Bring Your Own App
The Secret Weapon for Sales and
Marketing Success
What you’ll learn in this presentation

•

How process on top of process magnifies user
pain

•

How tool complexity drive...
Imagine if this were the IKEA toolset?
Luckily it’s much simpler
The Evolution of “Bring Your Own”

1980s

1990s

2000s

2010s

BYOL

BYWH

BYOD

BYOA
A Trend on the World Stage
BYOA’s impact on SMB

LogMeIn recently surveyed 1,200 SMBs on use of
employee-introduced apps in the workplace and found:
...
IT’s role differs across organizations…

a.
b.
c.
d.

Facilitator:
Trust builder:
Gatekeeper:
Dismisser:

Actively encoura...
…but overall they are receptive to the Trend

a.
b.
c.
d.

Facilitator:
Trust builder:
Gatekeeper:
Dismisser:

33% activel...
So, what lessons can BYOA teach us?
Meet Joe, our Classic Millennial Sales Rep

Young & social
 Gen-X and Millennials
 Impatient with bureaucracy & hierarch...
Joe “occasionally” embraces the dark side

“They recently made a change

“Click-to-call process through is
kind of a joke....
Joe has also augmented the standard toolkit

Productivity /
Collaboration
Tools

15
Heat map user flows to identify pain points

Painful
Conduct
demo
meeting

Cold call

Research
lead

Convert lead
into an ...
Overlay tools/process to understand user behavior

Painful
Conduct
demo
meeting

Cold call

Research
lead

Convert lead
in...
So why is Joe using these apps?
Joe’s BYO-apps have common qualities







Purpose-built to solve “tiny problems”
Easy to use
Device agnostic
Emotiv...
Meetings made simpler with join.me
Case Study
Employee Introduced at Scripps

The switch to join.me was
“an easy decision” – our
employees demanded it.
-- Bu...
“Well rounded” apps lead to highest adoption

Solves “tiny problems”

Easy to roll out

Device agnostic

Customizable

Eas...
How to take on a BYOA leadership role

Step 1:
Ask
around
• Establish an open
dialog with users
on how they
augment their ...
Contact us to chat!

lou.orfanos@logmein.com
www.logmein.com
www.join.me
Thank you!
Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success
Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success
Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success
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Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success

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CIOs and their counterparts in Sales and Marketing have learned the hard way that saying “no” to user-chosen productivity applications is a non-starter. Join us to learn how leading enterprises are embracing these best of breed applications to achieve transformative improvements in overall collaboration, and sales and marketing productivity.

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  • Session Name: Bring Your Own App: The Secret Weapon for Sales and Marketing Success Speaker: Lou Orfanos Abstract: CIOs and their counterparts in Sales and Marketing have learned the hard way that saying “no” to user-chosen productivity applications is a non-starter. Join us to learn how leading enterprises are embracing these best of breed applications to achieve transformative improvements in overall collaboration, and sales and marketing productivity.
  • Facilitator: 33% actively encourage BYOAActively collaborate with users to meet their needs and wants Inform them about risks/risk mitigationGuide them toward secure solutionsTrust builder: 26% manage BYOA through the honor systemGatekeeper: 21% block apps outrightBlock BYOA entirelyBlock apps deemed riskiestApps through IT-controlled or vetted app store onlyDismisser: 23% don’t manage BYOA at all
  • Mandating tool adoption has a dark sideHeat mapping “a day in the life” can identify opportunitiesManagers can use organic tool adoption to their advantage
  • Millenial data: http://www.bcg.com/media/PressReleaseDetails.aspx?id=tcm:12-103623
  • Big role for IT and business leader in BYOA—can simplify process for users and enable a better workflow
  • Why did Scripps respond to BYOA?current meeting solution was neglectedemployees brought their own fast, reliable & simple solutiondaily meetings became much more productive and effectivemore ad-hoc collaboration sessions between teams
  • lou.orfanos@logmein.com www.logmein.com www.join.me
  • Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success

