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Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 1 Aligning Social Media Investments with Business Strategy Driving Business results Debra Louison Lavoy Director, Product Marketing November 17, 2009
Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 2
Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 3
3 Points We’re after business results. Web 2.0 is just part of the toolkit. Goal setting, planning and measurement are critical to success Invest in human, business and technical capabilities that can grow with you.
Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 5
Opportunities And they can listen and share with you And with each other When you can listen carefully to people
Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 7 Opportunities
Opportunities Your customers are already there
Opportunities Make a difference
"The purpose of an organization is to enable ordinary humans beings to do extraordinary things."  Peter Drucker Management: Tasks, Responsibilities, Practices Chapter 28, The Spirit of Performance, p. 361 (1974)
Opportunities Copyright © Open Text Corporation. All rights reserved. Slide 11
Real Results ,[object Object]
Cost per interaction in customer support averages $12 via the contact center versus $0.25 via self-service options. (Forrester)
Forrester reported that customers report good experiences in forums more than twice as often as they do via calls or mail.
Ebay found that participants in online communities spend 54% more than non-community users.
Dell just passed $3MM in overall sales direct from its twitter accounts.Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 12
50 top tweeted brands on 11/16 Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 13
Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 14
Social media is not a strategy, it is a means to an end
Reaching Target Market: business objectives ,[object Object]
 Brand Awareness
 Brand Reputation
 Lead Generation
 SalesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 16
Reaching Target Market: goals ,[object Object]
Generate leads
Improve awareness
Understand CustomersCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 17
Reaching Target Market: Tools ,[object Object]
Your site is the end, not the beginning of the process
Social Networks
Facebook, MySpace, Twitter, Niche
Aggregators
YouTube, Flickr, Digg
Relevant Blogs (other people’s)
Monitoring toolsCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 18
Reaching Target Market: Metrics ,[object Object]
Share of voice
Extending reach
Media Mentions
Conversion rateCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 19
Customers: Business objectives ,[object Object]
 Customer Loyalty
 Announcements
 FeedbackCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 20
Customers: Goals ,[object Object]
Retention
Loyalty
References
Follow-on salesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 21
Customers: Tools ,[object Object]
Your web site
Custom Communities
Social Networks/Aggregators
Your Blogs, as well as theirs
Monitoring ToolsCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 22

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aligning social media with business strategy

