The Agony and the Ecstasy of Going Mobile: An Eisai L&D Case Study
Presented by: Mary Myers, Director, Training & Development, Eisai & Susan Caldwell, CEO, Metrix Group, Inc.
A week ago our Metrix Group team co-presented a case study based seminar at SPBT. Since then we have had numerous requests to tell this story to new and existing clients and their respective learning /development teams.
It is clear that one of the challenges for organizations in their transition to mobile learning solutions is overcoming the hurdle of “unknowns” and that hearing about how another group handled their transition is very helpful. So we felt that we should share some of the key critical success factors that made this journey possible for Eisai and the Metrix Group.
In a nutshell, Eisai’s journey began in 2011 and today has resulted in over $4m in savings, improved sales results, more effective training, a customer ready sales team and improved engagement amongst learner.
Metrix Group started with a blend of inconsistent training programs and created an end-to-end curriculum that drives revenue goals that accelerated Sales Representative performance while at the same time was flexible, scalable and able to anticipate the future needs of the franchise. The challenge…? Doing all of this in six short months!
Here is a brief summary of the key decisions we made and the success factors that made our solution possible.
Business Drivers – Why go mobile?
Reduce print and shipping costs
Speed to market with new materials
More efficient sales calls conducted by reps
Increased physician engagement
Key Decisions
We selected one device – iPads
Laptops for kept strategic reasons including compliance and business continuity
Client supported the creation of a mobile training strategy
Critical Success Factors
Make a plan and keep your end goal in mind, but remain flexible
Collaborate and communicate
Have IT and LMS representation in every meeting
Be ruthless in your decision making
Speed is key
Have a single vendor as a marketing partner
Have a single partner for T&D… METRIX GROUP
Define a mobile learning strategy
Guiding Principles
Borrow: All content that is already owned by the client or external business partners
Buy: Required content that cannot be borrowed but can be purchased in a cost effective way
Build: Content that is critical to strategy and performance that cannot be effectively borrowed or bought
Lessons Learned
Create a plan and stay the course BUT be prepared…
Self-assessment can misrepresent – not all those who self-identified were actually power users
Measure and validate how much the iPad is being used in the field
Watch videos on the computer and follow along on the iPad
CRC – single point of contact (as long as no content has changed)
Identify all internal stakeholders
Think through the current policies and iPad impact
Let training and sales set an example for the rest of the organization – Executive meetings are going paperless!
Lastly, it takes a large team of people working together to make something like this happen. Facilitating partnerships and good working relationships is crucial but don’t be afraid to make the hard decisions!
Should you wish to have us present this case study in its entirety to your team, please contact us today at info@metrixgroup.com.
PLEASE NOTE: The views and opinions expressed in this presentation are those of the presenter(s) and do not necessarily reflect the official policy or position of Eisai.
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