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HIGHLIGHTING THE BENEFITS
TO INTERNAL DEPARTMENTS
Department P
Contents
Learning & Development
Sales Department
Internal Communication
Marketing Department
Operations
Call Centre
Resear...
Learning
JIVE SOFTWARE (2013)
Department 1
T-mobile reduced sales & service
product training from 1.5-hour
sessions to 15 ...
Benefit 1:1
use the network to clarify requirements
Identify
training
needs
Benefit 1:2
place all training resources on the network
Manage
training
assets
Benefit 1:3
cut time spent attending classroom sessions
Reduce
training
costs
Benefit 1:4
allow employees to access training when they need it
Deliver
workflow
training
Sales Dept.
JIVE SOFTWARE (2013)
Department 2
Network users reported a 12% increase in
their sales teams’ win rate.
Turbo ...
Benefit 2:1
focus the team on customers’ unmet needs
Increase
deal win
rate
Benefit 2:2
get more deals done with the same resources
Increase
deal volume
rate
Benefit 2:3
deliver deals more efficiently and effectively
Shorten
average deal
cycle time
Benefit 2:4
make everyone in the team more productive
Increase
sales per sales
representative
Internal
JIVE SOFTWARE (2010)
Department 3
Network users reported that they achieved a
29% increase in executive communica...
Improve
leadership
communication
Benefit 3:1
increase reach, frequency and impact
Enable
two-way
communication
Benefit 3:2
make communication more open and transparent
Enable
peer-to-peer
communication
Benefit 3:3
help employees to communicate with one another
Improve
information
flow
Benefit 3:4
disseminate information more efficiently
Marketing
JIVE SOFTWARE (2013)
Department 4
Network users reported a
12% reduction in campaign
development times.
Invigora...
Increase
number of
campaigns
Benefit 4:1
collaborate with agencies in shared spaces
Shorten bid
development
times
Benefit 4:2
cut the time it takes to develop RFPs
Benefit 4:3
co-ordinate resources more efficiently
Reduce campaign
development
times
Benefit 4:4
reduce time spent achieving sign-off
Speed up
internal approval
process
Operations
YAMMER (2013)
Department 5
47% of employees reported that posting project
updates on Yammer made it easier to k...
Connect
the dots
internally
Benefit 5:1
help employees to see the big picture
Improve
employees’
workflow
Benefit 5:2
eliminate friction and choke points
Streamline
work
processes
Benefit 5:3
re-engineer work processes by making them social
Extract
tacit
knowledge
Benefit 5:4
capture critical knowledge from retiring employees
Call Centre
JIVE SOFTWARE (2013)
Department 6
Network users reported a 16% increase
in first call resolution numbers.
Empo...
Benefit 6:1
identify recurring problems faster
Increase
first-call
resolution
Benefit 6:2
resolve customer problems faster
Reduce
call-handling
time
Benefit 6:3
enable customers to resolve problems on extranet
Reduce
call/incident
volume
Benefit 6:4
cumulative benefits reduce overall costs
Reduce
customer care
costs
Research
MCKINSEY & COMPANY (2013)
Department 7
Executives reported that, on average,
they were able to cut launch
schedul...
Benefit 7:1
more ideas, implemented more quickly
Shorten
launch
schedules
Benefit 7:2
foster a company-wide approach to innovation
Build
a culture of
innovation
Benefit 7:3
connect internal and external communities
Increase
customer
intimacy
Benefit 7:4
remove communication barriers between teams
Foster
collaboration
between depts.
Human
YAMMER (2011)
Department 8
Deloitte reported that highly active employees
on Yammer had an average turnover rate of ...
Benefit 8:1
Attract
top graduate
talent
new recruits expect access to an internal network
Benefit 8:2
get new employees up to speed quicker
Accelerate
employee
on-boarding
Benefit 8:3
deliver a more engaging day-to-day experience
Drive
employee
engagement
Benefit 8:4
reduce the number of unwanted departures
Increase
employee
retention
Information
JIVE SOFTWARE (2013)
Department 9
The global publishing giant Pearson reduced
the intranets it supported from ...
