Improving Software Adoption Through Organizational Change Management

CASE STUDY

 

Our client was a growing data and analytics consulting company and Alteryx partner.  Despite having sold to several clients, they were struggling in getting renewals due to poor enterprise adoption of the software.  One barrier to adoption was that the tool required a lengthy setup process for identifying and labeling metadata across the enterprise. Also, their primary customers were in the media industry, and most companies did not have a strong data-driven culture and skill level. 

They came to us to help develop a framework and Playbook for enterprise adoption through organizational change management, and then to train their team on implementing the Playbook. 

Our Approach

Using our Organizational Assessment, we began by working with their clients to understand the typical organizational bottlenecks they were facing when it came to developing a data-driven culture and enforcing tool adoption.  We also sought to understand client change capabilities and channels that were currently being used. From here, we developed a new, ideal Playbook containing a series of 5-10 organizational change management strategies for each step of the adoption process. 

One of the biggest bottlenecks at all clients was the lengthy metadata gathering process, which was getting very low engagement among users. We recommended a gamified crowdsourcing strategy by which the entire company could contribute to providing this information, rather than leaving it to a single team of users. 

Other strategies included leadership role modeling and storytelling through vlogs and themed workplace events and hack-a-thons to solve data and analytics problems, encouraging cross-functional collaboration. 

By developing a comprehensive Playbook of strategies and activities for the company and coaching their resources, they were able to work with their clients to pick and choose the most suitable ones for each phase of the adoption journey. 

Results

Through the implementation of our organizational change management playbook, our client was able to rapidly increase enterprise adoption and sell 2 renewals with clients who were seeing low adoption prior to our strategy.   These renewals resulted in an additional $320K in annual revenue. 

“Our Playbook was going nowhere until you came in. THANK YOU for changing its quality dramatically and helping us actually take off with this initiative!”

– Rik Nuytten, EVP, Information Strategy at Cisco

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