Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through...
Transcript of Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through...
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Sun Learning eXchangeDriving Sales Enablement Through Peer-to-Peer Collaborationand Web 2.0 Capabilities
Joe Campbell
Director of Sales, Services and Leadership Training, Sun Microsystems, Inc.
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Sun Proprietary/Confidential: Internal Use Only
Agenda
● What Is Driving The Need For Change
● How Sun Is Adapting● Best Practices We Have
Learned● Towards a Web 2.0 Sales
Enablement Framework
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New Business Challenges
AccessInformation
Anytime,Anywhere
New Workforce Behaviours Services
NewCommunities
NewExpectations
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August2008,“WorkforceCollaborationandWeb2.0
WorkforceProductivity
TransferKnowledge
between and among
workers
Capture knowledge of existing workers
Employee engagement
59% 56% 32% 30%
The Bottom-Line Impact of Social Software Addressing major enterprise challenges
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The Bottom-Line Impact of Social Software Organizations are investing based on tangible results
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Online Video: A Particularly Strong Impact
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Sun Proprietary/Confidential: Internal Use Only
Sales and marketing environments have changed! Have we adapted?
Rise of the Social Cyborgs
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Our learners, customersand sales force have
evolved
Rise of the Social Cyborgs
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Rise of the Social Cyborgs
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Sun Learning eXchange (SLX): Creating an Enterprise,Peer-to-Peer, Multi-Media Community
What is Sun doing?
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Building Community
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> User generated content> Seamless publication
Flexible Content Creation Options:> Upload mulit-media files> Video & audio authoring> Screencast capture
Integrated Content Creation Have to make it easy to create content!
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Leverage Key Social Networking Capabilities
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Channels Targeted content distribution
Privacy controls Determine accessContent ContributorsDistribution Permissions
Sharing and Privacy
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Cater to busy sales reps Syncs content directly to iTunes
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> Streaming content > Browser friendly
Easy Mobile Access Delivers content directly to iPhones / iPod Touches
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SLX Addresses Business Challenges For Sun
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Increase Marketing & Sales Effectiveness
Deliver ConsistentEngaging Messaging
Shorten On-boarding Reach Multiple
Audiences Provide Feedback
Loop Provide Searchable
Content Repository
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More Effective Corporate Communications
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Sun Proprietary/Confidential: Internal Use Only
Improve Employee Collaboration
Drive Increased Productivity
Enable knowledge capture and sharing
Improve employee satisfaction
Create a learning culture
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Evolution of Sales Enablement Blending of Peer-to-Peer content into formal learning
1yr. dev.time saving,
6 mo. quickerrelease!
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LMS
SLX
InformalContent
Formal
Setting
Wrap Peer-Peer Content In A Formal Curriculum
Speed-up Course Development
Leverage and RepurposeExisting Marketing Content
Web 2.0 Features In Formal Setting
Bridging Formal and Peer-Peer Learning
Sun Proprietary/Confidential: Internal Use Only24
41,00041,000Total unique usersTotal unique users
300 K300 KTotal page viewsTotal page views
4 K4 KTotal media files addedTotal media files added
Drive Adoption
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Peer-to-peer vs. Formal Content Creation
Q3FY08 Q4FY08 Q1FY09 Q2FY09 Q3FY090
250
500750
1000
12501500
17502000
22502500
27503000
32503500
3750
Peer-to-PeerFormal Content
Area Chart
Peer-Peer Pie Chart
Sales EnablementPartner EnablementTechnical TrainingCommunicationsOther
52%1.3%
36.2%
8.2%
2.3%
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Evolution of Sales Enablement New Enablement Frameworks: 4-door Methodology
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Evolution of Sales Enablement Just-in-time designs that focus on access to resources
Sun Proprietary/Confidential: Internal Use Only
Questions?
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Sun Learning eXchange
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