Case Report On Jive Software Marketing Essay

Case Report On Jive Software Marketing Essay For the basis of this case report we will assume Jeremy Wilsons role as VP of Sales for Jive Software were we will look at the core building blocks of the sales function that are required to assist Jive Software implement their sales strategy. In addition we will also look at what steps the new VP of Sales John McCracken needs to take to resolve the sales problems Jive Software were facing due to the growth of the company. Core building blocks of a Sales function For any business that is going to implement a sales strategy there are some key factors that need to be considered. For example, who are your target customers, do you have any competitors in this market space, what geographically regions are you going to concentrate on, and what core building blocks of the sales function are required to realize the sales strategy. In Jives situation we know that their target audience comprised of large scale organizations and SMEs. We also know that Jives reputation firmly put them to the forefront as the leading provider of social networking for enterprise which in essence gave them an advantage over their competitors. As for the geographically regions, due to the nature of their business there are no limitations as to where Jive could not sell their product suite. This leaves the question, what are core building blocks of the sales function they need to put in place? After reviewing the situation it was determined that the core building blocks were , a centralized Information system, a functional sales pipeline, sales resources, marketing investment and an agreed sales budget. Centralized Information System The initiation of a centralized information system will improve how Jive manage, store and disseminate their information. In employing systems such as Transaction Processing Systems (TPS), Office Automation Systems (OAS), Decision Support Systems (DSS) and Customer Relationship Management systems (CRM) it allows the integration of the functional areas within the organization.(i.e. Sales and Marketing, Finance, Operations and HR) (Malaga, 2005) The result of this integration provides easier access to both internal and external information which assists senior management making decisions that affect the daily running of Jive but also helps in achieving their strategic sales goals. Development of a Sales Pipeline Following the deployment of the information system Jive need to analyze all sales leads that have been generated and employ a functional sales pipeline to give senior management visibility on the sales leads while also enabling them to qualify which leads the sales team should be focusing their efforts on. This effectively allows Jive to see which companies would get the greatest benefits out of using Jives social networking enterprise system and to rank them accordingly. (Reynolds, 2012) Sales Resources The number of resources required to manage all the sales opportunities in the pipeline is vital. That is how many account managers, sales engineers, administration staff, technical support and field service engineers do Jive need? In addition these resources will require the relevant training in sales, customer support, the CRM information system as well as the Jive product suite itself. (Reynolds, 2012) Marketing Providing literature to the sales team in the form of PDFs, brochures etc. For example, information on the product specifications, retail price of the products, lead time on the delivery of the product, warranty duration, an overview of Jives abilities and capabilities, and a standard sales pitch the sales person should deliver to the customer. Also providing the customers with the facility to download a copy of the software to evaluate is extremely advantageous as it allows Jives to showcase the product to wide audience which in turn will assist in the generation of sales leads. Sales Budget The last but not least core building block is Jives sales budget. It is imperative that Jive control the budget to ensure their sales strategy is effective. Developing a centralized information system is expensive and when you factor in the cost of training, marketing, travel, entertainment etc.. the overall budget can be quite high. (Ma, 2012) A new era for Jive Software For this section of this report will look at the steps the new VP of Sales John McCracken needs to take to mitigate the sales problems Jive Software were facing. Focus on Enterprise Business In 2008 Chris Morace (VP of Product Marketing) instigated the initial changes in how Jive did their prospecting of customers by moving from the shotgun sales approach of selling to everyone and anyone to concentrating on the enterprise sector. However there may still be some issues with the sales reps regarding this strategy. John McCracken will have to address this situation and explain that spending a large portion of their time on SME accounts that give little return in the way of revenue is not the way forward. He needs them to focus their efforts on looking at Jives existing customers and determining, which ones generate high revenues with high profit margins, what problems do Jive solve for these customers, and most importantly why do these customer do business with Jive Software. (Robertson, 2012) In conjunction the sales reps should refrain from selling legacy/patched up products and focus on selling the latest Clearspace product. Pro-Active Selling John needs to move the sales team away from the reactive selling done in the past. He should adopt a pro-active solution selling approach to target the customers specific business need or problem they are trying to solve. Arguably this would require the sales rep to have detailed knowledge of customers business and industry. However employing this approach would mean the sales reps are working more closely with the customers either by email, telephone or site visits which ultimately enables them to forge strong relationships with the key decision makers in these companies whilst also attaining vital market intelligence. Repair the broken link with product development For the future success of Jive its important that John has the sales reps feed information gathered from customer visits back into the Jives product development team so they can work on the next generation of Jives product suite. Revise Group Quota System Address the current problems the