  • 1. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 1 Aligning Social Media Investments with Business Strategy Driving Business results Debra Louison Lavoy Director, Product Marketing November 17, 2009
  • 2. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 2
  • 3. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 3
  • 4. 3 Points We’re after business results. Web 2.0 is just part of the toolkit. Goal setting, planning and measurement are critical to success Invest in human, business and technical capabilities that can grow with you.
  • 5. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 5
  • 6. Opportunities And they can listen and share with you And with each other When you can listen carefully to people
  • 7. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 7 Opportunities
  • 8. Opportunities Your customers are already there
  • 9. Opportunities Make a difference
  • 10. "The purpose of an organization is to enable ordinary humans beings to do extraordinary things." Peter Drucker Management: Tasks, Responsibilities, Practices Chapter 28, The Spirit of Performance, p. 361 (1974)
  • 11. Opportunities Copyright © Open Text Corporation. All rights reserved. Slide 11
  • 12.
  • 13. Cost per interaction in customer support averages $12 via the contact center versus $0.25 via self-service options. (Forrester)
  • 14. Forrester reported that customers report good experiences in forums more than twice as often as they do via calls or mail.
  • 15. Ebay found that participants in online communities spend 54% more than non-community users.
  • 16. Dell just passed $3MM in overall sales direct from its twitter accounts.Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 12
  • 17. 50 top tweeted brands on 11/16 Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 13
  • 18. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 14
  • 19. Social media is not a strategy, it is a means to an end
  • 20.
  • 24. SalesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 16
  • 25.
  • 28. Understand CustomersCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 17
  • 29.
  • 30. Your site is the end, not the beginning of the process
  • 35. Relevant Blogs (other people’s)
  • 36. Monitoring toolsCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 18
  • 37.
  • 41. Conversion rateCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 19
  • 42.
  • 45. FeedbackCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 20
  • 46.
  • 50. Follow-on salesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 21
  • 51.
  • 55. Your Blogs, as well as theirs
  • 56. Monitoring ToolsCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 22
  • 57.
  • 60. Positive mentionsCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 23
  • 61.
  • 62. Information and resource sharing
  • 64. Problem SolvingCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 24
  • 65.
  • 68. Problem SolvingCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 25
  • 69.
  • 72. Custom CommunitiesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 26
  • 73.
  • 76. Number of partners
  • 77. Partner offeringCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 27
  • 78.
  • 83. Increased CapabilitiesCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 28
  • 84.
  • 85. Leverage Collective Intelligence
  • 87. Market impactCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 29
  • 88.
  • 93. MicrobloggingCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 30
  • 94.
  • 95. Time spent in meetings
  • 96. Number of projects completed
  • 98. New Hire time to productivity
  • 102. Employee satisfactionCopyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 31
  • 103. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 32
  • 104. Tools Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 33
  • 105. One-offs can quickly grow out of control $100k $100k $100k $100k $100k $100k Social Microsites User Generated Site Company Websites v v Wastes money Disconnected user experience, no synergies (MySears example) No profile, content, metric or customer intelligence shared across sites Orphan communities Niche Sites Social Extranets Social Intranet
  • 106. Integrate social and traditional content Contextually-relevant information i.e. finding a recipe on MarthaStewart.com or answering a product question Project-based information Information stored in social repositories versus traditional business documents Privacy, access and retention policies Community-enriched content Ratings, comments and reviews Transparent contributions Recommendations
  • 107. Choosing technology Look for an integrated set of social media capabilities Wikis, forums, blogs, ideas, events, ratings, comments, etc. That will grow with you Make sure modules are available as your social strategy evolves Integrated analytics and user profile management And integrate with your Web Capabilities UI, navigation, user experience consistent with customer expectations Opportunity to integrate content from other sources and social content (i.e. recipe story) And integrate with your content management system Document and records management, governance and compliance And don’t forget your Media Strategy Images, video, podcasts, webcasts, powerpoints….
  • 108. Choosing technology Compliance and governance monitoring Integration with content/records management Black listed words and other business rules Ensure the system can alert you
  • 109. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 38
  • 110. Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 39 1 Build a Business Communication strategy 2 Include the right social media efforts 3 Measure results
  • 111. Aim to create an integrated user experience Social Marketing is part of MARKETING Social Customer Service is part of SERVICE Partner Collaboration is part of PARTNERSHIP PROGRAMS Integrate social and “traditional” experiences
  • 112. Lack of Social Media Maturity
  • 113. Plan to learn Plan for Mistakes Prevention: Clear, simple policies and procedures Mitigation:What will you do when they happen Plan for Failure Start small, fail fast, try again Plan for success You achieve what you measure. You can’t improve what you don’t measure. Develop Capabilities Growth strategy
  • 114.
  • 116. Plans for both positive and negative responsesCopyright © Open Text Corporation. All rights reserved. Slide 43
  • 117. Agenda Opportunities How does web 2.0 create new opportunities? Goals What kind of business challenges can be addressed? Tools What kind of tools help with what kind of goals Planning Integration, Expectations, Measurement Best Practices Culture, technology, process, capability Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 44
  • 118. Ask Questions In person In blogs In “communities”/shared workspaces Acknowledge what you don’t know Acknowledge problems
  • 119. Fostering candor Demonstrate listening Authenticity and humility Go looking for trouble Think about the relative risks of mistakes versus inaction
  • 120. Eliminating Fear Respect comes first Trust follows Be prepared for mistakes Recognize problems as opportunities Fail fast, fail small
  • 121. Best practices Assess real security and safety threats Be aware, not afraid Roles and responsibilities – who, when, how Social media strategist or community manager role But social media is not the job of one person Ensure integration into marketing, customer service, etc. Develop listening mechanisms .. and the process and empowerment to act &respond
  • 122. Copyright © Open Text Corporation. All rights reserved. Slide 49
  • 123. Investing $1 Billion into Content Innovation $1 Billion for Research 2,000 developers on average over the next five years Copyright © 2009 Open Text Corporation. All rights reserved. Slide 50
  • 124. Open Text enables Web 2.0 Media Social Web Social Networks Microblogging Wiki Forums RSS Blogs IM Ratings Communities Core Content Core ECM Content
  • 125. Engagement – Inside & Outside the Firewall Presentation Services Workplace Marketplace blog IM forum presence web experiences rich media tagging wiki Core Content Source Enterprise Process Services Enterprise Library Services
  • 126. 3 Points We’re after business results. Web 2.0 is just means to an end. Goals, planning and measurement are critical to success Invest in human, business and technical capabilities that can grow with you.
  • 127. Call me, beep me Twitter @Deb_Lavoy On Linked In/Facebook Debra Louison Lavoy Email: dlavoy@opentext.com
  • 128. outtakes Copyright © Open Text Corporation 2008 - 2009. All rights reserved. Slide 55
  • 129. Capability Maturity Model Initial– Processes, if they are defined at all, are ad hoc. Successes depend on individual heroics and are generally not repeatable. 2. Managed – Basic project management practices are established and the discipline is in place to repeat earlier successes with similar projects. 3. Defined – Processes are documented and standardized and all projects use approved, tailored versions of the standard processes. 4. Quantitatively Managed – The performance of processes and the quality of end-products are managed with quantitative measurement and analysis. 5. Optimizing – Continuous process improvement is enabled by quantitative feedback from the process and from piloting innovative ideas.

Editor's Notes

  1. Web 2.0 is Enriched Communication
  2. At current rates of growth, Open Text is projected to invest more than $1 Billion dollars in development over the next 5 years.This will involve the commitment of an average of more than 2,000 developers working on the Open Text ECM suite over the next 5 years
  3. Process Maturity and Capability Maturity Model IntegrationCapability Maturity Model Integration (CMMI), was developed by the Software Engineering Institute (SEI) at Carnegie Mellon University (http://www.sei.cmu.edu) in 1991 to help the Federal Government understand the capabilities of its software vendors and deal proactively with the problem of out-of-control software projects. It became and remains a best-practice software-development framework and its core ideas can help organizations of all kinds escape from, as Steve McConnell puts it in his software development bible Rapid Development (Microsoft Press, 1996), the Gilligan’s Island cycle of under-performing projects.CMM posits that organizations, or groups or processes within organizations, function at one of five levels of process maturity, with level 1 being the lowest or least mature level, and level 5 as the highest or most mature level.1. Initial – Processes, if they are defined at all, are ad hoc. Successes depend on individual heroics and are generally not repeatable.2. Managed – Basic project management practices are established and the discipline is in place to repeat earlier successes with similar projects.3. Defined – Processes are documented and standardized and all projects use approved, tailored versions of the standard processes.4. Quantitatively Managed – The performance of processes and the quality of end-products are managed with quantitative measurement and analysis.5. Optimizing – Continuous process improvement is enabled by quantitative feedback from the process and from piloting innovative ideas.