IT NEWS Australia


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  • 20 yrs ago, the only way you were going to have a piece of sophisticated SW, was if your IT department had spend millions on a piece of enterprise software 10 yrs ago, business leaders started to be able to rent rather sophisticated software in the form of the first SaaS applications. However, these apps essentially were still based on the same command & control paradigm as the earlier client server/web applications. They were created from the perspective of management and its control of employees It was just a more efficient form of delivery. In the last 2-3 years, all of us have adopted very nice social applications on the web. Whether its Google, Facebook, LinkedIn or Twitter, they all give you very sophisticated functionality. You find it useful else the growth wouldn’t have been there, yet no-one was holding a gun to your head to adopt them. You deemed it useful, so you signed up ! If someone adopts social crm what do you advise business leaders to do ? Lead by example Be part of the conversation Do’s and don’ts when adopting social applications; Don’t worry too much about control, you cant control everything, just be sensible about rules. Or as MS says ‘don’t be stupid’ Involve all departments in setting your strategy – including service !
  • Thomas Jefferson used newspapers to win the presidency F.D.R. used radio to change the way he governed J.F.K. was the first president to understand television Howard Dean saw the value of the Web for raising money But President Barack Obama understood that you could use the Web to lower the cost of building a political brand, create a sense of connection and engagement, and dispense with the command and control method of governing to allow people to self-organize to do the work.”
  • Discuss: The difference between data mining applications (prospector, deal management) and collaborative applications (campaigns, libraries) How people may react differently to the two categories Data mining may appeal more to quantitative companies who have more faith in technology than people Collaborative applications appeal to companies who want to be leading edge or are more social
  • IT NEWS Australia

    1. 1. How businesses are using social media to spark sales Michel van Woudenberg General Manager CRM On Demand Oracle Asia Pacific
    2. 2. Shifting Innovation within Businesses IT Innovates You Innovate LOB Innovates 1990’s 2000’s Now
    3. 3. Adoption of Corporate Technologies <ul><li>Source: McKinsey Quarterly Feb 2009 </li></ul>June 2009: 3 out of 4 Australians visited a Social Networking Site
    4. 4. Innovation at the Edge We ‘all’ as individuals use (some) of this . . . Social structures form the base of most of these apps They blur the line between professional and personal. Imagee:
    5. 5. What are Companies using Social Apps for ?* * Source: July 2008 McKinsey Quarterly Survey on web 2.0
    6. 6. How Can YOU Use Social Applications ? <ul><li>Do you Mr Sales Exec have a LinkedIn, Facebook and Twitter Account ? Get one ! </li></ul><ul><li>Then do what you do in the offline world; </li></ul><ul><ul><li>Meet People </li></ul></ul><ul><ul><li>Build Relationships </li></ul></ul><ul><ul><li>Ask & Answer Questions </li></ul></ul><ul><ul><li>Build Trust, Build a Reputation </li></ul></ul><ul><li>Convert your leads, Measure </li></ul><ul><ul><ul><ul><li> </li></ul></ul></ul></ul>
    7. 7. Many have gone before you…
    8. 8. Applying Social App Principles:
    9. 9. Combine the Power of Social Networks with CRM Accelerate Growth & Innovation Contribution Accelerate Innovation Community Value Collaboration Content Customers, Partners, Suppliers Employees Social Networks CRM Tagging Rating Sharing Leads Opportunities Orders
    10. 10. Oracle Social CRM <ul><ul><li>Shared library to facilitate finding and sharing of sales content ; PowerPoint, Word, Excel, PDF etc </li></ul></ul><ul><ul><li>Create sophisticated html campaigns in email, share and track the results of their campaigns </li></ul></ul><ul><ul><li>Insight on what to sell next based on analysis of buying patterns of customers with similar attributes </li></ul></ul>Sales Library Sales Campaigns Sales Prospector Social Sales Applications