From a WebLink Webinar titled, "Make Your Membership Management Software Pay for Itself." Demonstrates how increases in new member sales, retention and non-dues revenue can turn your membership management system into a revenue generator for your organization.

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management software
Make Your Member Management
Software Pay for Itself

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management software
Introduction
• Four years as
WebLink VP
Operations
• Over 10 years in
technology
implementations
• Background in Six
Sigma process
improvementJoseph Loria
VP Advisory Services

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management software
Agenda
• Usage Trends in
WebLink Connect
• Industry Trends
• The Typical Experience
and Outcome
• What You Can Do
Differently
• How WebLink Helps

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management software
Quick Poll!

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management software
WebLink Connect Usage Trends
0
0.5
1
1.5
2
2.5
3
3.5
Member Data Finance Events
MillionsScreenViews
Maintenance
0
0.5
1
1.5
2
2.5
3
3.5
Sales Contacts Project Mgmt
Growth

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management software
So, is this normal?

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management software
Trends Across Industries
• Only 1/3 of CRM implementations succeed!
• Failure reasons:
– Technology issues (33%)
– Lack of business process
management (27%)
– People issues (22%)
– Poor strategy (18%)
Forrester, 2012

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management software
User Adoption Psychology
- IBM Business Consulting Services, 2004

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management software
Our Observations
time
adoption
benefit
Turnover
Economy
Strategy
Technology
people / processtechnology

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management software
Quick Poll!

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management software
What is 67% Likely to Happen?
1. Users fight it, and usage diminishes
2. Leaders blame the technology and give up
3. Lack of use erodes the overall value
4. A new system is bought to solve the problem
5. Repeat above steps

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management software
“Disappointment with
CRM is usually the result
of poorly conceived
strategies that lack a
laser focus...”
- William Band, Forrester, 2012

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management software
Tech
Process
People
“What a new system
really comes down to is
an exercise in change
management.”
- CIO Update, 2003

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management software
Can you Really Change the Trend?
How about a 63% increase
in annual sales?
An 88% increase in first-
year retention?
Results the Dallas Regional
Chamber achieved in 2011 with
a rigorous focus on people
and process.

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management software
What You Can Do
1. Promote user adoption and acceptance
2. Focus on the underlying business processes
3. Define and track the right metrics
4. Get senior leaders visible in the initiative
5. Keep your data clean and up to date

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management software
User Adoption – Hot Tips!
• Provide incentives that
align behavior
• Integrate the system
into meetings
• Don’t skimp on training
• Facilitate informal
sharing
• Don’t allow alternate
systems

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management software
Business Process – Hot Tips!
• Define, map, and
document!
• Identify lags, poor
output, low value
• Get team input and
buy-in
• Take an agile,
iterative approach

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management software
WebLink Launches Business Builder
• Engage after the
Technology phase
• Resolve the 5 steps to
success
• Align people and process
with technology
• Accelerate users up the
adoption curve
• Maximize revenue
through optimal sales
and retention processes

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management software
Our Business Builder Products
• Accelerator Appraisal
• Sales Accelerator
• Retention Accelerator
• Revenue Accelerator

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management software
Thank You!
Joseph Loria
joseph.loria@weblinkinternational.com
877-231-4970 x102