Social Selling - Linked In Dave Anderson

Confidential, Dynatrace LLC

Social in Selling@daveando

https://uk.linkedin.com/in/daveando

VP Marketing EMEA & APAC Dynatrace

http://bit.ly/SSIdaveLDN

Thank you @daveandohttps://uk.linkedin.com/in/daveando

Digital Performance ManagementDigital Performance Management

70% of the 2005 Fortune 1000 firms are gone“ ”

@daveando

Me. Dave AndersonJedi.

Lauren Johnson ANZ Marketing Manager

Anthony Clarke ANZ Regional Director

ANZ Sales Team

Software Engineers

Luke. Linked In Relationship Manager

Our mission

Strengthen brand

Presence

Increase quality lead

volumes

Retain and engage our customers

Build new partnerships

Strengthen brand

Presence

Increase quality lead

volumes

Retain and engage our customers

Build new partnerships

New team. Need leads.

Need a database.Nobody knows who we are.

Let’s buy a database

The buyer has changed

New School• Live database• No call • Warm inmails to targeted

prospects (leads and new)• Markesales • Be personal

• Buy a database• Cold Call• Cold prospect emails to

new leads / database• Sales vs marketing• Automate

Old School

Linked In Navigator

Campaigns

The Way we Work

Enablement

Stories

Data

Social Updates

Start with being social

Email Alerts

Training!

Tooling

Social Updates

Be authentic, personal, and a bit different

Confidential, Dynatrace LLC

Social Media Growth

May-15

Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-160

500100015002000250030003500

OrganicPaid

Clicks on company posts

May-15

Jun-15

Jul-15

Aug-15

Sep-15

Oct-15

Nov-15

Dec-15

Jan-16

Feb-16

Mar-16

OrganicPaid

Linked In Company Page Followers

Facebook

Twitter

LinkedIn

Most Improved Player60 to 71

The secret life of a share

I wanted everyone I had in my professional network to understand the differences between GA and Dynatrace

Enrico’s Sister

Programme manager @ (insert major finance co) [dealing with their internal website] she had seen your blog post I had shared and subsequently she shared it and then her boss had seen it.

“I’m now looking at scheduling a call with her boss and the account manager….thank you!”

• 10,000 Sends• 33% Open Rate

Linked In Average 20%

• 13% CTRLinked IN Average 3-9%

We are all in the this together

• 336,531 Impressions• 1387 Clicks • $14.45 CPC• 57% Mobile!

• 69 In-Mails Sent• 17 Registrations• 28% Success Rate

80% Registrations for Linked In

• UTM Tracking Competition• Weekly Email Summary• Fun, but accountability

$45 Cost per Conversion vs Google $90+

Social Selling in Action

Meeting$

August 17 Oct 25

Social Events

Stories

Yeah right!

Thanks for the heads up on this one Lauren - definitely keen to attend. I'll share this one with my team. Cheers! Jah Jah

Thank you Lauren. Definitely keen to find out more. I'll send some of my team members as well. Thanks Maz

Hi Lauren, thank you for inviting me. Can I circulate this to our digital transformation team? Regards Jabba

92% of buyers delete emails or ignore calls from people they don’t know BE

personalinterestingdifferentrelevant

listen

Dec – Akamai Joint event Joint xmas party2 Opportunities

August – Big RetailerFollow up to event Attended intro meeting

August – Nordstrom Event80% net new registration to database via Linked In 1 closed won

August – Collabshow Inmail to the Joel, who is the most influential sharepoint person on the planetDemo with FTSSigned up for a webinar

March – Global ReviewsIntro meeting with CEOClosed Deal in November

Nov – Linked In Sales SummitPresented Dynatrace Social Selling program in ANZVoted best presentation – SSI went to 93!

Jan – SitecoreConnected with Marketing DirectorInvited myself to do a webinar with them Now working on a global promotion with them.

- Publish blogs and content- Present at Linked In Events- Discover new content- See how our content performs

Usage: everyday

Inmail to CEO and CTO of BVA Auctions“We work with eBay and similar car auctions, I’d like to share what we are doing with these companies”

CTO replied – August Accepted invitation to connect on the phone.

Becomes customer

Perform Day - JunePerform Global - OctoberWebinar / SEO

Increased Performance Increased Customer Satisfaction Increased Conversions Increased DevOps Happiness

Thanks Yoda

Strategic Advice Support

stories (ours and others)

Finding a champion…

Original presentation

data

Making it visible

http://bit.ly/yammer-linkedin

http://gaggleamp.com/i/zfmgawq Resources.dynatrace.com

Did you kiss my sister?

83 SSI Kid…Read it and weep

Let’s connect

@daveando

https://uk.linkedin.com/in/daveando

Next steps for roundtables

Follow Vernon Bubb to Big Ben

Stay in Room to then go to Afternoon Tea with Steven Kang