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The Total Economic Impact
of PayScale
Guest speaker: Sean Owens
Principal Consultant, Forrester
Tim Low
Sr. Vice President, PayScale
Tim Low, Sr. Vice President, PayScale
Tim joined PayScale in 2011 to bring his experience in
demand generation, product marketing, branding and
go-to-market to the company’s business products. Tim’s
resume includes deep expertise in both enterprise
software and cloud-based applications. He has held
executive positions at Daptiv and at Niku (where he was
part of the team that led the IPO), and product
management roles at both Microsoft and Oracle. Tim
was a founder of social analytics platform NorthbyNine
and is a graduate of Marquette University.
We help employers
and employees
understand the right
pay for every position
and effectively
communicate about
compensation.
© 2017 FORRESTER. REPRODUCTION PROHIBITED.
5© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Sean Owens
Sean and the Forrester TEI team have
worked on projects with a variety of clients:
• PayScale
• eBay
• BAE
• Microsoft
• IBM
• Dell
• Oracle
• And many others
Sean has spent the last fifteen years helping technology
vendors measure and communicate the business impact of
its solution to their customers. IT strategy and planning
executives, sales representatives, and product marketing
professionals can use these materials to help understand the
solution more completely, and better estimate the costs and
business impact for their organization. Sean has been with
the Forrester TEI team for more than four years.
Previous Work Experience
Before joining Forrester, Sean spent more than a decade as
a partner, consultant and business development lead for
business value consulting practices at several firms.
Education
Sean has a bachelor’s degree in English from Seattle Pacific
University, and an MBA from the University of Washington.
Principal Consultant, Total Economic Impact Practice
We work with business and
technology leaders to develop
customer-obsessed strategies
that drive growth.
6© 2017 FORRESTER. REPRODUCTION PROHIBITED.
© 2017 FORRESTER. REPRODUCTION PROHIBITED.
The TEI of the PayScale
Compensation Intelligence Platform
Sean Owens, Principal Consultant
September 1, 2017
8© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Compensation
impacts
recruiting and
maintaining
employees
Unfair compensation
(whether perceived or real)
has led to some employees
deciding to leave the
company
Too many employees are
not paid at compensation
goals (many organizations
have a 50th percentile goal)
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
The answer to resolving
these issues is not just
paying people more!
9© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Engaged Employees May Not Be Valued
› Engaged Employees:
• Enthusiastic about work
• See meaning in work,
personally and
organizationally
• Willing to devote extra
time to help customers.
Engaged Employees Stay Longer And Become
Advocates of the Company And Its Products
Engaged employee definition source: David Ning’s The Employee Engagement Network (http://employeeengagement.ning.com/)
Chart and quote source: 7,228 global information workers. Claire Schooley, “Use Digital Technologies To Improve Employee Engagement,” April 19, 2016
(https://www.forrester.com/report/Use+Digital+Technologies+To+Improve+Employee+Engagement/-/E-RES82061)
“Employee engagement is a measurable workforce characteristic that
remains at low levels globally. Increasing the level of employee engagement
drives higher levels of customer satisfaction and reduces employee turnover”
10© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Employee Comp Not Tied To Customer Metrics
› Many employees work
face to face with
customers
› Quality work related to
service - and engagement!
› But not usually part of
compensation package
Most Employees And Managers Don’t Have
Any Part Of Their Compensation Tied to
Customer Metrics
Source: 212 US CX Professionals. Rick Parrish “Talent Management For The Customer-Obsessed Organization,” July 20, 2016
(https://www.forrester.com/report/Talent+Management+For+The+CustomerObsessed+Organization/-/E-RES130905)
“Customer-obsessed businesses have lower-than-
average turnover.”
11© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Each
salary
review
took one
hour.
Position compensation was
not consistent – a lot of
people were being paid at less
than 25% of the market
“It was more of manager
gut feel. They would just
ask the person what
their previous salary
was and try to get them
more than that”
The organization estimated that it had to
recruit and hire (and incur costs for recruiting
and hiring) 50 people each year that wouldn’t
have left if they had fairer compensation.
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
12© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Case Study: TEI of PayScale
13© 2017 FORRESTER. REPRODUCTION PROHIBITED.
