Case Study€¦ · Two days later, they had a few corrections and enough new quotes for the second edition. A week later, another 50 quotes created demand for the third edition, and

Case Study

INTRODUCTION..............................................4COLLECTING THE CONTENT ........................5

LINKEDIN..................................................................5

GROUPS.............................................................5

CONTACTS........................................................6

UPDATE (DISCUSSION THREAD) .....................6

MARKETING RESOURCE LIBRARY ...................6

PRESENTING THE CONTENT.........................7POSTING THE CONTENT ...............................8TRACKING THE ENGAGEMENT ....................9

ANALYTICS ...............................................................9

LEAD SCORING.................................................9

PROMOTING THE CONTENT ......................11LINKEDIN................................................................11

MARKETING RESOURCE LIBRARY.................11

MARKETING GROUPS ....................................11

PRIVATE MESSAGES........................................11

COMPANY PAGE.............................................12

PUBLICATIONS................................................12

EMAIL NOTICES.....................................................13

LIST.LY...............................................................13

SLIDESHARE FEATURE ..........................................14

REPURPOSING THE CONTENT....................15YOUTUBE................................................................16

MULTI-TOUCH MARKETING.................................17

SUMMARY......................................................18ENCOURAGING STATS.........................................18

STUMBLING BLOCKS............................................18

MEASURING SUCCESS .........................................18

ABOUT SPIDER TRAINERS....................................18

CONTENTS

PAGE 2

©2013 SPIDER TRAINERS

YOU SHOULD READTHIS ARTICLE IF YOU:

Are looking for ways to use LinkedIn for your B2B

marketing efforts

Are looking for unique ideas for inbound-content

marketing

Would like to learn how to repurpose content for

maximum exposure

Need ideas for promoting your inbound content

Need professional help for designing, developing,

and deploying a campaign featuring your inbound

content

TAGSContent marketing

Inbound content

Marketing

Marketing automation

Repurposing marketing content

Multi-touch marketing

LinkedIn

Great Big Book of Things Marketers Say

Great Big Book of Things Marketers Count

Case study

SlideShare

LinkedIn

PAGE 3


Even marketing companies must market, so in July

2013, Cyndie Shaffstall, founder of Spider Trainers,

asked herself, “How can I get our constituents to talk

about and share information about my company so we

can stay top of mind?” The answer was simple and

obvious: Talk about them.

Shaffstall knew she needed a topic for that discussion

that would not only promote the audience but also

self-identify individuals within the group as her target

audience. Since Spider Trainers’ client profile is

typically that of a marketing department looking to

architect a drip or nurture campaign, she conjectured

the best topic might well be… marketing.

The Great Big Book of Things Marketers Say is acollection of apropos quotes harvested mostlyfrom Shaffstall’s existing and newly establishedLinkedIn connections; in her words, “astutemarketers the world over.”

Shaffstall says, “Everyone likes to be recognized as an

expert, they like to be quoted, they want to be

validated. By creating the Great Big Book of Things

Marketers Say, we could manage all of these things for

multiple authors, who were also marketers, and many

of who represented our target audience. If those

authors/marketers then shared our book of quotes

within their network, we would be enlisting an entire

army to propagate Spider Trainers’ content.”

For the first edition, Spider Trainers collected more

than 160 quotes in just three days. Two days later, they

had a few corrections and enough new quotes for the

second edition. A week later, another 50 quotes

created demand for the third edition, and less than a

week after that, 50 more provided the fourth edition

content. With 150 new quotes now in the queue, they

are readying the fifth edition, though with their focus

currently on repurposing and promotional efforts,

Spider Trainers has no firm date for the next release.

That’s a good problem to have.

INTRODUCTION

PAGE 4


Figure 1. The Great Big Book of Things Marketers Say wastechnically a slide deck saved as a PDF for posting toSlideShare.net and Spider Trainers’ ESP servers.

LINKEDINTo create a book of quotes, one must first find enough

quotes to collect. LinkedIn made this easy.

GROUPSAs a member of a number of marketing groups,

Shaffstall and her team posted a message to each

relevant group explaining the project and requesting

contributions, such as: In just one sentence, what is

your best mobile-marketing or mobile-advertisingadvice? The text in bold was tailored to be

appropriate for the group’s focus. For example, when

posting to a group of SEO specialists, the text was

replaced with, best SEO advice, and so on.

