July 14, 2009


Personify Education 09
Ideas that Work

PRESENTED BY
Todd Gibby          Wyatt Shaw
President and CEO   Sr...
Why are we here?

            LEARN FROM PEERS
 TOUR PHILLY / HAVE FUN(!)
                         R K
                   ...
Q: Why are we here?

               You




                 Us
CONNECT with PURPOSE
Q: Not “Why?”…but “Who?”




© duarte.com 2008
A: Higher education




                      * Rough estimates as of 6/2009
A: Large and growing

   Greater than



   150
A: Sarah…and Sarah’s Boss
What keeps you up at night?
What can we do?
ENGAGE(!)




#personify09
CONNECT with PURPOSE




                  Thought
                 Leadership
CONNECT with PURPOSE
Applied Innovation
CONNECT with PURPOSE
             Service & Support
IDEAS that WORK
                                   port
                               Sup


               y
           o...
Session / Conference Objectives




    Knowing

                3            Doing
Nearly all men can
stand adversity, but if
  you want to test a
man’s character, give
    him power.
                     ...
Thought
Leadership
WHY DOES
THIS MATTER?
“The deck is stacked…”
     Source: Nicole Engelbert, Datamonitor, Personify Education 08

•    The number of secondary sc...
Shaping the Discussion
Cutting through the Noise
Building the Tools




                     http://www.intelliworks.com/ideas
Translating into Vision                                  Datamonitor




                                                 ...
Relationship Management in HE
Turning Vision into Reality   Web
Relationship Management in HE
The hero is the one
  with the ideas.
       - Jack Welch
Applied Innovation
WHY DOES
THIS MATTER?
“Managing” the Funnel


  Discovery




                         Yield /
                        Analysis
“Analyzing” the Funnel
“Socializing” the Funnel
There’s a lot of noise out there…
Discovery…
Education…
Engagement…
Enrollment…
Yield…
Analysis…
Finally a clear signal…
The Funnel after the Funnel…

• Yield Management

• Student Retention

• Alumni Development

• Long-Term Value
A funnel that’s not really a funnel…




       “I LOVE
         THIS
      SCHOOL!”




                 Raving Fan
Pump Up the Volume?
Managing Student Relationships




                                 Datamonitor
“Innovation is not the product
   of logical thought, although
    the result is tied to logical
            structure.”
 ...
F.L.U.I.D. METHODOLOGY
FAST




                                                              7
                          Fast




            De...
LEADING




                                                              3
                          Fast




           ...
USER-DRIVEN
                          Fast



                                                                    1
      ...
INTUITIVE




                                                              1
                          Fast




         ...
DEPENDABLE
                          Fast



                                                               100%
         ...
Intelliworks Solution: Functional Areas

                      Reporting /
                       Analytics


            ...
•Workflow Assignment Settings (Prospect Mgmt)
                        •Integrated Chat (Inq. Generation / Prospect Mgmt)

...
Problems Being Solved – 2H 2009
Product Demonstration
Application Self Service Page
Problems Being Solved – 2H 2009
Service & Support
WHY DOES
THIS MATTER?
To avoid this




                Source: Andy Budd, Creative Director at Clearleft, Design the User Experience
          ...
The Client Lifecycle



                  •    Roles
                  •    Users
                  •    Goals
           ...
The Client Lifecycle



                  •    Definitions
                  •    Configuration
                  •    Dat...
“We were surprised and pleased that the
Intelliworks team was so willing to dive deeply into
our daily business practices ...
The Client Lifecycle



                  •    Training
                  •    Best Practices
                  •    Healt...
‘Nuff Said
“I thought about calling Microsoft but I reach out to you
 (Shara) first because I know I will here back from you
        ...
The Client Lifecycle



                  •    Strategic
                  •    Tactical
                  •    Technical
“From a service level standpoint, everyone at Intelliworks has been

great: the support and the engineers- I couldn't ask ...
The Client Lifecycle



                  •    Results
                  •    ROI
                  •    Case Studies
“In the last two year’s we’ve grown applications by more than
60%, 70% in the graduate school, and increased enrollment
by...
Our own raving fans…

