Social Selling: Is Your Quota A Click Away

May 28, 2015
Hosted by Bonnie D. Graham

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Episode Description

The buzz: Quota! A 2013 Aberdeen Social Selling study revealed that 64% of sales teams using Social Selling met quota, compared to 49% who ignored social media. This raises critical questions for your company. Is Social Selling a trendy sales tool for Millennials or a personality-booster for ambiverts / inverts? Can a seasoned or newbie Salesperson succeed without a digital footprint? Is Social Selling an excuse to kill time online instead of cold-calling or cold-emailing? Is it more effective in certain industries and regions? Perhaps most important, does your Sales team need a social media strategy? The experts speak. Kurt Shaver, The Sales Foundry: “The reports of my death have been greatly exaggerated" (Mark Twain). Kirsten Boileau, SAP: “Laughter is the shortest distance between two people” (Victor Borge). Jim Fields, SAP: “Growing old is mandatory; growing up is optional” (Chili Davis). Join us for Social Selling: Is Your Quota A Click Away?

Meet The Visionary Game-Changers, Presented by SAP

Meet The Visionary Game-Changers, Presented by SAP

Archives Available on VoiceAmerica Business Channel

Game-changing technology strategies are transformational, exciting and disruptive for a reason. They shake up your status quo. They get you thinking about new ways to scale, compete and grow. They move you in amazing new directions.

Join host Bonnie D. Graham as she invites you to take an additional Coffee Break with Game-Changers for our special series, Meet the Visionary Game-Changers. We’ll explore how different kinds of organizations are addressing large scale societal themes and what roles innovation, technology, passion and insights play in transforming the world for the better.

Learn how you can become the savvy Leader who takes your company across the finish line as you look ahead to the next wave of business innovation. Meet the Visionary Game-Changers, presented by SAP, can be heard live Thursdays on the VoiceAmerica Business Channel.

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Bonnie D. Graham

Bonnie D. Graham

Bonnie D. Graham has been producing and hosting live talk radio since 1998. She is the creator, producer and host of more than 25 weekly business thought leadership talk series presented by SAP under the banner of Coffee Break with Game-Changers Radio, which debuted in 2011. In a uniquely lively, unscripted roundtable discussion format, Game-Changers offers a broad range of expert business and technology insights to a global business audience.

SAP helps companies of all sizes and industries run better. From back office to boardroom, warehouse to storefront, desktop to mobile device, SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. We do this by extending the availability of software across on-premise installations, on-demand deployments, and mobile devices.

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Episode Directory

April 2016

March 2016

February 2016

Kirsten Boileau


Kirsten Boileau has been with SAP for 9 years, mostly in Business Development roles. She has spent the last 3 years focusing on Social Selling and Social Media Marketing, and in her current role as Director of Digital Start Up is leading the SAP Social Business and Social Selling initiatives for SAP Global Marketing. Previous to SAP, Kirsten worked in Inside Sales in the manufacturing industry. Kirsten is a passionate leader and team player, known for her drive, dedication and ability to get things done. Kirsten has built a deep expertise in personal branding, LinkedIn, and LinkedIn Sales Navigator. She was recently recognized in an article on Forbes.com for her LinkedIn profile and personal brand. View Guest page

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Chris Burton


Chris Burton, head of SAP Global Marketing Partnerships, is responsible for bringing the SAP brand to life. He leads a global team focused on building partnerships that illustrate how SAP technology helps the world run better and improve people's lives. Since 2000, Chris has been responsible for SAP's global sponsorship portfolio. He has built award-winning partnerships with popular sports leagues (International Cricket Council, National Hockey League, National Basketball Associations, National Football League, Women’s Tennis Association), teams (San Francisco 49ers, German National Team, Bayern Munich, McLaren Honda Formula One), and events (America’s Cup, Solheim Cup) and significant relationships with arenas (Madison Square Garden, Levi’s Stadium, MetLife Stadium, SAP Center) and entertainment properties (Cirque du Soleil, Live Nation) worldwide. Regional partnerships he’s developed include the 2014 World Cup Champions, German National Team and the McLaren Honda Formula One team. View Guest page

