research and consulting teams to objectively analyze performance, according to the key benchmarking criteria listed in the previous section, and to assign ratings on that basis. The tool follows a 10-point scale that allows for nuances in performance evaluation. Ratings guidelines are illustrated below. RATINGS GUIDELINES The Decision Support Scorecard is organized by Growth Performance and Customer Impact (i.e., these are the overarching categories for all 10 benchmarking criteria; the definitions for each criterion are provided beneath the scorecard). The research team confirms the veracity of this weighted scorecard through sensitivity analysis, which confirms that small changes to the ratings for a specific criterion do not lead to a significant change in the overall relative rankings of the companies. Frost & Sullivan We Accelerate Growth

10 The results of this analysis are shown below. To remain unbiased and to protect the interests of all organizations reviewed, we have chosen to refer to the other key participants as Competitor 2 and Competitor 3. Measurement of 1 10 (1 = poor; 10 = excellent) Growth Excellence Leadership Growth Performance Customer Impact Average Rating INXPO Competitor Competitor Growth Performance Criterion 1: Growth Strategy Requirement: Executive team has a shared vision for the organization s future growth and has created and implemented a strategy that is consistent with that vision. Criterion 2: Above-market Growth Requirement: Company s growth rate exceeds the industry s year-over-year growth rate. Criterion 3: Share of Wallet Requirement: Customers allocate a greater percentage of their total spend to purchasing products or services produced by the company. Criterion 4: Growth Diversification Requirements: Company is equally able to pursue organic (e.g., distribution channel optimization, new product innovation) or inorganic (e.g., acquisitions, partnerships) growth opportunities consistent with the long-term objectives of the organization. Criterion 5: Growth Sustainability Requirement: Company has consistently sought out opportunities for new growth, enabling the organization to build on its base and sustain growth over the long-term. Customer Impact Criterion 1: Price/Performance Value Requirement: Products or services offer the best value for the price, compared to similar offerings in the market. Criterion 2: Customer Purchase Experience Requirement: Customers feel they are buying the most optimal solution that addresses both their unique needs and their unique constraints. Criterion 3: Customer Ownership Experience Requirement: Customers are proud to own the company s product or service and have a positive experience throughout the life of the product or service. Frost & Sullivan We Accelerate Growth

11 Customer Impact BEST PRACTICES RESEARCH Criterion 4: Customer Service Experience Requirement: Customer service is accessible, fast, stress-free, and of high quality. Criterion 5: Brand Equity Requirement: Customers have a positive view of the brand and exhibit high brand loyalty. Decision Support Matrix Once all companies have been evaluated according to the Decision Support Scorecard, analysts then position the candidates on the matrix shown below, enabling them to visualize which companies are truly breakthrough and which ones are not yet operating at best-in-class levels. High INXPO Competitor 2 Competitor 3 Low Low Growth Performance High Frost & Sullivan We Accelerate Growth

12 Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best Practices Frost & Sullivan analysts follow a 10-step process to evaluate Award candidates and assess their fit with select best practice criteria. The reputation and integrity of the Awards are based on close adherence to this process. STEP OBJECTIVE KEY ACTIVITIES OUTPUT 1 Monitor, target, and screen Identify Award recipient candidates from around the globe Conduct in-depth industry research Identify emerging sectors Scan multiple geographies Pipeline of candidates who potentially meet all bestpractice criteria 2 Perform 360-degree research Perform comprehensive, 360-degree research on all candidates in the pipeline Interview thought leaders and industry practitioners Assess candidates fit with best-practice criteria Rank all candidates Matrix positioning of all candidates performance relative to one another 3 Invite thought leadership in best practices Perform in-depth examination of all candidates Confirm best-practice criteria Examine eligibility of all candidates Identify any information gaps Detailed profiles of all ranked candidates 4 Initiate research director review Conduct an unbiased evaluation of all candidate profiles Brainstorm ranking options Invite multiple perspectives on candidates performance Update candidate profiles Final prioritization of all eligible candidates and companion best-practice positioning paper 5 Assemble panel of industry experts Present findings to an expert panel of industry thought leaders Share findings Strengthen cases for candidate eligibility Prioritize candidates Refined list of prioritized Award candidates 6 Conduct global industry review Build consensus on Award candidates eligibility Hold global team meeting to review all candidates Pressure-test fit with criteria Confirm inclusion of all eligible candidates Final list of eligible Award candidates, representing success stories worldwide 7 Perform quality check Develop official Award consideration materials Perform final performance benchmarking activities Write nominations Perform quality review High-quality, accurate, and creative presentation of nominees successes 8 Reconnect with panel of industry experts Finalize the selection of the best-practice Award recipient Review analysis with panel Build consensus Select recipient Decision on which company performs best against all best-practice criteria 9 Communicate recognition Inform Award recipient of Award recognition Present Award to the CEO Inspire the organization for continued success Celebrate the recipient s performance Announcement of Award and plan for how recipient can use the Award to enhance the brand 10 Take strategic action Upon licensing, company is able to share Award news with stakeholders and customers Coordinate media outreach Design a marketing plan Assess Award s role in future strategic planning Widespread awareness of recipient s Award status among investors, media personnel, and employees Frost & Sullivan We Accelerate Growth

13 The Intersection between 360-Degree Research and Best Practices Awards Research Methodology Frost & Sullivan s 360-degree research methodology represents the analytical rigor of our research process. It offers a 360-degree-view of industry challenges, trends, and issues by integrating all 7 of Frost & Sullivan's research methodologies. Too often companies make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. The integration of these research disciplines into the 360-degree research methodology provides an evaluation platform for benchmarking industry 360-DEGREE RESEARCH: SEEING ORDER IN THE CHAOS participants and for identifying those performing at best-in-class levels. About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages more than 50 years of experience in partnering with Global 1000 companies, emerging businesses, and the investment community from 45 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan We Accelerate Growth