Dispelling Common Developer Myths About SharePoint 2010
SharePoint 2010: Developer Mythbusters with Mirjam Van Olst Bamboo Solutions writes “[by John Anderson]…SharePoint MCM and MVP Mirjam van Olst presented the first session of the day that I attended at the European SharePoint Best Practices Conference (ESPBPC)…Mirjam got underway discussing SQL Server and SharePoint, saying that “If your SQL environment is really slow, your SharePoint environment will be really slow”…SharePoint “gotchas” that Mirjam touched on included that you be aware…” Read More 4/11/2011 5:01:45 PM Have you questioned the accuracy of some of what you’ve heard or read about SharePoint 2010? Take a look at this summary of a presentation aimed at dispelling common myths, and make sure your developers are properly informed.
- Dedicate the necessary resources. Chances are you’ve already got the data, but do you have staff capable of deriving actionable insights from this data? Pull together a team that can use sales data, market trends, competitive analysis, etc., to develop strong strategies to bolster CLV. Employ this same team to manage and measure the results of any action — be it to increase sales per order or sales over time. That way, you can adjust and adapt a given tactic should it not provide the intended outcome. This is next to impossible without a dedicated team, and the results will be just as half-hearted as your efforts.
- Leverage current relationships. All businesses are built on customer relationships, especially loyal ones. In fact, increasing customer loyalty by just 7% can increase CLV by upwards of 85%. With business-to-business (B2B), the potential is even greater. Consider this: if you’ve established a relationship through a certain business line, this connection could create inroads with decision makers for other business lines. It’s basically an opportunity to cross-sell to an existing customer. Quadrasystems, for example, taps its analysts to track customer engagements and identify opportunities where its sales team can reach out for customer referrals.
- Create brand advocates. One of the most powerful marketing channels you’ll find is word-of-mouth — with 74% of consumers saying it influences purchase decisions. If people love you, their adoration tends to multiply, which essentially increases the value of those folks showing you the love. But if you were to take it a step further and bring brand advocates to marketing events, what could that do for sales? You’ve got someone speaking directly to potential customers about the value of doing business with you. Not that you want to exploit their devotion, but their visibility could be beneficial to their business as well.
- Build a feedback loop. Customers want to feel heard. It’s as simple as that. Needless to say, take the time to ask customers for feedback. They will give it to you. Put a survey in front of your base and invite them to share their opinions on everything from customer service and satisfaction levels to ease of transaction and potential of repeat business. Just don’t use feedback as a ploy. Take the suggestions to heart, and adjust products, services, etc., to meet the needs of your customers. What they have to say offers real value to your business. You may actually learn something about what keeps them coming back — and what has kept them from buying again.
- Clearly define your value proposition and target audience: When creating your bill of materials, it’s always helpful to clearly define your solution value proposition and how your solution differentiates you from your competitors. And when building out a business plan ensure you define your target audience by starting with an industry focus and selecting sets of customers from that industry. Once you see some success you can then broaden your scope to other industries and customers.
- Include a Microsoft category in your solution name: Highlight the category associated with your solution for better seller understanding of the customer scenario it helps solve.
- Showcase your customer successes: Customers and sellers listen acutely when there is a concrete example of a successful engagement with your solution. Alignment to industry, technology domain or a decision maker persona will yield accelerated results.