Social ROI and Value modeling
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Peter H. ReiserPrincipal Architect, Oracle
Community Equity - How to build vibrant communities
McKinsey's BTO meeting
December 2011
Tuesday, December 6, 11
Oracle Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions.
The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
Tuesday, December 6, 11
What is Enterprise 2. 0 ?
How to build vibrant communities
Internal Employees
External CustomerPartnersSuppliers
Web 2.0Social Media
Tuesday, December 6, 11
The Enterprise 2.0 dilemma
Users View
I am too busy to sharing my content
My time is better spent generating revenue
(My knowledge is power)
What’s In It For Me (WIIFM)?
Business View
What is the business case?
How to integrate social & communities into our existing business processes ?
What is the RoI?
Communities are a “good thing” BUT...
Tuesday, December 6, 11
What if we can prove to the business the
RoI of Communities(aka Enterprise 2.0)
AND
have answers for the users on
WIIFM?
Tuesday, December 6, 11
How ?
Tuesday, December 6, 11
How to build vibrant communities
Technology
Adoption
Value
Tuesday, December 6, 11
How to build vibrant communities
Technology
Adoption
Value
Enterprise Architecture
Tuesday, December 6, 11
How to build vibrant communities
Technology
Adoption
Value
Enterprise Architecture
Process / Methodology
Tuesday, December 6, 11
How to build vibrant communities
Technology
Adoption
Value
Enterprise Architecture
Process / Methodology
Business: RoI, Users: WIIFM
Tuesday, December 6, 11
Objectives
Seamless integrate social & communities into all core business processes
Establish a standardized Enterprise 2.0 Framework to support social, collaboration and communities
Measure the impact of social, collaboration & communities along the business processes
Establish targeted social value models
Tuesday, December 6, 11
Core Business Processes
ProductCreation
Opportunity Mngt.
BID Mngt. Delivery Product
Creation Opportunity
Mngt.BID
Mngt. Delivery Support
Tuesday, December 6, 11
Business Processes and Applications
ProductCreation
Opportunity Mngt.
BID Mngt. Delivery Product
Creation Opportunity
Mngt.BID
Mngt. Delivery Support
Tuesday, December 6, 11
Social Enterprise Community Framework
Social Enterprise Community Framework
ProductCreation
Opportunity Mngt.
BID Mngt. Delivery Product
Creation Opportunity
Mngt.BID
Mngt. Delivery Support
Tuesday, December 6, 11
Business/Communities Metrics
Social Enterprise Framework
ProductCreation
Opportunity Mngt.
BID Mngt.
ProductCreation Delivery BID
Mngt. Delivery Support Opportunity Mngt.
Tuesday, December 6, 11
Re-Use of Content in Opportunity Management
and Project Delivery
Use Case: AIM KMS - Sun Microsystems
Tuesday, December 6, 11
Re-Use of Documents
Project 1 Project 2
Project 3
Re-Use
Enterprise Community and Collaboration Framework (AIM KMS & SunSpace)
Tuesday, December 6, 11
Re-Use compared to Win Rate and Margin
Opportunity Mngt.
BID Mngt. Delivery Product
Creation Delivery Support
Enterprise Social and Community Framework (AIM KMS & SunSpace)
Win Rate
Forecast Margin
Tuesday, December 6, 11
RoI on Communities (Sun Microsystems)
Up to 14 % better win rate Up to 20% higher project margin
Tuesday, December 6, 11
ROI calculation
Revenue : 11,000 Millions
80% of projects in AIM KMS: 8,800 Millions
15 % average Re-Use: 1,320 Millions
Average win rate improvement : 10 %
ROI: 132 Millions incremental revenue
Tuesday, December 6, 11
Social & Business Value per Document
Social Values Downloads
Ratings
Re-Use
Business ValuesWins
Revenue
Hours saved
Tuesday, December 6, 11
Measuring Social Capital
Tuesday, December 6, 11
Community Equity
Tuesday, December 6, 11
Community Equity
DocumentsWiki
BlogsPatents
Contribution
Tuesday, December 6, 11
Community Equity
DocumentsWiki
BlogsPatents
Contribution
RateCommentRe-use
Tags
Participation
Tuesday, December 6, 11
Community Equity
DocumentsWiki
BlogsPatents
Contribution
RateCommentRe-use
Tags
Participation
Education Skills
Reputation
Skill
Tuesday, December 6, 11
Community Equity
DocumentsWiki
BlogsPatents
Contribution
RateCommentRe-use
Tags
Participation
Education Skills
Reputation
Skill
BusinessCommunities
Role
Tuesday, December 6, 11
Community Equity
DocumentsWiki
BlogsPatents
Contribution
RateCommentRe-use
Tags
Participation
Education Skills
Reputation
Skill
BusinessCommunities
Role PersonalEquity
Personal
Tuesday, December 6, 11
Community Equity Mathematical Model Object Activity | Contribution - Aging | Partipation - Aging
Tuesday, December 6, 11
Information Equity
Content Activities Community
