Leading Digital Advertising and Marketing Solutions Company, Yellow Pages Group, Uses Enterprise Social Networking to Boost Revenue

Transform Sales & Marketing to Boost Revenue

Welcome to today’s webinar!

There will be silence until we begin today’s presentation. Please take this opportunity to answer today’s first poll.

Today’s twitter hashtag is #tibbrsocial

Featured Speakers

Andre Boisvert

Chief Architect

Yellow Pages Group

Angela Ashenden

Principal Analyst

MWD Advisors

© 2013 TIBCO Software. All rights reserved. TIBCO confidential & proprietary information.

Company OverviewTIBCO Software

• Founded in 1997• $1.1B revenue in 2012• 70 offices, 25 countries • 4000 customers• 200 partners• 3500 employees

tibbr

• 1.5 Million subscription users• 100+ countries • Global implementation team• Customer success program• 24x7x365 global support


• Leading digital advertising and marketing solutions company

• 2800+ employees (60% Sales & Marketing)

• Offices: Montreal, Toronto, Burnaby, Calgary, Blue Bell,

Indianapolis

• Bilingual: French and English


6 month sales cycle continuous sales cycle

Transformational Shift


Drivers that prompted this social initiative?

Growing, highly mobile sales team

Departmental silos with no feedback loops

Multiple systems of record

High maintenance legacy technologies

Static collateral with no collaboration capabilities


What are the goals of this social initiative?

Enable a highly mobile, dispersed sales team

Open communication channels between departments

Reduce multiple systems of record

Remove barriers to sharing

Centralize knowledge

What does the resulting solution look like?

24715

Why did you choose tibbr for collaboration?

Platform: Ease of use for user Full featured mobile support Customizability Enterprise grade security Multilingual capabilities

Integration to Business Applications: Seamless user experience – front end for 5 different systems Integrates application data into activity stream Native TIBCO Sportfire support

Roll-Out: Simple and quick deployment Experienced services team

Trusted Vendor: Successful track record with past TIBCO projects


What were the key phases in the process?

Dec

Jan Feb Mar

Began Project – vendor selection

Deployment & Integration

Testers/Early Adopters

Full-scale Roll Out

Apr


What was your adoption strategy?

Executive Level Support Early Adopters


Key use-cases: Sales can find what they need, wherever they are

Key use-cases: Marketing gains real-time feedback

Field sales team respond in real-time

Marketing asks for feedback

Sales also offers new suggestions


Key use-cases: Human Resources

Make announcements

Provide easy access to HR policies in contextual subject

Share company policies, provide best practices and gain feedback


What levels of adoption have you achieved so far?

Quicker on-boarding for new sales reps

Share and collaborate around success stories

…plus unexpected successes


What have you done in terms of creating and enforcing usage policies?

Self-policing approach

Focus on expected behavior

Encouraging appropriate casual use

No major incidents

What are the main benefits to the organisation since deployment?

Easier to share information, more people can contribute• not limited to small number of authorized people

Easier to find knowledge, experts, ask questions

Access knowledge from anywhere

Higher transparency across business units

Replaced legacy technologies, easy maintenance

Have a clear, business-specific purpose for your social collaboration initiative

Identify strong use cases to get things moving

Balance top-down, bottom-up and middle-out adoption strategies

Build social into your broader IT environment and business processes

Take an open and trusting approach to governance

MWD’s Best Practice Insights

Q&A

Learn more at www.tibbr.com

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Leading Digital Advertising and Marketing Solutions Company, Yellow Pages Group, Uses Enterprise Social Networking to Boost Revenue

Technology

past tibco projects

sales marketingoffices

feedbackfield sales

transform sales marketing

key usecases

ease of use

key phases

todays webinar