Case Analysis Template LinkedIn Selling Zoom on a Digital Marketing Strategy-1 (1) DTM 24
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Case Analysis
LinkedIn: Selling Zoom on a Digital Marketing Strategy
Step 1: The Facts
Summarize the key information from the case and the current situation.
WHO
is the decision maker?
Zoom, more specifically Richard Wong, as they are trying to attract more qualified employees
WHAT
is the business decision we are trying to make? What are some of the underlying issues?
They are trying to use LinkedIn to better search for potential employees, and are planning to screen the applicants over zoom
WHY is this a decision that needs to
be made? How do we know this? What led to the current situation?
Because LinkedIn can help zoom better market their job applications
WHEN
does the business decision need to be made? Is it urgent? Why?
Slightly urgent, as they will need to hire so its in their best interest to see if LinkedIn can help zoom
Step 2: In-Depth Analysis - Questions related to the case:
Question 1: What is the sales function
of an organization? Specifically, what is the sales function of Richard Wong’s department at LinkedIn? The sales function works by generating cash from selling an organizations products or services.
Question 2: Give a brief explanation of how social media marketing works.
Social media marketing works by using one or multiple social media platforms to push a brands ideology or help sell their products.
Question 3:
Using the elements of a successful value proposition from the Stukent text and the exhibits from the case, fill in the components of LinkedIn’s value proposition for Zoom. 1)
Buyer objective (what the buyer, Zoom, is
trying to accomplish or overcome)
They are trying to expand their business by using LinkedIn to help
find potential candidates to help fill their empty job position
2)
Company offer (what LinkedIn can offer Zoom to help accomplish objective)
They are offering their marketing platform, advertising and ther services.
3)
Differentiator (a point that differentiates LinkedIn from their competitors) They have been a company longer and are thus a bigger business,
the proof is because they are the leading job hiring website.
Use one or more of the following to support the first three:
Value Drivers, Quantification, Proof
Question 4:
Review the form on the next page. We will use it in a class activity. You do not have to fill it in, yet!
Your preview ends here
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