Unanet Partner SummitPresented by:

Unanet Partner Success Team

May 17, 2017

Partner Summit AgendaTime Topic Speakers

9:30-10:15 Partner Program – Overview & UpdatesCertification Program Updates

Unanet Partner TeamKristiane Smith, Director of UnanetUniversity

10:15-10:45 Leveraging Unanet Client Success to Create Demand Jennifer Humphrey, Sr Partner Success Manager

10:45-11:00 BREAK AND NETWORKING

11:00-11:30 A Look Inside Unanet Conversion Tools Amy Allen, VP Solutions Engineering

11:30-12:15 Customer Success Management and Solutions: Driving Customer Success and Delivering Desired Outcomes

Sangeeta Dworkin, VP Customer SuccessRobyn Burns, VP Customer Solutions

12:15-1:15 LUNCH AND NETWORKING

1:15-2:15 Product & Professional Services Roadmap Dave Johnson, VP Product ManagementSteve Bittner, SVP Professional Services

2:15-2:45 Best Practices in Project Management & Professional Services

Nancy Cazenas, Director PMO

2:45-3:00 BREAK AND NETWORKING

3:00-3:30 Capitalizing on Digital Media: Creating a Social Media Sales Channel

Jess Primanzon, Sr. Content Marketing Manager

3:30-4:30 Unanet’s Vision and The Partner Community; Q&A Unanet Leadership Team

4:30 HAPPY HOUR & NETWORKING AT BAREFOOT BAR & GRILL

Meet the Team

Donna Kilbourn Jennifer Humphrey Sue Boyer

Lisa Alexander Jo Marr

Partner Program – The Vision

Partner Program Updates

Certification ProcessBlended Self-Study and ClassroomTracks for Different Roles

Post-Certification SupportDedicated Resource and CoachEarlier Billable Work

Weekly Functionality Calls and New Training Webinars

Simplified BPO Terms and Proposals

Partner Portal Enhancements and Website Reminders

BPO Program Enhancements

• Streamlined Billing Process

• Volume Tier Pricing/Billing

• BPO Licenses Per Customer

Partner Portal Enhancements, Etc.

• Portal

– Updated collateral

– Executive access to portal

– Marketing resources for CSPs

• Knowledge Center

• How to Submit a Lead

Let’s take a look…..

Kristiane SmithDirector, Unanet University

Unanet Certification

How does this work?

Financials Administrator

ImplementerAPM

Implementer

Certification options?

Financials Administrator

Customers, People & Projects

Time & Expense

Financial Organization & Hierarchy

• Financial Reporting

GL Management

• Adding & managing accounts

• Cost Pool calculations

• Balance Sheet & Income Statement

• Cost Posts

Invoicing & Revenue

Recognition

AP & AR

• Posting & Voids

• Aging

Reporting

Financials Administrator

• End-Users

• HR Administrator

• P&R Administrator

Project Tracking

• ManagersInvoicing &

Revenue Recognition

• End-Users

• AdministratorFinancials

Lifecycle

• Documentation

• Customer Success process

Integration

• Imports & Exports

• IMU

Ad Hoc Reporting

• RWQ

Implementation Certification

Implementation Certification

• As DescribedFinancial

Administrator Training

• Skills Management

• Grid Assignments and Planning

Project Portfolio Training

• Classroom training

• Implementation case study

• Panel interview

Implementation Certification

Advanced Project Management

Questions?

Leveraging Unanet Client Success to Create Demand

Jen Humphrey Senior Partner Success Manager

Unanet Prospect Profile: Defining the Target Demographic

• Any Project-Based Business

• Government Contractors, Professional Services, System Integrators, Consulting,

Digital Media, A&E, Non-Profits (e.g. NGOs), Higher Ed, Life Sciences/Biotech

• Dashboards to Leadership and PMs

• Real-time Metrics on Project Status, Resource Allocation, Cash Management/Budgeting,

Revenue & Profit Projections, Backlog, Utilization, P&Ls, etc.

