web 2.0, enterprise 2.0 and now sales 2.0!

Sales 2.0

Hi all,

Sorry for having such a big break since my last post I have been really busy. I have come across all this material to discuss but never had the time to write about it. the focus of today though is on a document i found that addresses a new concept title sales 2.0. Much like enterprise 2.0, sales 2.0 is an adaption of web 2.0, or a way to use web 2.0 tools to specifically target sales and increasing sales revenue. To quote from the paper,

“Just as Web 2.0 is reshaping how consumers collaborate online, Sales 2.0 is transforming how companies go about the business of selling to their customers”

It summarises the key goals and perspectives on Sales 2.0 as:

Like Web 2.0, many of the tools, technologies and techniques of Sales 2.0 are being born of experimentation. As time progresses these tools are improved upon and re-engineered to suit the specific business or sales purpose. It helps salespeople do a better job of identifying leads, of turning leads into opportunities and of converting those opportunities into sales.

This was demonstrated in a case study which outlines which tools they used and how they used them. They state that one of the first steps taken was to build their own brand and concept that crosses with Enterprise 2.0 and is discussed regularly on rockthejob.com. This was done by creating a wordpress blog, as i have done, and using facebook and twitter to attract traffic to the blog. New sites that i have yet to experience were noticed such as Vestopia and Stockpickr, these were used to create online portfolios and submit these to investors who had the same interests. From my initial impressions these tools look very useful, providing similar concepts to linkedIn but with their own unique additions. Meetup was also used to manage and communicate with seminars that were being held.

The key steps that were used in this Sales 2.0 scheme are roughly as follow:

  1. Begin building an online brand using tool such as the ones previously discussed
  2. Get future clients to read the material that is published online
  3. Encourage these clients to make contact on a personal level by using e-portfolios such as Vestopia or LinkedIn
  4. Use these clients to the spread your brand and generate more clients by using services that allow recommendations, re-tweets on twitter and many more.

Overall there are many similarities between enterprise 2.0 and sales 2.0 but this shows how these web2 technologies are flexible and can be adapted to target specific business and customers or even to suit a purpose. I highly recommend reading the full document here as it give a deeper analysis into the sales2.0 concept and how it is used.

On a similar note i have begun to use the delicious bookmarking service, i will discuss my experiences in a later blog but you can view my Enterprise 2.0 links that will grow with time at http://delicious.com/jamiecturner/enterprise2.0

until next time,


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Opera and Twitter, The perfect couple

I came across a very interesting article tonight that gave a great example of how twitter is being used by a certain organisations and who would have thought that it would be the Royal Opera House! That’s right they are using twitter as a mass collaboration tool where people tweet to @youropera with a line that is 140 characters or less and a list is complied of submitted lyrics. As the project continues the lyrics are being scored by Helen Porter and is to be performed in the royal opera house in London. I find it fascinating that these collaborative tools can be used in such a wide variety of ways. If you feel you want to contribute, do it via twitter.com/youropera, also you can view the  lyrics so far

Have you heard of any other unusual ways tools like this are being used in organisations or businesses? share them along with your opinions.


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Anyalysing how they use it…

In my last post I talked about how enterprise 2.0 is being used in some small-medium australian businesses. If you remember as far back as my first post, i talked about Andrew McAffes SLATES paradigm. So how does the Australian banking company RaboPlus fit into the SLATES.

  • They offer the ability to Search for information by readily making the relevant blogs and tools available to each user
  • They include Links in the blog posts to statistics and other relevant articles from external sources
  • There is Authoring involved however only to a certain extent. They provide the opportunity to provide feedback via comments or twitter however not in a way that a wiki would provide users the opportunity to share information. However I believe in the scope of their business they have the appropriate amount of contribution.
  • I was unable to find any type of Tagging being used by Raboplus which is unfortunate as it could help to sort and search through the many posts they have
  • The have a related links section where they recommend other links via Extension of what your currently viewing
  • Users are Signaled when new content is available via podcast subscriptions, rss and also via twitter

Dion Hinchcliffe has added some extra aspects to this model as I pointed out in my earlier post, they are social, emergent, freeform and network-oriented. I believe that these are key aspects in enterprise 2.0 and centering around a network-oriented structure is vital. The social interaction is key to developing a flowing and effective enterprise community. After analysis of the RaboPlus it seems that they have definitely started the use a lot of web 2.0 technologies to furthur their business and are benefiting very well, but the main concept I believe they are lacking is the ability to develop a community. At the moment when you do business with them you get access to the information and the resources but there is little ways for users to collaborate with one another. This is still a great example of how enterprise 2 can be used in any business and the benefits it can reap.

To finish of this two part blog post i’d like to draw your attention to the wikinomics business model that was briefly outlined by Jason Watson in a lecture on Enterprise 2.0. The “Science” of wikinomics is based on four concepts or ideas

Openness – providing high amounts of access to customers, employees and even competitors. This increase in transparency builds a trust, creates partnerships and also helps to build credibility in the community.

Peering -allows self-organisation and harnesses the ideas of a wider community

Sharing -sharing information can have massive benefits, it can involve sharing withing a company or even between companies to assist each other. One companies research may be the missing piece of the puzzle in another companies endeavors.

Acting Globally – Globalisation allows mass collaboration and grants access to mass resources that are not usually available from across the globe.

I highly reccomend the wikinomics blog, they have a great team of bloggers talking about social media, collaboration and many other relevant topics to our research here.

Until next time, it’s time for bed for me


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So who is using it?

So far i’ve been talking about what is out there to be used and how it can be used. This week i set out to find who is actually using these technologies, in particular i tried to find some australian examples. To my surpirise i was having some trouble finding information on some large companies using web 2.0 tools regularly but i did find some results.

