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Social Enterprise - Measuring return on investment

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Social Enterprise - Measuring return on investment

  1. 1. Social Enterprise:Measuring Return on Investment
  2. 2. Elay CohenSVP Customer, Partner andTeam Productivity @elaycohen in/elaycohen
  3. 3. Agenda §  Social Enterprise Value §  Thomson Reuters Success Story §  Building a Business Case §  Q&A
  4. 4. Social Revolution: High Return for SocialEnterprise Social Enterprise Benefits Source: McKinsey & Company, “The rise of the networked enterprise, Web 2.0 finds its payday.” December 2010
  5. 5. Salesforce Accelerates Productivity & RevenuesGlobal Sales SuccessProductivity improved by 34%Win rates are up 25 to 50%New hire ramp time decreases by 50%Planning tools drives sales alignmentGlobal Account Collaboration across geographies & groups We’ve never seen better tools and programs designed and delivered for sales in my career Top Performing Account Executive
  6. 6. Realize the Value of your Social Enterprise Social Collaborate Profile Market Work Service Extend Sell
  7. 7. Many Value Drivers Inside a Social Enterprise •  Employee On-boarding •  Referrals •  Employee Productivity •  Lead Conversion •  Increase Wins •  Customer Churn•  Employee On-boarding Social •  Customer Satisfaction•  Employee Productivity Collaborate Profile •  Customer Segmentation•  Increase Wins Market •  Agent/ Call Productivity Work Service •  Employee On-boarding •  Management Visibility •  Employee Productivity •  Cross-Sell Products •  Increase Wins Extend Sell •  Sales Productivity
  8. 8. Every Customer Has Its Own Social Enterprise
  9. 9. John SpillaneHead of Sales Processes
  10. 10. Antonio RumeuValue Consulting Sr. Manager @arumeu es.linkedin.com/in/arumeu
  11. 11. Steps to Build a Social Enterprise Business Case 1 4 Validate   Iden%fy  Value   Assump%ons  with   Drivers   Stakeholders   2 5 Translate  to   Build  the  Model   Business  Metrics   3 6 Benchmark   Secure  Buy-­‐in  
  12. 12. 1 Understand Value Drivers Transformation CEO Revenue Growth New Markets Customer Satisfaction Business Productivity Win Rates Agility Innovation IT Cost savings Value to the business
  13. 13. 2 Translate to Business Metrics Cross Sell Rate Revenue   Ramp Time Genera/on   Marketing Leads Sales Productivity Corporate   Efficiencies   Hiring Costs Strategy   Admin Overhead Maintenance IT     Customization Cost  Savings   Servers
  14. 14. 3 100,000+ Companies Drive Comparative Benchmarking Peer Groups Benchmarks Recommendations Industry Business metrics Analysis Cloud Adoption Tactics Size Process Strategies
  15. 15. 4 Validate Assumptions with Stakeholders Revenue   Genera/on   Corporate   Efficiencies   Strategy   IT     Cost  Savings  
  16. 16. 5 Build the Model Inputs Benchmarks Improvements Benefits & ROI
  17. 17. 6 Secure Buy-In Salesforce + You =
  18. 18. Q&A
  19. 19. Don’t Forget to Submit Your Survey! Please stop by the registrationkiosks to complete your session surveys - Each survey returned enters you to win a £250 Apple gift card. Thank you!