Tuesday, December 6, 11
Information Equity
Content Activities Community
Tuesday, December 6, 11
Information Equity
Content
createmodifydownloadviewratecommenttag
Activities Community
Tuesday, December 6, 11
Information Equity
Content
createmodifydownloadviewratecommenttag
Activities Community
Tuesday, December 6, 11
Personal Equity
My Community Equity Activities Me
Community
Tuesday, December 6, 11
Personal Equity
My Community Equity Activities Me
Community
Tuesday, December 6, 11
Personal Equity
My Community EquityContributioncreatemodifytag
Activities Me
Community
Tuesday, December 6, 11
Personal Equity
My Community EquityContributioncreatemodifytag
Activities Me
Community Participationviewratecommentreuse
Tuesday, December 6, 11
Personal Equity
My Community EquityContributioncreatemodifytag
Activities Me
Community Participationviewratecommentreuse
Tuesday, December 6, 11
Tag Equity
Tuesday, December 6, 11
Tag Equity
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
JavaTQ=10
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=10
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=10
RubyTQ=20
JavaTQ=30
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=10
TQ(Java)=30TQ(Ruby)=20
RubyTQ=20
JavaTQ=30
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
TQ(Java)=30TQ(Ruby)=20
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
TQ(Java)=30TQ(Ruby)=20
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
Info 3 IQ=30
TQ(Java)=30TQ(Ruby)=20
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
Info 3 IQ=30
TQ(Java)=30TQ(Ruby)=20
JavaTQ=60
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
Info 3 IQ=30
TQ(Java)=30TQ(Ruby)=20
Info 4 IQ=40
JavaTQ=60
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
Info 3 IQ=30
TQ(Java)=30TQ(Ruby)=20
Info 4 IQ=40
JavaTQ=60
RubyTQ=70
Tuesday, December 6, 11
Tag Equity
Info 1IQ=10
Info 2IQ=20
JavaTQ=30
RubyTQ=20
Info 3 IQ=30
TQ(Java)=30TQ(Ruby)=20
Info 4 IQ=40
TQ(Java)=30TQ(Ruby)=40
JavaTQ=60
RubyTQ=70
Tuesday, December 6, 11
Use Case: SunSpace - Sun Microsystems
Social Enterprise Framework for Global Sales & Services
25,000+ users
150’000+ content items
12+ millions social activities
10x growth within first 6 month
Community Equity implemented since 2008
Tuesday, December 6, 11
27
Information Ranking
Tuesday, December 6, 11
28
Expert Discovery
Tuesday, December 6, 11
Trend Discovery
Tuesday, December 6, 11
Better Enterprise Search
Tuesday, December 6, 11
Better Enterprise Search
Better search results
Tuesday, December 6, 11
Better Enterprise Search
Personalized Recommendations
Better search results
Tuesday, December 6, 11
Better Enterprise Search
Personalized Recommendations
Expertise Discovery
Better search results
Tuesday, December 6, 11
User Profile (WIIFM)
Social Ranking
Recognition (Incentive)
Expertise and Skills discovery
Tuesday, December 6, 11
What’s In It For Me (WIIFM)
Technology
Adoption
Value
Enterprise Architecture
Process / Methodology
Business: RoI, Users: WIIFM
Tuesday, December 6, 11
What’s In It For Me (WIIFM)
Technology
Adoption
Value
Enterprise Architecture
Process / Methodology
Business: RoI, Users: WIIFMSocial Adoption model
Tuesday, December 6, 11
Targeted Social Adoption Models
Tuesday, December 6, 11
Targeted Social Adoption Models
Sales Team Tech Team
Tuesday, December 6, 11
Targeted Social Adoption Models
Sales Team Tech Team
Next Fiscal year - you can choose between:
Tuesday, December 6, 11
Targeted Social Adoption Models
Sales Team Tech Team
Next Fiscal year - you can choose between: 5% more salary
Tuesday, December 6, 11
Targeted Social Adoption Models
Sales Team Tech Team
Next Fiscal year - you can choose between: 5% more salary
or work on a cool project
Tuesday, December 6, 11
Use Case: Technology Leadership - Sun
Engineer
Principal
Fellow
Senior Engineer
Tuesday, December 6, 11
Use Case: Technology Leadership - Sun
Engineer
Principal
Fellow
Senior Engineer HR Levels
Tuesday, December 6, 11
Use Case: Technology Leadership - Sun
Engineer
Principal
Fellow
Senior Engineer HR Levels HR Promotion Process
Tuesday, December 6, 11
Use Case: Technology Leadership - Sun
Engineer
Principal
Fellow
Senior Engineer HR Levels HR Promotion Process
Peer Review
Tuesday, December 6, 11
Use Case: Technology Leadership - Sun
Engineer
Principal
Fellow
Senior Engineer HR Levels HR Promotion Process
Peer Review
Candidate Pipeline Criteria's
Internal OutreachExternal OutreachIntellectual Properties ........Over average Community Equity
Tuesday, December 6, 11
Thanks !
[email protected]://blogs.oracle.com/peterreiserhttp://twitter.com/peterreiser
Tuesday, December 6, 11