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IntroducingSocial Relationship Management by,[object Object],XeeSM,[object Object]
Agenda,[object Object],Lead development history as a barometer for our changing business climate ,[object Object],Business processes alignment with changes in the market,[object Object],The need for social relationship management,[object Object],Introducing XeeSM/SRM,[object Object],Social Relationship Management ,[object Object],in Sales,[object Object],in Product Management,[object Object],in Marketing,[object Object],in Support,[object Object],In HR,[object Object],Business model & SRM 2015,[object Object]
Lead Development History,[object Object],Marketing heavily stimulated sales lead development over the last 50 years,[object Object],But the customer education & buying has rapidly changed in the last 5 years,[object Object],Leads was the beginning of the “Educated Purchase Decision” – not any longer,[object Object],+ Internet reg. pages,[object Object],+ TV commercials,[object Object],+ Tradeshows ,[object Object],+ Bill boards,[object Object],????,[object Object],News paper,[object Object]
Sales process change,[object Object],The customer education process changed the sales process – it’s now customer dominated,[object Object]
Peer influence & Recommendations,[object Object],In the 80’s advertising was the most stimulating activity to buy, followed by calls, visits and follow-up sales activities,[object Object],Today it is peer information followed by recommendations.,[object Object],80% of purchase decisions are based on recommendations,[object Object],Sales organizations need to understand the recommendation flow. Marketing organizations need to become part of the action. Product design need to listen to the publicly available customer expressions. Support need to be integrated in the customer discussion process,[object Object]
The need for Social Relationship Management,[object Object],Our Marketing, Sales, Support, Service, Product Management, Product Design departments need to be where our current and future customers are,[object Object],They – like we ourselves – are in LinkedIn, Facebook, MySpace, Twitter, SlideShare, Yahoo Groups, YouTube, Flickr…,[object Object],But we can’t say “everybody tweets” – hey lets all go on Facebook…,[object Object],The social web is a maize of people, connections and conversations,[object Object],We need tools to focus, align, measure, model and tune our engagement – like we always did since trade began 3,000 B.C.,[object Object]
Social Relationship Management,[object Object],We need to have a tool that helps us focus on our business objectives – while we develop a social relationship with our relevant customers, prospects and partners ,[object Object],We need a tool that helps us focus on,[object Object], PEOPLE – not networks ,[object Object], CONTRIBUTING – not promoting,[object Object], OBJECTIVES – not random chats,[object Object]
XeeSM/SRMSocial Relationship Management,[object Object]
The new objectives in a more social business,[object Object],Listening to customers not only in a 1:1 conversation but always and anywhere,[object Object],Building products they want – not products we HOPE they buy,[object Object],Catering to their buying process – not our old sales process,[object Object],Providing support they need – not support we expect them to use,[object Object],Making customers to advocates not a percentage of a customer satisfaction statistic,[object Object]
What would it look like?,[object Object],A list of all my customers and their places,[object Object],A way to simply access them from one consol,[object Object],Remember where I have been and how often,[object Object],Tells me where I need to act,[object Object],Reminds me what I did,[object Object],Helps me managing objectives even so the vary from project to project,[object Object],I can manage as an individual, but also share with a team and even with external partners or the customers themselves,[object Object],Something SUPER EASY TO USE,[object Object]
The free XeeSM,[object Object],(3) Use your dashboard to monitor notes and track your progress, benchmarks and reports,[object Object],(1) Approachability is thefirst step to more business,[object Object],(2) Create a list of relevant people to focus on.Remember: It’s people – not networks!,[object Object]
Creating a business caseXeeSM  F l i g h t ,[object Object]
Create and onboard a flight – share it with others,[object Object]
SRM for Sales Managers,[object Object]
The selling and buying disconnect,[object Object],The way most companies sell today:,[object Object],Buy contact lists, do mail shots,[object Object],From small Google ads to bill boards,[object Object],Augment lead generation with cold calls,[object Object],Qualify, engage, try selling …,[object Object],Compete harder then ever – lower profits than ever,[object Object],The lead flow dried out,[object Object],Businesses are dependent on “accidental” purchases,[object Object],Businesses have zero participation in the recommendation process,[object Object],The way most people buy today,[object Object],You read blogs,[object Object],You check forums or online groups,[object Object],You get some feedback in Twitter or other tools,[object Object],You ask friends in your social network,[object Object],When you are “ready to buy” your brand and product decision is pretty much set in stone,[object Object],Most of us ignore advertising,[object Object],Most of us hate cold calls,[object Object],Most of us through mail in the waste basket,[object Object],Most of us have spam filters,[object Object],Most of us have changes,[object Object]
