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Addressing Top CEO Priorities through Social Media Marketing and MetricsJacques Pavlenyi
Presented at the August 21 2012 Business Marketing Association's Southern California Chapter meeting. The world is changing - becoming more social, even in traditionally conservative B2B. B2B marketing is maturing, with social leading to more measurable successes. But taking b2b social media marketing to the next level is easier than you might think. This presentation hopes to help you:
-- Understand how to better align social media marketing with key strategic initiatives
-- Learn how to focus on the social metrics that matter
-- See applicable examples of real b2b social media marketing benefits
These views are my own and do not represent those of my employer.
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Initializing and launching your social business initiatives: social from the ...Jacques Pavlenyi
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• Free, practical online tools they can implement immediately
• Connections to sites, experts, resources to help them with the above (i.e. early adopters who are testing this all out and thinking deeply on this stuff for you!).
Marco Campana
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1. Lyn Murnane
Knowledge Manager
A KM JOURNEY
1 How I got to here?
2. Topics
2
About Lyn
Intranet redesign @ Medibank
A journey
KM stuff you‟ve heard before The old view
It‟s all about the stuff! Analysing the info needed
A framework based on experience Card Sorting
About Medibank Site architecture
Medibank‟s approach to change New site
The players and process Results
What worked, what didn‟t Future plans
IDP Australia
Telstra
Challenges
Opportunities
Where might you start?
3. Quick CV 130,000?
What‟s wrong
3 with that?
October 2011 – Current
Knowledge Manager – IDP Education
Manage a global knowledge system that supports 700 staff in 27
countries
Contains around 130,000 pieces of information
Moderate a newly created community within IDP
Member of the KMrt
RMIT – MBIT Graduate 2011
Telstra – Manager Knowledge Management
Manager of KnowHow – website supporting 14,000 customer service
staff
FastTrack – Knowledge Manager
Medibank Private: Knowledge Management Business Consultant
FastTrack Software: Product Consultant, Support Desk Team
Leader
IT Trainer
4. One Gal‟s Journey
Personal
Networking
MBIT @ RMIT
• 1st KM role
• Subjects of discovered thru
keen interest a fellow MBIT
The Internet • KM student
• Library of the • BI
World at my • Change Mgt
fingertips
Employment • Governance
• Running chat
• Admin jobs sessions in v1
• Data of MSN (trivia
Management quizzes)
Childhood • Computers
Learning • IT Training
• Interest in
• The KM began
Library • IT Support
4
5. My circle
5
• Knowledge • Blog - genverbosity
Manager • Twitter - @boffin66
• KM Business • RSS feeds
Consultant • Social networks
• Stakeholder • Networking
engagement • Communities of
• Collaboration with Practice
SMEs • KMrt
• Networking • KMLF
• Instructional Design • IT Training & support
• E-learning development • Technical Writing
• User feedback • KM Systems
6. What is a Knowledge Manager?
From www.stevedenning.com
The main function of the knowledge sharing
position would be to help champion organization-
wide knowledge sharing, so that the organization's
know-how, information and experience is shared
inside and (as appropriate) outside the
organization with clients, partners, and
stakeholders.
Skills Required
• Customer / User Orientation
• Leadership
• Communications
• Facilitate sharing & collaboration
• Teamwork
• Learning and knowledge sharing
• Analytical Thinking and Decisive Judgment
6
7. What is KM?
7
Thomas Davenport defines knowledge as “what
happens at the moment in time when information
becomes valuable to the individual seeking it”.
In call centres, help desks, and other support
environments, that individual is either the support
agent seeking information to help a customer, or a
customer (product user, employee, partner, or vendor)
seeking answers in a web-based self-help
environment.
Thomas Davenport, the author of several works on
the subject including, Information Ecology: Mastering
the Information and Knowledge Environment and
Working Knowledge: How Organizations Manage
What They Know.
8. Some data
8
56% of knowledge workers' time is spent either
searching for information or gathering information.
Only 25% is spent on the actual analysis.
Organisations have focused on 'knowledge
management' (KM) systems as the answer.
http://www.google.com/enterprise/solutions/prof_s
ervices/search_roi.html
And sometimes I do remember to reference!
