1. What is KinetiCast? KinetiCast
is a Web-based technology company in Coxsackie, NY that has developed a unique online presentation tool to meet the needs of today’s sales professionals. Through KinetiCast, subscribers can send highly personalized and interactive presentations that catch the attention of their prospects, engage them in an interactive viewing experience, and then track their level of interest. What’s more, KinetiCast even sends email notifications when the a presentation is being viewed, so that you can follow-up with prospects that are interested, even if you’re away from your desk.
To begin with, KinetiCast’s intuitive interface allows you to incorporate as much information as you like (e.g., text, images, videos, hyperlinks and even lengthy business documents) without bogging down your prospects’ inbox. This is particularly useful when companies do rollouts and a bunch of standard documentation is required.
By allowing you to embed video in your presentations, KinetiCast also helps you to establish rapport with your prospects, so that they can put a face to your name. You can upload existing video or capture new video and set it to play automatically when the viewer opens the page. This tool allows salespeople to easily personalize their message and quickly grab viewers’ attention. It saves time without being impersonal, and the end product looks like a lot of work has gone into it. Also, since it offers the option of using interactive buttons and sequences of slides, each visitor can have their own experience, which makes it more memorable. Users can either upload pre-existent PowerPoint presentations, or create one from scratch through KinetiCast’s easy-to-use interface.
KinetiCast also tracks a variety of data points from which to draw conclusions and future action plans. This data includes the number of times a presentation was viewed, the amount of times it was forwarded, the amount of time spent on each slide, how much of each video was viewed, and how many times the web link or download link buttons were clicked. Depending on the purpose of their analysis, users can sort the information along several dimensions, such as most frequently viewed and most recently viewed. By providing this essential information to a sales and marketing team, the user-company can target the more interested prospects rather than waste time and effort soliciting uninterested individuals.
Today, it is becoming increasingly difficult to get a scheduled appointment with key decision makers; however, KinetiCast helps you get your foot in the door with a highly personalized presentation that can then be passed on to those who do make the decisions. Each time it is forwarded, you are provided with automatic notifications that enable you to follow-up with prospects in a timely manner. In addition, these emails pull contact information from your address book so that you are able to make an informed follow-up call from the field. What’s more, KinetiCast allows you to update your presentation at any point so that viewers will see the most recent version.
From a collaboration standpoint, a sales department can create a PowerPoint presentation and upload it to KinetiCast’s server. From there, the sales team can imbed an introductory video or hyperlinks that lead to external sites or documents. In this way, KinetiCast makes it possible to share files and presentations between coworkers within the same account so that individuals can then take that presentation and send it out as their own. This enables the Director of Marketing to create the presentations and send them out to the sales force, so they don’t have to create their own. Each sales person can then customize it and add his or her own welcome video to make it more personal.
2. How was KinetiCast created, and what relationships and collaborative efforts were involved in bringing the technology to market?
To answer this question, CEO Michael Grosso offered the following:
“KinetiCast was born out of the idea that software could be leveraged to improve the sales process. In my career prior to founding KinetiCast in 2007, I spent 10 years in sales and sales management, 6 years in the software industry and 4 years as a consultant implementing continuous improvement methodologies, such as Six Sigma and Lean. I began looking at the sales process and how it could be improved. When you improve any process, you look to identify and improve the bottleneck or constraint. In the sales process, the constraint is at the top of the sales funnel. For example, consider the following sales process:
“If you were to increase the effectiveness of the two process steps with the lowest yields by just 10% each (Indentify to Contact from 20% to 30% and Contact to Qualify from 30% to 40%), you would double the number of customers the process would yield from 22.5 to 45. KinetiCast was designed with this in mind.
“KinetiCast addresses a number of the reasons why sales professionals are unable to advance a prospect through these first couple of sales stages. One is that prospects often request additional information and the sales professional doesn’t know if the prospect is really interested. With KinetiCast’s tracking and analytics, the sales professional can know exactly who’s interested and what they’re interested in. Another big challenge in sales today is that sales cycles are getting longer and longer and sales professionals need to figure out ways to keep their prospects engaged. Again, KinetiCast can help by delivering engaging content at the convenience of the prospect.
“As we all know, not all salespeople, prospects and sales processes are the same. Consequently, we designed flexibility in KinetiCast to accommodate many different sales applications. Our customers have realized significant productivity gains by using KinetiCast at all stages in the sales process.
“KinetiCast’s development team, headed by Anthony DeBonis (CTO) and Cortland Winters (Sr. Technologist), took just under a year to release the initial version of KinetiCast. Since then, there have been new releases of the software about every six weeks. KinetiCast has an aggressive product roadmap that includes many new ways to help sales professionals be more effective.”
3. What is KinetiCast’s business plan?
KinetiCast plans to expand by working with complimentary technology companies like Salesforce.com to help its service gain momentum. The company drives Internet traffic to its website by using Search Engine Optimization, blogging, paid searches, and other various social media. KinetiCast also approaches resellers, such as video production companies, marketing firms, and telemarketing services, that can bundle KinetiCast with their existing products.
KinetiCast is available to both companies and individuals with different tiers of pricing based on usage.
4. What is the current status of KinetiCast?
When we first got started, we focused on small and medium-sized businesses, but recently we have also been competing for, and getting, large companies, such as DHL and UniFirst. It’s a very organic product, and it is continually evolving. We come out with a new release of software about every 6 weeks, constantly introducing new features that benefit sales professionals. Most of our innovation is driven by suggestions from our existing customer base. We are expecting to launch our new website on July 1st.
5. Who is on the KinetiCast Executive team?
• Michael Grosso, President
• Anthony DeBonis, CTO
• David Tyner, Director of Sales