Unanet Partner Summit - Event Schedule & Agenda Builder...
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Unanet Partner Summit Presented by: Unanet Partner Success Team May 17, 2017
Transcript of Unanet Partner Summit - Event Schedule & Agenda Builder...
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.
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
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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
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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
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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
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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
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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?– [email protected]
– Let us know how we can help your efforts
Questions?
Unanet Leadership Panel Discussion and Q&A
THANK YOU!!
