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00M-238 - IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1 - BrainDump Information

Vendor Name : IBM
Exam Code : 00M-238
Exam Name : IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1
Questions and Answers : 37 Q & A
Updated On : April 23, 2019
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00M-238 IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1

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00M-238 exam Dumps Source : IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1

Test Code : 00M-238
Test Name : IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1
Vendor Name : IBM
Q&A : 37 Real Questions

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IBM IBM Commerce Solutions Selling/Order

Adobe, Microsoft combine to tackle salesforce's CRM Dominance | killexams.com Real Questions and Pass4sure dumps

competition has been escalating within the customer-relationship management area (CRM) as behemoths like salesforce CRM, Microsoft MSFT, Adobe ADBE, Oracle ORCL, IBM IBM and SAP SAP vie to seize market share.

chiefly, all these businesses are gearing up with standard launches of products and features to goal the CRM market. further, shift in focus of normal commercial enterprise utility application and platform companies to cloud computing is intensifying competition within the house.

These groups are additionally stepping into strategic partnerships to no longer handiest challenge salesforce however also fend off competition from new entrants. these days, Microsoft and Adobe joined forces to take on salesforce, the incumbent in CRM area.

specifically, Adobe’s marketing software can be used to find capabilities purchasers for enterprise items on Microsoft-owned LinkedIn after which Microsoft's revenue software may well be used to shut the deal.

salesforce Dominates CRM Market

in keeping with IT Intelligence Markets record, the global SaaS-primarily based CRM software market is projected to develop at a CAGR of more than 20% over the forecast length of 2019-2026.

Per reports, CRM is at present the greatest and quickest growing business software market outpacing operating programs, ERPs (enterprise useful resource planning) and databases.

Coming to providers, salesforce has been a frontrunner for a very long time, because of its early foray into the cloud-based CRM house. Shares of salesforce returned 40% in the past 12 months, outperforming the S&P 500’s benefit of seven.5%, as well as Microsoft, Adobe, Oracle and SAP, which won 31.eight%, 24.2%, 17.four% and 10.6%, respectively. all over the equal time duration, IBM misplaced 7.7%.

One-12 months cost efficiency

We trust salesforce’s distinct cloud choices, increasing associate base and appreciable spending on digital advertising to be the key boom drivers. The business’s approach of generic product launches and cloud functions are assisting it expand clientele, thereby driving suitable-line increase. furthermore, the company continues to win consumers within the foreign market, which in turn, is assisting it bring powerful growth internationally.

additionally, acquisitions have all the time been one of salesforce’s key growth options, strengthening its position in the CRM solution-featuring space. notably, the enterprise’s acquisition of MuleSoft is a huge positive.

management is extremely confident about enhancement of customer experience (CX) that has aided increase of the cloud segment. Its center of attention on AI and sizeable development with the launch of Einstein Analytics makes us positive. furthermore, salesforce's currently-launched consumer 360 platform is a tailwind.

Given the initiatives, the business looks set to play a big position within the expansion of cloud computing, AI, and different more recent areas of tech innovation.

competition Heating Up

salesforce faces stiff competition from Microsoft and Oracle in the cloud-primarily based CRM market.

Oracle has strengthened its cloud place via a lot of strategic acquisitions. The company is striving to enhance the functionalities of cloud-based mostly purposes, which bode well. Oracle’s circulation to ramp up its cloud choices is in sync with the enterprise’s evolving CX approach.

Microsoft has delivered a number of key businesses like LinkedIn to its portfolio, in a bid to toughen its Dynamic CRM platform. moreover, Microsoft presents special pricing for its Dynamics CRM on-line carrier, which is helping it lure salesforce’s consumers. transforming into momentum for Dynamics 365 application functions has additional intensified competition.

extra, the contemporary tie-up of Microsoft and Adobe, which goals to increase the earnings and advertising capabilities of each agencies, is a big chance to the king of CRM.

mainly, Adobe had obtained Magento remaining 12 months to increase its competitive position in e-commerce marketing dominated by using salesforce, which resulted in the LinkedIn partnership. furthermore, the contemporary launch of Adobe’s Commerce Cloud, which is part of its adventure Cloud, is probably going to aid it benefit a competitive facet.

Story continues

additionally, currently, SAP bought market-analytics startup — Qualtrix international — for $eight billion to gain a competitive area in the CRM combat. With this deal, the enterprise goals to integrate ERP competencies with CRM capabilities, so as to deliver a finished solution that allows you to probably be stronger than salesforce, which is completely focused on CRM.

in addition, IBM is strengthening its grip on the cloud-computing software market with its net-based collaboration utility for groups, including contact management, immediate messaging and file-sharing classes. The company had received Optevia in 2016 to extend its SaaS CRM solutions and enrich competitive prowess.

