Wouldn’t it be nice to have hundreds or thousands of your customers eager to give you feedback, refer potential customers, answer each other’s questions about your products and services, and learn more about your business? Many companies are experiencing these real benefits of online communities. The rise of the Internet is responsible for enabling these communities as well as creating the tech-savvy customer who expects comprehensive service.
All of these benefits are regularly touted as the reasons why online communities are a top priority at customer-centric enterprises. Yet, there’s one sizable and seldom talked about benefit that can be spread on top of them. Online communities also offer an endless source of compelling and engaging content for marketers. By nurturing online customer communities, companies can reap marketing rewards of customer storytelling.
If you’re hungry to transform your company’s customer service and marketing, join our panelists and us on this webinar to learn:
-How marketers can benefit most from online communities.
-Gathering customer insight through online customer communities.
-Creating a link between the customer's voice and practical marketing programs.
-Identifying, recognizing, and incentivizing your brand champions, while connecting them to prospects.
3. #SMTLive
Our Speakers
Tamera Rousseau-Vesta, Digital and Community Marketing Manager-Extreme Networks, is responsible for coordinating efforts to
increase web traffic and brand awareness by managing the Extreme Networks award-winning community, The HUB. With over 20
years’ experience in sales and marketing, she brings a unique perspective to the community management role. @Tamerarv
Nathan Roth, leads Digital & Social Marketing at Koodo, Canada's fastest growing telecom. Fueled by an insatiable appetite for
marketing and technology, he has created award-winning campaigns and outstanding business results. Nathan has helped define how
brands connect in the digital age by empowering conversation between employees and consumers. @NathanCRoth
Vanessa DiMauro is CEO of Leader Networks, a research and strategy consulting company that helps organizations succeed in social
business and B2B online community. DiMauro is a popular speaker, researcher and author. With 15+ years experience in leadership
positions, she has founded and run numerous online communities, and has developed award-winning social strategies for the largest and
most influential companies in the world. Her work is covered by leading publications such as the New York Times, the Wall Street
Journal and CIO Magazine. She is former Executive-In-Residence at Babson College, and holds a B.A. and M.A. from Boston College.
@vdimauro
Paul Dunay, moderator, is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and
creating buzz for leading technology, consumer products, financial services and professional services organizations. Paul is the author of
five “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley
Custom Publishing 2010), Facebook Advertising for Dummies(Wiley 2010), Facebook Marketing for Dummies 2nd Edition (Wiley
2011) and Facebook Marketing for Dummies 3rd Edition (Wiley 2012). @PaulDunay
4. "Online Community: The New Secret Sauce
for Customer Centric Enterprises“
A Discussion with Vanessa DiMauro, CEO Leader Networks
@vdimauro
5. What Are Online Customer Communities?
What we mean by online customer community
- An interactive, often gated website that a
company sets up for customers to collaborate on
topics of mutual interest.
What we’re not talking about
- E-commerce sites where goods and services are
bought and sold
- Online customer panels that focus on customer
research
- Online publications that let readers comment on
articles
- Blogs, Twitter and general use of social media
broadcast tools
6. There Is A Growing Trend Towards Using Online Communities
To Support Customer Relationships
69% of businesses 67% of consumers have used a company's
social media site for servicing [J.D. Power, Social Media
Benchmarking study, 2013]
36% said they use a private external online community
[Oracle, Leader Networks & Social Media Today, The Socially
Enabled Enterprise study, 2013]
22% of organizations own & run an online community to engage
with current and prospective customers. [Leader
Networks, Social Business Benchmarking study, 2013]
7. From Research and Experience, We See Six Reasons Why Firms
Launch Online Customer Communities
7
Product
Groups
Product
DevelopmentSales
Customer
Service
Marketing
To help customers
get more value from
their products and
services
To improve the
way they
enhance
products and
services
To develop better
new products and
services
Customer-Facing
Business Functions
To market and
sell more
effectively
To reduce the cost of
post-sale service
Online
Customer
Community
To get control of the
social media
conversations
about their firm
8. Online Customer Communities: 3 Models
Information Dissemination
• Goal: Keeping customers informed on
your products/services and how to use
them
• Methods: Company-written blogs with
comments; using Twitter and other social
media tools to broadcast information
• Typical community hosts: Regulated
industries, topics where engagement is
unlikely to be high
Shop Talk
• Goal: Helping customers troubleshoot
transactional problems with your
products/services
• Methods: Organized discussion forums
that allow viewers to share knowledge
• Typical community hosts: IT
companies whose customers help other
customers solve technical problems
Professional Collaboration
• Goal: Helping customers solve longer-
term issues that involve your
products/services
• Methods: Participation in studies;
providing white papers and other articles;
holding webinars; etc.
