champions and competitions; making social fun - ptc customer story - sales connect london 2015

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Julian Lee Sales Enablement Director

Champions & Competitions: Making Social Fun

Introduction

Headquartered in Needham, Massachusetts

More than 6,000 employees worldwide

Next-generation technology platforms for smart, connected products, operations, and systems

Leading provider of enterprise applications to:

• Create • Operate • Service

Market leading IoT platform vendor: Best technology, recent awards, large customer base, partners and ongoing investment

$1.3B total revenue (2014)

Global Footprint

FY 2014 revenue by region

41%

39%

20%

Strong Market Presence

28,000 active customers

About PTC

It’s Not Just Products That Are Becoming Smart and Connected!

Q: How many people are connected on Linkedin today?

Prospecting

Tuesday!

35.6% since launch & 15.3% this year

PTC’s Social Selling Journey as Measured by SSI .

Region December 14 September 15 % Increase

Americas 52.7 57.2 8.5%

EMEA 47.8 52.3 9.4%

India 52.7 57.5 9.1%

APAC 22.8 31.4 37.7%

Total 45 52.2 15.3%

Set a Vision

Content Sharing Lessons Learnt

Strong Champions Communication

Competitions / Recognition

Achieving Social Selling Momentum

The Executive Whiteboard

Strong Champions

Local support & coaching

is equally important

EMEA

Americas

APAC & India

Top down support

is imperative

Not Just Doing As I Say….

Leading by Example

@ Launch • The vision • Sponsors • Goals, objectives & expectations • Training plan

• On-boarding

Good Communication

Progress • Adoption • Usage • Successes • Recognition

Scoreboard / Metrics

• SSI • Accounts & Leads • New connections • # opportunities • Revenue

Good Communication

Sharing Success….

Competitions

Competition Types

• Corporate

• Regional / Country

• Teams

What Competitions

• Highest SSI • Best % increase in SSI

• Professional Brand

• Right people

• Insights

• Relationships

• Most # successful InMails • # Searches • # New opportunities • Success stories

Make It Visible

Recognition TYPES Kudos

• Being No #1

• Social Selling Leader

Management • Visibility

• Recommendations

• Endorsements

Financial • Excellence awards

• Dinners

Personal business impact

• Great pipeline

• # opportunities

• Hitting quota

Sharing Content

It’s about being “top-of-mind” and relevant

Influencing the Buyer’s Journey Early on….

Revenue

Acquisition Nurture cycle

Profile Research Understand Connect Awareness

Interest Relationship Trigger

LinkedIn Elevate Empowering Employees to Become Social Professionals

• Makes it easy for employees to share quality, company-relevant content

• Employee-first design drives outsized adoption and usage

• Identity insights power business-level results and show full-funnel impact

Lessons Learned

The measuring stick • What data points

• Where does that data live

• How do I report / dashboard it

Data drives activities • Tailored training

• Competitions

• Management inspection

Joint Sales & Marketing initiative • Social media experts

• Content is key

• Make it easy to share / post

Champions • Keep them involved

• Lead by example

• Tie success to business impact

Business Impact

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