PerkinElmer Uses eLearning to Open up a Whole New Channel of Revenue
Challenge
 |
View this image  |
In 2003, PerkinElmer launched OneSourceSM Laboratory Services, a multifaceted service and offering that provides customers with a wide range of capabilities across a wide range of instrument platforms from Perkin- Elmer, as well as other vendors. By offering comprehensive service from a single source, OneSource helps clients streamline their supply chain, lower costs and increase productivity. Realizing the Internet is a key aspect of its service strategy, PerkinElmer engaged Molecular to demonstrate how its web site could be used to better meet customer needs, support high priority business goals and increase profitability.
Approach
Molecular applied its four-step IMPACTSM process to identify gaps in the firms’ current online capabilities, define key initiatives to bridge those gaps, and develop a financial analysis to demonstrate the value of each initiative and the expected ROI. The research revealed some compelling opportunities and competitive differentiators for PerkinElmer, including the dramatic revenue potential of augmenting its Laboratory Services portfolio with eLearning. Compelled by the findings, PerkinElmer engaged Molecular to integrate a learning management application into its existing web site. Molecular worked with PerkinElmer stakeholders and customers to design an eLearning solution that would be visually appealing, easy-to-use and technically seamless for online customers. The project’s success relied on Molecular’s in-depth technical consulting and program management expertise. During the engagement, Perkin- Elmer’s technical resources were immersed in a massive site redesign effort. Identifying a gap in resources, Molecular stepped in as technical lead and program manager for the initiative and managed the launch of a successful eLearning solution.
Benefits
Molecular’s research and implementation of an eLearning solution will help PerkinElmer:
- Generate new revenue for its OneSource offering.
- Gain a substantial competitive advantage by offering general scientific courses as well as instrument and application specific custom courses that their competitors do not.
