Monetary Meltdown Madness
description
Transcript of Monetary Meltdown Madness
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WHOAMI?
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Thisishowac/veIaminourinternalsocialnetwork
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ThisiswhatIdo
ThisiswhatIsaythatIknow
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ThisiswhatIactuallyknow,
basedonwhatIdo
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Herearemyexternallinks…(twiBer,blogetc.)
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ThisismyonlineCV(availableonmyuser
profile)
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Twocolleaguesofminealsousedtoworkat
MicrosoL…
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Thisismypersonalnetwork.It’sgeneratedautoma/callybasedonwhoIworkwith.Idon’t“add
friends”tomynetwork
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Thesearepeoplethatshareinterestswithme
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Thesearethepeoplethatreadandcommentmyworkthemost…asyoucanseeCarlosDiazisthe
personthatreadsmystuffthemost.
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CarlosisourCEO
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ENOUGHABOUTME…
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Thispollwills/llbeopenforafewdays,andispostedtohBp://robgray.org/?p=66
YoucanvoteifyouhaveaUKmobile
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Ina/meofcrisis,thereisatendencytofocusoncostreduc/on…
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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ButacrisisisoLentheright/metobefocusingoninnova/on…
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ThisisoLenoverlookedbecauseeveryone’sfocusingonthecrisis…
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Getridofthismachinegunsalesman–can’tyouseeI’mbusyfigh/ngawar?
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ThreeareaswhereEnterpriseSocialNetworking(ESN)canprovidebenefit…
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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Herearesomeexamplesofhoworganisa/onshaveusedESNtoreducecosts…
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SavingMoney
MarketResearch
Events
Stafframp‐up/me
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Intheseexamples…“nameshavebeenchangedtoprotecttheinnocent”
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Savings
Insurance
Investments
Pensions
Mortgages
“TheBank”sellsvariousproducts
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MikeisanIndependentFinancialAdvisor(IFA)
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“TheBank”valuesMikeasheistheonewhoactuallysellstheseproductsto
customers.He’slikeanemployeetothem…
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…andhemakesthemalotof….
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Savings
Insurance
Investments
Pensions
Mortgages
“TheBank”needstocommunicatenewproductsto
MikeandotherIFAsacrossthecountry
TheyalsoneedtogatherfeedbackfromMike,inordertounderstandhowtheycanbeBerservertheircustomers
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Savings
Insurance
Investments
Pensions
Mortgages
“TheBank”communicatesnewproductlaunchesto
IFA’sthroughmul/pleregionalevents(costly)
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FeedbackfromallIFA’sisgatheredafew/mesayearviaaMarketResearch
company
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Theresultsaregatheredtogetherinareportfor“TheBank”whichcostsalotof…
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So...theBank’srela/onshipwiththeir“valued”virtual
employeeswashandledbyathirdparty…
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ThiswayofdoingthingswasaliBleoutdated…
andquiteexpensive…
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Fortunatelytherewasanotherway…
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Withaprivatesocialnetwork,theycan
connectcommuni/esofmarketers,expertsandIFAsinoneplace
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MarketResearchinthisareacanbeeliminated,
because….
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Mycustomersarenotbuyingitbecausenosavingguaranteeforbusiness
Ihadthesameproblem.Itwouldbegreatif…wecouldofferthistosmallbusiness,mycustomersareinpanicmode
Customersareleaving...sameproblemupinManchester….
Let’sguaranteeethisforsmallbusiness
NewSavingsProductforsmallbiz…it’swonderful,brilliant,great,blahblahblah
Everyonewillwantone,massiveinterestratesforbusiness
SeeourexclusiveObamavideo….
Thereisnowa2‐way‘conversa/on’
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NewSavingsProductforsmallbiz…it’swonderful,brilliant,great,blahblahblah
Everyonewillwantone,massiveinterestratesforbusiness
SeeourexclusiveObamavideo….
Communica/ongoesdirectlytomul/ple“peoplegroups”/communi/es
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These“cross‐group”conversa/ons,leadtoac/onwithinhoursordays…
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Customersareleaving...sameproblemupinManchester….
Ihadthesameproblem.Itwouldbegreatif…wecouldofferthistosmallbusiness,mycustomersareinpanicmode
Let’sguaranteeethisforsmallbusiness
NewSavingsProductforsmallbiz…it’swonderful,brilliant,great,blahblahblah
Everyonewillwantone,massiveinterestratesforbusiness
SeeourexclusiveObamavideo….
Mycustomersarenotbuyingitbecausenosavingguaranteeforbusiness
“cross‐group”conversa/onsincludepeoplefromalltherelevantcommuni/es
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Communica/on
Feedback
TakeAc/on
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Thebenefitsareclear:
(easier,cheapercommunica/ontoIFAsaboutnewproducts,withaninstantfeedback
mechanism)
Butthebusinesscaseisbuiltaroundsavingmoney($$$$$$$$$$)
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Savings
£268K
£164K
£32K£55K
MarketResearch Events
Before
ALer
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Savings
£236 £109
MarketResearch Events
BeforeALer
+ = £345K
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Savings:£345Kofcostperyeareliminated
Costs:Approx£75Kperyearspentonimplemen/ngthesocialnetwork(includinghardware,soLware,hos/ng,maintenance,management)
Future:Nextyeartheyplanonreducingthenumber“IFAhelpline”callcentrestaff=addi/onal*significant*saving
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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TheInnova/onProcess–howdoesanideabecomeamarketableproductorservice?
