Green Grass One Case Study

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  • Golf retailers buy their goods (ie: equipment and apparel) from suppliers through GG1 GG1 pays the suppliers GG1 invoices its retail customers and provides annual rebates based on the amount of goods purchased Benefit: improves retailer margins Incentive for the retailer to buy through GG1
  • IGLOO Software delivers full service online community and social software solutions for business to organizations, teams and groups of any size. Organizations use IGLOO communities internally to improve employee productivity in Workplace Communities or externally to foster relationships with members, customers, partners and suppliers in Marketplace Communities. Today, we’ll be focusing on a workplace application of an IGLOO Community... Specifically an intranet application.
  • Technology Platform Mature, extensible and configurable community suite Easy to use and fast to deploy Secure, SaaS (on demand) Building Customer Brand Extend, enhance and promote customer’s brand Flexible Pricing (not a “one fits all” model) – dependency/sticky Innovative and cost effective pricing options Subscription Services Revenue sharing
  • That’s why we created the IGLOO Software…. a secure, and fully integrated social software suite… built for business. Every online community includes: Powerful web publishing for creating custom communities, layouts and designs. Sophisticated content management for storing, organizing and sharing vital corporate information. Robust collaboration tools for promoting and facilitating peer to peer and cross team communications. Leading edge social networking tools for building relationships, discovering expertise and creating connections across the entire company.

