future of business ecosystemes

The Future of Business Ecosystems

Roy Lee Leader: Mid Market Marketing Europe

© 2012 IBM Corporation

Our world is instrumented, interconnected and intelligent


Channels continue to proliferate


Mobile connectivity increases


“The need for organisations to shape and manage the right channel mix has never been more urgent” �

Source: IBM Smarter Channels Whitepaper

“Some aspects of traditional business models need to be challenged and re-defined to exploit the opportunities these trends present” �


Channel selection remains a primary challenge


Customer want to know:��“How to align products/services, customer segments and channels with brand positioning” �


Zero Moment Of Truth


Collaborating across the Ecosystem

Focus on Data Focus on People

Sale Force Automation Social Selling


Social Selling Capabilities

Reach Spend more time with customers

Discover Understand your customers better than the competition

Act Focus on opportunities that create the most profit

Engage Apply expertise from across the Ecosystem


Discover - Understand your customers better than the competition

Know what customers are talking about and what they like and don't like through sentiment analysis of social data


Engage - Apply expertise from across the Ecosystem Easy access to experts so you get customer questions answered

© 2012 IBM Corporation 13

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Engage - Apply expertise from across the organization


Act - Focus on accounts and opportunities that create the most profit

Use predictive analytic models to focus on the right deals and recommend the best products and pricing


Reach - Spend more time with customers Access to experts, content and communities from Apple, Android, RIM and Nokia mobile devices

Reach - Spend more time with customers Collaborate with customers remotely with a rich set of social tools

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Engagement with Experts across the Ecosystem

Support SCM HCM ERP Sales Marketing

Delivers l  Higher close rates l  Lower churn of important accounts l  Tighter customer relationships l  Shorter sales cycle l  More competitive wins

How To Get Started


Different starting points for Social Selling

Maximize Reach with your customers • IBM SmartCloud Engage • IBM Customer Experience Suite

Discover insights about your customers • IBM Cognos Consumer Insight

Act on opportunities that create the most profit • IBM Cognos Express • IBM® SPSS® Decision Management

Engage expertise across the organization • IBM Connections • IBM Sametime


Roy Lee, [email protected] Twitter: @roylee111

future of business ecosystemes

Technology

ibm corporationsource

act focus

customer segments

customer questions

social selling capabilities

tighter customer relationships

rich set of social tools16

right channel mix