• Compliance

• Standardization & Consolidation of Processes and Systems for Project Reporting and

Management

• Lower cost and technical complexity with multiple interfaces/multiple systems

• Automated Revenue Recognition Options

• Flexible Invoice Formatting & Efficient Billing Cycle Closeout Process

• Automate and Simplify Budgeting and Forecasting - Eliminate Excel Budget and Workbooks

• Improved Visibility into Subcontractor Costs and Streamlined Time-Reporting, Approvals

and Payment

Who:

Painpoints:

Emerging Gov Cons Key Challenges & Pain Points

Unanet Can Help – What to Listen For…

• “Our payroll processing takes forever.”

• “We are bidding on a CPFF project and need costing, billing &

reporting features.”

• “We have to use a separate application for calculating our indirect

rates.”

• “We need to ensure that we are complying with DCAA Timekeeping

regulations”

• “We need to provide project managers with timely information to

monitor and manage project burn rate”

• “We spend far too much time on reviewing, correcting and approving

timesheets and expense reports”

• “Our manual and fragmented resource allocation and forecasting

processes results in too high overhead.”

Mature Gov Con Finance Team Key Challenges & Pain Points

Unanet Can Help – What to Listen For…

• “Our monthly billing process is onerous because we have different

contract types.”

• “We have numerous cost pools and we need a system that supports

complex indirect cost calculations.”

• “We need more robust and more detailed controls and approvals for

project managers over who can charge to which projects, and their

budget.”

• “We need to provide executives with consistent reporting, on-

demand, across the business on key metrics for their programs and

staff.”

• “We are spending too much time managing and reconciling

transactions from different systems and integrating data.”

Mature Gov Con Project Managers Key Challenges & Pain Points

Unanet Can Help – What to Listen For…

• We never have good visibility into our resource allocation, so often times we are unable to accurately answer questions like:

➢ “Who is available next month with these specific skills?”

➢ “Which projects are overstaffed/understaffed?”

➢ “Which team members are overbooked/under-booked?”

➢ “When will specific resources become available?”

➢ “Are our team members meeting utilization targets?”

• By the time we create project status reports and deliver them to our team and our stakeholders it is already significantly out of date. We want to improve our process and be able to answer questions like:

➢ “Whose time and expense reports are in process?”

➢ “Where are we relative to the next milestone?”

➢ “Are there any obstacles that will impede our progress?”

Gov Cons - Benefitting from the Single Source of Truth

> 1

00

0<

50

51

-2

50

25

1 -

10

00

* Figures represent # of Unanet Licenses

Transforming Our Customers

The Unanet Difference

The Unanet Effect

Not for ProfitsKey Challenges & Pain Points

Unanet Can Help – What to Listen For…

• “Due to growth, we are unable to answer fundamental business

questions in a timely manner.”

• “We have problems managing grants and restricted gifts.”

• “Our manual and fragmented approach to budgeting, resource

planning and forecasting is no longer viable.”

• “Our staff and managers lack visibility of open projects and assigned

tasks.”

• “We spend far too much time on reviewing, correcting and approving

timesheets and expense reports.”

• “We have problems providing documents such as the federal tax

exemption determination letters.”

Not for Profits -We Grow As They Grow

Transforming Our Customers

International Center for Research on Women (ICRW) 150 Users

Visibility of forecast revenue and fully-burdened costs is available across all projects in the periodic formats needed by management

Immediate data integration allowing project managers

immediate information on how time entered impacted their

budgets

The Unanet Effect

Woods Hole Oceanographic Institution 1000+ Users

“We now save about 1 week every month in

processing timesheets, and our payroll

department no longer has to chase down employees about

mistakes and incorrect codes. We are never

going back to paper!”Nanci Pacheco

Director, Business Systems

The Unanet Difference

GRIFFISSINSTITUTE – 50 users

“Unanet’s team made our implementation of Unanet Financials seem easy and painless.” Regan Johnson,

Director of Operations Griffiss Institute

CommercialKey Challenges & Pain Points

Unanet Can Help – What to Listen For…

• “We need a better way to track labor hours to accurately invoice

our clients.”

