This was a presentation I did titled: "CASE STUDY: How LinkedIn Is Approaching a Travel Program from a Workplace Service Model"

1. 1
Case Study:
How LinkedIn is Approaching a Travel Program from a Workplace Service Model
Yasuo Sonoda
Senior Manager, Workplace Performance

2. Connect the world’s professionals
to make them more productive
and successful
Our mission
2

3. Macromedia
VeriSign
LinkedIn
Business Objects
Spansion
United Air
Travel Industry Community

4. The professional profile of record
Identity
4
Unique monthly members: 106M
Member pageviews: 46B

5. 5

6. Sales Conference Analysis
• 4,000+ employees travel to the
global sales conference
• # of travelers stop by each office
after the conference
• Net # of employees change to
reduce/adjust services
• Janitorial
• Food program
• Snacks
Travel Spend and Workplace
6
Campus/Building Utilization
• Analyze # of employees/contractors
using the office
• Employee/contractors visiting from
other offices impact service level

7. LinkedIn Culture
7
Dream Big Get Shit Done
Know How to Have
Fun
WE ARE HERE

8. (Members first)
Relationships matter
Be open, honest, and constructive
Demand excellence
Take intelligent risks
Act like an owner
Values
8

9. LinkedIn Culture
9
Dream Big

10. Dream Big:
Raving Fan Strategy

11. 11
Raving Fans
Decide what you want
Discover what the
customers want
Deliver the vision plus
one percent

12. 12
Decide what you want
Decide what you want
THE TRAVEL PROGRAM
NEEDS TO BE:
Reliable
Simple
Cost Effective
Rewarding
Safe
Stress free
Informative
Unique

13. 13
Discover What the Customer Wants
Discover what the
customer want
Business Class
Cheaper Rates
Travel App/Tools/Gadgets
Booking Tool that “works”
Improve travel service
Upgrades/Perks/Passes
Credit Card- LinkedIn to
pay for everything
Improve Expense
Reporting/Process

14. 14
Deliver the vision plus
one percent

15. LinkedIn Culture
15
Get Shit Done

16. • Baseline analysis to thoroughly understand
spend
• There are two core types of air travel report (O&D
or Invoice)
• Choose your approach
• Trip demographics to determine strategy
• What destinations, class of service, POS?
• What are the traveler types?
• Which department/functional group/budget
manager/cost center travels often?
Get Shit Done: Do Your Due Diligence
16
POS Country Traveler Type Sum of Total Amount USD % of Total
EMPLOYEE 8,412,536
$ 55%
VIP 863,554
$ 6%
RELOCATION 259,346
$ 2%
CANDIDATE 1,111,772
$ 7%
CONTRACTOR 102,268
$ 1%
GUEST 419,595
$ 3%
INTERN 90,018
$ 1%
NEW HIRE 159,573
$ 1%
Unlabeled 3,740,556
$ 25%
15,159,218
$ 55%
EMPLOYEE 3,100,072
$ 91%
VIP 64,849
$ 2%
RELOCATION 32,037
$ 1%
CANDIDATE 22,970
$ 1%
GUEST 36,199
$ 1%
INTERN 1,035
$ 0%
NEW HIRE 146,440
$ 4%
Unlabeled 6,475
$ 0%
3,410,077
$ 12%
EMPLOYEE 1,365,327
$ 72%
VIP 118,214
$ 6%
RELOCATION 40,559
$ 2%
CANDIDATE 145
$ 0%
CONTRACTOR 214
$ 0%
GUEST 128,585
$ 7%
NC 127
$ 0%
NEW HIRE 20,200
$ 1%
Unlabeled 233,656
$ 12%
1,907,027
$ 7%
Country 3 Total
Country 3
Acme Co. Air Travel by Traveler Category
Country 1
Country 1 Total
Country 2
Country 2 Total
TIP #1: Standardize Coding, make EmployeeID
mandatory
• Enables deep dive analysis
• Sonoda/Yasuo*123456*555-5555-1111111
TIP #2: Synch your travel reports to GL

