Make Your Membership Management Software Pay for Itself
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From a WebLink Webinar titled, "Make Your Membership Management Software Pay for Itself." Demonstrates how increases in new member sales, retention and non-dues revenue can turn your membership management system into a revenue generator for your organization.
Transcript of Make Your Membership Management Software Pay for Itself
Far more than member
management software
Make Your Member Management Software Pay for Itself
Far more than member
management software
Introduction
• Four years as WebLink VP Operations
• Over 10 years in technology implementations
• Background in Six Sigma process improvement Joseph Loria
VP Advisory Services
Far more than member
management software
Agenda
• Usage Trends in WebLink Connect
• Industry Trends
• The Typical Experience and Outcome
• What You Can Do Differently
• How WebLink Helps
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management software
Quick Poll!
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management software
WebLink Connect Usage Trends
0
0.5
1
1.5
2
2.5
3
3.5
Member Data Finance Events
Mill
ion
s Sc
ree
n V
iew
s
Maintenance
0
0.5
1
1.5
2
2.5
3
3.5
Sales Contacts Project Mgmt
Growth
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management software
So, is this normal?
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management software
Trends Across Industries
• Only 1/3 of CRM implementations succeed!
• Failure reasons:
– Technology issues (33%)
– Lack of business process management (27%)
– People issues (22%)
– Poor strategy (18%)
Forrester, 2012
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management software
User Adoption Psychology
- IBM Business Consulting Services, 2004
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management software
Our Observations
time
adoption
benefit
Turnover
Economy
Strategy
Technology
people / process technology
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management software
Quick Poll!
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management software
What is 67% Likely to Happen?
1. Users fight it, and usage diminishes
2. Leaders blame the technology and give up
3. Lack of use erodes the overall value
4. A new system is bought to solve the problem
5. Repeat above steps
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management software
“Disappointment with
CRM is usually the result
of poorly conceived
strategies that lack a
laser focus...”
- William Band, Forrester, 2012
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management software
Tech
Process
People
“What a new system
really comes down to is
an exercise in change
management.”
- CIO Update, 2003
Far more than member
management software
Can you Really Change the Trend?
How about a 63% increase in annual sales?
An 88% increase in first-year retention?
Results the Dallas Regional Chamber achieved in 2011 with a rigorous focus on people and process.
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management software
What You Can Do
1. Promote user adoption and acceptance
2. Focus on the underlying business processes
3. Define and track the right metrics
4. Get senior leaders visible in the initiative
5. Keep your data clean and up to date
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management software
User Adoption – Hot Tips!
• Provide incentives that align behavior
• Integrate the system into meetings
• Don’t skimp on training
• Facilitate informal sharing
• Don’t allow alternate systems
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management software
Business Process – Hot Tips!
• Define, map, and document!
• Identify lags, poor output, low value
• Get team input and buy-in
• Take an agile, iterative approach
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management software
WebLink Launches Business Builder
• Engage after the Technology phase
• Resolve the 5 steps to success
• Align people and process with technology
• Accelerate users up the adoption curve
• Maximize revenue through optimal sales and retention processes
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management software
Our Business Builder Products
• Accelerator Appraisal
• Sales Accelerator
• Retention Accelerator
• Revenue Accelerator
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management software
Thank You!
Joseph Loria
877-231-4970 x102
