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RedHatDreamforceFinalv4

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RedHatDreamforceFinalv4

  1. 1. SALES & MARKETING ALIGN TO TAKE ON SOCIAL SELLING AT RED HAT ​ Matt Androski ​ Vice President Regional Sales, Red Hat ​ mandrosk@redhat.com ​ @MSA27 ​  ​ David Somers ​ Director Marketing and Sales Effectiveness, Red Hat ​ dsomers@redhat.com ​ @dcsomers ​  Sales 2.0   ​ Michael Indinopulos ​ Chief Marketing Officer ​ midinopulos@peoplelinx.com @michaelido ​ 
  2. 2. Hashtags #DF15! #SocialSelling
  3. 3. #1   OPEN   SOURCE   LEADER   55 consecutive quarters of revenue growth   3
  4. 4. WHAT WE DO We offer a range of mission-critical software and services covering:   BENEFITS TO OUR CUSTOMERS   Open collaboration: Products that meet customer needs   Shared development: Accelerated innovation   Better security—assurance   CLOUD   MIDDLEWARE   APP DEV – MOBILE   OPERATING SYSTEM   VIRTUALIZATION   STORAGE   Better price/performance   Better quality   Faster technology innovation   Flexibility   Long-term deployment   4
  5. 5. RED HAT SOCIAL SELLING PROGRAM Objectives Amplify the brand Drive awareness for Red Hat Improve Sales Effectiveness Extend sales presence to social channels 5
  6. 6. Q4 of last fiscal year 6 GETTING STARTED Key Initial Requirements 1.  Help sellers establish professional online presence 2.  Make it easy for sellers to share curated content Lessons Learned •  Local sales and marketing support is critical •  Need to educate associates on what is and isn’t social selling •  Social selling is a non-trivial change management undertaking Pilot Program  
  7. 7. Effectively use social networks to engage prospects and customers Phase I – Awareness (first 6 months) •  Social presence •  Curated social content •  Success = adoption/usage Phase II – Behavior Change (second 6 months) •  Social listening •  Network development •  Success = engagement Approach 7 SOCIAL SELLING = SALES 2.0
  8. 8. The Journey 8 THE MAKING OF A SOCIAL SELLER Social Presence   Social Listening   Network Development   Engagement  
  9. 9. INITIAL RESULTS ENCOURAGING March – August 2015 •  50% of global sales force registered for PeopleLinx •  44% are active users (login within last 30 days) •  ~3K PeopleLinx optimizations completed •  100K+ clicks and almost 20K shares in first 6 months •  LinkedIn Social Selling Index (SSI) score highest among peer groups (reported by LinkedIn) •  Beginning to see lead conversion from social engagement 9
  10. 10. Marketing & Sales Alignment Executive Support Measurement Social Selling Platform (PeopleLinx) Education 10 SUCCESS DRIVERS
  11. 11. 11 SOCIAL SELLING CERTIFICATION
  12. 12. Goals for next 12 months 12 NEXT STEPS •  Continue to grow adoption •  40% of sales Social Selling Certified •  Align content to corporate social editorial calendar •  Sales 2.0 real •  Quantify pipeline impact
  13. 13. plus.google.com/+RedHat linkedin.com/company/red-hat youtube.com/user/RedHatVideos facebook.com/redhatinc twitter.com/RedHatNews THANK YOU
  14. 14. Professional Services Technology FinancialServices Other The Top Teams Use PeopleLinx
  15. 15. For more info… Booth N1038 @PeopleLinx peoplelinx.com

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