(One in an ongoing series of sample drip content marketing campaigns for IT vendors. Feel free to steal this sequence or, if you’d like help customizing one for your needs, email or call at 508 725-7258.)
DevOps is the process of combining historically separate development and operations functions to speed application deployment. This is especially useful for companies that need to rush consumer-facing mobile or social applications to market, or those that need to roll out or test new features quickly.
But DevOps is a major change, especially for large organizations with complex and/or highly regulated software environments. That means opportunity for vendors that sell tools or services to help them make the shift.
Here’s a quick, and relatively easy, content marketing sequence to identify and rank prospects for your DevOps offerings.
Story One, for those at the “top of the funnel/awareness” stage: Explain DevOps and how it’s different and better than what came before. Describe how a DevOps org chart is different than a conventional environment where development and operations are separate. Explain, based on your actual experience with customers, to what extent DevOps is hype or real. Be realistic and honest about what types of organizations and business cases it is best suited for. Cite case studies and examples of how actual customers made the shift and the benefits they realized.
Offer this ungated (no registration required) to establish yourself as a trusted and knowledgeable advisor. Promote via your Web site, email newsletters, content syndication, social media, etc. The call to action is a link to a second, also ungated story, for prospects that are moving into the consideration phase.
Story Two: Use the ever-popular checklist format for an “Is DevOps for me?” piece. Questions for readers to ask themselves might include:
- “Have I missed a market opportunity in the last year because I couldn’t field a new app quickly enough?”
- “Is my A/B testing of new application features taking too long? How much would it be worth to speed that up?”
- “Do I have the stomach for the organizational and skill changes required to move to DevOps?”
- “Do I have executive backing to make these changes and force my developers and operations folks to work more closely together?”
Promote this piece as you did story one, offering it ungated to attract the widest audience. The call to action can ask reader to register to read a third, gated piece that contains more detailed implementation guidelines.
Story three: A DevOps reality check for those in more serious consideration mode. Based on real-world experience, describe what it takes to implement DevOps in the real world. Make this a detailed implementation guide that doesn’t shy away from the tough changes in both process and technology needed to implement DevOps. Include sometimes-forgotten considerations such as security and how DevOps may affect databases. How much training, in what areas, and at what cost are required for your staff? Where do companies typically go wrong in their shift to DevOps and how can other companies avoid these mistakes?
Gate this with a short two to three field form (for example, name, email address, company name) that captures basic tracking information without scaring off too many readers. (You can profile them more carefully later with additional questions.) Since every prospect’s needs are unique, the call to action can be to offer a detailed assessment of their specific DevOps readiness. For those who stopped at stories 2 or 3, continue to marinate them in other useful content until they’re ready for further engagement.
Note: In place of “story” in this sequence feel free to replace with “webinar,” “video”, “podcast,” “white paper,” or other format.) And if you have a product or service you’d like to see a sample sequence for, drop me a line or call at 508 725 7258.
Filed under: Content Marketing For IT Vendors
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