The outpouring of advice, tips, tricks, and best

practices has not yet stopped. In many groups, after

more than a month, this topic continued to be the

most-active discussion.

Each person who contributed a quote to the

discussion, received a personal connection request

from the Spider Trainers’ team member who posted

along the lines of:Thanks for the great advice in the discussion Istarted. We would like to use your quote. If youwould prefer we not quote you, please messageme.Looking forward to connecting, Cyndie ShaffstallFounder, Spider TrainersEditor, Great Big Book series for marketersHere is the quote we would like to use. If thismeets with your approval, please grantpermission.[insert author’s quote]

If they accepted the connection request, they received

a response such as:Thank you for connecting. The Great Big Book ofThings Marketers Say will be posted first to ourgroup (Marketing Resource Library,http://www.linkedin.com/groups/Marketing-Resource-Library-4962178) before distribution.

COLLECTING THE CONTENT

PAGE 5


Figure 2. LinkedIn was theprimary source forobtaining quotesand also becamethe primary platformfor promoting thepublication.

Figure 3. An active discussion in at least eight groups, there have been more than5,000 comments and likes in the first 18 months—and the conversation is stillgoing strong, averaging another three more per day.

http://www.LinkedIn.com

This response message was designed to also bring

awareness to Spider Trainers’ exclusive LinkedIn

group, Marketing Resource Library, and an invitation

to encourage marketers to join. Since the first

promotional efforts would be sent to the Marketing

Resource Library group, having the authors join

provided Spider Trainers with an easy path to giving

advance, preferential notice once the slide deck was

published. More than 500 new marketers joined the

group based as a result of this invitation.

CONTACTSLinkedIn also made it easy for Spider Trainers to

contact all of their current connections using the

export-contact feature. These contacts received a

personal message by email describing the project and

requesting a marketing-advice quote.

According to Shaffstall, “The only downside to this

particular effort was most people use their personal

address as their LinkedIn contact address — as well

they should — but this message was actually a

business request.” A small number of people

questioned this and so, in retrospect, Shaffstall

concluded they should have provided more detailed

information in the email about why the recipient was

receiving a business message at their personal email

account.

UPDATE (DISCUSSION THREAD)Continuing their efforts in LinkedIn, Spider Trainers

also used their daily discussion thread to request

quotes from people who follow them.

MARKETING RESOURCE LIBRARYAs the final touch, a message was posted to Spider

Trainers’ group, Marketing Resource Library and

shared with Twitter. It was also promoted to the

Manager’s Choice feature in order to increase the

visibility of the request. Lastly, Spider Trainers used the

group messaging system to make one more call for

contributions.

PAGE 6


“An active discussion in at least eightgroups, there have been more than5,000 comments and likes in the first18 months—and the conversation isstill going strong, averaging threemore per day.”

The Great Big Book of Things Marketers Say is

technically a slide deck created in a publishing

application. Spider Trainers chose this application over

PowerPoint because they wanted high-end

typography features such as drop caps, kerning, and

tracking that would provide for a more engaging

presentation of the quotes.

Though a publishing application was used, the extra

effort was lost when the conversion utility at

SlideShare.net failed to maintain the carefully styled

text. In many of the pages, the large quote marks

shifted and overprinted the text, as seen in figure 4.

SlideShare was not able to resolve this issue, so Spider

Trainers provided a link to the high-res downloadable

file for those who wanted a printable version.

PRESENTING THE CONTENT

PAGE 7


Figure 4. The automatic PDF importer at SlideShare encounteredissues with the large quote marks and causing them to overlapthe text.

http://www.SlideShare.net

When enough quotes were collected to appropriately

title the project the great big book of anything (Spider

Trainers’ goal was 200, give or take), it was published

as a PDF

Letting viewers download willy-nilly was never their

intent. According to Chuck Meyer, client relations

manager at Spider Trainers, “Though inbound content

is about earning the business and drawing people in

so that you can show them the value of doing business

with your company, it’s also important to use that

content to collect leads whenever appropriate.”

SlideShare, figure 5, presents in a slide format with a

lead-capture form that allows viewers to ask for

contact. This is the yellow button along the bottom of

the slides.

POSTING THE CONTENT

PAGE 8


Figure 6. SlideShare stats continue to climb.Figure 5. SlideShare, acquired by LinkedIn, is another content-syndication site that promotes documents presented in slideformat.