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David Delaney, MD



David Delaney, MD, Chief Medical Officer and head of the US healthcare team at SAP, is charged with building and leading SAP’s strategic plan for healthcare in the Americas. David is actively engaged in driving co-innovation projects with a particular focus on cutting-edge applications of advanced analytics and in-memory technologies in the provider and payer sectors. Before SAP, he was Chief Medical Officer at MedAptus, a privately held provider of revenue cycle management solutions. Prior to MedAptus, David was Director of Web Development & Applied Informatics at Boston's Beth Israel Deaconess Medical Center (BIDMC), a core Harvard Medical School teaching hospital. David is a board certified critical care physician with 14 years of practice as an intensivist at BIDMC, where he also held a teaching appointment at Harvard Medical School. At BIDMC his leadership positions included Director of Web Development and Applied Informatics and Associate Director of Medical Critical Care. View Guest page

Episode Listing:

Max Dower


The artist and founder of Unfortunate Portrait, Max Dower, started his apparel and artwork business after his drawings caught fire on Instagram. Forgoing the bar after completing a law degree, he "decided to roll the dice, and launch this company that I thought had infinite potential.” With 30,000+ Instagram followers, his LA-based company is scaling globally via online sales and retailers like Maxfield LA, Fred Segal, Joy in St. Moritz and Barvikhadream in Moscow. His art features mashups of celebrities; a top seller is “The T Party," a portrait of Mr. T, Ice-T, and rapper Pusha T. His illustrations are raw, almost child-like, delivered with a wit and edge that makes his subjects some of his biggest advocates. Reposts from Chris Rock, Ruby Rose, Skrillex, and James Franco have pushed sales. Max is a frequent contributor to ManRepeller.com. His artwork and business story have been featured on NPR’s Marketplace, fashion and art publications, and thousands of shares, posts and tweets. View Guest page

Episode Listing:

Brian Fanzo

Brian Fanzo might be a fast talker and an even faster Tweeter, but he’s also the voice of millennials everywhere. He’s the Chief Social Media Officer and Digital Media Storyteller for MyChannel Inc. and an avid Periscope user under the name @iSocialFanz. He believes so strongly in the power of digital storytelling, live streaming and the millennial mindset that there isn't a stage or event in 2016 that you won't see him on. View Guest page

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Jim Fields


Jim Fields is Vice President of Customer Experience Marketing for SAP, where he is responsible for innovating new models of engagement and generally finding margin between the organizational silos. Jim is a frequent blogger, brand journalist, speaker at industry events, and mentor to early talent. View Guest page

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Roger Ford

Roger Ford serves as managing director and global lead for Accenture Development Partnerships. This global business practice within Accenture Strategy delivers management consulting, digital, and technology services to the international development sector and focuses on innovative solutions that drive social impact and economic growth. Roger is responsible for leading Accenture Development Partnership’s global growth strategy, business operations, and geographic expansion across the frontier markets. He engages directly with Accenture’s clients to broker and design innovative partnerships, which apply market-based solutions to help solve traditional development challenges spanning Energy, Health, Education, and Agriculture. Roger joined Accenture in 1998 from Thomson Reuters and became a managing director in 2003. Prior to his current role, he served as a managing director in Accenture's energy practice where he focused on driving retail strategy for Accenture's oil and gas clients. View Guest page

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Kai Goerlich


Kai Goerlich, SAP SE, Research Director and Digital Futures, SAP Marketing. Kai analyzes trends and creates future scenarios to develop thought leadership around society, economy, business and technology. He joined SAP in 1997 and worked several years as a competitive and market analyst for SAP‘s consulting unit. Before SAP Kai worked as a public relations consultant in international PR agencies and as a biologist at universities. He is a member of the Advisory Board for the Corporate Foresight Certification Program at the European Business School in Oestrich-Winkel, Germany. View Guest page

