TRANSFORM THE CUSTOMER

EXPERIENCE WITH IN SYNC ACCOUNT

MANAGEMENT

Event 2 of 3 in B2B Sales Summer School Series

Today’s Speakers

3

Lauren KleinSocial Business Strategist Hitachi Data Systems@thelaurenklein

James CaterVice President of Global Account Program DevelopmentHitachi Data Systems@jcater01

Jarrett O’BrienSr. Product Marketing ManagerJive Software@jarrettobrien

© Hitachi Data Systems Corporation 2013. All Rights Reserved.4

@jiveworldjivesoftware.com/jiveworld

55 © Hitachi Data Systems Corporation 2013. All Rights Reserved.

James Cater, Vice President, Global Accounts Program

@jcater01

HITACHI DATA SYSTEMS GLOBAL ACCOUNTS COMMUNITY

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HITACHI, LTD. OVERVIEW

No. 38 in the 2012 Fortune Global 500

$96B

326,000 EMPLOYEES

THOUSANDS OF PhDs

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HITACHI DATA SYSTEMS AT A GLANCE

6,000 EMPLOYEES150 COUNTRIES

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THE DATA REVOLUTION

Transforming IT

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OUR VISION

We solve our customers’ immediate problems AND build a path for the future

We help our customers realize NEW value from their data by transforming data into information NEW INFORMATION = NEW OPPORTUNITIES

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SOCIAL INNOVATION

INSIGHTS THAT DELIVER ON THE PROMISE OF BIG DATA

MACHINE DATA

HUMANDATA

BUSINESS DATA

MEDICAL TRAFFIC SECURITY

RAILWAY PUBLIC DISTRIBUTION

FINANCIAL ENERGY

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CUSTOMER COMMUNICATION

COMMUNICATETO OVERCOMECHALLENGES

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TODAY’S ENTERPRISE LANDSCAPE

TOP 5 CIO I.T. PRIORITIES FOR 2013 *

Increase enterprise growth

Deliver operational results

Reduce enterprise costs

Attract and retain new customers

Improve applications and infrastructure

* Gartner: “Hunting and Harvesting in a Digital World: The 2013 CIO Agenda,” Jan. 1, 2013

5

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Streamline communications and provide unparalleled service ‒ Seamless global solutions, services,

and operations

‒ Consistency across regions

Foster adaptability

Keep focus on innovation

OUR MISSION

GLOBAL ACCOUNTS PROGRAM

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ESSENTIAL COMPONENTS

Global Accounts Program

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HITACHI DATA SYSTEMS COMMUNITY

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Customers and Partners

DEEPER LEVEL OF INTERACTION FOR CUSTOMERS AND PARTNERS

Hitachi Data Systems Community

Local Account

TeamHDS.co

m

Partner

Portal

Self-HelpConsultative Support

Product EnhancementRequest

Local Account

Team

Current Process

Product Insightsand Collaborative

Design

CustomerPortal

Used by permission of LeaderNetworks

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DECISION CRITERIA

Real-time access to customers worldwide

Robust social media capabilities

Ability to enable

dynamic engagement

Ability to activate rich

content

Enable special groups to form and establish

guidelines

Mobile component

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CRITICAL COMPONENTS

Openness

Transparency to transform

customer relationships and ensure

mutual success

Insights Gamification

Leverage information to

drive innovation in

the right direction

Motivation and loyalty-building

strategy to engage

members in new and

interesting ways

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COMMUNITY LAUNCH

June 2013: Full release

Targeted to all 14,000+ HDS customers, 1,200+ HDS partners, prospects, and ISVs

First communities ‒ Products and Solutions

Forum (peer-to-peer community)

‒ Developer Network for Hitachi Content Platform

‒ Global Accounts pilot

‒ Existing SSP Community

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ORGANIZATIONAL CHANGE MANAGEMENT

We establish a sense of urgency

We establish a cross-functional global board

We develop the program and change vision

We engage HDS executives

We engage internal audiences and “work out loud”

