The new buzzword for today’s modern leader is Connections.
I would like to encourage you to join the event tomorrow at 12pm ET 7pm BST and participate in the conversation with four remarkable thought leaders:
Kris Pederson – VP North America Business Transformation Leader, IBM Global Business Services
Bryan Kramer – CEO + President, PureMatter
Dorie Clark – Strategy Consultant, Author, marketing & branding expert
Melissa Schilling – professor of strategic management and innovation and technology at New York University Stern School of Business
Feel free to share this invite with others. There is no registration required so just visit this Livestream Channel to attend the event.
I look forward to seeing you today. Have a wonderful day!
Guest Post: Mark Fidelman
IBM STUDY: If You Don’t Have a SOCIAL CEO, You’re Going to be Less Competitive
The list of the world’s CEOs regularly includes celebrities, billionaires, big egos, risk takers, and failures. What it does not include are social media experts; but that’s about to change. When IBM (NYSE: IBM) conducted its study of 1709 CEOs around the world, they found only 16% of them participating in social media. But their analysis shows that the percentage will likely grow to 57% within 5 years.
Why? because CEOs are beginning to recognize that using email and the phone to get the message out isn’t sufficient anymore.
The big takeaway: That using social technologies to engage with customers, suppliers and employees will enable the organization to be more adaptive and agile.
“As CEOs ratchet up the level of openness within their organizations, they are developing collaborative environments where employees are
encouraged to speak up, exercise personal initiative, connect with fellow
collaborators, and innovate,” the IBM study concluded.
Simply put, CEOs and their executives set the cultural tone for an organization. Through participation, they implicitly promote the use of social technologies. That will make their organizations more competitive and better able to adapt to sudden market changes.
Other key findings of the study include:
I’ve often held IBM as the best example of a Social Business and a company to emulate rather than Apple. I believe this study and the analysis behind it, reinforces that view.
The IBM study shows that CEOs and the companies they manage must constantly evolve to stay competitive. Partners, suppliers, employees and customers want CEOs to communicate with them on a personal level to build trust and to help align them to the organization’s strategy. There is a lot at stake here. And if CEOs continue to hide in their Ivory Towers under the guise of some old command and control mentality, the next chapter in their career might be written somewhere else.
No one wants that.
In this digital age sellers now have to take on an additional job role and become a marketeer. Creating a personal brand that raises your profile above the rest, sharing your expertise and knowledge as well as leveraging the online world to ensure that you become identified as the eminent leader in that field are all important.
So why does eminence matter?
You have called, written, called again – you believe that the potential customer should be interested in talking to you, but they never return your call. Why?
Understanding buyer behaviour is key; they have limited time and will have recognised sources of influence. It may be their boss, their colleagues or their peers – whoever it is; they are listening to them – not you.
To become heard you have to start seeing their position from their world. This was summed up by a CEO who said:
“I don’t have any time to listen to a sales pitch … but I have all day to talk to a peer I can bounce ideas off and get real insight from. If more salespeople made the type of call where I’d be willing to write a cheque for their time, they’d have a better chance of winning contracts. The product they’re selling is less important than knowing you’re in expert hands.”
The challenge you have is that the CEO doesn’t want to buy a product or service and probably isn’t the slightest bit interested that you have ten percent off today. Unless your story resonates with their challenge – then in most cases you are wasting your time.
Then we get to the second part of the challenge – why should they listen to you?
Influence through association
Perhaps the direct approach is not always the best. If we want to influence the CEO but they are not listening to us, then we need to work out WHO they do listen to. In such circumstances understanding their ‘web of influence’ may well give us a clue as to who we should use as a conduit for our message. Understanding where buyers get their influences from changes the communication process and the target audience. In your industry who are the influential bodies and why?
Perhaps the CEO is interested in thought leadership and would be interested in your companies position in a particular area. Create a web of influence and work out who you should be targeting and with what message.
Now we get to the nub of the issue.
If you are not known in your industry or product area then why should someone listen to you? You may well have the thought leadership, expertise and the skills BUT unless you are prepared to share those thoughts and become known for them, then nobody will be listening.
Being known for your skills and opinions is eminence and that is why eminence matters.
What are your thoughts?
