E2 0 Partner

Copyright 2009 IDC. Reproduction is forbidden unless authorized. All rights reserved.

E2.0 for Partner Management

Michael Fauscette, Group Vice President, Software Business Solutions


SF Zoo


Social media for business purposes is precipitated primarily by younger employees who have a fascination with presently available web sites offering these services. CEOs, COOs, CFOs find them distractions and most professional business people

I hadn't really given much thought to the business value of these services.

I AM SURPRISED HOW LITTLE I KNOW ABOUT MOST OF THE PROGRAMS YOU LISTED. I AM MUCH LESS SKILLED IN CURRENT COMPUTER TECHNOLOGY AND PROGRAMS THAN I SHOULD BE!

I have noticed several major companies moving their product image to social networking sites

Social networking will enhance and increase customer interests, loyalties and product passions to ensure a corporation will stay afloat over the next three years.

Kids are the future they will dictate that social networking become more prevalent in business. not IT, not the lawyers, but a generation of social networking kids growing up on it!

I think the world is changing and facebook and wiki's and blogs may play an important role in the future of IT.


Use of Social Networks for Business

Source – IDC QuickPoll January N=390


What Tool Would You Consider for Social CRM?

Source – IDC QuickPoll January N=390


Enterprise 2.0

Applying emerging technologies like Web 2.0 accompanied by

organizational, cultural and process changes to improve business

performance in an increasingly connected Global economic

environment

Copyright 2009 IDC. Reproduction is forbidden unless authorized. All rights reserved. ©2009 IDC |

Web 2.0 Democratization

Empowerment

-Mashups -Wiki’s -Blogs -Micro-blogging

-Wisdom of Crowds -Crowdsourcing -folksonomy -presence

Platform


Key Elements

Search Authoring

Links

Tags (folksonomy)

Association

Notifications


Consumer Apps CRM Content Apps

Online Community Platforms – connecting, sharing, collaborating, building relationships/trust, publishing/authoring – UGC, customers

as consumers

Enablers Wiki

Blogs

+traditional Collab

Collab

Ideasourcing

Social Customer Service

Social SFA (predictive selling)

Brand Monitoring / building

Wiki

Blogs

Crowdsourcing

Social Analytics


Consumer Apps CRM Content Apps

Online Community Platforms – connecting, sharing, collaborating, building relationships/trust, publishing/authoring – UGC, customers

as consumers

Facebook

LinkedIn

MySpace

Twitter

Google Apps

SocialText

Lotus Connections

Sharepoint

Jive

Google Apps

Collab

Concursive

UserVoice

Oracle Sales Prospector

Bright Idea

Omniture

Google Apps

Cisco Eos

Reality Digital

MyLife

OneRiot

Wink

Social Analytics


Some examples


SAP

 SAP EcoHub •  New catalogue + community site •  Incorporating user ratings and comments •  Discover, Evaluate, Buy


 DS Solidworks •  Crowdsourcing product enhancements •  Incorporating customer ratings •  Social Media Manager •  Executive blogs •  Channel initiative - local presence


 IBM collaboration in Second Life (P2P networking)

•  3D virtual world where IBM and partners collaborate •  Enables partners to meet other partners from across the world in a virtual

conference room.


 Cisco partner space and virtual events (P2C networking)

•  Partner Booths: visitors learn about a partner’s Cisco offerings in a 3D environment

•  Events: Cisco and partners host live and on-demand virtual events, simple one-time Web seminar or complex events with many seminars, breakout sessions, and custom exhibition halls and booths.


 Other P2P and P2C networking •  Microsoft Channel Builder •  SAP PartnerEdge P2P Network •  mix.oracle.com


 IBM web content syndication •  Takes IBM content including collateral, demos, product information, video

and webcasts and syndicates to partner’s website •  Content looks like it’s part of the partner’s site & automatically updates,

ensuring partners have the most up-to-date sales and marketing assets from IBM


 Sun catalog syndication •  Online catalog showcases Sun products and technologies, and embeds in

the partner’s web site. •  Complete and up-to-date information on Sun products and technologies •  Allows customers to request a quote directly from the partner.


 IBM search engine optimization (SEO) •  Assess how a partner’s site performs in online searches &

recommends improvements to drive increased traffic •  Helps partner identify and capture prospects that access their site

from a search engine.


 Microsoft ISV SEO •  Fee-based or co-funded campaign. •  Service performs analysis of partner’s site and suggests a plan to

improve organic search result ranking •  Also provides recommendations on how to improve conversion ratio

of visitors to sales leads


 Cisco small business site •  Customers who come to this site can enter a live chat with a Cisco

rep. •  The Cisco rep can connect the customer to a partner to continue a

live chat, based on the profile and presence information of registered partners


•  Create community

•  Creating local presence (blogs, microblogs)

•  Capturing / sharing knowledge (wikiʼs, microblogs, networks, LinedIn groups, etc.)

•  P2P networking - enabling “solutions”

•  Conversations


•  Brand monitoring and building

•  Increasing sales effectiveness - visibility, ongoing conversations

•  Lower customer service cost while increasing satisfaction - provide service when, where and how customers want it


•  Increase innovation and greater opportunity to meet customer needs by using crowdsourcing and the wisdom of crowds (lower cost methods for building requirements, understanding customer needs, etc)

•  And remember: –  Web / e 2.0 is about spreading control across a

broad audience, adding value, building relationships, conversations, & increasing transparency

–  It’s not just tools, it’s about changing process and culture!

E2 0 Partner

Technology

Transcript of E2 0 Partner