sun learning exchange - performance vision...sun learning exchange driving sales enablement through...
TRANSCRIPT
![Page 1: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/1.jpg)
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
![Page 2: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/2.jpg)
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
![Page 3: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/3.jpg)
Sun Proprietary/Confidential: Internal Use Only
New Business Challenges
AccessInformation
Anytime,Anywhere
New Workforce Behaviours Services
NewCommunities
NewExpectations
![Page 4: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/4.jpg)
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
![Page 5: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/5.jpg)
Sun Proprietary/Confidential: Internal Use Only
The Bottom-Line Impact of Social Software Organizations are investing based on tangible results
![Page 6: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/6.jpg)
Sun Proprietary/Confidential: Internal Use Only
Online Video: A Particularly Strong Impact
![Page 7: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/7.jpg)
Sun Proprietary/Confidential: Internal Use Only
![Page 8: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/8.jpg)
Sun Proprietary/Confidential: Internal Use Only
Sales and marketing environments have changed! Have we adapted?
Rise of the Social Cyborgs
![Page 9: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/9.jpg)
Sun Proprietary/Confidential: Internal Use Only
Our learners, customersand sales force have
evolved
Rise of the Social Cyborgs
![Page 10: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/10.jpg)
Sun Proprietary/Confidential: Internal Use Only
Rise of the Social Cyborgs
![Page 11: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/11.jpg)
Sun Proprietary/Confidential: Internal Use Only
Sun Learning eXchange (SLX): Creating an Enterprise,Peer-to-Peer, Multi-Media Community
What is Sun doing?
![Page 12: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/12.jpg)
Sun Proprietary/Confidential: Internal Use Only
Building Community
![Page 13: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/13.jpg)
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!
![Page 14: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/14.jpg)
Sun Proprietary/Confidential: Internal Use Only
Leverage Key Social Networking Capabilities
![Page 15: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/15.jpg)
Sun Proprietary/Confidential: Internal Use Only
Channels Targeted content distribution
Privacy controls Determine accessContent ContributorsDistribution Permissions
Sharing and Privacy
![Page 16: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/16.jpg)
Sun Proprietary/Confidential: Internal Use Only
Cater to busy sales reps Syncs content directly to iTunes
![Page 17: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/17.jpg)
Sun Proprietary/Confidential: Internal Use Only
> Streaming content > Browser friendly
Easy Mobile Access Delivers content directly to iPhones / iPod Touches
![Page 18: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/18.jpg)
Sun Proprietary/Confidential: Internal Use Only
SLX Addresses Business Challenges For Sun
![Page 19: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/19.jpg)
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
![Page 20: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/20.jpg)
Sun Proprietary/Confidential: Internal Use Only
More Effective Corporate Communications
Sun Confidential: Internal Only
![Page 21: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/21.jpg)
Sun Proprietary/Confidential: Internal Use Only
Improve Employee Collaboration
Drive Increased Productivity
Enable knowledge capture and sharing
Improve employee satisfaction
Create a learning culture
![Page 22: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/22.jpg)
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!
![Page 23: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/23.jpg)
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
![Page 24: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/24.jpg)
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
![Page 25: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/25.jpg)
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%
![Page 26: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/26.jpg)
Sun Proprietary/Confidential: Internal Use Only
Evolution of Sales Enablement New Enablement Frameworks: 4-door Methodology
![Page 27: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/27.jpg)
Sun Proprietary/Confidential: Internal Use Only
Evolution of Sales Enablement Just-in-time designs that focus on access to resources
![Page 28: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/28.jpg)
Sun Proprietary/Confidential: Internal Use Only
Questions?
![Page 29: Sun Learning eXchange - Performance Vision...Sun Learning eXchange Driving Sales Enablement Through Peer-to-Peer Collaboration and Web 2.0 Capabilities Joe Campbell Director of Sales,](https://reader033.vdocuments.site/reader033/viewer/2022042221/5ec71546f17d3575a27ac1ea/html5/thumbnails/29.jpg)
29
Sun Learning eXchange
29