quarterly quota system is causing. One solution to this problem could be to apply an annual forecasting system instead. This will end the mid-quarter quota issues that faced the sales reps under Jeremy Wilsons stewardship. However it is still crucial that John holds monthly meetings with his sales team to ensure they are continuously monitoring the situation and the Jive are still on track to meet the forecasted sales set out at the start of the fiscal year. There also needs to be greater transparency when it comes to who is responsible for which accounts, what selling techniques were used and which sales reps are meeting their target sales. Jive Softwares Profile Finally John should increase Jives company profile in the social network enterprise market space. This could be achieved by exhibiting Jives product range at trade shows, publishing articles on Jive Software in industry trade magazines, speaking at industry conferences, providing a list of Jives top enterprise customers on the website as well as getting testimonials from these customers endorsing the Jive product range. (Robertson, 2012)

Scholarship Essay

For the longest time, I displayed an interest in the educative arts. It has always been a matter of how I would be able to succeed in my goal that would put the complete cherry on top. To obtain a scholarship of such quantity would open up so many doors for me that it would not be difficult in the slightest to find a way to pay my way through college. There are several reasons why I would be an ideal candidate for this scholarship opportunity, so let me delve into the many aspects that will show why I deserve this opportunity to aid me in completion of my present and future goals.It has not been too much of a struggle to work long, laborious hours and also pay for my education, while learning and absorbing as much knowledge as I could. This is true because I have displayed qualities such as responsibility and perseverance that consume my personality. However, these qualities are still present. I have adapted myself to these conditions to allow me to keep working at my goal without gi ving up. However, if I had a scholarship to appease my needs, I would definitely be able to focus on my education even more than I already do.The one thing that would be on my mind would be learning, which in the end is the most important thing. I have harvested a determination for this program that may be quite unbelievable. To teach and educate others is nothing less of a dream, in my view. To be honored and awarded with an aid to help me in my endeavors would not only motivate me even more, but I would make the most of it rather than treat it less than what it is. In all honesty, it is not a fact that may be denied that those who are partaking in the educative system are not paid extremely well.However, I chose this profession because I have a passion that is unimaginable. It is something that I have wanted to do for a very long time and deserve the aid to have an opportunity to make that vision come true. A scholarship should always be awarded to someone who is deserving of it. I have paved my way for my own edification and to have support to make it easier on myself would be not only a chance to focus on other important aspects of my work, but will allow my future to be clear of debt and worry.Education requires complete focus. To be educated is already an opportunity in itself, and to educate is quite a noble profession, and I would appreciate to be a part of that. In summation, I believe that I am a qualifying candidate for the scholarship from the College of Education because I display qualities such as passion and motivation that will allow me to work with the utmost concentration that will bring me face to face with success. Scholarship Essay For the longest time, I displayed an interest in the educative arts. It has always been a matter of how I would be able to succeed in my goal that would put the complete cherry on top. To obtain a scholarship of such quantity would open up so many doors for me that it would not be difficult in the slightest to find a way to pay my way through college. There are several reasons why I would be an ideal candidate for this scholarship opportunity, so let me delve into the many aspects that will show why I deserve this opportunity to aid me in completion of my present and future goals.It has not been too much of a struggle to work long, laborious hours and also pay for my education, while learning and absorbing as much knowledge as I could. This is true because I have displayed qualities such as responsibility and perseverance that consume my personality. However, these qualities are still present. I have adapted myself to these conditions to allow me to keep working at my goal without gi ving up. However, if I had a scholarship to appease my needs, I would definitely be able to focus on my education even more than I already do.The one thing that would be on my mind would be learning, which in the end is the most important thing. I have harvested a determination for this program that may be quite unbelievable. To teach and educate others is nothing less of a dream, in my view. To be honored and awarded with an aid to help me in my endeavors would not only motivate me even more, but I would make the most of it rather than treat it less than what it is. In all honesty, it is not a fact that may be denied that those who are partaking in the educative system are not paid extremely well.However, I chose this profession because I have a passion that is unimaginable. It is something that I have wanted to do for a very long time and deserve the aid to have an opportunity to make that vision come true. A scholarship should always be awarded to someone who is deserving of it. I have paved my way for my own edification and to have support to make it easier on myself would be not only a chance to focus on other important aspects of my work, but will allow my future to be clear of debt and worry.Education requires complete focus. To be educated is already an opportunity in itself, and to educate is quite a noble profession, and I would appreciate to be a part of that. In summation, I believe that I am a qualifying candidate for the scholarship from the College of Education because I display qualities such as passion and motivation that will allow me to work with the utmost concentration that will bring me face to face with success.

