Make Your Membership Management Software Pay for Itself

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From a WebLink Webinar titled, "Make Your Membership Management Software Pay for Itself." Demonstrates how increases in new member sales, retention and non-dues revenue can turn your membership management system into a revenue generator for your organization.

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Make Your Membership Management Software Pay for Itself

  1. 1. Far more than member management software Make Your Member Management Software Pay for Itself
  2. 2. Far more than member management software Introduction • Four years as WebLink VP Operations • Over 10 years in technology implementations • Background in Six Sigma process improvementJoseph Loria VP Advisory Services
  3. 3. Far more than member management software Agenda • Usage Trends in WebLink Connect • Industry Trends • The Typical Experience and Outcome • What You Can Do Differently • How WebLink Helps
  4. 4. Far more than member management software Quick Poll!
  5. 5. Far more than member management software WebLink Connect Usage Trends 0 0.5 1 1.5 2 2.5 3 3.5 Member Data Finance Events MillionsScreenViews Maintenance 0 0.5 1 1.5 2 2.5 3 3.5 Sales Contacts Project Mgmt Growth
  6. 6. Far more than member management software So, is this normal?
  7. 7. Far more than member management software Trends Across Industries • Only 1/3 of CRM implementations succeed! • Failure reasons: – Technology issues (33%) – Lack of business process management (27%) – People issues (22%) – Poor strategy (18%) Forrester, 2012
  8. 8. Far more than member management software User Adoption Psychology - IBM Business Consulting Services, 2004
  9. 9. Far more than member management software Our Observations time adoption benefit Turnover Economy Strategy Technology people / processtechnology
  10. 10. Far more than member management software Quick Poll!
  11. 11. Far more than member management software What is 67% Likely to Happen? 1. Users fight it, and usage diminishes 2. Leaders blame the technology and give up 3. Lack of use erodes the overall value 4. A new system is bought to solve the problem 5. Repeat above steps
  12. 12. Far more than member management software “Disappointment with CRM is usually the result of poorly conceived strategies that lack a laser focus...” - William Band, Forrester, 2012
  13. 13. Far more than member management software Tech Process People “What a new system really comes down to is an exercise in change management.” - CIO Update, 2003
  14. 14. Far more than member management software Can you Really Change the Trend? How about a 63% increase in annual sales? An 88% increase in first- year retention? Results the Dallas Regional Chamber achieved in 2011 with a rigorous focus on people and process.
  15. 15. Far more than member management software What You Can Do 1. Promote user adoption and acceptance 2. Focus on the underlying business processes 3. Define and track the right metrics 4. Get senior leaders visible in the initiative 5. Keep your data clean and up to date
  16. 16. Far more than member management software User Adoption – Hot Tips! • Provide incentives that align behavior • Integrate the system into meetings • Don’t skimp on training • Facilitate informal sharing • Don’t allow alternate systems
  17. 17. Far more than member management software Business Process – Hot Tips! • Define, map, and document! • Identify lags, poor output, low value • Get team input and buy-in • Take an agile, iterative approach
  18. 18. Far more than member management software WebLink Launches Business Builder • Engage after the Technology phase • Resolve the 5 steps to success • Align people and process with technology • Accelerate users up the adoption curve • Maximize revenue through optimal sales and retention processes
  19. 19. Far more than member management software Our Business Builder Products • Accelerator Appraisal • Sales Accelerator • Retention Accelerator • Revenue Accelerator
  20. 20. Far more than member management software Thank You! Joseph Loria joseph.loria@weblinkinternational.com 877-231-4970 x102

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