About TEI
The TEI Framework
Total Economic Impact Approach and Methodology
Perform due
diligence
Conduct customer
interviews
Construct financial
model
Write case
study
Benefits
Costs
Flexibility
Total
Economic
ImpactTM
(TEI)
R
i
s
k
Build
composite
14© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Overview
4,000 Employees
1,000 Job titles
Annual review cycles
10 Salary surveys managed
25% Turnover
Goal: Improve Talent
Make compensation more
standard, fair and
transparent
Bring in good talent and
keep what they have
Implementation
Using both PayScale and
MarketPay
Goal of 50th percentile
Quick implementation
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
The Organization
15© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Each salary
review now
takes just 10
minutes,
instead of 1
hour.
“The biggest business operations benefit
that I’ve seen is the consistency in
benchmarking positions”
Salaries are now set to the
right amount – benchmarked
based on metrics collected
and adjusted taking into
account position, tasks,
location, and more.
The organization has
estimated that it avoids
recruiting and hiring costs
for 50 people each year.
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
16© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Avoided recruiting and
hiring costs
Reduced turnover leads to
avoided costs
Other benefits
Reduced survey mgmt. time,
reduced ad-hoc reviews and
time, and avoided
compensation team hires
• $2.1
Million, 3-year PV
• From 25% to 20%
Reduction in turnover
• $180,200 3-year PV
• 1 FTE
Avoided hiring 1 FTE for the
compensation team
because of the efficiencies
provided with PayScale and
MarketPay
Study Overview
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
17© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Total Economic Impact of PayScale Results
Metric Result
ROI 249%
Benefits PV $2.3 million
NPV $1.6 million
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
($500,000)
$0
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
Initial Year 1 Year 2 Year 3
Cashflows
Financial Analysis (risk-adjusted)
Total costs Total benefits Cumulative net benefits
18© 2017 FORRESTER. REPRODUCTION PROHIBITED.
• Turnover reduced from 25% to 20%
• 50 total positions impacted by PayScale
• Avoided hiring and recruiting
• Additional benefits such as employee satisfaction
Reduced turnover
Input metrics w/ PayScale
Turnover 25% to 20%
Cost to recruit and hire a new employee (estimated) $20,000
Percent of employee that say pay was a reason for leaving 40%
Percent of employees that left that could be avoided 60%
Total employees 4,000
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
19© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Better Transparency
and Communication
Salary standards are
clear, measurable
and easy to
communicate.
Fewer and faster ad-
hoc compensation
reviews
Managers trust the
process and data;
any questions are still
handled faster
One avoided comp
team hire
40 to 4 hours managing
salary surveys. Easier
job matching.
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
Other Benefits
20© 2017 FORRESTER. REPRODUCTION PROHIBITED.
“Whenever I’ve done
market pricing, I’ve always
felt like if I could match
about 80% of the jobs to
market data in the surveys,
I was setting up a really
good foundation. Well here,
I’ve been able to find good
solid matches for about
90% of the jobs or more.”
Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
“We know for a fact
that the data we have
in MarketPay helped
us build and keep
current our Salary
structure. It helps our
managers and
recruiters make
better-informed pay
decisions.”
21© 2017 FORRESTER. REPRODUCTION PROHIBITED.
What’s Next?
22© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Compensation can be a value-added service
1. How do you think about compensation?
• Is it simply based on past or current employee salaries?
• Is it a strategic opportunity to bring in better talent?
• Does it help or hinder employee engagement?
2. Build a business case
• Use the TEI study, and create your own assessment
3. Start now! The sooner you start the sooner you save
4. Get the full report!
23© 2017 FORRESTER. REPRODUCTION PROHIBITED.
More discussion and workshop at Compference!
› In person review of study
findings
› Workshop time to start your
own business case!
› October 3 right before lunch
24© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Q&A
FORRESTER.COM
Thank you
© 2017 FORRESTER. REPRODUCTION PROHIBITED.
Sean Owens
sowens@forrester.com

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Webinar-The Total Economic Impact of PayScale

  • 1. The Total Economic Impact of PayScale Guest speaker: Sean Owens Principal Consultant, Forrester Tim Low Sr. Vice President, PayScale
  • 2. Tim Low, Sr. Vice President, PayScale Tim joined PayScale in 2011 to bring his experience in demand generation, product marketing, branding and go-to-market to the company’s business products. Tim’s resume includes deep expertise in both enterprise software and cloud-based applications. He has held executive positions at Daptiv and at Niku (where he was part of the team that led the IPO), and product management roles at both Microsoft and Oracle. Tim was a founder of social analytics platform NorthbyNine and is a graduate of Marquette University.
