Download - Social Media Slide Deck2
-
8/9/2019 Social Media Slide Deck2
1/34
with Strategic Communications
The New Marketing Paradigm: Social Media in a B2B Setting
Enterprise Sales SupportUsing Social Medial to Support the Enterprise B2B Sales Cycle
Moderator:
Ian F. Strain-Seymour, Director of Product Strategy & Development, Apogee Search LLCPanelists:
Adam Mertz, Product Marketing Manager, Jive Software
Jay Hallberg, Co-founder & VP of Marketing, Spiceworks
Steve Lunceford, Director, Public Sector Strategic Communications, Deloitte Services LLP
-
8/9/2019 Social Media Slide Deck2
2/34
Social Media Webinar Series
The New Marketing Paradigm: Social Media in a B2B Setting
Using Social Media to Target the C-Suite and Close Deals
Price for SIIA Members: Free, Non SIIA Members: $89 Monday, November 2 - 1:30pm -
2:30 pm EDT
Social Media for Brand Awareness, Thought Leadership and Other Traditional PR
Activities
Price for SIIA Members: Free, Non SIIA Members: $89 Monday, December 7th - 1:30pm -
2:30 pm EDT
http://bit.ly/socialwebinars
Twitter Hashtag: Use #SIIA to ask questions!
-
8/9/2019 Social Media Slide Deck2
3/34
Software & Education Nomination Deadline:Oct 16, 2009Content Nomination Deadline:
Oct 7, 2009
http://www.siia.net/codies
For more information contact Lisa Mithcell-Brooks,[email protected]
-
8/9/2019 Social Media Slide Deck2
4/34
Keynotes:
Lars Dalgaard
CEO, SuccessFactorsZach Nelson
President and Chief Executive Officer, NetSuite, Inc.Michael Lock
Director, Americas Sales & Operations, GoogleEnterprise
http://www.siia.net/ondemand
-
8/9/2019 Social Media Slide Deck2
5/34
Adam MertzJive Products Team
@adammertz or [email protected]
-
8/9/2019 Social Media Slide Deck2
6/34
Jive Provides Social Business Software SolutionsJive Provides Social Business Software Solutions
Largestsocial business software company in the world
Leaderin Forrester Community Wave
Visionaryin Gartner Magic Quadrant
International operations
Sequoia Capitalbacked (Google, Apple, Oracle) 2,500+ customers
http://communities.vmware.com/home.jspahttp://lifetimefitness.mylt.com/index.jspahttps://www.scheelssports.com/clearspace/index.jspahttp://connect.mypath.com/mypath/index.jspahttp://na.blackberry.com/eng/myblackberry/myblackberry-intro.jsphttps://cisco.hosted.jivesoftware.com/index.jspa?ciscoHome=truehttp://www.ireport.com/https://community.emc.com/index.jspahttp://communities.netapp.com/index.jspahttp://smallbusinessonlinecommunity.bankofamerica.com/index.jspahttps://cw.sdn.sap.com/index.jspahttp://forums.nike.com/category.jspa?categoryID=3 -
8/9/2019 Social Media Slide Deck2
7/34
Marketers Need to be Thinking HolisticallyMarketers Need to be Thinking Holistically
-
8/9/2019 Social Media Slide Deck2
8/34
Social Business Software is Transforming BusinessSocial Business Software is Transforming Business
Increase traffic from search engines
Accelerate time to-revenue
Gain market insight
Improve customer loyalty
Bridge the marketing and sales divide
Example
https://cw.sdn.sap.com/index.jspa -
8/9/2019 Social Media Slide Deck2
9/34
https://channelcommunities.intel.com/index.jspa
Channel VoicePartner Community
Our customers have an invaluable resource for connecting with peers todiscuss Intel products, sales strategies, and market opportunities.
Our customers have become more effective at selling Intel Products.
Deeper customer engagement
Faster & better responses tocustomer questions
Reduced operational costs
Results
Partner Example
https://channelcommunities.intel.com/index.jspahttps://channelcommunities.intel.com/index.jspa -
8/9/2019 Social Media Slide Deck2
10/34
MagentaNation allows people toconnectwith each other, findresources,sharebest practices, askquestions, and to continuouslylearn.
