Demand Generation - What type of Company we want to Target?

Version 1

    1. What type of company do we want to target for demand gen?

     

    Large enterprise organizations with:

    • Growth through M&A
    • high # of interaction workers
    • geographically dispersed, matrixed organization
    • focused on innovation, being best-in-class
    • heterogeneous IT environment
    • in the following industries
      • Professional Services/Agencies
      • Consumer Packaged Goods (CPG)
      • Financial Services (all types)
      • Media/Publishing
      • Life Sciences
      • Retail

     

    2. What is the value prop?

    Jive drives innovation, strategic alignment and productivity, across all employees, from any device. The result is a 15% increase in productivity that drives a 4% increase in annual revenue.

     

    PersonaPain PointValue PropKey MessagesCalls To Action
    What is the specific title/role we're going after?What is the biz need they have?What value do we provide?What are the compelling messages that will get their attention?What CTAs do we have? What would be compelling (even if it doesn't yet exist)?

    Corporate Communications Executives

    • SVP/VP/Director Corp Comms
    • SVP/VP/Director Internal Comms

     

    Note that corp comms either reports directly to exec level (usually CEO), into HR or into Marketing.

     

    • It costs too much to keep people aligned, engaged, informed and trained.
    • How do we make it easier for our distributed, mobile workforce to find the information they need (people, content, expertise) to get their jobs done?
    • Institutional knowledge is locked away in hard-to-reach places (e-mail, desktops, SharePoint sites, etc.).
    • How do we capture, centralize and share this knowledge, especially in light of M&A activity, or an aging workforce?
    • People are reinventing the wheel as they implement new ideas in the company, or take new offerings to market.

     

     

     

     

     

     

     

     

    • Decrease the cost of keeping employees aligned, engaged, informed and trained.
    • Increase executive communications (reach and effectiveness).
    • Increase the amount of work done that aligns with corporate direction by ensuring that your corporate message is read, and tracking who read it.
    • Increase employee engagement and satisfaction while driving down employee turnover.
    • Drive innovation by decreasing time to market.
    • Reduce duplicate work across organizational silos and decrease the time it takes to find information and experts though individually tailored search and recommendations of Jive and SharePoint content and people.

    Jive customers report

    • 4% increase in total average time spent doing work that supports strategic goals, and a 24% increase in employee retention.
    • Bolstered productivity, company-wide, by 15% – gains that yield a 4% uptick in annual revenue.
    • Better strategic alignment, increasing executive communications by 29%, so employees spend more time on strategically-aligned work.
    • Cutting the time it takes to on-board new employees in half.
    • Increasing employee satisfaction by 30%, while decreasing employee turnover by 24%.
    • Fostering a culture of innovation and increasing ideas generated within the company by 10x while decreasing the time and costs associated with innovation by 80%.
    • Decreased time it takes to get a new product or service to market by 75%.
    • Saving one day of productivity per week per employee, by reducing the time it takes to find information and experts by 34%, and by decreasing the time spend doing email by 27%.

    This list is in addition to the CTAs we currently use for the Social Intranet.


    Webcast Ideas

    • Social Learning with Jeanne Meister from Future Workplace + Customer

    This term is related to cross-functional knowledge sharing, and is a hot topic. Attendees would be influencers for the most part.

    • Social Communications (customer presenter)

    Highlight changes taking place in Corporate Comms practices due to social technologies, showcase before/after using Jive for Corp Comms.

     

    Field Marketing Ideas

    • Build user groups around these roles, similar to what John Stepper is doing for FI:
      • Corporate/Internal Communications executives
      • Talent Management executives (HR)
    • Partner with Intranet Business Forum (IBF) to co-market

     

    3rd Party Activity Ideas

    • IABC World Conference - place a customer speaker in appropriate track (IABC 2012 World Conference » Employee & Change Communication)
    • Intranet Business Forum webinar (we've done this before, co-presenting with Covidien)
    • Change Management & SI consulting conferences (partner with CSC, Dachis Group, etc. to present at their conferences)

    IT Executives

    • CIO
    • Director of Collaboration Tools/Intranet
    • How do we make it easier for our distributed, mobile workforce to find the information they need (people, content, expertise) to get their jobs done?
    • How do we deliver an engaging social experience, while leveraging existing IT investments (SharePoint, salesforce.com)?
    • Our intranet/portal sites are out- dated, siloed, and sparsely used.
    • How do we redesign the intranet/portal to engage all our employees?

