webinar: driving greater sales performance through gamification

Engaging Your Enterprise:Driving Greater Sales PerformanceThrough Gamification

GAMIFICATION IS NOT:

Slapping Badges on Everything

Making Games & Goofing Off

GAMIFICATION IS:

Applying Game Mechanics to Non-Game Experiences

To Drive Sustainable Adoption, Usage & Behavior.

Any Behavior, Any Digital Experience.

How do I effectively and efficiently

motivate and retain my sales team?

How do I get people to use our

CRM and productivity tools?

Two Big Problems for Today’s Sales Leaders

Success = Business Results & Usage

On time, on budget implementation

Software is deployed

High levels of usage

Results (Revenue Generation, Lower Costs,

etc)

43.6%

45.3%

62.0%

75.4%

How do you define success of an enterprise software solution?

Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association

User adoption and usage are key to realizingthe promise of enterprise software

Process alignment

Organizational change mgmt

Software functionality

Gaining user buy-in & usage

5.9%

6.5%

15.9%

71.7%

What’s the most important factor for success?

Source: “Achieving Enterprise Software Success, 2009”, Neochange, SandHill & Technology Services Association

Game Designers

500M People playing games at least

1hr per day

Airlines & Hotels

120M People choosing vendors to earn

500B points per year

Social Networks

850M+ Peoplesharing & commenting

4 hours every day

Who Has Figured Out Adoption & Engagement?

What’s their secret?

Progress

Levels in games

Miles & points

Progress bars

Rewards

Access to exclusives & perks

Early boarding/upgrades

Recognition / Acknowledgement

Status

Standings & leaderboards

Likes & Follows

Communities, Groups, Teams

These Businesses Use Game Mechanics thatSatisfy Basic Human Needs and Motivators

Enterprise Gamification Becoming Pervasive

50%+

2013 20152014

Of all social business initiatives will include

an enterprise gamification component

70%+Of the 2,000 largest

global companies will use gamification for at

least one aspect of their organization

50%Of companies that manage innovation

processes will gamify those processes

Constellation Research Gartner Gartner

2013 2014 2015

Engaging Customers Engaging Employees

Sales Managers Have Always Relied on Proven Techniques for Motivating Salespeople

But managing these programs has been a tedious, manual chore

Clunky spreadsheets Or worse

POWERFUL TECHNOLOGY IS NEEDED TO IMPLEMENT GAMIFICATION PROGRAMS

Rules engine

APIs

Widgets

Admin console

Real time analytics

Easy to deploy

Secure & scalable

• to manage missions, levels & points

• to track behaviors within and across platforms

• for leaderboards, profiles, redemption

• to easily optimize programs

• to understand behaviors and results

• and manage in real-time

• to handle massive amounts of data

Demo

Engage your sales team

A persistent sidebar displays:

Engage your sales team

A persistent sidebar displays:

Progress Bar: shows them how they’re doing and how close they are to the next level

Engage your sales team

A persistent sidebar displays:

Progress Bar: shows them how they’re doing and how close they are to the next level

Featured Challenge: what their manager wants them focused on and who’s already completed it

Engage your sales team

A persistent sidebar displays:

Progress Bar: shows them how they’re doing and how close they are to the next level

Featured Challenge: what their manager wants them focused on and who’s already completed it

Team Leaderboard displaying who’s on top – and who’s not

A dynamic newsfeed informs your team and helps them spread your marketing messages

Manager Newsfeed: Share key messages, accolades, and new rewards

Leader Showcase: Highlight your top-performers

Marketing Booster Box: Give each salesperson their own URL, and they earn points when their connections click on it

The Profile Pages keeps your team focused on the activities that matter most to your business

My Points: How many have I earned and how many do I need

Featured Challenge: What should I be focused on achieving?

Chatter Newsfeed: A chronological story of what I’ve accomplished

The Profile Page keeps your team focused on the activities that matter most to your business

My Trophies: How many have I earned and how many do I need

Trophy Detail: The more important the activity, the more points I earn

Progress Bar: How close am I to completing this task?

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Unlock your sales team’s competitive spirit with Team Standings and Profiles

Team Standings: Which teams are crushing it?

Chatter Stream: who are the most active contributors to the team competitions?

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Incentivize your team with rewards that are available right in Salesforce

Real or virtual rewards: Provide real prizes or virtual gifts, with a running total of how many are available

One-click buy: once the salesperson chooses their gift and clicks “buy,” an email is delivered to the individual responsible for fulfillment

A simple pre-configured admin console will get you up and running in no time.

Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects.

A simple pre-configured admin console will get you up and running in no time.

Pre-configured: Spark Sales comes with hooks into all of the key Salesforce actions, and it’s easy to create new ones for Custom Objects.

Default challenges: Out of the box, Spark Sales comes with a package of default challenges related to winning deals, creating leads, and beating quotas. And you can use the New Challenge Wizard to create your own.

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Bluewolf #GoingSocial

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646-230-0874

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Bluewolf’s Business Lines

Live applications, Sustaining innovation

Cloud apps

Remote DBA Management

Blueprint /Mapping

Executive Visibility

Implementation Services

Custom App Development

Helping with Talent Gaps

Mobile, Big Data, Analytics

Adoption

Change Management

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Build a Culture of Collaboration

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Tweet it!

What is the value of increased collaboration at your

organization?

@Bluewolf #EngagedEnterprise

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#GoingSocial

1. #GoingSocial Portal

2. Pack Profiles

3. Gamification

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#GoingSocial Portal

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Social Media Guide

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Social Media Slides

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Managed by every Bluewolf employee within Salesforce

Pack Profiles

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Gamification

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Gamified Behaviors

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Leaderboards

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Rewards Store

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57% Increase in average Chatter activity in Q1 2012 compared to Q4 2011

#GoingSocial Internal Success

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#GoingSocial External Success

Bluewolf’s Klout score, once steady at 42 for weeks, shot up to over 45 since the launch of #GoingSocial

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45% Increase in Social Traffic to Website

› This graph represents the 45% increase in website traffic from all social media

platforms from January-April 2012.

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80% Increase in Social Traffic to Blogs

› This graph represents website traffic to our blog from social media platforms.

That's an 80% increase overall in traffic from January-April 2012.

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8-Fold increase in Bluewolf Bloggers

Q & A

Brian Weimer• brian.weimer@bunchball.com• (408) 703-2618• @bunchball

Natasha Oxenburgh• noxenburgh@bluewolfgroup.com• 415-813-3171• @njoxen

Please submit any questions for Brian or Natasha using the “Submit Questions” box on the right side of your presentation console. Or contact us after the webinar with questions at the coordinates below:

THANK YOU!