Business is Social


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Jeroen Coenen is Directeur Marketing Benelux bij het Amerikaanse bedrijf, dat onlangs opnieuw door het zakentijdschrift Forbes werd uitgeroepen tot meest innovatieve bedrijf ter wereld. Jeroen is verantwoordelijk voor de marketingstrategie en uitvoering daarvan in de Benelux regio en is lid van het Southern & Northern EMEA Marketing Team. Voorafgaand aan zijn loopbaan bij bekleedde Jeroen diverse managementfuncties bij Hewlett-Packard, waaronder Worldwide Social Media Manager voor HP’s Digital Strategy Group. In deze rol was hij verantwoordelijk voor strategie en uitvoering van social engagement initiatieven binnen de wereldwijde HP organisatie. Sinds maart 2010 is Jeroen Coenen gastdocent Sociale Media aan de Quadriga University of Applied Sciences in Berlijn. Jeroen is er van overtuigd dat elke B2B Business Social is. Tijdens B2B Goes Social heeft hij ee over hoe de online technologieën B2B bedrijven kunnen helpen om dat te kapitaliseren.

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Business is Social

  1. 1. BUSINESS IS SOCIALJeroen CoenenSr. Director MarketingBenelux @jeroencoenen In/jeroencoenen
  2. 2. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995:This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any suchuncertainties materialize or if any of the assumptions proves incorrect, the results of, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statements other thanstatements of historical fact could be deemed forward-looking, including any projections of product or service availability,subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans ofmanagement for future operations, statements of belief, any statements concerning new, planned, or upgraded services ortechnology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing anddelivering new functionality for our service, new products and services, our new business model, our past operating losses,possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of oursecurity measures, the outcome of any litigation, risks associated with completed and any possible mergers andacquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain,and motivate our employees and manage our growth, new releases of our service and successful customer deployment, ourlimited history reselling products, and utilization and selling to larger enterprise customers. Furtherinformation on potential factors that could affect the financial results of, inc. is included in our annual reporton Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter.These documents and others containing important disclosures are available on the SEC Filings section of the InvestorInformation section of our Web site.Any unreleased services or features referenced in this or other presentations, press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services should make thepurchase decisions based upon features that are currently available., inc. assumes no obligation and doesnot intend to update these forward-looking statements.
  3. 3. Digital Age
  4. 4. Digital Age
  5. 5. This is your (future) customer – online 24/7
  6. 6. TrendsMacro - Information Explosion•  About 35% of the world’s 7 billion people are online•  There are > 6 billion wireless, handheld devices in the world•  Information doubles every 4 years•  Digital content — every 18 months
  7. 7. >1BAccess To Information 890M2.5B online worldwide 6B cell phones worldwide 477M 302M 245M 107M 65M 100M Germany U.S.A China 217M India 75M 42M Brazil 5M South Africa
  8. 8. The Social Revolution 2010s 1960s 1970s 1980s SocialMainframe Mini Client 2000s RevolutionComputing Computing Server Mobile Computing Computing 1990s Cloud Computing x 10x 100x 1,000x 10,000x 100,000x
  9. 9. Social Revolution: Business is Social Enterprise Adoption of Social Networking 70% Companies Adopted Social “ $1.3 Trillion in value can be unlocked through social technologies. ”2008 2009 2010 2011 2012Source: 2012 McKinsey Global Institute Study: “The Social Economy”
  10. 10. sets Turnover (Revenue / -4% -10%, Plant & Equipment) Digital Leaders Outperform Peers in Every -4% -10% Basket of indicators: Industry PROFITABILITY Revenue / Employee Fixed Assets Turnover (Revenu Property, Plant & Equipment) Companies with stronger transformation management intensity are more profitablensformation PROFITABILITYore profitable -11% +26% Companies with stronger transformation management intensity are more profitable -11% Basket of indicators: +26% EBIT Margin Net Profit Margin Basket of indicators:ndicators: -24% +9% EBIT Margin Net Profit Margingin Margin MARKET VALUATION -24% +9% MARKET VALUATION Companies with stronger transformation management Companies with stronger transformation manage intensity achieve higher market valuations intensity achieve higher market valuationsnsformation Digital Advantage, Capgemini Consulting & MIT Source: The management -12% +12% Center for Digital Business 2012
  11. 11. Are You and Your Company Going through aSocial Revolution? Your Customers, Employees, What About to and Partners Are Connected Your Company?
  12. 12. Case 1
  13. 13. Case 2
  14. 14. Case 3
  15. 15. Case 4
  16. 16. What would you do in these situations?•  In 2011 an escalator accident (Otis) occurs in emerging market China (world’s largest user of elevators and escalators: 1.63 million in service, 20-40% YoY)•  Awareness escalates online through videos, blog posts and social networking group updates triggering mainstream media attention.•  News of the accident reaches Europe and US within 1 hour.
  17. 17. Social Revolution: Success Across EveryMajor Metric Your Customer +32% +29% Sales Productivity Innovation +34% +34% Customer Employee Satisfaction Satisfaction +37% +31% Campaign Employee Effectiveness Productivity Source: 2012 Third-party survey of 5,500 customers
  18. 18. Connect With Your Customers in a Whole NewWayConnected ConnectedCustomers Products Connected Connected Partners Employees
  19. 19. Thank you.Jeroen CoenenSr. Director MarketingE-mail: jcoenen@salesforce.comMobile: +31 654 974 007