This document summarizes a study conducted by Forrester Consulting on the total economic impact of using Yammer. The study found that for a composite customer with 7,000 users, Yammer delivered a 365% return on investment over 3 years with a 4.3 month payback period and $5.7 million in net present value. Interviews were conducted with 4 Yammer customers across different industries. The study estimated costs, potential benefits from productivity increases and cost savings, and concluded that Yammer provides solid ROI through quantifiable benefits.

1. PRESENTATION Prepared BY: Tanya Loh, Engagement Strategist @tloh The Total Economic Impact of YammerA Commissioned Study by Forrester Consulting (April 2011)

2. Some yams are easy to measure

3. But what about these? “With Yammer, we are able to connect and collaborate with subject-matter experts in our global enterprise, we have the ability to communicate between headquarters and the field, and we have the ability to share experiences and engage leadershipin conversation.” “Yammer has been theonly cross-functional, cross-silo place for people to go to get their questions answered. It’s our global water cooler and it did a great job.” − VP of online communications media and technology firm − Director of IS Strategy and Innovation Fortune 500 pharmaceutical firm VALUE “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

4. What is the ROI of Yammer? Conducted by Forrester Consulting on behalf of Yammer, the purpose of this commissioned study is to: Provide a framework to evaluate the potential financial impact of deploying Yammer and address why companies should invest “With Yammer, we are able to connect and collaborate with subject-matter experts in our global enterprise, we have the ability to communicate between headquarters and the field, and we have the ability to share experiences and engage leadership in conversation.” − Director of IS Strategy and Innovation Fortune 500 pharmaceutical firm “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

5. 12 week commissioned study with Forrester Consulting Interviews with 4 Yammer customers (paid licenses, mature networks) Designed composite customer case of 7,000 users / 21,000 employees Based on a three-year term at list pricing, risk-adjusted ROI: Executive Summary Table 1 Composite Organization Three-Year Risk-Adjusted ROI Source: Forrester Research, Inc. “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

6. Tieto, a leading IT service company in Northern Europe 17,000 employees, 4,900 on Yammer A regional division of a North American automobile and travel organization 5,000 employees, 3,700 on Yammer A diversified media, technology, and information services firm 50,000 employees, 18,000 on Yammer A Fortune 500 multinational biopharmaceutical company 60,000 employees, 11,000 on Yammer *Yammer network totals current as of time of interview Participating Customers “If you were looking to solve a technical or process problem, in the past you had limited resources. With Yammer, your resource horizon is significantly greater, and getting the answer is significantly faster.” − Director of IS Strategy and Innovation Fortune 500 pharmaceutical firm “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

7. Projected Costs List pricing ($5 per user per month), not including discounts All other costs, including admin support and oversight, implementation and training, based on customer experience Total Cost: $1.7 Mn for 3 year license for 7,000 users “Several people have said that one week on Yammer has taught them more about the organization than the years they’ve spent here.” − Consultant, Enterprise Content Management Department IT Services firm “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

8. Projected Benefits Project cost savings: avoiding redundant work, reorganization of processes, improved collaboration and communication High engagement worker: 28% of network, 1.4% productivity increase, 50% captured by company Medium engagement worker: 32% of network, assume 0.7% productivity increase, 50% captured by company Faster onboarding: assuming 5% turnover, with 2.3% to training, overall 10% reduction in new hire training costs Total Benefits: $10.2 Mn for 3 year license for 7,000 users “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

9. Yammer Helped Simplify, Reuse “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

10. Additional Benefits Improved vertical communication Public venue for and record of conversations Reinforcement of success drivers “Results from the company survey came out. People are saying, ‘I’m so glad we have Yammer, I feel more connected to everyone in the company. The COO, the CEO – they are listening.’” − Social media strategist North American automobile and travel organization “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.

11. The Total Economic Impact of Yammer The data collected in this study indicates thatdeploying Yammer has the potential to provide a solid return on investment through quantifiable project cost savings, productivity benefits, and reduced training costs.The risk-adjusted ROI of 365%, along with a rapid payback period (breakeven point), raises confidence that the investment is likely to produce a positive outcome…[based] on these findings, companies looking to implement Yammer can anticipate significant productivity gains and cost savings.” – Forrester Consulting “ 365% ROI, 4.3 month payback, $5.7 Mn NPV risk-adjusted, 3 year license for 7,000 users at list pricing “The Total Economic Impact of Yammer”, April 2011, a commissioned study conducted by Forrester Consulting on behalf of Yammer.