ANALYTICSSlideShare Pro also provides engagement analytics in

a detailed report, figure 7a and 7b.

Spider Trainers blocked visitors from downloading the

deck from SlideShare and instead posted the hi-res

PDF on their ESP’s servers for download and tracking.

To access the gated content, visitors were presented

with a custom squeeze page on the Spider Trainers’

website.

The squeeze page provided only the option to

complete the form to get the slide deck; shown in

figure 9 (next page). Visits to this short form were

tracked using both Bit.ly (figure 10) and Google URL

builder combined with Google Analytics.

The super-simple squeeze page made the process of

getting the slide deck as painless as possible and a

prefilled form meant that current customers would

only need to click the submit button since their email

address was completed automatically.

LEAD SCORINGFor current leads and subscribers, Spider Trainers

tracked interest and used it to further segment their

marketing lists and increment their lead scores.

TRACKING THE ENGAGEMENT

PAGE 9


Figure 7a and 7b. SlideShare provides a fairly detailed analyticsreport that includes sources, countries, and social actions.

Figure 8. SlideShare Pro enables content providers to collectlead information from viewers who would like to be contacted.

PAGE 10


Figure 10. Spider Trainers tracked analytics for their squeeze-page traffic using Bit.ly, a URL shortener.

Figure 9. The simplified squeeze page and short, prefilled formensured minimized abandonment rates.

As any marketer using inbound content knows, it is not

build it and they will come. It is a long, involved

process of finding the right mix of promotional activity

and keeping it going with an engaging topic.

LINKEDINMARKETING RESOURCE LIBRARYSpider Trainers’ first-posted notice was, as promised,

to their exclusive group, Marketing Resource Library.

Most authors had joined this group after they received

the invitation, so the bulk of contributors received their

first notice in this manner.

MARKETING GROUPSNotices were also posted to groups where the

contributions had been harvested and if the group

allowed links, members were directed to

SlideShare.net and the squeeze page, with this

message:

Thank you to everyone for your wonderful quotes— you’ve been immortalized in print (or rather,pixels). The Great Big Book of Things MarketersSlideShare (http://spdr.at/19tnjJ6), or fordownload at http://spdr.at/13d5Sca

For groups that did not allow links, the members saw

this message:Thank you to everyone for your wonderful advice.The latest edition of the Great Big Book ofThings Marketers Say has been posted toSlideShare. Just search for me, CyndieShaffstall. (For whatever reason SlideShare’skeyword search doesn’t find the book... [sigh])

PRIVATE MESSAGESAfter the initial postings at the groups, Spider Trainers

notified the authors individually with private LinkedIn

messages such as:Hello, Ghazi; Thank you for your contribution to the Great BigBook of Things Marketers Say. Your quote is onpage 294. We have just posted the fourth edition and it isonline now.

PROMOTING THE CONTENT

PAGE 11


Figure 11. In order to further promote their exclusive LinkedIngroup, Marketing Resource Library, Spider Trainers made the firstpromotional announcement to these members.

?! As you can see in the LinkedIn messageabove, once Spider Trainers had the Great

Big Book of Things Marketers Say underway, theyalso published the Great Big Book of ThingsMarketers Count. You’ll find this second slidedeck mentioned in a number of the promotions.

You may view the book on SlideShare athttp://spdr.at/17ezbII or download a copy athttp://spdr.at/13d5Sca We have also just released the Great Big Book ofThings Marketers Count. It can be found online on SlideShare athttp://spdr.at/14mEA5G and for download athttp://spdr.at/18UxNlr Lastly, please take a moment to join ourexclusive group, Marketing Resource Library,which is 100% spam free and provides you a dailydigest of stories, infographics, videos, andmore that we moderators personally select.http://www.linkedin.com/groups?home=&gid=4962178 If you like our work, please share socially andrate or like us on the networks. Again, thank you. Your words of wisdom have madethis book a truly valuable resource formarketers the world over.

Spider Trainers used the Bit.ly shortened URLs to track

activity on all fronts. Most of the authors used these

same shortened URLs to share their own messages so

secondary traffic was also visible.

COMPANY PAGESpider Trainers also made good use of their LinkedIn

company page and posted the slide deck as a

product. They later added the video, discussed later in

this case study, for additional exposure.

PUBLICATIONSLinkedIn profiles include the option for authors to list

publications they have authored or co-authored.