• “We need to provide managers with tools so they can manage

project profitability.”

• “We need better visibility into staff availability and commitments so

that we can optimize utilization, and avoid unnecessary use of

contract staff.”

• “We need a better way to track capital costs related to product

development.”

• “We can’t provide senior management with visibility into project

investment by portfolio area, and so we don’t know how well our

new product development is aligned with our strategy.”

Commercial - Capitalizing on Real Time Productivity

Transforming Our Customers

The Unanet Difference

The Unanet Effect

How Do We Stack Up?

Why is Unanet More Powerful?

Maximizing Our Partnerships

Working Together Will Elevate Our Individual

Value by Ensuring Client Satisfaction &

Success!

QUESTIONS?

Questions?

A Look Inside Unanet Conversion Tools

Amy Allen VP Solutions Engineering

• What is the difference between connect and convert?

• What conversion/connection packages are available?

• How exactly does it work?

• How does it benefit my customer?

• Can I do it myself? How would I train on it?

Agenda

What is the difference between connect and convert?

What's conversion/connection packages are available?

Bi-Directional Standard• Deltek GCS• Deltek Costpoint• Microsoft Dynamics SLBi-Directional Non-Standard• NAV• Sage 100• Great PlainsOne Directional• QuickBooks• Payroll Software'sOther

Currently Available• Deltek GCS• Deltek Costpoint• QuickBooks ConvertCurrently in Development• Microsoft Dynamics SL• ProcasOther

How does it work?

• Facilitates the migration and conversion of data from other software to Unanet Financials

• Transforms organizations/depts, projects, and financial data elements in order to optimize the data before loading into Unanet

• Eliminates risk, reduces effort and time required for conversion

How does it benefit my customer?

• Unanet Knowledge Center– http://knowledgecenter.unanet.com/display/kb/Accounting+Systems

Can I do it myself? How would I train on it?

• Let’s take a look

Demonstration

Questions?

Customer Success Management and Solutions: Driving Customer Success and Delivering

Desired Outcomes

Sangeeta Dworkin, VP Customer SuccessRobyn Burns, VP Customer Solutions

What is Customer Success?

Customer Success Management is the proactive orchestration of customer’s journey toward

their ever-evolving desired outcomes– Lincoln Murphy, Sixteen Ventures

Beyond Happy – Make Every Connection Count

• Know our customers goals/business drivers– Going wide in the organization– Understanding varying customer needs

• Set expectations early– Important to understand what commitments

were made to your customer– What products or services were sold– Timeline commitments and promises set

• Ask/Listen/Respond– Active listening and responding promptly with

follow-through

• Become proactive – not reactive– Not about maintain and retain– Stay focused on growth by providing value

Every Customer is Different!

• Develop customer tiers

• Create guidelines for interactionsT1

Quarterly Account Reviews New client – proactive check-in every other week for 8 weeks

T2 Quarterly Account Reviews – every other quarter Check-In off Quarters New client – proactive check-in every other week for 6 weeks

T3 Quarterly Account Review – Once per year Check-in other Quarters New client – proactive check-in every other week for 4 weeks

Customers at Risk Check-in with clients every week or every other week depending on

action plan

Change of Behavior – Determining Engagement

• Increase in support tickets

• Online interactions – Knowledge Center, Downloads

• Training consumption – customer webinars, UU training, lunch and learns

• Service consumption

• Contract wins/losses – expansion or upsell

• Financial interactions

• Change in resources

• Marketing involvement – email hard-bounces or opt-outs

All About Collaboration/Communication

Customer

CSM

Customer Solutions

SupportServices

Partners

• Leveraging Unanet CRM– Recording customer interactions

• Appropriate handoff with Team

• One-Team – Working closely with Customer

Solutions on expansion/upsell

Customer Success <> Business Success

Customer Solutions

Product Features

and Demos

License Type

Upgrades

Additional Services

Additional Licenses

Customer Solutions

AdoptionExpansion

How do we help?