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Dr. Oliver Haferbeck



Dr. Oliver Haferbeck is the Head of Diabetes Care Germany for Roche Diagnostics Germany, responsible for inventing and testing new business models and creating a sustainable business. Previously, he served as Head of Product-management and International Sales, DB Vertrieb GmbH, German Railways, Co-Operations, working with more than 1000 partners along the mobility-chain and developing new markets in Middle East and Asia. Prior to that role, he was the Head of Marketing and Services, DB Fernverkehr, Region South of Germany, responsible for more than 3000 employees and the services on board long-distance trains, including inventing the first class service in ICE-trains. Dr. Haferbeck is an alumni of the University of St. Gallen. In addition to being a widely published author on mobility and the mobility chain, he is the author of the book, Employee Satisfaction (in German). Listen to his interviews on the medical device market at www.accu-chek.de. View Guest page

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Avner Halperin



Avner Halperin is a veteran entrepreneur and high tech executive. Avner is the CEO and Co-Founder of EarlySense, a company that is bringing to market a paradigm changing contact-less medical sensing and analytics provider. EarlySense solutions are installed in dozens of hospitals globally, with over a quarter of a million patients monitored and hundreds of documented saves of patient lives. This technology is now introduced to the home digital health and wellness market. Prior to EarlySense, Avner was VP Marketing at Radcom (NASDAQ: RDCM), and VP of Business Development at Lenslet. Avner teaches University courses on management and the hi-tech industry and is a prolific inventor with over 20 issued US Patents to his name. He holds an M.Sc. in Applied Physics from Tel Aviv University and an MBA from the MIT. View Guest page

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Mark Hopkins


Mark Hopkins is Senior Director of IT at headphone company Skullcandy, headquartered in Park City, Utah. He’s been at Skullcandy for over six years and has global responsibility for applications, infrastructure, integration, and analytics. By creatively using systems and technology to deliver business change, Mark has helped Skullcandy evolve from a small, privately held, US-based company to a global, publicly traded organization with omnichannel distribution. Prior to Skullcandy, he worked in Silicon Valley focusing on supply chain, operations, and ERP systems at Xilinx and Cypress Semiconductor. Mark recently shared insights on growing and leveraging the cloud in SAP Insider magazine (http://sapinsider.wispubs.com/Assets/Case-Studies/2016/January/IP-Skullcandy-Rocks-the-Cloud-with-SAP-Business-ByDesign). View Guest page

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David Jonker

David Jonker, Sr. Director, Big Data Initiatives, drives innovation and go-to-market initiatives across SAP’s Big Data solutions, including data management, analytics, and applications. Previously, David lead go-to-market and product management efforts for SAP’s data management product lines, including solutions for Big Data, data warehousing, cloud, mobility, and embedded systems. David’s career also includes more than 10 years in software engineering roles. He has a degree in Systems Design engineering from the University of Waterloo, Canada. View Guest page

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Cindy Jutras


Cindy Jutras, President of Mint Jutras, is a widely recognized expert in analyzing the impact of enterprise applications on business performance. Utilizing over 40 years of corporate experience, Cindy has spent the past 10 years benchmarking the performance of software solutions in the context of the business benefits of technology. She writes for and speaks to business leaders around the world. She founded Mint Jutras, a research and advisory firm, in 2011, focusing on enterprise applications with ERP at the core. Prior to joining the research and analyst community, Cindy spent 30 years primarily with ERP (and predecessors to ERP) software companies in a variety of roles. Cindy has traveled the world speaking at executive conferences on her original supply chain concept, Virtually Vertical Manufacturing. She is the author of the book ERP Optimization as well as numerous magazine articles and has published hundreds of benchmarks and other research reports. View Guest page