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while SAP contains a Zacks Rank #2 (buy), salesforce, Microsoft, Oracle, Adobe, and IBM elevate a Zacks Rank #3 (grasp), at present. which you can see the finished checklist of today’s Zacks #1 Rank (effective buy) stocks here.

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Perficient Named IBM 2019 Watson Commerce company associate of the yr | killexams.com Real Questions and Pass4sure dumps

Perficient, Inc. PRFT, -0.25% (“Perficient”), a number one digital transformation consulting enterprise serving world 2000® and other tremendous commercial enterprise valued clientele during North the usa, announced it has been named IBM’s 2019 Watson Commerce enterprise associate of the yr. The IBM Excellence Award, introduced during IBM’s PartnerWorld at suppose 2019, recognizes Perficient’s ongoing increase and relationships with key shoppers, and concept management across the IBM Watson consumer Engagement Commerce platform as an essential component for digital transformation.

“Our method to commerce is concentrated on crafting a adventure, connecting with purchasers, and offering a seamless consumer journey throughout channels and all the way through the commercial enterprise, imperatives in today’s consumer-pushed world,” observed Steve Gatto, national sales director, Commerce options, Perficient Digital. “together, with our consumers, we’re transforming organizations in a method that no longer only drives growth however strengthens their typical brand, and we consistently evolve our choices to keep customers at the precise of their game. We’re honored to be identified via IBM, and we’re anticipating sharing our innovative options right through IBM think 2019.”

Perficient Digital Takes Commerce options past Transactions to seriously change the consumer Lifecycle for a worldwide diverse manufacturer

With branded manufacturers and distributors beneath drive from the dramatic shift to on-line procuring, a world different manufacturer sought to digitally radically change its commerce enterprise. In partnership with Perficient Digital, both companies delivered optimized customer revenue, up to date product assistance (PIM), and streamlined the ordering technique via construction of a B2B portal. With the implementation of IBM’s Sterling Order management equipment (OMS), and Perficient’s expertise, the various manufacturer is future-proofing its company to align with business traits and market opportunities.

furthermore, the company’s OMS will supply them more suitable flexibility in managing complex order management eventualities, improved reliability so as processing and fulfilment, and a price reduction in enforcing throughout its enterprise. it is going to further allow the firm to convey carrier enhancements to its shoppers, optimize its pricing, promotion and usual provide chain, enhance sales because of more suitable inventory visibility, and in the reduction of costs through more suitable efficiencies so as visibility.

Perficient Digital Enhances the online client event for a number one fabric Retailer

In a market that has historically trusted brick-and-mortar experiences, a number one fabric and craft retailer turned into challenged with extending the consumer journey online. Perficient partnered with the business to enforce an IBM Watson Commerce solution that provided updated visibility of its stock and more desirable monitoring of its product volume, vicinity, and availability. employing IBM Order administration, Perficient extra more desirable the solution through cloud migration that offers a single view of deliver and demand, orchestrates order achievement approaches throughout purchase online Pickup In shop (BOPIS) and Ship-from-keep (SFS), and empowers business representatives to enhanced serve customers both in name centers and in-store engagements.

“Perficient has been deploying IBM Commerce options for essentially two decades, featuring conclusion-to-conclusion digital commerce solutions that embody dissimilar channels, and bring seamless and effective experiences throughout their whole business,” pointed out Sameer Peera, regular supervisor, Perficient’s commerce apply. “With the fresh information that HCL took over construction of IBM WebSphere Portal, IBM web content material management and web journey manufacturing facility, our purchasers continue to interact us for support with their digital commerce ideas. We’re joyful to be their go-to companion as they navigate the changing market landscape and deliver for his or her customers.”

Perficient capabilities in motion at IBM think 2019

apart from its award-successful commerce solution competencies, Perficient specialists are available all through the IBM consider 2019 conference in booth #320 to talk about its experience and skills throughout the IBM portfolio , mainly cloud, cognitive, facts, analytics, DevOps, IoT, content administration, BPM, connectivity, commerce, mobile, and customer engagement.

whereas IBM has introduced its plans to promote its commerce portfolio, the information of its acquisition of pink Hat additionally signaled the criticality cloud building and beginning play in a success end-to-conclusion digital transformations. As an IBM world Elite partner, considered one of most effective seven partners with that status globally, and a red Hat Premier companion, Perficient is smartly positioned to work with each corporations through this transition. And, our experts could be handy during IBM suppose to focus on how to navigate the cloud market, share key customer success experiences, and supply strategic potential on the alternatives ahead for customers.