9. Knowledge Sharing
9
Social Media
Participants – a
good alignment
to measure
knowledge
sharing
11. Sites & Tools for fun & interest
11
http://forrester.typepad.com/groundswell/
http://www.useit.com/
Social Media 2011 -
http://youtu.be/3SuNx0UrnEo
Using KM - http://youtu.be/97i-JAyx1zY
Discover what you know – 2006
http://youtu.be/f_x78XLBBVM
14. Medibank Private
14
As at 2009 About private health insurance:
Market share in PHI Australia Highly government regulated –
29% and the regulations change
Number of people covered frequently
3.5 million
Extremely complicated – for staff
Number of memberships as well as customers
1.8 million
Customers often don‟t really
Total contribution income understand their cover until they
$3.4 billion
claim
Total benefits paid
$2.9 billion PHI is a high use insurance
(84.8% of compared to other insurances
contribution
s)
Number of customer transactions
in Call Centre and Retail
6 million
Number of staff
3000
15. Medibank‟s culture – An approach
15
to change
“Empowerment for Ground crew”
“We don‟t need a McKinsey or a Boston
Consulting to tell us how to improve the
business – we‟ve got over 1200 „ground crew‟
staff who know exactly where the real gaps are
to be addressed in the business,” George
Savvides – MD.
We embrace change better when we do it ourselves
16. In 2004 - The problems frontline
faced
Intranet – 1400 files, out of date, inconsistent, poor search, slow
Many sources of information: Lotus Notes, shared drive (40,000 files), local info,
Circulars
20,000 internal staff helpdesk calls per month
Communication to frontline staff ineffective – Circulars, Manuals, Guides, many
emails
Inconsistent information given to customers
One size fits all communication – 400 page fund policy document!
Feedback from exit interviews - staff leaving because not sufficiently supported to
do their jobs effectively
Access to knowledge is confusing, inaccurate and inconsistent.
16
17. Biggest problem – TMI!
Departments Modes Staff Customer
• HR • Email • What do I do? • Waiting
• Marketing • Intranet • Inconsistent • Frustrated
• Compliance • Policies messages • Leaving
• Product • Newsletters • Complaints
• PHI • Mentors • Silence
• Fund Policy • Helpdesk • Complaints
• Complaints • Relationships • Too much to
• Corporate • Training read
Affairs courses • Too much to
• Finance • Phone change
• Management
17
18. Opportunity costs and benefits
Training – new starters
$12.5Keach /30% turnover • On-going costs 6 staff and support.
Staff Help Desks
20,000 calls to 2 helpdesks. • Benefit realisation within three
Call Handling Time months.
The Pilot Program statistics
demonstrated a reduction of 6.3% in
Call Handling Time.
Ex Gratia Payments
Cost MPL $500,000 in FY03.
Consistent, complete and accurate
information in a central repository has
the ability to reduce this cost.
Opportunity costs > Millions Ongoing savings ~ Millions
18
19. Desired state –
19
Communication to frontline staff
Departments Modes Staff Customer
• HR • Knowledge • I am in control • More satisfied
• Marketing Repository • Consistent • Better service
• Compliance messages
• Product • Reduced
• PHI Complaints
• Fund Policy
• Complaints
• Corporate Affairs
• Finance
• Management
Knowledge
Enablers
20. And Medibank‟s KB was born
20
Max and Molly – 2 different KB applications
Max was for customer facing processes
Molly for corporate processes and support
Both named by staff in a competition
Sold using branded gadgets, stress balls,
umbrellas etc
22. Growth
Max / Molly / Intranet
900000
800000
700000
600000 04-05
05-06
500000
06-07
400000 07-08
08-09
300000 09-10
200000
100000
0
Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun
23. What worked well…initial
23
project
Team Tool
Built by staff for staff good search
Frontline engagement no bells and whistles
Get the end users met requirements
involved…make it a knowledge easy to use
system
Ongoing support
focus groups (New Starters,
Experts, 20+ years service) Feedback mechanism was and
still is the most popular feature
super user group
competitions Content
pilot Write it for the audience
surveys Write if for how they think about it
road shows Avoid jargon
video – of staff response to
project
Brand – identity
stickers, soft balls, umbrellas
quick reference guides/materials
24. What didn‟t work well….initial
project
Business experts & Management
engagement - resistance
Approval process – subject matter experts
took three times longer than expected
Training – self-paced workbook didn‟t work
well for call centre / retail environment
24
26. IDP Education
26
IDP – Education placements – market leader.
