2. THE RETURN TO TRACKING COLLABORATION
Collaboration is a key growth driver, both at the top and
bottom line
Tracking collaborative behaviour allows you to optimise
and increase these returns
There are three common drivers to increased returns from collaboration:
1 • Increase revenue with targeted interventions
2 • Increase revenue by using hard data to drive behavioural change
3 • Reduce costs by optimising current and historical initiatives
3. THE RETURN TO TRACKING COLLABORATION
1
Increase revenue with targeted interventions
• Identify centres of Relevant case studies:
excellence and problem “A non-profit wanted to boost its fund-raisers productivity… By
areas helping new fund-raisers rapidly replicate the high performers’
networks, the non-profit expected to increase its revenue from
• Implement targeted employees with no more than two years’ tenure by nearly 200%.”
mentoring activities to
rectify underperformers “An analysis of an engineering company’s high-performing groups
• Demonstrated to achieve showed that a small number of construction managers and
engineers single handedly accounted for 35% of all the
significantly higher rates of
collaboration occurring within it… Identifying and building
improvement and connectivity between specialists in other groups helped the firm to
employee engagement raise its construction revenue to $275 million, from $80 million, in a
than untargeted initiatives single year.”
Source: McKinsey and Company
4. THE RETURN TO TRACKING COLLABORATION
2
Use hard data to drive behavioural change
• Capture management • IBM validated the impact of collaborative behaviour on
organisational results, using 2000+ consultants, a full network
attention with quantifiable analysis and monthly billings data
evidence for collaboration • Key findings included:
• Giving managers the tools to • Each additional person in a consultant’s network creates an
measure and understand incremental c.$948 in annual revenues
collaborative activity will drive • A strong link to a manager in the organisation creates an
incremental c.$12,888 in annual revenues
behavioural change
• Structurally diverse networks with an abundance of different
• What could data like this do social resources lead to a 277% increase in revenues
for your ability to drive the Source: IBM
organisation forward?
5. THE RETURN TO TRACKING COLLABORATION
3
Understand and optimise collaboration initiatives
• Targeting collaboration • IDC and Oracle estimate that the generalised benefit case for
collaboration projects is c.$40 million per annum (for a typical
activities where they are 1,000 person company)
needed and effective • Intrascope lets you understand and assess the effectiveness of
achieving this theoretical benefit case. For example:
• Understand how effective • Did project [X] actually improve connectivity?
past initiatives have been at • Are employees really accessing more diverse insights from
driving increases in across the business?
• Tracking the underlying behavioural change lets you understand
collaborative behaviour the real impact of implementing collaboration projects (and
• Eliminate unneeded training gives you the the hard data to make the connection to KPIs and
the bottom line)
or networking events and • Clear ROI through the optimisation of existing collaboration
optimise current initiatives. Low single figure percentage efficiency improvements
have the potential to achieve millions of dollars of quantifiable
collaborative programs? cost benefit
Source: Oracle
6. FOR FURTHER INFORMATION:
Cross, R. L., Martin, R. D., & Weiss, L. M. (2006). Mapping the Value of Employee
Collaboration. The McKinsey Quarterly, 3.
Panta, S., & Stevens, M. (2010). The Business Case for Enterprise Collaboration
Oracle Industry Strategy and Insight.
Wu, L., Lin, C. Y., Aral, S., & Brynjolfsson, E. (2009). Value of social network–a
large-scale analysis on network structure impact to financial revenue of
information technology consultants. In The Winter Conference on Business
Intelligence.
For further information about how Intrascope can deliver you a
real time measure of organisational collaboration, visit us at
www.IntrascopeAnalytics.com
