#EEC15 / Bilbao, Spain / 18 Nov 2015 / @JonathanWich @Orca_Social

10 REASONS B2B COMPANIES NEED SOCIAL MEDIA

REASON #1 BREAK DOWN THE SILOS

• Jack Welch and the boundary-less organisation

• Replacing the silos with an Enterprise Social Network (ESN)

• Why? Efficiency gains

Break down the silos

#EEC15 #BreakingSilos @JonathanWich @Orca_Social

Case study: Intellect Design Arena’s “UnMail”

#EEC15 #BreakingSilos @JonathanWich @Orca_Social

Polaris has saved 1.3 million man hours per year by reducing unnecessary emails

#EEC15 #BreakingSilos @JonathanWich @Orca_Social

REASON #2 CREATE A CULTURE ALL STAKEHOLDERS VALUE

Create a culture all stakeholders value

• When we say “all” we mean it!

• How important is culture?

• What comes first, the culture or the technology?

• Case study: ABB

- Ultimate goal: "An open, responsive organisation that works together as one"

#EEC15 #CorporateCulture @JonathanWich @Orca_Social

REASON #3 STRENGTHEN YOUR CORPORATE

Strengthen your corporate brand

• How do you tell your story?

• It doesn’t matter if it’s B2C or B2B: It’s all about people

• Case study: DSM

- Increased brand value: 800M USD

#EEC15 #Branding @JonathanWich @Orca_Social

REASON #4 BUILD LASTING

BUSINESS RELATIONSHIPS

Build lasting business relationships

• An evolution of the sales process

• Both a mindset and a new tool

• Marketers = Sales people (and vice versa)

• Case study: Danske Bank

- Performed an 8 week pilot with 35 sales reps.

- Result? 787 new business connections.

#EEC15 #SocialSelling @JonathanWich @Orca_Social

REASON #5 CARE ABOUT YOUR ENVIRONMENT

Care about your environment

• Authenticity based on company values

• It’s about more than money: You need a story to tell and a mission

• It’s also a tool you can use

• Case study: Kimberley Clark

- Partnerships with Greenpeace, FSC and WWF

- Twitter chat: 990 mentions in one hour and a reach of 1.2M

#EEC15 #CSR @JonathanWich @Orca_Social#EEC15 #CSR @JonathanWich @Orca_Social

REASON #6 LET THE CROWD HELP YOU IMPROVE

Let the crowd help you improve

• Listening & community building

• A future-proof business model

• From spaceships to milk foam

• Case study: AkzoNobel

- Open innovation: The brightest minds might not be on your pay-roll

#EEC15 #CrowdSourcing @JonathanWich @Orca_Social

REASON #7 IDENTIFY SHORTCUTS IN THE SUPPLY CHAIN

Identify shortcuts in the supply chain

• Or even better: Get rid of the chain!

• ESN as a powerful tool

• Case study: SAP

- Co-Innovation Lab (COIL)

- Inviting partners to work together to find efficiencies in the supply chain

#EEC15 #SupplyChain @JonathanWich @Orca_Social

REASON #8 SPOT & ATTRACT

WORLD CLASS TALENT

Spot & attract world class talent

• “Hiring is the most important thing you do.”

• The HR game has changed.

• Millenials are attracted to modern, open and transparent companies

• Case study: Krones AG

- Show, don’t tell: “Integrity is a key component of our success”

#EEC15 #SocialSourcing @JonathanWich @Orca_Social

REASON #9 MAKE YOUR CUSTOMERS HAPPY

Make your customers happy

• Listen to understand

• Help them

• Create a forum, not a hotline

• Case study: American Express

- OPEN forum for small business owners

- Self-service (it’s a CS boss’ dream come true!)

#EEC15 #Happiness @JonathanWich @Orca_Social

REASON #10 DON’T CEASE TO EXIST

Don’t cease to exist

• Social is not that important. It’s only a matter of long-term survival!

• Web 3.0: Every company as a tech company

• A new industrial revolution?

• Change is not going away

• Luckily, it’s not as hard as you think – and it might even be fun

#EEC15 #DontCeaseToExist @JonathanWich @Orca_Social

Thank you! Download the eBook now: bitly.com/orca-ebook

#EEC15 @JonathanWich @Orca_Social