Placements in AU, US, CA, UK & NZ
IDP Education also manages and part-owns
the IELTS test – the leading test of English
language proficiency for study and migration.
IDP is 50% owned by IDP Education Limited, a
company owned by 38 Australian universities,
and 50% owned by SEEK.
27 countries – 500 counsellors (Student
Recruitment)
27. IDP Knowledge - OSCAR
27
128,000 knowledge base pages
99% data collected about universities and their
programs from publicly available information
1600 manual knowledge articles
Provided by local
Location based Visa information
Presentations from universities
Links to Uni sites & videos
Info about scholarships & application requirements
29. IDP Key Issues
29
Visibility of content
Issues with accessibility & control of information
Search
How to return relevant results from so much content
Navigation
Where to find the content
Governance
Guidelines
Review & Archiving process
Learning Tool
Research new destinations & locations
Collaborative Learning
31. Telstra
31
KnowHow – an intranet based process and sales
information tool that supports 14,000 users –
onshore , offshore and industry partners.
KnowHow‟s key focus is support of personal
customers
Includes some support for Telstra Business (Small
Business)
Telstra has 10 „official‟ KM systems
100‟s of unofficial tools including spreadsheets,
personalised web pages, databases etc
My focus was on KnowHow
32. KnowHow
32
Observations – content / information is
verbose and not user friendly
NO collaboration
Feedback loop is sporadic and not transparent
NO Governance, archiving or expiry of content
unless requested
33. Changes
33
User Feedback forums
What does KnowHow sound like / its character
Understanding what works and what doesn‟t
What‟s missing?
Suggestions for inclusions
Getting engagement / buy-in
Assessment of value of outsourced publishing
Outcome – publishing was insourced again
34. Processes
34
Governance model
Audit process
Expiry process
Writing style guide
Publishing style
New content management system should
automate some of these processes
35. Telstra Bigger picture
35
Project to create a company wide KM strategy
Aims to create a single source of truth
High level governance model
Has leadership support and cross business
unit endorsement
Project currently being scoped and mapped
Identifying measures of success
36. Suggested KM Roadmap Overview
Phase 2: Phase 3: Phase 4:
Phase 1:
KM System Deployment Evaluation
Infrastructure
Analysis, Design
Evaluation
and Development
Design the Knowledge
Management
Infrastructure Deploy, using the
Analyse the Existing Results-driven
Infrastructure Audit Existing Incremental
Knowledge Assets & methodology
Systems Evaluate
Performance,
Design the Knowledge Measure ROI and
Management Team Incrementally refine
the KMS
Create the Knowledge
Align Knowledge Management Blueprint Manage Change,
Management & Culture and Reward
Business Strategy Structures
Develop the
Knowledge
Management System
36 http://www.informit.com/articles/article.aspx?p=28766
`
37. 37
“Anyone in the organization who is not
directly accountable for making a profit
should be involved in creating and
distributing knowledge that the company
can use to make a profit”
Sir John Browne – CEO of BP
Interesting article on BP‟s knowledge management struggle
http://www.ikmagazine.com/xq/asp/sid.0/articleid.750C40CD-3510-47CA-9827-
5403ADCE1D93/eTitle.Greater_than_the_sum_of_its_parts_Knowledge_Management_in_British_Pet
roleum/qx/display.htm
41. Topics for discussion – Medibank‟s
Intranet
About the process used to design the new Intranet
Streamlining the information flow to meet
diverse user needs
Catering for intuitive user search and
navigation
Collaborating with customers for user
satisfaction and efficiency
Techniques and online tools for information
architecture
41
42. About Medibank
About Knowledge Management:
• Established in 2004
• Team of 6 including:
– Manager
– KM Consultant
– Senior Technical Writer
– 3 KM analysts
• Manage the Intranet and 2 knowledge bases
– Intranet – all staff
– Max - 1200 member-serving staff (Retail,
Call centre, processing)
– Molly – all staff policies, processes, forms
etc.
42
43. Overview – new Intranet project
The Old Intranet:
Intranet seen as static and not valued
Technology last upgraded in 2000
Unsupported by vendor
No development environment
Missing common features (eg functional search, forums, surveys, staff polls)
No ability to segment content for different users (portals)
Authoring is limited to those trained in HTML coding
Most of the valued information lies in a separate knowledge
base (called Molly) that is not seamlessly integrated
Feedback from staff – “the tools are hard to use and
confusing”
43
44. Aims
• People will be able to find people (drill
down by division, location, or search)
• Will showcase company events, jobs,
and encourage employee
collaboration and networking
• Content – the top 20% of information
80% of employees need to know
• Brand new design and architecture -
user-centric
44
45. Classifying and presenting content
in a logical way
Start by mapping what we know:
Map what is in scope (existing content) for Molly
and Intranet
45
46. The OLD sitemap– Intranet
And yes, it was
just called the
intranet!
