The document discusses how Jive's enterprise social networking platform can help address challenges companies face in deal management and sales collaboration. It outlines issues like resources being misused, content being recreated, lack of a central hub, and disconnected access. Jive can transform deal collaboration across roles, applications, and geographies by creating a central place for deals in its platform. This allows content to be collaboratively created and easily accessed, experts to be found, and the best practices and resources to rise to the top. The document presents examples of how Jive can create "deal rooms" and "purposeful places" to streamline processes like managing deals and working with clients.

1. Sales Enablement
via
Jive’s Enterprise Social
Networking

2. Proven in CEMEX Industry
© Jive confidential2
"Jive has helped Hanley Wood break down silos
across audience groups and geographies to build a more
collaborative team," said Bob Benz, president of content at Hanley Wood.
"The new features in Jive Spring cloud release will make it
even easier for our employees across the country to work together."

4. Challenges in Deal Management
Misused Resources
• Re-use same people
• Can’t find resources
• Experts don’t use CRM
Recreating the Wheel
• Recreate content
• Poor Doc Collaboration
• Answering same ?’s
No Central Deal Hub
• Notes everywhere
• Repeating conversations
• Buyer Frustration
Disconnected Access
• Can’t prep for meetings
• Ineffective sales calls
• Lost deals
Transform Deal Collaboration across roles, applications, and geographies
Executives
Marketing
Product
Client
Seller
Static
Directory
Meetings
Best Practices
Ideas / Answers
Outcomes
BUSINESS IMPACT = × # Meetings × # Accounts × # Sellers

5. How Jive addresses sales team challenges
After JiveChallenge area
▪ Sales tools developed collaboratively faster with more cross-team input
▪ Content creators can easily see in-line feedback, ratings, popularity
Content created in silos
Difficult getting input
▪ Sales and marketing collateral is in an open team network where it is
constantly 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 laptop
Latest sales tools stuck
in an intranet & inboxes
Enabling Sales
▪ The entire deal cycle is captured in a conversations for future referenceDeal stories and
learns never shared
▪ All members of the quote team can quickly and easily participate and
collaborate on documents in-line and asynchronously
▪ New team members can read conversations around deals to get context
Proposals are too often
done in silos
▪ All relevant experience and expertise brought to life with rich profiles
visible of every person in the company
▪ Native mobile apps brings every expert to the sales reps fingertips
It’s impossible to find
experts
▪ All the latest tools and resources are easily searchable within Jive, with
views/ratings to direct sales people to the best / most appropriate documents
Preparing quotes is a
nightmare
Managing Deals

6. Business Value with Deal Rooms
Deal Sizes: 5%
• Quarterback the best experts to solution / cross sell
• Enhanced business case justification / negotiation
Win Rates: 12%
• Higher quality presentations and proposals
• JIT competitive sharing and differentiation
Deals / Year: 8%
• Immediate access to knowledge and experts
• Less duplication of effort across deals
Support Costs: 14%
• Visibility across deals, regions, risk, need.
• Governed self service model for requests
Deal Cycle Time: 22%
• Streamlined deal coordination and process
• Less bottlenecks greater and agility to respond
$5.5-$10.5 Million
33%  in Wins Rate
30%  Sales Cycle
29%  in Support Cost
Source: Jive customer survey performed by Top 3 Global Consulting Firm

7. Purposeful Places
Example – “The Deal Desk”
• Optimized for the goal.
Close a deal, work with a client, plan
a campaign, enablement…
• 1-stop-shop for all the critical
people, data, and work, from
across systems.
• Choose the template,
customize the experience.
• Quick-create integration APIs
with rich interactive displays.
Salesforce, Chatter, Social Web,
Email, Producteev, LinkedIn…

8. Other Streams
Deal Info.
Probability

9. Jive Find – Intelligent Search

10. Impact & Insight – Know What’s Working

11. Mobile

12. Jive adds value to other applications
Email / Productivity ECM / DMSCRM / ERP
PURPOSEFUL
PLACE
Any Website
• 21% decrease in email
• 16% decrease in meetings
• 27% decrease in duplicated tasks

13. Other Streams
Deal Info.
Probability

20. “Jive has moved into a
very dominant market
position and now looks to
accelerate rapidly.”
Forrester Research
“Jive is in the Leaders
quadrant. It continues to
gain enterprise-scale
customers thanks to its
broad product
capabilities and
substantial visibility.”
Gartner
Jive X4.
Gartner Magic Quadrant
for Externally Facing Social
Software August 2011
Gartner Magic Quadrant
for Social Software in the
Workplace September 2012
Forrester Wave
for Enterprise Social Platforms
August 2011
Gartner Magic Quadrant
for Social CRM
September 2012
Jive - The market leading platform . . .