Use Learning to Make Friends and Influence People

Use Learning to Make Friends and Influence People

Sponsored by:

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Brandon Hall Group

Alessio ArtuffoChief Revenue Officer,

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•Training Benchmarking

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Corporate Functions

Purchasing Sales

Suppliers

Manufacturers

Resellers

Customers

Extended Enterprise

Enterprise

7© Brandon Hall Group 2017

The Learning EcosystemLarger than you think

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Public Citizens

Brand Followers

Clients/Customers

Sales Channels

Partners

Contractors

Employees

© Brandon Hall Group 2017

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Poll 1: What best describes your organization’s extended enterprise experience?

1. No experience

2. Interested in exploring

3. Already exploring

4. Some training being delivered externally

5. Full extended enterprise strategy


The Learning Audience Reaches Far and Wide

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How Much of the Learning Audience is Considered External?


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Targeted Groups and Frequency

The Learning Audience Reaches Far and Wide


Extended Enterprise Learning

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An effort to extend

the learning

experience beyond

the company’s “four

walls” to maximize

learning impact

across the entire

value chain


Extended Enterprise

Partners

Associations

Franchisees

Suppliers

Customers

13

INTERNALTraining

EXTERNALTraining

ALL EMPLOYEES SALESCOMPLIANCE

(PRIVACY, H&S)

PARTNERS CLIENTS MEMBERSHIPS

INTERNAL and EXTERNALTraining

INTERNALTraining

EXTERNALTraining

Hybrid (Both)

45%37% 21%

ASSOCIATIONS FRANCHISES

Use Cases

1. Generate revenue

2. Customer loyalty

3. Supplier education

4. Cut costs

5. Product support

14

Poll 2: If your organization provides extended learning, what is the primary business reason?


15

Source: Brandon Hall Group 2016

Improving customer experience

Gaining market share

Cutting expenses

Driving innovations

Delivering new products/services

1

2

3

4

5

Top Business Priorities for Organizations


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How Has Extended Enterprise Training Helped Your Business?

Benefits of Extended Enterprise Learning


Gaining Market Share

Extended Enterprise Learning helps:Increased selling power via knowledgeable sales channels

Using the supply chain to establish a global presence

Greater exposure for all products and services

17

Collaboration with suppliers and manufactures

Better connection to customers to anticipate needs

New opportunities to upsell

Improving InnovationDelivering New Products/Services

18

Better relationships with suppliers

Shortened product and sales cycles

Fewer customer support calls

Cutting Expenses

19

Stronger relationship after the sale

Staying ahead of the informed consumer

Less reliance on customer support

Improving Customer Experience

20

Case Study


Case Study

Company At-a-Glance

Industry Quick Lube (Retail Auto Service)

Revenue $220,000,000

Employees 2500

Global Scale 274 corporate stores, 646 franchises

Customers/Output, etc. 9 Million Oil Changes/Year


Case Study


• Single System• As far as customers are concerned, there is no

difference between a company owned store and a franchise

• Employees of both types need to have the same set of skills

•Track manager-led and classroom training with ease.• Turnover in this group is greater than 20%• System makes it easier for managers to register and

manage the high volume of learners

•Dashboards & Reporting

•Competitive Functionality and Feel

Case Study


•Dashboards & Reporting• Imperative that employees, managers, and multi-unit

managers know the status of each employee’s progress and a summary of each store’s progress at a glance.

• Status of training in each store is available through an easy to read graphical dashboard.

•Competitive Functionality and Feel• Competition for new franchisees with other franchisors• Potential franchisees are wary of partnering with a

business with complex, hard to use systems

25

Nintex Success Story: Gaining Visibility on Partner Network Training

● Workflow technology company

● 30% YOY Growth, 5+ new hires/week

● Vast and varied partner network

Everything from solutions consulting to

creating, packaging, delivering Nintex

training material

● Needed hybrid solution providing visibility

& reporting of course taken, completed,

passed, etc. across partner network

"We can see which partners have shown interest in working seriously with us."

- Erick WeitkampTechnical Training Officer

Summary and Wrap Up• What happens outside your ‘four walls’ is

consequential and your responsibility

• We need to understand the state of our extended enterprise

• Learning must be connected to performance at all levels

• Build the business case


Questions?

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If you have any additional questions, please email us at [email protected].

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STRATEGICCONSULTING

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Success Stories from Global Organizations that Show those Standards in Action

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DEVELOPMENT & INTEGRATION• Program Design• Assessment• Survey• Process Integration


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Why Brandon Hall Group


1

2

3

4

5

We offer flexible, high-value memberships that offer everything you need at a cost you can afford.

Our research is better – more targeted, easily digestible, focused on business results, predictive, prescriptive.

Our solutions gets better results – research-driven, focused on the business, simple, targeted, flexible approach.

Our case studies are unique for their diversity and focus on business results.

Our professional development is practical, tailored to your needs, and equips you to take action.

Research Calendar

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LEARNING AND DEVELOPMENT

TALENT MANAGEMENT


Research Calendar

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