1. In other words, yes you can drive B2B sales via social media – if you have a strategy. BPOS Community Driven Marketing Pilot 20 Deals in 90 Days

2. Was it only a printing press?

3. Tools vs. Implications

4. “I know there’s a new world coming, but I’m concerned that Microsoft isn’t as ready as we could be…” Something Was Concerning Joelle

6. Helps partners market via social mediaThe Task

7. 1 Program Results 2 How We Did It 3 The Gap Between What MS Offers and What Partners Need What today is about

8. Start with the end in mind. Program Results Stephen Covey says…

9. 37 208% 12 Jan June Total BPOS Sales

10. 247 815% 27 Jan June BPOS Pipeline Opportunities

11. 20 122% 9 Jan June New Customers

12. This was just to really impress you! 3.95% 5543% 0.07% Jan June % of Available Seats Migrated to BPOS

13. 960 Avg. 2 permalinks per partner per day 250 Jan June Partner Generated Content

14. Let’s start at the very beginning. How We Did It Julie andrews says…

15. Story of Cross-Team Collaboration

16. 40+ MS FTE’s Helped Spread the Word & Recruit We Put the Call Out

19. Be Graded

20. Have Grades SharedThe Offer with Built In Accountability

21. Wide Variety of Partners Selected Huge Demand for Help Meant…

22. 1 Educate them on how marketing is different today 2 Break them of their bad marketing habits 3 Instill new habits for successful marketing Put Them Through Boot Camp

23. #1: It’s an Attention Economy

24. #2: Power of Permission

25. #3: Ridiculous Reach of the Individual

26. 1 Be “Remarkable” 2 Be a Good Storyteller 3 Build a Community that Cares Provide Necessary Survival Elements

27. Activate Identify Cultivate Community Driven Marketing

28. 1 Set Criteria for Raving Fans 2 Use Tools to Listen Identify

29. 1 Be a Content Curator 2 Connect Like-Minded People Cultivate

30. If you don't know where you are going, you will wind up somewhere else. Final Projects Require Strategic Frameworks Yogi berra says…

31. What the Partners Actually Did

32. Helped customer move from Google to Exchange Online in 4 hours! Here’s the Video: http://bit.ly/aILDu1 Tell a Great Story

33. “I’d certainly cite this sale as an example of a connection made ‘virtually’ that then went on to be a real-world connection and subsequent sale.” 90 Days = 9 Posts = 7,018 Visitors Be Helpful to Earn Trust… and Close Deals

34. 28 65 14 LinkedIn-Based Power Connecting

35. “I was excited (and shocked) that it generated a whole new level of marketing-sales alignment. My sales guys are actually asking me about Online Services and how they can sell them now.” Attributes Tweets as critical support to pipeline: 14 deals worth $3.4 mm Smart Tweeting

36. 50% of deals closed via new landing page. “Curated” the BPOS Offer

37. We can’t solve problems by using the same thinking we used when we created them. Some of What the Partners Learned Albert einstein says…

38. “Hey, “The Cloud” is coming!” vs. K.I.S.S.

39. vs. Servicing Boxes (Short-Term) Servicing People (Long-Term) Focus on People and Relationships

40. “The old models of more, more, more people to get reach are outdated. Sure, you need to grow, but having the RIGHT people is better.” QUALITY QUANTITY QUANTITY QUANTITY Quality vs. Quantity

41. Perpetual Beta, As an Approach The Importance of “NSM” Pete’s Pub Test Other Things Learned

42. Efficiency is doing things right; effectiveness is doing the right things. Now, Let’s Talk About the Gaps Peter drucker says…

43. Gap Analysis

44. Community Sourced Effort to Address Gaps

45. BPOS-CDM Community-Created Prototype Video

46. Desirability Viability Feasibility SOLUTIONS Creating Balanced Solutions DiscussionTopics

47. Already in Action Value of Community

48. Desirability How to “soundbyte-ify” content so that it can be quickly leveraged and shared? How to help partners become better storytellers (and how to help MSFT become better storytellers)? Viability Feasibility SOLUTIONS How to foster accountable partner communities? How to turn content owns into community managers?

49. Desirability How to inject “remarkability” into the partner experience center? How to provide ongoing support for partners as “canaries in the coal mine?” Viability Feasibility SOLUTIONS How to create a marketing culture at MSFT that can rapidly and with agility respond to opportunities? How to provide ongoing support for pilot partners as community managers?

50. Desirability How to help MS marketers engage in a more “social” way with partners and help partners do the same with customers? Viability Feasibility SOLUTIONS How to use the tools of social media to get more clarity for MS and for partners?

51. A big thanks to Dharmesh, Joelle, Jennifer & Charl for this opportunity! jer979@neverstopmarketing.com Twitter: @jer979 Linkedin.com/in/jer979 www.neverstopmarketing.com

53. How to help partners become better storytellers (and how to help MSFT become better storytellers)?

54. How to turn content owns into community managers?

55. How to foster accountable partner communities?

56. How to inject “remarkability” into the partner experience center?

57. How to provide ongoing support for pilot partners as community managers?

58. How to provide ongoing support for partners as “canaries in the coal mine?”

59. How to create a marketing culture at MSFT that can rapidly and with agility respond to opportunities?

60. How to help MS marketers engage in a more “social” way with partners and help partners do the same with customers?

61. How to use the tools of social media to get more clarity for MS and for partners?