Post on 01-Jan-2016
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How to Drive Adoption& get the most out of your platforms
Loic Jeanjean, Director Sales & Marketing@jjloic
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Who is the fastest growing
Enterprise SaaS right now?
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
1.1 million daily active usersThanks to a 93% activation rate
100,000 new paid seat every 2 monthsAll from grassroots marketing
8,000 tickets and 10,000 tweets each monthFeedback drives their product roadmap
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Deployments are now mission critical
In the past four years, SaaS adoption in the Enterprise has grown 5x from 11% to 74% yet utilization
rates remain fragmented.
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
3 pillars of successful adoption
People
Organization
Technology
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Most common barriers
Insufficient training
Generation Gap
Value Effort
Culture
Complex
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Active UsersActive Users are all users that
log into any platform/tool during a set period
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Activation: the ‘Aha’ moment
The idea is that a user should get an “Aha” moment as soon as humanly possible after signing up
user reaching 7 friends in 10 days
user following 30 people
2,000 messages exchanged93% of those customers are still using Slack today!!
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
What is your ‘active users’ #?
15%25%50%
More?AW: 80%
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
PhenomenalDesign & Usability
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Phenomenal Design & Usability
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Asked one simple question:“Was this review helpful to you?”
Displaying the most helpful reviews increased sales by 20% (=$2.7bn more to Amazon), and drove active user rates through
the roof
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
The perfect onboarding
Our secret sauce
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
PersonalPut users at the center of the onboarding process> Up to 25% faster onboarding
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
PositiveRe-enforcementReward users when they complete important steps> Up to 80% lift in engagement
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
TimedTrigger messages at key activation milestones> 90% activation success
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
RelevantIn-app message for specific user groups> 200% increase in response rate
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Removing barriers & leveraging integrations
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
How many pieces of tech an advisor use?
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Integrating the right tools
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Obtain intel from clients and
prospects.
Spend more time with clients and prospects
Streamline processes &
gain efficiencies
Benefit example: Redtail
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Out-of-this-world support & training
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
A shoe company delivering pizza?!
Great support leads to incredible satisfaction ratings, high adoption and referability
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Consequences of poor support/training
54%
52%
25%
Will never use the tool again
Will tell their colleagues about the experience
Will recommend people not to use the tool
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Success story:Hootsuite adoption
Their approach to Enterprise adoption
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Approach to Enterprise adoption
Ease of use
Easiest platform to
use and administer across any
size deployment.
On-demand Library
In-dash access to Hootsuite University (product
overviews, social media lessons and
lecture series).
3-tier Training
SuiteScalable
Enterprise Training
Packages to address all levels of
social media maturity.
Customer SuccessDedicated
Hootsuite and Social Media experts to
facilitate real-time support.
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Setup & Onboarding
Adoption Strategy & Tactics Scale Optimize
Organization Group Individuals
Accomplish enterprise-wide digital transformation.
Drive adoption & achieve success. Initially configure & launch
Hootsuite.
3-tier Enterprise training program
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Results
55% adoptionvs
10% for first generation social platforms
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
We need an action plan
Promote… Onboard…Success
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Your action plan
Do a proof of concept / closed beta
Roll out to a small group of ‘champions’
Engage and get reps invested in every steps
Collect feedback & share ROI with VP/CMO
Work with vendor to create training material
Share early successes & wins with rest of advisors
Communicate software’s value in webinar(s)
Laser App Financial Services Conference © 2015 Advisor Websites™. All rights reserved.
Thank you
Come chat with me to learn more