Selling the Value of Mobile Learning

Transcription

1 501 Selling the Value of Mobile Learning Joshua Byrne, Adayana Produced by Strategies and Techniques for

2 Building a Value Proposition for Mobile Learning Josh Byrne jbyrne@adayana.com Agenda Introduction (10 min) Analysis Framework (30 min) Case Study 1: m-learning Product Case Study 2: m-learning Solution Case Study 3: Performance Support Tool Closing 2 Page 1

3 Introduction What I Do Publishing (Website) Training (ILT) (Custom) (Blended) Advertising (Rebrand) Performance Support Tools (Application) (Portal) (Comp Map) (Library) (Tool) (LMS) Documentation Help Files (Web App) HRIS (LMS) 4 Page 2

4 Introductions Please type 2-3 sentences in the Introduce Yourself Pod. Introduce yourself Role (Developer, business development, training manager, ) Organization (Corp, Education, Government, ) Name (optional) What you would like to learn from this session 5 Objectives Finding the right opportunity Return on Investment (ROI) for a mobile learning project Killer applications" of mobile learning Total cost of implementing mobile learning Share experiences selling (or not) mobile learning projects. 6 Page 3

5 Value Proposition The first step in selling mobile learning is finding an opportunity where it solves an important problem for someone. Discussion 1: Value Proposition What are the general elements of value proposition for e-learning? What are elements of value proposition specific to m-learning? Enter your answers in the Responses pod. Discuss in 3 minutes 8 Page 4

6 e-learning Value Proposition Scales well Low incremental $/learners Unlimited number of concurrent learners Supports asynchronous delivery Reusable assets Highly consistent Highly engaging (gaming) 9 Mobile Learning Value Proposition Learn anywhere Wow factor High reliability Consistent platform Not just content delivery 10 Page 5

7 Mobile Learning Pitfalls Cross platform deployment is difficult De-emphasize visual element Platform market penetration is high and low 11 Return on Investment (ROI) ROI is the expected monetary gain from choosing to implement a project. Page 6

8 Poll 1 Please answer Poll 1 now Results in 3 minutes 13 Return on Investment (ROI) Pros Bigger number Seems quantitative Cons Nobody believes the number Actual result is often hard to measure 14 Page 7

9 ROI Elements Return Improved Performance Reduced Cost Less Risk Reduced Training Cost Revenue Investment Development Deployment Support Maintenance 15 ROI Simplifications Less than three years in most cases Don t get carried away with detail 16 Page 8

10 Killer Application A killer app is a feature or program that is so important that it justifies the existence of the system it is deployed on. Killer App Examples Desktop Computer: Spreadsheets Mobile Phone: Phone calls Internet: The Economist : Audio edition Google Desktop: Search, Spell Check 18 Page 9

11 Killer App Pros and Cons Pros Easy to understand Cons Sometimes there isn t one 19 Killer App How To Be sure it solves an important problem Explain with an anecdote Proof of Concept (POC) can be key Show the hardware 20 Page 10

12 Discussion 2 What are possible killer apps for mobile learning? Enter your ideas in the Responses Pod 21 Possible Mobile Learning Killer Apps Learning otherwise inaccessible Wow factor Development team 22 Page 11

13 Discussion 3: Your Project If you have a case you would like us to discuss as a group, please post it to the Questions to Josh chat area 2-3 sentences on the scenario What would you like the group to comment on? 23 Case Study 1 Mobile Blended Learning Page 12

14 Case 1: Summary The Need Experts sign off learner competence Using the LMS is unwieldy ROI Time saved No custom platform Killer App Viability What Worked Thinking more broadly about what constitutes mobile learning Challenges Minor Demo 25 Case Study 2 m-learning Course Internal Sale Page 13

15 Case 2: Summary The Need New Library Product Present Commodity Content in a New Way ROI Internal Profitability of offering Client perception External Just In Time Learning Killer App None What Works Common Framework Challenges Finding mobile platform critical mass 27 Case Study 3 Mobile Performance Support Application Page 14

16 Case 3: Summary The Need Client had an existing Excel-based sales tool Small group High value application ROI Time Saved Additional Sales Killer App Instant Feedback What Worked Proof of Concept Quantitative Approach Iterative Approach Dedicated Hardware Challenges Short development cycle Demo 29 Page 15