© Copyright IGLOO Inc. 2010. All rights reserved.
GREEN GRASS ONE
CASE STUDY WEBINARA HOLE IN ONE:
LEARN HOW TO PROFIT FROM AN ONLINE COMMUNITY & SOCIAL NETWORKING
Date: February, 2010
© Copyright IGLOO Inc. 2010. All rights reserved.
AGENDA
Presenter Introductions About Green Grass One Business Challenges Objectives Solution & Selection Implementation Timeline Demonstration Recommendations When Building an Online
Community Summary IGLOO Overview
© Copyright IGLOO Inc. 2010. All rights reserved.
INTRODUCTIONS
About Doug WalkerCo-founder and Executive Management of Green Grass OnePrior to Green Grass One, Doug was a Management Consultant for eight years (six with A.T.
Kearney), helping some of North America’s leading corporations with strategy and operations improvements. Doug has worked with some of the industry’s biggest retailers with merchandising strategy, supply management, and purchasing
About Daniel KubeVP Sales of IGLOODaniel has over two decades of success and experience in alliances, business development, sales, and marketing for several leading organizations including PricewaterhouseCoopers, Performancesoft, Actuate, and IONA Technologies( Now Progress Software). Most recently he was Global Vice President of Marketing and Alliances for the Performance Management division where he was also responsible for successfully creating and launching Actuate Onperformance ( SaaS) offering..
© Copyright IGLOO Inc. 2010. All rights reserved.
ABOUT GREEN GRASS ONE Buying aggregation and other retail services to
independent golf course pro shops– Increase sales and profits for pro shop operators– Simplify administration between on-course retailers and suppliers– Increase market share for program supply partners
Launched 6 years ago Annual Revenue: $25 million Customers & community members include:
–Golf course retail outlets–600 individuals–500 customers–100 total suppliers–18 major suppliers • Nike and Callaway)
–Green Grass One team
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THE MEMBERS OF GREEN GRASS ONE
Manitoba11
Sask11
Northern AB21
Southern AB41
Interior18
Van. Island
7
LowerMainland
18
NB6
PEI3
NS9
ON - SW 17
ON East 24
GTA 49Lon/Kit 26
PQ 3
Niagara 14
ON North 25
Kootneys7
NF1
What Impact Do We Have? The largest on-course retail group in Canada
50 of Score’s Top 100 golf courses in Canada
Many of Canada’s most influential golf clubs
Over $75 million in retail sales
Estimated $50 million in pro shop purchases
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BUSINESS CHALLENGES
Retailers are small in size and have limited buying power
Proprietors – golf pros have limited retail experience
Communicating with 320 independent retailers nation wide - Previously relied on:– Emails and phone calls to download tools, materials, and
information on Green Grass One web site– Indirectly and informally regional annual GG1workshops
brought together retail operators for information updates and training
“Inefficient and ineffective”
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GREEN GRASS ONE ONLINE COMMUNITY OBJECTIVES1. Increase Communication2. Encourage Networking & Collaboration
– Freely and confidently share information about their businesses
– Share best practices across retailers and improving business results
SAAS-BASED COLLABORATIVE
PLATFORMSoftware
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ONLINE COMMUNITY OBJECTIVE: SHARE RETAIL SUPPORT MATERIALS
Direct Marketing and Promotional Tools Price BenchmarkingBi-Weekly Retail Tips
Retail Trade ArticlesCustomized Corporate & Tournament Brochures Purchase Planning & Sales Tracking Tools
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SOLUTION SELECTION
Initial vendor and solution search via the Web Web 2.0 has many dimensions - vast spectrum
of available tools and services
Web 2.0
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SOLUTION SELECTION – 3 QUESTIONS1. What did Green Grass One want/need to achieve
in its business?2. What impact did this have on the technology
required?3. What were the available solutions/providers that
could meet this need?
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SOLUTION SELECTION
Vendor that understood business impact Consulting partner vs technology provider Soft variables vs quantifiable metrics Solution cost vs solution company
– Location– Business model– Stability– Services portfolio
"We liked that they wanted to dive into our business to understand what we were trying to achieve — thinking like a business partner rather than how much software they could sell us.