• Typical community hosts: Firms whose
customers are professionals who need to
share information to stay current in their
fields
9. Which Companies Need Online Customer Communities the Most?
Common Characteristics of the Early Community Builders
9
• Willing to share information with other customers
• Have purchased a platform product and need to communicate with each other about
how to capitalize on it
• Willing to participate in off-line user groups or in person customer summits
Customers
• Critical, ongoing and ever-changing
• Knowledge for solving problems becomes obsolete quickly
• Customers gain major value by learning from the experiences of other customers
• Urgent need to share experiences
Customer problems
(which their products or services addresses)
• Company’s offerings solve important problems for its customers
• Company must supply continual product enhancements to meet customer needs
• Company revenues depend on product / service upgrade decisions by customers
Products/services
24. Support
24
• Most active and visited community within industry
• 99.9% of answers from customers
• <6 minutes response time
• 44% YOY increase in call deflections
26. Loyalty
26
Crowdsourcing
• Customers have shared 1371 ideas
• We review 100% and are considering 176
• We have 26 planned and 14 launched
Listening Tools
• Impromptu focus groups
• Reports custom to individual roles
Results
• Customer-first culture
• Best customer experience
• Canada’s favourite mobile brand
— Winner of JD Powers 3 years running
27. #SMTLive
Our Speakers
Tamera Rousseau-Vesta, Digital and Community Marketing Manager-Extreme Networks, is responsible for coordinating
efforts to increase web traffic and brand awareness by managing the Extreme Networks award-winning community, The
HUB. With over 20 years’ experience in sales and marketing, she brings a unique perspective to the community
management role. @Tamerarv
Nathan Roth, leads Digital & Social Marketing at Koodo, Canada's fastest growing telecom. Fueled by an insatiable
appetite for marketing and technology, he has created award-winning campaigns and outstanding business results. Nathan
has helped define how brands connect in the digital age by empowering conversation between employees and
consumers. @NathanCRoth
Vanessa DiMauro is CEO of Leader Networks, a research and strategy consulting company that helps organizations
succeed in social business and B2B online community. DiMauro is a popular speaker, researcher and author. With 15+
years experience in leadership positions, she has founded and run numerous online communities, and has developed
award-winning social strategies for the largest and most influential companies in the world. Her work is covered by leading
publications such as the New York Times, the Wall Street Journal and CIO Magazine. She is former Executive-In-Residence
at Babson College, and holds a B.A. and M.A. from Boston College. @vdimauro
Paul Dunay, moderator, is an award-winning B2B marketing expert with more than 20 years’ success in generating
demand and creating buzz for leading technology, consumer products, financial services and professional services
organizations. Paul is the author of five “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and
the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies(Wiley
2010), Facebook Marketing for Dummies 2nd Edition (Wiley 2011) and Facebook Marketing for Dummies 3rd Edition (Wiley
2012). @PaulDunay
28. #SMTLive
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http://www.marketingprofs.com/charts/2013/11340/digital-marketers-on-twitter-share-retweet?adref=nl080613Quote on lower person reading article.Social Media Today’s number’s are growing exponentially lately, which is great for Jive because as we develop new content we ccan WE are unique in our reach
Social media is changing the way we work, offering a new model to engage with customers, colleagues, and the world at large. We believe this kind of interaction can help you to build stronger, more successful business relationships. This cultural shift creates an avenue for you to take part in global conversations related to the work we are doing and the things we care about. A strong brand community will help your customers and partners obtain rich and relevant Information about your company on their terms, connecting the functions of your company as well as their peers in a way they can control. Extreme Networks has fully embraced the way social media and communities are changing the way we communicate with customers, partners and even each of us within the company by establishing our brand community as the hub of our interactions with customers in social media.So, what exactly is a community? It is an open window into your culture, your company, and your resources for your customers. This is a place where your customer can go where they can interact with your brand on their terms, where their voice is #1. Traditionally, we have always reached out to our customers and given them information we THINK is what they need. This forum is for them to come to us, when they want, and how they want. Communities allow for an inside>out engagement where the customer interacts with our brand the way they want to.
