webinar: driving greater sales performance through gamification
DESCRIPTION
Thought leaders Brian Weimer of Bunchball and Natasha Oxenburgh of Bluewolf share practical tips and advice on how to get your employees engaged around the customer experience: -How collaborative sales teams drive more revenue -How gamification recognizes individuals and rewards teamwork -- rather than focusing on only a few top achievers -Innovative Change Management strategies -How Bluewolf turned employees into brand ambassadors while growing inbound Marketing effortsTRANSCRIPT
Engaging Your Enterprise:Driving Greater Sales PerformanceThrough Gamification
GAMIFICATION IS NOT:
Slapping Badges on Everything
Making Games & Goofing Off
GAMIFICATION IS:
Applying Game Mechanics to Non-Game Experiences
To Drive Sustainable Adoption, Usage & Behavior.
Any Behavior, Any Digital Experience.
How do I effectively and efficiently
motivate and retain my sales team?
How do I get people to use our
CRM and productivity tools?
Two Big Problems for Today’s Sales Leaders
Success = Business Results & Usage
On time, on budget implementation
Software is deployed
High levels of usage
Results (Revenue Generation, Lower Costs,
etc)
43.6%
45.3%
62.0%
75.4%
How do you define success of an enterprise software solution?
Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association
User adoption and usage are key to realizingthe promise of enterprise software
Process alignment
Organizational change mgmt
Software functionality
Gaining user buy-in & usage
5.9%
6.5%
15.9%
71.7%
What’s the most important factor for success?
Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association
Game Designers
500M People playing games at least
1hr per day
Airlines & Hotels
120M People choosing vendors to earn
500B points per year
Social Networks
850M+ Peoplesharing & commenting
4 hours every day
Who Has Figured Out Adoption & Engagement?
What’s their secret?
Progress
Levels in games
Miles & points
Progress bars
Rewards
Access to exclusives & perks
Early boarding/upgrades
Recognition / Acknowledgement
Status
Standings & leaderboards
Likes & Follows
Communities, Groups, Teams
These Businesses Use Game Mechanics thatSatisfy Basic Human Needs and Motivators
Enterprise Gamification Becoming Pervasive
50%+
2013 20152014
Of all social business initiatives will include
an enterprise gamification component
70%+Of the 2,000 largest
global companies will use gamification for at
least one aspect of their organization
50%Of companies that manage innovation
processes will gamify those processes
Constellation Research Gartner Gartner
2013 2014 2015
Engaging Customers Engaging Employees
Sales Managers Have Always Relied on Proven Techniques for Motivating Salespeople
But managing these programs has been a tedious, manual chore
Clunky spreadsheets Or worse
POWERFUL TECHNOLOGY IS NEEDED TO IMPLEMENT GAMIFICATION PROGRAMS
Rules engine
APIs
Widgets
Admin console
Real time analytics
Easy to deploy
Secure & scalable
• to manage missions, levels & points
• to track behaviors within and across platforms
• for leaderboards, profiles, redemption
• to easily optimize programs
• to understand behaviors and results
• and manage in real-time
• to handle massive amounts of data
Demo
Engage your sales team
A persistent sidebar displays:
Engage your sales team
A persistent sidebar displays:
Progress Bar: shows them how they’re doing and how close they are to the next level
Engage your sales team
A persistent sidebar displays:
Progress Bar: shows them how they’re doing and how close they are to the next level
Featured Challenge: what their manager wants them focused on and who’s already completed it
Engage your sales team
A persistent sidebar displays:
Progress Bar: shows them how they’re doing and how close they are to the next level
Featured Challenge: what their manager wants them focused on and who’s already completed it
Team Leaderboard displaying who’s on top – and who’s not
A dynamic newsfeed informs your team and helps them spread your marketing messages
Manager Newsfeed: Share key messages, accolades, and new rewards
Leader Showcase: Highlight your top-performers
Marketing Booster Box: Give each salesperson their own URL, and they earn points when their connections click on it
The Profile Pages keeps your team focused on the activities that matter most to your business
My Points: How many have I earned and how many do I need
Featured Challenge: What should I be focused on achieving?
Chatter Newsfeed: A chronological story of what I’ve accomplished
The Profile Page keeps your team focused on the activities that matter most to your business
My Trophies: How many have I earned and how many do I need
Trophy Detail: The more important the activity, the more points I earn
Progress Bar: How close am I to completing this task?
23
24
Unlock your sales team’s competitive spirit with Team Standings and Profiles
Team Standings: Which teams are crushing it?
Chatter Stream: who are the most active contributors to the team competitions?
26
27
Incentivize your team with rewards that are available right in Salesforce
Real or virtual rewards: Provide real prizes or virtual gifts, with a running total of how many are available
One-click buy: once the salesperson chooses their gift and clicks “buy,” an email is delivered to the individual responsible for fulfillment
A simple pre-configured admin console will get you up and running in no time.
Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects.
A simple pre-configured admin console will get you up and running in no time.
Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects.
Default challenges: Out of the box, Spark Sales comes with a package of default challenges related to winning deals, creating leads, and beating quotas. And you can use the New Challenge Wizard to create your own.
31
Bluewolf #GoingSocial
33
Bluewolf’s Business Lines
Live applications, Sustaining innovation
Cloud apps
Remote DBA Management
Blueprint /Mapping
Executive Visibility
Implementation Services
Custom App Development
Helping with Talent Gaps
Mobile, Big Data, Analytics
Adoption
Change Management
34
Build a Culture of Collaboration
35
Tweet it!
What is the value of increased collaboration at your
organization?
@Bluewolf #EngagedEnterprise
36
#GoingSocial
1. #GoingSocial Portal
2. Pack Profiles
3. Gamification
37
#GoingSocial Portal
38
39
Social Media Guide
40
Social Media Slides
41
Managed by every Bluewolf employee within Salesforce
Pack Profiles
42
Gamification
43
44
Gamified Behaviors
45
Leaderboards
46
Rewards Store
47
57% Increase in average Chatter activity in Q1 2012 compared to Q4 2011
#GoingSocial Internal Success
48
#GoingSocial External Success
Bluewolf’s Klout score, once steady at 42 for weeks, shot up to over 45 since the launch of #GoingSocial
49
45% Increase in Social Traffic to Website
› This graph represents the 45% increase in website traffic from all social media
platforms from January-April 2012.
50
80% Increase in Social Traffic to Blogs
› This graph represents website traffic to our blog from social media platforms.
That's an 80% increase overall in traffic from January-April 2012.
51
8-Fold increase in Bluewolf Bloggers
Q & A
Brian Weimer• [email protected]• (408) 703-2618• @bunchball
Natasha Oxenburgh• [email protected]• 415-813-3171• @njoxen
Please submit any questions for Brian or Natasha using the “Submit Questions” box on the right side of your presentation console. Or contact us after the webinar with questions at the coordinates below:
THANK YOU!