Enterprise 2.0 - Someone Has To Sell This Shit

Enterprise 2.0 applications can't sit around like their Web 2.0 cousins and wait for a market to fall in love with them.  Enterprise 2.0 companies need to sell to real companies with real issues and make real money in order to get off the ground.
 
This session will break down the difficult and complex world of selling to the enterprise, specifically for smaller enterprise firms. It will address issues and challenges such as: creating demand, how to “make” a market, how to manage the politics, the importance of an internal sponsor/evangelist, what makes Enterprise 2.0 different, problem identification and positioning, buying patterns and motives and most importantly how to close the deal.
 
Sales will be a major competitive differentiator for Enterprise 2.0 companies.  Enterprise 2.0 companies need to drive revenue and those that can navigate the complex world of enterprise sales will win.  
 
Enterprise 2.0 won’t sell itself!

Keenan has 15 years of making companies lots of money.  Keenan is currently the North American Regional Sales Director for Emerging Service Providers at Avaya, responsible for both direct and channel sales to North America's Service Providers generating over 50 million dollars a year. 

Keenan has held Sr. positions and driven sales across a myriad of organizations and industries including Telecom, IT Consulting, Web 2.0, and Consumer Analytics. Keenan's hard hitting, business oriented approach to sales has helped numerous companies reach their sales goals; ranging from 20 million to 300 million. 

Keenan attended the University of Colorado Boulder, and has an Executive Certificate in Management from the University of Chicago's Graduate School of Business.  Keenan is also a graduate from the prestigous Creative Center for Leadership Program.

Avaya is one of the largest providers of enterprise telephony and call center products and services in the world. 

Paul Dunay is an award-winning marketer with more than 20 years' success in generating demand and creating buzz for leading technology, consumer products, financial services and professional services organizations.

Paul is Global Managing Director of Services and Social Marketing for Avaya, a global leader in enterprise communications, and author of Facebook Marketing for Dummies (Wiley 2009). His unique approach to integrated marketing has led to recognition as a BtoB Magazine Top 25 B2B Marketer of the Year for 2009 and winner of the DemandGen Award for Utilizing Marketing Automation to Fuel Corporate Growth in 2008. He is also a five-time finalist in the Marketing Excellence Awards competition of the Information Technology Services Marketing Association (ITSMA) and a 2005 gold award winner.

Paul holds an Executive Certificate in Strategy and Innovation from MIT's Sloan School of Management and a bachelor's degree in Marketing and Computer Science from Ithaca College.