Transcript

  • 1. GREEN GRASS ONE CASE STUDY WEBINAR A HOLE IN ONE: LEARN HOW TO PROFIT FROM AN ONLINE COMMUNITY & SOCIAL NETWORKING Date: February, 2010
  • 2. AGENDA
    • Presenter Introductions
    • About Green Grass One
    • Business Challenges
    • Objectives
    • Solution & Selection
    • Implementation Timeline
    • Demonstration
    • Recommendations When Building an Online Community
    • Summary
    • IGLOO Overview
  • 3. INTRODUCTIONS
    • About Doug Walker
    • Co-founder and Executive Management of Green Grass One
    • Prior to Green Grass One, Doug was a Management Consultant for eight years (six with A.T. Kearney), helping some of North America’s leading corporations with strategy and operations improvements. Doug has worked with some of the industry’s biggest retailers with merchandising strategy, supply management, and purchasing
    • About Daniel Kube
    • VP Sales of IGLOO
      • Daniel has over two decades of success and experience in alliances, business development, sales, and marketing for several leading organizations including PricewaterhouseCoopers, Performancesoft, Actuate, and IONA Technologies( Now Progress Software). Most recently he was Global Vice President of Marketing and Alliances for the Performance Management division where he was also responsible for successfully creating and launching Actuate Onperformance ( SaaS) offering.
    • .
  • 4. ABOUT GREEN GRASS ONE
    • Buying aggregation and other retail services to independent golf course pro shops
      • Increase sales and profits for pro shop operators
      • Simplify administration between on-course retailers and suppliers
      • Increase market share for program supply partners
    • Launched 6 years ago
    • Annual Revenue: $25 million
    • Customers & community members include:
      • Golf course retail outlets
      • 600 individuals
      • 500 customers
      • 100 total suppliers
      • 18 major suppliers
        • Nike and Callaway)
      • Green Grass One team
  • 5. THE MEMBERS OF GREEN GRASS ONE Manitoba 11 Sask 11 Northern AB 21 Southern AB 41 Interior 18 Van. Island 7 Lower Mainland 18 NB 6 PEI 3 NS 9 ON - SW 17 ON East 24 GTA 49 Lon/Kit 26 PQ 3 Niagara 14 ON North 25 Kootneys 7 NF 1 What Impact Do We Have?
    • The largest on-course retail group in Canada
    • 50 of Score’s Top 100 golf courses in Canada
    • Many of Canada’s most influential golf clubs
    • Over $75 million in retail sales
    • Estimated $50 million in pro shop purchases
  • 6. BUSINESS CHALLENGES
    • Retailers are small in size and have limited buying power
    • Proprietors – golf pros have limited retail experience
    • Communicating with 320 independent retailers nation wide - Previously relied on:
      • Emails and phone calls to download tools, materials, and information on Green Grass One web site
      • Indirectly and informally regional annual GG1workshops brought together retail operators for information updates and training
      • “ Inefficient and ineffective”
  • 7. GREEN GRASS ONE ONLINE COMMUNITY OBJECTIVES
    • Increase Communication
    • Encourage Networking & Collaboration
      • Freely and confidently share information about their businesses
      • Share best practices across retailers and improving business results
    SAAS-BASED COLLABORATIVE PLATFORM Software 
  • 8. ONLINE COMMUNITY OBJECTIVE: SHARE RETAIL SUPPORT MATERIALS Direct Marketing and Promotional Tools Price Benchmarking Bi-Weekly Retail Tips Retail Trade Articles Customized Corporate & Tournament Brochures Purchase Planning & Sales Tracking Tools
  • 9. SOLUTION SELECTION
    • Initial vendor and solution search via the Web
    • Web 2.0 has many dimensions - vast spectrum of available tools and services
    Web 2.0
  • 10. SOLUTION SELECTION – 3 QUESTIONS
    • What did Green Grass One want/need to achieve in its business?
    • What impact did this have on the technology required?
    • What were the available solutions/providers that could meet this need?
  • 11. SOLUTION SELECTION
    • Vendor that understood business impact
    • Consulting partner vs technology provider
    • Soft variables vs quantifiable metrics
    • Solution cost vs solution company
      • Location
      • Business model
      • Stability
      • Services portfolio
    "We liked that they wanted to dive into our business to understand what we were trying to achieve — thinking like a business partner rather than how much software they could sell us. We felt comfortable with them… ” Doug Walker Co-founder and Executive Management of Green Grass One
  • 12. SOLUTION – CUSTOMIZATION REQUIREMENTS
    • Process ~50,000 invoices/year
    • Back-end integration to financial system - BusinessVision
    • Automate delivery of invoices from GG1 to each retailer's community landing page
  • 13. 5 IMPLEMENTATION OBJECTIVES
    • 5 years worth of Web and server content available on the new site
    • Build collaborative tools around content (blogs, wikis, calendar, and picture gallery)
    • Create a sub-community for suppliers
    • Set up administration
      • Retailer rights to access all content
      • Supplier rights to upload their own content and access their sub-community
    • Customize and automate the central billing/invoicing process
  • 14. IMPLEMENTATION TIMELINE “ Web-based mock community built by IGLOO in "minutes" during a conversation over the phone between the two companies…”
    • GG1 contacted IGLOO
    • Trial community created
    Pilot Consulting Customization (graphic design & programming) Implementation
    • Testing
    • Training
      • Admin
      • End User
    • Official Launch
    Increase Content Management 1 st Year Anniversary
  • 15. DEMONSTRATION
  • 16. RECOMMENDATIONS WHEN BUILDING AN ONLINE COMMUNITY
    • Be realistic:
      • Understand how your customers/users engage with social networking/Web 2.0 technology
    • Focus groups:
      • Gather user input well ahead of launch to identify and define the core functionality
      • 80/20 rule - narrow the scope -> get that right first
    • Offering comparison:
      • Don’t prepare a long list of criteria against free and/or cheap online applications and tools - a time and resource sink
    • Identify the most important functionality:
      • Bringing functionality together in an intuitive and collaborative environment require skills that fall outside the capabilities of very small IT shops
  • 17. SUMMARY
    • Deliver the highest value possible to clients while maximizing the bottom line
    • Efficiencies in operations and processes that can be greatly assisted by technology
    • Usage of social networking will differ by company & by requirement
    • Only some benefits are directly quantifiable
    $60,000 SAVINGS WITH GREEN GRASS ONE ONLINE COMMUNITY
  • 18. " Increased collaboration and customer satisfaction among the community should also contribute to increased revenue and profit for participants“ Doug Walker Co-founder and Executive Management of Green Grass One
  • 19. POLLING QUESTION
    • What type of online community would your organization be interested in?
      • Intranet – Corporate
      • Intranet – Business Unit
      • Web Site – Corporate
      • Web Site – Event/Conference
      • Team – Departmental
      • Team – Learning/Training
      • Portal – Partner
      • Portal – Customer
      • Portal – Recruiting
      • Portal – User Group
  • 20. IGLOO Overview
  • 21. IGLOO - WHAT DO WE DO? We help organizations build, deploy and manage successful online communities and social networks.
  • 22. IGLOO - SOLUTIONS NOT SOFTWARE
    • COMMUNITY SOLUTIONS
    • COST EFFECTIVE
    • VIBRANT
    • VIRAL
    • STICKY
    • SUSTAINABLE
    • MEASUREABLE
    • SAS 70
    • PCI DSS
    • CIC 5970 II
    • Secure
    • Integrated
    • Extensible
    • Support
    • Professional Services
    • Training
    • Community Facilitation
    • E-engagement
    • SEO, SEM, SMM
    • Configurable
    • Customizable
    • Design
    • Planning
    • Design
    • Deployment
    • Growth
  • 23. SOCIAL SOFTWARE PLATFORM GREEN GRASS ONE LEVERAGED Administration Find, manage, store and share your corporate knowledge and information securely in your online community. Facilitate effective collaboration and communication around your key organizational assets. + + + Promote and empower business critical relationships across your entire team or organization. Promote and empower business critical relationships across your entire team or organization. Content Management Team Collaboration Web Publishing Social Networking
  • 24. CUSTOMERS – ACROSS INDUSTRIES
  • 25. TOP 5 “BUSINESS USES” OF SOCIAL SOFTWARE
    • Create & Drive Brand Awareness
    • Reputation Management Tool
    • Recruiting
      • Staff, customers, partners
    • Learn About New technologies & Competitors
    • Lead Generation Tool to Intercept Potential Prospects
      • Drive traffic to your own online sites while encouraging consumers and clients to have discussions on how to improve or change products or services
    Source: Wikipedia
  • 26. CONCLUSION- BENEFITS OF GREEN GRASS ONE
    • Time to Value
      • Implemented in weeks
      • Immediate value to customers, suppliers and employees
    • Better Distribution of Knowledge
      • Increased product throughput and revenue
      • Higher customer and stakeholder satisfaction
    “ CHANGED THE WAY THEY DID BUSINESS”
  • 27. THANK-YOU QUESTION & ANSWERS CALL IGLOO TO SCHEDULE A DEMO: 1-877- 664-4566
    • Learn More
    • IDC Case Study on Green Grass One
    • MarketPlace Whitepaper
    • WorkPlace Whitepaper
    www.greengrassone.com www.igloosoftware.com
  • 28. Thank-You Q & A 1.877.ON IGLOO
    • www.igloosoftware.com