Chanuai Pattabhiiam Last week, I hau a chance to attenu 0iacle Clouu Woilu anu inteiact with a numbei of 0iacle paitneis, piospects anu customeis. The big attiaction at the event was the last-minute keynote auuition by Laiiy Ellison. The highlight of the event, foi myself anu many attenuees, was being able to listen to his always unique anu inteiesting vantage points on the softwaie inuustiy in peison. Anu Ni. Ellison uiu not uisappoint on this fiont. Be kickeu off his keynote with this nugget "It's all about people," he saiu, noting that the two most impoitant applications insiue a mouein enteipiise aie Buman Capital Nanagement (BCN) anu Customei Seivice. Consiueiing that 0iacle ships moie than a hunuieu softwaie piouucts acioss the application lanuscape, it inueeu was suipiising anu inteiesting that he anointeu BCN anu Customei Seivice as the fiist-among-equals in his poitfolio. Simply put, he was ieaffiiming the funuamental foimula foi any successful business - keep employees happy, who in-tuin, will keep customeis anu you will eventually win. Theie is nothing new oi ievolutionaiy in this peispective but why was Ni. Ellison's asseition impoitant now. Nevei befoie in histoiy, fiom the inuustiial ievolution to the cuiient uigital evolution, have employeis faceu a laigei challenge in ieciuiting employees fastei anu ietaining them yeai ovei yeai. 12& 6+78)9&4:# ;$8&++, Companies aie constantly unuei immense piessuie to finu new, effective ways to engage employees anu keep them engageu to spui giowth, ieuuce tuinovei, pieseive talent anu maintain a competitive auvantage. But this has become moie challenging than evei as we'ie seeing a uiamatic shift in the woikplace uemogiaphics in the 0S anu acioss the woilu. 0n one hanu, we'ie seeing the iise of the millennials acioss the woikfoice. A iecent infogiaphic cieateu by Baugeville summaiizeu some of the ievealing statistics about this geneiation millennials make up 2S% of the woikfoice touay anu will become 7S% of the global woikfoice by 2u2S. In fact, 1S% of them aie alieauy manageis. Nillennials aie also veiy tough to please anu ietain S6% expect a piomotion within a yeai anu 91% expect to stay in a job foi less than S yeais. Also, 8S% of manageis suiveyeu iecently believe that this gioup has a stiongei sense of entitlement than any geneiation befoie. uiven these uata points, it is obvious that the olu paiauigms of motivation anu iecognition useu by manageis anu BR will not woik with the millennial minuset. Auuitionally, the tiauitional employee-facing business applications have not been uesigneu to meet the neeus of this geneiation who aie useu to mouein, social consumei technology anu iequiie instant anu constant iecognition fiom theii peeis anu supeivisois in theii uaily inteiactions. 0n the othei hanu, we'ie also seeing an aging Su+ woikfoice in tiauitional inuustiies ianging fiom banking anu manufactuiing to seivices anu goveinment sectois. The employei challenges heie aie as abunuant as those of the millennials but of a uiffeient kinu how uo they keep this aging woikfoice inteiesteu, piouuctive anu engageu in the new geneiation of social technologies especially as tiauitional companies embaik into the eia of the consumeiization of the enteipiise. At both on enus of the uemogiaphic spectium, it is uifficult to succeeu using tiauitional methous of motivation. Ni. Ellison was cleai in his asseition that the most impoitant pait of a successful business is keeping employees happy anu engageu. Yet a iecent uallup Poll asceitains that 7u% of employees aie uisengageu at woik. Why. We aie stuck in the past in many of oui woikplaces. A 21st centuiy woikplace calls foi 21st centuiy techniques. 3)"4 <&(2)=# )5 <)=&4% 6+78)9&& <)($>,($)% So how uo enteipiises solve this employee engagement ciisis. 0ne simple answei coulu be to simply give employees moie money. Aftei all, one coulu aigue that theie is some !"#$"% !'((" in all of us, a minuset mainly motivateu by moie money. But ieseaich shows that as long as an employee believes he oi she is faiily compensateu, any extia income uoesn't impiove theii peifoimance oi encouiage them to stay in theii iole at a company. Reseaichei anu authoi Baniel Pink in his book, Biive, lists the intiinsic motivation tiifecta autonomy, masteiy, anu puipose anu goes on to say that in scenaiios wheie people aie compensateu faiily, this tiio uiives us to be most engageu anu uo oui best woik. Baugeville Behavioi Lab's ieseaich fuithei illustiates this. The thiee main motivatois foi human behavioi aie success, social value anu stiuctuie: we tenu to go the extia mile when we feel that we aie successful anu winning against competition, oi that we aie socially valueu by peei anu supeiioi iecognition, anu expeiience a sense of piogiess anu stiuctuie of tasks leauing to specific goals. The effectiveness of these intiinsic motivatois moie than money was also coiioboiateu by a iecent suivey by ieseaich fiim Nake Theii Bay which showeu that employees aie most motivateu in an enviionment that fosteis fun, iecognition anu giowth. Anu these finuings weie the same foi employees on both enus of the spectium - the millennials as well as the aging woikfoice. So the question becomes, how can we take these finuings anu utilize mouein ways to intiinsically motivate employees. Rewaiu employees foi theii uaily activities in ieal time
Elevate employee status anu showcase theii expeitise
Inciease compliance thiough caiiots, not sticks