We felt comfortable with them…”Doug WalkerCo-founder and Executive Management of Green Grass One
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SOLUTION – CUSTOMIZATION REQUIREMENTS Process ~50,000 invoices/year Back-end integration to financial system -
BusinessVision Automate delivery of invoices from GG1 to each
retailer's community landing page
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5 IMPLEMENTATION OBJECTIVES
1. 5 years worth of Web and server content available on the new site
2. Build collaborative tools around content (blogs, wikis, calendar, and picture gallery)
3. Create a sub-community for suppliers4. Set up administration
– Retailer rights to access all content – Supplier rights to upload their own content and access their
sub-community
5. Customize and automate the central billing/invoicing process
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IMPLEMENTATION TIMELINE
“Web-based mock community built by IGLOO in "minutes" during a conversation over the phone between the two companies…”
GG1 contacted IGLOO
Trial community created
PilotConsulting
Customization (graphic design & programming)
Implementation
Testing Training
Admin End
User
Official Launch
Increase Content Management
1st Year Anniversa
ry
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DEMONSTRATION
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RECOMMENDATIONS WHEN BUILDING AN ONLINE COMMUNITY Be realistic:
– Understand how your customers/users engage with social networking/Web 2.0 technology
Focus groups: – Gather user input well ahead of launch to identify and define
the core functionality– 80/20 rule - narrow the scope -> get that right first
Offering comparison:– Don’t prepare a long list of criteria against free and/or cheap
online applications and tools - a time and resource sink
Identify the most important functionality:– Bringing functionality together in an intuitive and collaborative
environment require skills that fall outside the capabilities of very small IT shops
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SUMMARY
Deliver the highest value possible to clients while maximizing the bottom line
Efficiencies in operations and processes that can be greatly assisted by technology
Usage of social networking will differ by company & by requirement
Only some benefits are directly quantifiable
$60,000 SAVINGS WITH GREEN GRASS ONE ONLINE
COMMUNITY
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"Increased collaboration and customer satisfaction among the community should also contribute to increased revenue and profit for participants“
Doug WalkerCo-founder and Executive Management of Green Grass One
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POLLING QUESTION
What type of online community would your organization be interested in?a. Intranet – Corporateb. Intranet – Business Unitc. Web Site – Corporated. Web Site – Event/Conferencee. Team – Departmentalf. Team – Learning/Trainingg. Portal – Partnerh. Portal – Customer i. Portal – Recruitingj. Portal – User Group
IGLOO Overview
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IGLOO - WHAT DO WE DO?
We help organizations build, deploy and manage successful online communities and
social networks.
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IGLOO - SOLUTIONS NOT SOFTWARE
COMMUNITY SOLUTIONS
COST EFFECTIVEVIBRANTVIRALSTICKYSUSTAINABLEMEASUREABLE
• SAS 70 • PCI DSS• CIC 5970 II
• Secure• Integrated• Extensible
• Support• Professional Services• Training• Community Facilitation• E-engagement• SEO, SEM, SMM
• Configurable• Customizable• Design
• Planning• Design• Deployment• Growth
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SOCIAL SOFTWARE PLATFORM GREEN GRASS ONE LEVERAGED
Administration
ContentManagement
TeamCollaboration
WebPublishing
SocialNetworking
Find, manage, store and share your corporate knowledge and information securely in your online community.
Facilitate effective collaboration and communication around your key organizational assets.
+ + +
Promote and empower business critical relationships across your entire team or organization.
Promote and empower business critical relationships across your entire team or organization.
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CUSTOMERS – ACROSS INDUSTRIES
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TOP 5 “BUSINESS USES” OF SOCIAL SOFTWARE
1. Create & Drive Brand Awareness2. Reputation Management Tool3. Recruiting
– Staff, customers, partners
4. Learn About New technologies & Competitors5. Lead Generation Tool to Intercept Potential
Prospects– Drive traffic to your own online sites while encouraging
consumers and clients to have discussions on how to improve or change products or services
Source: Wikipedia
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CONCLUSION- BENEFITS OF GREEN GRASS ONE Time to Value
– Implemented in weeks– Immediate value to customers, suppliers and employees
Better Distribution of Knowledge– Increased product throughput and revenue– Higher customer and stakeholder satisfaction
“CHANGED THE WAY THEY DID BUSINESS”
© Copyright IGLOO Inc. 2010. All rights reserved.
THANK-YOU
QUESTION & ANSWERS
CALL IGLOO TO SCHEDULE A DEMO:
1-877- 664-4566
Learn More
• IDC Case Study on Green Grass One
• MarketPlace Whitepaper• WorkPlace Whitepaper
www.greengrassone.comwww.igloosoftware.com
Thank-YouQ & A
1.877.ON IGLOO
www.igloosoftware.com
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