CUSTOMER SUCCESS

DESIRED OUTCOMES

Our Process

Discover RecommendEstimate

LOE

Our Process

DiscoverOutliers > Purchasing, Payroll, Multi-Currency,

Multi-Company, Inventory, Sales Tax, etc.

Requirements > Questions & Review

Keystone Questionnaire

BD-Prospect Discovery

Current use of Unanet > Configuration & Quality

Recommend Estimate LOE

Our Process

Discover

RecommendOptions > new or existing

Considerations > team, skills, ability to schedule and take on additional work

Timeline > big-bang or phased, parallel

Consulting >remote vs on-site

Estimate LOE

Our Process

Discover Recommend

Estimate LOEClient Engagement Qualification - CEQ

Sales Guidance

Types of Questions – Historical Data, Data Migration, Core Requirements

Customer Solutions – our team is here to provide assistance

Best Practices

Questions?

Professional Services Roadmap: A Beautiful Relationship

Unanet and PartnersSteve Bittner

SVP Professional Services

Relationships & Teamwork

“Great things in business are never done by one person. They're done by a team of people.”

Steve Jobs

"Coming together is a beginning. Keeping together is progress. Working together is success.“

Henry Ford

"None of us is as smart as all of us.“Ken Blanchard

So What is Important?

• What are the elements of a relationship that you think are important?

• What does a bad relationship feel like?

• What does a great relationship feel like?

Relationships

Trust

Openness

Respect

Teamwork

Joy

Kindness

Forgiveness

Complementary Skills

Common Vision

Transparency

Put it on the Table

Personal Business

Great Relationships

• This results is teamwork, creativity and productivity where great things can be accomplished.

• Great relationships are always evolving, responding to external factors that demand change.

• Both our personal lives and work lives center around relationships.

• Great relationships generate positive energy, motivation, trust.

The Impact of Bad Relationships

Inhibits communication, trust and can have a profound impact on a business.

Corporate energy drain

– Reduces productivity

Increase in organizational silos reducing teamwork

– Stifles creativity/productivity

– Leads to loss of best employees

An Example – Competition vs Collaboration

• Started with leadership

• Two primary development groups pitted against each other.

• Breakdown in collaboration resulting in numerous disjointed product releases.

• Profoundly negative impact on the company’s bottom line.

Trusted Advisor

UnanetPartner Customer

Trusted Advisor

• Is authentic• Puts clients’ interests first, rather

than their own• Is genuinely interested in their clients

and their businesses• Believes it is important to understand

the client’s underlying needs not just wants

• Believes it is important to understand the client’s underlying needs not just wants

• Is reliable – they keep their promises• Is credible• Connects emotionally• Is genuinely passionate and enthusiastic• Believes the goal is to develop a long term relationship and not merely

achieve a short term gain

It’s Complicated

Partner

Unanet

Customer

How do I influence what’s next?

Resources

Adding Order to the Chaos

Process Optimization

What’s coming?

How do I influence what’s next?

Best Practices

Resources

Certification & Ongoing Training

Ad hoc Support

Joint Implementations

Unanet University• Moving out of the classroom to

online training.• Implementing a Learning

Management System to help Unanet and Partners track their progress.

• More product coverage.• Opening up internal meetings to

partners. – Group topic training every other

Friday.– Wednesday functionality meetings.

• Quarterly Partner Learning Webinars (Collaborative Effort)

Adding Order to the Chaos

Process Optimization

What’s coming?

How do I influence what’s next?

