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Jive Talks

5 Posts authored by: jarrett.obrien

Fall-2013-Image-1.pngAfter an amazing The specified item was not found. we are excited to announce that Jive's latest cloud release is here!  New communities as of today will be on this release and existing communities will be upgraded on 11/15-11/16.  The new features and functionality of all four of our 2013 cloud releases will be released as Jive 7 for hosted and on premise customers in December with the exception of cloud only features* (see more in our The specified item was not found. space) You can also see more screenshots in the Jive News Blog: JiveWorld13 "Gets Real" With th... | Jive Community, and read more information on the major new features in the Fall Release here: Products: Fall Release information | Jive Community.

 

The Fall 2013 release is packed with cutting edge features and enhancements based on countless idea jams and feedback from our customers.  It includes new profiles, search and analytics capabilities to modernize your intranet or portal.  There are new advanced collaboration features to increase the pace at which work gets done.  And new out-of-the-box integrations uniting today's digital workplace, as well as new developer tools to let IT teams build better solutions for users.  So, what can you expect in this release?  Click play below for a quick video overview.



The Modern Employee Directory

We started by putting your users at the center of this release. Our dynamic profiles are now much more relevant to day-to-day work, allowing you to:

  • List all of your skills, endorse your peers for their expertise, and even browse or invite people to groups by skills.
  • View a user's recent activity and frequented places, along with a new beautiful image gallery in one glance.
  • Browse the traditional way of looking at an org chart, or now view by connections to understand who you both have in common.


Real Time Chat with Context * (cloud only beta)

We're making it possible to do business in real time. No more waiting with your burning question, idea, or need. Jive's real time chat is embedded directly within our robust social features to take real time communication to the next level. You can:

  • Start a chat with as many people as you like from their role, groups you share in persistent chat rooms, and even through others viewing any page you are on.
  • @ Mention any content (including from other systems) without leaving the chat window or cutting and pasting.
  • Preserve the conversation asynchronously in your inbox or convert them to a document.

 

Social Tasking for Teams * (cloud only beta)

Bring the power of social tasks to your community. You can now integrate your Jive community with Producteev, the leading task system for teams. Gone are the days of dropped balls back and forth in email, resulting in productivity drains and missed deadlines. Jive + Producteev lets you:

  • Integrate Producteev with any Space, Group, or Project in Jive to replace old tasks with new and improved capabilities.
  • Create and view tasks directly inline from content in Jive such as a discussion or document.
  • Access, create, and complete tasks in email with a new Producteev Outlook app

 

New Analytics Capabilities

We're giving you much more visibility into how individual pieces of content are resonating in your community, as well as how your community is performing overall. You can:

  • Know how your content is playing in your community with improved Impact Metrics, which are now available immediately. You can now filter by department, see who has referred your message to others, and see how much email your content is generating.
  • Analyze your community as a whole with Jive Business Analytics (JBA), which includes reports for strategic alignment, organizational intelligence, and employee onboarding.
  • Easily create Community Manager Reports with new Analytics Service backend.

 

An Open Cloud Platform

Jive is now integrated into many more applications, allowing you to integrate your digital workplace. We have added:

  • Google Drive and Gmail integrations to let you manage content or collaborate from email.
  • New tiles for SharePoint such as links and calendar items along with a completely new integration with Outlook Web Access (OWA).
  • StreamOnce integrations for Facebook, Twitter, and RSS feeds; all now created right from Purposeful Places (available shortly after the release date).
  • An Add-Ons Registry for partner or customer developers to share and deploy robust, upgrade-safe extensions.
  • The ability to link to virtually any document management system with the new External Storage Framework.

 

More Productivity on Mobile

Jive mobile has see significant enhancements to create a consumer grade mobile experience, including:

  • Mobile 3 is Here! A new UNIVERSAL iOS native app for iPhone and iPad to collaborate effectively on the go, along with improvements for Mobile Web with new branded experiences.
  • Advancements in architecture & security to ensure complete control with new integrations to mobile application / device management solutions.
  • Enhancements to Jive Present including a new Android App, CRM integrations, and the ability to manage other HTML5 web apps you built.

 

And Much More:

We haven't stopped there. There are dozens of other enhancements in the Fall Release including:

  • New Structured Outcomes to mark content as Official, a Success, or Outdated (with link to new content) which pushes search results up or down.
  • Video has received a complete overhaul in experience, and can be created in a few clicks from the iOS app.
  • Purposeful places in Jive have dozens of new templates, tiles, and integrations that can be easily customized and saved.