Benefit 9:1
cut license fees and administrative costs
Reduce
number of
IT systems
Benefit 9:2
host peer support groups and communities
Share
technical
knowledge
Benefit 9:3
use network to lift knowledge worker productivity
Achieve
productivity
improvements
Benefit 9:4
updates on planned outages and upgrades
Communicate
with the
business
Finance
MCKINSEY GLOBAL INSTITUTE (2012)
Department 10
The deployment of an internal social network
has the potential to i...
Benefit 10:1
reduce time spent in email, meetings and search
Increase
employee
productivity
Benefit 10:2
higher engagement, more collaboration
Improve
organisational
outcomes
Benefit 10:3
faster on-boarding, quicker to market
Accelerate
business
outcomes
Benefit 10:4
cut travel costs, communication costs, office costs
Reduce
operational
expenses
Research sources
1. Learning & Development Jive Software, 51 Real-life Social Business Success Stories (2013)
2. Sales Dep...
119 Willoughby Road Crows Nest NSW 2065
Mobile: 0438 250709 Telephone: +61 2 9965 3783
Email: david@departmentp.com.au
Web...
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How to Sell an Enterprise Social Network to Internal Departments

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How to sell an Enterprise Social Network to Internal Departments. Over 40 Key Benefits Supported by Killer Research Data.

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Transcript of "How to Sell an Enterprise Social Network to Internal Departments"

  1. 1. HIGHLIGHTING THE BENEFITS TO INTERNAL DEPARTMENTS Department P
  2. 2. Contents Learning & Development Sales Department Internal Communication Marketing Department Operations Call Centre Research & Development Human Resources Information Technology Finance 03 08 13 18 23 28 33 38 43 48 Sometimes you need to sell the benefits of an enterprise social networking to departments. In this document we highlight just some of the advantages that accrue from a social network deployment in ten mission-critical departments. © 2015 Department P.
  3. 3. Learning JIVE SOFTWARE (2013) Department 1 T-mobile reduced sales & service product training from 1.5-hour sessions to 15 minutes. Stimulate and development
  4. 4. Benefit 1:1 use the network to clarify requirements Identify training needs
  5. 5. Benefit 1:2 place all training resources on the network Manage training assets
  6. 6. Benefit 1:3 cut time spent attending classroom sessions Reduce training costs
  7. 7. Benefit 1:4 allow employees to access training when they need it Deliver workflow training
  8. 8. Sales Dept. JIVE SOFTWARE (2013) Department 2 Network users reported a 12% increase in their sales teams’ win rate. Turbo charge
  9. 9. Benefit 2:1 focus the team on customers’ unmet needs Increase deal win rate
  10. 10. Benefit 2:2 get more deals done with the same resources Increase deal volume rate
  11. 11. Benefit 2:3 deliver deals more efficiently and effectively Shorten average deal cycle time
  12. 12. Benefit 2:4 make everyone in the team more productive Increase sales per sales representative
  13. 13. Internal JIVE SOFTWARE (2010) Department 3 Network users reported that they achieved a 29% increase in executive communication. Improve communication
  14. 14. Improve leadership communication Benefit 3:1 increase reach, frequency and impact
  15. 15. Enable two-way communication Benefit 3:2 make communication more open and transparent
  16. 16. Enable peer-to-peer communication Benefit 3:3 help employees to communicate with one another
  17. 17. Improve information flow Benefit 3:4 disseminate information more efficiently
  18. 18. Marketing JIVE SOFTWARE (2013) Department 4 Network users reported a 12% reduction in campaign development times. Invigorate
  19. 19. Increase number of campaigns Benefit 4:1 collaborate with agencies in shared spaces
  20. 20. Shorten bid development times Benefit 4:2 cut the time it takes to develop RFPs
  21. 21. Benefit 4:3 co-ordinate resources more efficiently Reduce campaign development times
  22. 22. Benefit 4:4 reduce time spent achieving sign-off Speed up internal approval process
  23. 23. Operations YAMMER (2013) Department 5 47% of employees reported that posting project updates on Yammer made it easier to keep colleagues informed of decisions and status. Drive