The New Angle On Paper Research Just Released

The New Angle On Paper Research Just Released Paper Research Secrets Next, it's helpful to take notes while reading. The introduction portion of the research paper focuses on letting the reader understand what the topic is all about. Sometimes one is quite busy, or he fails to get the topic well. Showing awareness about recent changes in this issue you're writing on is very important to win a great grade. The Hidden Gem of Paper Research The data ought to be supporting your hypothesis too, so the readers can set the pieces together easily. While there are lots of elements to an excellent research article, one of the main elements for your readers is the background of your study. For example, you may have used an entirely new method Your introduction differs from your background in many of means. In some instances the last portion of an introduction to a research paper will be two or three lines that provide a summary of the structure of the human body of the paper. 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The Problem Of Drug Addiction - 1964 Words

While it is generally assumed that a persistent epidemic must be dealt with as efficiently and effectively as possible, I would like to know why drug addiction, an epidemic of enormous proportion, is treated as a social problem as opposed to the disorder that it is? I propose that we understand drug addiction as a disorder, like heart disease, diabetes, and depression. In what follows, I will suggest that we understand the issue from the perspective of two primary sources. Addiction is the term used to describe or define a complex behavioral disorder. The most common symptom is that addicts reach a point where they cannot control their own actions even when they see the harm they inflict on themselves and others; they continue this†¦show more content†¦I’ve worked with people suffering from drug addiction and learned that many of them live in abject poverty, were either victims or perpetrators of domestic violence, uneducated, severely depressed, and emotionally and physically abused as children and adults. Some suffered from severe psychological trauma due to rape or witnessing the rape or murder of loved ones. Almost all had severe mental health issues that went undiagnosed and/or untreated. Nonetheless, they were addicted to drugs and many used them to escape the depravity of their everyday lives. Jerry Nelson, an internationally known freelance writer and ghost writer, covers social issues globally. In one of his blogs he gives his opinion about some of the most common myths concerning drug addiction. He says that addiction is not a gene because institutions have studied this model and found that although many try to explain it as such, there is no way to determine if a person will become an addict. On the other hand, he says, if parents are drug addicts and frequently expose their children to their drug use, the children are at higher risk of becoming drug addicts (Jerry Nelson, 2015). In my experience, home life plays a critical role in whether or not the children follow in the footsteps of their parents or peers. If the home life is frequently violent, physically and emotionally abusive, and the children are exposed to this treatment at an early age, it is almost certain thatShow MoreRelatedThe Problem Of Drug Addiction1233 Words   |  5 PagesThis report will outlin e the problems of drug addiction that have arisen in the young teens and as well give possible solutions on how to overcome it. Drug addiction, increasing immensely in our society, is currently the biggest problem in young teens these days. Looking at the future of our country drowning in drugs is a big disappointment. To prevent drug addiction parents should guide their children into the right path, schools should promote healthy living, and the government should step forwardRead MoreDrug Addiction Problem1399 Words   |  6 PagesSolving the Problem of Drug Addiction 1.Drug abuse and addiction continues to be a global issue. According to the â€Å"United Nations Office on Drugs and Crime† (UNODC), about 5% of the global population used an illicit drug in 2010 alone, and about 27 million or 0.6 percent of the adult population of the world can be categorized as drug abusers. A7 2.This paper explores some of the measures that can be taken to resolve the drug addiction problem in the world. 