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GREEN GRASS ONE

CASE STUDY WEBINARA HOLE IN ONE:

LEARN HOW TO PROFIT FROM AN ONLINE COMMUNITY & SOCIAL NETWORKING

Date: February, 2010


AGENDA

Presenter Introductions About Green Grass One Business Challenges Objectives Solution & Selection Implementation Timeline Demonstration Recommendations When Building an Online

Community Summary IGLOO Overview


INTRODUCTIONS

About Doug WalkerCo-founder and Executive Management of Green Grass OnePrior to Green Grass One, Doug was a Management Consultant for eight years (six with A.T.

Kearney), helping some of North America’s leading corporations with strategy and operations improvements. Doug has worked with some of the industry’s biggest retailers with merchandising strategy, supply management, and purchasing

About Daniel KubeVP Sales of IGLOODaniel has over two decades of success and experience in alliances, business development, sales, and marketing for several leading organizations including PricewaterhouseCoopers, Performancesoft, Actuate, and IONA Technologies( Now Progress Software). Most recently he was Global Vice President of Marketing and Alliances for the Performance Management division where he was also responsible for successfully creating and launching Actuate Onperformance ( SaaS) offering..


ABOUT GREEN GRASS ONE Buying aggregation and other retail services to

independent golf course pro shops– Increase sales and profits for pro shop operators– Simplify administration between on-course retailers and suppliers– Increase market share for program supply partners

Launched 6 years ago Annual Revenue: $25 million Customers & community members include:

–Golf course retail outlets–600 individuals–500 customers–100 total suppliers–18 major suppliers • Nike and Callaway)

–Green Grass One team


THE MEMBERS OF GREEN GRASS ONE

Manitoba11

Sask11

Northern AB21

Southern AB41

Interior18

Van. Island

7

LowerMainland

18

NB6

PEI3

NS9

ON - SW 17

ON East 24

GTA 49Lon/Kit 26

PQ 3

Niagara 14

ON North 25

Kootneys7

NF1

What Impact Do We Have? The largest on-course retail group in Canada

50 of Score’s Top 100 golf courses in Canada

Many of Canada’s most influential golf clubs

Over $75 million in retail sales

Estimated $50 million in pro shop purchases


BUSINESS CHALLENGES

Retailers are small in size and have limited buying power

Proprietors – golf pros have limited retail experience

Communicating with 320 independent retailers nation wide - Previously relied on:– Emails and phone calls to download tools, materials, and

information on Green Grass One web site– Indirectly and informally regional annual GG1workshops

brought together retail operators for information updates and training

“Inefficient and ineffective”


GREEN GRASS ONE ONLINE COMMUNITY OBJECTIVES1. Increase Communication2. Encourage Networking & Collaboration

– Freely and confidently share information about their businesses

– Share best practices across retailers and improving business results

SAAS-BASED COLLABORATIVE

PLATFORMSoftware


ONLINE COMMUNITY OBJECTIVE: SHARE RETAIL SUPPORT MATERIALS

Direct Marketing and Promotional Tools Price BenchmarkingBi-Weekly Retail Tips

Retail Trade ArticlesCustomized Corporate & Tournament Brochures Purchase Planning & Sales Tracking Tools


SOLUTION SELECTION

Initial vendor and solution search via the Web Web 2.0 has many dimensions - vast spectrum

of available tools and services

Web 2.0


SOLUTION SELECTION – 3 QUESTIONS1. What did Green Grass One want/need to achieve

in its business?2. What impact did this have on the technology

required?3. What were the available solutions/providers that

could meet this need?


SOLUTION SELECTION

Vendor that understood business impact Consulting partner vs technology provider Soft variables vs quantifiable metrics Solution cost vs solution company

– Location– Business model– Stability– Services portfolio

"We liked that they wanted to dive into our business to understand what we were trying to achieve — thinking like a business partner rather than how much software they could sell us.

