Massive Increases in Sales Productivity

A huge part of hitting sales goals is orchestrating very complex, time-sensitive communication. Connecting the right geographically dispersed people, sales teams, and an array of channel partners and resellers is a major obstacle. Jive solves this problem every day, with proven experience which helps tightly align and orchestrate sales and marketing teams, bring sales and channel partners up to speed significantly faster, and provide a conversational place for real-time competitive discussions. In addition, Jive's Clearspace software helps make the transition of closed business from sales to services much smoother, significantly reducing handoff time and eliminating redundant data exchanges.

Sales and Marketing Alignment

Effective communication between sales and marketing teams can transform how a company sells its products. Clearspace provides an effective channel where sales and marketing can address common concerns such as responding to RFPs, targeting specific accounts, refining marketing messages, and getting feedback on new campaigns or sales tools. The result is increased sales and marketing effectiveness and aligned vision & messaging.

• Improve success in target markets
• Reduce burden on marketing and sales support
• Improve quality of marketing deliverables

Sales people generate more sales and profits when they have better information at their fingertips.
— The McKinsey Quarterly, "Competitive Advantage for Better Interactions"

Accelerate Sales On-Boarding

It's no secret that it takes time for a new sales rep to become fully effective within an organization. While CRM systems provide new hires with a list of contacts, their purchasing history, and a list of activities, Clearspace offers exposure to the true history and relationship between each account and the company. Reps can see the people within their organization who interact with the account, past successes and failures, opinions of key decision makers and the evolution of the customer's relationship with the company. Clearspace provides a comprehensive customer view that would normally take weeks or months to uncover through meetings, emails and phone calls.

• Reduce sales ramp up time
• Improve customer relationships
• Reduce training and transition costs
• Expose holistic customer interactions

Corporate social networking should be integrated into the on-boarding process to help new employees build relationships, learn what others do in the organization, and understand the "tribal" knowledge that is undocumented but available in well-established corporate social networks.
— Zach Thomas, Forrester Analyst. "Corporate Social Networks will Augment Strategic HR Initiatives." April 2008

Competitive Intelligence

Having the right piece of competitive information at the right time can be the difference between a new customer and a disappointing loss. Likewise, knowing who is competing for your company's business can greatly affect how your Sales teams position and sell your products. Jive's Clearspace puts real-time competitive information at your team's fingertips, allowing them to quickly and accurately respond to competitive threats. Clearspace also allows for immediate reporting back from the frontlines on competitive tactics and activities, painting an accurate picture of the competitive landscape against which product features, pricing strategies, marketing messaging and sales tactics can be fine-tuned.

• Capture competitive information from multiple sources
• Reduce losses to competitors
• Improve product and pricing strategies
• Collaborate real-time around competitive threats

The [competitor-tracking] space is proving extremely valuable and more effective than random email exchanges. Information gets turned around 10 days earlier than before.
— Manager, John Deere

Channel Enablement

Companies like Intel and NetApp are enabling channel partners to easily see more real-time and accurate information, tools, and relevant conversations that ultimately make them more productive and enthusiastic in their sales efforts. At the same time, these partners are better connected with their peers, ultimately leading to increased engagement and motivation.

• Improve channel loyalty
• Maximize partner success
• Positively impact the bottom line
• Improve ramp-up time for new partners

The cost of one conference for our top partners is easily more expensive than my total investment to date in a Jive community that supports 200,000 channel partners.
— Scott Palmer, Online Marketing Director, Intel

Sales and Services Alignment

A significant challenge for many enterprise organizations occurs post-sale, when services engages to ensure that what was sold actually gets implemented correctly. Jive's collaboration solutions makes the transition from Sales to Services more fluid as both teams can collaborate earlier in the sales cycle, with all interactions documented and searchable by any member at any time. In addition, Jive's Clearspace allows Services to invite external clients into specific internal conversations at any time, enabling them to see real-time conversations and stay in the loop on the details of their engagement.

• Ensure customer expectations are met
• Maximize Service team productivity
• Keep clients more informed throughout implementation
• Maximize additional Service revenue opportunities

The most significant impact of collaboration on a single measure of performance is in the attainment of customer satisfaction.
— Frost & Sullivan, "Meetings Around the World: The Impact of Collaboration on Business Performance"