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Spread the Love: Extend Learning Beyond Your Enterprise


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If you're not extending training beyond your employees to reach business partners, suppliers, resellers and customers, you are missing an opportunity to boost business performance.
David Wentworth, Senior Analyst for Brandon Hall Group for a discussion of:
- Ways to leverage extended enterprise learning to increase product awareness & adoption plus increased revenues
- How learning can create and sustain engaging customer relationships
- How extended learning can reduce costs and increase productivity

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Published in: Software
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Spread the Love: Extend Learning Beyond Your Enterprise

  1. 1. Spread the Love - Extend Learning Beyond Your Enterprise David Wentworth Principal Learning Analyst Brandon Hall Group Sponsored by: Michelle Sullivan Marketing Director NetDimensions
  2. 2. Thank You To Our Sponsor! 2
  3. 3. HCM Research and Advisory Firm 3 FOUNDED IN 1993 Community of 300,000+ 10,000 Global Clients Leading Independent HCM Research & Analyst Firm Publishing 2+ Pieces of Research Each Day Sample of Our Clients
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  5. 5. How To Ask Questions 5 • Submit your questions or comments about the discussion to our presenters using the Questions tab on your control panel. • Presentation slides and giveaways can be found in the Handouts tab on your control panel. Recording & Slides will also be sent out after the webinar.
  6. 6. Agenda 6 The Learning Ecosystem Drivers for Extended Enterprise Learning Generating Revenue Case Study
  7. 7. Corporate Functions Purchasing Sales Suppliers Manufacturers Resellers Customers Extended Enterprise Enterprise ©2016 Brandon Hall Group, Inc. 7
  8. 8. The Learning Ecosystem Larger than you think Public Citizens Brand Followers Clients/Customers Sales Channels Partners Contractors Employees ©2016 Brandon Hall Group, Inc. 8
  9. 9. Typical Extended Enterprise Industry Audiences Industry Public Sector Healthcare Associations Financial/Insurance Manufacturing Hi-Tech Retail ©2016 Brandon Hall Group, Inc. 9 Example Citizens Patients, Clinicians Members Agents, Brokers Resellers, Dealers Customers Franchisees
  10. 10. Poll Question One – Today’s Audience? What best describes you and your extended enterprise experience? 1. No experience or knowledge 2. Internal HR/Trainer with some experience 3. Internal HR/Trainer with extensive experience 4. Operations role and delivering training to external users 5. Other ©2016 Brandon Hall Group, Inc. 1
  11. 11. The Learning Audience Reaches Far and Wide 54.5% 4.5% 40.9% Less than 25% 25%-50% More than 50% How Much of the Learning Audience is Considered External? ©2016 Brandon Hall Group, Inc. 1
  12. 12. The Learning Audience Reaches Far and Wide Franchisees Manufacturers Value Add Resellers Distributors Suppliers Field Customer Support Team Sales Team Field Technical Support Team Customers 0% 20% 40% 60% 80% 100% None Daily Weekly Monthly Quarterly Semi-Annually Annually Targeted Groups and Frequency ©2016 Brandon Hall Group, Inc. 12
  13. 13. Example 13
  14. 14. Poll Question Two If your organization provides extended learning, what is the primary business reason? 1. Generate revenue 2. Customer loyalty 3. Supplier education 4. Cut costs 5. Product support ©2016 Brandon Hall Group, Inc. 14
  15. 15. Why Should We Extend Learning Beyond the Enterprise? ©2016 Brandon Hall Group, Inc. 15
  16. 16. Top Business Priorities for Organizations Brandon Hall Group, 2016 1 Improving customer experience 2 Gaining market share 3 Cutting expenses 4 Driving innovation 5 Delivering new products/services ©2016 Brandon Hall Group, Inc. 16
  17. 17. How Can Extended Enterprise Learning Help? ©2016 Brandon Hall Group, Inc. 17
  18. 18. Benefits of Extended Enterprise Learning Answer Options Response Percent Reduce training costs 72.1% Reduce training travel time 66.7% Increase awareness of products/services 56.8% Meet compliance requirements 55.9% Increase employee engagement 47.7% Improve customer relations 45.0% Meet and exceed corporate objectives 43.2% Increase sales 40.5% Maximize client retention 36.9% Reduce employee turnover 22.5% How Has Extended Enterprise Training Helped Your Business? ©2016 Brandon Hall Group, Inc. 18