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Rasmus Kostner


Rasmus Kostner is Co-CEO, Skipper and Tactician for the SAP Extreme Sailing Team. His passion for sailing was ignited at age 7 when he started sailing his own Optimist. He soon became a member of the Danish National Sailing Team, winning youth National Championships and competing internationally. He joined forces with Jes Gram-Hansen and they sailed to the top of the ISAF World Match Racing Series rankings. A pivotal point in Rasmus’s professional career was teaming up with multiple America’s Cup winner, Russell Coutts, on the Match Race and RC44 circuit. Rasmus then joined the Italian Team Mascalzone Latino Capitalia, challenger for the 32nd America’s Cup in Valencia, Spain 2007. In 2008, he joined the winning offshore Volvo Ocean Race Team Ericsson, as tactician for in-port racing. In 2009 he became a founder of the first Sailing Academy in Denmark. With Jes Gram-Hansen, he turned his focus to Extreme 40 multihulls, with SAP as title sponsor of their Extreme Sailing Series entry. View Guest page

Episode Listing:

Christian Kraus

Christian ”Chris“ Kraus is CEO of betterplace.org (gut.org gemeinnützige Aktiengesellschaft). The Berlin-based non-profit organization is Germany‘s largest online donation platform, hosting 15,000 projects in over 170 countries. Chris began his career at an Internet start-up and eventually saw the big bubble burst. Soon after, he accepted a scholarship from the EU Commission and spent 1.5 years in Beijing in a management training program. Back in Germany, he proceeded to Hilti AG as regional sales manager, and developed a passion for power tools that remains with him today. Since 2007, he has been active as an entrepreneur and consultant in various fields, and started to work for the social sector (full time and pro-bono). He is serving betterplace.org in the strong belief that today’s powerful digital tools can bring more overall support for aid organisations in our society. Chris holds a M.Sc. in Business and International Management from ESCP Europe in Paris, Oxford and Berlin. View Guest page

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Alicia Lenze


Alicia Lenze serves as head of Global Corporate Social Responsibility (CSR) within Corporate Affairs since 2014 at SAP SE. Responsible for technology donation, charitable giving and corporate volunteering, she also oversees key partnerships in the policy and opinion-elite space. Alicia joined SAP in 2004 and is based out of Walldorf, Germany. Her SAP experience includes overseeing SAP’s partnership with the World Economic Forum (WEF), corporate media relations and workplace communications. In 2015, she represents SAP in the Employment, Skills and Human Capital Global Challenge activated by the WEF and its partners to improve the state of the world. Alicia previously worked at Apple in Cupertino, CA. She attended the University of Virginia. View Guest page

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Lil Mohan


Lil Mohan is an entrepreneur and academician with a passion for bringing great technology products and services to life. As a member of the faculty at University of Chicago Booth Graduate School of Business, he brings a variety of experiences from his work at Amazon, Intel, Infosys, Motorola, and two successful high-tech startup companies: Junglee and Snapstick. In his career so far, he and his teams have successfully brought to market several new products and services into the E & M-Commerce, Retail, Mobile SaaS, and Digital Media & Entertainment sectors. Lil was General Manager of Amazon's mobile platform BU, where he and his team built and brought to market the world’s first retail M-Commerce application Amazon Anywhere, enabling customers to find and buy products on their mobile devices. Lil has a PhD from Purdue University, an MBA from the Indian Institute of Management Ahmedabad and a BS in EE from the Indian Institute of Science. View Guest page

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Michael Morel


Michael Morel is part of SAP’s Partner and SME Marketing team with a focus on software solutions for small and medium businesses. Mike has over 30 years of experience working with small, medium, and large enterprises, across multiple industries. As a marketer, Mike has established vertical programs and led marketing efforts across multiple companies including Hewlett Packard, ILOG, Adobe, BEA, and now SAP. As a practitioner, Mike was a manufacturing manager on the factory floor at Raychem (now Tyco). Mike has also been a consultant, working with small-to-medium sized companies to develop go-to-market strategies. He has extensive experience in ERP, Supply Chain and PLM. Mike holds an MBA from Santa Clara University and BSIE/MSIE degrees from Stanford University. View Guest page