SINGAPORE–IBM signed a memorandum of understanding (MOU) with the National University of Singapore’s Institute of Systems Science (NUS-ISS) to set up its first ever Center of Excellence (CoE) for enterprise social business here. This would help bring up Asia’s level of social business adoption to match that of Europe and the United States, one executive says.
Lim Swee Cheang, director of NUS-ISS, said the CoE will be operational in May this year, and will target local senior business executives to educate them on the benefits of tapping on social technologies within their organizations.
The Center’s goal will be to help companies here evolve into social businesses by advising them on the roadmap and strategy, as well as conduct research on the topic, added Christopher Chia, chairman of the NUS-ISS management board. Both executives spoke during a press briefing held in conjunction with IBM’s Business Gets Social 2012 event on Wednesday.
Both parties declined to reveal how much was invested to establish the CoE, though.
In terms of content, the CoE will offer two courses initially, said Lim. These include a half-day seminar on the benefits of social business, as well as a two-day course meant for companies interested in implementing social technologies. The longer course can also be customized for specific businesses as each organization would have its particular needs, he added.
The director said the “cautious” initial estimate for enrolment is between 100 and 300 participants for the first year. However, the Center may open up free courses to provide for more participants if the need arises, he said.
Lum Seow Khun, business unit executive of ISV (independent software vendor) and developer relations at IBM Singapore, added the company plans to conduct one session per quarter in the beginning and increase the frequency based on take-up rate. She added both parties would co-conduct the lectures, and IBM will provide free software and course ware.
Asia “ripe” for social business
Sandy Carter, vice president of social business sales and evangelism at IBM, pointed out that with social media expected to create more jobs than the Internet did, it is good for those in Singapore to be trained early in social business.
The executive, who was a keynote speaker at the event, also said that while the region’s adoption of social business is slightly behind that of Europe, which leads the pack, and the United States, companies here are “ripe to catch up” due to the high personal social media usage. This is because users will look to bring social technologies they use frequently into the enterprise arena, she explained.
Indonesian restaurant chain Bumbu Desa, for one, has adopted Big Blue’s SmartCloud Connections collaboration tools to enable franchise holder to discuss store strategies on a single platform, noted Christopher Blake, Asean regional executive for collaboration solutions at IBM, during the briefing. Besides internal collaboration, the platform can also be opened to external parties such as food critics to join in the conversation, he added.
Zooming in on Singapore, Carter cited a 2011 study conducted by a GlobalWebIndex that ranked the city-state’s social network penetration higher than the global average.
Additionally, users here have moved beyond using social media for personal communication and on to creating online communities. These factors mark Singapore out as having the potential to be a proponent for social business, she said.
The rise of Facebook, Twitter and other social networks has accelerated the growth of YouTube as it enables discovery and sharing of online video.
How do you use YouTube and video in your marketing?
Has social media opened up global opportunities for you? What is the most exciting and inspiring business or personal event or connection that has been instigated by social media?
Look forward to hearing your stories.
In these difficult times, CEOs are turning to partnerships and technology to help them overcome the challenges their organisations are facing. CEOs that drive their organisations to innovate, collaborate and understand their customers better will be well-placed to achieve success, both now and in the long-term.
UK lags behind in organisational ‘openness’, holding businesses back from collaboration, finds CEO study. FULL ARTICLE
Collaboration is key to employee success FULL ARTICLE
FACT: Social Media isn’t a fad its a REVOLUTION
This is the statement from the latest HubSpot report: 120 Awesome Marketing Stats, Charts and Graphs. The below is my take out from the report on Social media and its influence on sales. We are all in business? We sell or else #WESOE
63% of companies using social media say it has increased marketing effectiveness—among other benefits.
More than 1/3 of companies say social media helps them get found online.
61% of marketers use social media to increase lead generation
The reason why you need a company profile on LinkedIn:
What are your thoughts?
All eyes are on FaceBook after its recent IPO, just how are they going to generate more money to please their new shareholders? In quarter one of 2012 it is reported advertising rates increased by 40% while clickthroughs fell 8%. What does this mean for the the B2C market do they need to think before investing in ads with Facebook. Do they need to come up with a new ad model? Just consider clickthrough rates decline by about half after they have been released for a day or two.