  • 3. We help employers and employees understand the right pay for every position and effectively communicate about compensation.
  • 4. © 2017 FORRESTER. REPRODUCTION PROHIBITED.
  • 5. 5© 2017 FORRESTER. REPRODUCTION PROHIBITED. Sean Owens Sean and the Forrester TEI team have worked on projects with a variety of clients: • PayScale • eBay • BAE • Microsoft • IBM • Dell • Oracle • And many others Sean has spent the last fifteen years helping technology vendors measure and communicate the business impact of its solution to their customers. IT strategy and planning executives, sales representatives, and product marketing professionals can use these materials to help understand the solution more completely, and better estimate the costs and business impact for their organization. Sean has been with the Forrester TEI team for more than four years. Previous Work Experience Before joining Forrester, Sean spent more than a decade as a partner, consultant and business development lead for business value consulting practices at several firms. Education Sean has a bachelor’s degree in English from Seattle Pacific University, and an MBA from the University of Washington. Principal Consultant, Total Economic Impact Practice
  • 6. We work with business and technology leaders to develop customer-obsessed strategies that drive growth. 6© 2017 FORRESTER. REPRODUCTION PROHIBITED.
  • 7. © 2017 FORRESTER. REPRODUCTION PROHIBITED. The TEI of the PayScale Compensation Intelligence Platform Sean Owens, Principal Consultant September 1, 2017
  • 8. 8© 2017 FORRESTER. REPRODUCTION PROHIBITED. Compensation impacts recruiting and maintaining employees Unfair compensation (whether perceived or real) has led to some employees deciding to leave the company Too many employees are not paid at compensation goals (many organizations have a 50th percentile goal) Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017 The answer to resolving these issues is not just paying people more!
  • 9. 9© 2017 FORRESTER. REPRODUCTION PROHIBITED. Engaged Employees May Not Be Valued › Engaged Employees: • Enthusiastic about work • See meaning in work, personally and organizationally • Willing to devote extra time to help customers. Engaged Employees Stay Longer And Become Advocates of the Company And Its Products Engaged employee definition source: David Ning’s The Employee Engagement Network (http://employeeengagement.ning.com/) Chart and quote source: 7,228 global information workers. Claire Schooley, “Use Digital Technologies To Improve Employee Engagement,” April 19, 2016 (https://www.forrester.com/report/Use+Digital+Technologies+To+Improve+Employee+Engagement/-/E-RES82061) “Employee engagement is a measurable workforce characteristic that remains at low levels globally. Increasing the level of employee engagement drives higher levels of customer satisfaction and reduces employee turnover”
  • 10. 10© 2017 FORRESTER. REPRODUCTION PROHIBITED. Employee Comp Not Tied To Customer Metrics › Many employees work face to face with customers › Quality work related to service - and engagement! › But not usually part of compensation package Most Employees And Managers Don’t Have Any Part Of Their Compensation Tied to Customer Metrics Source: 212 US CX Professionals. Rick Parrish “Talent Management For The Customer-Obsessed Organization,” July 20, 2016 (https://www.forrester.com/report/Talent+Management+For+The+CustomerObsessed+Organization/-/E-RES130905) “Customer-obsessed businesses have lower-than- average turnover.”
