Success
Badgeville Confidential
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
Badgeville Confidential
-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
Badgeville Confidential
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 goal
To provide better technology solutions for our customers by enabling Account Managers through a
relevant and accurate technology training offer.
| © CDW LLC 201413
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?
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
All Levels of Organization Demand Insights that Drive Action
Badgeville Confidential
CEO
Line of Business Owner
Program Manager
IT
Increase organization success
Improve business performance
Increase program success
Increase system success
Report Classifications and Value
Badgeville Confidential
AdoptionEngagementAchievementsProgram ActivitiesKPI AttainmentBusiness ImpactReputation ScorecardsRankingsPlayer Detail
Gam
ifica
tion
Perfo
rman
ce
Reco
gniti
on
Example Gamification Report
Badgeville Confidential
ACTIONChange program to increase engagement in Q4
INSIGHTEngagement drops off in Q4 due to seasonality
ACTIONChange program to increase engagement in Q4
ACTIONChange program to increase engagement in Q4
Example Performance Report
Badgeville Confidential
INSIGHTPeople using Badgeville take more classes over time
ACTIONExpand use of Badgeville to other parts of company
Success
Badgeville Confidential
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
Badgeville Confidential
-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
Badgeville Confidential
INSIGHTRecognize darkest green or most engaged
ACTIONInvestigate why light green are not engaged
Truly Insight + Action
Badgeville Confidential
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
Badgeville Confidential
MotivateOneMotivationMetrics
Analytics Portal
• Gamification• Performance• Recognition
Big DataReporting
DBM
ashup Data
Export Data
Improved Data Architecture
Badgeville Confidential
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 Confidential
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?
Badgeville Confidential
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?
Top Related