Spider Trainers was reminded of this feature when one

of the authors, Eric Bengston, added the Great Big

Book of Things Marketers Say to his LinkedIn profile as

a publication he co-authored along with Shaffstall. A

publication added to the author’s profile will show up

in their LinkedIn discussion thread (depending upon

preferences settings).

Thanks to Eric’s gentle nudge, Shaffstall also added

the book to her profile and Spider Trainers sent yet

another LinkedIn message to the authors to remind

them to do the same.

Enough contributors took advantage of this

opportunity, to cause yet another spike in activity.

PAGE 12


Figure 12. Showing further deference to their own internet realestate, Spider Trainers also promoted the slide deck on theirLinkedIn company page.

Figure 13. LinkedIn Publications is a feature that lets authors layclaim to their works.

EMAIL NOTICESAs their first outbound effort, Spider Trainers’ leads,

subscribers, and clients received a blast email directing

them to the squeeze page (so their activity could be

tracked). The email contained social-sharing icons and

a link to share with a friend, but did not provide any

other links to detract from the call to action.

Once the visitor completed the form on the squeeze

page (shown previously in figure 9), Spider Trainers

fired off an auto-responder that contained the links for

download or viewing online. The download link

accessed the hi-res PDF on the ESP’s servers (tracked

through that service’s download analytics) and the read

online button directed the user to SlideShare. Of

course, in addition to tracking which of the two

buttons they clicked, Spider Trainers also tracked the

standard fare for the emails: opens, bounces, spam

complaints, deletes, time spent reading, and the like.

Spider Trainers began a steady stream of posts to their

LinkedIn networks; and, not only were they posting,

but their newly enlisted army — the authors

themselves — was posting as well. While it fell short of

going viral by most standards, except for the 15 Cool

QR Code Things video on their YouTube channel, the

Great Big Book of Things Marketers Say has easily

outperformed their previous inbound-content projects.

LIST.LYOnce outbound and social-media promotions were

underway, Spider Trainers started searching for other

creative promotional efforts — something new and

different — and edocr.com suggested List.ly. This

application, as the name implies, is a place to create a

list of anything you wish: baby names, cat breeds, slide

deck titles, favorite rock stars, and, well, astute

authors; as Spider Trainers did.

One feature of this site is designed to allow you to

import a list and, if you have social media URLs for a

list of people, it will reference that source for

information about the person in your list.

Spider Trainers generated a list of authors, most of

whom they had a LinkedIn URL, and imported into

List.ly. Unfortunately, the import feature balked and

only imported half of the authors. While working with

List.ly to resolve the bug, Spider Trainers started

PAGE 13


Figure 14 (right). For outbound messaging, Spider Trainers sentan email with an auto-responder to their current leads,subscribers, and clients.

thinking about giving something back to the authors

as a way of thanking them for their participation. Again

they turned to LinkedIn with personal messages

requesting permission to share their social URLs:Hello, Andrea;Thank you very much for contributing your wisewords to our Great Big Book of Things MarketersSay. (You might also like Great Big Book ofThings Marketers Count, http://spdr.at/14mEA5G)We would like to promote your social connectionsand are compiling a list of LEADING MARKETINGEXPERTS at List.ly. In order to provide you appropriate credit andenable people who appreciate your quote tofollow you, could you please share the URLs toyour social networks?Only provide URLs you would like us to pass onto our readers.______Fill in the user name/company name after thenetwork information provided below:______LinkedIn personal page: http://www.linkedin.com/LinkedIn company page:http://www.linkedin.com/company/Twitter: http://www.twitter.com/Facebook deck: http://www.facebook deck.com/SlideShare: http://www.slideshare.net/Google +: https://plus.google.com/Pinterest: https://pinterest.com/YouTube: http://www.youtube.com/______If you have not done so already, you maydownload the 4th edition hi-res version of GreatBig Book of Things Marketers Say athttp://spdr.at/13d5Sca.

______Please also follow Spider Trainers socially: LinkedIn company page:http://www.linkedin.com/company/spider-trainersTwitter: http://www.twitter.com/spidertrainersFacebook deck: http://www.facebookdeck.com/spidertrainersSlideShare:http://www.slideshare.net/cshaffstall/presentationsGoogle +:https://plus.google.com/109723967241815358314Pinterest: https://pinterest.com/spidertrainers/YouTube: http://www.youtube.com/

At the time of this writing, there has not yet been a fix

for this issue and so the social-connection accounts for

the authors has not been updated and published.