     

     

    • Decrease the time it takes to find information and experts through user-driven integration with systems of record, individually tailored search and recommendations of Jive and SharePoint content and people, and knowledge sharing templates.
    • Deliver proven social capabilities to the business (global, dispersed, mobile), on any device and through myriad existing applications & systems (Outlook, Office, SharePoint, Lync, salesforce.com).
    • Innovate on a platform that uses open, current standards and doesn’t compromise IT values.
    • Reduce costs associated with IT support by driving employee support and self-service.

     

     

     

    • Saving one day of productivity per week per employee, by reducing the time it takes to find information and experts by 34%, and by decreasing the time spend doing email by 27%.
    • Bolstered productivity, company-wide, by 15% – gains that yield a 4% uptick in annual revenue.
    • Reduced IT spend by 5%.
    • Reduced IT support costs and sunsetting of old, intranet technologies.
    • Cutting the time it takes to on-board new employees in half.

    This list is in addition to the CTAs we currently use for the Social Intranet.


    Webcast Ideas

    • Social Learning with Jeanne Meister from Future Workplace + Customer

    This term is related to cross-functional knowledge sharing, and is a hot topic. Attendees would be influencers for the most part.

    • IT Tool Rollout (customer presenter)

    Showcase how a customer used Jive to plan and rollout a new IT tool, such as SAP, highlighting reduced time to plan the rollout, helpdesk call deflection, and greater tool adoption. Ellen Clancy from Liberty Mutual is a good candidate. Tool they rolled out was MS Lync.

     

    Field Marketing Ideas

    • Build user groups around these roles, similar to what John Stepper is doing for FI:
      • IT executives
    • Partner with Intranet Business Forum (IBF) to co-market

    HR Executives

    • CPO
    • SVP HR
    • How do we keep employees engaged, satisfied and productive, especially in light of a globally distributed workforce and recent M&A activity?
    • It costs too much to keep people aligned, engaged, informed and trained.
    • Institutional knowledge is locked away in hard-to-reach places (e-mail, desktops, SharePoint sites, etc.).
    • How do we capture, centralize and share this knowledge, especially in light of M&A activity, or an aging workforce?
    • People are reinventing the wheel as they implement new ideas in the company, or take new offerings to market.
    • Increase employee engagement and satisfaction while driving down employee turnover.
    • Decrease the cost of keeping employees aligned, engaged, informed and trained.
    • Increase executive communications (reach and effectiveness).
    • Increase the amount of work done that aligns with corporate direction by ensuring that your corporate message is read, and tracking who read it.
    • 4% increase in total average time spent doing work that supports strategic goals, and a 24% increase in employee retention.
    • Increasing employee satisfaction by 30%, while decreasing employee turnover by 24%.
    • Bolstered productivity, company-wide, by 15% – gains that yield a 4% uptick in annual revenue.
    • Better strategic alignment, increasing executive communications by 29%, so employees spend more time on strategically-aligned work.
    • Cutting the time it takes to on-board new employees in half.
    • Fostering a culture of innovation and increasing ideas generated within the company by 10x while decreasing the time and costs associated with innovation by 80%.
    • Decreased time it takes to get a new product or service to market by 75%.
    • Saving one day of productivity per week per employee, by reducing the time it takes to find information and experts by 34%, and by decreasing the time spend doing email by 27%.

    This list is in addition to the CTAs we currently use for the Social Intranet.


    Webcast Ideas

    • Social Learning with Jeanne Meister from Future Workplace + Customer

    This term is related to cross-functional knowledge sharing, and is a hot topic. Attendees would be influencers for the most part.

    • Talent Management (customer presenter)

    Highlight changes taking place in TM practices due to social technologies, showcase before/after using Jive for talent acquisition, onboarding, and ongoing skills/competencies development.

     

    Field Marketing Ideas

    • Build user groups around these roles, similar to what John Stepper is doing for FI:
      • Corporate/Internal Communications executives
      • Talent Management executives (HR)
    • Partner with Intranet Business Forum (IBF) to co-market

     

    3rd Party Activity Ideas

    • IABC World Conference - place a customer speaker in appropriate track (IABC 2012 World Conference » Employee & Change Communication)
    • Intranet Business Forum webinar (we've done this before, co-presenting with Covidien)
    • Change Management & SI consulting conferences (partner with CSC, Dachis Group, etc. to present at their conferences)