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Daniel Newman

After 12 years of running technology companies including a CEO appointment at the age of 28, Daniel Newman traded the corner office for a chance to drive the discussion on how the digital economy is going to forever change how business is done. Daniel is an MBA, adjunct business professor and 4x author of best-selling business books including "The Millennial CEO" and "The New Rules of Customer Engagement." Pianist, soccer fan, husband and father, not in that order. Oh and for work... Daniel is the Co-CEO of V3B and President of Broadsuite Media group, a family of marketing and media agencies that help companies be found, seen and heard in a cluttered digital world. He also gives keynote speeches around the world on the topics such as marketing and technology. View Guest page

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Karim Ramji


Karim Ramji is a Senior Advisor, Consulting for Deloitte Canada and focuses on Project & Program Management in SAP as well as ERP implementations. With nearly 20 years of international experience in technology delivery, project management and consulting, Karim has held senior management roles at SAP America, Loblaw, Rogers, CAMH as well as the IT Leader for the AKDN, a global not-for-profit which centers its work on social development in Asia and Africa. Most recently Karim was the Director, SAP Project Execution with CGI and managed successful large-scale ERP projects implementations. Karim is passionate about social development and serves as a board member for the largest child and youth mental health organization in Ontario, Canada and is a major supporter for girls hockey and soccer. He holds a Masters in Project Management from York University, Schulich School of Business as well as designations in ITIL Service Management. View Guest page

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Susan Reynolds


Susan Reynolds is Global Vice President of Partner Ecosystem at SAP. She focuses on creating the sales and program architecture to explode the reach of the new SME solution SAP Anywhere. With a focus on how digital selling is changing the way partners work with SME customers, she frequently speaks on the impact of SaaS and digital economics on channel business models. Prior to SAP, Susan held a number of marketing and channel positions at Hewlett Packard, where she was a leader in the Solution Partner Organization for HP’s commercial hardware and software solutions. Susan has been named one of CRN’s “Women of the Channel” for each of the last 6 years, recognizing the most influential woman in the IT channel. Her background also includes leadership in the non-profit sector, including two terms as Board President for Turning Point Center for Youth and Family Development. Susan holds an MBA from the University of Chicago and an undergraduate degree from the University of Texas at Austin. View Guest page

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Ursula Ringham

Ursula Ringham is Director, Digital Marketing, SME & Partner Marketing. She manages digital marketing and social media strategy for the small and midsize enterprise (SME). Prior to SAP, Ursula was a consultant building sales teams and helping marketing organizations build better brand identity. Ursula began her career at Adobe Systems and Apple working in Developer Relations, helping companies bring products to market. In her spare time, Ursula writes thriller novels about the high tech industry. Her debut novel, Privileged Corruption, explores Silicon Valley’s obsession with software start-ups. How product ideas can make you a millionaire overnight. But are these high rewards worth risking your life? Her next novel, Disruption, is due out later in 2016. The story revolves around a female Manchurian candidate in Silicon Valley. Ursula is a graduate of the University of California, Davis with a degree in International Relations. View Guest page

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Miroslaw Ryba


With over 17 years of experience, Dr. Miroslaw Ryba, Executive Director, EMEIA Advisory Center for EY, is an expert in the field of industrial control systems (OT – Operational Technology) and critical infrastructure protection. Being an Executive Director who leads the Global IoT/OT Advisory Services Center at EY, he gained vast experience in transforming business through IoT/OT by managing projects across the globe for both government institutions and large heavy industry enterprises. His expertise covers improving production efficiency by leveraging companies’ big data flowing from IoT/OT sensors and optimizing the technological landscape of IoT/OT environments. Alongside enabling business efficiencies by putting IoT/OT to work for his clients, Miroslaw is an active member of the International Society of Automation (ISA) contributing to the development of key industry standards. He holds numerous professional certificates and also a PhD in the area of Risk Management. View Guest page