17. Airfare Analysis Sample: Know Your Spend Inside/Out, Upside Down, Backwards/
Forward
NOTE: “Trip Count” = Trips, not invoices
(Blank)=1.0, EXCH=0, Full Refund = -1, Partial Refund=0
Get Shit Done: Do Your Due Diligence
17
POS Country Travel Sector $ Total (USD) Trip Count Avg$ $ Total (USD)
Trip
Count Avg$ $ Total (USD)
Trip
Count Avg$ $ Total (USD) Trip Count Avg$
% Biz/
First (#)
% Biz/
First ($)
Intra Country 8,356,365
$ 17,089 489 579
$ 1 579 209,332
$ 218 962 8,566,276
$ 17,308 495 1% 2%
Intra Continent 744,455
$ 1,144 651 2,673
$ 3 891 56,597
$ 25 2,310 803,725
$ 1,171 686 2% 7%
Inter Continent 2,155,754
$ 1,227 1,758 911,019
$ 277 3,289 2,101,429
$ 291 7,221 5,168,202
$ 1,795 2,880 16% 41%
United States Total 11,256,574
$ 19,459 578 914,271
$ 281 3,254 2,367,358
$ 533 4,442 14,538,203
$ 20,273 717 3% 16%
Intra Country 118,937
$ 354 336 1,652
$ 3 551 481
$ 1 962 121,070
$ 358 339 0% 0%
Intra Continent 1,395,217
$ 4,188 333 11,911
$ 19 644 22,941
$ 31 740 1,430,069
$ 4,238 337 1% 2%
Inter Continent 1,648,414
$ 1,721 958 325,353
$ 147 2,221 108,064
$ 29 3,726 2,081,831
$ 1,896 1,098 2% 5%
Ireland Total 3,162,568
$ 6,263 505 338,916
$ 168 2,017 131,486
$ 61 2,173 3,632,970
$ 6,491 560 1% 4%
Intra Country 34,628
$ 94 368 829
$ 2 553 3,519
$ 6 640 38,976
$ 101 386 5% 9%
Intra Continent 462,630
$ 1,318 351 2,049
$ 3 820 6,951
$ 7 993 471,630
$ 1,327 355 1% 1%
Inter Continent 652,191
$ 426 1,531 785,278
$ 218 3,610 196,112
$ 26 7,691 1,633,581
$ 669 2,442 4% 12%
United Kingdom Total 1,149,449
$ 1,838 626 788,156
$ 222 3,558 206,582
$ 38 5,436 2,144,187
$ 2,097 1,023 2% 10%
Intra Country 571,056
$ 1,569 364 -
$ 0 0 963
$ 2 642 572,019
$ 1,570 364 0% 0%
Intra Continent 115,232
$ 193 599 -
$ 0 0 900
$ 2 450 116,132
$ 195 597 1% 1%
Inter Continent 815,912
$ 694 1,177 191,371
$ 64 3,014 81,679
$ 18 4,667 1,088,962
$ 775 1,406 2% 8%
Australia Total 1,502,200
$ 2,455 612 191,371
$ 64 3,014 83,542
$ 21 3,978 1,777,113
$ 2,539 700 1% 5%
Intra Country 18,790
$ 61 311 -
$ 0 0 -
$ 0 0 18,790
$ 61 311 0% 0%
Intra Continent 592,070
$ 1,093 542 1,435
$ 2 718 12,276
$ 5 2,455 605,781
$ 1,100 551 0% 2%
Inter Continent 659,099
$ 442 1,491 155,793
$ 64 2,434 211,033
$ 38 5,554 1,025,925
$ 544 1,886 7% 21%
Singapore Total 1,269,959
$ 1,595 796 157,228
$ 66 2,382 223,309
$ 43 5,193 1,650,496
$ 1,704 969 3% 14%
Intra Country 379,090
$ 1,901 199 -
$ 0 0 930
$ 3 372 380,020
$ 1,904 200 0% 0%
Intra Continent 143,408
$ 235 612 2,242
$ 1 2,242 354
$ 1 708 146,004
$ 236 619 0% 0%
Inter Continent 710,791
$ 495 1,436 62,983
$ 25 2,519 168,849
$ 36 4,690 942,623
$ 556 1,695 6% 18%
India Total 1,233,289
$ 2,631 469 65,225
$ 26 2,509 170,133
$ 39 4,362 1,468,647
$ 2,696 545 1% 12%
Intra Country 9,478,866
$ 21,067 450
$ 3,060
$ 6 556
$ 215,225
$ 228 946
$ 9,697,151
$ 21,300 455
$ 1% 2%
Intra Continent 3,453,012
$ 8,169 423
$ 20,310
$ 27 752
$ 100,019
$ 70 1,429
$ 3,573,341
$ 8,266 432
$ 1% 3%
Inter Continent 6,642,161
$ 5,004 1,328
$ 2,431,797
$ 794 3,065
$ 2,867,166
$ 437 6,561
$ 11,941,124
$ 6,234 1,915
$ 7% 24%
Grand Total 19,574,039
$ 34,239 572
$ 2,455,167
$ 826 2,972
$ 3,182,410
$ 735 4,333
$ 25,211,616
$ 35,800 704
$ 2% 13%
ABC Co. Airfare Spend by Top 6 Countries, Trip Type and Class of Service
Country 2
Country 3
Country 4
Country 5
Country 6
Top 6 Countries
Total
Economy Premium Economy Business/First Total
Country 1