  • 11. 11© 2017 FORRESTER. REPRODUCTION PROHIBITED. Each salary review took one hour. Position compensation was not consistent – a lot of people were being paid at less than 25% of the market “It was more of manager gut feel. They would just ask the person what their previous salary was and try to get them more than that” The organization estimated that it had to recruit and hire (and incur costs for recruiting and hiring) 50 people each year that wouldn’t have left if they had fairer compensation. Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
  • 12. 12© 2017 FORRESTER. REPRODUCTION PROHIBITED. Case Study: TEI of PayScale
  • 13. 13© 2017 FORRESTER. REPRODUCTION PROHIBITED. About TEI The TEI Framework Total Economic Impact Approach and Methodology Perform due diligence Conduct customer interviews Construct financial model Write case study Benefits Costs Flexibility Total Economic ImpactTM (TEI) R i s k Build composite
  • 14. 14© 2017 FORRESTER. REPRODUCTION PROHIBITED. Overview 4,000 Employees 1,000 Job titles Annual review cycles 10 Salary surveys managed 25% Turnover Goal: Improve Talent Make compensation more standard, fair and transparent Bring in good talent and keep what they have Implementation Using both PayScale and MarketPay Goal of 50th percentile Quick implementation Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017 The Organization
  • 15. 15© 2017 FORRESTER. REPRODUCTION PROHIBITED. Each salary review now takes just 10 minutes, instead of 1 hour. “The biggest business operations benefit that I’ve seen is the consistency in benchmarking positions” Salaries are now set to the right amount – benchmarked based on metrics collected and adjusted taking into account position, tasks, location, and more. The organization has estimated that it avoids recruiting and hiring costs for 50 people each year. Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
  • 16. 16© 2017 FORRESTER. REPRODUCTION PROHIBITED. Avoided recruiting and hiring costs Reduced turnover leads to avoided costs Other benefits Reduced survey mgmt. time, reduced ad-hoc reviews and time, and avoided compensation team hires • $2.1 Million, 3-year PV • From 25% to 20% Reduction in turnover • $180,200 3-year PV • 1 FTE Avoided hiring 1 FTE for the compensation team because of the efficiencies provided with PayScale and MarketPay Study Overview Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
  • 17. 17© 2017 FORRESTER. REPRODUCTION PROHIBITED. Total Economic Impact of PayScale Results Metric Result ROI 249% Benefits PV $2.3 million NPV $1.6 million Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017 ($500,000) $0 $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 Initial Year 1 Year 2 Year 3 Cashflows Financial Analysis (risk-adjusted) Total costs Total benefits Cumulative net benefits
  • 18. 18© 2017 FORRESTER. REPRODUCTION PROHIBITED. • Turnover reduced from 25% to 20% • 50 total positions impacted by PayScale • Avoided hiring and recruiting • Additional benefits such as employee satisfaction Reduced turnover Input metrics w/ PayScale Turnover 25% to 20% Cost to recruit and hire a new employee (estimated) $20,000 Percent of employee that say pay was a reason for leaving 40% Percent of employees that left that could be avoided 60% Total employees 4,000 Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017
  • 19. 19© 2017 FORRESTER. REPRODUCTION PROHIBITED. Better Transparency and Communication Salary standards are clear, measurable and easy to communicate. Fewer and faster ad- hoc compensation reviews Managers trust the process and data; any questions are still handled faster One avoided comp team hire 40 to 4 hours managing salary surveys. Easier job matching. Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017 Other Benefits
  • 20. 20© 2017 FORRESTER. REPRODUCTION PROHIBITED. “Whenever I’ve done market pricing, I’ve always felt like if I could match about 80% of the jobs to market data in the surveys, I was setting up a really good foundation. Well here, I’ve been able to find good solid matches for about 90% of the jobs or more.” Source: The Total Economic Impact™ Of PayScale: Cost Savings And Business Benefits Enabled By The PayScale Compensation Intelligence Platform. June 2017 “We know for a fact that the data we have in MarketPay helped us build and keep current our Salary structure. It helps our managers and recruiters make better-informed pay decisions.”
  • 21. 21© 2017 FORRESTER. REPRODUCTION PROHIBITED. What’s Next?
  • 22. 22© 2017 FORRESTER. REPRODUCTION PROHIBITED. Compensation can be a value-added service 1. How do you think about compensation? • Is it simply based on past or current employee salaries? • Is it a strategic opportunity to bring in better talent? • Does it help or hinder employee engagement? 2. Build a business case • Use the TEI study, and create your own assessment 3. Start now! The sooner you start the sooner you save 4. Get the full report!
  • 23. 23© 2017 FORRESTER. REPRODUCTION PROHIBITED. More discussion and workshop at Compference! › In person review of study findings › Workshop time to start your own business case! › October 3 right before lunch
  • 24. 24© 2017 FORRESTER. REPRODUCTION PROHIBITED. Q&A
  • 25. FORRESTER.COM Thank you © 2017 FORRESTER. REPRODUCTION PROHIBITED. Sean Owens sowens@forrester.com