Are you doing enough to engage your B2B customers and channel partners? Without a collaborative community, the answer is probably no. Find out more about how social business communities can tap the full power of your customers and the potential of your partners. Learn more about Jive Software: http://bit.ly/1aTo6Vq

1. ARE YOU DOING ENOUGH TO
ENGAGE YOUR B2B
CUSTOMERS AND CHANNEL
PARTNERS?
WITHOUT A COLLABORATIVE
COMMUNITY, THE ANSWER IS
PROBABLY NO.

2. JIVE BEST PRACTICES
MARKETING: EXTERNAL
COMMUNITIES
Jive Software – May 2013

3. • Bigger deals mean longer, more complicated sales cycles
• Multiple hoops to jump through & a tag team of decision-makers to
satisfy
• Buyers need lots of information, hand-holding & give-and-take
Business-To-Business Sales
© Jive confidential3

4. Typical B2B Touchpoints
• Outbound campaigns that provide no chance of dialogue
• Social networks (eg. Facebook & LinkedIn) that support lightweight
interaction but not deep engagement
• A few live events that offer face-to-face networking
• Online forums with the usual scattered discussion threads
• Direct contact with sales reps
© Jive confidential4

5. The results?
• Lost opportunities
• Delayed deals
• Higher cost of sales

6. A New Class of Online Community has Emerged
© Jive confidential6
Capabilities include:
• Rich profiles & connection features
• Groups & rich conversations centered around topics of interest
• Focused activity streams that keep users updated
• An array of information sources
• Smart recommendations on relevant content
• Gamification that drives participation and interaction

7. HERE ARE FIVE WAYS SOCIAL BUSINESS COMMUNITIES CAN
FUEL YOUR GROWTH AND SUCCESS

8. 1. Enabling Partners
© Jive confidential8
• A social business community provides an ideal environment for
channel partners to get the tools they need
• Users can collaborate and share information in a secure, private
space
• You can track participation and engage in dialogues on campaigns
and products

9. 2. Nurturing Prospects & Leads
© Jive confidential9
• Full-featured public communities give B2B prospects a place to
research your offerings, ask questions and get recommendations from
trusted peers
• Your best customers become brand advocates and an extension of
your sales force

10. 3. Powering Data-Driven Marketing
© Jive confidential10
• Social business communities are a
goldmine of intelligence on
prospect & customer
needs, interests & preferences
• Integrated with marketing
automation & analytics
tools, community statistics can be
used for overall optimization of
your marketing initiatives

11. • Communities are the ultimate focus
group
• You can get invaluable input on
existing products & marketing
campaigns along with breakthrough
ideas for new innovations
• Creative crowdsourcing not only
spurs product development but
drives brand affinity & customer
loyalty
4. Driving Innovation
© Jive confidential11

12. 5. Hosting Virtual Events
© Jive confidential12
• Social business communities offer a highly effective alternative to
traditional live events
• By hosting virtual events – complete with streaming
video, presentations, breakout groups & plenty of supporting content -
you can reach a far bigger audience at a much lower cost

13. SOCIAL BUSINESS COMMUNITIES GIVE A BOOST
• Drive customer acquisition, cross-selling & up-selling
• Increase customer loyalty & retention
• Decrease partner support costs
• Increase sales per partner
© Jive confidential13

14. VISIT JIVESOFTWARE.COM/MARKETING
Find out more about maximizing your content potential.