The Art of Getting Buy-In from the Boss

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You’ve found the perfect technology solution that meets all of your L&D analytics needs, but there’s one looming challenge—gaining executive approval. We’ve all been there. However, it’s easier than you might think. Hear firsthand from someone who’s been there and made it happen. In this webinar, Andy Webb, director of training at Applied Industrial Technologies, shares his experience and helps you: • Understand leadership’s needs and motivations. • Recognize financial metrics and KPIs to frame your learning program in a language leadership understands. • Better engage leadership throughout your LRS or L&D initiative.

Business

The Art of Getting Buy-in
from the Boss
Andy Webb (Presenter)
Applied, Director of Training
awebb@applied.com
www.scoop.it/u/andy-webb
Mike Rustici (Facilitator)
Watershed, Founder & CEO
mike.rustici@watershedlrs.com
@mikerustici
#getbuyin

Andy Webb, Director of Training
The Art of Getting Buy-In from the
Boss

Objectives
Discuss a LRS case-study
Explore how LRS is evolving the role of
learning professionals and leadership
buy in adoption to data contribution
Utilize a practical model to
understand needs and motivations of
leadership
Prepare you to better engage
leadership throughout an LRS
initiative

• $81M Investment
• Redefined the business
• What did we get?
= Data

LMS vs. LRS
Getting past compliance
to partnership
Align learning data
with KPIs of leadership
How does learning impact KPIs
post-training?
Show comprehension/application

100
90
80
70
60
50
40
30
20
10
10 20 30 40 50 60 70 80 90 100
B
High Comprehension,
Low Application
A
High Comprehension,
High Application
D
Low Comprehension,
Low Application
C
Low Comprehension,
High Application
Comprehension
Application
I I I I I I I I
IIIIIIIII
I
A Group
Should be running profitable
locations.
A+ group = best in class
B Group
Grasps financial concepts, but
training and coaching needed
on application of SOW.
C Group
Good practices, but may
struggle with financial impacts
of COGS and Ops expenses.
Review P&L statement
concepts with manager.
D Group
Needs the most help.
Evaluate. Review webinars,
coach on concepts and
technique. Watch for
improvement trends.
Basic Business Finance Rubric
A+
Mastery
I
I
Comprehension vs. Application

Selling a LRS Solution
• Legitimize learning data to leadership
• Gather business critical KPIs
o Define what metrics are most important?
o Pain points or challenges for leadership?
o Company initiatives?
o What motivates my boss?
• Conceptualize the future
• Connect learning to KPIs
• Justify the expense
• Build it
• Gain Adoption

Prioritize the KPIs
Inventory P&LFreight Pricing A/RRebates T-Codes

Competencies & xAPI - Inventory
Intended results: Decrease slow moving and inactive as a % of total inventory
Secondary Results: decrease write downs and cycle postings, increase in accuracy%
Assessment Questions: II (2, 3, 4, 5, 8, 9) III (3, 10)
Data Sources (application results):
Total Inventory $ (295 Inventory total)
Inventory Turns (295 Inventory total #)
Inventory Carrying Charge $ (295 Inventory total)
Other potential data sources:
cycle count error rates, write downs, monthly cycle count review
Visualizations:
Inventory comprehension vs. Inventory performance
(2x2 where Inventory Performance = Carrying charges as a % of inventory)
12 month Trend Line: Inventory $/ Inventory Turns / Inventory Carrying Charges

LRS Leadership
Adoption
ERP HRIS
CMS
LMS
CRM
BI
KPIs

LRS and Data Warehouse diagram
SAP
Success Factors
LMS
SCORM Cloud
Knoa BISQL DB
Repo
LRS (Watershed)
Reports/Cards/Dashboards
Python/JSON
Dispatch Python/JSON
ODBC/XML
ETL from DB2
Automated-BIRT
SAP
Knoa
Success Factors
LMS
LRS (Watershed)
Reports/Cards/Dashboards
SCORM Cloud
BISQL DB
Repo
Python/JSON
Dispatch Python/JSON
ODBC/XML
ETL from DB2
Automated-BIRT