“know-how is changing so swiftly, and organisations should keep pace or face disruption,” mentioned Hari Madamalla, vice chairman, emerging solutions, Perficient. “With abilities and journey in all facets of the commerce journey, to leading cloud, internet hosting, managed capabilities and aid solutions, agencies flip to Perficient as a go-to accomplice for his or her digital transformations.”

be a part of a number of Perficient subject count consultants and our consumers as they existing during six IBM think classes, together with:

As a Platinum IBM business associate, Perficient holds more than 30 awards throughout its 20-year partnership historical past. The business is an award-successful, certified software price Plus answer company and one of the most few partners to receive dozens of IBM expert level utility competency achievements.

For updates during the event and after, connect with Perficient experts on-line by means of viewingPerficient and Perficient Digital’s blogs, or follow us on Twitter@Perficient and @PRFTDigital.

About Perficient

Perficient is the main digital transformation consulting enterprise serving world 2000® and enterprise customers throughout North the usa. With unparalleled tips technology, management consulting, and creative capabilities, Perficient and its Perficient Digital agency carry vision, execution, and value with outstanding digital journey, business optimization, and industry options. Our work allows customers to increase productivity and competitiveness; develop and beef up relationships with clients, suppliers, and companions; and reduce expenses. Perficient's professionals serve customers from a network of workplaces across North the us and offshore areas in India and China. Traded on the Nasdaq international opt for Market, Perficient is a member of the Russell 2000 index and the S&P SmallCap 600 index. Perficient is an award-profitable Adobe Premier accomplice, Platinum level IBM enterprise companion, a Microsoft countrywide carrier company and Gold CertifiedPartner, an Oracle Platinum companion, an superior Pivotal ready associate, a Gold Salesforce Consulting accomplice, and a Sitecore Platinum partner. For more suggestions, visitwww.perficient.com.

protected Harbor observation

one of the statements contained during this information free up that don't seem to be merely old statements talk about future expectations or state other ahead-looking tips related to financial results and business outlook for 2018. those statements are field to primary and unknown dangers, uncertainties, and different factors that may trigger the actual effects to vary materially from these contemplated through the statements. The forward-looking counsel is in line with management’s present intent, perception, expectations, estimates, and projections involving our enterprise and our trade. you should be conscious that these statements best mirror our predictions. specific pursuits or results may also range appreciably. vital components that could trigger our precise outcomes to be materially diverse from the ahead-searching statements encompass (but aren't limited to) those disclosed under the heading “risk factors” in our annual file on form 10-ok for the yr ended December 31, 2017.

View source version on businesswire.com: https://www.businesswire.com/information/home/20190212005973/en/

source: Perficient, Inc.

Ann Higby, PR supervisor, Perficient, 314-219-8836ann.higby@perficient.com

Copyright company Wire 2019


IBM’s acquisition of Sterling Commerce is a finished deal | killexams.com Real Questions and Pass4sure dumps

with the aid of Jeff Berman, group news Editor · August 30, 2010

The may additionally announcement regarding IBM’s $1.four billion acquisition of AT&T subsidiary Sterling Commerce, a company of company-to-company integration and go-channel solutions, has been made authentic, based on business officials.

With more than 18,000 valued clientele and centered more than 30 years ago, Sterling is engaged in additional than 1 billion company interactions per year for shoppers in quite a few industries, together with retail, manufacturing, and distribution, amongst others.

Its application and linked services focal point on B2B integration, order administration, logistics, and cross-channel selling and fulfillment features to support companies join, talk and collaborate with their consumers, partners, and suppliers to boost revenues, reduce charges, and streamline the manner businesses do enterprise, in line with IBM.

IBM officials spoke of that the mixture of IBM and Sterling Commerce allows for the combination of key company approaches throughout channels and trading companions—from advertising and selling to order management and achievement. and that they delivered that this deal will aid shoppers integrate and automate company approaches, as a way to supply more desirable demand era, client adventure and achievement. an additional benefit is that shippers might be in a position to manipulate these techniques—and enterprise partner networks—via public or private may computing environments, mentioned IBM.

“We now present a complete platform for multi-enterprise enterprise transactions,” pointed out Craig Hayman, normal supervisor, IBM trade options, in a statement.  “In combination with IBM’s current offerings, Sterling Commerce, Coremetrics and Unica are increasing IBM’s skill to assist companies automate, manipulate and speed up core company methods throughout advertising, selling, order administration and achievement.”

In a letter to valued clientele in may additionally concerning the acquisition, Heyman noted that both shoppers and business companions may have access to extensive B2B integration and multi-channel promoting, order administration, and logistics capabilities, and IBM’s SOA and business system administration options. This combination, he mentioned, will enable the integration of key company tactics during the total commerce lifecycle and give clients the flexibility to manage their community of business companions via public or inner most cloud computing environments, a good way to translate into more efficient give chains and advanced consumer provider.

Sterling spokesman Joe Horine told LM that this deal stands to advantage both corporations in several techniques.