18. 18
Quarter
Charged
Charge Post
Date Range
Billed
Month Quarter Critical Dates Charge Dates
12/15-1/14 Jan 12/13-1/12
1/15-2/14 Feb 1/13-2/12
2/15-3/14 Mar 2/13-3/12
3/15-4/14 Apr 3/13-4/12
4/15-5/14 May 4/13-5/12
5/15-6/14 Jun 5/13-6/12
6/15-7/14 Jul 6/13-7/12
7/15-8/14 Aug 7/13-8/12
8/15-9/14 Sep 8/13-9/12
9/15-10/14 Oct 9/13-10/12
10/15-11/14 Nov 10/13-11/12
11/15-12/14 Dec 11/13-12/12
US Airfare Central Billing
Q1
Q2
Q3
Q4
Airfare must be charged on or before 3/12 to post by
3/14 to be posted within Q1
Airfare must be charged on or before 6/12 to post by
6/14 to be posted within Q2
Airfare must be charged on or before 9/12 to post by
9/14 to be posted within Q3
Airfare must be charged on or before 12/12 to post
by 12/14 to be posted within Q4
Publish GL Schedule

19. 19
Travel Sector Class of Svc Grouping AdvPurchGRP Country 1 Country 2 Country 3 Country 4 Country 5 Country 6
Less than 7Days 377
$ 200
$ 371
$ 473
$ 362
$ 621
$
07 to 13Days 350
$ 173
$ 327
$ 239
$ 385
$ 513
$
14 to 20Days 378
$ 187
$ 315
$ 395
$ 370
$ 453
$
21+Days 354
$ 225
$ 315
$ 268
$ 335
$ 379
$
07 to 13Days -
$ -
$ -
$ -
$ -
$ 486
$
14 to 20Days -
$ -
$ 441
$ -
$ 504
$ -
$
21+Days -
$ -
$ -
$ -
$ -
$ 672
$
Less than 7Days 819
$ 390
$ 962
$ -
$ 609
$ 1,477
$
07 to 13Days -
$ -
$ -
$ -
$ -
$ 975
$
14 to 20Days -
$ -
$ -
$ -
$ 634
$ 1,269
$
21+Days 288
$ 347
$ -
$ -
$ -
$ 744
$
Intra Country Average 365
$ 194
$ 339
$ 308
$ 375
$ 474
$
Travel Sector Class of Svc Grouping AdvPurchGRP Country 1 Country 2 Country 3 Country 4 Country 5 Country 6
Less than 7Days 597
$ 690
$ 393
$ 449
$ 413
$ 807
$
07 to 13Days 583
$ 631
$ 345
$ 541
$ 362
$ 650
$
14 to 20Days 676
$ 698
$ 313
$ 624
$ 323
$ 573
$
21+Days 501
$ 534
$ 278
$ 627
$ 307
$ 602
$
Less than 7Days -
$ -
$ 886
$ -
$ -
$ -
$
07 to 13Days -
$ -
$ 595
$ -
$ -
$ 1,006
$
14 to 20Days -
$ -
$ 569
$ -
$ 850
$ 616
$
21+Days -
$ -
$ 396
$ 718
$ -
$ 931
$
Less than 7Days -
$ -
$ 898
$ -
$ 1,690
$ 1,235
$
07 to 13Days -
$ -
$ 661
$ 3,137
$ 613
$ 1,471
$
14 to 20Days -
$ -
$ 656
$ 664
$ -
$ 2,176
$
21+Days 450
$ -
$ 864
$ 2,825
$ 1,733
$ 2,362
$
Intra Continent Average 590