•   Graduate Philadelphia
    connects adult learners
    with educators throughout
    the Philadel...
I get by with a little
help from my friends.
       - The Beatles
CONNECT with PURPOSE
IDEAS that WORK
                                   port
                               Sup


               y
           o...
Session / Conference Objectives




    Knowing

                3            Doing
July 14, 2009

 Personify Education 09
 Ideas that Work
PRESENTED BY
Todd Gibby
President and CEO
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Connect with Purpose: Intelliworks Keynote

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Connect with Purpose: Intelliworks Keynote

  1. 1. July 14, 2009 Personify Education 09 Ideas that Work PRESENTED BY Todd Gibby Wyatt Shaw President and CEO Sr. Product Manager
  2. 2. Why are we here? LEARN FROM PEERS TOUR PHILLY / HAVE FUN(!) R K W ENGAGE IN DISCUSSION O A T SHARA T H MEET A S TAKE AWAY BEST PRACTICES ID E ANOTHER BOAT CRUISE TAKE
  3. 3. Q: Why are we here? You Us
  4. 4. CONNECT with PURPOSE
  5. 5. Q: Not “Why?”…but “Who?” © duarte.com 2008
  6. 6. A: Higher education * Rough estimates as of 6/2009
  7. 7. A: Large and growing Greater than 150
  8. 8. A: Sarah…and Sarah’s Boss
  9. 9. What keeps you up at night?
  10. 10. What can we do?
  11. 11. ENGAGE(!) #personify09
  12. 12. CONNECT with PURPOSE Thought Leadership
  13. 13. CONNECT with PURPOSE Applied Innovation
  14. 14. CONNECT with PURPOSE Service & Support
  15. 15. IDEAS that WORK port Sup y olog Te chn ices tPract Bes s lysi Ana ning Trai ck dba Fee
  16. 16. Session / Conference Objectives Knowing 3 Doing
  17. 17. Nearly all men can stand adversity, but if you want to test a man’s character, give him power. point - Abraham Lincoln, quoted in “Slide:ology” by Nancy Duarte
  18. 18. Thought Leadership
  19. 19. WHY DOES THIS MATTER?
  20. 20. “The deck is stacked…” Source: Nicole Engelbert, Datamonitor, Personify Education 08 • The number of secondary school graduates will start to decline in 2010 • Other English speaking countries are actively enrolling more international students • Online programs are creating a more broad and attractive set of options for students • Looming recession will put higher education in greater competition with other public services • An expectation for personalized relationships comes ‘standard’ with the millennial student • Doing a whole lot more with a whole lot less may be a permanent reality for higher education Source – National Center for Education Statistics 20
  21. 21. Shaping the Discussion
  22. 22. Cutting through the Noise
  23. 23. Building the Tools http://www.intelliworks.com/ideas
  24. 24. Translating into Vision Datamonitor Student Information System Learning Management Solution CRM Business Enterprise Intelligence Resource Planning Solution Solution 2007 2008 2009 N. Engelbert, Lead Analyst Getting to the Good Stuff – A New Vision for CRM Personify Education 2008
  25. 25. Relationship Management in HE
  26. 26. Turning Vision into Reality Web
  27. 27. Relationship Management in HE
  28. 28. The hero is the one with the ideas. - Jack Welch
  29. 29. Applied Innovation
  30. 30. WHY DOES THIS MATTER?
  31. 31. “Managing” the Funnel Discovery Yield / Analysis
  32. 32. “Analyzing” the Funnel
  33. 33. “Socializing” the Funnel
  34. 34. There’s a lot of noise out there…
  35. 35. Discovery…
  36. 36. Education…
  37. 37. Engagement…
  38. 38. Enrollment…
  39. 39. Yield…
  40. 40. Analysis…
  41. 41. Finally a clear signal…
  42. 42. The Funnel after the Funnel… • Yield Management • Student Retention • Alumni Development • Long-Term Value
  43. 43. A funnel that’s not really a funnel… “I LOVE THIS SCHOOL!” Raving Fan