“IBM has an integration product line that complements ours well,” spoke of Horine. “Our items will appear as a part of their Websphere and e-commerce aspect, and we trust our order administration suite will complement their products on that side. “There are a lot of synergies between both product units that we consider will be beneficial for our latest customers and new clients.”

whereas Sterling at the moment tactics more than 1 billion business interactions per yr, IBM keeps this amount will simplest grow due to the proliferation of digital business transactions, together with manufacturers sourcing raw substances electronically and agents automating stock management and managing orders online, among others.

IBM added that Sterling strongly complements IBM’s middleware portfolio, and by means of acquiring Sterling and its large buying and selling community, IBM is poised to convey new go-channel functions to its consumers. And Sterling’s know-how, referred to IBM, will complement IBM’s application through including its capabilities to IBM’s frameworks supporting a number of industries, including manufacturing and retail.

ARC Advisory community analyst Adrian Gonzalez commented in his Logistics perspective weblog that IBM views this deal as a means of becoming its Websphere enterprise, which focuses on on-demand business, business integration, application, and transaction infrastructure.

“A subplot of this acquisition is IBM’s extra expansion into deliver chain software,” wrote Gonzalez. “IBM bought ILOG lower back in 2008, a issuer of supply chain network design and stock and transportation optimization options. Now it'll add Sterling Commerce’s portfolio of warehouse administration, transportation management, and allotted order management options. this can put IBM in direct competitors with key partners like SAP, Oracle, and some ideal-of-breed vendors. It could be pleasing to see how IBM walks this tightrope, and the way its existing companions reply.”

may 23, 2013

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IBM Commerce Solutions Selling/Order Mgmt Sales Mastery Test v1

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Security system vendor looks to increase employee efficiency | killexams.com real questions and Pass4sure dumps

ADT might be known for high-tech security systems, but its customer onboarding process was decidedly far more low tech. Sales teams were stymied by manual, paper-based processes, including cumbersome multi-page contract documents, handling and capturing customer payment, and having no automated way to sort through the patchwork of products and promotions to match an appropriate offering to customers.

"It's not good to be handling paper when you're selling a technical system," says Kathleen McLean, senior vice president and CIO of ADT. "All the burden for the various work steps on the punch list was on the sales person. It was not automated in any way to ensure the steps that needed to be done were done in any consistent manner."

Leveraging digital technology such as mobile devices or enterprise software to help employees close deals far more quickly, optimize time out in the field, or be better prepared from both a time management and resource allocation standpoint is table stakes for modern companies looking to carve out an edge over the competition. According to the 2014 Harvey Nash CIO survey, not only are IT budgets growing, but the top priority of C-level executives has shifted away from cost-savings initiatives to leveraging technology to improve the effectiveness of their operations.

When ADT expressed its desire to replace the paper-based contract process with electronic document signature, IT came back with a more holistic plan that would address shortcomings both upstream and downstream in the lead-to-order process.

The Hermes project, which kicked off in June 2014, was envisioned as a single digital platform designed to deliver a functional flow that integrates all steps in the sales and installation process. Sales reps, whether working directly with a customer in the home or from a call center in telesales, interact with the Hermes system to complete most steps in the sales workflow, including researching and specifying products and promotions, order processing, credit approval, payment processing, and booking installer appointments.

Given that ADT is in the security business, it was a top priority for the Hermes implementation. The field reps operate within a closed environment, meaning they use a company device, which is locked down with the exception of their core business applications. Hermes' architecture presented a security challenge from the standpoint it combined both hosted and Software-as-a-Service (SaaS) applications. ADT has rigorous security standards for its own hosted applications, including use of multi-factor authentication and data encrypted at flight and a rest. To ensure its SaaS software providers were held to the same security standards, McLean added some rigorous addendums to the Master Service Agreements of its providers.

"A lot of the companies were surprised by the depth of what we were looking for, but security is our business and we take it very seriously," she says.

When McLean joined ADT two years ago, she reorganized the IT group, pivoting from a technology-orientation to aligning along the business value chain—a move that would prove essential to the Hermes roll out. "Because IT was aligned with business partners along the value stream, IT really understood the end-to-end process and could design a soup-to-nuts solution for the sales team," McLean explains. Without such an orientation, the request would have been limited to electronic signatures, a point solution based on point technology, she explains.

The solution, built on a service-oriented architecture, integrates three primary pillars: Salesforce.com for lead generation to order initiation; IBM/Sterling CPQ as an electronic product catalog delivering configured price quote capabilities for guided sales and field order creation; and Service Power, a tool for managing appointments and scheduling installation. In addition to those main systems, Hermes also integrates with Master Mind, a security industry monitoring and billing platform, Vertex for taxation, and Equifax for credit checks, among other components.

