Make no mistake: The recruiting world is a volatile yet important place to be right now. While demand for talent surges, qualified candidates with critical skills are harder than ever to find. How will your company respond to this predicament? Jobvite CEO Dan Finnigan frankly discusses why now, more than ever, recruiters need the power of innovation to fuel their strategies—and why their futures might depend on it.

1. Leading the Charge, Driving the Change:
Why Innovators Will Win the War for Talent
Dan Finnigan
CEO, Jobvite

2. 8 of the 11 Top Tech IPO’s Use
Jobvite to Power Their Hiring
Source: Forbes#Jobvite13

3. 3 of the 5 Top Performing IPO’s
Use Jobvite to Power Their
Hiring
Source: Fortune#Jobvite13

4. 13 out of 17 expected
Tech IPO's in 2013
Source: VentureBeat#Jobvite13

5. Geography of Jobs
Source: http://tipstrategies.com/geography-of-jobs/
#Jobvite13

6. Unemployment Getting Better – But Slowing
Unemployment rate,
Seasonally adjusted
Nonfarm payroll employment change,
Seasonally adjusted
-800
-600
-400
-200
0
200
400
600
Jan-08
Jun-08
Nov-08
Apr-09
Sep-09
Feb-10
Jul-10
Dec-10
May-11
Oct-11
Mar-12
Aug-12
Jan-13
Source: BLS.gov

7. Anyone Remember This?

8. Today Does Not Feel Much Better
#Jobvite13

9. Tomorrow You Will Lead the Tribe!
Only With Courage, A New Approach, Hard Work – and the Right Weapons!

10. Growing Awareness: Talent Matters Most
Source: Boston Consulting Group, ―Realizing the Value of People Management; From Capability to Profitability‖, August 2, 2012
―People‖ Companies Outperform the Market Average
#Jobvite13

11. Recruiting Delivers 40% More Profit Growth
Than Next Best HR Function
Source: Boston Consulting Group, ―Realizing the Value of People Management; From Capability to Profitability‖, August 2, 2012
#Jobvite13

12. Recruiting will be one of the hot careers in
the next decade
• 14% Y/Y increase
• Most commonly advertised job title: Recruiting
Source: Wanted Technologies
#Jobvite13

13. Why?
1.Business Need Skilled Talent More Than Ever
2.Talent Is Becoming Increasingly Scarce Worldwide
3.Talent Is Choosy, Savvy Consumer of Opportunities
The recruiters who transform themselves into
marketers become as important—if not more—
than any function.
#Jobvite13

14. Jobs In Future Require Education
Source: Bureau of Labor Statistics
20%
22%
17%
18%
18%
12%
14%
Doctoral / professional degree
Master degree
Bachelor degree
Associate degree
Some college
High school
Less than high school
% Change Employment 2010- 2020
Source: Bureau of Labor Statistics
#Jobvite13

15. Most Advertised Openings in U.S. Today:
All But Two Require College
1. Computer Occupations
2. Health Diagnosing and Treating Practitioners
3. Other Management Occupations (inc. HR)
4. Financial Specialists
5. Business Operations Specialists
6. Sales Representatives, Services
7. Engineers
8. Information and Record Clerks *
9. Advertising, Marketing, Promotions, PR, and Sales Managers
10. Supervisors of Sales Workers *
#Jobvite13
Source: Brookings Institution

16. U.S. App Economy Jobs
before the
iPhone
0 current day
477k
Source: TechNet, The App Economy
Mobile Applications Engineer
iPhone Application Developer
Social Media Manager
User Experience Analyst
Android Developer
Virtualization Architect
Mobile Marketing Strategist
iPad Game Developer
API Platform Manager

17. SHRM: Companies Anticipate Needing More
College Graduates
High school dimploma or equivalent only
Specific post-secondary certificate/credential(s)
Associate’s degree
Bachelor’s degree
Advanced degree (e.g., master’s, MBA, Ph.D, M.D.)
9%
63%
27%
28%
61%
11%
18%
69%
13%
56%
42%
2%
56%
1%
44%
Increase
Stay the same
Decrease
Percentages may not total 100% due to rounding.
SHRM/Achieve Survey: Changing Employee Skills and Education Requirements—Changes in the Workforce ©SHRM
#Jobvite13

18. Working Age Population Shrinking Worldwide
Source: Deloitte Research, UN Population Division (http://esa.un.org/unpp/)
#Jobvite13

19. Creating A Serious Shortage
Source: Bureau of Labor Statistics, Current Population Survery
#Jobvite13

20. Battle of the Brains
(US-based schools listed in blue)
Source: PR Newswire
#Jobvite13

21. Battle of the Brains
(US-based schools listed in blue)
Source: PR Newswire
#Jobvite13

22. Severe Shortage Of STEM Graduates In US
92
Parks, recreation
and fitness
’98-’08
%
Source: SunSentinel, 2012
STEM Jobs STEM Degrees
50,000 Shortage in
Florida Alone
64,000
14,855
#Jobvite13