MarketingStreamline case study and testimonial processIncrease customer advocacyIdentify product roadmap items for Product MarketingFacilitate connections with our customers, development and each otherIncrease “self-service” and develop a healthy, active forumShorten sales cycle for new as well as existing opportunitiesSupportTo foster customer “Champions”Enabling an easy way to share technical or Enterasys specific information with our customers and partnersCreating a more complete user experience with better online ‘self help’ service for customers / partners – becoming more self sufficient.Deeper insight into our customer/partner base and their issues/concernsStronger bonds through company transparencyProduct DevelopmentCompetitive informationA better understanding of buyer persona (how they used our product, etc.)Collaborating on value/benefit discussions of our productsIdentifying collateral and tools that customers/prospects needThought leadership and awarenessSME influence
It was with great enthusiasm that we launched our new online community called “The HUB” early last fall. The HUB if a fast growing portal providing direct access to our support, product development, and marketing teams and allows our customers to have a voice in our future. It also allows our customers to interact with their peers to discuss issues, concerns, or just get to know each other. Together they become part of a bigger story and no longer feel like an island. The HUB is to…Share ideasAsk questionsPraise our products and servicesSuggest innovationNetwork and connectBecome a part of something bigger!
This was a pivotal time for us as an organization. As a 30 year old company, we asked ourselves how we could make our customers’ experience the best it could be. Our support organization has won many awards for their commitment to our customers, but we felt this was a one-way engagement. They came to use with a problem, we solved the problem and the engagement ended there. How could be take this model of one to one support and bring this to the logical path of one to many; effectively solving problems for all customers. Allowing the engagement to live and mature, truly developing a relationship with our customers instead of just being a place they come when something is wrong. With this question, our brand community journey began. As we started to plan the community alignment with our support organization, we realized that many of our business units could benefit from this form of engagement and relationship building. So we approached the other customer-facing streams to align this strategy to their goals as well. The desire to become a part of this program was fueled because we approached stakeholders early in the planning stage which is VITAL to the adoption of this program. In order to bring the community culture to our entire company, we really needed to assess our overall readiness as an organization. We identified 4 keys points to assuring our community readiness: Business Strategy AlignmentCommunity Business ModelCommunity ArchitectureCritical Success Factors
This is where is it critical to establish your champions, both customer and internal advocates. This stage is where you can really establish your community as an active part of your business goals. At this stage it is also important to establish community KPI’s for reporting to stakeholders on a regular basis. When these metrics align with the purpose of their business streams, adoption will be much easier. This is also where if you have not developed a global content calendar, you will see difficulty. Providing a regular cadence of events, programs and company updates gives the community the sense they are truly engaged with your company and your goals.
This is the stage we are currently. We are beginning to see wide-scale engagement and starting to feel the momentum of our community adoption. This is a great time to review the original goals of our stakeholder and see if we are still finding those relevant now that we have experience what our community wants. Again, we embarked on this to give our customers a better experience. Have we done that or are we once again telling them what WE think they want to hear.
1.
Expecting scale from social media will lead to being disappointed by a small number of participants. Effective social media:· Focuses on the end of the marketing funnel — not the front. While marketers spend most of their time worrying about driving awareness, they really need to spend more time thinking about preference and loyalty — especially when soft economic times mean fewer people entering the purchase funnel at all. Social media gives brands the opportunity to reach involved customers and connect them to the brand in a unique emotive way.
“Build relationships by providing the tools for meaningful experiences and interactions”Build relationships through honest and open communications and create value that results in meaningful experiences and interactions.Why Sales?Greatest direct impact to the businessAdopted measurement by leadership (scorecard metrics)Direct impact from Social Media is measurableLogical placement – At the end of the sales funnel– Dependent on Brand Advocacy
Advocacy93.1% fan LTR (4.6% higher than base)More engagement than new entrants and value brands combined Larger CDN fan base than all carriers except for RogersOver 70% of Koodo Customers on Facebook are fans of KoodoBuild relationships through honest and open communications and create value that results in meaningful experiences and interactions.Why Sales?Greatest direct impact to the businessAdopted measurement by leadership (scorecard metrics)Direct impact from Social Media is measurableLogical placement – At the end of the sales funnel– Dependent on Brand Advocacy
“Build relationships by providing the tools for meaningful experiences and interactions”Build relationships through honest and open communications and create value that results in meaningful experiences and interactions.Why Sales?Greatest direct impact to the businessAdopted measurement by leadership (scorecard metrics)Direct impact from Social Media is measurableLogical placement – At the end of the sales funnel– Dependent on Brand Advocacy