Challenges in Deal ManagementMisused Resources• Re-use same people• Can’t find resources• Experts don’t use CRMRecreating the Wheel• Recreate content• Poor Doc Collaboration• Answering same ?’sNo Central Deal Hub• Notes everywhere• Repeating conversations• Buyer FrustrationDisconnected Access• Can’t prep for meetings• Ineffective sales calls• Lost dealsTransform Deal Collaboration across roles, applications, and geographiesExecutivesMarketingProductClientSellerStaticDirectoryMeetingsBest PracticesIdeas / AnswersOutcomesBUSINESS IMPACT = × # Meetings × # Accounts × # Sellers
How Jive addresses sales team challengesAfter JiveChallenge area▪ Sales tools developed collaboratively faster with more cross-team input▪ Content creators can easily see in-line feedback, ratings, popularityContent created in silosDifficult getting input▪ Sales and marketing collateral is in an open team network where it isconstantly revised and commented on▪ Ratings systems ensure that the best content rises to the top▪ Online or offline - reps have everything they need, on their iPad or laptopLatest sales tools stuckin an intranet & inboxesEnabling Sales▪ The entire deal cycle is captured in a conversations for future referenceDeal stories andlearns never shared▪ All members of the quote team can quickly and easily participate andcollaborate on documents in-line and asynchronously▪ New team members can read conversations around deals to get contextProposals are too oftendone in silos▪ All relevant experience and expertise brought to life with rich profilesvisible of every person in the company▪ Native mobile apps brings every expert to the sales reps fingertipsIt’s impossible to findexperts▪ All the latest tools and resources are easily searchable within Jive, withviews/ratings to direct sales people to the best / most appropriate documentsPreparing quotes is anightmareManaging Deals
Business Value with Deal RoomsDeal Sizes: 5%• Quarterback the best experts to solution / cross sell• Enhanced business case justification / negotiationWin Rates: 12%• Higher quality presentations and proposals• JIT competitive sharing and differentiationDeals / Year: 8%• Immediate access to knowledge and experts• Less duplication of effort across dealsSupport Costs: 14%• Visibility across deals, regions, risk, need.• Governed self service model for requestsDeal Cycle Time: 22%• Streamlined deal coordination and process• Less bottlenecks greater and agility to respond$5.5-$10.5 Million33% in Wins Rate30% Sales Cycle29% in Support CostSource: Jive customer survey performed by Top 3 Global Consulting Firm
Purposeful PlacesExample – “The Deal Desk”• Optimized for the goal.Close a deal, work with a client, plana campaign, enablement…• 1-stop-shop for all the criticalpeople, data, and work, fromacross systems.• Choose the template,customize the experience.• Quick-create integration APIswith rich interactive displays.Salesforce, Chatter, Social Web,Email, Producteev, LinkedIn…
“Jive has moved into avery dominant marketposition and now looks toaccelerate rapidly.”Forrester Research“Jive is in the Leadersquadrant. It continues togain enterprise-scalecustomers thanks to itsbroad productcapabilities andsubstantial visibility.”GartnerJive X4.Gartner Magic Quadrantfor Externally Facing SocialSoftware August 2011Gartner Magic Quadrantfor Social Software in theWorkplace September 2012Forrester Wavefor Enterprise Social PlatformsAugust 2011Gartner Magic Quadrantfor Social CRMSeptember 2012Jive - The market leading platform . . .