 

For customers leveraging Jive in the Cloud, tell us which capabilities you're most excited about using.  If you're not on Jive Cloud, ask us how we can help you migrate to take advantage of these new features every quarter.  For everyone, we would love to hear what you think of the features and let us know if you have any questions.  Thanks!

 

 


There’s a reason sellers can be inappropriately labeled as having ADD.  On any given week they are getting countless emails from corporate, management, and buyers as they work dozens of opportunities.  Yet, the agility of a sales team to align to new directives from executives while being nimble to the needs of the buyer are competitive differentiators.  In the video below, our head of sales jay.larson alks about how we drive this at Jive to drive strategic alignment of the sales team and win deals faster.

 

 

Field Communications & Strategic Alignment

Even sitting at headquarters, keeping up to date with information can be a challenge, but many times we mistakenly assume that sellers have heard about the latest market changes, product update, or competitive alerts. Out in the field and around the world, things are far different.  Due to information overload, lack of connectivity, and inconsistency in communication (mostly via email) the reality is very little can reach what some clients call “the edge”, or where front line sellers meet buyers.  When I was selling in a channel environment, I literally felt like I was on the edge of the world as vital sales information didn't reach me until almost 6 months later.

 

At Jive we have a different philosophy that Jay talks about in the video above, combining many best practices our customers implement:

  • “The edge” is where breaking news is sent to corporate and alignment begins via feedback channels.
  • We have a cadence of communication that reps can expect with a weekly Monday morning call that is virtualized and saved with all materials presented.
  • A video blog called JayTV updates all our sellers, both via web browser as well as offline on their tablet with Jive Present.
  • patrick.merritt, our Director of Sales Enablement creates newsletter from called Merritt’s what Matters, aggregating and referencing hot topics and discussing best practices in the field.
  • When things are unexpected, relevant and targeted announcements and alerts buzz reps phones on their Jive mobile apps.

 

Sales Collaboration & Deal Coordination

Whether you are working on a larger deal or managing a strategic account, things can quickly become late night nightmare.  Many times sellers don’t know who to invite to the meeting, follow-ups can be dropped, information is everywhere, and deals fall through the cracks.  Never mind the fact that the average seller is working dozens of deals an their team is never at their desk.  Unfortunately the person that suffers is typically the buyer with a horrible experience, in addition to worn out pre and post sales team that feel like they’re spinning their wheels.

 

In the second half of the video Jay talks about the most critical portion of opportunity management, the deal desk.  This is where you win or lose a deal, and something that can easily be tied to outcomes and revenue. Creating the final presentation and proposal along with structuring the solution at Jive is managed in a single deal room, accessible via any device.  All conversations, CRM data, documents, emails, and relevant information is referenced without the sellers worrying about where it came from.  People are tasked, decisions made, and business outcomes documented.  Management can inspect the deal room and steps completed in our sales methodology, served up from CRM.  The result is quicker, larger, and lower cost deals.

 

We would love to hear more best practices in keeping the field up to date with the latest communications, or making it easier to close business through team selling.  To learn more on how other Jive clients transform their sales team, you can also register for the B2B Sales Summer Series, and we will also have a track on how Jive enables our sales team at Jive World.

Sales leaders across industries face common challenges of getting new sales reps up to speed, driving initiatives through a distributed sales force, and streamlining sales cycles.  Our President of Worldwide Field Operations jay.larson has seen these challenges throughout his career at many companies, which inspired him to share some of his experiences and how he's been leveraging Jive to maximize effectiveness of the sales team at Jive.

 

Many of these items likely look familiar to any executive trying to grow business:

  • Aggressively growing our sales team via hiring
  • Constant innovation (4X per year) and new products / services to sell
  • Evolving and reinforcing our sales methodology
  • Entering new markets such as EMEA and APAC
  • Ensuring the sales team knows how to sell new products via M&A activity such as Clara, StreamOnce, Producteev, and Meetings.io.

 

The only constant is change and a distributed sales team is not easy to keep up to date.  Like our customers we leverage leading technology throughout our sales department, all used for different reasons.  Salesforce.com to manage lead and opportunity activities and reporting, Netsuite as our finance system of record, in addition to Marketo for lead scoring.  We have business intelligence, compensation, and many other types of software.  However, all these tools are used by our sellers to provide insight and historical data, not necessarily to sell more or roll out Jay's new initiatives.