$ 617
$ 335
$ 558
$ 351
$ 648
$
Travel Sector Class of Svc Grouping AdvPurchGRP Country 1 Country 2 Country 3 Country 4 Country 5 Country 6
Less than 7Days 1,172
$ 1,508
$ 918
$ 1,527
$ 1,756
$ 2,134
$
07 to 13Days 1,097
$ 1,550
$ 1,189
$ 1,396
$ 1,522
$ 1,819
$
14 to 20Days 1,178
$ 1,506
$ 1,185
$ 1,437
$ 1,294
$ 1,800
$
21+Days 1,134
$ 1,349
$ 915
$ 1,484
$ 1,477
$ 1,675
$
Less than 7Days 3,318
$ 2,757
$ 1,591
$ 2,402
$ 4,800
$ 3,362
$
07 to 13Days 2,501
$ 1,865
$ 2,545
$ 2,151
$ 3,550
$ 3,238
$
14 to 20Days 2,809
$ 2,277
$ 2,579
$ 2,243
$ 3,793
$ 3,299
$
21+Days 2,926
$ 3,077
$ 2,091
$ 2,488
$ 2,938
$ 3,145
$
Less than 7Days -
$ 4,683
$ 5,466
$ 5,637
$ 13,780
$ 8,022
$
07 to 13Days 4,701
$ 5,316
$ 3,696
$ 2,577
$ 6,523
$ 7,563
$
14 to 20Days -
$ 4,125
$ 5,258
$ 7,221
$ -
$ 6,843
$
21+Days 5,062
$ 4,677
$ 3,185
$ 5,557
$ 4,859
$ 7,054
$
Inter Continent Average 1,364
$ 1,727
$ 1,086
$ 1,865
$ 2,266
$ 2,870
$
Intra Continent
Economy
Premium Economy
Business/First
Average Trip Airfare by Country, Travel Sector and Advance Purchase Grouping: Inter Continent Trips - Employees Only
Inter Continent
Economy
Premium Economy
Business/First
Average Trip Airfare by Country, Travel Sector and Advance Purchase Grouping: Intra Country Trips - Employees Only
Intra Country
Economy
Premium Economy
Business/First
Average Trip Airfare by Country, Travel Sector and Advance Purchase Grouping: Intra Continent Trips- Employees Only
Advance Purchase
Analysis
Apples-to-Apples

20. • What if… scenario to:
• Identify cost reduction opportunities
• Modify policies
Get Shit Done: Predictive Analytics
20

21. • Do your diligence, understand your spend thoroughly
• Align your program with company culture
• Manage up your program, conduct skip level 1x1s
• When conducting surveys, use scale 1-5, and count 4s and 5s as
positive, 1-3 as negative (create Raving Fans of your service).
• Create a vision, enlist global communication team and ensure
transparency of your upcoming program enhancement
• Have fun
Key Takeaways
21

22. LinkedIn Culture
22
Know How to Have
Fun

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