    1. 1. Bring Your Own App The Secret Weapon for Sales and Marketing Success
    2. 2. What you’ll learn in this presentation • How process on top of process magnifies user pain • How tool complexity drives users to take things into their own hands • How smart leaders learn to leverage this behavior; not suppress it
    3. 3. Imagine if this were the IKEA toolset?
    4. 4. Luckily it’s much simpler
    5. 5. The Evolution of “Bring Your Own” 1980s 1990s 2000s 2010s BYOL BYWH BYOD BYOA
    6. 6. A Trend on the World Stage
    7. 7. BYOA’s impact on SMB LogMeIn recently surveyed 1,200 SMBs on use of employee-introduced apps in the workplace and found: • • • 69% report active use of employee introduced apps 52% of file sync/share apps employee introduced 44% of collaboration apps employee introduced Over 2/3 are adopted by IT
    8. 8. IT’s role differs across organizations… a. b. c. d. Facilitator: Trust builder: Gatekeeper: Dismisser: Actively encourage BYOA Manage BYOA through honor system Block apps outright Don’t manage BYOA at all
    9. 9. …but overall they are receptive to the Trend a. b. c. d. Facilitator: Trust builder: Gatekeeper: Dismisser: 33% actively encourage BYOA 26% through the honor system 21% block apps outright 23% don’t manage BYOA at all
    10. 10. So, what lessons can BYOA teach us?
    11. 11. Meet Joe, our Classic Millennial Sales Rep Young & social  Gen-X and Millennials  Impatient with bureaucracy & hierarchy Smart & mobile   Blurred personal/work boundaries 59% more use smartphones (vs. non-millennials) “App Happy”  Premium on speed, ease, efficiency and convenience (2x more likely to buy groceries at 7/11!)  Heavy app users (40+ average on smartphone)
    12. 12. Joe “occasionally” embraces the dark side “They recently made a change “Click-to-call process through is kind of a joke... no one enjoys it as a rep and the only reason we have it is management can track whether we had a call or voicemail.” that in order to create an opp from a lead you have to enter the address. Usually I just enter in junk info like 123 123 123.” “I know this stuff is important to the managers, but it just makes my day that much harder.”
    13. 13. Joe has also augmented the standard toolkit Productivity / Collaboration Tools 15
    14. 14. Heat map user flows to identify pain points Painful Conduct demo meeting Cold call Research lead Convert lead into an opp Emails and product Q&A Schedule live demo Easy Send contract details
    15. 15. Overlay tools/process to understand user behavior Painful Conduct demo meeting Cold call Research lead Convert lead into an opp Emails and product Q&A Schedule live demo Easy Send contract details
    16. 16. So why is Joe using these apps?
    17. 17. Joe’s BYO-apps have common qualities      Purpose-built to solve “tiny problems” Easy to use Device agnostic Emotive Blend work/life
    18. 18. Meetings made simpler with join.me
    19. 19. Case Study Employee Introduced at Scripps The switch to join.me was “an easy decision” – our employees demanded it. -- Bud Ketterl, VP Project Management at Scripps
    20. 20. “Well rounded” apps lead to highest adoption Solves “tiny problems” Easy to roll out Device agnostic Customizable Easy to use Integration friendly Emotive Blend work/life Auditable Secure & Compliant
    21. 21. How to take on a BYOA leadership role Step 1: Ask around • Establish an open dialog with users on how they augment their day • Understand app use cases & assess needs Step 2: Assess the situation • Evaluate apps – benefits, risks and limitations • Heat map critical flows to identify pain and areas of friction Step 3: Create your plan Step 4: Make it happen • Create and share a list of approved apps and process • Deploy the apps your users demand • Develop a process for submission and review of new apps • Discover and monitor cloud app usage • Build a cloud directory • Enforce policies where needed
    22. 22. Contact us to chat! lou.orfanos@logmein.com www.logmein.com www.join.me
    23. 23. Thank you!

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