Jenny Moran, Channel Manager for the Business Sales Team
MagentaNationB2B Sales Team Community
Sales team more tightlyaligned
Faster sales cycles
High on-going engagement
Shorter ramp-up time
Results Sales Enablement Example
-
8/9/2019 Social Media Slide Deck2
11/34
NI CommunitySocial Media Landscape
Buzz Monitoring + Team Collaboration+ Public Community
Conversationtrends
monitored
(Facebook,YouTube,
Twitter,
etc.)
Rapidcrossteamcollaborationonproactiveresponses Postsmadewithintheircommunity RepliesmadeonthesocialwebwithlinkstoNIs
community
http://decibel.ni.com/content/groups/niweek/blog/2009/08/06/word-on-the-street-robots-rock-enough-said -
8/9/2019 Social Media Slide Deck2
12/34
Four Things Ive LearnedFour Things Ive Learned
Plan for the long term but get started now
Think dialogue, not monologue
Devote on-going resources
Quantifiable ROI is being seen at every
stage of the marketing funnel
-
8/9/2019 Social Media Slide Deck2
13/34
Thank You!Thank You!
Jives Business Conversations Community
www.jivesoftware.com/jivespace
Engage with peers about Social Business Software
Ask Learn Share Connect
www.jivesoftware.com
@adammertz or [email protected]
http://www.jivesoftware.com/jivespacehttp://www.jivesoftware.com/http://www.jivesoftware.com/http://www.jivesoftware.com/jivespace -
8/9/2019 Social Media Slide Deck2
14/34
Jay Ha llbergCo-found er & VP Ma rket [email protected]@jay_hallberg
Growing B2B Sales in the IT Community
-
8/9/2019 Social Media Slide Deck2
15/34
Spiceworks: Where IT Works
775,000 IT Pros,
1,000+ join every day
Spend $121B each year,
support 25 M employees
Do their work in the 1st
Social Business App forIT Pros
Over 150 technology companies research, market, sell & manage their
IT products & services in Spiceworks.
-
8/9/2019 Social Media Slide Deck2
16/34
The CIOs of SMBs89% are the IT Dec ision Maker or
Influenc er a t their Company
Average Annua l IT Bud get: $110,000
Typ ic a l titles: IT Direc tor, IT Mana ger,Network Ad min, Tec h Consulta nt, SI
Work in teams of 1 - 5
11
32
57
Decision Maker Influencer Other
-
8/9/2019 Social Media Slide Deck2
17/34
Their Job Before: IT Chaos
-
8/9/2019 Social Media Slide Deck2
18/34
After Spiceworks: IT Simplified
-
8/9/2019 Social Media Slide Deck2
19/34
Social Media in an IT Pros Workflow
-
8/9/2019 Social Media Slide Deck2
20/34
The Spiceworks IT Network
39M Devic esAdding 1.6M / mth
$121B in annua l IT spendGrowing @ $4B / mth
22.4M desktops, 5.4M printers,4.5M servers, 3.6M laptops, 4.8 XBstorage, 3.1B software installs
156M interactions, 27M alerts, 8M tickets,75,000 IT discussions in 500 groups,15,000 product rated & reviewed
460M MinutesAdd ing 40M / mth
775,000 IT ProsAdd ing 1,000+ / day
-
8/9/2019 Social Media Slide Deck2
21/34
One Place for SMB Marketing
Research
Engage
Market
Sell
775,000 IT Pros
QualitativeSurveys
CommunityDiscussions
Events &User Groups
App AdsSpiceMail
Buyers Club
Widgets
Lead Gen
BrandAwareness
IT servicesin the Workflow
Closed Loop Marketing Pla tform
Webinars
MarketAnalysis
-
8/9/2019 Social Media Slide Deck2
22/34
Whos Who of Technology Brands
100s of c ompanies ac c essing SMB with Sp ic eworks
-
8/9/2019 Social Media Slide Deck2
23/34
What Weve Learned
Bring the A Teamto your markets field Develop custom resources
based on their feedback
Measure ROI beyond theclick and lead
11 33
44
Engage with highgain questions
22
-
8/9/2019 Social Media Slide Deck2
24/34
Steve Lunceford
Integrating Social Media into overallstrategy/process
-
8/9/2019 Social Media Slide Deck2
25/34
Copyright 2009 Deloitte Services LP. All rights reserved.25 SIIA October 5, 2009
Deloitte highly visible on social channels