23. engineering
66%
doctorates 50%
plan to
stay
tech
45%
science
+doctoral
35%
degrees
Source: CNN Money
Immigration Debate In DC
• 764,321 foreign students enrolled in
U.S., up 5.7% in 2011
• U.S. world share dropped 25% to 18% -
now up to 21%
• H1B Visa capped at 85K (20K for those
with Advanced Degrees)
• Proposed Bill: Increase to 115K – 300K
• New Study: No shortage of STEM?!?
#Jobvite13

24. Only 29% of Applies Come From College
Graduates; Only 13% STEM Graduates
Bachelor of Arts
10%
Bachelor of Science
10%
MBA
5%
Master of Science
3%
Master of Arts
1%
No Degree
71%
#Jobvite13

25. More Engineers Reject, Than Accept, Offers
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Engineering Sales Marketing Biotechnology Administrative Accounting Advertising Customer
Service
Human
Resources
Business
Development
#Jobvite13

26. 10X Programmer Talent Agency
Source: HBO

27. Gen Y Dominates Workforce in 5 Years
0
25
50
75
100
125
150
175
200
225
1990 1995 2000 2005 2010 2015 2020 2025 2030
Pre-Boomers
Baby Boomers
Generation
Generation Y and beyond
SOURCE: U.S. Bureau of the Census, projections based on 2000 Census
populationage18-64(millions)
2011: The Baby Boomers
reached retirement age
2030: Gen X reaches
retirement age
2018: Gen Y makes
up half of the working
age population
Dan’s
Turn

28. Talent as a Consumer
One Size Does Not Fit All
Each generation approaches work differently, shaped by the
economic, social and political forces of their time.
Source: Manpower#Jobvite13

29. Gen Y And Californians Changing Jobs Every
3 Years: That is 15-20 Jobs A Career
Source: www.fastcompany.com/magazine/162/average-time-spent-at-job-4-years
median tenure in current job:
U.S.4.4
yrs
Californians
...and Millennials
3.0yrs

30. Recruiting Is
Marketing
―The aim of marketing is to
know and understand the
customer so well that the
product or service fits him
and sells itself.‖
Peter Drucker, management
consultant, educator, and author
#Jobvite13

31. Recruiting Is Marketing:
The New Five P’s of Marketing
Product: Define Broadly Around Customer Experience
Price: Provide Competitive Value
Promotion: ROI-tracked Marketing Mix of
Media, Content, Message & Growing Brand
Placement: Many, Convenient and Inspiring Ways to Buy
Process: All Efforts Working As One Optimizing Funnel
#Jobvite13

32. Recruiting Is Marketing
Product
Price
Promotion
Placement
Process
Old School
Feature-Focused Definition
(Conjoint Analysis)
Suggested Price Lists
• Retail chains
• Sales channels
• Catalogs
• Partners
Brand, Advertising (Radio, TV,
Print), Mail, Catalogs
Quarterly reports, post-
mortem, new version launches
Today: Optimization
Customer-Experience Focused
Definition
Freemium, performance-
based, loyalty programs
Customer experience within:
• Retail store
• E-commerce
• Free-trials
• Customer service
Brand, SEO, Search Engine
Marketing, Content, Social
media, CRM
Real-time, data-driven optimization
of ―product-to-sale‖ funnel
Recruiting
Employee-experience
Focused Definition of role
Requirements, perks, flexibilit
y, benefits, compensation
Candidate experience within:
• Job Boards
• Career Sites
• Apply Process
• Interview Process
Recruitment
brand, culture, on-line
marketing mix for jobs &
careersite(s)
Real-time, data-driven
optimization of the
―opening-to-hire‖ funnel

33. Marketing Starts by Understanding Your Target
Like A Marketer Would: 80 Million Gen Y
Exercised vigorously in last 24 hours46%
Saw email usage drop in 201127%
Have a tattoo39%
Started a business on the side35%
Think helping the poor most important issue21%
#Jobvite13

34. #1 and #2 Product & Pricing: Design Roles
for Their Future, Not Just Yours
1. Explain Company Vision
2. Prioritize Community Service
3. Develop ―In-Between‖ Steps And Titles
4. Give Encouragement & Regular Feedback
5. Offer More Flexibility
6. Provide Education and Professional
Development
7. Give Them Time for Personal Projects
7 Ways Beyond Compensation To
Improve Job Attraction
• Gen Y are “Job Shoppers;” 88% are
looking to make a change
• Salaries guidepost for value and
staying on track, but NOT
differentiation
• 51% of new employees hired in
2012 have “buyers remorse”
Source: HBR: Blog Network: What Job Candidates Really Want: Meaningful Work
#Jobvite13

35. #3 Promotion: Big Brands, Especially Strong
Consumer Brands, Have Big Advantages
Top 5 of ―50 Top Employers for College Grads‖
#Jobvite13