Best Practices

Resources

Certification & Ongoing Training

Ad hoc Support

Joint Implementations

Dedicated Consulting Resource

• Created a position in PS focused on partners.

• Mission of this position is to quickly and effectively help partners create a self-sustaining practice.

• Included budget commitment in PS for partner implementations.

Adding Order to the Chaos

Process Optimization

What’s coming?

How do I influence what’s next?

Best Practices

Resources

Certification & Ongoing Training

Ad hoc Support

Joint Implementations

Include Partners the Product Roadmap

• Invitation to partners to help PS prioritize product requirements.

• Help us create that next service product.

A Beautiful Relationship

• Let’s work together to make sure that Unanet’ssupport of partners is world class.

• Give us that honest feedback on what is working and what is not.

• As the market changes, the program must change. Help us respond.

sbittner@unanet.com

Questions?

Product Roadmap

Dave Johnson VP Product Management

Progress – Unanet 10.2

Progress – Unanet 10.2

More drill-downs

Improved Task Reporting

Plan, Budget, &/OR Actual

Project Reports with Financial data

Progress – Unanet 10.2

Progress – Unanet 10.2 (Cont.)

Contacts Management significantly expanded

Support for Additional Pay and improved Leave Without Pay

Funded Value alert

Alternate remaining plan proration method

Automatic Project Code generation

Grid planner/assigner enhancements

Project Access by Owning Org

Budget Manager/Viewer roles

SAML support

and more…

10.2 Point Releases

• Numerous export template updates• Performance enhancements to Cost Reports• Copy Invoice Formats and Cost Reports• Report and list tweaks• GL Detail Report csv export• Issue fixes• ~70 Enhancements and Additions Since 10.2 released

Cloud Data Warehouse

Reporting solution for on-demand customers

Available NOW

Can use JDBC/ODBC reporting tool of your choice

Replicated Database - Nightly Updates

VPN Access

Consulting - available from the Unanet Technology Services Group for a fee

Contact your Customer Success Manager for further details

Unanet 10.3

Penny rounding on TM invoices

Invoice Enhancements

NIST SP 800-171

• Applicable to Government Contractors who store Controlled Unclassified Information (CUI) in non-Federal systems

• Effective 12/31/2017

• Prompt cyber-incident reporting

• Multi-factor authentication

88

Purchasing

Purchase Request

Purchase Order

Open

Purchase OrderSubcontract

Consultant’s timesheet

Vendor Invoice

• Approval Process

• Negotiation• Approval Process

• Period Sensitive Commitments Reporting

• PO Assignments

• Commitments decrease as time is entered on the timesheet.

• 3 way matching for subcontract consultant’s time: PO + Timesheet + Vendor Invoice

• 2 way matching for expenses: PO + Vendor Invoice

• Approval process• Close PO

Purchasing (cont.)

• Expense Report Void• UDFs expanded to 20 everywhere• Alerts/Notifications• Invoice Updates• Reporting Updates• Frozen headers on reports

Expected Release – Q2-Q3 2018

Next 3 years

Multi-Company

Multi-Currency

Contract Management

HCM/HRIS

Mobile ExpenseGraphical Planning

CRM

Questions?

CSP Certification and Support Program – Consulting Support

Alfonso Meza, Senior Business ConsultantNancy Cazenas, Director of PMO

Program Overview

• The goal of this program is to expand Unanet’s reach and capacity by leveraging Unanet partners to sell, implement and support the Unanet solution.

• The Unanet Certified Service Provider (CSP) program fulfills the implementation portion of this goal. To be successful, partners must have a comprehensive understanding of Unanet’s value proposition and have the necessary training and support to successfully implement the product.

• Achieving this goal requires a significant investment by Unanet and the partner organization. Unanet proficiency and competence is achieved by a combination of training, self-study, shadowing and ongoing support over an extended period.

• This approach enables a partner to absorb the layers of functionality that encompass the product and to eventually implement the product independently.

