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Harness the Power ofSocial Media

Wired2Win, March 2010Venson Kuchipudi, Social Strategy

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Focus of this Presentation

https://www.yammer.com/infor.com/files/213387

Who / What / When / Where / Why / How2010 focus - tactics:

2009 focus - the value proposition:

Getting starting with:

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Linkedin in the Sales Process

Not just for getting a job or connecting with co-workers

Search for key decision makers at your prospects Discover business drivers with your prospects Develop and shape relationships with your prospects Build brand/product/solution/industry awareness Influence the influencers Warm the funnel

Become a value provider (thought leadership)

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Linkedin - Your First Play

Intent is to provide value, awareness, and engagement

Your profile is a landing page - clean it up Your prospects are already there - find/follow them Participate in groups and answers (daily/weekly) Join these groups today:

Customer Bill of Rights (strengthens Infor’s customer focus) SaaS / Cloud Computing (reinforces our direction) InforNation (Infor conversations - expect more activity here soon)

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Linkedin - Your Profile is a Direct Mktg Opportunity

Your summary is your value

proposition for prospects

Your ‘professional headline’ doesn’t have to be your

title.

Tip: Use a ‘professional

headline’ that states the value you have provided to others.

Tip: Tell a story (case study) in your

Summary

Tip: Add www.infor.com to

your profile

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Linkedin - Your Profile is a Direct Mktg Opportunity

Use your status to create ‘top of mind

awareness’ with recent wins, product launches, industry

news, etc.

See if your prospects are

visiting your profile

Get recommendations

from your customers. Tip: Visiting your

prospects profile will show Infor on their list

of visitors

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Linkedin - Find Your Prospects

Target with Advanced Search

Get introduced through a

connection or group

Tip: The more connections you have, the more

shared connections you can leverage.

Otherwise, just follow them on discussions.

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Linkedin - Join Your Prospect’s Groups

See a list of your prospects groups on

their profile page

Tip: Groups you join reflect your value

proposition

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Linkedin - Follow Your Prospect’s Group Activity

Follow and see your prospect’s group

activity

Tip: Follow your competitors too

Tip: Invite your prospects to popular

groups

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Linkedin - Search Groups for Key Topics

Search for opportunities

See what’s hot

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Linkedin - Participate in Groups

Add value with ‘No-Selling

Selling’

Tip: Be likeable and helpful. Establish

yourself as a good resource for

information or industry insights.

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Linkedin - Participate in Answers

Search for Topics with Advanced

Search

Find Opportunities to Engage

Tip: Look for business drivers. Use search to reduce the

noise.

Get to ‘Answers’ under ‘More…’

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Linkedin - Remember to Always Provide Value

Provide Value in all your interactions

Provide commentary on recent articles or blog posts then link

to the source

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Other Social Channels

Twitter Great for listening and providing short pieces of value

IT Toolbox Lots of conversations around products

Slideshare, YouTube Increases your position as a value provider

Yammer Internal discussions among Infor employees

Want to know more about these?

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Join: https://www.yammer.com/groups/inforsocialmedia I’ll send you actionable tips/tactics/case studies every week!

Join: http://www.linkedin.com/groups?gid=2792387 The ‘Informants’ - help drive social media at Infor

Email Your Questions to: inforsocialmedia@yammer.com

Learn More About Using Social Media…

Follow Me:

https://www.yammer.com/users/venson-kuchipudihttp://www.linkedin.com/in/vensonkuchipudihttp://twitter.com/venson

Venson KuchipudiSr. Director, Social Computing Strategy