enterprise social network: sales use case

Clearvale Use Case: Sales

Collaborative Team SellingIntranet Network

© Copyright 2009 BroadVision On Demand Inc.

Who Works for This Company?

• George is the VP of Sales at Sunshine Solar, a medium sized company that sells solar panels.

• The Sales team follows up on leads generated by Marketing and prepares quotes and contracts.

• Management tracks project milestones and individual tasks.


What are the Sales Challenges?

• George and his staff find it difficult to get good sales leads, particularly in today’s economy.

• Challenging for sales people to find information they need when they need it.

• Sales people may not work as efficiently with marketing as possible, resulting in lost opportunities.


Why Clearvale Instead of Web 1.0?

Web 1.0

• Time to close a sale lengthy due to lack of collaboration.

• Training materials reside in unknown locations; inconsistent team training because of multiple tools.

• Seasoned sales people’s experiences are not leveraged.

• Avenues to ask questions of a broad audience is limited or inefficient.

• Marketing and Sales do not always align their goals, resulting in an inconsistent marketing message.

• Transparency in processes do not exist.


Why Clearvale Instead of Web 1.0?

Clearvale

• Collaborative tool shortens time to close a sale.

• Educational materials reside in a central location and exist in many forms. Informal knowledge exchange occurs between staff members more easily.

• Star performers share insights on blogs, forums and videos to help other staff members.

• Ability to post questions in a public but secure forum.

• Marketing and Sales goals are aligned; transparency because of Web 2.0 helps remedy any inconsistencies.


When Can Sales Implement Clearvale?

• With Clearvale, George goes live quickly with no technical background or training. And he does not require the assistance of his Information Technology department.


Who Else Works for This Company?

• Ted the sales manager manages sales reps.

• Fran is a sales representative and works for Ted. She follows up on sales leads.

• Megan is a marketing representative. She generates sales leads and prepares marketing materials for sales representatives.


How Does Sales Do It?

Set Up Network• George goes to

www.clearvale.com and sets up a Clearvale network for the sales department. He invites his team to it by uploading a single file with staff email addresses.

• Employees upload their own photos and set up profile pages.



Create Communities• George asks Ted to

create a community for his sales reps.

• Ted creates a community called Nor Cal Sales Reps and invites sales reps.

• He creates a forum for sales techniques in the community. He also posts recent sales webinars.



Create Communities

• George asks Megan to create a community to store marketing material in a single location.

• She does this and makes it open so that anyone can join and access the materials.

.



Add Content• Ted creates a

DocuVault in his community for:– RFPs– Contracts– Proposals– Templates

• He uses the Event Calendar for project milestones.



Manage Projects• Ted uses TeamWork to

assign tasks. He creates a plan and assigns tasks to Fran:– Contact at least 100

leads– Schedule at least 20

demos– Close at least 5 deals

totaling $100K



Collaborate• Fran watches a webinar

on selling the product.• She gets a list of leads

from Megan and contacts each potential customer.

• She emails marketing collateral that she finds in the Marketing Collateral community to potential customers.



Collaborate• Fran isn’t sure how to

respond to a question from a potential client.

• She refers to a Forum on the sales community page to find her answer.

• She doesn’t find an answer, so she adds the question and receives an answer from Ted.



Collaborate• The client requests a

proposal from Fran.• Fran downloads the

proposal template from DocuVault and drafts a proposal. She saves it in DocuVault.

• Ted reviews and approves it.

• Fran sends it to her customer.



Track Goals• Fran marks her task

50% complete in TeamWork because she has only gone through 50% of the leads list from marketing.

• The next week when she finishes contacting all leads, she marks the task 100% complete.



Reward Employees• Ted checks his

TeamWork reports and sees that Fran completed all of her tasks.

• He creates a bonus plan to recognize those who meet their goals.

• He puts a message on the Community home page recognizing her effort.


Sales After Clearvale

• Marketing and other teams help generate sales with more efficiency.

• Sales people collaborate in their Clearvale community and share information, thus helping each other close deals.

• Sales managers track progress of various deals through TeamWork.

• Because Clearvale is based on Web 2.0, IT has no tasks pertaining to managing the networks.


Clearvale Advantages

• Provide a community for sales to collaborate on sales opportunities.

• Enlist other functional groups (such as Marketing and R&D) as the extended sales team.

• Consolidate sales tools in a single location.

• Track progress and recognize sales effort by using TeamWork.

• Manage documents by using DocuVault.