  44. 44. Pump Up the Volume?
  45. 45. Managing Student Relationships Datamonitor
  46. 46. “Innovation is not the product of logical thought, although the result is tied to logical structure.” - Albert Einstein
  47. 47. F.L.U.I.D. METHODOLOGY
  48. 48. FAST 7 Fast Dependable Leading Client Experience Intuitive User-Driven Image Source: http://blog.duarte.com
  49. 49. LEADING 3 Fast Dependable Leading Client Experience Intuitive User-Driven Image Source: http://blog.duarte.com
  50. 50. USER-DRIVEN Fast 1 0 Dependable Leading Client Experience 0 0 Intuitive User-Driven + Image Source: http://blog.duarte.com
  51. 51. INTUITIVE 1 Fast Dependable Leading Client Experience Intuitive User-Driven Image Source: http://blog.duarte.com
  52. 52. DEPENDABLE Fast 100% Dependable Leading reliable Client Experience Intuitive User-Driven Image Source: http://blog.duarte.com
  53. 53. Intelliworks Solution: Functional Areas Reporting / Analytics Marketing Management
  54. 54. •Workflow Assignment Settings (Prospect Mgmt) •Integrated Chat (Inq. Generation / Prospect Mgmt) • Marketing Automation (Mktg Mgmt) • Multi-page Application (Application Mgmt) • Outlook Plug-In (Prospect Mgmt) • Facebook Integration (Inq. Gen / Prospect Mgmt Dynamic Forms (Inquiry / Leads) • Program Mgmt (Registration / Facilitation) • Lifecycle Mgmt (Prospect Mgmt) H2 2007 Q1 2008 Q2 2008 Q3 2008 Q4 2008 Q1 2009 Q2 2009 Present
  55. 55. Problems Being Solved – 2H 2009
  56. 56. Product Demonstration
  57. 57. Application Self Service Page
  58. 58. Problems Being Solved – 2H 2009
  59. 59. Service & Support
  60. 60. WHY DOES THIS MATTER?
  61. 61. To avoid this Source: Andy Budd, Creative Director at Clearleft, Design the User Experience Curve
  62. 62. The Client Lifecycle • Roles • Users • Goals • Objectives
  63. 63. The Client Lifecycle • Definitions • Configuration • Data • Content • Test / Deploy
  64. 64. “We were surprised and pleased that the Intelliworks team was so willing to dive deeply into our daily business practices and help us adapt their solutions to meet our needs.” Maria Garcia Rey Director Business Intelligence ESADE Executive Education
  65. 65. The Client Lifecycle • Training • Best Practices • Health checks • Feedback
  66. 66. ‘Nuff Said
  67. 67. “I thought about calling Microsoft but I reach out to you (Shara) first because I know I will here back from you in about 10 minutes.” Jason Smith Admissions Representative American Public University System
  68. 68. The Client Lifecycle • Strategic • Tactical • Technical
  69. 69. “From a service level standpoint, everyone at Intelliworks has been great: the support and the engineers- I couldn't ask for anything else. What's important to me is that my vendors have an invested interest in my business. Intelliworks has clearly shown that they are committed. Elliot Thostesen Support, Student Affairs Ivy Tech Distance Learning
  70. 70. The Client Lifecycle • Results • ROI • Case Studies
  71. 71. “In the last two year’s we’ve grown applications by more than 60%, 70% in the graduate school, and increased enrollment by 44%.” Luis Casas Director Marketing and Recruitment FIU Business
  72. 72. Our own raving fans… • Graduate Philadelphia connects adult learners with educators throughout the Philadelphia area • Message from Hadass Sheffer, Executive Director
  73. 73. I get by with a little help from my friends. - The Beatles
  74. 74. CONNECT with PURPOSE
  75. 75. IDEAS that WORK port Sup y olog Te chn ices tPract Bes s lysi Ana ning Trai ck dba Fee
  76. 76. Session / Conference Objectives Knowing 3 Doing
  77. 77. July 14, 2009 Personify Education 09 Ideas that Work PRESENTED BY Todd Gibby President and CEO
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