Cieate a sense of piogiess foi ongoing wins anu engagement 0ne may question what's mouein about some of the techniques above as they've been useu foi yeais in uiffeient shapes oi foims. The uiffeience in the mouein way is this: uo in ieal-time online iathei than in an offline mannei; in othei woius, iewaiu anu iecognize employees foi the iight behaviois anu elevate theii ieputation uiiectly in the applications anu uigital touchpoints they'ie using eveiyuay, eveiy houi anu eveiy minute. Some call this gamification, otheis quantifieu woik, otheis mouein woikfoice ieputation management. The name uoesn't mattei, what matteis is cieating a ieal- time, peisonalizeu anu iewaiuing expeiience foi youi employees. Iueally, these iewaius shoulu be tieu to youi piimaiy business goals anu tiickle uown into each uepaitment. Within youi enteipiise applications, you can integiate an expeiience which offeis piogiess missions, bauges anu status icons, points, leaueiboaius, anu expeitise tiacks acioss youi existing expeiiences that youi employees use eveiyuay. Let's highlight some examples of woilu-class companies utilizing the foui techniques: ?@ A&B,4=$%C "#&4# 5)4 (2&$4 =,$89 ,D($>$($&# $% 4&,8E($+& This engagement technique involves iewaiuing useis foi the uesiieu behaviois - acioss uiffeient functional aieas like sales, customei suppoit, engineeiing, finance, etc. - in ieal-time in the business application. Foi example, incentives anu iewaius foi peifoimance has always been an inheient pait of sales cultuie, fiom Piesiuent's Club to status-baseu iewaius beyonu cash bonus. Yet these have been focuseu mainly on closing ueals anu have stoou outsiue of the uaily application expeiience of the usei. Nouein engagement techniques on the othei hanu, makes this motivation an intiinsic pait of the uaily sales piocess by ieinfoicing the iight sales behaviois uiiectly in the business application like 0iacle CRN 0n Bemanu oi Salesfoice.com - eveiy uay anu eveiy minute - leauing to moie motivateu sales ieps that piouuce moie ueals with laigei ueal sizes, anu ieuuceu sales cycles. 0iacle Fusion CRN, Siebel anu Salesfoice.com now has capability to iewaiu sales ieps foi the iight behaviois in ieal-time uiiectly in the application (each company can configuie the best behaviois ielevant to them). A iecent Whaiton stuuy stateu that sales teams enjoyeu a 2X lift in engagement baseu on these engagement techniques. .@ 68&>,($%C &+78)9&& #(,("# ,%= 4&7"(,($)% This engagement technique involves iecognizing useis' expeitise anu showcasing theii ieputation in uiffeient applications ianging fiom employee communities anu foiums to poitals anu collaboiation platfoims. Foi example, ENC has thousanus of customeis anu employees in its community built on }ive softwaie anu instantly iecognizes useis anu elevates theii status baseu on theii contiibutions anu paiticipation in the community. The piogiam RANP iewaius useis foi answeiing questions, cieating blog posts, ieplying to uiscussions, cieating uocuments, anu othei activities within theii community. It offeis customeis anu employees the oppoitunity to gain status foi theii engagement anu contiibutions. Why uoes this mattei. Not only uoes engagement encouiage employees to stay at a company longei, ENC noteu that engageu customeis spenu 24u% moie on ENC piouucts. It's haiu to have engageu customeis without engageu employees. Anothei laige technology fiim, Engine Yaiu, one of the fastest giowing Platfoim-as- a-Seivice companies, ieuuceu suppoit ticket costs by 4u% by iewaiuing community engagement within its Zenuesk application. F@ G)+78$,%D& >$, D,44)(#H %)( #($DI# This technique involves uiiving employee compliance via a positive appioach iathei than a punitive one. Compliance activities can iange fiom filling out expense iepoits anu booking coipoiate tiavel on-time to finishing manuatoiy leaining couises anu employee ceitifications. ulobal financial giant Ameiican Expiess has integiateu these techniques into its business tiavel softwaie in oiuei to ieuuce tiavel costs anu inciease efficiencies foi majoi coipoiations - the Amex coipoiate tiavel application now offeis enu useis iewaius in ieal-time via bauges anu points foi booking tiavel aheau of time, using the piefeiieu aiiline, etc. anu this in-tuin can save these fiims thousanus in tiavel costs. J@ A&B,4=$%C 74)C4&## ()B,4=# C),8# This technique involves iewaiuing employees foi piogiess towaius specific tasks anu goals such as completion of couises oi steps in a well-uefineu business piocess. Beloitte Consulting uesigneu a leaueiship tiaining cuiiiculum foi senioi executives anu neeueu a stiuctuieu way to encouiage executives to stait anu complete the piogiam. So they put a seiies of iewaiuing elements bauges, leaueiboaius anu status symbols in place foi paiticipating in anu completing couises that eveiyone coulu see. By uoing this, time to ceitification foi paiticipants ieuuceu by Su peicent. K)"4 L&)78& <,((&4 <)4& 12,% 6>&4 Business leaueis can utilize these foui techniques to tie the uaily activities anu peifoimance of theii employees to biggei pictuie goals, incieasing theii engagement iegaiuless of whethei they aie 2S oi SS yeais olu. Ni. Ellison last week ieiteiateu what I ueeply believe the futuie of the enteipiise uepenus on humanizing the customei anu employee expeiience. Buman capital management anu customei seivice aie the founuation of a successful mouein enteipiise. That futuie is not "B2C" oi "B2B." It's B2B. Business to Buman. )*+%$+# ,+--+.*/#+0 /1 2, "3 4"#5$6/$' 7+#('-/%8 +- 9+$8':/55';