This last part introduces creating, marketing, selling and communicating products in an Enterprise 2.0

1. The New Enterprise or Social Organization 2.0 Using social media communities to transform organizations into a more open enterprise. Author: Virginie Glaenzer December 2010

2. AGENDA Part 1: Opportunity: what is Enterprise 2.0? Communities: what are the benefits of communities for employees, shareholders and customers? Challenges: what are the challenges for social teams and employees to use social media? Part 2: Solutions: how do we help organizations embrace social media and communities concepts? Part 3: BecomingEnterprise 2.0: a step-by-step process How does Enterprise 2.0 operate? Finals thoughts Case studies

3. Becoming Social Enterprise: a step-by-step process Setting-up the stage. Choosing the right business goal. Launching for success.

4. Step One: Setting-up the stage Decrease resistance (address fear, objections and negativity from employees and social teams) Find investmentresources (people, tools, time) Get leadershipsupport and selectgardeners and evangelists - usually early adopters who will help build awareness using case studies to help with adoption.

5. Step Two: Define a Business goal Define a business goal with specific expectations Increase productivity? Cost saving? Share knowledge? Increase sales? Competitive research? Innovation?... Select metrics to track successes and failures Metrics are based on business goal Asking employees to self-report their ROI is a great way to let they know that social media has a direct impact on the business and is not a nice-to-have or a cool thing to do

6. Step Three: Launch for success Focus on one business unit or group at a time Introduce gardeners and evangelists officially from top down Meet regularly to review objectives and progress Let word of mouth spread internally to other units or groups Learn from first experience and expand to other business units or groups

7. Step Four: Refine and Improve On-going training is needed as new tools appear and needs evolve Keep listening to people’s needs and challenges Foster the new social culture Innovation will come naturally

8. How does Enterprise 2.0 operate? How are communities used? How does Enterprise 2.0 create, market and communicate products?

10. What are those conversations about, and how do they impact my product and market?

13. Product Marketing in Enterprise 2.0 A 3-steps process: Create external communities and engage with key influencers of social virtual communities Listento understand community dynamic and feed the community with intelligent and valuable content Personalizeengagement, track and measurehow you grow relationships

14. Selling Product in Enterprise 2.0 Used in Sales, social media helps CRM to better qualify prospects and clients by: Identifying links between prospects and clients (within a company but also between companies _as friends, currently discussing online, having twitter communication or speaker at the same event than, etc…_ Classifying virtual social communities: a virtual social community is an online group of people passionate by an expertise or a topic (i.e cloud computing experts, mommy bloggers, wine lovers, pet owners...) Calculating influence level of each prospect and client.

15. Selling Product in Enterprise 2.0 Integrating social media into a CRM application: Improves sales qualification process and enables sales people to develop the right relationship:"Should I spend time developing a one to one relationship and invite personally this prospect to a webinar or should I put this lead into an automatic newsletter program for nurturing?“ Enables ongoing and deep qualification process with integrated alert when prospect tweets about competitors or keywords which will enable sales rep to focus his/her attention back at the right time. Find influencers based on location, community type, company and keyword for better quality prospecting and higher closing rate.

16. Communicating in Enterprise 2.0 The Web 2.0 revolution has mainly been the revolution of usergenerated content Content is created non-stop and so are opportunities forbrand exposure anduserengagement

17. Communicating in Enterprise 2.0 Once external and internal communities are identified and developed: Identify key influencers Planlasersharpoutreachselectively to top, magic middle or long tail in the targeted community Buzz on what matters for who matters Publish hyper relevant feeds Track and measure outreach and inbound links on social media content

18. Final thoughts Beyond Productivity and Revenue

19. Enterprise 2.0 has a deeper motivation beyond increasing Productivity and Revenue Interest in employees well being Reputation for social Responsibility Ability to improve skills Innovation Input into decision making Resolution of customers concern Challenging works High personal standards Career opportunities Good relationship with supervisors List from http://www.slideshare.net/ceciiil/blah-blah-2219353

20. Case Studies Learning from early adopters

21. Learning from others Today, many enterprises 2.0 focus on one of these 3 majors business objectives: Reducetime and processcycles: Chordiant, Toshiba, ManTech International Corporation, Embarq, Cisco, Citrix, Yum. Generateleads and increase sales: Nike, Vmware, EMC, Scheels Sports, Knowledge Infusion, Netapp, UBM, Liden labs, Premier FarnellTaleo Cost saving: DAK, National instrument, Intel, Fairview, CSC, SAP, Canadian Airports Council, The Value Web, Manheim, Farwest Steel More detail on case studies: http://www.jivesoftware.com/customers/case-studies

22. Thank you Please, connect with me on or write at virginieglaenzer@hotmail.com to share feedback on the presentation or share your thoughts and experiences on using or managing social media.