The SOA architecture and open APIs have been key to Hermes' ability to seamlessly cover the entire lead-to-order sales workflow. "We have built a behind the scenes messaging infrastructure for the core components to interface to the back-end system. The beauty of this system is that it's sewed together in a seamless workflow so the sales rep thinks they are in Salesforce the whole time,” McLean says.

Hermes has been fully implemented in ADT's small business group and it's nearly 90% completed in the residential side of the business with a total of 5,000 people using the system. Sales reps are reporting faster close rates on sales from 24 hours to just under one minute, eliminating extraneous resources and overhead while also increasing the accuracy of the initial order since customers can review and accept the contract right on the spot. There is also a smaller window between order acceptance and service installations and faster close rates on the collection of deposits since that now happens at the time of service install. In total, ADT is anticipating Hermes will deliver a $36 million cash savings over the next five years.

Given that Hermes is a complete change from the existing sales process, getting employee buy-in and addressing the cultural issues was a far bigger hurdle than any technology challenge, McLean says. Training was a big part of ensuring smooth adoption. The IT team did the first set of training, and the team established a practice area in SalesForce where reps where able to practice without fear of making mistakes. ADT's IT group also partnered with a training organization to create five training videos, and sales reps get certified on the system before they used it in the field.

The idea of an intelligent restroom that would know when it needed a good cleaning or could initiate stock replenishment had long been on the wish-list of Kimberly Clark's professional division, which sells all kinds of products and accessories for commercial restrooms.

Keeping commercial restrooms properly stocked and cleaned had been an ongoing challenge for KCC customers, which were constantly peppered with customer complaints about missing items or dirty fixtures. They were also struggling with inefficiencies related to their manual upkeep processes, which called for personnel to go from restroom to restroom to perform regular maintenance tasks without any insight into what to expect when they got there.

"We did an evaluation to look for potential opportunities and ways we could disrupt the competition," explains Jennifer Sepull, Kimberly Clark's CIO. "The question became what could we offer building management teams so they would come to our total solution because we helped them manage operations better."

While the business had a clear vision for so-called "intelligent restroom," they didn't have a handle on how to pull it off. The business side had experimented with a few technology implementations in the past, but they weren't successful due to excessive cost or some other limitation, Sepull says.

KCC's ITS team had filed for some initial patents related to sensors and applications and when the Internet of Things (IoT) began to come into the forefront, they were able to go to the business and show them a viable and effective way to make the intelligent restroom vision a reality, she explains. "We were able to show them an opportunity to leverage low-cost sensors, their existing networking and some of our application development work to come together and solve this problem," she says.

KCC focused on three main areas to ensure the system is properly safeguarded. The solution is run from within a private area network at the customer site, which ensures the network is safe and not a threat to their information; they encrypt data during transmission to make sure data leaving the customer site en route to the cloud is protected; and the core applications enables levels of security and access controls to be established based on role and user privileges.

"This may not cause someone to crash a car, but every time you put any device into a system like this, there's an opportunity for someone to come in and pose a threat to the internal network," Sepull says.

The Intelligent Restroom uses low-cost sensors placed on all of the equipment—paper towel dispensers, toilet paper dispensers, soap dispenser, and toilets—which collect and feed data in real time through a network to a set of apps, which then employ the patented algorithms to determine if a toilet needs to be cleaned or if a dispenser is low. Maintenance managers see the real-time indicators via an iPhone app, allowing them to prioritize staff resources appropriately and gain insight on which rest ooms have the most traffic or experience the most maintenance problems. In turn, maintenance personnel can better plan their routes and keep carts flush with the appropriate stock.

The system is still in pilot test and is expected to go into beta test in early 2016.

Forrester's Michele Pelino says there's a definite business case for such a system, enabling KCC to make its customers more productive while enhancing its own brand. "This kind of system enables maintenance managers to send crews immediately to the right places so the restroom is up and running as well as to find patterns over time for things like proactive maintenance so things aren't breaking down in the middle of a concert or sporting event," says Pelino, Forrester's principal analyst for IoT. "

There's also potential to leverage the data collected from the Intelligent Restroom to expand applications over time. "It could give you a proactive, behind the scenes look so you can have the different pieces and products ready in hand," she explains.

For KCC, the biggest challenge is steering the organization away from a product orientation to a service business model where concerns are wholly different—things like how to maintain uptime or best service customers. "IoT puts this dilemma in front of any company whether you're building a refrigerator or wash dryer," Sepull says. "Now you have a different model to be concerned about—making sure the customer is happy and when there is a failure, they have somewhere to go."


How to Add Gamification to Your B2B Marketing Strategy | killexams.com real questions and Pass4sure dumps

See how Mint.com, SAP, IBM, Ford and Facebook use gamification for everything from lead gen to sales and CX

“I hate games” said no one ever.

