1. @davidsamoranski Analyze This - How to Calculate the Business Value of SharePoint David Samoranski Director, Western Region twitter @davidsamoranski david.samoranski @robbinsgioia.com

2. @davidsamoranski Session Summary Value Processes Solutions Analysis

3. @davidsamoranski VALUE

4. @davidsamoranski Problems Change Complexity ComplianceConsolidation

5. @davidsamoranski Solutions Forms Services Lync Server Excel ServicesBCS SharePoint

6. @davidsamoranski Better Together Pain Value ProblemsSolutions

7. @davidsamoranski Improving Processes Ad-hoc Repeatable ManagedOptimized

8. @davidsamoranski Unnecessary Process Steps Unnecessary Process Steps Communication Inefficiencies Communication Inefficiencies Process Pains Manual Activities Manual Activities EXPLORE Analysis Activities Current State Metrics IDENTIFY Cycle Time Work Time Cost Future State Improvements ANALYZE 50% Decrease in Cycle Time 65% Decrease in Work Time 40% Cost Reduction Where can SharePoint help the process? DESIGN Which capabilities are needed? What is the effort required? How much will that cost?

9. @davidsamoranski Identify Current State Who What WhenWhere

10. @davidsamoranski Explore Pains and Challenges Knowledge Management CommunicationVisibility

11. @davidsamoranski Design Solution Alternatives Content Workflow IntegrationReporting

12. @davidsamoranski Analyze Business Value Today Tomorrow CostBenefit

13. @davidsamoranski Solution Examples Common business processes that could be improved with SharePoint Solution → Organization ↓ Collaborative Document Development Automated Performance Reporting Project Portfolio Management Records ManagementAutomated Forms Sales Lead Qualifications and Conversions Actual Vs. Forecast Dashboards Lead Tracking Standardized Investment Decision Making Compliance Information Customer Assessment Survey Marketing Customer Surveys Marketing Plan Development Lead Capture Rates Marketing Plan Execution Historic Campaign or Branding Information Customer Satisfaction Surveys HR Training Materials Employee Performance Reviews Strategic Human Capital Initiatives EEO Compliance Information Employee Satisfaction Surveys New Hire Recruiting and Onboarding Finance Invoicing Forms Financial Performance Reporting Financial Planning and Budgeting Billing Information Customer Invoicing Records Online Customer Invoicing Operations Sensitive Records Management Discretionary Spending Virtual Project Management Office Supplier Information Vendor Data Management Business Process Automation Product Development New Product Development Milestone Achievement Project Performance Reporting Customer Data and Market Requirements Product Requirements Documentation IT Change Request Forms System Performance Tracking Project Status Reporting Managing IT Project Requests Vendor Contracts and Warranty Information Self-service Inventory System

14. @davidsamoranski PROCESSES

15. @davidsamoranski Process Modeling Participants Steps DecisionsMetrics

16. @davidsamoranski Participants Roles Swimlanes

17. @davidsamoranski Steps Sequence Participants

18. @davidsamoranski Decisions Approvals Authority

19. @davidsamoranski Metrics Work Time Cycle Time

20. @davidsamoranski Problem Identification Template IDWhat is the problem? Who is affected? Where does it occur? When does it happen? Why does it exist? 1 2 3 4 5 6 7 8 9

21. @davidsamoranski Phase Description Stakeholders Problems Identified Impact Process Analysis Template Phase 1Phase 2Phase 3Phase 4

22. @davidsamoranski SOLUTIONS

23. @davidsamoranski Solution Design Brainstorm Define PrioritizeSelect

24. @davidsamoranski Solution Identification Template IDWhat is the solution? Who is affected? Where does it occur? When does it happen? Why is it an improvement? 1 2 3 4 5 6 7 8 9

25. @davidsamoranski Solution Analysis Template IDSolutionValueComplexity 1 2 3 4 5 6 7 8 9

26. @davidsamoranski Detailed Value Analysis IDSolutionUrgencyScaleImpactReuseValue 1 2 3 4 5 6 7 8 9

27. @davidsamoranski Detailed Complexity Analysis IDSolutionImplementationTrainingSupportExternalComplexity 1 2 3 4 5 6 7 8 9