We felt comfortable with them…”Doug WalkerCo-founder and Executive Management of Green Grass One


SOLUTION – CUSTOMIZATION REQUIREMENTS Process ~50,000 invoices/year Back-end integration to financial system -

BusinessVision Automate delivery of invoices from GG1 to each

retailer's community landing page


5 IMPLEMENTATION OBJECTIVES

1. 5 years worth of Web and server content available on the new site

2. Build collaborative tools around content (blogs, wikis, calendar, and picture gallery)

3. Create a sub-community for suppliers4. Set up administration

– Retailer rights to access all content – Supplier rights to upload their own content and access their

sub-community

5. Customize and automate the central billing/invoicing process


IMPLEMENTATION TIMELINE

“Web-based mock community built by IGLOO in "minutes" during a conversation over the phone between the two companies…”

GG1 contacted IGLOO

Trial community created

PilotConsulting

Customization (graphic design & programming)

Implementation

Testing Training

Admin End

User

Official Launch

Increase Content Management

1st Year Anniversa

ry


DEMONSTRATION


RECOMMENDATIONS WHEN BUILDING AN ONLINE COMMUNITY Be realistic:

– Understand how your customers/users engage with social networking/Web 2.0 technology

Focus groups: – Gather user input well ahead of launch to identify and define

the core functionality– 80/20 rule - narrow the scope -> get that right first

Offering comparison:– Don’t prepare a long list of criteria against free and/or cheap

online applications and tools - a time and resource sink

Identify the most important functionality:– Bringing functionality together in an intuitive and collaborative

environment require skills that fall outside the capabilities of very small IT shops


SUMMARY

Deliver the highest value possible to clients while maximizing the bottom line

Efficiencies in operations and processes that can be greatly assisted by technology

Usage of social networking will differ by company & by requirement

Only some benefits are directly quantifiable

$60,000 SAVINGS WITH GREEN GRASS ONE ONLINE

COMMUNITY


"Increased collaboration and customer satisfaction among the community should also contribute to increased revenue and profit for participants“

Doug WalkerCo-founder and Executive Management of Green Grass One


POLLING QUESTION

What type of online community would your organization be interested in?a. Intranet – Corporateb. Intranet – Business Unitc. Web Site – Corporated. Web Site – Event/Conferencee. Team – Departmentalf. Team – Learning/Trainingg. Portal – Partnerh. Portal – Customer i. Portal – Recruitingj. Portal – User Group

IGLOO Overview


IGLOO - WHAT DO WE DO?

We help organizations build, deploy and manage successful online communities and

social networks.


IGLOO - SOLUTIONS NOT SOFTWARE

COMMUNITY SOLUTIONS

COST EFFECTIVEVIBRANTVIRALSTICKYSUSTAINABLEMEASUREABLE

• SAS 70 • PCI DSS• CIC 5970 II

• Secure• Integrated• Extensible

• Support• Professional Services• Training• Community Facilitation• E-engagement• SEO, SEM, SMM

• Configurable• Customizable• Design

• Planning• Design• Deployment• Growth


SOCIAL SOFTWARE PLATFORM GREEN GRASS ONE LEVERAGED

Administration

ContentManagement

TeamCollaboration

WebPublishing

SocialNetworking

Find, manage, store and share your corporate knowledge and information securely in your online community.

Facilitate effective collaboration and communication around your key organizational assets.

+ + +

Promote and empower business critical relationships across your entire team or organization.

Promote and empower business critical relationships across your entire team or organization.


CUSTOMERS – ACROSS INDUSTRIES


TOP 5 “BUSINESS USES” OF SOCIAL SOFTWARE

1. Create & Drive Brand Awareness2. Reputation Management Tool3. Recruiting

– Staff, customers, partners

4. Learn About New technologies & Competitors5. Lead Generation Tool to Intercept Potential

Prospects– Drive traffic to your own online sites while encouraging

consumers and clients to have discussions on how to improve or change products or services

Source: Wikipedia


CONCLUSION- BENEFITS OF GREEN GRASS ONE Time to Value

– Implemented in weeks– Immediate value to customers, suppliers and employees

Better Distribution of Knowledge– Increased product throughput and revenue– Higher customer and stakeholder satisfaction

“CHANGED THE WAY THEY DID BUSINESS”


THANK-YOU

QUESTION & ANSWERS

CALL IGLOO TO SCHEDULE A DEMO:

1-877- 664-4566

Learn More

• IDC Case Study on Green Grass One

• MarketPlace Whitepaper• WorkPlace Whitepaper

www.greengrassone.comwww.igloosoftware.com

http://www.igloosoftware.com/company/downloads/media/greengrassonecasestudy

http://www.greengrassone.com/

http://www.igloosoftware.com/

Thank-YouQ & A

1.877.ON IGLOO

www.igloosoftware.com

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