Who doesn’t love a good game? Since the first arcade game was installed in 1971, the gaming industry has seen tremendous growth and is a $91 billion industry today. From Pac-Man to Angry Birds to Grand Theft Auto, games are a major source of entertainment for players from all background and ages. The joy of competition and the allure of the high score has driven people to spend a lot of their time and money gaming. So, it is only natural that businesses use this proven engagement strategy to drive bottom line growth.  

What is gamification?

Defined as the “process of using game concepts and mechanics to engage users and change behavior”, gamification at its core is applying gaming principles and strategies in a non-game context. It’s intended to give potential customers a fun and easy way to engage with a brand while providing some sort of incentive to influence their behavior. According to Lea Sorrentino, Senior Digital Strategist at Bunchball, one of the most important things to consider while integrating game mechanics into your marketing strategy is

Understanding your audience and what motivates them, having access to systems and performance data that drives your goals, creating a user experience that shows progress, provides feedback and creates a career path.

The concept of gamification in marketing has been around for some time now, but until recently it was restricted to the realm of B2C marketers. Traditionally, most B2B applications of gamification focused on sales enablement, but that is slowly changing. One of the primary reasons behind B2B brands embracing gamification is the incredible opportunity it provides to measure and monitor engagement with a target audience. 

What makes gamification work? Marissa Aydlett, SVP of Marketing at Appboy says,

Marketers are incentivized by what makes their job easier and what positively impacts business—which makes gamification an interesting approach to explore.  Demandbase is an example of a B2B brand doing this well. They send direct mailers, personalized emails and messages to engage users while leveraging various channels and interesting gamification promotions to incentivize users. Organizations can also deploy gamification internally to encourage collaboration across marketing, sales and other teams and offices that leads to better results.

A 2010 Harvard Business Review study on what motivated people at their jobs, found that an overwhelming number of people were motivated by a sense of progress. Game mechanics are essentially tools that measure and report data, and this data represents progress. Answer five more questions to level up. Refer a colleague and unlock a deal. Of course, for marketers, gamification isn’t all games. You’ve got metrics to achieve and ROI to measure. What do you hope to accomplish from your gamification strategy? What kind of behavior can you expect to drive? And most importantly, how will you leverage gamification in the B2B context? 

Drive online community engagement

As a marketer, you probably know how challenging it is to build and engage a thriving B2B brand community. Gamifying the community experience can help you drive engagement. SAP’s community network has over 2.5 million users including SAP employees and representatives from its vast corporate customer base. Members share information and answer questions about SAP products, repost key questions, and even help update and edit FAQs for different topics.

“That means the majority of the content, the majority of the responses is actually happening by our customers,” states Mario Herger, Senior Innovation Strategist at SAP. “Those people are popping up as leaders in the area.”

To gamify the community, SAP reviews how users are helping other users with social sharing of important community threads, solving typical user problems, commenting on certain products or issues, reposting, answering questions and overall activity are all desired goals.

As a reward, SAP designates certain active users as “expert” in different areas. Experts enjoy a special status in the online community when they share information or answer questions.

SAP’s online community is a quintessential example of gamification done well. Its reward program fulfills community members’ fundamental need for autonomy, competence and reliability, thereby driving long-term engagement. 

Lead generation

Lead generation is perhaps one of the key challenges for marketers reliant on inbound marketing. The sheer number of blogs, brands, and business profiles clamoring for attention out there, have made traditional methods of capturing lead information ineffective.

Think about it, if your lead generation were to be fun and entertaining, you’d be so much more successful than the vanilla “please fill out this opt-in form” routine. To segment your target audience and to sell to them effectively, you’ll need to collect and organize relevant lead information. Gamifying your customer facing content will not only help you attract a lot more leads but will also help you keep them there by making experiences more engaging. This is the perfect tool for you to get those opt-ins and sign-ups. Companies like Mint.com (Intuit’s financial management solution) have successfully experimented with gamification to drive top of the funnel leads. Here’s how Mint is mining future leads through gamification:

This is a simple quiz that featured on a Mint computer game intended for high school teens. The game asked questions related to personal finances in the real-world context. But what’s really interesting about this game, is that Mint is actually investing in leads. The target audience for this game are not going to be consumers anytime soon, however Mint is using gamification to talk to a demographic that will soon develop into their target persona.

Speaking about creating a gamification framework, Marissa Aydlett, SVP of Marketing at Appboy says, “Laying out the framework for data structure is incredibly important, as it guides the way for leveraging user behavior to modify and personalize each individual user's experience. Through user data insights, organizations can deploy incentivized upsells, loyalty programs or access to areas of your product offering where they otherwise would not have engaged. In order to drive ROI, you need to understand what users are doing to help personalize their experience with your brand.”    