Not every promotional effort goes off as planned, but

Spider Trainers remained optimistic.

SLIDESHARE FEATUREThe email and LinkedIn postings represented the

beginning of the traffic wave and at the end of the first

day, Spider Trainers had nearly 300 views and caused

so much activity on LinkedIn that the slide deck was

promoted by SlideShare (owned by LinkedIn) as a

feature in the Hot on LinkedIn section of their home

page — where it stayed for the better part of four

days, eventually making it to the first position. This

feature drove an entirely new set of visitors to the deck

— people they never could have reached on their own

and people who, based upon their interest in the

subject matter, were smack-dab in the middle of their

target market.

PAGE 14


According to Shaffstall, “The publishing and promoting

of the Great Big Book of Things Marketers Say in the

myriad formats drives traffic, increases visibility, builds

credibility, and establishes authority and that should be

the goal of any content-marketing event.

“For me when it comes to content creation, I think,

‘Why stop here?’ Once I have gone to the trouble to

create a piece of content, I want to milk it for all its

worth. Content is gold, it’s expensive and difficult to

create, so it becomes imperative that every piece do

its job and show me a real return on my investment.

Not just in the event itself; but in the tools and

applications I license and purchase to promote the

content.”

Spider Trainers has so far successfully milked the Great

Big Book of Things Marketers Say for:

Building awareness for Spider Trainers’ brand

Building their social networks

Building their LinkedIn network

Growing the membership of the MarketingResource Library LinkedIn group

Promoting their YouTube channel

Promoting their website and resource center

Driving traffic to their website

Contributing to search-engine optimization

Displaying their acumen in content developmentand content marketing

…and as:

A slide deck

Posted to SlideShare

An slide deckoPosted to edocr.com

A PDF slide deckoA List.ly list of astute marketers

Ad copy for Facebook deck and LinkedIn (thathave yet to be published)

Auto-generated tweets posted from most pages

News announcement

Social postings

LinkedIn discussion thread, LinkedIn groupomessage, Twitter, Tumblr, Facebook deck,Delicious, Digg, Google+, Pinterest

Repurpose Your Content article

Guest blog on edocr.com blogoSyndicated through edocr.comoSyndicated through SlideShare oSyndicated through Project Eve oSyndicated through exploreB2BoArticle on SpiderTrainers.como

REPURPOSING THE CONTENT

PAGE 15


Figure 15. The activity of the original slide deck posting wassuch that Slide Share promoted the deck to their home page asa Hot on LinkedIn mention.

Using LinkedIn for B2B Marketing article (thisdocument)

Syndicated through edocr.comoSyndicated through SlideShare oSyndicated through Project Eve oSyndicated through exploreB2BoArticle on SpiderTrainers.como

A Strategic Approach to Promoting InboundContent case study

Syndicated through edocr.comoSyndicated through SlideShare oSyndicated through Project Eve oSyndicated through exploreB2BoArticle on SpiderTrainers.como

A resource download for a sponsored webcast

An email to Spider Trainers’ leads, subscribers,and clients

A squeeze page

Company signature lines

A video

Vine segmentsoInstagram segmentso

Social-media advertisements

FacebookoLinkedIno

When Spider Trainers repurposes content, they do not

feel obligated to use the content in its entirety or in

the same basic format; for example the blog on

content repurposing or this case study, which

examines the process of creating the content rather

than the actual content. They frequently chop up

content, reorganize, and even merge with other

documents — editing at will. Typically they support

each individual effort with a custom squeeze page or

landing page making those repurposing efforts more

effective at lead generation while engaging their

audience and incrementing the lead score to identify

sales readiness. “The analytics we collect through

these repurposing projects gives each a purpose and

makes them a lot more useful,” says Meyer.

YOUTUBEThough Spider Trainers could have posted a slide deck

to YouTube by adding transitions to the slides, they

wanted to present the slide deck differently;

PAGE 16


Figure 16. Foregoing the standard slide transition, SpiderTrainers recorded the quotes as a conversation track with slidesto identify the author of each quote.

something unique, worth sharing, and worth talking

about — a conversation in of itself.