 

After several months now at Jive, Jay's perspective and comparison to how different life can be in accomplishing those big goals set out in front of him with vs. without Jive  is captured in part (there's a part 2 coming soon) below.

 

I would love to hear your thoughts any thoughts, especially from those of you who also leverage Jive for your sales organization - does this ring true?  Feel free to also join the [Archived] Sales Community and connect with Jay.

 

There have been many studies on the adoption of sales software, and for good reason.  Adoption is the foundation of any software ROI, and also the single largest reason billions of dollars are wasted.  Over the last 10 years somewhere between of 30-70% of CRM projects failed, depending on the definition of how badly.  If led by IT, 70% of companies will fail at social initiatives according to Gartner.  I have never met a sales or marketing leader that said they had a fully adopted CMS system (i.e., studies on SharePoint have shown an average only 40% user adoption). And, the scary reality is that the most widely-used sales tool is still a 40-year-old piece of technology: email.

 

Why have these tools failed to gain adoption?  Sales people don't care about software or the next 3 letter  acronym, they care about what software does for the number, size, and speed of deals.  When you look at these systems, there are some fundamental challenges  that explain the adoption issues.

 

10 Reasons Sellers Dont Adopt Software.jpeg.jpg

  • CRM: Customer Relationship Management was never really created for front line sellers, as the primary benefactor is management for inspection and forecasting.  Most sellers view CRM as a historical accounting tool and administrative burden.
  • CMS: Content Management Systems were typically developed for corporate project teams to create content, not access or use it.  They are overly complicated and not based on a selling situation.
  • LMS: Learning Management Systems were "just in case you ever needed to know everything" instead of just in time experiential learning. Due to the lag and cost of  creating content, most LMS modules are also out of sync with the latest market changes.
  • Portals: Portals are still largely static repositories and one directional.  Many are built on 10 year old technology and the sales tab was thrown in without use cases.
  • Social: Social is relatively new to sales and has popped up on pockets in sales organizations.  It can also be rolled out generically, or only used externally to acquire new leads / contact data.

 

With CRM some clients have tried to mandate adoption as a stipulation of employment (much like IT used to  with devices), however this  causes minimum, low quality interaction and input.  When combined with CRM systems, processes, and mobile devices, social presents one of the first sales solutions focused on end user value. However, social, communication, and collaboration tools cannot just be mandated.  There are a number of ways Jive customers drive extremely high levels of adoption from their sales teams and serve as a great example to be learned from.

 

Ten of the more critical ways our clients drive adoption are:

  1. Have Deep Use Cases.  Harvest and verify them with sales teams, and for each use case create high-level benefit statements and specific ones for each audience.
  2. Create a Plan. Treat internal sales deployments like external marketing campaigns.  Brand your roll-out and create grass roots campaigns, influencers, etc.
  3. Get Sales Talking.  And make sure it's at every level:
    • Executives need to have bought into social and contribute content in order to create the culture. Video blogs are a great way to accomplish this.
    • Sales Leadership groups can also secretly collaborate and then share monthly best practices or have regional groups.
    • Have a sales mentoring program to incent top reps to share with newbies and cross-pollinate best practices.
  4. Seed the Field. Plant new content and shut down locations outside of your new system where they could access old content.  Don’t have content?  Ask questions about the topics and see what sellers say.   Have ideation jams if you need more sales materials.
  5. Raise the Barn. Have in person and virtual events and let sales submit content, whittle it down to those that match the messaging you want.  Like, rate, and create polls to vote on top content.
  6. Record Everything. Any new live event, QBR, sales call, etc. start videotaping or recording, and serve them up as a series for those who couldn’t make it.
  7. Add Value to Existing Systems (Office, CRM, CMS, LMS, Web Sites, etc).  Sellers have already adopted other tools, and make sure you are integrated with all of them.  As an example, you could turn email threads into deal room discussions presented right next to CRM Opportunity data.
  8. Access on the Road. In the world we live in you need to have access from any mobile device or tablet.  Give them the ability to create content, ask questions, present pitches, and accelerate the deal, online or off.
  9. Make it Fun.  Use gamification and have contests, set missions, and give rewards.  However, gamification can’t just be points for contribution, it needs to be specifically rewarding the sales behaviors you are trying to drive.
  10. Experience is Everything. If it isn’t as easy to use or slicker than the tools sellers know and love at home, don’t roll it out.  Make sure to test every tool before deploying and don't trust that a good looking screenshot means a great user experience.