  24. 24. Connect the dots internally Benefit 5:1 help employees to see the big picture
  25. 25. Improve employees’ workflow Benefit 5:2 eliminate friction and choke points
  26. 26. Streamline work processes Benefit 5:3 re-engineer work processes by making them social
  27. 27. Extract tacit knowledge Benefit 5:4 capture critical knowledge from retiring employees
  28. 28. Call Centre JIVE SOFTWARE (2013) Department 6 Network users reported a 16% increase in first call resolution numbers. Empower
  29. 29. Benefit 6:1 identify recurring problems faster Increase first-call resolution
  30. 30. Benefit 6:2 resolve customer problems faster Reduce call-handling time
  31. 31. Benefit 6:3 enable customers to resolve problems on extranet Reduce call/incident volume
  32. 32. Benefit 6:4 cumulative benefits reduce overall costs Reduce customer care costs
  33. 33. Research MCKINSEY & COMPANY (2013) Department 7 Executives reported that, on average, they were able to cut launch schedules by 20%. Inspire and development
  34. 34. Benefit 7:1 more ideas, implemented more quickly Shorten launch schedules
  35. 35. Benefit 7:2 foster a company-wide approach to innovation Build a culture of innovation
  36. 36. Benefit 7:3 connect internal and external communities Increase customer intimacy
  37. 37. Benefit 7:4 remove communication barriers between teams Foster collaboration between depts.
  38. 38. Human YAMMER (2011) Department 8 Deloitte reported that highly active employees on Yammer had an average turnover rate of 2%, compared to a firm-wide average of 15-20%. Enhance resources
  39. 39. Benefit 8:1 Attract top graduate talent new recruits expect access to an internal network
  40. 40. Benefit 8:2 get new employees up to speed quicker Accelerate employee on-boarding
  41. 41. Benefit 8:3 deliver a more engaging day-to-day experience Drive employee engagement
  42. 42. Benefit 8:4 reduce the number of unwanted departures Increase employee retention
  43. 43. Information JIVE SOFTWARE (2013) Department 9 The global publishing giant Pearson reduced the intranets it supported from 127 to one, delivering significant cost savings. Enable technology
  44. 44. Benefit 9:1 cut license fees and administrative costs Reduce number of IT systems
  45. 45. Benefit 9:2 host peer support groups and communities Share technical knowledge
  46. 46. Benefit 9:3 use network to lift knowledge worker productivity Achieve productivity improvements
  47. 47. Benefit 9:4 updates on planned outages and upgrades Communicate with the business
  48. 48. Finance MCKINSEY GLOBAL INSTITUTE (2012) Department 10 The deployment of an internal social network has the potential to increase knowledge worker productivity by up to 20-25%. Boost
  49. 49. Benefit 10:1 reduce time spent in email, meetings and search Increase employee productivity
  50. 50. Benefit 10:2 higher engagement, more collaboration Improve organisational outcomes
  51. 51. Benefit 10:3 faster on-boarding, quicker to market Accelerate business outcomes
  52. 52. Benefit 10:4 cut travel costs, communication costs, office costs Reduce operational expenses
  53. 53. Research sources 1. Learning & Development Jive Software, 51 Real-life Social Business Success Stories (2013) 2. Sales Department Jive Software, How Social Business Pays Off (2013) 3. Internal Communication Jive Software, The Business Value of Social Business (2010) 4. Marketing Department Jive Software, How Social Business Pays Off (2013) 5. Operations Yammer, Business Value Survey (2013) 6. Call Centre Jive Software, How Social Business Pays Off (2013) 7. Research & Development McKinsey & Co., Evolution of The Networked Enterprise (2013) 8. Human Resources Yammer Customer Case Study, Deloitte Australia (2011) 9. Information Technology Jive Software, 51 Real-life Social Business Success Stories (2013) 10. Finance McKinsey Global Institute, The Social Economy (2012)
  54. 54. 119 Willoughby Road Crows Nest NSW 2065 Mobile: 0438 250709 Telephone: +61 2 9965 3783 Email: david@departmentp.com.au Web: www.departmentp.com.au David Croston Social Business Strategist Department P
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