Shaffstall chose a premise based upon a conversation

between two women marketers that someone might

be overhearing in a busy restaurant. A scenario to

which she felt most people could relate. Shaffstall

explained, “We’ve all been there, burglarizing the

conversation next us...dying to jump in…resisting

because it would be rude. This is that conversation.”

To set the mood, Spider Trainers even has the

restaurant noises in place and section slides with a

restaurant image when new topics are introduced. You

can view the finished project on Spider Trainers’

YouTube channel.

To repurpose the slide deck as video, Spider Trainers

first categorized all of the quotes by topic: SEO,

mobile marketing, marketing best practices, email,

and others. After this high-level reorg, quotes were

reordered within the group into some semblance of a

conversation. There were many quotes they simply

could not work into this format and had to sideline,

but for the remaining quotes, Carolyn Goodman (a co-

presenter on the Target Direct Marketing webcast

series) and Shaffstall set to work recording. The

women each recorded both sides of the conversation

and then the Spider Trainers’ team pulled them

together in a conversation. It’s a bit stilted to be sure,

but it sufficiently conveys the premise, the quotes, and

credits each author — exactly what they had hoped to

achieve.

When the video was posted, Spider Trainers repeated

many of the previous promotional efforts they used for

the slide deck.

MULTI-TOUCH MARKETINGSpider Trainers admits that some of their repurposing

blurs the lines of reproposing and promotion, for

example their email, landing page, and the like, but

they count that as a benefit. In the end, regardless of

what it’s called, all efforts were aligned with their goal

to provide their audience with information that would

pique their interest, encourage them to share, self-

identify a lead, and drive traffic.

Spider Trainers intends to continue to promote the

Great Big Book of Things Marketers Say in new

channels as they are discovered and at this time still

has a number of repurposing and promotional projects

on deck. There are a news announcement and

Facebook and LinkedIn ads that have been created

and not yet run, and video segments awaiting posting

to both Instagram and Vine.

PAGE 17


Figure 17. In addition to the tweets posted by the authors, whenan article about the slide deck was posted to exploreB2B, themembers there created a new wave of social posts.

http://www.youtube.com/watch?v=eEIyO0NHos0

ENCOURAGING STATSOne month out, Spider Trainers has published four

editions quoting nearly 300 authors and with that

accumulated nearly 3,000 views of the original slide

deck; innumerable social-sharing posts internally and

from the army of authors; views, sharing, and posts of

the repurposed documents; views of the video; and so

much more, but it wasn’t without challenges.

STUMBLING BLOCKSFirst, of course, the List.ly issue not yet having been

resolved, but secondly and moe importantly was

centered around one author who did not recall having

written the quote Spider Trainers asked to share. He

mistook the request as a quote Spider Trainers had

written and wished to attribute to him. The marketer

wrote to Shaffstall and asked that the quote be

removed (which was done immediately and released

along with new quotes in the second edition), that

Shaffstall never contact him again (which she did not),

and then posted his objection to the slide deck’s

SlideShare page as a comment.

MEASURING SUCCESSSpider Trainers knows that even marketing companies

must market, and their Great Big Book of Things

Marketers Say provided them with not just a great

document of pithy quotes to share, but repurposing

and promotional opportunities that far exceeded their

initial design for the project.

According to Cyndie Shaffstall, “If you want people to

talk about you, you must talk about them. People will

always be interested in themselves.”

Now in its fourth addition and another 150 authors’

quotes ready to published, Spider Trainers counts the

Great Big Book series as one of their most-successful

campaigns.

ABOUT SPIDER TRAINERSSpider Trainers is a company of experts in email

development, web development, search-engine

optimization, analytics, graphic design, ad creation,

multimedia creation, social-media postings, writing,

and editing.

They primarily function as marketing-automation

architects who analyze a marketing department or

company’s needs in order to create campaigns to gain

a return on email-automation software investments —

even when the client is resource-limited.

Visit the Spider Trainers’ resource center to access their

library of publications designed to help you with your

marketing efforts. Spider Trainers believes that the

empowered and informed client is the successful

client.

Contact Spider Trainers

Phone: 651 702 3793

Email: [email protected]

Website: www.spidertrainers.com

SUMMARY

PAGE 18


http://www.spidertrainers.com

mailto:[email protected]

Case Study€¦ · Two days later, they had a few corrections and enough new quotes for the second edition. A week later, another 50 quotes created demand for the third edition, and

Documents