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Innova/on
Idea Refinement Failure/Success Perseverance
MarketableProduct/Service
Italwaystakesmorethan
onepersontobringanideatofrui/on
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Anexamplefromourownorganisa/on,howanideabecameanewpartofourproduct…
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Hereisagraphshowingideasinsideourcompanyover/me…andafeedofnotes
star/ngwiththelatest
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ThesearespecificideasfromourownUKcommunity,inorderofnumberofviews…
ThisoneisanoteaboutApple’s
announcementofEnterpriseappsforthe
iPhone
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ChristopheourCTO,askswhetherweshoulddevelopaniPhoneapp
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Hisideahasbeenviewedover127/mesandgenerates14commentsfromdevelopers,sales,
marke/ng,execteam,ourpartnersandcustomers.
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Withinaday,we’vegatheredenoughopinioninordertomakeourdecision….“It’stechnicallyfeasible,customerswant
it,andcouldwealsodosomethingforblackberry?”
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Westartdevelopment3weekslaterandwillincludeitinourfutureproductrelease
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OneofourcustomersisusingblueKiwiasan“ideagenera/onspace”…sofaremployeeshavegeneratedover50newideasforthecompany,whicharenowintheproduct
developmentpipeline….
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Innova/on
Idea Refinement Failure/Success Perseverance
MarketableProduct/Service
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Recap:beingmorecompe//ve
NewIdeas
Faster/metomarket
MarketIntelligence
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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MMM2.0
ReducingCosts
Innova/onProduc/vity
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Produc/vity
FindExperts
ReduceDuplica/onofeffort
Highperformancevirtualteams
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Produc/vity
FindExperts
ReduceDuplica/onofeffort
Highperformancevirtualteams
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Exper/seisgeneratedautoma/callybasedonwhatyouread,writeandcommentabout.Eachpersonhasa“personaltagcloud”
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Remembermyprofilefromtheintroduc/on?
Here’sareminder…
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ThisiswhatIactuallyknow,
basedonwhatIdo
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Thishelpswhenitcomestofindingexperts
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Exper/seisbasedonmyself‐profiledtags,aswellasmydynamicpersonaltagcloud
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VIDEODEMO:FINDINGEXPERTS
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I’veuploadedthepreviousvideoonmybloghBp://robgray.org/?p=60
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Findingpeoplehelpsgetthejobdonefaster.Verybeneficial,butit’sverydifficultto
measurethisagainstacostsaving,whichiswhyweseldomdoabusinesscasearoundproduc/vityalone…butyouMUSTincludeit
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Produc/vity
FindExperts
ReduceDuplica/onofeffort
Highperformancevirtualteams
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The“ParetoPrinciple”ofTeamPerformance
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Inanyteamyouhaveafewstars,thenmostly“normal”performers,andafewpoor
performers
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AccordingtotheSalesBenchmarkingIndex13%ofSalespeoplebringinover80%ofthe
revenue
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Afewstarsbringinmostoftherevenue
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Inaglobalsalescommunity,thestarscansharetheirsuccessstories,visibletotheirpeers,managersandtheexecu/veteam
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“Stars”ShareSuccessStories
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Allsalesteamsgloballyhave
visibilityofthis
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Thewholecommunitylearnsfromeachother
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Andbecomesmoreeffec/ve
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ToRecapsomeofthebenefits….
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MMM2.0
ReducingCosts• £345Kevents&research
• Futuresavingoncallcentrecosts
Innova/on• 50Newproductsindevelopment
Produc/vity• Findexper/se• Improveteameffec/veness
• Reduceramp‐up/me
Idea Refinement Failure/Success Perseverance
MarketableProduct/Service
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Howtogetrapidresults…
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Experience(successfulandunsuccessfulprojects)hastaughtushowtogetbuy‐in…
anddeliverquicklyatalowcost
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Gexngbuy‐in
FOCUS:Iden/fyONEbusinessgoal
Iden/fymeasurableoutcomes
Createavision
Communicatethevision
AchievableImplementa/onplan
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Thedecisiontogoaheadisjustthebeginning
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Implementa/onPlan
5 1 2 3 4
Identify steering group, champions & pilot members
Identify Executive sponsors
Focused Event (real / virtual)
End user training Internal Marketing, Community stimulation,
Analysis & review
With steering group
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Measuringsuccessisimportant
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• MarketResearch:£250K• Events:£100K• CallCenter:over£300K
ReduceCosts
• RevenueperIFA
IncreaseRevenue
• Reduceramp‐up/me(/metofirstdeal)
Staff
• Communityac/vity• Ac/vevsInac/ve• #readers,#commenters
Engagement
SuccessScorecard
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Measuringengagementandsuccessofthecommunity
againstyourgoals…
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Thanks!
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