cisummit 2013: karen gardner,

617.558.0210 | [email protected] | www.activatenetworks.net1 Newton Executive Park, Suite 100 | Newton, MA 02462

Connected Insight Summit2013

© 2013 Activate Networks 2

Real World Approaches to Handling 5 Challenging Organizational Issues


Case Study 1 – ABC, Inc.

ABC’s Business Issues

• Experiencing low productivity/quality, dissatisfied customers, and delayed product launches

• Suspect disparate geographic locations failing to acquire and leverage expertise and knowledge across the organization


ABC’s ONA Map Reveals

United States

Japan

Brazil

France

Spain

Canada

Italy

Bottlenecks


ABC’s ONA Reveals

Interventions: meetings with 3 bottlenecks, changed decision-making authorities, monthly video cams with teams

Gulf ofMexico

Brazil

Angola

UK

Canada

Saudi Arabia

Nigeria

Gulf ofMexico

Brazil

Angola

UK

Canada

Saudi Arabia

Nigeria

Before: Problematic Organization After: Efficient Organization

ItalyCanada

Brazil

Japan

France

Spain

USA

Measurable Improvement on Business Results:• Increased new product revenue 22%• Decreased cost of poor quality 66%

• Decreased customer dissatisfaction 24%

SpainJapan

Brazil

USAFrance

Canada

Italy


Case Study 2 – Acme Corporation

Acme’s Business Issues

Low levels of resell/upsell to existing customers.

Why…

Is it the product?

Is it the service?


Acme’s ONA Reveals


Acme’s ONA RevealsG

reate

r A

ccess T

ies

Information Ties

Masters, Fred

OVERLOAD

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=2OITqiqDYjaC_M&tbnid=Na7mXXZ6gxEnmM:&ved=0CAUQjRw&url=http://blog.contactually.com/2012/03/overloaded-with-your-emails/&ei=QbBSUtLnDpW24APXp4Fo&bvm=bv.53537100,d.dmg&psig=AFQjCNFwKJaD2y0TlC9Ruk2BywdUhvQOIQ&ust=1381237139022448


Case Study 3 – Speakeasy, Inc.

Speakeasy’s Business Issue:

Telecommunications company merging recently acquired company.

Desired: the fastest and most efficient way to connect two organizations

pic

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=lET4TOoPe5D8lM&tbnid=ILKfDV6xIJjAlM:&ved=0CAUQjRw&url=http://rustytruck.wordpress.com/category/the-speak-easy/&ei=5qhRUuKrLpbJ4APzzoCoDQ&bvm=bv.53537100,d.dmg&psig=AFQjCNEX7h2tLhTJFMMMrJw05IbPpyL6EA&ust=1381169626981047


Speakeasy’s ONA RevealsWho to connect


Speakeasy’s ONA Reveals

Acquired Company Speakeasy


Case Study 4 – Widget Corp.

Widget’s Business Issue:

Manufacturing company introducing new product

Goal: facilitate new product education and adoption

http://www.google.com/url?sa=i&source=images&cd=&cad=rja&docid=_hM-VHVITd_50M&tbnid=qH0VEFRmGbPxuM:&ved=0CAgQjRwwAA&url=http://www.threelas.com/2012/03/important-widgets-are-always-ignored-by.html&ei=Ka5RUqaHGe_d4AP3-YCQDQ&psig=AFQjCNEqxLv4v7_Sn3fSYrf6-dJnd6XH0w&ust=1381171113462575


Widget’s ONA Reveals


Case Study 5 – Cool Stuff, Inc.

Cool Stuff’s Business Issue:

Sales declining

Is it the product?Is it the service?Is it sales?Is it the market?

Is it the company name?

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=7bifpioOp1f-RM&tbnid=jDHR6NIkvDsyxM:&ved=0CAUQjRw&url=http://www.coolstuffexpress.com/sell-your-cool-products-with-us.html&ei=W7BRUpCbMc_B4AOAhYG4Dg&bvm=bv.53537100,d.dmg&psig=AFQjCNFk4Iaa99MObJeKJSWeUWIQjh1-4Q&ust=1381171570079193


Cool Stuff’s ONA Reveals

Observations:

• Client information is flowing well between engineering, client services, and marketing.

• Sales is clearly separated from the rest of the organization, connecting to the key client facing groups through a single point of contact


Cool Stuff’s Heat Map Interpretation

Significantly higher than average

Higher than average

Average to slightly above average

Below average

Significantly lower than average to none

Levels of Collaboration

Info

rmati

on S

eeke

rs

Information Providers


Questions?