Overview of Phases 3-5

Phase 1 Pre-Certification

Phase 2 Certification Training

Phase 3 Certification Completion

Phase 4 Post Certification

Phase 5 Ad Hoc Support

Phase Objective To gain foundational knowledge of the Unanet product in preparation for formal certification.

To develop a knowledge base on the Unanet capabilities and implementation processes.

To be actively engaged in implementation activities, to gain knowledge of the Unanet product and processes with the end goal of independently leading Unanet implementations in a billable fashion.

To gain level of product and process proficiency to independently lead Unanet implementations.

To lead Unanet implementations with minimal support with the goal of developing a self-sustaining Unanet practice.

Phase 3 - Shadowing and Implementation Assistance

Overview:

A series of shadowing opportunities and implementation reviews comprise this phase.

Objective:

• To be actively engaged in implementation activities

• To gain knowledge of the Unanet product and processes

• To have the end goal of independently leading Unanetimplementations in a billable fashion

Phase 3 - Introduction of “Unanet Partner Coach”

At the beginning of this phase, the Partner Consultant will be paired with the “Unanet Partner Coach,” Alfonso Meza.

Alfonso will support the Partner Consultant as needed throughout Phase 3 and will:

– Be the primary point of contact – Be the lead consultant on most projects shadowed by the

Partner Consultant.– Ensure Partner Consultant actively shadows

implementations– Identify billable work that can be assigned to the Partner

Consultant, and review it upon completion.– Meet weekly with Partner Consultant to recap that week's

meetings and answer questions

Phase 3 - Roles & Responsibilities of Partner Consultant

• In Phase 3, the Partner Consultant will:– Shadow two Unanet implementations, per license

type (shown in table on the following slide)

– Perform billable work as assigned by “Unanet Partner Coach”

– Document questions and observations from implementation meetings in partner notebook

– Attend weekly meetings with “Unanet Partner Coach” to answer questions

– Attend weekly and biweekly functionality/Q&A calls with internal Unanet team

Phase 3 - Shadowing and Implementation Assistance

License Type Shadowing Requirements

To implement Project Tracking Must shadow 2 Project Tracking, 2 Project Portfolio, 2 Project Tracking Financials or 2 Project Portfolio Financials

To implement Project Portfolio Must shadow 2 Project Portfolio or 2 Portfolio Financials

To implement Project Tracking Financials Must shadow 2 Project Tracking Financials or 2 Project Portfolio Financials

To implement Project Portfolio Financials Must shadow 2 Project Portfolio Financials

To implement Keystone Tracking Financials Must shadow 2 Keystone Project Tracking Financials

To implement Keystone Project Portfolio Financials Must shadow 2 Keystone Project Portfolio Financials

Phase 4 - Implementation Oversight

Overview:

Partner Consultant is leading implementations with oversight provided by “Unanet Partner Coach.”

Objective:

To gain level of product and process proficiency to independently lead Unanet implementations.

Phase 4 - Unanet Partner Coach

• During this phase, the “Unanet Partner Coach” will be available to the Partner Consultant to answer questions and provide additional guidance as they lead Unanet implementations.

Phase 4 – Peer Quality Reviews

• Regular Peer Quality Reviews (PQRs) are conducted by a designated Unanet Consultant to provide quality assurance, review customer requirements and examine the overall system configuration.

• There will be up to three PQRs conducted for a custom implementation/upgrade and one for Keystone Financials

• The PQRs will total an estimated 3-6 hours depending on scope and size of client

Phase 5 - Ad Hoc & Ongoing Support

Overview:

To provide support to Partner Consultant on an as-needed basis.

Objective:

To lead Unanet implementations with minimal support with the goal of developing a self-sustaining Unanet practice.

Phase 5 – Partner Coach

• After the completion of Phase 4, the “Unanet Partner Coach” will be available to answer questions and/or provide additional guidance on implementations.

