3. Market Dynamics
• Weak Growth
• Margin Compression
• Declining Brand Value
Together We Create Exceptional Workplaces*
4. The Perfect Formula
for the Race to Zero
Commoditized
Products
+
High Fixed Cost
Structure
+
Flat Demand
=
Race to Zero
Together We Create Exceptional Workplaces*
7. The Golden Circle
Creating Exceptional Workplaces*
Healthier, Safer and More Productive
Designing Platforms that Deliver on
Higher-Order Customer Benefits
Developing Meaningful Innovation that
Supports Platform Benefits
Source: Simon Sinek
11. Bringing Exceptional Workplaces* to Life
Brand Expression
Principals Guide Book
Product design and graphics
Together We Create Exceptional Workplaces*
12. Transforming the Team: 100 Global Leaders Meeting
Together We Create Exceptional Workplaces*
13. + Nominate
+ Vote
+ Transform
+ Share
Together We Create Exceptional Workplaces*
16. An Exceptional Workplace* is
a work environment where people are
+ Healthier and happier
+ Productive and satisfied
+ More engaged
+ Drive better business outcomes
17. How it works Platform Solutions
Assess
And
Teach
Using
Insights
Kickoff:
Educate: User Engagement
User Engagement
Measure
Outcomes
18. Customer Results
Emotional:
Users
• “Thank you for trying to keep us healthy. We appreciate it more than you
know.”
Choosers
• “I think this project is a positive outreach to our tenants personal healthy and
working environments.”
Functional:
• 80% reduction in probability of contracting cold and flu
• 46% reduction in absenteeism
19. Sounds easy, right?
Making the shift requires a
cultural change
within
Sales and Marketing
20. Sales & Marketing
From To
• Features & benefits • Behavior and attitude change
• Incremental improvements • Real business advantage
• Traditional call points • New call points
• “Throw it over the fence” • Alignment between sales and
marketing
21. “The Race to the Top…
…is filled with difficult
technical and emotional
hurdles, and requires
patience and effort and
insight.”
Seth Godin, August 2012
Start with the WHY. Why are you in business?Our why is “Exceptional Workplaces” – Some other companies may come in here and talk to you about just the WHAT,
This is our story of Exceptional WorkplacesAmy will tell us how we brought it to life.
This shows one transformation focusing on one platform in an exceptional manner.
Our promise to our customer
ATP monitor Get Ralph up and swab on stage
Focus on behavior changeTakes us out of our comfort zoneMarketing needs to lead the sales team by providing personas, targeted messaging tied to insightsBeing able to clearly demonstrate value created for our customers.
Focus on behavior changeTakes us out of our comfort zoneMarketing needs to lead the sales team by providing personas, targeted messaging tied to insightsBeing able to clearly demonstrate value created for our customers.