Social Relationship Management for Sales,[object Object],Create a “FLIGHT” for a specific project, campaign, initiative – you may share it with others,[object Object],Setup up to 5 sales objectives that indicates success in your network like: a meeting, an introduction, joining a group or community, an endorsement, a sale…,[object Object],Add all prospects, customers to the FLIGHT,[object Object],Visit them frequently, review their blogs, answer questions, introduce them to others, create a valuable dialog,[object Object],Check of fulfilled objectives for each person,[object Object]
Telesales versus Social Sales,[object Object],The top telesales people can dial 100 people per day connect with 10 and get some success with 3,[object Object],The top social sales people are able to touch about 200 people per day connect with 50 and get some success with 15,[object Object],That’s a 2x increase in reach and a 5x increase in productivity,[object Object]
Social Relationship Management Demo,[object Object],November,[object Object],17,[object Object],09:15 AM (PST),[object Object],How can XeeSM/SRM assist to turn a telesales team into a social sales team?,[object Object],Setting up a sales flight, objectives and helping a team to engage with customers and prospects,[object Object],Social selling – like any selling – has it’s own set of dynamics, KPIs, goals and objectives.,[object Object],How to leverage XeeSM/SRM to engage and execute a successful sales strategy in the new era?,[object Object]
SRM for Product Managers,[object Object]
Traditional Launch versus “Social Launch”,[object Object],Product launches are expensive, risky and time consuming. It is hard to penetrate a global market with limited budgets and resources.,[object Object],A social media based launch offers a new way of bringing a product into the market through customer leverage and advocacy. ,[object Object]
Social Relationship Management for Product Launches,[object Object],Create a “FLIGHT” for a specific product launch – you may share it with others,[object Object],Define up to 5 objectives you like to keep track of. Like have users blog about their experience, join your community, talk about their feature requests…,[object Object],Add all advocates, influencer, key customers and important user to the FLIGHT,[object Object],Visit them frequently, review their blogs, comment and ask to blog about the new product, make introductions…,[object Object],Check of fulfilled objectives for each person,[object Object],Create a buzz by fueling your network with ideas, support and loyalty,[object Object]
Social Relationship Management Demo,[object Object],November,[object Object],18,[object Object],08:30 AM (PST),[object Object],What can XeeSM/SRM do to help Product Managers get closer to the market?,[object Object],Setting up a PM flight, objectives and helping a PM team to listen, learn and engage.,[object Object],Using SRM for financial impact: ,[object Object],reduction of product design cost,[object Object],reducing the risk of product flops,[object Object],increasing the product launch power,[object Object],Co-Creation with XeeSM/SRM.,[object Object]
SRM for Marketing Managers,[object Object]
Contact database vs. social network  ,[object Object],It’s ever harder to get sponsorship support,[object Object],More difficult to stay in touch with press, blogger and other influencer,[object Object],Keeping a relationship with alliances, service provider event venues agencies,[object Object],And each campaign requires a different and new team composition,[object Object],Every campaign, every program, every initiative requires a set of “good friends” and with growing importance some influential customers who help pull this off,[object Object],It is not so much about the list of contacts and their addresses but an easy way to get in touch,[object Object]
Social Relationship Management for Marketing,[object Object],Create a “FLIGHT” for a specific initiative like a sponsorship or campaign,[object Object],Setup up to 5 relationship objectives you like to achieve together with your network,[object Object],Add the relevant people to the FLIGHT,[object Object],Visit them frequently, read and comment on their blogs, re-tweet news, socialize and learn how you can help them…,[object Object],Keep the blogger happy by re-tweeting their content, commenting on their posts,[object Object],Check of fulfilled objectives for each person,[object Object]
Social Relationship Management Demo,[object Object],December,[object Object],2,[object Object],09:00 AM (PST),[object Object],Social media based marketing is all about orchestrating relationships,[object Object],How can XeeSM/SRM help marketing teams to navigate their own (marketing) relationships as well as the relevant connections for their business organization?,[object Object],Marketing gets a new, cross functional role: Listen, learn and influence a market through all departments using XeeSM flights.,[object Object],From setup to execution.,[object Object]
SRM for HR Managers,[object Object]
CV reviews versus social checks,[object Object],45% of all hiring managers review a candidates social graph. Looking at LinkedIn profiles, trying to find a candidate on Twitter, Facebook, YouTube is very time consuming – the search process alone may require up to 30 minutes per candidate,[object Object],Requesting a candidate to provide their XeeSM (which they can setup in minutes for free) eradicates that search almost entirely.,[object Object],Added value: The XeeSM FLIGHT can be easily shared between recruiter and hiring manager,[object Object]
Social Relationship Management for HR,[object Object],Create a “FLIGHT” for each job you have to fill – you may share it with others,[object Object],Setup up to 5 main skills or attributes a candidate must match,[object Object],Add all applicants to the FLIGHT,[object Object],Review their social presence, social skills, communication skills, how they expose their subject matter expertise…,[object Object],Check of matches with your required skill sets,[object Object],Distill matching candidates to the short list and invite them to an interview,[object Object]
