1

Sun Learning eXchangeDriving Sales Enablement Through Peer-to-Peer Collaborationand Web 2.0 Capabilities

Joe Campbell

Director of Sales, Services and Leadership Training, Sun Microsystems, Inc.

1

Sun Proprietary/Confidential: Internal Use Only

Agenda

● What Is Driving The Need For Change

● How Sun Is Adapting● Best Practices We Have

Learned● Towards a Web 2.0 Sales

Enablement Framework

Sun Proprietary/Confidential: Internal Use Only

New Business Challenges

AccessInformation

Anytime,Anywhere

New Workforce Behaviours Services

NewCommunities

NewExpectations

Sun Proprietary/Confidential: Internal Use Only

August2008,“WorkforceCollaborationandWeb2.0

WorkforceProductivity

TransferKnowledge

between and among

workers

Capture knowledge of existing workers

Employee engagement

59% 56% 32% 30%

The Bottom-Line Impact of Social Software Addressing major enterprise challenges

Sun Proprietary/Confidential: Internal Use Only

The Bottom-Line Impact of Social Software Organizations are investing based on tangible results

Sun Proprietary/Confidential: Internal Use Only

Online Video: A Particularly Strong Impact

Sun Proprietary/Confidential: Internal Use Only

Sun Proprietary/Confidential: Internal Use Only

Sales and marketing environments have changed! Have we adapted?

Rise of the Social Cyborgs

Sun Proprietary/Confidential: Internal Use Only

Our learners, customersand sales force have

evolved

Rise of the Social Cyborgs

Sun Proprietary/Confidential: Internal Use Only

Rise of the Social Cyborgs

Sun Proprietary/Confidential: Internal Use Only

Sun Learning eXchange (SLX): Creating an Enterprise,Peer-to-Peer, Multi-Media Community

What is Sun doing?

Sun Proprietary/Confidential: Internal Use Only

Building Community

Sun Proprietary/Confidential: Internal Use Only

> User generated content> Seamless publication

Flexible Content Creation Options:> Upload mulit-media files> Video & audio authoring> Screencast capture

Integrated Content Creation Have to make it easy to create content!

Sun Proprietary/Confidential: Internal Use Only

Leverage Key Social Networking Capabilities

Sun Proprietary/Confidential: Internal Use Only

Channels Targeted content distribution

Privacy controls Determine accessContent ContributorsDistribution Permissions

Sharing and Privacy

Sun Proprietary/Confidential: Internal Use Only

Cater to busy sales reps Syncs content directly to iTunes

Sun Proprietary/Confidential: Internal Use Only

> Streaming content > Browser friendly

Easy Mobile Access Delivers content directly to iPhones / iPod Touches

Sun Proprietary/Confidential: Internal Use Only

SLX Addresses Business Challenges For Sun

Sun Proprietary/Confidential: Internal Use Only

Increase Marketing & Sales Effectiveness

Deliver ConsistentEngaging Messaging

Shorten On-boarding Reach Multiple

Audiences Provide Feedback

Loop Provide Searchable

Content Repository

Sun Proprietary/Confidential: Internal Use Only

More Effective Corporate Communications

Sun Confidential: Internal Only

Sun Proprietary/Confidential: Internal Use Only

Improve Employee Collaboration

Drive Increased Productivity

Enable knowledge capture and sharing

Improve employee satisfaction

Create a learning culture

Sun Proprietary/Confidential: Internal Use Only

Evolution of Sales Enablement Blending of Peer-to-Peer content into formal learning

1yr. dev.time saving,

6 mo. quickerrelease!

Sun Proprietary/Confidential: Internal Use Only

LMS

SLX

InformalContent

Formal

Setting

Wrap Peer-Peer Content In A Formal Curriculum

Speed-up Course Development

Leverage and RepurposeExisting Marketing Content

Web 2.0 Features In Formal Setting

Bridging Formal and Peer-Peer Learning

Sun Proprietary/Confidential: Internal Use Only24

41,00041,000Total unique usersTotal unique users

300 K300 KTotal page viewsTotal page views

4 K4 KTotal media files addedTotal media files added

Drive Adoption

Sun Proprietary/Confidential: Internal Use Only

Peer-to-peer vs. Formal Content Creation

Q3FY08 Q4FY08 Q1FY09 Q2FY09 Q3FY090

250

500750

1000

12501500

17502000

22502500

27503000

32503500

3750

Peer-to-PeerFormal Content

Area Chart

Peer-Peer Pie Chart

Sales EnablementPartner EnablementTechnical TrainingCommunicationsOther

52%1.3%

36.2%

8.2%

2.3%

Sun Proprietary/Confidential: Internal Use Only

Evolution of Sales Enablement New Enablement Frameworks: 4-door Methodology

Sun Proprietary/Confidential: Internal Use Only

Evolution of Sales Enablement Just-in-time designs that focus on access to resources

Sun Proprietary/Confidential: Internal Use Only

Questions?

29

Sun Learning eXchange

29