  19. 19. Gaining Market Share Extended Enterprise Learning helps: Increased selling power via knowledgeable sales channels Using the supply chain to establish a global presence Greater exposure for all products and services ©2016 Brandon Hall Group, Inc. 19
  20. 20. Collaboration with suppliers and manufactures Better connection to customers to anticipate needs New opportunities to upsell Improving Innovation Delivering New Products/Services ©2016 Brandon Hall Group, Inc. 20
  21. 21. Better relationships with suppliers Shortened product and sales cycles Fewer customer support calls Cutting Expenses ©2016 Brandon Hall Group, Inc. 21
  22. 22. Stronger relationship after the sale Staying ahead of the informed consumer Less reliance on customer support Improving Customer Experience ©2016 Brandon Hall Group, Inc. 22
  23. 23. Example 23
  24. 24. Poll Question Three What do you perceive as the biggest challenge to external learning? 1. Building business case 2. Moving from Cost Center to Profit Center 3. User adoption 4. E-Commerce 5. Content sharing ©2016 Brandon Hall Group, Inc. 24
  26. 26. E-Commerce ©2016 Brandon Hall Group, Inc. 26
  27. 27. Charging for Extended Enterprise Content 33.9% 66.1% Yes No 24.4% 53.7% 22.0% Subscription A la Carte Bundled Current Practice Pricing Model ©2016 Brandon Hall Group, Inc. 27
  28. 28. Percentage of LMS Costs Covered by Extended Learning 22.5% 7.5% 17.5% 17.5% 35.0% None Less than 10% 10-25% 25-50% More than 50% ©2016 Brandon Hall Group, Inc. 28
  29. 29. Top 10 Challenges and Planning Considerations Planning Areas Considerations 1. Build the Business Case Revenue model vs. training progress. How to measure value? Cost of system vs. business efficiencies, greater scalability, brand awareness? 2. Audience segmentation/fragmentation Who is the audience? Differences? Why do you want to reach them? What value to the business? Size? Growth potential? 3. Integration with other systems What are all the IT ecosystem touch points? AMS, SharePoint, Custom portals not typically HRIS. 4. Content Develop a content creation, reuse , rollout and localization strategy. 5. Sharing the right content Think versions not unique courses. Consider creating a versioning and reuse strategy. 6. Globalization and Localization Currencies, bandwidth, privacy, taxes, duties: need to fully understood for each country when deploying globally. 7. E-Commerce Is the content you’re selling worth paying for? Is the price point correct? Is the content technical or tied to a particular product, which would make it sought after by trainees? Incorporate B2B and B2C. 8. User Adoption Create a formal multistep rollout plan to make users aware before, during and after launch. 9. Incorporate Marketing Create a marketing plan, and target traffic with Banner Ads, direct marketing, SEO, industry magazines, tradeshows, webinars. 10. Analytical Reporting Create a plan to compare training data with sales data, customer success data. ©2016 Brandon Hall Group, Inc. 29
  30. 30. Questions? Submit your questions to the presenters via the questions tab on your control panel 30 Type your questions here
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  38. 38. 38 Spring Program for HCM 70+ Categories Program opens: January 11, 2016 Deadline: April 15, 2016 Announcements: September 7, 2016 Honorary Ceremony and Gala: January 26, 2017 Fall Program for Tech 50+ Categories Program opens: May 16, 2016 Deadline: September 23, 2016 Announcements: December 15, 2016 Honorary Ceremony and Gala: January 26, 2017 For more information, visit
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  45. 45. 45 Upcoming Public Workshops Featured at Our HCM Excellence Conference 2017 January 24 & 25, 2017 Mastering Measurement and Analytics: A Model for Success Learning Convergence: How to Develop a True Blended Learning Program How to Define Your Organization's EVP Assessing Your Talent Management Strategy Building the Business Case for Technology For more information or to register, please visit