Andy Webb, Director of Training
awebb@applied.com
www.scoop.it/u/andy-webb © 2017, Applied Industrial Technologies
The Art of Getting Buy-In from the
Boss

Questions?
Andy Webb (Presenter)
Applied, Director of Training
awebb@applied.com
www.scoop.it/u/andy-webb
Mike Rustici (Facilitator)
Watershed, Founder & CEO
mike.rustici@watershedlrs.com
@mikerustici
#getbuyin

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2. Andy Webb, Director of Training The Art of Getting Buy-In from the Boss

3. Objectives Discuss a LRS case-study Explore how LRS is evolving the role of learning professionals and leadership buy in adoption to data contribution Utilize a practical model to understand needs and motivations of leadership Prepare you to better engage leadership throughout an LRS initiative

5. • $81M Investment • Redefined the business • What did we get? = Data

6. Critical Business Metrics

7. Learning Results on KPIs

8. LMS vs. LRS Getting past compliance to partnership Align learning data with KPIs of leadership How does learning impact KPIs post-training? Show comprehension/application

9. 100 90 80 70 60 50 40 30 20 10 10 20 30 40 50 60 70 80 90 100 B High Comprehension, Low Application A High Comprehension, High Application D Low Comprehension, Low Application C Low Comprehension, High Application Comprehension Application I I I I I I I I IIIIIIIII I A Group Should be running profitable locations. A+ group = best in class B Group Grasps financial concepts, but training and coaching needed on application of SOW. C Group Good practices, but may struggle with financial impacts of COGS and Ops expenses. Review P&L statement concepts with manager. D Group Needs the most help. Evaluate. Review webinars, coach on concepts and technique. Watch for improvement trends. Basic Business Finance Rubric A+ Mastery I I Comprehension vs. Application

10. Selling a LRS Solution • Legitimize learning data to leadership • Gather business critical KPIs o Define what metrics are most important? o Pain points or challenges for leadership? o Company initiatives? o What motivates my boss? • Conceptualize the future • Connect learning to KPIs • Justify the expense • Build it • Gain Adoption

11. Prioritize the KPIs Inventory P&LFreight Pricing A/RRebates T-Codes

12. Sales Pyramid

13. Learning Focused on KPIs

14. Inventory Post Test

15. Competencies & xAPI - Inventory Intended results: Decrease slow moving and inactive as a % of total inventory Secondary Results: decrease write downs and cycle postings, increase in accuracy% Assessment Questions: II (2, 3, 4, 5, 8, 9) III (3, 10) Data Sources (application results): Total Inventory $ (295 Inventory total) Inventory Turns (295 Inventory total #) Inventory Carrying Charge $ (295 Inventory total) Other potential data sources: cycle count error rates, write downs, monthly cycle count review Visualizations: Inventory comprehension vs. Inventory performance (2x2 where Inventory Performance = Carrying charges as a % of inventory) 12 month Trend Line: Inventory $/ Inventory Turns / Inventory Carrying Charges

16. Heat Maps

17.

18. Competency Maps

19. Learner Competency vs. Performance

20. Learning Results on KPIs

21. LRS Leadership Adoption ERP HRIS CMS LMS CRM BI KPIs

22. LRS and Data Warehouse diagram SAP Success Factors LMS SCORM Cloud Knoa BISQL DB Repo LRS (Watershed) Reports/Cards/Dashboards Python/JSON Dispatch Python/JSON ODBC/XML ETL from DB2 Automated-BIRT SAP Knoa Success Factors LMS LRS (Watershed) Reports/Cards/Dashboards SCORM Cloud BISQL DB Repo Python/JSON Dispatch Python/JSON ODBC/XML ETL from DB2 Automated-BIRT

24. Questions? Andy Webb (Presenter) Applied, Director of Training awebb@applied.com www.scoop.it/u/andy-webb Mike Rustici (Facilitator) Watershed, Founder & CEO mike.rustici@watershedlrs.com @mikerustici #getbuyin

The Art of Getting Buy-In from the Boss

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