RaboPlus, an australian bank currently are using web 2 tools such as podcasts and blogs, as a way to communicate with their customers. You can view the community pages at http://www.raboplus.com.au/investor_centre. They use it as a way to communicate with their customers on a regular basis to give them up to date information. (This information was found at OnlineBankingReview).

Another Australian company Chochlear use a wiki internally to spread information to its engeneering team and also to keep staff up to date with current project status.

Cochlear software development manager Victor Rodrigues says it has changed the way the company works.

“People are a lot more aware of things that are happening around them just by the mere fact that anyone can go to a wiki and publish information internally. Its use certainly has picked up.

“Over the past two months, for example, the number of contributors has increased by almost 100 per cent,” Rodrigues says.

(found at australianit.news)

Over the past weeks of researching enterprise 2.0 i have been developing ideas of how this can help me at my workplace and started putting them into action. For those who don’t know i work at forest computers, we deal with apple computers, repairs, web development, networking, voip, security and many more IT related services. This is a small business so i am usually chopping and changing between these areas and it often becomes confusing. So i have created a wiki to be used by the staff. The reason for this was to have a place where all staff can go to reference all the services and processes that need to be done in the business. For example we had a staff member who specialised with dealing with iphones and vodafone contracts. When he left, the rest of the company was left relatively in the dark as to where to pick up where he left off. With the inclusion of a wiki it can be a place where all the processes that need to be done to sign up a customer contract for example could be so we can have access to the information if ever needed. I have spoken my colleuges and they all agree that a wiki would be a great addition to the company and some have already began contributing. I will keep you guys updated as to how the wiki is adopted in the company and my thoughts on its effectiveness but so far so good.

These example show the power and versatility of web 2.0 tools, the same tools can have different applications in different companies and reap many kinds of benefits. In my opinion incorporating enterprise 2.0 in your business means that you are engaging your employees and encouraging them to get involved. Tomorrow i will continue this post by further analysing the use of enterprise 2 by these companies and how these cases relate to patterns developed by Dion Hithcliffe and Andrew McAfee.

Until then, do you know of any other Australian companies embracing web 2.0 tools?


Twitter for business?

In my previous posts i outlined some of the many web 2.0 tools that can be used for personal use and in the enterprise. Now i am going to focus mainly on twitter in this short article. For those who don’t know, twitter is a micro-blogging service that allows people to update their status or send messages in no more than 140 characters. So how can this have any benefits to business? I think its easier if i give some examples

  • Samsung have a twitter account dedicated to their mobile phone range. they disscuss feature, promotion and customer issues using this service to reach a large amount of people. You can view the samsung account here twitter.com/SamsungMobileUS
  • Ford also use twitter as a place customers can contact them and get a quick short response or point them in the right direction. twitter.com/FordCustService
  • Starbucks posts offers and the latest deals on their twitter account twitter.com/mystarbucksidea

Others such as forrester, best buy, dell and more use this service as a way provide customer service, increase awareness, spread news and promotion and create a network of customers. The benefits are huge for a small price of 140 characters and businesses in australia should also try to harness this technology.

Let me know if you know of any other businesses using twitter and what do they use it for?

**Insert Plug** Also you can follow me on twitter at www.twitter.com/jamiecturner


Wikipedia contributors going down?

Wikipedia Contributors drop

Wikipedia Contributors drop

I read an article is the free brisbane paper ‘MX’ last week that explained how the number of contributors to wikipedia has decreased by one third in recent years. Considering the massive amount of people this number is quite large. This article suggests that a reason for this could be that “occasional contributors, those with just one edit per month, had their changes reverted or deleted 25 percent of the time”.

What other reasons can you suggest on why this could have happened? A wiki is all about contribution, so what will happen if these figures keep decreasing?Is the wiki another passing fad? Share your thoughts and contributions as to why this could have happened.


Tools of the trade

Blogging is fantastic for getting opinions out there, sharing useful information and developing a community, but what else is out there? There are so many web services and technologies that take advantage of web 2.0 concepts. They can be used to connect people or just make life easier, personally or in the enterprise.Social networking would have to be the most common web 2.0 with sites such as facebook, with over 250 million active users and others like myspace and bebo. These sites are great for connecting people and sharing information but there is so much more!

Blogs and wikis help bring us services such as wordpress and wikipedia. Sites like delicious for bookmark management, expensr for expense management, remember the milk, doodle, Flickr and the lists go on! There are so many tools out there that can help you out and i suggest you all get into it.

So what about the usage of web 2.0 technologies in the enterprise? It may surprise you but yes these tools are being used in business more and more every day and there are so many good reasons for it.

  • LinkedIn is one of the most popular business networking websites, linking employees and developing business contacts
  • Rather than having physical meeting with clients and colleges, you can use online messaging and video conferencing such as google talk or skype
  • Services such as Yammer and twitter allow co-workers to update each other using a micro-blogging platform as an employee management tool
  • 14dayz for tracking the time spent by groups on projects

Social Bright posted a great blog listing tonnes of web 2.0 tools you can use personally and in your business, check it out HERE. Undoubtedly you will find some new tools that will benefit you.

I leave you with this video i found from the very well know technology company Oracle, known widely for their database software. Here Thomas Kurian from Oracle is talking about how the company has tightly integrated enterprise 2.0 functionality into their own software so business can harness this. Also i would recommend looking at other videos from the OracleVideo youtube channel that contains eight short videos of an interview with Andrew McAfee, a well known web 2.0 professor i have mentioned in previous blog posts.

Enjoy 🙂