46
47. Streamlining the information flow to meet diverse
user needs
Techniques Draw on what else you
Determine current use (heat know:
map)
Determine what people are • KM Employee
looking for (search log satisfaction surveys
analysis)
Listen to and capture your • KM Strategy staff
users opinions (Affinity interviews
diagram)
Create persona‟s
Determine what can go (ROT
analysis – Redundant, out of
date, trivial)
Determine what is missing
(Gap analysis)
Work with the content owners
to convince them of a user
centric design
47
48. Streamlining the information flow to meet diverse
user needs
Defining your users and Techniques
their needs Determine what they need –
Define the different user interviews
segments What they need
Board What they use
GE
Set tasks and observe use
SET
How they use it
Managers
How they search and find
Corporate staff
Get them to draw their ideal
Retail Intranet
Call Centre Crayons
Claims Butchers Paper
Member Liaison Coloured Pens
48
51. Created cards from the top used
content
Create cards from the top content used
(heat map)
Performed card sorting exercises on
different segments
Open and closed
51 http://www.boxesandarrows.com/view/card_sorting_a_definitive_guide
52. Analyse how they think – Open
card sorting
•Take the top
content and get
staff to openly
verbalise what they
would name it, how
they would
categorise it
•Do this for multiple
staff segments and
notice the language
used, and common
trends
52
53. Defining search and navigation
Observations
Card sorting
Search log analysis
Search database mapping and
rationalisation
Look at Best practice navigation
designs
53 Provide multiple ways to
search/navigate
57. Collaborating with customers for
user satisfaction and efficiency
Created Wireframes – to conceptualise the
outcomes we wish to achieve in next three
years
Engaged all major stakeholders – 1:1
interviews from Frontline staff to MD
Published samples on the Intranet
Displayed wireframes at all corporate
inductions
Displayed at senior executive meetings
57
Recorded feedback – modified designs
58. What happened (Aug 2009)
Project was delayed due to financial
concerns
Decided to upgrade the intranet based on all
this work with current systems
Built using html and then copying that into
the CMS
58
59. Refine your designs
Narrow down the designs – 1st phase (of
3)
Tested these designs with stakeholders
Road show the new designs with staff
senior managers to frontline, new inductions
Take in feedback and modify the designs
Create functional specification
Receive more feedback from the project
team
59
62. What happened?
The writing / design / card sort process commenced
early 2008
We notified of impending change in early March via
Intranet bulletin board.
Removed all content apart from home page and
intranet bulletin board at 31 March
Completed all content pages on 8 June 2009
Notified of change for 3 weeks prior to launch including
an email with instructions on how to navigate
Launched 15 June 2009hange Management
62
63. Summary - Techniques used to create new design
Heat map
Map in scope use Search log
content analysis
Affinity New design &
ROT analysis
diagram architecture
Closed card
Observations
sorting
Open Card
sorting
63
MPL – met through RMIT – networkingFastTrack – headhunted back
Let’s look at some of the tools I use to connectBlogTwitterFacebookLinked IN
Each QAT consists of a group of volunteer staff from across all business divisions each with different experiences and interests.
New look and feel since Sept 2008
THEY COPIED ALL THAT THEY COULD FOLLOW BUT THEY COULD NOT COPY MY MIND, AND I LEFT 'EM SWEATING AND STEALING AND A YEAR AND HALF BEHIND. -RUDYARD KIPLING
Open Card Sorting: Participants are given cards showing site content with no pre-established groupings. They are asked to sort cards into groups that they feel are appropriate and then describe each group. Open card sorting is useful as input to information structures in new or existing sites and products.Closed Card Sorting: Participants are given cards showing site content with an established initial set of primary groups. Participants are asked to place cards into these pre-established primary groups. Closed card sorting is useful when adding new content to an existing structure, or for gaining additional feedback after an open card sort. http://www.boxesandarrows.com/view/card_sorting_a_definitive_guide