 

Do you have other ways that you have rolled out software to sales with high adoption rates?  I'd love to hear how you are gaining sales adoption.  Also, please join us for a webcast with Gartner and Good Technology on 3 Keys to Unlocking Sales Productivity with Social on March 26th. Register here.

 

You can also find this information on SlideShare here.

There are a few major areas of focus for sales leaders in 2013, and mobile is at the top of the list.  It's no surprise that 75% of sales organizations are either using tablet technology or plan to do so in the next 12 months (Sales Executive Council).  The single largest hindrance to sales productivity is a lack of access to answers to customer questions, selling materials, and most importantly, the people required to close deals.  Even if you have 5 years selling with a company and work 9-5 down the hall from experts at headquarters, this is still a huge problem.  However, the reality is that over 60% of sellers are working remote and 100% of field sellers are road warriors.  Although most of us have given sellers access to email and CRM data via mobile, most companies still have not deployed tools to help sellers achieve quota faster, grow deal sizes, or increase win rates.  As one CIO put it, "we began by essentially given our sellers very expensive toys, much like when I give my 4 year old my iPad as a distraction at dinner".  So, how do we turn toys into cutting edge sales applications to achieve a demonstrable return?

 

Aberdeen wrote a report in 2012 on sales mobility, in which the first required action stated that companies must, "Enhance sales performance with ready access to marketing collateral and reinforced training content," and also stressed use of social media and collaboration tools.  This is completely different from giving a seller access to a contact's email to recreate the wheel on a deliverable requested after a meeting.  The big shift in 2013 is that companies are focused on impacting the quality, effectiveness, and turnaround time on the interactions happening both internally and with customers; regardless of location, connectivity, or device.


There are a few best practices learned from Fortune 500 companies we partner with who take a simple, thoughtful, and scalable approach.  Their approach mimics the most highly addictive apps their sellers already download in their personal lives, which drives enormous adoption.  However their strategy becomes the catalyst for sales transformation initiatives that drive revenue.  Key steps our clients take are:


1) Less is MoreJivePresent.png

The first step is to focus on a few high priority use cases.  The question to answer is what is the killer sales app for your team?  If you're in Healthcare it may be sharing compliant content with a doctor in a 15 minute conversation.  For Financial Services it may be presenting a pitch book with an investor. In almost every industry it's just getting answers to questions or finding experts and not waiting weeks.  Pick key areas and roll out first and gain adoption.  A few we scenarios to think about could be:

  • A seller is in a cab going to a first meeting and listening to the "Sales Top Gun" podcast station and previous recordings of sales calls.
  • The VP of sales posts an announcement getting out of a cab on the 3 reasons he is excited to sell a new product launch.
  • The seller @ mention the product manager with a question regarding this new launch.
  • That afternoon they thumb through a presentation on an iPad with a C-level buyer engaged in an interactive dialogue.

 


2) Experience is King
JiveIphone.png

Too many companies today spend millions on custom development permutating every selling scenario and piece of data sellers need and try to condense that down to a 4 inch screen.  But, the beauty of mobile apps is that they have a simple and elegant experience with a swipe of a finger.  Make sure the experience:

  • Is segmented with relevant content per type of seller and language.  Also, many clients provide a new hire training to watch videos in their off time.
  • Ensure that sellers can access this online, but also offline for tablets that don't have cell plans.
  • Brand their experience and ensure it can be shared with clients in meetings, to change the conversation.

 

3) Roll out and Refocus

You will learn far more after a deployment about user experience, new use cases, and content required in the sales process than you could imagine.  By starting simple and understanding the highest priorities from your users you can follow a more agile deployment model.  Key things to focus on here are:

  • Be able to monitor and report on the overall usage but also most popular content.
  • Gain feedback through the application however also with a core power user group.
  • Continuously add teams, content, and capability to add value.

ImpactStats.png

 

So, what can you expect for outcomes?  Aberdeen found that companies supporting best in class sales mobility have a 13% higher sales quota attainment.  Also, a top tier global consulting firm found that Jive customers deploying just a few of these use cases increases sales / rep by 13%, with a 12% higher win rate.  Don't wait to arm your sellers with a new way to learn, drive customer conversation and meetings, and win deals faster as your competitors may already be on their way down this path.

 

For more information, download this free resource kit. How are you enabling your sales team on the go? Comment below.

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