28. @davidsamoranski Prioritization Matrix Template Searchable employee profiles, skill-sets, and contact information Shared calendaring / presence awareness to determine resource availability Improved ability to track changes, compare, and integrate document versions Searchable, collaborative document repository and storage Complexity Low 1 High High 5 Low 5 3 3 1 Value

29. @davidsamoranski New Phase Description Stakeholders Improvements Benefit Process Analysis Template Phase 1Phase 2Phase 3Phase 4

30. @davidsamoranski Anticipated Benefits IDProcess PhaseImprovementBenefits Features Required KPI Impact Stakeholders Affected 1 2 3 4 5 6 7 8 9

31. @davidsamoranski ANALYSIS

32. @davidsamoranski Communicating Value Cost Benefit ValueReturn

33. @davidsamoranski Cost ElementCost Equation Software Licenses x cost of license Hardware Hardware components x cost Planning Time IT hours x cost per hour Pilot Program Cost of labor, hardware, software Development Time Consultant cost + IT hours x cost per hour App Testing/Remediation IT hours x cost per hour Image Engineering IT hours x cost per hour Installation Time IT hours x cost per hour Employee Downtime Install time x cost per hour Training Training class expense + employee training time Support Costs IT hours x cost per hour Ongoing Maintenance Desktop & server costs Common Cost Elements

34. @davidsamoranski Cost Analysis Template Cost ElementItemOne-Time CostRecurring Cost Software Hardware Planning Installation Development Training Support Maintenance Total

35. @davidsamoranski ($150,000)($50,000) 53% Internal Rate of Return (IRR) 15 Payback (months) $1,535 NPV per User (1k users) $1,535,900 Net Present Value (NPV) 10% Discount Rate $2,000,000$1,050,000$100,000($850,000) Cumulative Cash Flow $2,000,000$950,000 ($850,000) Net Cash Flow $3,000,000 $1,000,000 Benefits (on-going) $0 Benefits (one-time) Recurring Support Costs ($850,000) Implementation Costs TotalYear 3Year 2Year 1Year 0Financial Measure The Cost Line

36. @davidsamoranski Improvement in work time per hour X Number of hours annually X Fully burdened resource cost/hour (Future close rate – current close rate) X Number of Opportunities X Average Revenue per closed sale X Gross Margin Benefit Equations Reduced Operating Cost = Increased Profit = = Dollars Saved = Dollars Earned

37. @davidsamoranski Benefit Analysis Template IDPhaseImprovementCost DecreaseRevenue IncreaseBenefit 1 2 3 4 5 6 7 8 Total

38. @davidsamoranski ($150,000)($50,000) 53% Internal Rate of Return (IRR) 15 Payback (months) $1,535 NPV per User (1k users) $1,535,900 Net Present Value (NPV) 10% Discount Rate $2,000,000$1,050,000$100,000($850,000) Cumulative Cash Flow $2,000,000$950,000 ($850,000) Net Cash Flow $3,000,000 $1,000,000 Benefits (on-going) $0 Benefits (one-time) Recurring Support Costs ($850,000) Implementation Costs TotalYear 3Year 2Year 1Year 0Financial Measure The Benefit Line

39. @davidsamoranski Cost/Benefit Analysis Discount Rate NPV Payback TimeIRR

40. @davidsamoranski ($150,000)($50,000) 53% Internal Rate of Return (IRR) 22 Payback (months) $1,535 NPV per User (1k users) $1,535,900 Net Present Value (NPV) 10% Discount Rate $2,000,000$1,050,000$100,000($850,000) Cumulative Cash Flow $2,000,000$950,000 ($850,000) Net Cash Flow $3,000,000 $1,000,000 Benefits (on-going) $0 Benefits (one-time) Recurring Support Costs ($850,000) Implementation Costs TotalYear 3Year 2Year 1Year 0Financial Measure The Analysis Line

41. @davidsamoranski QUESTIONS? David Samoranski | @davidsamoranski | (707) 843-3082 david.samoranski@robbinsgioia.com

42. @davidsamoranski THANK YOU!