turning sales enablement into sales success with badgeville and cdw

Turning Sales Training into Sales Success

Badgeville Confidential

Results



1. Show success2. Show where to improve

Success


Corporate Sales Vertical Sales

Higher Education Sales K-12 Education Sales State and Local Sales0.00%5.00%

10.00%15.00%20.00%25.00%30.00%35.00%40.00%45.00%

Function Revenue Increase % Increase Jan-Dec Opt-In % Increase Jan-Dec Opt-OutCorporate Sales Vertical Sales 12.00% 56% 44%Higher Education Sales 7.10% 132% 124.90%K-12 Education Sales 16.10% 13% -3.10%State and Local Sales 41.00% 179% 138% Healthcare Sales 173%

Where to Improve


-40.00%

-30.00%

-20.00%

-10.00%

0.00%

Corporate Sales Small Business

Function Revenue Increase % Increase Jan-Dec Opt-In % Increase Jan-Dec Opt-OutCorporate Sales Small Business -33.60% 42% 75.60%

CDW.com | 800.800.4239

The CDW Case StudyMaureen McDermott, Director Solutions & Services Capability


About CDW

Multi-brand technology solutions provider to business, government, education and healthcare organizations in North America and the United Kingdom

Founded in 1984

Ranked No. 253 on Fortune’s 500 in 2015

Sales of $12.9B in 2015

Employs approximately 8,400 coworkers

| © CDW LLC 20149

Our Challenge

| © CDW LLC 201410

Lifecycle Management

Networking

Cloud

Converging Infrastructure Data

CenterDeduplication

Mobility

Professional Services

Backup

Data Loss Prevention

More than 100,000 products across 1,000 brands.

Our Challenge

| © CDW LLC 201411

Lifecycle Management

Networking

Cloud

Converging Infrastructure Data

CenterDeduplication

Mobility

Professional Services

Backup

Data Loss Prevention

More than 100,000 products across 1,000 brands.

Our Challenge

| © CDW LLC 201412

Our goal

To provide better technology solutions for our customers by enabling Account Managers through a

relevant and accurate technology training offer.

| © CDW LLC 201413

Our Vision

| © CDW LLC 201414

Curate Content

Connect Learning to Sales

Promote Leaders

The Technology

| © CDW LLC 201415

The Pilot

| © CDW LLC 201416

Pilot

•Targeted 200 sellers

•Asked sellers to complete five courses monthly (approx. 30 minutes)

•Launched with five technical solutions

Questions to Answer

•Would sellers find value?

•Are five courses an appropriate ask?

•Do points and badging drive behavior?

Demo

| © CDW LLC 201417

Pilot Results – Would sellers find value?

| © CDW LLC 201418

Pilot Participation Rates

Feb Mar April0

20

40

60

80

10078 74 72

Unique Pilot Participants

Pilot Manager List

Population Size

Average Unique AMs Participating

Participation

Manager A 19 6 32%Manager B 47 15 31%Manager C 23 19 83%Location Target A 111 35 32%

Overall 200 75 37%

Goal: 20% participation

Actual: 37% participation

Feb Mar April01234567

5.474.18

6.51

Pilot Results

| © CDW LLC 201419

+56%

Goal5

Average Completions Per SellerAre five courses an appropriate ask?

Do points and badging drive behavior?

Adoption

| © CDW LLC 201420

2015 AVG JAN FEB MAR0

100

200

300

400

500

600

62.4

268

181

486

Unique Sales Participants

How did we find this out? MotivationMetrics


All Levels of Organization Demand Insights that Drive Action


CEO

Line of Business Owner

Program Manager

IT

Increase organization success

Improve business performance

Increase program success

Increase system success

Each Level Needs Tailored View of Data


People

Program

Behaviors

Report Classifications and Value


AdoptionEngagementAchievementsProgram ActivitiesKPI AttainmentBusiness ImpactReputation ScorecardsRankingsPlayer Detail

Gam

ifica

tion

Perfo

rman

ce

Reco

gniti

on

CDW Examples


Example Gamification Report


ACTIONChange program to increase engagement in Q4

INSIGHTEngagement drops off in Q4 due to seasonality



Example Performance Report


INSIGHTPeople using Badgeville take more classes over time

ACTIONExpand use of Badgeville to other parts of company

Success


Corporate Sales Vertical Sales

Higher Education Sales K-12 Education Sales State and Local Sales0.00%5.00%

10.00%15.00%20.00%25.00%30.00%35.00%40.00%45.00%

Function Revenue Increase % Increase Jan-Dec Opt-In % Increase Jan-Dec Opt-OutCorporate Sales Vertical Sales 12.00% 56% 44%Higher Education Sales 7.10% 132% 124.90%K-12 Education Sales 16.10% 13% -3.10%State and Local Sales 41.00% 179% 138% Healthcare Sales 173%

