This is the PowerPoint presentation that was given to the Indianapolis Business Journal's Business Growth Strategies Seminar on April 24th.

1. Sales 2.0 for the Internet-Driven Economy
James Burnes, MediaSauce
VP Development & Strategy

2. About Us
A track record for leading online initiatives

3. 2001
2005
2009
2012
The Pipe

5. 5 Channels

6. Millions of
“channels”

7. Control what
people see

8. Everyone
has a voice

9. INFORMATION
AGE

10. INTERCONNECTED
AGE

12. Have you seen a revolution…
where no one got hurt?

13. “The rate of internal change
must be greater than the rate
of external change, or the
company will fall behind”
- Jack Welch

14. Options:
Lead the change
Follow other's change
Quit

15. Recipe for a Transformation
Dose of Desire
Layer of ThinkBig
Unyielding Commitment

16. Every 3
seconds…

17. 1 person buys a device to
access the internet
2 blogs are started
3 youtube videos are posted
4 people sign up for Facebook
500 words are added to wikipedia

18. There are lots of customers out there!

19. Customers have
constant access
to information

20. They can make decisions 24/7

21. They are overwhelmed by sales messages

22. They need solutions (now!)

23. Our competitors are
ready to do battle...

24. We have to separate from the competition

25. We have to be better connected...

26. ...than our competition.

27. Outwit

28. Out Maneuver

29. Connect More

30. Do More

31. Sell More

32. We’ll start with the
essentials

33. Are you on…
• 193% Growth YOY
• 11.9 Million Unique Visitors / mo.
• Nearly 60% of LinkedIn users have high
personal incomes and hold executive-level or
consultant positions
• The greater the number of connections the
greater the likelihood of higher personal income

34. Are you on…
• 116% Growth YOY
• 39 Million Unique Visitors / mo.
• More than half of Facebook users are older than
college age
• More than 13 million users update their status at
least once each day
• More than 2.5 million users become fans of Pages
each day

35. Are you on…
• 343% Growth YOY
• 5.57 Million Unique Visitors / mo.
• Fastest growing web site in the world
• 7.5 Thousand new accounts daily

36. You’re On.
BUT ARE YOU
LEVERAGING IT?

38. How many people are you connected to?

39. Impacts your page rank

40. has even more uses
• Perform blind and reverse company checks
• Dig deeper on contacts and referrals
• Gauge the health of the company
• Learn about product launches and “stealth”
competitor activity
• Answer questions…become an expert

41. Let’s try a quick social experiment

43. Making prospects
and customers your
‘friend’ gets you
insider information!

46. Have the inside scoop

47. …or get t.m.i.

48. has even more uses
• Discover events and activities your
network is participating in
• Link back to blogs, new web site features,
business related media
• Interconnect all activities

49. Quickly emerging, Twitter is the
ultimate connection tool

50. Twitter is easy, engaging

51. Social networks are powerful

52. Social media empowers your sales
team with connections to succeed

53. And don’t forget you can
recruit for the future (now!)…

54. Any
questions?

55. A few examples of companies
engaging in social media effectively

68. www.mediasauce.com/ibj
Access the full presentation, pose
questions, and read our blog.

69. THANK YOU!

70. How will you connect?

71. Connect with me

72. So how do we
build a strategy?

73. How do we approach the strategic process?
The MediaSauce Methodology

74. Success starts with Investigation
The MediaSauce Methodology
Investigation

75. Success starts with Investigation
The MediaSauce Methodology
1. What are your core products and services?
2. What is your unique selling proposition?
3. Who is your audience? What are their pain points?
4. What does your competition do?
5. What are your goals?
6. What is your budget?
7. Who are your partners or internal resources?
8. How does your target market use the web?
9. Where does your target market go online?
10. How can you be an expert in the eyes of your audience to
address their pain points?

76. Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation
Exploration

77. Success continues with Exploration
The MediaSauce Methodology
1. How can we position ourselves where our audience is?
2. Who on our team can be an expert or voice of our organization?
3. What ideas do we have to go viral?
4. What does our competition do poorly?
5. How can we better leverage our offline resources?
6. What are our highest aspirations?
7. Who already reaches our audience that we can partner with?
8. What are our finalized strategies (not tactics)

78. Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation
Exploration Decision

79. Success progresses with Decision
The MediaSauce Methodology
1. What specific tactics will we complete for each strategy?
2. What resources are required?
3. What metrics will we use to judge the success or failure of the
tactics?
4. What are the priorities and timelines for each tactic?
5. What resources will be required internally or externally to
complete these tactics?
6. What budget allocation should we expect?

80. Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation Confirmation
Exploration Decision

81. Success requires a Confirmation
The MediaSauce Methodology
1. What timeline and budget will we commit to?
2. What is the finalized scope of work required to complete the
work?
3. Who will manage and implement the tactics we are
committing to?
4. How do we introduce these initiatives to our internal and
external stakeholders?
5. Have we scheduled our upcoming strategy review sessions?
Who will be our oversight committee?

82. Success starts with having a plan
There’s no silver bullet, but smart decisions lead to great results
Investigation Confirmation
Exploration Decision Implementation