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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.

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

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  • 1. HIGHLIGHTING THE BENEFITS TO INTERNAL DEPARTMENTS Department P
  • 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. 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. Benefit 1:1 use the network to clarify requirements Identify training needs
  • 5. Benefit 1:2 place all training resources on the network Manage training assets
  • 6. Benefit 1:3 cut time spent attending classroom sessions Reduce training costs
  • 7. Benefit 1:4 allow employees to access training when they need it Deliver workflow training
  • 8. Sales Dept. JIVE SOFTWARE (2013) Department 2 Network users reported a 12% increase in their sales teams’ win rate. Turbo charge
  • 9. Benefit 2:1 focus the team on customers’ unmet needs Increase deal win rate
  • 10. Benefit 2:2 get more deals done with the same resources Increase deal volume rate
  • 11. Benefit 2:3 deliver deals more efficiently and effectively Shorten average deal cycle time
  • 12. Benefit 2:4 make everyone in the team more productive Increase sales per sales representative
  • 13. Internal JIVE SOFTWARE (2010) Department 3 Network users reported that they achieved a 29% increase in executive communication. Improve communication
  • 14. Improve leadership communication Benefit 3:1 increase reach, frequency and impact
  • 15. Enable two-way communication Benefit 3:2 make communication more open and transparent
  • 16. Enable peer-to-peer communication Benefit 3:3 help employees to communicate with one another
  • 17. Improve information flow Benefit 3:4 disseminate information more efficiently
  • 18. Marketing JIVE SOFTWARE (2013) Department 4 Network users reported a 12% reduction in campaign development times. Invigorate
  • 19. Increase number of campaigns Benefit 4:1 collaborate with agencies in shared spaces
  • 20. Shorten bid development times Benefit 4:2 cut the time it takes to develop RFPs
  • 21. Benefit 4:3 co-ordinate resources more efficiently Reduce campaign development times
  • 22. Benefit 4:4 reduce time spent achieving sign-off Speed up internal approval process
  • 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. Connect the dots internally Benefit 5:1 help employees to see the big picture
  • 25. Improve employees’ workflow Benefit 5:2 eliminate friction and choke points
  • 26. Streamline work processes Benefit 5:3 re-engineer work processes by making them social
  • 27. Extract tacit knowledge Benefit 5:4 capture critical knowledge from retiring employees
  • 28. Call Centre JIVE SOFTWARE (2013) Department 6 Network users reported a 16% increase in first call resolution numbers. Empower
  • 29. Benefit 6:1 identify recurring problems faster Increase first-call resolution
  • 30. Benefit 6:2 resolve customer problems faster Reduce call-handling time
  • 31. Benefit 6:3 enable customers to resolve problems on extranet Reduce call/incident volume
  • 32. Benefit 6:4 cumulative benefits reduce overall costs Reduce customer care costs
  • 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. Benefit 7:1 more ideas, implemented more quickly Shorten launch schedules
  • 35. Benefit 7:2 foster a company-wide approach to innovation Build a culture of innovation
  • 36. Benefit 7:3 connect internal and external communities Increase customer intimacy
  • 37. Benefit 7:4 remove communication barriers between teams Foster collaboration between depts.
  • 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. Benefit 8:1 Attract top graduate talent new recruits expect access to an internal network
  • 40. Benefit 8:2 get new employees up to speed quicker Accelerate employee on-boarding
  • 41. Benefit 8:3 deliver a more engaging day-to-day experience Drive employee engagement
  • 42. Benefit 8:4 reduce the number of unwanted departures Increase employee retention
  • 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. Benefit 9:1 cut license fees and administrative costs Reduce number of IT systems
  • 45. Benefit 9:2 host peer support groups and communities Share technical knowledge
  • 46. Benefit 9:3 use network to lift knowledge worker productivity Achieve productivity improvements
  • 47. Benefit 9:4 updates on planned outages and upgrades Communicate with the business
  • 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. Benefit 10:1 reduce time spent in email, meetings and search Increase employee productivity
  • 50. Benefit 10:2 higher engagement, more collaboration Improve organisational outcomes
  • 51. Benefit 10:3 faster on-boarding, quicker to market Accelerate business outcomes
  • 52. Benefit 10:4 cut travel costs, communication costs, office costs Reduce operational expenses
  • 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. 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