Social Relationship Management Demo,[object Object],November,[object Object],20,[object Object],09:00 AM (PST),[object Object],45% of the top recruiter and hiring managers check their candidates social graph,[object Object],What can a candidate do to make it more attractive,[object Object],How can XeeSM/SRM assist to make it easier to find the best talents?,[object Object],How can a hiring manager and recruiter collaborate through a XeeSM flight?,[object Object],What objectives should be set?,[object Object]
Social Relationship Management,[object Object],We need to have a tool that helps us focus on our business objectives – while we develop a social relationship with our relevant customers, prospects and partners ,[object Object],We need a tool that helps us focus on,[object Object], PEOPLE – not networks ,[object Object], CONTRIBUTING – not promoting,[object Object], OBJECTIVES – not random chats,[object Object]
My company is not ready for that,[object Object],We have no budget,[object Object],We have no resources,[object Object],We have no plan,[object Object],We just don’t know…,[object Object],Just start using XeeSM/SRM on your own,[object Object],Add 30-50 of your most relevant contacts ,[object Object],Visit their social presence once every other day,[object Object],Connect, care, comment, listen and learn,[object Object],The rest comes just by itself,[object Object]
XeeSM/SRM Best Practices Webinar,[object Object],Agenda:* Setup tips for the XeeSM profile* Best ways to promote your XeeSM* Using XeeSM with Google* Creating some favorites,[object Object],	* The XeeSM Dash Board* Creating Flights, setting objectives* Best practices setting objectives* On-boarding people into a flight* Focusing on the relationship - not administration* Best practices on following up with objectives* Share a flight with your team* Share a flight with your customers,[object Object],Target audience:Business managers with larger social networks,[object Object],Date / Time:December 2, 9:00 am (PST),[object Object],Cost:No charge,[object Object]
Business Model,[object Object]
Target audience,[object Object],Small businesses,[object Object],Consultants, agencies, local service provider,[object Object],Relationship management (XeeSM/SRM PRO),[object Object],Mid enterprise,[object Object],Manufacturer, service provider,[object Object],Inside sales team (XeeSM/SRM Team),[object Object],Product teams (XeeSM/SRM PRO or Team),[object Object],Marketing teams (XeeSM/SRM PRO or Team)  ,[object Object],Corporate customers,[object Object],Departmental social media engagement,[object Object],Sales organizations (XeeSM/SRM Corp),[object Object],Marketing organization (XeeSM/SRM Corp),[object Object],Customer service teams (XeeSM/SRM Corp),[object Object],HR department (XeeSM/SRM Corp),[object Object]
Joining the XeeSM/SRM Beta,[object Object],Beta Profile,[object Object],Have your XeeSM on Twitter/FB/LI profile,[object Object],Have more than 100 hits on your XeeSM,[object Object],Member of the LinkedIn SRM group and Facebook page,[object Object],Have a business case how you will use XeeSM,[object Object],Blog, tweet and share your impressions,[object Object],You will find an invitation on your profile,[object Object],What’s in for you?,[object Object],Free license of XeeSM/SRM team until Jan 1 2011,[object Object],You will get an additional 20 invite keys to XeeSM/SRM team – also free use until 1/1/11,[object Object]
XeeSM/SRM – license based pricing model,[object Object],XeeSM/SRM PRO $7.95/user/month,[object Object],XeeSM/SRM Team $19.95/user/month,[object Object],30 day free trial,[object Object],API for external developer (Q1/2010),[object Object]
Social Media 2015,[object Object],Large companies (1,000+ employees) can’t just say "Hey everybody goes on Twitter" or "People our new strategy is Facebook“,[object Object],2010 Will be the year of social media strategy investment. By 2012 the fortune 5,000 businesses will have a social media strategy implemented,[object Object],By 2014 50% of the larger and smaller businesses will follow,[object Object],But by 2015 60% of the large enterprises will have not only a social media presence, but also a strategy and a rolled out initiative that has business objectives, embeds a customer experience model, KPIs and all the other aspects of a well laid out business strategy.,[object Object]
Feedback – Q+A,[object Object],Q + A,[object Object]
ThankYou,[object Object],(650) 384-0057,[object Object],Inspiration@Xeequa.com,[object Object],©  2009 Xeequa Corp.  All rights reserved.  XeeSM™, Xeequa™,  and the Xeequa logo are either trademarks or registered trademarks of Xeequa Corp.  All other company names and product names may be trademarks or registered trademarks of their respective companies or owners.,[object Object],All materials contained herein are the property of each respective company identified on such materials, and may only be used, copied or distributed with the express written permission of each respective company.,[object Object],Xeequa Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | Info@xeequa.com | www.xeequa.com,[object Object]
About,[object Object],	Xeequa is a social media software provider, helping businesses create a better business experience for their customers, prospects and partners.,[object Object],The company’s new flagship product is the Social Relationship Manager XeeSM. Xeequa is also maker of the free URL shortenerXeeURL and a white label community server.,[object Object],The online services (SaaS) are subscription based, suitable for individual business managers, independent teams or corporate organizations.,[object Object],The privately held company is based in Palo Alto, California.,[object Object]

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XeeSM/SRM General Introduction Nov/09

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