The slidedeck from my presentation at the EEC15 conference in Bilbao (Spain) on Wed 18 November 2015. To download the eBook click here: http://bit.ly/orca-ebook More on http://cultbizztech.com

1. #EEC15 / Bilbao, Spain / 18 Nov 2015 / @JonathanWich @Orca_Social
10REASONS
B2BCOMPANIES
NEEDSOCIALMEDIA

2. REASON#1
BREAKDOWNTHESILOS

3. • Jack Welch and the boundary-less
organisation
• Replacing the silos with an
Enterprise Social Network (ESN)
• Why? Efficiency gains
Break down the silos
#EEC15 #BreakingSilos @JonathanWich @Orca_Social

4. Case study: Intellect Design Arena’s “UnMail”
#EEC15 #BreakingSilos @JonathanWich @Orca_Social

5. Polarishassaved1.3millionmanhoursper
yearbyreducingunnecessaryemails
#EEC15 #BreakingSilos @JonathanWich @Orca_Social

6. REASON#2
CREATEACULTUREALL
STAKEHOLDERSVALUE

7. Create a culture all stakeholders value
• When we say “all” we mean it!
• How important is culture?
• What comes first, the culture or
the technology?
• Case study: ABB
- Ultimate goal: "An open,
responsive organisation that
works together as one"
#EEC15 #CorporateCulture @JonathanWich @Orca_Social

8. REASON#3
STRENGTHENYOURCORPORATE

9. Strengthen your corporate brand
• How do you tell your story?
• It doesn’t matter if it’s B2C or B2B: It’s
all about people
• Case study: DSM
- Increased brand value: 800M USD
#EEC15 #Branding @JonathanWich @Orca_Social

10. REASON#4
BUILDLASTING
BUSINESS
RELATIONSHIPS

11. Build lasting business relationships
• An evolution of the sales process
• Both a mindset and a new tool
• Marketers = Sales people (and vice versa)
• Case study: Danske Bank
- Performed an 8 week pilot with 35
sales reps.
- Result? 787 new business connections.
#EEC15 #SocialSelling @JonathanWich @Orca_Social

12. REASON#5
CAREABOUTYOURENVIRONMENT

13. Care about your environment
• Authenticity based on company values
• It’s about more than money: You need a story to tell and a mission
• It’s also a tool you can use
• Case study: Kimberley Clark
- Partnerships with Greenpeace, FSC and WWF
- Twitter chat: 990 mentions in one hour and a reach of 1.2M
#EEC15 #CSR @JonathanWich @Orca_Social#EEC15 #CSR @JonathanWich @Orca_Social

14. REASON#6
LETTHE
CROWD
HELPYOU
IMPROVE

15. Let the crowd help you improve
• Listening & community building
• A future-proof business model
• From spaceships to milk foam
• Case study: AkzoNobel
- Open innovation: The brightest
minds might not be on your pay-roll
#EEC15 #CrowdSourcing @JonathanWich @Orca_Social

16. REASON#7
IDENTIFYSHORTCUTSIN
THESUPPLYCHAIN

17. Identify shortcuts in the supply chain
• Or even better: Get rid of
the chain!
• ESN as a powerful tool
• Case study: SAP
- Co-Innovation Lab (COIL)
- Inviting partners to work
together to find
efficiencies in the supply
chain
#EEC15 #SupplyChain @JonathanWich @Orca_Social

18. REASON#8
SPOT&ATTRACT
WORLDCLASS
TALENT

19. Spot & attract world class talent
• “Hiring is the most important thing
you do.”
• The HR game has changed.
• Millenials are attracted to modern,
open and transparent companies
• Case study: Krones AG
- Show, don’t tell: “Integrity is a key
component of our success”
#EEC15 #SocialSourcing @JonathanWich @Orca_Social

20. REASON#9
MAKEYOUR
CUSTOMERS
HAPPY

21. Make your customers happy
• Listen to understand
• Help them
• Create a forum, not a hotline
• Case study: American Express
- OPEN forum for small business
owners
- Self-service (it’s a CS boss’
dream come true!)
#EEC15 #Happiness @JonathanWich @Orca_Social

22. REASON#10
DON’TCEASETOEXIST

23. Don’t cease to exist
• Social is not that important. It’s only a matter of
long-term survival!
• Web 3.0: Every company as a tech company
• A new industrial revolution?
• Change is not going away
• Luckily, it’s not as hard as you think – and it
might even be fun
#EEC15 #DontCeaseToExist @JonathanWich @Orca_Social

25. Thankyou!
DownloadtheeBooknow:bitly.com/orca-ebook
#EEC15 @JonathanWich @Orca_Social