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Posts Tagged ‘enterprise 2.0’

On August 22, 2011, Forrester’s TJ Keitt pointed out…

“…some key differences between Enterprise 2.0 users and the rest of the workforce:

  • They’re your highest paid employees. Over half of this group earns more than $60k a year, compared to just 36% of non-users.
  • They’re the most educated members of the workforce. Sixty-five percent of this group has completed at least a 4 year college degree compared to 55% of the rest of the workforce.
  • They’re the leaders in your office. It’s not surprising to see 49% of this group are managers are executives given management’s enthusiasm about social technologies. Just 31% of non-users are in similar positions.

On August 17, 2011, BDSolutions tweeted that its VP of Sales Enablement, Bill Golder, said:

“Alignment of sales and marketing impacts revenue growth up to 3x.”

In a post by Amanda F. Batista from August 16, 2011, IDC is quoted with the statement that…

“B2B companies’ inability to align sales and marketing teams around the right processes and technologies has cost them upwards of 10% or more of revenue per year, or $100 million for a billion-dollar company.”

On May 13, 2011, wrote ‘Convinced About Content’:

“This is something I have been harping on about for years, and I am delighted to see that some sales enablement vendors are adopting this reality:

Without good sales enablement content, it does not matter what bells and whistles your sales enablement solution might offer, it is of no value. [...]

Sales enablement systems have become very sophisticated in terms of how they deliver content that will help boost sales performance. But the quality and nature of the content that those system deliver is a critical component of the system’s deployment success. [...]

BizSphere CEO Jochen Moll not only understands the value of great content; he also understands that a sales enablement solution is just one component of an overall sales enablement strategy. BizSphere advocates for the development of a company-wide sales enablement plan to ensure that everyone in an organization can influence, directly or indirectly, the success of the sales team. Great direction, Jochen! You guys are leading the way. [...]“

Just a few days ago Joe Galvin from Sirius Decisions wrote about how important Social Media – as an approach for better internal collaboration – is as part of a Sales Enablement strategy. I think he is absolutely right. What used to be the informal coffee corner chat before nowadays is mimicked in Social Media platforms. Over time, people will learn that even within an enterprise the sharing of information is beneficial for everyone in the end. Yes, there may be a lot of sceptics around, especially in sales teams, but with the right programs and incentives offered, they will make the jump to the new social collaboration paradigm.

However, the flip side of extensive social collaboration might be the appearance of new information silos as well as growing information overload. Without the social collaboration being moderated to a certain extend, it might lose some of its potential impact on the overall performance of the sales teams. Aaron Roe Fulkerson discussed this in a recent blog post: “The importance of context: why Enterprise 2.0 still fails to deliver value”.

semantic web 3.0 BizSphere Knowledge Management methods

A company might use a lot of different types of social collaboration platforms – the challenges is: How can they be orchestrated in a way, that actual knowledge exchange is taking place across existing team and functional structures? And how can the content generated be aligned to some generally agreed upon enterprise structures? What companies, that are serious about implementing a Social Media strategy for sales, should think about, is to create and maintain an enterprise context. Then collaboration can take place within this context and will add greater value to a broader audience. Ideally, the enterprise context should constantly evolve based on feedback gathered during the ongoing social collaboration (for example as shown below).

Enterprise 2.0 with BizSphere

Best regards,
Matthias Roebel

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