SAN FRANCISCO, CA – Constellation Research, Inc. the research and advisory firm focused on disruptive technologies, announced today the publication of "Demystifying Social Business: Optimizing the Lead to Deal Process (Sales)” by Constellation Principal Analyst and CEO, R “Ray” Wang. This research report provides pragmatic advice about how organizations should get started on their social business initiatives.

This report reveals:

  • How social business adoption has moved from experimentation to evangelization
  • Why use cases provide the entry point for successful social business adoption
  • Seven key use cases for sales in the lead-to-deal business processes
  • How to find your organization’s disruptive technology adoption style or ‘persona’
  • Four recommendations for the successful deployment of social business solutions

Constellation Research pioneered the complete set of front office and back office use cases for social business in 2010.  This report provides insight into a key –mega-area - lead to deal use cases.  Social business initiatives have gained acceptance as a key driver in business innovation.  Since 2010, organizations have experimented and successfully deployed social business initiatives across a variety of business processes.  In Constellation’s recent 2013 survey of 237 social business adopters, more than a majority (57.8 percent) of the market leaders and fast follower respondents had moved from experimenting with social business initiatives to scaling them to match demand. This trend signifies the successful growth of social business across a number of use cases.

With over 50 use cases identified in the survey, organizations now have defined entry points to begin social business initiatives.  Consequently, many businesses can learn from the experience of market leaders and fast followers.  

“After talking to 100’s of early adopters in social business, we felt it was time to put together the best practices to share with our clients.  What’s amazing is the correlation between social business success and alignment with business processes.  The result is this first of eight reports and the related workshops we’ll be offering in Constellation Academy” said  report author R “Ray” Wang.

This report fits into Constellation’s business-focused research themes: Next-Generation Customer Experience and Consumerization of IT &The New C-Suite.

More information about "Demystifying Social Business: Optimizing the Lead to Deal Process (Sales)" can be found here:

Download the report snapshot

ABOUT R "Ray" Wang
R "Ray" Wang is the Principal Analyst and CEO at Constellation Research, Inc.  He's also the author of the popular enterprise software blog "A Software Insider’s Point of View". Ray's a prominent keynote speaker and research analyst working with clients on innovation, business model design, engagement strategies, customer experience, matrix commerce, and big data.  He advises Global 2000 companies on business strategy and technology selection.

Twitter: @rwang0

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