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#EEC15 / Bilbao, Spain / 18 Nov 2015 / @JonathanWich @Orca_Social
10REASONS
B2BCOMPANIES
NEEDSOCIALMEDIA
REASON#1
BREAKDOWNTHESILOS
• Jack Welch and the boundary-less
organisation
• Replacing the silos with an
Enterprise Social Network (ESN)
• Why? Effic...
Case study: Intellect Design Arena’s “UnMail”
#EEC15 #BreakingSilos @JonathanWich @Orca_Social
Polarishassaved1.3millionmanhoursper
yearbyreducingunnecessaryemails
#EEC15 #BreakingSilos @JonathanWich @Orca_Social
REASON#2
CREATEACULTUREALL
STAKEHOLDERSVALUE
Create a culture all stakeholders value
• When we say “all” we mean it!
• How important is culture?
• What comes first, th...
REASON#3
STRENGTHENYOURCORPORATE
Strengthen your corporate brand
• How do you tell your story?
• It doesn’t matter if it’s B2C or B2B: It’s
all about peopl...
REASON#4
BUILDLASTING
BUSINESS
RELATIONSHIPS
Build lasting business relationships
• An evolution of the sales process
• Both a mindset and a new tool
• Marketers = Sal...
REASON#5
CAREABOUTYOURENVIRONMENT
Care about your environment
• Authenticity based on company values
• It’s about more than money: You need a story to tell ...
REASON#6
LETTHE
CROWD
HELPYOU
IMPROVE
Let the crowd help you improve
• Listening & community building
• A future-proof business model
• From spaceships to milk ...
REASON#7
IDENTIFYSHORTCUTSIN
THESUPPLYCHAIN
Identify shortcuts in the supply chain
• Or even better: Get rid of
the chain!
• ESN as a powerful tool
• Case study: SAP
...
REASON#8
SPOT&ATTRACT
WORLDCLASS
TALENT
Spot & attract world class talent
• “Hiring is the most important thing
you do.”
• The HR game has changed.
• Millenials a...
REASON#9
MAKEYOUR
CUSTOMERS
HAPPY
Make your customers happy
• Listen to understand
• Help them
• Create a forum, not a hotline
• Case study: American Expres...
REASON#10
DON’TCEASETOEXIST
Don’t cease to exist
• Social is not that important. It’s only a matter of
long-term survival!
• Web 3.0: Every company as...
Thankyou!
DownloadtheeBooknow:bitly.com/orca-ebook
#EEC15 @JonathanWich @Orca_Social
10 Reasons B2B Companies Need Social Media
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10 Reasons B2B Companies Need Social Media

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The slidedeck from my presentation at the EEC15 conference in Bilbao (Spain) on Wed 18 November 2015. To download the eBook click here: http://bit.ly/orca-ebook

More on http://cultbizztech.com

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10 Reasons B2B Companies Need Social Media

  1. 1. #EEC15 / Bilbao, Spain / 18 Nov 2015 / @JonathanWich @Orca_Social 10REASONS B2BCOMPANIES NEEDSOCIALMEDIA
  2. 2. REASON#1 BREAKDOWNTHESILOS
  3. 3. • Jack Welch and the boundary-less organisation • Replacing the silos with an Enterprise Social Network (ESN) • Why? Efficiency gains Break down the silos #EEC15 #BreakingSilos @JonathanWich @Orca_Social
  4. 4. Case study: Intellect Design Arena’s “UnMail” #EEC15 #BreakingSilos @JonathanWich @Orca_Social
  5. 5. Polarishassaved1.3millionmanhoursper yearbyreducingunnecessaryemails #EEC15 #BreakingSilos @JonathanWich @Orca_Social
  6. 6. REASON#2 CREATEACULTUREALL STAKEHOLDERSVALUE
  7. 7. Create a culture all stakeholders value • When we say “all” we mean it! • How important is culture? • What comes first, the culture or the technology? • Case study: ABB - Ultimate goal: "An open, responsive organisation that works together as one" #EEC15 #CorporateCulture @JonathanWich @Orca_Social
  8. 8. REASON#3 STRENGTHENYOURCORPORATE
  9. 9. Strengthen your corporate brand • How do you tell your story? • It doesn’t matter if it’s B2C or B2B: It’s all about people • Case study: DSM - Increased brand value: 800M USD #EEC15 #Branding @JonathanWich @Orca_Social
  10. 10. REASON#4 BUILDLASTING BUSINESS RELATIONSHIPS
  11. 11. Build lasting business relationships • An evolution of the sales process • Both a mindset and a new tool • Marketers = Sales people (and vice versa) • Case study: Danske Bank - Performed an 8 week pilot with 35 sales reps. - Result? 787 new business connections. #EEC15 #SocialSelling @JonathanWich @Orca_Social
  12. 12. REASON#5 CAREABOUTYOURENVIRONMENT
  13. 13. Care about your environment • Authenticity based on company values • It’s about more than money: You need a story to tell and a mission • It’s also a tool you can use • Case study: Kimberley Clark - Partnerships with Greenpeace, FSC and WWF - Twitter chat: 990 mentions in one hour and a reach of 1.2M #EEC15 #CSR @JonathanWich @Orca_Social#EEC15 #CSR @JonathanWich @Orca_Social
  14. 14. REASON#6 LETTHE CROWD HELPYOU IMPROVE
  15. 15. Let the crowd help you improve • Listening & community building • A future-proof business model • From spaceships to milk foam • Case study: AkzoNobel - Open innovation: The brightest minds might not be on your pay-roll #EEC15 #CrowdSourcing @JonathanWich @Orca_Social
  16. 16. REASON#7 IDENTIFYSHORTCUTSIN THESUPPLYCHAIN
  17. 17. Identify shortcuts in the supply chain • Or even better: Get rid of the chain! • ESN as a powerful tool • Case study: SAP - Co-Innovation Lab (COIL) - Inviting partners to work together to find efficiencies in the supply chain #EEC15 #SupplyChain @JonathanWich @Orca_Social
  18. 18. REASON#8 SPOT&ATTRACT WORLDCLASS TALENT
  19. 19. Spot & attract world class talent • “Hiring is the most important thing you do.” • The HR game has changed. • Millenials are attracted to modern, open and transparent companies • Case study: Krones AG - Show, don’t tell: “Integrity is a key component of our success” #EEC15 #SocialSourcing @JonathanWich @Orca_Social
  20. 20. REASON#9 MAKEYOUR CUSTOMERS HAPPY
  21. 21. Make your customers happy • Listen to understand • Help them • Create a forum, not a hotline • Case study: American Express - OPEN forum for small business owners - Self-service (it’s a CS boss’ dream come true!) #EEC15 #Happiness @JonathanWich @Orca_Social
  22. 22. REASON#10 DON’TCEASETOEXIST
  23. 23. Don’t cease to exist • Social is not that important. It’s only a matter of long-term survival! • Web 3.0: Every company as a tech company • A new industrial revolution? • Change is not going away • Luckily, it’s not as hard as you think – and it might even be fun #EEC15 #DontCeaseToExist @JonathanWich @Orca_Social
  24. 24. Thankyou! DownloadtheeBooknow:bitly.com/orca-ebook #EEC15 @JonathanWich @Orca_Social

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