3.Addressing various risk and protectiveRead MoreThe Problem Of Drug Addiction974 Words   |  4 Pagesan addiction, whether a person is addicted to alcohol, methamphetamines, marijuana or over the counter drugs, people often have different sides to this. Some may say that an addiction is a disease; others say that an addiction is just a poor choice of a person’s life. The National Institute on Drug Abuse states that â€Å"†¦drug addiction is a complex disease, and quitting takes more than good intentions or a strong will. In fact, because drugs change the brain in ways that foster compulsive drug abuseRead MoreThe Problem Of Drug Addiction952 Words   |  4 Pagesperson initially taking drugs can vary and while the action itself is voluntary: the eventual drug addiction is essentially involuntary. Drug addiction is a complex and chronic disease, a brain disease, which changes the way the brain functions. Drug addiction, much like chronic illnesses such as heart disea se and diabetes, disrupts healthy, normal functioning organs. This has harmful consequences that are both preventable and treatable (Branch, 2011, pp.263-265). Drug addiction is considered a brainRead MoreThe Problem Of Drug Addiction930 Words   |  4 Pagesconsumed alcohol, 15% have smoked cigarettes, and 16.5% have used marijuana. † A drug can be defined as a something which â€Å"alters your mind or body that is not food † which is something all of these substances have in common. There has been a massive increase in underage consumption of illegal substances in the last several decades. These substances which young people are using are known for being very addictive. Addiction is much more likely to occur when started at a young age and having more severeRead MoreThe Problems of Drug Addiction954 Words   |  4 PagesDrug addiction A reasonable number of people do not understand why other people get addicted to drugs. Some even associate drug abuse and addiction with lack of moral principles or willpower. People subscribing to this school of thought believe that drug addicts can stop using drugs by simply changing their behavior. They fail to realize that drug addiction is a complex disease whose eradication calls for many things other than changing habits. Drugs basically change the way a human brain worksRead MoreThe Problem Of Drug Addiction1796 Words   |  8 Pages Drug addiction has long been and still is a typical issue around the world. Jesmyn Ward writes about the effect of drug addiction in her community in DeLisle and the toll it took in her life and Rog’s life. There are different reason why people get addicted and various levels to which people become dependent on drugs, but the main thing I am going to be addressing is the multiple perspective on the causes for addiction. The ones I am going to explore are Low Income neighborhoods, social, financialRead MoreThe Problem Of Drug Addiction967 Words   |  4 PagesDrug addiction is an ever-growing problem faced in society and, although the government tries to take action to keep drugs off the streets, people of all social classes and backgrounds still fall victim to drug abuse. However, environmental situations can make an individual more susceptible: age, gender, location, genetics, family situations and the like can all be factors into an individuals’ drug habit. There are complications with picking the correct plan suited to a person. Each client is theirRead MoreThe Problem Of Drug Addiction1042 Words   |  5 PagesOPENING/ATTENTION: In reality, drug addiction is an unpredictable ailment, and stopping takes more than great goals or an in number will. Truth be told, because drugs change the mind in ways that cultivate compulsive drug misuse, stopping is troublesome, notwithstanding for the individuals why should prepared do as such The dependence on medications is a troublesome thing for any person to bargain with. Often, habit prompts the decay of a man s prosperity, budgetary security, and health. Drug addicts experienceRead MoreThe Problem Of Drug Addiction2110 Words   |  9 PagesMODEL(S) OF ADDICTION In going through the counseling process with Marge she was explained that there is the possibility that it could be a factor of genetics. When considering her background one has realized that she not only has an alcohol addiction, but it was the same for her father and her uncle, both of whom had lost their lives to the disease. In talking about the disease model with Marge she seemed to be more at ease with the situation and more willing to accept the fact that she does have