– Unanet Partner Coach may provide up to 8 hours of non-billable support

– Additional hours will be billed to the partner at list price

Phase 5 - Ad Hoc & Ongoing Support

• The Unanet product is constantly maturing by adding new features and improving on existing features. Unanet University delivers periodic webinars that describe new product functionality. A schedule of live webinars is available at the following LINK.

• Unanet strongly encourages Partner Consultants to participate in Weekly Functionality and Bi-Weekly Group Topic Training calls hosted by the PS team to assist with questions on functionality and the implementation process.

Questions?

Capitalizing on Digital Media: Creating a Social Media Sales Channel

Jess Primanzon, Senior Content Marketing Manager

Agenda

• The importance of social media– It really can drive ROI– It doesn’t take a lot of time

• What is Unanet doing with Social Media?• Social for Sharing

– Leveraging the Unanet Partner Team– Some good tips & tricks– LinkedIn Group Ideas

• Some Early Success– YouTube– Website Traffic– What’s Next? - Lead Generation

The Importance of Social Media

• It really can drive ROI

- Improve brand awareness

- Gain efficiencies in customer service and satisfaction

- Efficiencies in PR

- Lead Generation

- Trackable data (Site visits, Google Analytics, etc. )

• It doesn’t take a lot of time

What is Unanet doing with Social Media?

• Focusing on content creation –You must feed the beast

• Social for Sharing• Making it a daily focus

Again – it does not take a lot of time

• Training the team• Engaging with customers,

prospects & partners• Monitoring

White Papers

Webinars

Awards Infographics

Case Studies

Press Releases

One Pagers

Newsletters

Social Media

Onl ine

Advertising

Website Updates

Radio Advertising

110

What is Social for Sharing?• Social for sharing is pre-written content that is

distributed at the start of every week. It is designed to help you spread the word about Unanet and to help

establish you as a person with some expertise in our industry.

Do I Have to Use The Content?• Not at all – it is there if you need it!

Where Would I Use Social for Sharing?• Social for sharing content is designed to be used on

Twitter, LinkedIn, Facebook, Google+, or through any social channel that you would like to use!

How Do I Get Started?• The content is designed to be simply cut and paste.

The next few slides will help guide you on a few common social activities and we can always help you

with more complex efforts or any questions.

Social for SharingLeveraging the Unanet Partner Team

111

Step 1• Copy the content from the Social for Sharing

email. Go to your social channel of choice (For this example – we are using LinkedIn!)

Step 2• Go to your “Home Page” of LinkedIn. Click in

the box titled “Share an article, photo, or

update”. Paste a line of content in from the Social for Sharing Email and click the blue “Post” button. (You can also click the camera icon to paste a graphic or photo)

Step 3

• Monitor your social media. The goal is to not just “share” but to engage. LinkedIn will notify you of activity related to your efforts.

Click on the notification bell shaped icon. A list of “notifications” will appear. In this example, we can see that Sarah has liked my post. Thank those who engage with your content, answer questions, provide commentary, etc.!

Social for SharingLeveraging the Unanet Partner Team

112

Your Profile• Make sure your LI account is updated. There are many articles that can help, but here is a recent

one from Forbes.

Groups• Groups on LinkedIn are a great opportunity to interact with Customers, Prospects, Partners and

Unanet friends. The wonderful thing about groups is that people have voluntarily told you where they are “hanging out” and what they are interested in. A list of possible LI groups is on the next slide.

Intelligence• LinkedIn is a great place to gather information about both companies and individuals. LinkedIn will

helpfully serve you up information that can provide a possibly entry point for a discussion with a customer or a prospect. It’s easier to pick up the phone and congratulate a prospect on their new

contract or recent award than to simply make a cold call.

Engage

• Engage with people on LinkedIn. The more active and involved you are on LinkedIn, the more you

can establish yourself as a subject matter expert.

Help Create Content• Take photos at events and share them socially, congratulate your customers and prospects social for

big accomplishments, let us know about content that you would like included in Social for Sharing.

