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Keep it short. The survey should take only a couple of minutes to complete

While there are many ways to set-up and manage online events, here’s what’s working well for us in our webinar programme: Weekly events at a fixed time slot (identified through a user survey). Limit events to one hour (timeslot identified through user feedback). A few minutes introduction, followed by a main presentation of 30-40 minutes and 15-20 minutes of questions. Strictly time manage the event (punctual start, completion on time). Beware of time zones - we usually have participants across 10 to 15 timezones. Limit sound to host and speakers. Participants can chat only (handling 100 sound cards & microphones online does not provide a good webinar experience). A chat pod allows participants to introduce themselves at the start of the event. A second chat pod allows users to submit questions. Questions are addresses one at a time at the end of the presentation - never during the presentation. Before the event, speakers are briefed on the use of the Adobe system and a protocol for the event is agreed. After the event, we circulate slides, the link to a recording, an answer to a question not address. There are so many ways to keep users engaged, and gradually build a vertical community around the topic of the webinar.

What's working:Clickable offers for members visiting your area - Coupons, downloadable avatar accessories for basic information or taking a surveyClever updates- Think virtual billboard tactics where your images and message change on a regular basisPersona avatars to greet and discuss your product in the context of the site and member conversations (i.e. subtle references and recommendations, not hard sell)One off events built up with lots of publicity - for an idea of what I mean, look only as far as CSI using Second Life in its television shows. While a coup for Second Life, the buzz for CSI was pretty good and I'm sure it drove in some additional younger viewers who didn't previously watch.

"...72% of technology buyers claimed that up to 75% of their knowledge of technology comes from vendor-sponsored content."

Creating and distributing white papers, webinars or other marketing materials is a huge job for your team, but the really important work starts once prospects register to access that information. You've collected their names, but how do you follow up to find the best leads and guide them through the cycle?

· Estimated expenditure on B2B marketing communications during 2005: £9.8 billion · Estimated number of practitioners with marketing in their job title focusing purely on the B2B sector: 176,000 · Estimated number of practitioners with marketing in their job title for whom B2B is at least part of their remit (along with B2C): 272,000