Another great example of B2B gamification done right is IBM’s Innov8 platform. Innov8 is a part of an academic initiative by IBM to explain business process management (BPM) to students across universities in America. They gamified the training process and became an instant hit within a few days of going live in 2009. For IBM, Innov8 proved to be the proverbial golden goose, becoming IBM’s top lead generator. The objective of the game is to “Level-up your skills and discover how to make our Planet smarter, revolutionize industries and solve real-world business, environmental and logistical problems.” Top executives across leading organizations embraced the game. Within 5 months of its release to the general public, the game resulted in 100X the investment put into it. Tracking the people who played the game, resulted in phenomenal sales for IBM. Innov8 is free to play, but users need to sign up before playing.

For B2Bs already using email automation for lead generation, gamification is an excellent way to keep customers coming back. Integrating game tactics into your email lead generation strategy is actually pretty simple – make email signup a participation requirement. Your tool’s drip campaign capabilities can send regular reminders to customers, encouraging them to keep engaging. Moreover, major email automation providers such as Eloqua, MailChimp, Clickback, TargetHero, Campaign Monitor, etc. can help you track the success (open rates & CTRs) of your gamification strategy. 

Sales training and performance management

If gamification can give your marketing efforts a boost, so can it to your sales team as well. According to an Aberdeen Group study of top performing sales teams, after financial compensation, the next key motivators for sales professionals are internal recognition, and competition.

7 ways gamification improves the effectiveness of your sales team:

  • Clearly defines goals and metrics:Gamification takes the guesswork out of goals, measurement and end-results.
  • Improves long-term performance:Traditional incentive programs such as contests might help change short-term behavior, but they rarely inspire on-going improvements. Gamification is easier to manage and does require significant resource allocation.
  • Prompt and effective onboarding:Gamification can help new hires and associates quickly assimilate into the organization - it jumpstarts engagement, reduces turnaround time and significantly shortens the onboarding time.
  • Clearly defines goals and metrics:Gamification takes the guesswork out of goals, measurement and end-results.
  • Provides individualized motivation: Through gamification, each sales rep receives a unique experience mapped to their personal behaviors, as well as formal training and coaching in both sales and product knowledge.
  • Improves resource adoption and utilization: Organizations utilizing gamification can motivate their sales rep to input high-quality, accurate data into the CRM system, while amping-up knowledge sharing between partners from external channels.
  • Delivers real-time feedback: As gamification constantly monitors performance and results, your sales reps receive real time feedback, rather than having to wait for weekly meeting or annual reviews.
  • Offers better customer experience: Engaged, well-trained sales reps are more likely to deliver a superior customer experience.
  • Considering how competitiveness has been an integral component to sales success, it’s only logical to add sales gamification into your sales team.  Furthermore, factors such as training programs, operations and team management have a direct impact on your revenue. While organizations should be looking at gamification as a long-term strategy, Sorrentino believes that sales gamification must be frequently optimized to ensure relevancy in the program. He says, “Sales organizations tend to leverage community and competition more than most programs. But people are fundamentally motivated by the same intrinsic concepts: purpose, progress, mastery, autonomy, and community. Sales implementation should be long-term engagements but should be frequently optimized. Goals and targets change, which means the program has to grow. It is not about being short-term or long-term, it is about maintaining relevancy in the program.”

    The potential to test and apply gamification to your sales team is virtually limitless. It could be as simple as setting up a leaderboard (although a leaderboard doesn’t really qualify as a game) to complex CRM integrations. To be effective, your gamification strategy for sales performance management must combine motivation, data and interactive design. Integrating these elements will help you promote collaboration and other high value behaviors throughout your sales channels, ultimately driving more revenue for your business.

    Automobile giant Ford wanted to improve the effectiveness of its sales and service reps across 450 dealerships. To do so, they integrated gamification into their employee Learning Management System, which led to a whopping 471% increase in site usage. After gamifying the system, sales and service reps could work toward individual and team goals, compete with other dealerships and receive real-time feedback as they engaged in desired behaviors. The company also found a positive correlation between engagement and KPI metrics, including revenue and customer satisfaction.Gamification can lead to tangible, measurable improvements in business performance. Technology providers such as ConnectLeader, Appboy and Bunchball can help you put gamification to work to increase employee engagement, improve training and drive win rates from your sales team. 

    Improving customer experience 

    We know how critical positive customer experiences are. Gamifying the customer experience takes more than just adding points or badges. Designing a better customer experience requires a strategic shift, one based on in-depth analysis of the current state of your customer journey. You can either gamify individual touchpoints or entire sections of the customer journey. 

    Any key customer touchpoint could make use of gamification, from product exploration on your website to interactive troubleshooting. However, you must remember that great gamification simplifies customer interaction with your brand. It must overcome the pain points of your customer experience. 