Where to Improve


-40.00%

-30.00%

-20.00%

-10.00%

0.00%

Corporate Sales Small Business

Function Revenue Increase % Increase Jan-Dec Opt-In % Increase Jan-Dec Opt-OutCorporate Sales Small Business -33.60% 42% 75.60%

Example Reputation Report – Engagement Score


INSIGHTRecognize darkest green or most engaged

ACTIONInvestigate why light green are not engaged

Data & Insight Across Use Cases, Systems

Truly Insight + Action


Customer Systems

Badgeville Enterprise Plus

MotivationMetrics

Next Steps• Contact us

– Maureen [email protected]– Karen [email protected]

• Join us for our next webcast with Tableau– May 18th, 10:00 AM PT, 1:00 PM ET


mailto:[email protected]



Thank you!We appreciate the opportunity to improve your business


MotivateOneMotivationMetrics

Analytics Portal

• Gamification• Performance• Recognition

Big DataReporting

DBM

ashup Data

Export Data

Improved Data Architecture


Badgeville Enterprise Plus

Operational DB

Customer Systems

Customer DBs / Data Warehouse

Customer Reporting /

BI Tools

End User Events Badgeville

Customer Platforms

& Application

s

What Is MotivationMetrics?• Self-service analytics and 30+ pre-built visualizations

– Program: how well is my Gamification program running?– Performance: are we meeting our KPI targets?– People: who are our top/bottom performers and teams?

• MotivateOne™ Data Service– Data Service: Scheduled Exports / Raw Gamification Data over SFTP– Enhanced Data Discovery: Enriched BI Dashboards, better predictive

algorithms– Future Service Improvements: API and more!

• Goal: 3-D insight on rewards, behaviors, and people– Fine-tune the program, drive cultural change– Identify key individuals for reward or coaching opportunities– Access insights anywhere


Badgeville Reports Badgeville MotivationMetrics

Dashboards Reports & DashboardsGeneral: Aggregate performance of the game by users, activities, and rewards. Users: Active Users, Daily Return

Rate, Activities by User, Daily Active / Monthly Active

Activities: Activities by Type, Activities by User, Average Activities by User, Count of Activities Today

Rewards: Rewards and Level Distributions

Retention & Return Rates: Weekly Return Rate, Week 2 Retention

Gamification: Gamification/reward metrics. Adoption:

• Registered Users Over Time• Active/Inactive Users• % <Period> Active

Engagement• Event Volume • Average/Median Event Volume per

User• Visit Frequency & Return Rate

Achievements• Points Earned• Level/Reward Distribution• Earned Badge Distribution• Mission / Track Progression

Time to Completion / Average Duration

Performance: performance of the program/organization. Program Activities

• Activity Counts/Distribution• Social Advocacy Activities• Activity Correlation

Performance against Defined Goals• Average Activities• Count Activities• Max/Min Activities• Performance against KPIs *• Use of Extended Attributes *

Business Impact• Activity Lift: Baseline vs. Now• KPI Performance vs. Goals Overlay *• Explicit Program ROI *

Recognition: people and team reputation. Reputation Scorecards

• Players with Badge X• Team/ Player Achievement vs.

Program Goals (or KPI*)• Player Engagement

(Segmentation) Rankings

• Top to Bottom Player/Team• Expertise Distribution

Player Detail• Summary by Player, Team,

Reward• Drill-down to Player Details• History (Activities & Rewards)• Player distribution by Activity

All reports filterable by time period, reward, activity, behavior, mission, or track specified in program.

Advanced Analytics Advanced Analytics• Not Available Cohort Analysis

Heat Maps Trend Analysis

Segmentation by Core Attributes Extended Attribute Support

Custom Reports Premium Reports *• Services-Driven One-Offs• No Portal / Export Only

Report Templates, Tailored by Use Case Segmentation by Custom Attributes Customer-Specific KPIs / Goal Overlay

Correlations and data blending Mash-Ups with external data

Badgeville Confidential* Premium reports licensed separately

Who Cares? Why?


Target Audience Challenges and Questions

Sponsor - VP Marketing, Chief Customer Officer

Which fans are most engaged? Who has tweeted the most and is your best brand advocate? Who has helped to increase audience size?Who is your most effective brand advocate?Which fans are spending the most?

Sponsor - CHRO, VP Talent, L&D How can we improve manager performance?Are we retaining talent?Are we hiring the right talent? Do we have right talent mix?

Sponsor - VP Sales/Service Are they performing the sales actions for their roles? Are my sales people fully utilized? Do I have the right number of sales people in each region?How are people moving opportunities through the pipeline?

Who Cares and for What Use Case?


Target Audience Questions

Manager How do I increase the success of my people? By team? By individual?

CEO How do I improve the performance of my organization?

Eco buyer How do I increase success of my systems?