A survey was conducted of 606 sales employees to analyze their professional networks. 404 employees provided data on their network relationships within Waters Corp, naming over 2,100 other employees. The goal is to ensure effective collaboration throughout Sales and Marketing by identifying key connectors, potential bottlenecks, and new employees who need better integration into networks. Measurements will track improvements in information flow and network structure across the global organization.

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3. Align, Engage and Execute
©2013 Waters Corporation 3

4. Background
606 sales employees were invited to participate in an organizational
network assessment survey. A 87% response rate (526 employees) was
achieved.
Respondents were asked to name up to thirty five people within all of
Waters Corp. who they consider important in their professional network,
and then evaluate their relationships in the following areas:
 Sources of Information
 Need for Greater Access
 Interaction Time
 Energy
From the 526 employees, network data could be generated from 404
employees (67%). Unless otherwise noted, the following analysis is
based upon relationships between the 404 respondents from Sales and
the 2,163 unique Waters employees that were named within their
networks.
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5. Objective
 Goal:
– Ensure that the appropriate connectivity exists throughout the Sales
and Marketing organization (effective collaboration)
 Action Items:
– Indentify those individuals (nodes) that energize others.
– Identify likely bottlenecks/overload and set plans to resolve.
– Identify low tenure / new hires who may need better integration to
the informal networks.
 Measurements:
– Improvement in the Field’s Network (informal) and structure (formal)
to allow effective and efficient information flow across the global
organization.
– Improvement in the speed and direction of information flow.
©2013 Waters Corporation 5

6. What did we learn?
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