36. #3 Promotion: Gen Y Wants Authentic
Brand Experiences
 ―Make Your Culture Your Brand‖ – Culture Is Emotional
 Marketing Learning That Decisions Made By Lymbic (Lizard)
Brain…Focus Messaging & Promotion On Emotional Connection
 Engagement Survey of Top Performers and Develop Value Statements
 Mold All Marketing Messaging Around Effort
—Employee stories and testimonials
 Successful If Portrayed Culture So That Best Candidates ―Select In‖
and Mismatched ―Select Out‖
Source: ERE Recruiting Conference 2013 by Randall Birkwood#Jobvite13

37. Have A Company Mission That Matters…And, It
Helps To Authentically Provide Social Good
#Jobvite13

38. HubSpot Mission

39. Brand: Join the Flock And Help Find Meaning
#Jobvite13

40. Step Inside Kixeye…If You Have What It Takes!

41. Imagine Being In Jobvite’s Family!

42. #3 Promotion: Advertising & Distribution
 Track All Advertising & Distribution
 SEO: Jobs (and Content) Pages
 Careersite Distribution & Promotion
 Social and Employee Referral
#Jobvite13

43. Applications by Source Type 2013
Job Board
42.4%
Career Site
38.2%
Agency
2.2%
Employee
Referral
8.5%
Notifications /
Talent Pool
1.2%
Transfers
1.2%
Other
6.2%
• Career Site up by 6%
• Emp Referral up by 1.3%
• Transfers are significant
#Jobvite13

44. Hires by Source Type 2013
Job Board
17.1%
Career Site
21.0%
Agency
4.7%
Employee
Referral
40.4%
Notifications /
Talent Pool
0.4%
Transfers
7.1%
Other
9.3%
#Jobvite13

45. Faster hiring through employee referral 2013
Source: Jobvite
29
45
39
Emp Referral CareerSite Job boards
Employees hired through employee referral are
hired 55% faster than those who came through career site.
46% 45%
47%
33%
35%
39%
22%
20%
14%
Over 1 year Over 2 years Over 3 years
Hired Faster Better Quality
#Jobvite13

46. Half of Career site Visitors Do Not Return
One Time Visitors
49%Return Visitors
51%
#Jobvite13

47. Remarketing Is The Way Marketers Handle
Abandonment
Brand Site
Ad on another siteCustomer #Jobvite13

48. #4 Product Placement:
Many, Convenient, And Inspiring Ways to
Buy
1. Starts with Careersite: Easy to find, follow, and engaging
Prospect and Candidate Experience = Shopping Experience
(think Nike and Apple!)
#Jobvite13

49. High Bandwidth Careersite Experience
#Jobvite13

50. #4 Product Placement:
Many, Convenient, And Inspiring Ways to
Buy
1. Starts with Careersite: Easy to find, follow, and engaging
2. Apply Process: Simple, clear, anywhere
Prospect and Candidate Experience = Shopping Experience
(think Nike and Apple!)
#Jobvite13

51. Easy To Buy – Easy To Apply

52. More On This Later Today…
#Jobvite13

53. #4 Product Placement:
Many, Convenient, And Inspiring Ways to
Buy
1. Starts with Careersite: Easy to find, follow, and engaging
2. Apply Process: Simple, clear, anywhere
3. Interview Process: Collaborative (2-way)
Prospect and Candidate Experience = Shopping Experience
(think Nike and Apple!)
#Jobvite13

54. #4 Product Placement: 2-Way Collaboration

56. #4 Product Placement:
Many, Convenient, And Inspiring Ways to
Buy
1. Starts with Careersite: Easy to find, follow, and engaging
2. Apply Process: Simple, clear, anywhere
3. Interview Process: Collaborative (2-way)
4. Feedback: No ―black hole‖
Prospect and Candidate Experience = Shopping Experience
(think Nike and Apple!)
#Jobvite13

57. Easy-to-See Application Status

58. 1.
Funnel / Lead Generation / Marketing Automation
#5 Process: All Efforts Work As One
Optimizing Funnel
1. Multi-Channel Multi-Media Campaigns
2. Provide Target Personalized Direct
Mail & Landing Pages
3. Lead Score
Hot, Warm, Cold
4. Marketing Automation
Next Automatic Event
-Send personalized email
-Send personalized product interest info
-Send e-newsletter
-Send personalized direct mailer
-Send personalized press release
-Send blog link
5. Measure, Adjust, Redo

59. #5 Process: Track and Measure Sourcing
Funnel
Employee Referrals
Campaigns
Overall
Talent Pool

60. #5 Process: Can’t Afford To Advertise Over
and Over…Must Build and Nurture A
Database of Prospects
#Jobvite13

61. Oakland A’s: Best Prospect Database and
Talent Acquisition Funnel In Baseball
#Jobvite13

62. Moneyball Year (2002): MLB Team Salaries

63. Wins Above Replacement (WAR)
#Jobvite13

64. Beane Best GM:
Wins Above Replacement (WAR average)
#Jobvite13

65. Over a Decade of Best ROI Results
#Jobvite13

66. The Marketing-Skilled Recruiters Who Target &
Catch Their ―Game‖ – Will Become The New
Leaders of Future!

67. Thank you
dan@jobvite.com