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Kurt Shaver


Kurt Shaver is CEO of The Sales Foundry, seven-year old a training company specializing in social selling training. As a former corporate sales rep and VP of Sales, Kurt knows what it takes to reach executive decision makers as well as how to implement new skills across a sales organization. He is the creator of the Social Selling Boot Camp and has spoken at events like Dreamforce, Sales 2.0, and LinkedIn's Sales Connect conference. His blog on Social Selling was recently named a Top Sales Blog by iseeit.com and he is a regular contributor to Selling Power magazine, Top Sales World, and Business2Community. Sales Foundry clients include Hewlett Packard, TelePacific Communications, Maritz, Nexus, and City National Bank. View Guest page

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Kathleen Stroia

As Senior Vice President for the WTA, Kathleen Stroia has been responsible for supervising the Sport Sciences & Medicine and Transitions staff and overseeing all departmental functions. She has developed and expanded the department’s individual programs, including establishing standards for tournament physicians, and implementing research projects related to tennis, injury prevention, women’s health issues and new high performance/sports medicine products. She was instrumental to developing and implementing the Age Eligibility Rule and Player Development program initiatives since its inception in 1994. Kathleen earned a B.S. degree in Sports Sciences/Athletic Training, M.S. in Athletic Training and B.S. in Physical Therapy. She has coordinated health coverage for the 2012 Olympics, Special Olympics and Arthur Ashe AIDS Foundation fundraising events. Tennis Industry Magazine named Kathleen one of the “40 under 40” exceptional talents who will bring tennis into the new century. View Guest page

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Puneet Suppal

Puneet Suppal is a seasoned executive who is at heart a solution strategist specializing in SAP-centric solutions. He is an active evangelist for reinventing business models and propagating solutions that recognize the impact of in-memory computing, the internet of things, and enterprise cloud solutions. From his nuanced viewpoint on business technology and innovation, Puneet publishes on these topics regularly, and is a frequent presenter at SAP events worldwide. Currently, as a member of the Customer Innovation & Strategic Projects team at SAP, he is focused on technology-driven innovation with customers and partners that drives business and social advancement. He is passionate about crafting solutions that leverage the Internet of Things, often to deliver actionable analytics to address data problems. View Guest page

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Corrine Vitolo

As Founder and CEO of SmartSports, Corrine Vitolo is bringing IoT technologies to the amateur, collegiate and professional sports markets. Sitting squarely at the intersect of sport and technology, she focuses on innovation and solutions for athlete development, recruiting and scouting – special interests include predictive athletic performance and injury prevention. She also serves as strategic consultant to Fortune 50 companies concerning their commercial sports businesses. Corrine is Professional in Residence at Harvard University, a special consultant to the Harvard MBA Business of Sports program, and a Capstone Judge at Babson College programs in Entrepreneurship, Sports and Technology. Corrine holds patents on systems and methods to predict athletic ability, and Board and Advisory positions on several companies. She received her undergraduate degree at Harvard University and postgraduate education at the Harvard Business School. View Guest page

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Oisin Walton


Oisin Walton joined Vodafone Foundation in 2011 leading the Instant Network Programme, an initiative combining funding, technology and employee expertise designed to rapidly deploy mobile networks in disaster situations to help victims stay in touch with their loved ones and aid agencies to better coordinate. Vodafone Foundation has 70 volunteers in 20 countries and equipment pre-positioned to respond to emergencies with its humanitarian partners. Vodafone Foundation won the 2013 GSM Association Award for best of use of mobile in emergencies after its deployment to the Philippines in 2012 after Typhoon Bopha. In 2013 and in partnership with the UN Refugee Agency (UNHCR), the Instant Network Programme was extended to enhance quality learning for refugees and connect schools in refugee camps using mobile technology, with over 26,000 students now benefiting in Congo, South Sudan and Kenya. Previously, Oisin worked at NGO Telecoms Sans Frontieres (TSF), in France and in Thailand. View Guest page

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