We consistently communicate wins

We are steadfast and persistent

We draw connections with the Hitachi Spirit

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103 YEARS – 1 SPIRIT

WA: HARMONYTRUST AND RESPECT FOR CUSTOMERS, PARTNERS, AND THE ENVIRONMENT

MAKOTO: SINCERITYFAIRNESS, HONESTY, AND INTEGRITY – EVERY MOMENT, EVERY DAY

KAITAKUSHA-SEISHIN: PIONEERING SPIRIT

ACCEPTING THE CHALLENGE OF CONSTANT INNOVATION

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LAUNCH RESULTS

More than 14,000

customers

Membership growing by

10% per week

Peer-to-peer

supportMore than 1,200

partners

Cultural transformation

1,500 members

in the first week

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CULTURAL TRANSFORMATION

Different Types of Communities

OpenPeer-to-Peer

SecureGroups

HDS Community Global Accounts Lobby

Global AccountGlobal Account

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Virtual office hours

Core culture is extended into the ecosystem

Employee engagement

SHINING MOMENT

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SALES ENABLEMENT

TOP REASONS WHY SALES SHOULD USE SOCIAL MEDIA AND COMMUNITIES TO ENGAGE WITH CUSTOMERS

Become more relevant by improving your understanding of your customer’s business

Open customer engagements in new areas of the customers’ business

Increase the global reach and depth of your customer relationships

Increase your productivity and shorten the sales cycle

Enhance and transform your customer’s experience

Influence purchase decisions being made real-time by prospects

Move from a 1-to-1 relationship map to many-to-many between the customer and HDS

Gather competitive intelligence, including real-time competitive responses

Increase levels of collaboration and trust with the customer

Develop relationships with advocates/customer peers who influence purchase decisions

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CUSTOMER-CENTRIC APPROACH

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CONNECT WITH GLOBAL ACCOUNTS

Global Accounts Customer Communityhttp://bit.ly/HDSGAcommunity

@HDSGlobalAccts

@jcater01

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THANK YOU

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SOCIAL BUSINESS: JIVE FOR SALES

© Jive confidential29

14% reduction in sales support needs

23% reduction in rep ramp time

8% increase in the number of deals

© Jive confidential30

Top performersAverage performersBottom performers

Results with Jive: Better Reps, More Sales.

With Jive13% revenue/rep12% win rate*

*independently verified by a top 3 global consulting firm

Before Jive

How Sales leverages JiveRamp new reps faster

Ensure reps stay in the know

Accelerate deals

© Jive confidential

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© Jive confidential33

Jive Adds Value to CRM to Manage Accts.

Create Opportunity

VA

LU

E

DEAL CYCLE

Email Experts

Phone > Prep

Win / LossAdd Contracts

Record OutcomesMeeting

Create Deliverables

CRM

Jive Deal Room

Invite Entire Team (@)

Collaborate on Opp. Notes

Jive Present

Projects / Tasks?’s / Decisions

MS Office PluginRFP Process

External Groups

Real-time MeetingsBest Practices

Impact Statistics

Value: Managing Accts and Deal Rooms

Deal Sizes: 5%• Quarterback the best experts to solution / cross sell• Enhanced business case justification / negotiation

Win Rates: 12%• Higher quality presentations and proposals• JIT competitive sharing and differentiation

Deals / Year: 8% • Immediate access to knowledge and experts• Less duplication of effort across deals

Support Costs: 14%• Visibility across deals, regions, risk, need.• Governed self service model for requests

RFP Response Time: 25%• Streamlined RFP coordination and process• Less bottlenecks greater and agility to respond

$5.5-$10.5 Million33% in Wins Rate30% Sales Cycle29% in Support Cost

Source: Jive customer survey performed by Top 3 Global Consulting Firm

Q & A

Today’s Speakers

Lauren Klein@thelaurenklein

James Cater@jcater01

Jarrett O’Brien@jarrettobrien

Hear More of Hitachi’s Story at Jive World:http://jiveworld.jivesoftware.com/session/sales-hitachi-data-systems/

Connect with Hitachi and others in the Jive Community:https://community.jivesoftware.com/community/socbiz/sales