    4 Strategies for crafting better customer experience:

  • Easy sign-up process: Customers appreciate a registration process. Avoid long forms or lengthy questions. Try to eliminate all barriers for a customer to join.
  • Personalize offers: Personalized offers inspire customers to purchase more and fosters brand advocacy.
  • Keep the rules simple: Loyalty programs need easy-to-understand rules. If your rules are complicated and confusing, customer will quickly lose interest in the rewards program.
  • Reward non-purchase activity: Make it easy for your customers to earn points. Most loyalty programs are abandoned because customers get bored with the slow reward accumulation.
  • Facebook’s bug bounty program is a classic example of gamifying customer experience through crowdsourcing. Google, Uber, Mozilla and Adobe, all run bug bounty programs that reward users who help keep the community safe by reporting vulnerabilities in their services. 

    Several banks and other financial institutions gamify their product exploration experiences with product quizzes and trivia. By infusing basic gamification elements like this, you can help your customers find appropriate products quickly and it is way more fun way than reading fine print. 

    What’s next in gamification? Marrisa says, “Smart marketers understand that the world is evolving. Users are active on multiple devices across variety of channels. Marketers need to use gamification across these different channels so a single user feels like they are engaging in one fluid and holistic experience.” 

    Game on!

    Many brands have achieved great success with gamification to motivate customers toward action. You could too. 

    If you’re thinking of introducing gamification into your marketing strategy, it’s best to test the water first. Start with small competitions, quizzes, and challenges that reward users differently and see what works best for your audience. Rinse and repeat. Good luck!


    Celebrating the TRIEC Mentoring Partnership Awards | killexams.com real questions and Pass4sure dumps

    Professor and Canada Research Chair in Nanostructured MaterialsCity: Varennes, QuebecCountry of Origin: Italy

    Federico Rosei is a professor at the Centre Énergie, Matériaux et Télécommunications, Institut National de la Recherche Scientifique, in Varennes, Quebec. Since January 2014, he holds the UNESCO Chair in Materials and Technologies for Energy Conversion, Saving and Storage and since May 2016 he also holds the Canada Research Chair (Senior) in Nanostructured Materials. He received MSc (1996) and PhD (2001) degrees from the University of Rome La Sapienza.

    Rosei’s research interests focus on the properties of nanostructured materials, and on how to control their size, shape, composition, stability and positioning when grown on suitable substrates. His research has been supported by multiple funding sources from the Province of Quebec, the federal government as well as international agencies, for a total in excess of $16 million. He has worked in partnership with more than 20 Canadian R&D companies.

    He is co-inventor of three patents and has published more than 295 articles in prestigious international journals (including Science and Nature), has been invited to speak at more than 300 international conferences and has given more than 235 seminars and colloquia, more than 55 professional development lectures and 40 public lectures in 45 countries on all inhabited continents.

    He is a Fellow of numerous prestigious national and international societies and academies, including: the Royal Society of Canada, the European Academy of Science, the African Academy of Sciences, the World Academy of Art and Science, the World Academy of Ceramics, the Academia Europaea, the American Physical Society, AAAS, the Optical Society of America, the Canadian Academy of Engineering, ASM International, the Royal Society of Chemistry (UK), the Institute of Physics, the Institution of Engineering and Technology, the Institute of Materials, Metallurgy and Mining, the Engineering Institute of Canada, the Australian Institute of Physics, Honorary Fellow of the Chinese Chemical Society and Foreign Member of the Mexican Academy of Engineering.

    He has received several awards and honours, including a junior Canada Research Chair (2003–2013), a senior Canada Research Chair (2016–2023), a Bessel Award (von Humboldt Foundation), the Rutherford Medal in Chemistry (Royal Society of Canada), the Herzberg Medal (Canadian Association of Physics), the Brian Ives Lectureship (ASM International), the Award for Excellence in Materials Chemistry (Canadian Society for Chemistry), the NSERC EWR Steacie Fellowship, the Vasconcelos Award for Education (World Cultural Council), the IEEE NTC Distinguished Lectureship, the Lash Miller Award (Electrochemical Society), the Chang Jiang Scholar Award (Government of China), the Khwarizmi International Award (Iran), the Recognition for Excellence in Mentorship (American Vacuum Society), the Selby Fellowship (Australian Academy of Sciences), the Polanyi Award (Canadian Society for Chemistry), the Outstanding Engineer Award (IEEE Canada), the President’s Visiting Fellowship for Distinguished Scientists (Chinese Academy of Sciences), the Sigma Xi Distinguished Lectureship, the Changbai Mountain Friendship Award, the IEEE Montreal Gold Medal, the APS John Wheatley Award and the Blaise Pascal Medal (European Academy of Sciences).



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