Social MediaSite
Site statistics Deloitte Search Statistic1
100 million membersRank #3 in internet traffic
10 hours of video uploaded every minute
1,050 user contributed videos mentioningDeloitte
200 million active usersRank #4 in internet traffic#2 social networking site
500 groups relating to Deloitte470 events relating to Deloitte
Rank #95 in internet traffic
42 million members
70,088 current Deloitte employees
Deloitte in the top 10 of most searchedcompanies
17 million usersRank #39 in internet traffic#3 social networking site
918 Tweets in the last 7 days mentioningDeloitte
Rank #8 in internet traffic9 million members
81,400 Blogspot.com pages mentionDeloitte292 new blogs in the last 24 hours
Rank #7 in internet traffic Deloitte Touche Tohmatsu page has beenedited 1,847 times by 520 different people
-
8/9/2019 Social Media Slide Deck2
26/34
Copyright 2009 Deloitte Services LP. All rights reserved.26 SIIA October 5, 2009
Visibility Telesales/Lead Generation
http://e/WEBINAR%20RECORDINGS/htttp:/govtwit.com/ -
8/9/2019 Social Media Slide Deck2
27/34
Copyright 2009 Deloitte Services LP. All rights reserved.27 SIIA October 5, 2009
Growing Social Engagement
Use new channels
Harness power of employee networks
https://www.deloittenet.com/AboutDeloitte/FirmStructure/TheEdge/StraightTalk/edgeambassador.htm -
8/9/2019 Social Media Slide Deck2
28/34
Copyright 2009 Deloitte Services LP. All rights reserved.28 SIIA October 5, 2009
Recruitment via Facebook & LinkedIn
-
8/9/2019 Social Media Slide Deck2
29/34
Copyright 2009 Deloitte Services LP. All rights reserved.29 SIIA October 5, 2009
D-Street
-
8/9/2019 Social Media Slide Deck2
30/34
Copyright 2009 Deloitte Services LP. All rights reserved.30 SIIA October 5, 2009
D-Wiki
-
8/9/2019 Social Media Slide Deck2
31/34
Copyright 2009 Deloitte Services LP. All rights reserved.31 SIIA October 5, 2009
Deloitte on Yammer (Unofficial)
-
8/9/2019 Social Media Slide Deck2
32/34
Copyright 2009 Deloitte Development LLC. All rights reserved.Member of Deloitte Touche Tohmatsu
-
8/9/2019 Social Media Slide Deck2
33/34
Copyright 2009 Deloitte Services LP. All rights reserved.33 SIIA October 5, 2009
About Steve Lunceford
Steve Lunceford has 20 years experience in media relationsand corporate communications, working with keyinternational, U.S., local and trade media on behalf of firmssuch as Deloitte, Sprint, Choice Hotels International,BearingPoint, RadioShack and the NFL.
He has broad-based expertise in corporate positioning andraising awareness for brands and business/consumerproducts and services; supporting a variety of industriesincluding enterprise IT and wireless, public sector,broadband and hospitality/travel.
Mr. Lunceford is an expert in crisis communicationsplanning and execution, and is an evangelist for the use ofnew media technologies to help achieve traditionalcommunications objectives. He is the founder ofGovTwit.com, a directory of government using Twitter, anda co-host of Gov20Radio.com, a weekly podcast about theuse of social media in government.
[email protected]@dslunceford/@GovTwitFacebook.com/dslunceford
http://govtwit.com/http://gov20radio.com/mailto:[email protected]:[email protected]://gov20radio.com/http://govtwit.com/ -
8/9/2019 Social Media Slide Deck2
34/34
Q&AJay Hallberg
Co-founder & VP [email protected]@jay_hallberg
Steve Lunceford
Director, Public Sector StrategicCommunicationsDeloitte Services [email protected]@dslunceford/@GovTwitFacebook.com/dslunceford
Ian F. Strain-Seymour
Director of Product Strategy &DevelopmentApogee Search [email protected]+1.512.583.4200 x304@ifss
Adam Mertz
Product Marketing Manager
Jive [email protected]@adammertz