CIOs and their counterparts in Sales and Marketing have learned the hard way that saying “no” to user-chosen productivity applications is a non-starter. Join us to learn how leading enterprises are embracing these best of breed applications to achieve transformative improvements in overall collaboration, and sales and marketing productivity.
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Bring Your Own App (BYOA) - The Secret Weapon for Sales and Marketing Success
1. Bring Your Own App
The Secret Weapon for Sales and
Marketing Success
2. What you’ll learn in this presentation
•
How process on top of process magnifies user
pain
•
How tool complexity drives users to take things
into their own hands
•
How smart leaders learn to leverage this
behavior; not suppress it
9. BYOA’s impact on SMB
LogMeIn recently surveyed 1,200 SMBs on use of
employee-introduced apps in the workplace and found:
•
•
•
69% report active use of employee
introduced apps
52% of file sync/share apps employee
introduced
44% of collaboration apps employee
introduced
Over 2/3 are adopted by IT
10. IT’s role differs across organizations…
a.
b.
c.
d.
Facilitator:
Trust builder:
Gatekeeper:
Dismisser:
Actively encourage BYOA
Manage BYOA through honor system
Block apps outright
Don’t manage BYOA at all
11. …but overall they are receptive to the Trend
a.
b.
c.
d.
Facilitator:
Trust builder:
Gatekeeper:
Dismisser:
33% actively encourage BYOA
26% through the honor system
21% block apps outright
23% don’t manage BYOA at all
13. Meet Joe, our Classic Millennial Sales Rep
Young & social
Gen-X and Millennials
Impatient with bureaucracy & hierarchy
Smart & mobile
Blurred personal/work boundaries
59% more use smartphones (vs. non-millennials)
“App Happy”
Premium on speed, ease, efficiency and convenience
(2x more likely to buy groceries at 7/11!)
Heavy app users (40+ average on smartphone)
14. Joe “occasionally” embraces the dark side
“They recently made a change
“Click-to-call process through is
kind of a joke... no one enjoys
it as a rep and the only reason
we have it is management can
track whether we had a call or
voicemail.”
that in order to create an opp
from a lead you have to enter
the address. Usually I just
enter in junk info like 123 123
123.”
“I know this stuff is
important to the managers,
but it just makes my day
that much harder.”
15. Joe has also augmented the standard toolkit
Productivity /
Collaboration
Tools
15
16. Heat map user flows to identify pain points
Painful
Conduct
demo
meeting
Cold call
Research
lead
Convert lead
into an opp
Emails and
product
Q&A
Schedule
live demo
Easy
Send
contract
details
17. Overlay tools/process to understand user behavior
Painful
Conduct
demo
meeting
Cold call
Research
lead
Convert lead
into an opp
Emails and
product
Q&A
Schedule
live demo
Easy
Send
contract
details
22. Case Study
Employee Introduced at Scripps
The switch to join.me was
“an easy decision” – our
employees demanded it.
-- Bud Ketterl, VP Project Management at Scripps
23. “Well rounded” apps lead to highest adoption
Solves “tiny problems”
Easy to roll out
Device agnostic
Customizable
Easy to use
Integration friendly
Emotive
Blend work/life
Auditable
Secure & Compliant
24. How to take on a BYOA leadership role
Step 1:
Ask
around
• Establish an open
dialog with users
on how they
augment their day
• Understand app
use cases &
assess needs
Step 2:
Assess the
situation
• Evaluate apps –
benefits, risks
and limitations
• Heat map critical
flows to identify
pain and areas
of friction
Step 3:
Create
your plan
Step 4:
Make it
happen
• Create and
share a list of
approved apps
and process
• Deploy the apps your
users demand
• Develop a
process for
submission and
review of new
apps
• Discover and monitor
cloud app usage
• Build a cloud
directory
• Enforce policies
where needed
25. Contact us to chat!
lou.orfanos@logmein.com
www.logmein.com
www.join.me
Session Name: Bring Your Own App: The Secret Weapon for Sales and Marketing Success Speaker: Lou Orfanos Abstract: CIOs and their counterparts in Sales and Marketing have learned the hard way that saying “no” to user-chosen productivity applications is a non-starter. Join us to learn how leading enterprises are embracing these best of breed applications to achieve transformative improvements in overall collaboration, and sales and marketing productivity.
Facilitator: 33% actively encourage BYOAActively collaborate with users to meet their needs and wants Inform them about risks/risk mitigationGuide them toward secure solutionsTrust builder: 26% manage BYOA through the honor systemGatekeeper: 21% block apps outrightBlock BYOA entirelyBlock apps deemed riskiestApps through IT-controlled or vetted app store onlyDismisser: 23% don’t manage BYOA at all
Mandating tool adoption has a dark sideHeat mapping “a day in the life” can identify opportunitiesManagers can use organic tool adoption to their advantage
Big role for IT and business leader in BYOA—can simplify process for users and enable a better workflow
Why did Scripps respond to BYOA?current meeting solution was neglectedemployees brought their own fast, reliable & simple solutiondaily meetings became much more productive and effectivemore ad-hoc collaboration sessions between teams