Social for SharingSome Good Tips & Tricks

113

SDVOSB GovCon Network NDIA Networking Group (6271)FEDERAL BIZ Network - Government

Stimulus Teaming Jobs PMI Consulting Funding Sales Opportunities

Institute of Management Accountants (IMA) Official Site (33,314)

AFCEA DC Women in Defense- Capital Chapter (WID) Northern Virginia Technology Council (7383) Federal Government ContractingITPPG - IT Performance Professionals

Group (138)

Albuquerque Government ContractorsGovernment Contracting Finance

ProfessionalsNVTC Business to Government (B2G)

Committee (326)Federal Government Contractor Network

(TFCN)Life Sciences Finance Executives Group (703)

American Express OPEN for Government Contracts

Government Contractor Executive Alliance PMO- Project Management Office (102,407) Federal Government Contractors Group Maryland Government Contractors (111)

ANC Professional Network (Alaska Native)Government Contractor Red Umbrella

Network® (subsidiary of the Voice of Small Business in America®)

PPM Project Portfolio Management (13,694)Federal, State and local government

contractorsMinority Business Development Agency

(MBDA) (10,194)

Association of Government Accountants Government Contractors in Hampton Roads Professional Services Council (840) Florida Government Contractors Texas Government Contractors

Chief Financial Officer (CFO) Network - The #1 Group for CFOs

Government Contractors of Utah Professional Services Executive Forum SPAWAR Systems Center PacificThe Project Manager Network - #1 for

Project Managers

Colorado Government Contractors Government Cost ComplianceProfessional Services Networking

Washington DC AreaTelenet Communications Corporation Unanet Users Group

Consultants Network Government Market MasterProject Manager Community- Best Group for

Project Management (345,214)InsideNGO Finance, Grants, and Contracts

Group (2176)VABIN Northern Virginia

Huntsville Area Small Businesses in Advanced Technology

GovEvents San Diego Government Contractors InsideNGO (5793 members)Virginia Society of Certified Public

Accountants

Huntsville Government Contractors Greater Washington Society of CPAsSECAF Small and Emerging Contractor

Advisory ForumDoing Business with the Federal Government

and ContractorsVistage/TEC- CEO Leadership

Small Business CFOs HUBZone Coalition - Federal IT Contracting SIMposiumWomen in Technology (WIT) of Washington,

DC Metro Area

LinkedIn Group Ideas

Some Early Success –YouTube

• What we did in the past?

– Great content

– Promoted mostly through education channels

• What we did differently?

– Gave our YouTube Channel a good clean up of old/outdated content

– Focused on the branding of the channel and its appearance

– Made video a more consistent focus of our content creation

– Shared and promoted regularly in our Social for Sharing and through social media channels

– We directly asked for specific behaviors (views, likes, subscribers, sharing)

• What were the results?

– Comparing Jan-May 2016 vs. 2017

– Watch Time increased 19%

– # of Views increased 29%

– Subscribers increased 167%

– Likes increased 900%

Growth of the channel since 2011

Some Early Success –Website Traffic

• What we did in the past?– Great content– Mostly organic and some paid traffic

• What we did differently?– Focused of creating more content– Focused on repurposing content and repackaging it (Videos became blogs, blogs became webinars, etc.)– Shared and promoted regularly in our Social for Sharing and through social media channels– We directly asked for specific behaviors (register, share, comment, etc.)

• What were the results?– Page views for our blog increased 38.85%– Unique page views increased 37.82%– Drove increased traffic (see below) from various social channels

What’s Next? Lead Generation

• Gated assets

• Landing pages

• Tying our assets together

• Better cross-pollination

• All roads head home to Unanet!

• Interested in getting involved?– content@Unanet.com

– Let us know how we can help your efforts

Questions?

Unanet Leadership Panel Discussion and Q&A

THANK YOU!!